A Comprehensive Guide on How to Sell on Amazon FBA

Did you know that Amazon, the world's largest online marketplace, sells over 4000 items every minute? With such a large customer base and global reach, it's no wonder that selling on Amazon is a lucrative opportunity for businesses and individual entrepreneurs. And when it comes to selling on Amazon, one option that stands out is Amazon FBA (Fulfillment by Amazon).

In this comprehensive guide, we explore the world of Amazon FBA and everything you need to know to sell your products successfully on this platform. From understanding how it works to sourcing products and optimising your listings, we'll walk you through the step-by-step process of building and growing your Amazon FBA business.

So, whether you're a new seller looking to start selling on Amazon or an experienced entrepreneur looking to boost your sales, this guide will provide valuable insights, strategies, and tips to thrive in the dynamic world of Amazon FBA. 

Understanding Amazon FBA and How It Works

Fulfilment by Amazon is an online service provided by Amazon that allows sellers to store their products in Amazon's fulfilment centres. Amazon takes care of the storage, packaging, and shipping of the products to the customers on behalf of the seller. This means that as a  seller, you do not have to worry about the logistics of storing your products or shipping them, as FBA does the job for you. Instead, you can focus on marketing your products and growing your business. 

What is Expected of You as a FBA Seller?

To achieve the goal of selling your products on Amazon, your responsibilities include the following:

• Product Research: 
  Research high-demand products that are low in competition that you can sell for a profit on Amazon.
• Product Sourcing: 
  When you’ve identified the products you want to sell, you need to find a manufacturer or supplier to produce and supply these products at low costs.
• Product Preparation: 
  Prepare your products for shipment to Amazon's warehouses. This involves packing items securely and labelling them with Amazon's specific barcodes, which helps with easy identification.
• Shipping to Amazon Warehouses: 
  Sending your inventory to Amazon's fulfilment centres involves arranging the shipment and paying for the transportation of the products to the designated Amazon warehouses.
• Product Listing: 
  Create a product listing on your Amazon seller account. This means creating a detailed and accurate product description, including its features, specifications, and images.
• Inventory Management: 
  Manage your inventory through Amazon's seller platform. This includes keeping track of stock levels and ensuring products are available for sale.

What Amazon Does:

• Receiving and Storing Products: 
  Amazon receives your products, stores them in their fulfilment centres, and handles the storage and organisation of these products.
• Order Processing: 
  When a customer places an order, Amazon takes care of the order and processes it automatically.
• Shipping and Customer Service: 
  Amazon handles shipping the product to the buyer. They also manage tracking, customer service inquiries, returns, and refunds related to the purchase.

Related: Everything You Need to Know About Using Amazon FBA as a Nigerian Business Owner

Fees Associated with FBA

Fees associated with Amazon FBA are the costs you'll need to pay for using the fulfilment services provided by Amazon. Using Amazon FBA means you'll benefit from storage, packaging, shipping, and customer service. However, Amazon charges fees for these services.

Storage Fees: 
Storage fees are fees for storing your products in Amazon warehouses. They depend on the size and volume of the products and are typically calculated monthly. Long-term storage fees may also apply if a product remains unsold for a long period.

Fulfilment Fees: 
These fees cover the picking, packing, and shipping of the products to customers. Fulfilment fees are based on the size and weight of the item, as well as the destination of the shipment. Amazon provides a fee structure that you can refer to in order to estimate these costs.

Referral Fees: 
When you make a sale, you are required to pay a referral fee to Amazon. This fee is a percentage of the item's sale price and varies depending on the product category.

Finding a Profitable Product:

Successful businesses are built on the foundation of profitable products, making them essential for long-term profitability and growth. To find products for your FBA store, you’ll need to conduct:

Product Research:
Product research is the first step in finding a profitable product. It involves identifying a market gap, understanding customer needs, and finding a product that meets them. It is more about research and listening than going on a trial and error of different products.

Product research tools can help you identify market gaps and consumer behaviour trends. They can also help you identify the competition and understand their strengths and weaknesses. Some popular product research tools include Jungle Scout, Helium 10, and AMZ Scout. These tools can provide valuable data on sales trends, pricing, and customer reviews. They can also help you identify profitable niches and products to sell.

Platforms like Instagram, Reddit, Quora, Pinterest and AnswerThePublic are great tools for social listening as they give you an insight into what people are looking for, including alternatives to these products.

Demand Analysis:
Demand analysis is another critical step in finding a profitable product. It involves investigating market trends, competition, and profitability potential. You need to identify a product in high demand and low competition. This will ensure you can sell the product at a profitable price and generate significant revenue.

Market trends can help you identify products that are currently in high demand. Google Trends is an excellent tool for identifying search trends and consumer interests. You can also look at industry reports and publications to identify emerging trends and opportunities.

Competition analysis is also important. You need to understand who your competitors are and what they are doing well. You can use tools like SEMrush and Ahrefs to analyse your competitors and identify their strengths and weaknesses. This will help you identify ways to differentiate your product and stand out in the market.

Product Validation:
Product validation is the final step in finding a profitable product. It involves using tools and strategies to validate your product idea before investing the time and money needed to make your store successful. You can use social media to gauge interest in your product and get feedback from potential customers. You can also use landing pages and email marketing to test demand for your product before investing in inventory. Surveys are also a great way to determine if your products will interest people.

Top 10   Products on Amazon

1. Electronics
2. Clothing, Shoes & Jewelry
3. Home & Kitchen
4. Beauty & Personal Care
5. Toys & Games
6. Health, Household & Baby Care
7. Baby
8. Sports & Outdoors
9. Pet Supplies
10. Office Supplies

Related: What Are the Best High-Demand Products for 2024?

Sourcing Your Products

When it comes to selling on Amazon FBA, different sourcing options are available. Let's look at some of these models and discuss their pros and cons.

Wholesale:
Wholesale involves buying products in bulk directly from manufacturers or authorised distributors.

• Pros:
  • Access to a wide range of branded products.
  • Potential for higher profit margins due to buying at a discounted wholesale price.
  • Less time and effort are required for product development and branding.
• Cons:
  • Usually, it requires larger upfront investments due to purchasing in bulk.
  • Increased competition, as many sellers have access to the same products.
  • Limited control over product design and branding.

Dropshipping:
Dropshipping is a model where you don't hold inventory; instead, you rely on suppliers to ship products directly to customers. Here's what you need to know about dropshipping:

• Pros:
  • No need to invest in inventory upfront, reducing financial risks.
  • It is easy to start, as you only need to set up an online store and find reliable dropshipping suppliers.
  • More flexibility in terms of product variety, as you can offer a wide range of products without storing them.
• Cons:
  • Lower profit margins due to higher fulfilment costs and fees.
  • Heavily dependent on suppliers for timely and accurate shipments.
  • Limited control over product quality and stock availability.

Reselling:
Reselling involves buying products from retail stores or online marketplaces at a lower price and listing them on Amazon for a profit. Here's what you should consider about reselling:

• Pros:
  • There is a low entry barrier, as you can start with small initial investments.
  • Wide variety of product options available.
  • Quick turnaround time, as products are readily available for purchase.
• Cons:
  • Limited profit margins, as you may face competition from other resellers.
  • Inconsistent product availability and potential stockouts.
  • Less control over the pricing and branding of the products.

Private Label:
Private label involves sourcing products from manufacturers and branding them under your own brand name. 

• Pros:
• Higher profit margins, as you have control over pricing and branding.
• Opportunity to build a unique brand and establish customer loyalty.
• Less competition, as you're offering exclusive products.
• Cons:
  • Higher upfront costs for product development and branding.
  • Requires thorough market research and product validation.
  • Risks associated with quality control and managing the manufacturing process.

Finding Suppliers:
To find suppliers for your chosen sourcing model, you can explore options such as:

• Online Marketplaces: Platforms like Alibaba, Global Sources, and AliExpress connect you with suppliers from around the world.
• Trade Shows: Attending industry-specific trade shows allows you to meet suppliers face-to-face and negotiate deals.
• Direct Contact: Contacting manufacturers and distributors directly through email or phone can help establish direct supplier relationships.

Negotiating and Ordering:
When working with suppliers, you will need to negotiate prices, manage minimum order quantities, and ensure product quality:

• Negotiating Prices: Clearly communicate your requirements and negotiate for favourable pricing based on factors like order volume and long-term partnership potential.
• Minimum Order Quantities: Understand the supplier's minimum order requirements and ensure they align with your business needs and budget.
• Product Quality: Request product samples before placing bulk orders to evaluate quality and ensure they meet your standards.

Listing Your Products on Amazon

When listing your products on Amazon, there are a few key steps to follow to create an effective and compelling listing that attracts customers. 

Creating Compelling Listings:
To grab the attention of potential buyers, it's important to write clear and informative titles, descriptions, and bullet points. Here's what you should consider:

• Titles: Craft concise and keyword-rich titles that accurately describe your product. Include vital details like brand, size, colour, and key features.
• Descriptions: Clearly explain what your product is and its benefits. Highlight its unique selling points and address any potential buyer concerns.
• Bullet Points: Use bullet points to outline your product's main features and benefits. Make them easy to read and understand.

High-Quality Images:
The visual appeal of your product plays a crucial role in attracting customers. Here's what you can do:

• Professional Photos: Invest in high-quality product photography to showcase your products in the best possible light. Use a clean background and multiple angles to give customers a clear idea of what they can expect.
• Product Packaging: If applicable, include images of your product's packaging to give customers an idea of what they will receive and create a sense of trust.

Pricing Strategies:
Setting the right price for your products is important to be competitive while covering your costs and fees. Consider the following:

• Costs: Calculate all relevant costs, including manufacturing, shipping, packaging, Amazon fees, and advertising expenses.
• Competitor Analysis: Research and analyse the prices set by your competitors. Consider the value and benefits your product offers compared to theirs, and adjust your pricing accordingly.
• Positioning: Determine whether you want to position your product as a budget option, mid-range, or premium. Your price should align with the position you choose.

Growing Your Amazon FBA Business

Once you've established your presence on Amazon as an FBA seller, it's time to focus on growing your business and increasing sales. Here are some simple yet effective strategies to help you achieve that:

Amazon Advertising:
Amazon offers various advertising options to help you reach a broader audience and boost sales. You  can do  this using:

• Sponsored Products: Run PPC (pay-per-click) ads that promote your individual products. These ads appear in search results and on product pages, helping you target potential buyers searching for similar products.
• Sponsored Brands: Create ads that showcase your brand logo, products, and a custom headline. These ads appear at the top of search results and help increase brand visibility and awareness.

Off-Amazon Marketing:
Building your brand presence beyond Amazon can attract more customers and drive traffic to your product listings. 

• Social Media: Utilize platforms like Facebook, Instagram, Whatsapp, X, and YouTube to engage with your target audience, share product updates, and run targeted ad campaigns.
• Content Marketing: Create valuable and informative content about your products or industry. This can include blog posts, videos, podcasts, or tutorials that establish you as an authority and attract potential customers.
• SEO (Search Engine Optimization): Optimize your website, blog, and social media profiles with relevant keywords to improve your search engine rankings and drive organic traffic to your Amazon listings.

Data-Driven Optimization:
Leveraging data and analytics can help you identify growth opportunities and optimise your strategies for maximum impact. 

• Track Performance Metrics: Regularly monitor key metrics like sales, conversion rates, click-through rates, and customer reviews to understand how your business performs.
• Identify Growth Opportunities: Analyze the data to identify areas for improvement or untapped customer segments. For example, you might discover that certain products or keywords perform exceptionally well and can be further capitalised.
• Adapt Strategies: Based on the insights gained, optimise your advertising campaigns, product listings, pricing, or targeting methods to maximise sales and profitability.

Conclusion 

Leveraging the power of Amazon FBA can save you time and grow your business. It is a great way to either spark your entrepreneurial spirit or build your entrepreneurial strides. Whatever industry you find yourself in, getting an Amazon store can help you make more money. While it may not be a walk in the park, it is a great way to expand your business.

Sign up on the Heroshe blog today to get more tips on eCommerce strategies.