Ecommerce Braintrust

Welcome to another episode of The Ecommerce Braintrust podcast hosted by Acadia's Head of Retail Marketplaces Services Julie Spear. In this episode, we're joined by Tyler Dixon, E-commerce Manager at water bottle company Reduce. We're diving into Tyler's background and his leading role at Reduce, the brand's transition from a 2P reseller model to a 3P seller model on Amazon, and the key trends he's observing in the industry. Make sure you tune in to find out more! KEY TAKEAWAYS In this episode, Julie and Tyler discuss: - Tyler's broad experience across sales, account management, finance, and e-commerce has helped him connect cross-functional teams and bring creative ideas to his current role - When evaluating 2P vs 3P selling models on Amazon, brands need to carefully consider what will help remove obstacles and achieve goals, and get full leadership buy-in on the transition - The transition from 2P to 3P should not be rushed - take time to plan it out, get functional support, and find the right agency partner - Differentiating your brand and building brand equity on Amazon is more important than ever - Reduce is paying attention to trends like hydration bottles becoming fashion accessories, and developments in Amazon's fulfillment programs and services for brands

Welcome to another episode of The Ecommerce Braintrust podcast hosted by Acadia's Head of Retail Marketplaces Services Julie Spear. Today, we're thrilled to have Scott Fulton, Director of Sales and Marketing at Sun Bulb, join us. In this episode, Scott shares his journey to overseeing Sales and Marketing at an industry-leading gardening company. We delve into how he evaluates and grows newer channels in a long-standing business, along with some valuable gardening tips. Get ready to uncover insights about Sun Bulb's impressive product portfolio and their strategic shift into e-commerce. KEY TAKEAWAYS In this episode, Julie and Scott discuss: Gardening tips from Scott, especially caring for orchids. Scott's career transition from a CPA to his current role in Sales and Marketing at Sun Bulb. How his accounting background aids his role in understanding costing, profitability, and enhancing sales strategies. Overview of Sun Bulb's major brands: Better-Gro, Dynamite, and Shurich. Unique features and market positions of these brands, including endorsements and innovative products like time-release fertilizers and durable indoor pots. The Impact of COVID-19: Sun Bulb's record sales during the pandemic due to increased consumer interest in home improvement and gardening. Strategies that led to sustained growth through subsequent years. E-commerce Strategy: Approaching B2C sales without conflicting with established brick-and-mortar relationships. The role of Amazon in Sun Bulb's e-commerce growth and strategies for differentiation. Future Plans: Launching live plants on Amazon and the benefits of providing more detailed product information. Direct-to-consumer fulfillment logistics for live plants.

Welcome to another episode of The Ecommerce Braintrust podcast. Jordan Ripley, Acadia's Director of Retail Operations, is hosting this Prime Day Recap, and Retail Media Specialist Dusan Tepavac and Project Manager João Couceiro da Costa are joining him. Recorded just 36 hours after the massive shopping event, this episode offers a breakdown of initial data, strategies, and insights to help you understand what worked, what didn't, and how to leverage those learnings moving forward. Whether you're a seasoned e-commerce professional or looking to optimize your next big sales event, this episode is packed with actionable takeaways. Make sure you tune in to find out more! KEY TAKEAWAYS In this episode, Jordan, João and Dusan discuss: - The theme for this year's report revolved around the Roman Empire - The analogy signifies that crossing Amazon Prime Day without proper preparation leaves no room for corrective actions. - General industry growth estimates ranged from 11% to 15% year-on-year. - Competitive Cost-per-Click (CPC) landscape, with reports of a 70% increase in CPC. - Significant increase in sales for clients using prime exclusive discounts and longer lead-in strategies. - Effective use of custom audience targeting via Amazon Marketing Cloud (AMC) and maintaining efficiency despite rising CPCs. - Discussion on a two to three-hour outage in the ad console during peak Pacific time. - João faced issues with the smooth execution of some vendor promotions. - Successful lead-in strategies involved aggressive marketing and improved Best Seller Rank (BSR). - DSP and AMC provided advanced targeting opportunities. - Dusan discusses a focus on branded targeting and cautious budgeting post-Prime Day. - João emphasizes analyzing data and utilizing subscribe and save options for CPG clients. - The importance of data analysis to refine strategies for future events.

Welcome to another episode of The Ecommerce Braintrust podcast hosted by Acadia's Head of Retail Marketplaces Services Julie Spear. Today we're joined by Senior Retail Marketplaces Account & Operations Specialist Tamara Vukovic to discuss the impact of the updated Amazon fees rolled out this year and how brands can navigate these changes effectively. With these fresh updates, this episode aims to decode the new fee structures and provide practical strategies for optimizing operations amid evolving landscapes. Make sure you tune in to find out more! KEY TAKEAWAYS In this episode, Julie and Tamara discuss: Introduction of New Amazon Fees Reduced referral fees for apparel under $20. New size bands for small and large standard tiers; changes in FBA fees. Introduction of inbound placement fees. Introduction of low-level inventory fees and adjustments in storage fees. Introduction of return processing fees. Impact on Sellers Apparel sellers benefited from reduced referral fees. Adjusting to new FBA fee structures based on updated size tiers. Operational and inventory management shifts due to inbound placement and low-level inventory fees. Overblown Concerns Impact on operationally efficient vs. inefficient sellers. Adjustments to prep, removal, and disposal fee changes with minimal disruptions for optimized operations. Incentivization Through Fees Fees designed to encourage better operational decisions rather than just increasing costs. Emphasis on supply chain efficiency and optimal inventory management. Advice for Brands Importance of inventory management and planning. Utilizing Amazon's tools and data for product improvement and efficiency. Regular auditing of supply chain processes, internal logistics, and operational strategies. Proactive adaptation to ongoing and future changes in Amazon's fee structures.

Welcome to another episode of The Ecommerce Braintrust podcast hosted by Acadia's Head of Retail Marketplaces Services Julie Spear. In this episode, we're joined by Claire McBride, the VP of Research and Education at Stratably, to discuss the Amazon Vendor Negotiation (AVN) Benchmark Report. Authored by Claire alongside Martin Heubel of Consulterce, this report dives deep into the AVN process, offering valuable insights and benchmarking data for brands looking to navigate their negotiations with Amazon more effectively. Tune in to discover key takeaways, strategies, and trends that can help you prepare for next year's AVNs. KEY TAKEAWAYS In this episode, Julie and Claire discuss: The stress and lack of transparency that many brands experience during AVNs. The purpose of the benchmark report. Data gathered from 252 brands, split between North American and European vendors. Surprising Findings: Brands are becoming firmer in resisting trade term increases. 9% of brands achieved a year-over-year decrease in their trade terms and 61% of brands avoided a decrease in overall margins. The main challenge continues to be securing favorable trade terms. Disparities in AVN experiences between various types of businesses, with food and CPG brands facing tougher negotiations. European vendors had a more challenging AVN experience compared to North American vendors, potentially due to Amazon's margin improvement efforts. Preparation and data gathering are crucial for a successful AVN. Brands that are growing faster or are highly profitable had better AVN experiences. Build a healthy Amazon business year-round to ease the AVN process. Do extensive homework and preparation before entering negotiations. Embrace Amazon's unique, data-driven negotiation approach for better outcomes. Potential trends in AVN processes becoming less formal due to understaffing at Amazon. Importance of leaning into the challenging aspects of AVNs and Amazon as a whole to gain an edge in the marketplace.

Welcome to another episode of The Ecommerce Braintrust podcast hosted by Acadia's Head of Retail Marketplaces Services Julie Spear. This week we're sharing a high-level conversation about bid management in Amazon's advertising ecosystem with retail media experts Jordi Beltran and Carlos Sastre. Join us to discover the nuances of bid management, its impact on budget allocation, and how campaign architecture plays a vital role in optimizing brand performance. Make sure you tune in to find out more! KEY TAKEAWAYS In this episode, Julie, Jordi, and Carlos discuss: Budget Distribution: The need for a clear structure in budget distribution and campaign architecture to control investments and achieve campaign objectives. Campaign Objectives: Importance of having focused approaches for each campaign to maximize efficiency and return on investments. CPC Analysis: The significance of monitoring Cost Per Click (CPC) and budget management to maintain campaign efficiency. Signs of Poor Structure: Identifying accounts with hundreds of products or keywords in a single campaign as a red flag for inefficiency. High Competition Categories: The importance of strategic bidding in competitive categories where clicks can be expensive. Conversion Rates: The need to understand the conversion rates of products to avoid overspending and optimize bids for better returns. Bid Placement Modificator: Adjusting bids for top search placements can drastically improve campaign performance. Campaign Bidding Strategies: Carlos advises using a "down only" bidding strategy for better control and efficiency. Automation Trends: How Amazon is evolving towards more automation and goal-based bidding, similar to trends seen in other advertising platforms like Google. Algorithm Improvements: Jordi highlights the improvements in Amazon's algorithm and the potential benefits and drawbacks of automatic campaigns.

Welcome to another episode of The Ecommerce Braintrust podcast hosted by Acadia's Head of Retail Marketplaces Services Julie Spear. Today we're diving into the transformative technologies shaping the future of retail. Joining us are two pioneering minds in omnichannel education and AI, Chris Perry and Oskar Kaszubski, the founders of Firstmovr. In this episode, we dissect key findings from Firstmovr's latest report and explore actionable insights that both large enterprises and smaller brands can leverage in this rapidly evolving landscape. Make sure you tune in to find out more! KEY TAKEAWAYS In this episode, Julie, Chris, and Oskar discuss: Essential components for effective AI implementation: commitment, focus, leadership, vision, strategies, goals, resources, assessment, and communication. AI for Smaller Brands: Leveraging AI for content optimization and new insights, is particularly beneficial for brands with limited resources. AI Misconceptions: AI is not an "easy button". The importance of time, discernment, and realistic expectations in AI adoption. AI Go-to-Market Loop and Ecosystem: Chris introduces the AI go-to-market loop and talks about the complexities and legal considerations in AI implementation. Data Limitations and AI Reliability: Insufficient data volumes ("hallucinations" and unreliable analytics). Need for larger token models to improve AI reliability. Strategic Business Considerations: Challenges in managing rapid AI development and aligning expectations with reality. Establishing guidelines, training, and considering an "AI czar" for successful AI integration. Traditional vs. AI-Enhanced Consumer Journeys: The "infinity loop" and expansion of the traditional four P's of marketing to eight P's. Emphasis on platforms, proposition, presence, promotion, performance, people, process, and partnerships. Retail Media and AI: How AI impacts retail platforms and the necessity for retailers to balance personalized AI responses with monetized media placements. The future automated nature of purchases and the need to rethink retail media. AI in Sentiment Analysis and Ad Optimization: AI's role in extracting insights from social media and product reviews. Limitations in AI's effectiveness in ad optimization and performance analysis due to token limitations. Outlook on ongoing AI advancements and potential future interactions within retail.

Welcome to another episode of The Ecommerce Braintrust podcast hosted by Acadia's Head of Retail Marketplaces Services Julie Spear. In this episode, we're joined by Acadia's Retail Account Manager, Molly Thomas, and Retail Media Manager, Juan Munoz to discuss the rising importance of profitability in the e-commerce landscape. We're diving into the key trends, strategies, and metrics brands should focus on to optimize their profitability, particularly on Amazon and other retail marketplaces. Make sure you tune in to find out more! KEY TAKEAWAYS In this episode, Julie, Molly, and Juan discuss: Rising Amazon Fees & Competitive Marketplace: Impacting smaller sellers, prompting a focus on profitability and efficient budget allocation. Consumer Buying Behavior & Marketplace Saturation: Changing consumer expectations and the competitive challenges new brands face on platforms like Amazon. The focus on profitability varies by brand maturity and category competition Tools like Merchant Spring help track profitability despite Amazon not making it easy, and the importance of various KPIs such as storage fees, conversion rates, and content optimization. Advertising Strategies for Profitability: A granular approach to advertising, including single ASIN campaigns and focusing on high search volume keywords to increase organic rank and profitability. Holistic Account Management: Aligned strategies between organic and paid efforts, inventory management, and competitive analysis. Long-term Planning vs. Short-term Profitability: Focusing too heavily on monthly profitability could hinder long-term growth and overall brand strategy. Integration Across Teams: Effective collaboration between catalog specialists and advertising teams is highlighted as vital for success. Over-reliance on branded keywords and not sufficiently targeting new customers are pinpointed as potential downfalls for brands overly fixated on short-term profitability.

Welcome to another episode of The Ecommerce Braintrust podcast hosted by Acadia's Head of Retail Marketplaces Services Julie Spear. In this episode, we dive into the intricacies of retail media allocation with guests Ross Walker, Head of the Retail Media Team, and Damiano Ciarrocchi, Senior Retail Media Manager. The trio explores the dynamic landscape of retail media strategies, what has evolved over the past few years, and key insights for brands looking to optimize their omnichannel investments. Make sure you tune in to find out more! KEY TAKEAWAYS In this episode, Julie, Ross, and Damiano discuss: State of Retail Media Allocation How retail media allocation strategies have evolved, emphasizing the importance of holistic and channel-agnostic views. The shift from simplistic revenue-based allocations to considering incrementality and customer journey metrics. Approaching Retail Media Holistically The need for brands to move beyond siloed strategies and consider the interplay between different marketplaces. How brands leverage multiple channels such as Amazon, Chewy, and Walmart to maximize brand growth. Evaluating the unique contributions of each channel to overall sales and not just individual performance metrics. Retail Media Network Lifecycle The typical development stages of retail media networks, from focusing on lower-funnel tactics to expanding into mid- and upper-funnel capabilities. The expansion and improvement of self-serve ad platforms as retailers mature. Pitfalls to Avoid and Best Practices Issues like siloed teams, lack of testing, and under-leveraging in-store presence were highlighted as frequent setbacks. Brands with overarching strategies, consistent cross-channel metrics, and robust creative campaigns tend to be more successful. Retailer Priorities and Recommendations Strong emphasis on the importance of foundational metrics and data insights. Sequence of developing ad types starting from lower funnel and moving upward as the platform matures. Encouraging retailers to adopt a more long-term perspective by making data accessible and free. Future Considerations Emerging importance of integrating digital advertising with in-store presence. Evolving omnichannel strategies to stay ahead in the complex e-commerce landscape.

Welcome to another episode of The Ecommerce Braintrust podcast! Today, we dive into the evolving landscape of retail media with our special guests, Mike Balabanov, VP of Agency Development at Criteo, and Damiano Ciarrocchi, Senior Retail Media Manager at Acadia. Our host Julie Spear leads an insightful discussion on the importance of data quality, innovative formats like video, and the growing emphasis on lifetime value in retail media strategies. We're exploring the challenges of standardizing metrics across platforms, the exciting potential of in-store retail media options, and the need for a unified brand voice. Tune in and find out how Criteo's platforms aim to defragment the complex retail media landscape and provide actionable insights for brands and agencies. KEY TAKEAWAYS In this episode, Julie, Mike, and Damiano discuss: Navigating Retail Media Transformation Data Quality & Tailored Insights: Damiano Ciarrocchi stresses the importance of high-quality data and the hurdles in providing bespoke data insights for diverse brands. Innovative Retail Media Formats: Mike Balabanov dives into the significance of lifetime value and the growing need for captivating content like video and creative storytelling on retail media networks. The Full-Funnel Strategy Revolution Julie Spear highlights the comprehensive nature of modern retail media, blending top-of-funnel awareness with conversion-driven tactics. The emphasis is on employing innovative formats and maintaining a unified brand voice across all channels. Challenges & Opportunities Fragmentation & Standardization: The fragmentation in retail media networks and the importance of standardization for providing a holistic sales and marketing view. Incrementality Practices: The complexities of implementing incrementality at scale, advocating for standardized metrics and enhanced data sharing to bolster growth. New Horizons in Retail Media In-Store & Offsite Media Growth: With 40% of retailers planning to offer in-store media by 2024, the potential for blended physical and digital strategies is more promising than ever. Budget Management Across Platforms: Criteo's Commerce Max aims to streamline budget allocation and attribution, offering flexibility and addressing common budget management challenges.