The Amazon Reseller’s Handbook: Tips and Strategies for Success

2023-05-02

Amazon has become the go-to platform for online shoppers looking to purchase anything from household items to luxury goods. As a result, selling on Amazon has become increasingly popular and profitable, with many resellers making a living from the platform.

In this article, we will provide you with a comprehensive guide to building a successful Amazon reselling business by offering tips and strategies for optimizing your listings to increase your sales. Whether you’re just getting started or looking to take your Amazon business to the next level, this article will provide you with the knowledge and resources you need to succeed.

Amazon Stats 2023

More than 9.6 million sellers are using the Amazon platform as of 2023.
More than 353 million products are available on Amazon as of 2023.
Amazon.com received 5.6 billion visits from direct searches in 2022.
With $356B in net sales, the United States was Amazon’s biggest market in 2022.
Most Popular Amazon Product Categories for Sellers in 2023:
- Home & Kitchen 35%
- Beauty & Personal Car 26%
- Clothing, Shoes & Jewelry 20%
- Toys & games 18%
- Health, Household & Baby Care 17%
- Baby 16%
- Electronics 16%
- Sports & outdoors 16%
- Pet Supplies 13%
- Office Supplies 13%

1. Build a 5-Star Feedback Rating

Building a five-star feedback rating is crucial to success as an Amazon reseller. Positive feedback can greatly impact your sales and can help you stand out from the competition. This can be achieved by providing excellent customer service and promptly addressing any issues that arise. Respond to all customer inquiries and feedback promptly, and offer a hassle-free return policy to increase customer satisfaction. If you have had interactions with a customer, and helped them out – encourage them to leave feedback.

2. Optimize Product Descriptions for Searches

Optimizing product descriptions for searches is a crucial aspect of selling on Amazon. The product descriptions provide the essential details about your item to potential buyers, including the product’s features, dimensions, and any other relevant information.

The better optimized your product description is, the higher the chances of it appearing at the top of Amazon’s search results.

To optimize your product descriptions for searches, start by identifying the relevant keywords that potential customers might use to find your product. Use Amazon’s search bar and other keyword research tools to identify the most popular search terms related to your product. You can then incorporate these keywords into your product title and description.

In addition to optimizing your product description for searches, you can also use Amazon’s product listing optimization tools to improve your listing’s visibility. Amazon provides several tools such as the Enhanced Brand Content, which allows you to create more engaging product descriptions and use multimedia elements like videos and images to help customers make informed buying decisions, and reduce your rate of returns.

3. Set Competitive Pricing

One of the most important factors in successfully selling on Amazon is setting competitive pricing for your products. Pricing your products too high may deter potential customers, while pricing them too low may hurt your profit margins. Therefore, finding the right balance is crucial.

Here are some strategies to help you set competitive pricing:

Research the market: Conduct market research to determine the average selling price of your products on Amazon. This will give you a good idea of what price range to target for your own merchandise.
Monitor your competition: Keep an eye on your competitors and adjust your prices accordingly. If a competitor lowers their prices, you may need to do the same to remain competitive.
Utilize Amazon’s pricing tools: Amazon offers various pricing tools such as the “Automate Pricing” feature, which can help you adjust your prices automatically based on your competitors’ prices.
Use dynamic pricing: Dynamic pricing involves adjusting your prices based on different variables such as demand, supply, and market conditions. This can help you stay competitive while also maximizing your profit margins.

Additionally, consider offering discounts or promotions to entice buyers to purchase from your store. Repricing can be done automatically, if you use the right tools:

4. Utilize Repricing Software

Consider investing in the use of repricing software. These are tools that automatically adjust your prices to keep them competitive with other sellers. There are several benefits to using repricing software, including:

Time-saving: With repricing software, you don’t have to always manually update your prices, saving you time and effort, especially when you have 1000+ products.
The option of ‘dynamic pricing’: Repricing software allows you to adjust your prices in real-time based on market demand, inventory levels, and other factors.
The option of ‘rule-based repricing’: Repricing software will shift the cost of the product up or down based on a set of rules you set up. These can include; following the pricing of certain competitors on the market, decreasing the product price tag when a certain amount of time has passed without any sales, or even to set up a rule to duplicate the product’s price tag when all competitors have their stock sold out.

When selecting a repricing software, it is important to consider factors such as the ease of use, compatibility with your selling platform, and pricing. Some of the popular repricing software options for Amazon sellers include RepricerExpress, Sellery, and FeedVisor.

It is important to note that while repricing software can be helpful in maintaining competitive pricing, it is not a guarantee for success on the platform. It is still important to monitor your prices regularly and adjust them manually when you are not making sales.

5. Use The Amazon Marketing Service

Amazon Marketing Service (AMS) provides a range of advertising options that can help increase your visibility and drive more sales. Using AMS, you can create sponsored product ads, sponsored brand ads, and product display ads that are targeted to specific audiences.

These ads can be customized based on your budget and goals, allowing you to maximize your return on investment. Additionally, AMS provides data and analytics that can help you track the performance of your ads and make adjustments to improve their effectiveness.

6. Sell on Multiple Amazon Marketplaces

Also known as multichannel selling, this highly effective strategy allows Amazon resellers to expand their reach and sell their products on multiple channels. Although this article is focused on selling strictly on Amazon, Amazon.com isn’t the only Amazon marketplace online. Selling on more “channels” or amazon marketplaces is advantageous in attracting a larger audience.

One of the greatest hurdles of selling on multiple marketplaces is managing your inventory efficiently. To tackle this challenge, it’s recommended to employ inventory management software, as discussed in section 8. This software can help you keep track of your stock levels across various marketplaces, preventing overselling and reducing the risk of stockouts.

Another challenge you may encounter is keeping track of your sales and customer data across multiple channels. One way to overcome this is by using multichannel management tools that can integrate with multiple sales channels, including various Amazon marketplaces. By utilizing these tools, you can access a unified dashboard that enables you to manage your orders, shipments, and customer data more effectively.

In addition, shipping can pose a significant challenge when selling on multiple marketplaces. To tackle this, you may want to consider partnering with domestic 3PL businesses in the region of the marketplace, such as Amazon.it in Italy. This partnership would require you to send your inventory to them, but it can help reduce shipping times and enhance your competitiveness.

7. FBA Grade and Resell Program

The FBA Grade and Resell program can also help you sell used items on Amazon by providing a way to resell items that don’t meet Amazon’s standards. The program works by allowing sellers to regrade their products according to Amazon’s grading system, which we mentioned before. The product(s) will then be restocked in Amazon’s warehouse to be sold as used. The program also carries with it some fees, but in the long run, it can be advantageous.

8. Use Inventory Management Software

Inventory management is crucial for Amazon resellers as it can help to ensure that products are always available for sale while minimizing storage costs. Using inventory management software can help you keep track of inventory levels, streamline order fulfillment, and avoid stockouts. This can help you maintain a high level of customer satisfaction by ensuring that products are always available for purchase.

9. Choose the Product’s Appropriate Condition

One of the most important factors that influence a customer’s buying decision is the product’s condition. As an Amazon reseller, it’s essential to accurately describe the condition of your products to avoid any disputes or negative feedback.

Amazon has specific guidelines for product conditions, such as new, used-like new, used-very good, used-good, used-acceptable, and refurbished. To ensure that you choose the appropriate product condition, you should inspect the product thoroughly and be honest about its condition.

10. Add a Condition Note

In addition to choosing the appropriate product condition, you can also add a condition note to provide more details about the product’s condition. A condition note is a short description that appears below the product title on the product detail page.

In the condition note, you can provide more details about any defects, wear and tear, or missing parts that may affect the product’s performance or appearance. This will help to set the right expectations for the customer and avoid any surprises.

11. Take Good Photos

High-quality product photos are essential for selling on Amazon. Customers rely on photos to get a better idea of the product’s appearance, features, and quality. To take good photos, you should use a high-quality camera and take multiple shots from different angles. Make sure that the photos are well-lit, and the product is the focus of the photo.

Additionally, you should also consider using lifestyle photos that show the product in use or context. Lifestyle photos can help customers to visualize how the product can be used and give them a better idea of its benefits. Finally, make sure that the photos meet Amazon’s image requirements, such as size, format, and background.

12. Sell Used Products with High Margins

When it comes to reselling used products, finding items with high profit margins can be the key to success. Here are some tips on how to locate used products with high margins:

Research: The first step is to research the market to identify what products are in high demand. This can be done by analyzing sales data on online marketplaces, such as Amazon, eBay, and Craigslist, as well as by browsing through thrift stores, garage sales, and other secondhand shops. Look for items that are popular and have a high resale value.
Quality: It’s important to select used products that are in good condition, as items in better condition will command a higher price. Inspect each item carefully for any damage, wear and tear, or other issues that may lower its value.
Unusual or rare items: Consider selling unusual or rare items that are not commonly found in local stores or online marketplaces. These items can have a higher profit margin because they are harder to find.
Negotiate prices: When purchasing used items from thrift stores or garage sales, it’s important to negotiate prices to get the best deal possible. Often, sellers are willing to lower prices if you buy multiple items or pay in cash.
Bundle items: To increase profits, consider bundling items together. For example, sell a bundle of clothing items or a set of books. This can also help move slow-selling items more quickly.
Use online marketplaces: Online marketplaces, such Facebook marketplace and Craigslist are great platforms for finding good used products with a high resale value.

Overall, reselling used products with high margins requires some research and careful selection of items. By following these tips, you can increase your chances of success and profitability in the used product market.

13. Decide How you will Handle Shipping

Deciding how to handle shipping is an important decision for Amazon resellers. It is crucial to determine the best shipping method to ensure customer satisfaction while keeping costs low. There are various ways to handle shipping, but it is important to choose a reliable and affordable shipping company to ensure timely delivery.

One way to find the right shipping company is to do some research and compare prices and services. There are many shipping companies available, such as UPS, FedEx, USPS, and DHL. Each company has different rates and delivery times, so it is important to compare them and find the one that meets your needs. It is also important to consider the type of products you are selling and their weight and dimensions, as some shipping companies may offer better rates for certain types of items.

Another option to consider is using third-party logistics (3PL) services. 3PL providers are companies that offer logistics and fulfillment services to businesses, including warehousing, shipping, and handling returns. Using a 3PL provider can be beneficial for Amazon resellers as it can help reduce shipping costs and improve efficiency. 3PL providers have negotiated rates with shipping companies and can offer lower rates than if you were to ship the items yourself. Additionally, 3PL providers can handle the storage and fulfillment of your products, freeing up your time to focus on other aspects of your business.

Finally, you should consider using Amazon FBA.

Amazon FBA (Fulfillment by Amazon) is a service offered by Amazon that allows sellers to store their inventory in Amazon’s fulfillment centers. When an order is placed, Amazon will pick, pack, and ship the product directly to the customer, handle customer service inquiries, and manage returns. Here are some reasons why using Amazon FBA could be beneficial:

Prime eligibility: Amazon Prime members receive free two-day shipping on eligible items, and Amazon FBA products are automatically eligible for this program. This can increase sales and improve customer satisfaction.
Cost-effective: Amazon charges a fee for their FBA service, but it can be cost-effective when compared to the expenses of managing your own warehouse and shipping products yourself.
Easy to scale: With Amazon FBA, you can easily scale your business without worrying about managing additional inventory, shipping, and customer service needs.
Multi-channel fulfillment: Amazon FBA can also fulfill orders from other channels, such as your own website or other marketplaces, allowing you to consolidate your fulfillment process and reduce costs.
Improved customer service: Amazon FBA offers customer service support for your products, which can improve your customer satisfaction ratings and reduce the time you spend on handling customer inquiries and returns.

14. Provide Excellent Customer Service

Providing excellent customer service is essential for any business, including Amazon resellers. In fact, it can make or break your business. Amazon’s emphasis on customer satisfaction and its feedback system makes customer service even more critical. Here are some ways to provide excellent customer service as an Amazon reseller:

Respond quickly to customer inquiries: Responding to customer inquiries quickly and efficiently is crucial. Prompt responses show that you value your customers and their concerns. It is essential to respond within 24 hours to any questions, complaints, or feedback.
Offer refunds and returns: Amazon has a strong policy on refunds and returns, and it is important to comply with them. Offer easy returns and timely refunds to customers who are not satisfied with their purchases. This will build trust and confidence in your brand, and customers are more likely to return and make future purchases.
Be transparent about shipping and delivery times: Shipping and delivery times are an essential part of the customer experience. Make sure to provide accurate information about shipping times and expected delivery dates. Customers appreciate transparency, and it helps to manage their expectations.
Handle negative feedback with care: Negative feedback is a reality of doing business on Amazon. Handle negative feedback with care and respond politely and professionally. Use negative feedback as an opportunity to learn and improve your business.
Personalize your customer interactions: Personalizing your customer interactions can go a long way in building strong relationships with your customers. Use their names, send personalized thank-you notes, and show genuine interest in their needs and preferences.

15. Win the Buy Box as Much as Possible

The Buy Box is a prominent feature on Amazon that allows customers to purchase products directly from the seller’s page. For used products, the buy box will appear as a secondary option that customers have to acquire the product rather than paying the full price. It is essential to win the Buy Box as much as possible because it can significantly increase sales. Winning the Buy Box requires having competitive pricing, great customer service, and high feedback ratings. If your item is listed with the best price and you meet all the requirements, it will of course win the Buy Box.

These strategies can help Amazon resellers maximize their profits and succeed in the competitive e-commerce landscape. By selling used products with high margins, managing shipping effectively, providing excellent customer service, and winning the Buy Box, resellers can set themselves apart and achieve success on Amazon.