In this exercise you will be assuming the role of an Account Manager working within our Personal Care Appliances category during Amazon Black Friday. You act as a general manager responsible for managing Amazon’s relationship with your assigned vendor. Your focus is to maintain & improve positive customer experience and to optimize your brand’s business across buying, marketing, and inventory management in order to drive growth in revenue and profitability. Black Friday is one of the biggest sales weeks of the year for Amazon, it is a 5 day event that starts on Monday and culminates on Black Friday. It is an opportunity to offer Amazon customers ‘door buster’ deals and drive incremental sales for our vendors. Instructions  

You need to create a selection of Black Friday promotions for your assigned vendor.  

You have been provided an Excel worksheet with product information that you should use to identify the promotions for Black Friday.  

You should be able to give an overview of your plan that includes a selection of the promotions you are planning.  

Please present your plan with the provided Excel sheet. You can add columns to the calculation if needed  

You have 30 minutes to work on the exercise, a further 15 minutes to present your plan/selection and another 15 minutes to answer any questions. Key Points to Consider  

Your promotions should deliver a total Revenue increase of 50% vs. last year. Last year the revenue was €1.2 million.

All promotions must run at a minimum profit margin of 10%.  

All promotions are required to run at a minimum of 25% off the average price from the last 90 days.  

A promotion on a given product can only run once, and can run any time on Black Friday Week (Mon-Thurs) or Black Friday itself (Fri).  

For promotions running on Black Friday Week, you can expect daily sales to be 5 x equal to the average weekly sales of the promoted product. For promotions running on Black Friday, you can expect daily sales to be 10 x equal to the average weekly sales of the promoted product. Tips  

Remember your goal as an Account Manager is to drive growth in revenue & profitability and provide the best experience for Amazon customers.  

Consider what additional information you may require to help you better define your Black Friday plans.  

What processes would you simplify on Amazon to increase Customer Experience? Useful Metrics € Revenue = Average Sales Price x Units % Profit = (Revenue - Cost) / Revenue Vendor Cost Price = The normal price that Amazon purchases the product from the vendor. Black Friday Cost Price = The discounted cost price offered by the vendor for Black Friday Promotions. Average Selling Price = The price that is displayed on the Amazon website that customers purchase at (including VAT).

 

Product Name Professional Hair Dryer Platinum Clean Version 6 Everyday Electric Toothbrush Professional Hair Straigheners V2 Family Electric Toothbrush Pack Kids Hectric Toothbrush VI Professional Hair Straigheners V1 Platinum Clean Version / (Hurtooth) Professional Curling Tongs Deluxe Hair Dryer Kids Electric Toothbrush V2 Deluxe Hair Straighteners Styling Kit (10 Piecel Styling Kit Is Piece) Travel Hair Dryer Everyday Electric Toothbrush + 4 exirahats Travel Hair Straighteners Basics Straighteners Rasies Hair Dryer B Vender Cost Price: Black Friday Cost Price Prof: Average Selling Price: Formula Product Code Proti: - #001 402 #003 40104 #005 #0106 #007 #108 1009 #110 4011 #0112 4013 #014 4015 #016 4017 #018 119 #020 40171 H022 Carrying Case Doliva Deluxe Curling Tongs Travel Clectric Toothbrush & Case *One off cost price provided by the vendor to run promotions for Black Friday Definitions Average Sub-Category Customer Review Vendor Cost price HaiCare OralCare OrulCare HairCare OralCare Oral Care Hair Care OralCarr HairCare HairCare OralCare HairCare HairCare Hair Care HairCare OralCare HairCare Hair Care Hai Care HairCare HairCare OralCare Rating 3.9 3.6 4.6 4.7 4.0 7. 2.9 4.8 4.4 4.1 3.8 3.6 4.5 3.5 3.1 4.7 4.2 3.5 Average Sales Prod (Revenue Cest)/ Revenue 1 2.2 3 70.54 64.08 403D ( 91.70 39.85 1 24.50 73.00 79.09 41.45 E 159.89 24.79 211.85 20.72 22.58 56.03 48.65 72.82 35.75 E 14.89 16.70 67.63 72311 Black Friday Cost Price* 4D 3D F 39.60 28.00 62.74 75.11 ( 22.80 SLADE 46.71 31336 134.655 18.67 149.79 14.75 17.98 47.53 76.63 f 46,06 76.42 E 10.24 13.48 ( 46.20 16.81 ( Average Selling Price last 90 Days The Angeneraties through selling anim the normal price Amazon pays to buy an Item from a manufacturer/vender per unit The discounted price offered by the vender for Black Friday Promotion the difference between the amount earned through selling) and the amount spent (through buying) of reverse The price that is displayed on the Amazon website that customer pay to purchase a product (includina VAT) 78.99 F 55.99 46.99 E 99.99 39.99 27.99 89.99 (1 89.99 39.99 199.99 29.99 249.99 24.99 20.99 69.99 55.99 62.99 46.99 F 26.99 12.99 E 74.99 70.99 Average Weekly Discounted Deal Sales Units Price 600 900 1,750 600 1,700 50 ZD 40 530 250 80 GD 250 40 120 180 100 800 250 100 Deal Profit Margin (%) Eligible Y/N Black Friday Wook Deals Revenue (one day) Black Friday Deals Revenue