How Visibility Drives Growth

In our model, to win on Amazon, we try to maximize shelf space.

That is, how visible your products are to customers searching for what they need (and in more recent developments, using the Rufus AI assistant to find what they want).

But that’s not all. Through the shelf space lens, we also determine how much potential for growth there is, and where the opportunity for that growth lies. Here’s how.

Visibility To Customer Segments

As we mentioned, our strategy starts from your customers. And for most brands, your customers can be divided into segments: different groups of people with different needs and purchasing behavior, looking for a solution to different, if related, problems.

Once we know who your customers (and competitors) are, we can dive deep into the data, and explore what they are looking for on Amazon, how, and where your products show up.

How? By considering how much shelf space you get, based on your search rankings results. On aggregate across all the keywords a customer segment searches for, this gives us a clear picture of how much shelf space you get, and how much more you could grow.

Shelf Space Determines Sales

On Amazon, customers search for what they need, and they pick one of the products they find. Statistics show that the first three products get 64% of clicks, and the pattern holds.

In other words, if you don’t show up high, your listing rarely gets seen.

It’s the growth flywheel in action: the better your shelf space, the more sales you get, and by reflection, you’re going to get rewarded with more shelf space by the Amazon algorithm.

Growth exists in bridging the gap between the shelf space you get, and the shelf space you want.

Conquering Shelf Space

Once we know what segments you’re not visible to, and for what keywords, we also know where the opportunity is.

This allows us to precisely pinpoint the most efficient way to drive market share for your brand, and also quantify how much growth we can drive.

Then? It’s all a matter of executing on a winning strategy to grab that shelf space and market share.

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