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K2 Scientific specializes in advanced cold storage solutions for scientific applications in the life science, healthcare, and research laboratory industries. As a manufacturer of medical refrigeration, the company targets a very niche market --selling a majority of its retail products directly to hospitals and health care systems offering private-label versions on Amazon. Lackluster performance against their main competitor prompted K2 Scientific to approach FME.
YOY Increase in Sales
Increase in Units Sold
ACoS on $27K in Sales in 4 Months
The initial account analysis revealed that K2 Scientific was struggling to compete with its main Amazon competitor due to the disadvantage of low product placement in search results and poor conversion optimization on the product listings. FME realized these challenges in the marketplace and set a plan to: optimize listings with high converting content and high traffic keywords, and reorganize the existing product catalog.
FME launched a wide-scale strategy aimed at improving K2 Scientific’s Amazon seller position. Placing a strong focus on their medical applications, FME was able to pin-point and reach their ideal buying audience on Amazon. This further included measures to reorganize their existing catalog -- making sure listings appeared in the appropriate Industrial and Scientific categories, as well as conducting keyword and market research and overhauling product listings for optimization.
Following FME’s restructuring, K2 Scientific saw an impressive 85% increase in units sold on Amazon and a healthy 22% ACoS in four months. Placing the products in the proper categories and optimizing the content with high-value keywords and images allowed them to not only target the precise audiences but increase their overall earnings by 90% in year-over-year sales!
To win at eCommerce, Amazon or traditional, a seller needs both intuitive understanding of buyer behavior and application of complex mathematics. People skills can only get you so far. Numbers express exactly the how, what, when, and where of buyer behavior. It’s our job to interpret these numbers using calculus and experience to answer who the customers are and why they buy. Once we define and understand the audience, we can target and sell to them with scope and precision.
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