Amazon Launch · Manufacturer · Amazon.de & Amazon.fr · FBM
From no marketplace experience to €349,592.86 in sales after two years
Robin Inspire had more than 20 years of experience manufacturing upholstered furniture, but Amazon was a new sales channel for the business.
Go2Market supported the launch from the beginning: setting up Seller Central, selecting the starting products, preparing the pricing approach and product content, introducing the range to Amazon and launching marketing campaigns.
Sales started on Amazon.de in July 2020. After two years, the recorded result reached €349,592.86.
€10,000
sales reached in month 3
€46,000
sales after one year
€349,592.86
sales after two years
THE STARTING POINT
An established manufacturer entering a completely new sales channel
Before working with Go2Market, Robin Inspire sold upholstered furniture through physical stores and its own online shop.
The company wanted to extend its distribution and enter new markets. Amazon.de was selected as the first marketplace, with sales beginning in July 2020.
The challenge was therefore not to improve an existing Amazon account.
The sales model had to be built from the beginning: the seller account needed to be configured, the right products selected, pricing prepared, product pages created and the manufacturer introduced to the practical requirements of selling through Amazon.
For a furniture business, fulfilment added another consideration. The products included oversized shipments that needed appropriate preparation and protection for transport.
THE CHALLENGE
Decide what to sell before putting the catalogue online
Starting from zero created freedom, but also a fundamental question: which products should enter Amazon.de first?
Robin Inspire had an established furniture range, but the full offer did not need to become the starting Amazon assortment automatically.
Go2Market used competitor research to identify products with the strongest sales potential for the German marketplace. The same research provided information for the pricing approach, including average prices for comparable products.
That gave the launch a defined starting range rather than treating Amazon as another place to upload the existing catalogue unchanged.
PREPARING THE BUSINESS FOR AMAZON
The account was only one part of the launch
Go2Market’s Compliance team created and configured the seller account.
The client was then trained in the Seller Central interface so that its team could monitor sales and generate the reports required for day-to-day order fulfilment.
Because Robin Inspire was selling furniture and handling oversized parcels, the onboarding also covered preparation of the products for dispatch, including appropriate packaging and protection during transport.
The published case describes the operation as an FBM model, keeping fulfilment closely connected with the manufacturer’s own day-to-day order process.
BUILDING THE FIRST AMAZON OFFER
Product selection and pricing came before scale
The starting assortment was selected using research into the competition on Amazon.de.
The objective was to introduce furniture considered attractive for German customers rather than simply making the widest possible range available.
Go2Market also used the market information collected during that research to develop the pricing strategy, taking the average prices of similar products into account.
This established the commercial foundation for the next stage: presenting those products to customers on Amazon.
CONTENT BUILT FOR THE MARKETPLACE
The product pages had to explain the furniture and help customers find it
While the account and assortment were being prepared, Go2Market’s creative team developed the written product content.
Research using tools designed for Amazon sellers informed the titles and descriptions. Relevant keywords were combined with the key information customers needed about the products.
More extensive lower-page descriptions were also prepared to give shoppers additional information when choosing furniture for their interiors.
The content was therefore created specifically for the new marketplace rather than transferred directly from Robin Inspire’s existing sales channels.
FROM PREPARATION TO LIVE SALES
Once the foundations were ready, the range and marketing activity went live
With the account configured, starting assortment selected, prices prepared and product content completed, the products were introduced to Amazon.
Go2Market also launched the marketing campaigns included in the project.
From that point, the case study records continued development of sales rather than a one-off launch result.
THE RESULTS
Sales developed at each recorded stage of the first two years
Robin Inspire passed €10,000 in sales in the third month of the cooperation.
After six months, the result had reached €21,872.
After the first year, sales reached €46,000.
After two years, the figure recorded in the case study was €349,592.86.
Month 3
€10,000
Month 6
€21,872
Year 1
€46,000
Year 2
€349,592.86
The published case study also records 1,347% year-on-year growth.
FROM ONE MARKET TO TWO
Amazon.de became the starting point for further expansion
The first launch focused on Germany.
From August 2021, Robin Inspire also began selling on Amazon.fr.
The expansion therefore followed the development of the original Amazon.de operation rather than beginning with several marketplaces at once.
WHAT CHANGED FOR ROBIN INSPIRE
Amazon developed from a new channel into an established part of e-commerce sales
The published case study records several outcomes from the cooperation.
Robin Inspire entered Amazon.de and subsequently Amazon.fr, continued developing sales through e-commerce and increased the effectiveness of its marketing campaigns.
The company was also able to promote its strongest products on the platform, maintain the quality of the seller account and monitor the profitability of its marketing activity.
The progression of the recorded sales figures shows how the channel developed over time: from a launch with no previous marketplace operation to €349,592.86 after two years.
WHAT THIS CASE SHOWS
Starting from zero made the first decisions especially important
Robin Inspire did not have an existing Amazon account, historical marketplace performance or an established Amazon assortment to optimise.
The launch therefore began with the fundamentals documented in the case: account configuration, product selection, competitor research, pricing, marketplace content, fulfilment preparation and marketing activity.
The results belong specifically to Robin Inspire, its product range, the German and French marketplaces and the period described above. They should not be treated as a forecast for another Amazon launch.
What the case demonstrates is the route Robin Inspire actually followed: select the starting offer, prepare the operation, launch one marketplace and develop from the evidence generated after go-live.
