The Challenge:
An Underutilized Channel and Untapped Brand Potential
While the client had an established presence on Amazon, they were not fully optimizing the platform’s potential, particularly in how they managed their branded products. Despite being a well-known name in their industry, the client was not leveraging Fulfillment by Amazon (FBA). This limited their ability to scale demand, improve shipping speed, and improve their customer experience.
The channel lacked clear prioritization and a focused strategy with long-term goals. Without dedicated attention, listings went unoptimized, marketing efforts remained limited, and the brand’s presence was diluted by channel conflicts with third-party sellers offering their name-brand items. The client’s own products were often competing with themselves, without the tools in place to win the Buy Box or control the customer journey.
Internally, the team didn’t have the bandwidth to manage FBA prep or monitor the channel proactively. Fulfilling Amazon orders in-house was a distraction from their core operations and prevented them from treating the platform as a growth engine. As a result, the business was leaving significant opportunity on the table.
The King Solution:
Turning a Passive Channel into a Strategic Growth Engine
King Solutions was brought in as the client’s dedicated Amazon partner, bringing a fully integrated, data-driven approach to managing and optimizing the channel. The goal was simple: unlock profitability, elevate the brand, and relieve internal bandwidth without disrupting the client’s core business operations. We worked with their internal team to create an e-commerce solution that included:
A Data-Backed Strategy from Day One
King developed a comprehensive data package that gave the client clear visibility into Amazon channel performance, down to the profitability of individual SKUs. This fact-based approach helped shift the conversation from guesswork to strategic action, enabling the client to see exactly where their opportunities were hiding.
The insights also helped justify expanded marketing and brand investment, highlighted the percentage of total sales being generated through Amazon, and made a strong case for growing the client’s direct-to-consumer footprint on the platform.
A Dedicated Channel Management and Brand Optimization
With the client’s trust—and their Amazon brand registry access—King took over end-to-end channel management, serving as the client’s external e-commerce department. This included:
- Evaluating and cleaning up existing product listings to ensure they reflected accurate, brand-approved content
- Eliminating channel conflicts and improving control over who could list products under the brand name
- Implementing FBA strategies to reduce internal operational burdens and improve delivery experience
- Developing and executing Amazon advertising campaigns to drive demand for key branded SKUs
- Providing inventory forecasting and purchase planning to keep supply aligned with marketplace performance
By doing so, King allowed the client to stay focused on their core operations while trusting that their Amazon channel was being managed with expert care and measurable results.
Weekly Strategy and Transparent Reporting
King established a weekly strategy cadence with the client to ensure alignment on goals, track performance, and adapt to changes in real time. Each session focused on key metrics that included top-line revenue, SKU-level profitability, and advertising ROI. All of this was done to help the partnership remain accountable, transparent, and agile.
Tech-Enabled Insights and Operational Support
King provided the tools and dashboards the client needed to understand what was working, what needed attention, and where the next growth opportunity lay. From product-level performance metrics to profitability by item, the client had full access to their data and accounts.
King also supported the end-to-end purchasing process by coordinating purchase orders from the client’s overseas suppliers directly into our fulfillment network, streamlining the backend while reducing risk.
The Results
By transitioning Amazon management from a low-priority internal task to a fully outsourced, strategic partnership with King, the client:
- Saved significant time and internal resources
- Transformed the channel into a new profit center
- Gained full visibility into product performance, which led to actionable insights that included pricing elasticity that was supported by data from both Amazon and their retail operations.
About King Solutions
Established in 1989, King Solutions is an asset-based logistics service provider headquartered in Dayton, MN. As a leader in the logistics industry, King provides freight transportation services, fulfillment, warehousing, and e-commerce services to its customers. King is committed to a customer-focused approach, creating tailored solutions through a robust network of shipping resources, information services, and dedicated employees.
