How would you increase sales at Amazon?

Lets first narrow down the scope as Amazon has various type of products 

Assumption - 

No contraints financially 

There are 4 ways by which you can think of incresing your sales - 

1. Introduction of a new product in the existing market 

2. Introduction of a new product in the new market 

3. Further penetration of the existing product in the existing market 

4. Launch existing product in the new markets 

Clarifying questions - 

1. Are we looking to improve sales for any specific type of product in Amazon like Amazon delivery, Amazon Prime , etc. 

Assuming it is for Amazon delivery 

2. Are we looking to improve sales in any specific region ? 

Lets say in India 

3. How do we plan to increase our sales ? 

Lets say we go with way  3 & 4 listed above i.e. Further penetration of the existing product in the existing market & Launch existing product in the new markets 

4. Is there any specific user group for which we want to increase our sales ? 

Interviewer : you can choose the specific user group 

5. Do we want to increase our sales by improving our conversion (delivery fee) or by generating more revenue through suppliers with advertisement or by increasing revenue per user 

Interviewer : you can do all

Now that we know our target audience, our ways of improving sales, product for which we need to improve our sales, lets dive in to each of the ways of improving the sales - 

1. Bringing more users on the Amazon platform - 

We can target to bring suppliers onboard from Tier 2 & Tier3 cities in India at a lower price point for the consumer 

Target ads to Tier 2 & Tier 3 audience based on their preferences once we have suppliers onboarded  

2. Increasing conversion to drive sales from FTU 

Improve discoverability for the FTU - 

AI based chat to recommend the items to the user 

Voice based search since lot of people from Tier 2 & Tier 3 are not tech savvy 

Promotional offers on first purchase 

3. Increase revenue per user from the active users - 

Understand where is the drop happening in the funnel currently for these users 

Based on this understanding taregt to reduce this drop. Lets say if the drop is on the payment page it could because of the choice of type of payment not being available or the payment error happenign on the platform for these users 

In case an active user had a bad experience like late delivery / defect item sent last time - throw some promotional offers as a compensation 

Cross sell items to these users & give incentives like free delivery on min purchase of 1 more item worth X 

Bring newly launched new items of users preferences on home page 

4. Increasing revenue from the suppliers who wants to advertise - 

Look for spaces of advertisement for the suppliers 

Recommend products from the suppliers to the users 

Give features to try products for free from the suppliers on the app in case of fashion store 

Priortize these features 

Priortization can be done on reach, impact & effort 

Sucess Metrics 

North star metrics - Increase in sales  

Other supporting metrics - 

New user base 

Revneue per user 

FTU Conversion % 

Advertisement spent per supplier 

Thanks

Feedback is welcome