How SalesDuo grew sales by 80% by altering SPAX’s catalog on Amazon
A brief overview of the success that SalesDuo was able to drive for SPAX
SalesDuo has been managing SPAX’s Amazon business since July 2020. SPAX is a leading manufacturer of fasteners, especially screws, and operates through both Amazon Vendor Central and Seller Central.
At the time, SPAX was selling its fasteners and screws through Seller Central only in Master Cartons. For example, one Master Carton could contain a Pack of 4 × 50 Count, making it a total pack of 200 screws.
SPAX was selling the products this way because it was difficult for the team to break open the Master Cartons and sell the smaller individual boxes separately through Seller Central.
SalesDuo reviewed the product, its category, and the type of customers buying these products on Amazon. Amazon customers for fasteners can include both individual shoppers and business buyers.
After reviewing SPAX’s sales data, we found that individual customers were driving more sales than business buyers. Based on this pattern, SalesDuo recommended offering individual cartons alongside Master Cartons so SPAX could better match how customers were already buying on Amazon.
Based on this recommendation, SPAX created individual pack listings in its Amazon Seller Central catalog.
SalesDuo also advised the SPAX team to create a new SKU in its SAP system. The new SAP SKU allowed SPAX to convert and track Master Carton inventory as individual units in its internal system.
With this approach, SPAX could gradually start selling individual packs without making a sudden change to its existing inventory process.
The Outcome
After several discussions and approvals from the company’s leadership team, SPAX moved forward with selling individual packs.
The combined efforts of the SalesDuo and SPAX teams helped SPAX grow its Amazon business by 80%.
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What catalog change helped SPAX grow sales on Amazon?
SPAX added individual pack listings alongside its existing Master Cartons. SalesDuo recommended this after sales data showed stronger demand from individual customers than business buyers.
Why did SPAX create a new SAP SKU?
The new SAP SKU allowed SPAX to transfer and track inventory from Master Cartons as individual units. This made it possible to introduce individual packs gradually without disrupting the existing inventory process.
What was the outcome of SPAX’s catalog change?
After SPAX introduced individual packs, the combined work of the SPAX and SalesDuo teams helped grow the brand’s Amazon business by 80%.
About the Author
Giridhara Prasad is an Associate Director at SalesDuo and a startup enthusiast. With extensive expertise in e-commerce, this ex-Amazonian has been instrumental in driving success for businesses worldwide. Apart from his passion for creating innovative sales strategies and optimizing online retail experiences, Giri finds interest in watching and playing sports, including starting to play pickleball, traveling, and exploring political science, and philosophy.
