Customer Success Stories

CHallenges

• Increase Control Over Amazon
• Test new bundles
• Struggling to expand across Europe
• Too Powerful in Negotiations with Mayborn

luzern solution

• Test & Learn 3P exclusive bundles
• Pan European Solution
• Analytics

outcomes & key results

• Integrated Warehouse Solution to overcome Brexit challenge
• New Bundles Packs
• Local Warehousing across Europe

CHallenges

• Amazon 1P only ordering top sellers from core range
• Falling Margins eating into profitability
• Losing Market Share to rogue sellers & competitors in the same Categories

luzern solution

• Luzern’s inventory planning delivers assortment strategy including end-of-life & long tail product ranges
• Insights from Channel Optimizer informs pricing strategy
• New Seller tracking capability
• Selling at brand’s desired price in order to remain profitableg

outcomes & key results

• Right Assortment with extended SKUs Improved Sales x 60%
• The right pricing steadies Margins & improves profitability
• Fossil can meet customer demand
• Reduced counterfeitsgg

CHallenges

• Low AoV (Average Order Value)
• Amazon delists as “Can’t realise a profit” (CrAP)

luzern solution

• Products listed 3P by Luzern
• Luzern tests & learns using different offerings & unique bundles
• Introduces Increased Pack sizes to boost AoV

outcomes & key results

• Bayer can meet customer demand
• Sales of new multi-packs soar
• Higher AoV increases profits
• Halo effect on 1P
• Brand loyalty increases

challenges

• Stock Outs due to reduced or no 1P orders of certain ranges
• Struggling to get new products launched on Amazon
• Lack of pricing control causing channel conflict

luzern solution

• Luzern’s Channel Optimizer manages inventory & assortment strategy via 3P
• Product availability - all products listed
• Trials new bundles & broadens product range
• Sells at brand’s desired price in order to remain profitable

outcomes & key results

• Full catalogue management:
  • 100% SKU Coverage
  • 100% reduction in Stockouts
• Surge in sales of new ranges – up to 60% increase
• 30% Average increase in Margins

challenges

• Low ASP (Average Selling Price)
• Competing in a crowded category
• Risk of being de-listed by Amazon as deemed “CRaP”

luzern solution

• Introduced over 20 Innovative Product bundles
• Invested in marketing at SKU level Targeted Back to School/ Universities
• Previously unprofitable products listed 3P by Luzern

outcomes & key results

• Successfully increased Price & Margin
• Grew Amazon Portfolio by 22%
• 20% Higher Click-Through Rate
• Profits grew by 25%

challenges

• Create Direct to Consumer Capability for Global Launch of Philips’ Lighting (Signify’s) Flagship Product
  • Speed
  • Cost
  • Features
  • Future Proof
  • Merchant of Record

luzern solution

• Launched in the US, Germany, UK, France in less than 3 months
• Delivered Private Stores for Google and Shell
• Launched Upgrade Program For New Products
• Added New Countries - Austria, Nordics
• Multi Warehouse Inventory Feeds

outcomes & key results

• 10 new Warehouse connections
• Flexible Capacity
• Bundling / Packout
• 3rd Party Products
• Successful Promotions

challenges

• Needed to meet ambitious expansion plans to grow across Europe
• Lacked Marketplace expansion expertise
• Channel Conflict - Undercut by sellers of same ranges
• Squeezed margins
• Required strong performance marketing to support growth

luzern solution

• Created pan-European strategy
  Supported by country-specific programs based on expert Marketplace analysis
• Identified sellers causing the largest revenue leaks
• Leveraged Seller Central to set prices & control margins
• Localised Assortment Strategy
• In-country advertising programs

outcomes & key results

• Successfully operationalised market expansion in Germany, Spain, UK, Italy & France
• Surge in sales of new ranges – up to 60% increase
• Increased Conversion rate by 13%
• Revenue increase from marketing over 500%
• ROAS x3 return

challenges

• Low Brand awareness in a crowded marketplace
• Struggling to grow footprint & break into new markets
• Lack of market insights to drive strategy
• Low AoV

luzern solution

• Created & managed complete Amazon GTM strategy
• Content creation & optimization
• Luzern analytics team uncovered buying preferences & key market drivers
• Amazon advertising strategy with seasonal promotions

outcomes & key results

• Promotions built brand awareness & drove sales
• Launched successfully in the new markets (UK & Europe)
• Luzern’s data-driven Insights were used to create product bundles that increased AoV & grew profitability

challenges

• HTC had an inflexible legacy solution
• Costly and difficult to roll out to new locales
• Alternative payments were difficult to deploy
• Needed Improved Fraud Control
• Improved Merchant of Record (MoR) capabilities

luzern solution

• Launched with 4 stores in Germany, Ireland, Switzerland and Poland for VR products
• Rolled out all European VR stores
• Added Smartphone and other products
• Additional local payments and instalment payment options delivered

outcomes & key results

• New countries and markets – Australia, USA
• Improved payment processing speed and capability
• Enhanced Merchant of Record
• Reduced fraud rates