Catalog Management Strategies for Amazon Sales Growth

After 200+ brand audits, I’ve learned this: More SKUs usually means LESS growth.   ** 100 Days of Amazon Profit Hacks 💰 – Day 77/100 ** Amazon rewards focus. But I see many startups spread themselves thin.   So when I see a CPG catalog with 50+ products, I like to run the brand team through a simple exercise.   I ask:   → Which products are easy to keep in stock? → Which convert above average? → Which have low return rates? → Which still make money after ads?   That gives me the short list.   Then I help them model: What if we focused only on those?   Not forever. Just enough to see what’s working and what’s quietly eating up your time.   I did this with a grocery brand with 80+ pantry SKUs.   Less than 20% drove 90% of revenue. But the other 80% of SKUs… You guessed it.   They still took up 80% of → The team's time → Creative updates → And storage space   They brand didn’t need a better marketing strategy. They needed to stop chasing low-selling distractions.   We agreed to put everything but the top 20% On a "set it and forget it" maintenance strategy For the next six months   Once we refocused:   ✓ TACOS improved ✓ Inventory was WAY easier to manage ✓ Sales actually went up nearly 40% ✓ Profit was much higher   It reminded me that these days Growth doesn't just come from launching SKUs   It comes from putting your best energy behind the products that earn it.   Do you feel like your trading catalog growth with clarity in your online channels? ___ 🔔 Follow me for more daily Amazon profit hacks

This week, I spoke with a few 7-figure brands facing challenges in reaching the 8-figure mark.📈 A recurring theme for these brands was that their top ASIN accounted for most of their sales, yet its organic keyword ranking hovered around positions 10–15. Surprisingly, despite its sales share, it wasn’t receiving as much ad spend as other catalog items. For brands looking to scale, your top-selling products are key drivers of immediate growth. Expecting a newly launched product with no reviews or established buyer base to hit $50,000/month overnight is unrealistic. But refining your strategy around your top performers can quickly add an extra $50,000 in monthly revenue. 🚀 Here's what I recommended to those brands: 𝟏. 𝐔𝐧𝐝𝐞𝐫𝐬𝐭𝐚𝐧𝐝 𝐖𝐡𝐚𝐭’𝐬 𝐃𝐫𝐢𝐯𝐢𝐧𝐠 𝐒𝐚𝐥𝐞𝐬 𝐚𝐧𝐝 𝐒𝐩𝐞𝐧𝐝: 𝐒𝐭𝐚𝐫𝐭 𝐛𝐲 𝐫𝐞𝐯𝐢𝐞𝐰𝐢𝐧𝐠 𝐲𝐨𝐮𝐫 𝐛𝐮𝐬𝐢𝐧𝐞𝐬𝐬 𝐫𝐞𝐩𝐨𝐫𝐭 𝐟𝐨𝐫 𝐭𝐡𝐞 𝐥𝐚𝐬𝐭 𝟑𝟎 𝐝𝐚𝐲𝐬 𝐭𝐨 𝐢𝐝𝐞𝐧𝐭𝐢𝐟𝐲 𝐬𝐚𝐥𝐞𝐬 𝐛𝐲 𝐜𝐡𝐢𝐥𝐝 𝐀𝐒𝐈𝐍. 𝐓𝐡𝐞𝐧, 𝐩𝐮𝐥𝐥 𝐲𝐨𝐮𝐫 𝐚𝐝 𝐬𝐩𝐞𝐧𝐝 𝐝𝐚𝐭𝐚 𝐟𝐨𝐫 𝐭𝐡𝐞 𝐬𝐚𝐦𝐞 𝐩𝐞𝐫𝐢𝐨𝐝 𝐚𝐧𝐝 𝐜𝐨𝐦𝐩𝐚𝐫𝐞 𝐢𝐭 𝐰𝐢𝐭𝐡 𝐲𝐨𝐮𝐫 𝐬𝐚𝐥𝐞𝐬. 𝟐. 𝐂𝐚𝐥𝐜𝐮𝐥𝐚𝐭𝐞 𝐊𝐞𝐲 𝐑𝐚𝐭𝐢𝐨𝐬: 𝐃𝐞𝐭𝐞𝐫𝐦𝐢𝐧𝐞 𝐭𝐡𝐞 𝐩𝐞𝐫𝐜𝐞𝐧𝐭𝐚𝐠𝐞 𝐨𝐟 𝐬𝐚𝐥𝐞𝐬, 𝐬𝐩𝐞𝐧𝐝, 𝐚𝐧𝐝 𝐬𝐩𝐞𝐧𝐝-𝐭𝐨-𝐬𝐚𝐥𝐞𝐬 𝐫𝐚𝐭𝐢𝐨 𝐟𝐨𝐫 𝐞𝐚𝐜𝐡 𝐀𝐒𝐈𝐍. 𝟑. 𝐄𝐯𝐚𝐥𝐮𝐚𝐭𝐞 𝐒𝐩𝐞𝐧𝐝 𝐨𝐧 𝐓𝐨𝐩 𝐒𝐞𝐥𝐥𝐞𝐫𝐬: 𝐀𝐫𝐞 𝐲𝐨𝐮𝐫 𝐭𝐨𝐩 𝐬𝐞𝐥𝐥𝐞𝐫𝐬 𝐫𝐞𝐜𝐞𝐢𝐯𝐢𝐧𝐠 𝐬𝐮𝐟𝐟𝐢𝐜𝐢𝐞𝐧𝐭 𝐚𝐝 𝐬𝐩𝐞𝐧𝐝 𝐭𝐨 𝐬𝐮𝐩𝐩𝐨𝐫𝐭 𝐠𝐫𝐨𝐰𝐭𝐡? 𝐂𝐨𝐦𝐩𝐚𝐫𝐞 𝐭𝐡𝐞 𝐩𝐞𝐫𝐜𝐞𝐧𝐭𝐚𝐠𝐞 𝐨𝐟 𝐬𝐚𝐥𝐞𝐬 𝐭𝐡𝐞𝐬𝐞 𝐀𝐒𝐈𝐍𝐬 𝐠𝐞𝐧𝐞𝐫𝐚𝐭𝐞 𝐰𝐢𝐭𝐡 𝐭𝐡𝐞 𝐩𝐞𝐫𝐜𝐞𝐧𝐭𝐚𝐠𝐞 𝐨𝐟 𝐚𝐝 𝐬𝐩𝐞𝐧𝐝 𝐭𝐡𝐞𝐲 𝐫𝐞𝐜𝐞𝐢𝐯𝐞. 𝐋𝐚𝐫𝐠𝐞 𝐝𝐢𝐬𝐜𝐫𝐞𝐩𝐚𝐧𝐜𝐢𝐞𝐬 𝐜𝐚𝐧 𝐡𝐢𝐠𝐡𝐥𝐢𝐠𝐡𝐭 𝐚𝐫𝐞𝐚𝐬 𝐟𝐨𝐫 𝐚𝐝𝐣𝐮𝐬𝐭𝐦𝐞𝐧𝐭. 𝟒. 𝐀𝐧𝐚𝐥𝐲𝐳𝐞 𝐓𝐀𝐂𝐎𝐒 𝐩𝐞𝐫 𝐀𝐒𝐈𝐍: 𝐀 𝐓𝐀𝐂𝐎𝐒 𝐨𝐟 𝟏𝟓% 𝐨𝐫 𝐡𝐢𝐠𝐡𝐞𝐫 𝐢𝐬 𝐭𝐲𝐩𝐢𝐜𝐚𝐥𝐥𝐲 𝐧𝐞𝐜𝐞𝐬𝐬𝐚𝐫𝐲 𝐟𝐨𝐫 𝐫𝐞𝐯𝐞𝐧𝐮𝐞 𝐠𝐫𝐨𝐰𝐭𝐡. 𝐔𝐧𝐝𝐞𝐫𝐢𝐧𝐯𝐞𝐬𝐭𝐦𝐞𝐧𝐭 𝐢𝐧 𝐭𝐨𝐩 𝐬𝐞𝐥𝐥𝐞𝐫𝐬 𝐰𝐢𝐥𝐥 𝐬𝐡𝐨𝐰 𝐮𝐩 𝐜𝐥𝐞𝐚𝐫𝐥𝐲 𝐡𝐞𝐫𝐞. 𝟓. 𝐓𝐚𝐫𝐠𝐞𝐭 𝐊𝐞𝐲𝐰𝐨𝐫𝐝 𝐑𝐚𝐧𝐤𝐢𝐧𝐠𝐬 𝐟𝐨𝐫 𝐆𝐫𝐨𝐰𝐭𝐡: 𝐍𝐨𝐰 𝐭𝐡𝐚𝐭 𝐲𝐨𝐮 𝐤𝐧𝐨𝐰 𝐰𝐡𝐞𝐫𝐞 𝐬𝐚𝐥𝐞𝐬 𝐜𝐨𝐦𝐞 𝐟𝐫𝐨𝐦 𝐚𝐧𝐝 𝐰𝐡𝐞𝐫𝐞 𝐭𝐨 𝐬𝐡𝐢𝐟𝐭 𝐬𝐩𝐞𝐧𝐝, 𝐞𝐱𝐚𝐦𝐢𝐧𝐞 𝐲𝐨𝐮𝐫 𝐨𝐫𝐠𝐚𝐧𝐢𝐜 𝐤𝐞𝐲𝐰𝐨𝐫𝐝 𝐫𝐚𝐧𝐤𝐢𝐧𝐠𝐬. 𝐈𝐝𝐞𝐧𝐭𝐢𝐟𝐲 𝐭𝐞𝐫𝐦𝐬 𝐰𝐡𝐞𝐫𝐞 𝐲𝐨𝐮'𝐫𝐞 𝐦𝐢𝐝-𝐩𝐚𝐠𝐞 𝟏 𝐚𝐧𝐝 𝐚𝐢𝐦 𝐭𝐨 𝐫𝐞𝐚𝐜𝐡 𝐭𝐡𝐞 𝐭𝐨𝐩. 𝐅𝐨𝐜𝐮𝐬 𝐚𝐝 𝐬𝐩𝐞𝐧𝐝 𝐨𝐧 𝐤𝐞𝐲𝐰𝐨𝐫𝐝𝐬 𝐫𝐚𝐧𝐤𝐞𝐝 𝟏𝟎–𝟐𝟎 𝐚𝐧𝐝 𝐭𝐫𝐚𝐜𝐤 𝐩𝐫𝐨𝐠𝐫𝐞𝐬𝐬. Remember, the goal isn’t short-term efficiency. It’s about reaching the top of search, where organic sales will naturally boost your efficiency & revenue. 💼✨ By understanding your sales drivers, spending patterns, and strategic spend adjustments, you can unlock that 8-figure run rate you’re aiming for! #Amazon #digitalmarketing #ecommerce #digitaladvertising #strategy

Brands with large catalogs struggle to scale on Amazon The larger the catalog, the harder it is to prioritize the work that will drive incremental revenue Or maybe brands are just trying to keep up with the essentials and don't have time to take a step back, plan, and execute We've solved this problem for our client partners by coming up with a prioritization system Because it's overwhelming to figure out how to balance and prioritize catalog work, content, strategy, ad management, inventory forecasting, and more A lot of brands get paralysis by analysis because they try to tackle everything at once As a result, they truly never get out of the planning phase and don't do more than the necessities You can't get to everything, and that's okay Accept it, and prioritize what should be done first The way we tackle this at Nectar is by splitting products into three tiers: Tier 1 are the best sellers or products that have the most room for immediate growth, assuming there is sufficient inventory Tier 2 are the products that have some traction or potential but need a lot more (whether that's content, reviews, etc. ) to get to be revenue drivers like Tier 1 products Tier 3 are products that aren't going to drive revenue in the short or medium term We then prioritize content work based on the product for rolling 3-month periods And we set goals for each product tier with our client partners We then devise a strategy to reach those goals, including a content strategy as well as ads, organic rank and more When we plan for the next 3-month period, we audit our performance against our goals for the prior 3-month period This provides mutual accountability with our client partners and identifies what went well and what we can improve At the end of the day, this all comes down to systems and processes The more you invest in them, the more you can grow Check out the blog article in the comments below that walks through Nectar's framework If you're an established vendor or seller that's struggling with how to tackle your large catalog and grow profitably, don't hesitate to reach out to me or Nectar. #amazonvendor #amazonsellers #amazonmarketing

📦 SKU Proliferation **More options ≠ more sales.** As Category Managers, we’ve all felt the pressure to expand assortments—more flavors, colors, sizes. But this pursuit of choice often backfires: 🎯 Demand gets diluted across too many products 📉 Forecasting accuracy drops 🏭 Production complexity increases 🛑 Higher chances of stockouts AND overstocks 💸 Inventory holding costs shoot up ⚠️ The Reality Check: Imagine scaling from **3 chopping boards to 12**. Suddenly: • 12x forecasts • 12x shelf spaces • 12x packaging/logistics setups …while 80% of sales come from just 2 core SKUs. Result: Excess inventory, wasted capital, confused shoppers. 🚀 The Fix? **Strategic SKU Rationalization:** ✔️ Ruthlessly cut low performers (ABC analysis is key) ✔️ Collaborate with Supply Chain & Sales teams ✔️ Empower store feedback—they know what sells ✔️ Optimize shelf space for clarity, not clutter ✔️ Focus on *quality* of assortment, not quantity #### 📌 Remember: **Winning supply chains aren’t defined by SKU count—but by knowing what *not* to carry.** #CategoryManagement #SKURationalization #RetailStrategy #SupplyChainOptimization #InventoryManagement

Don't let your brand and marketing teams decide how to activate your portfolio on #Amazon! It's a surefire way to erode margins and derail the commercial strategy you're trying to execute. I see this all the time: Brand teams push promo and advertising budgets onto pre-defined SKUs, because they're part of a national promo campaign. But what works in-store quickly backfires on Amazon. If your brand teams push volume on dilutive SKUs, your Amazon sales team faces suppressions, CRAP, and calls for margin support from Vendor Managers. Instead, make sure your brand teams account for the commercial reality with the online retailer. Build a master report that updates monthly and provides all your teams with insights into your own and Amazon's profitability at SKU level. Then, overlay that with your category sales share on Amazon. This effectively allows you to define and inform an integrated sales and marketing strategy for each product you sell with the online retailer. Which reduces the chance that silos between sales and marketing does more harm than good to your growth on Amazon. --- How do you align your brand and marketing teams with the commercial reality on Amazon? Let me know in the comments! #amazonvendor #amazonstrategy