Roadmap Consulting

Reviewing deals SOP PROCESS OWNER: Jenny Borreo LAST UPDATE: 17/05/22 Introduction: This is an SOP draft for the Reviewing deals process. It lists the steps required to complete the procedure in chronological order. The document and the procedure explained still need to be edited and finalized, as this is just a draft to help understand the sequence of actions and everything that needs to be done. Take your time to review the document and feel free to add notes/comments and edits where required. PROCEDURE: 1. 2. Open the Deal sheet > Deals tab Locate the entries that have not been marked (coloured) - See Figure 1 Figure 1 - Deals in the Dealsheet 3. 4. Click to open the link in the Store URL column (See Figure 2) Click to open the link in the AMAZON URL column (See Figure 2) Figure 2 - Amazon and Store URLs Review Step 1- Are we eligible to sell it? After you open the Amazon link, navigate to the BBP on the top right-hand side. 5. Review the data in the BuyBotPro: 5.1. Review the Dashboard to check if everything is green (see Figure 3): 5.1.1. Can I Sell This? 5.1.2. Hazmat 5.1.3. Eligible 5.1.4. Dangerous goods 5.2. Review the Alerts to check if everything listed below is Green (See Figure 3): 5.2.1. Oversize 5.2.2. BB Analysis 5.2.3. IP Radar and 5.2.4. Meltable Figure 3 - BBP Dashboard and Alerts 5.3. If the following elements are not green, you may still purchase the deal after full analysis: 5.3.1. Yellow on Oversize 5.3.2. Yellow on BB Analysis (See Figure 4) 5.3.3. Yellow IP Radar (See Figure 4) 5.3.3.1. If the IP radar is Yellow, you may still purchase if the brand is Ikea or Disney 5.3.4. Meltable 5.3.4.1. You may only purchase a Meltable between March 15th and October the 15th Figure 4 - Example of a Yellow on Oversize and Yellow IP radar for ASIN B005ESACU6 NOTE: If any of the following items are RED, do not purchase that deal: ● Can I sell this? ● IP Radar (See Figure 5) ● Dangerous Goods ● Hazmat ● Eligible * ○ First try to auto ungate ○ If the auto ungate does not work, skip purchasing this item NOTES: ● Meltables are the only exception - they may still be purchased if the purchase is being made in the time range defined in Meltable (from March 15th to October 15th) ● Dangerous Goods or Hazmat may also be Yellow, and you should not purchase the product in any case (Red or Yellow) - See Figure 6 Figure 5 - RED IP radar Figure 6 - Yellow Dangerous goods and Hazmat Review Step 2 - Is it the same product? 1. Check if the Amazon and the product that is being sold are the same product a. Make sure the following elements match on Amazon and Supplier’s website: ● Model number/item number/part number ● Product name ● Product image and packaging ● Size ● Dimensions ● Color ● Description ● Ingredients (Important) ● Weight ● Quantity ● Bundle ■ Any extras are thrown into to make a unique bundle e.g. extra pen, extra cartridge, a special gift box with ribbon, a freebie etc. Review Step 3 - Are you confident there will not be an IP claim? 1. Review (the number of) other FBA Sellers (See Figure 7) If there are less than 4 or more FBA Sellers: ● Search for a listing of the same brand on Amazon (See step 2) ● Try to find at least one other listing with at least 4 or more FBA Sellers Figure 7 - Reviewing the no. of FBA sellers 2. Check whether the brand is also on the listing (See Figure 8 and Figure 9) EXAMPLE: Review this Amz listing. ● Note that this example is made at the time of this document is created ● Any Supplier incl. the brand, can go OOS and so may not appear on the listing Figure 8 - Checking if the brand is on Amz listing Figure 9 - Checking if the brand is on Amz listing 3. Check graphs for clear and obvious Supplier count drops over lifetime of the listing (See Figure 10) 3.1. Go to the Amazon product page and open the BBP 3.2. Check for Massive drops in the Price/Sales history section 3.2.1. Use Keepa Figure 10 - Seller count drops 3.3. Click on the “All” option in the bottom right (See Figure 11) Figure 11 - Seller count drops (lifetime) 3.4. Check for drops by hovering your cursor over the bottom chart (See Figure 12) Figure 12 - Checking for Seller drops Example: Review this listing. ● The Graph above shows the sudden Supplier count drops on two occasions, indicating possible IP claims, as numerous Suppliers are kicked off the listing. NOTE: ● Note that this example is made at the time of this document is created ● Any Supplier incl. the brand, can go OOS and so not appear on the listing 4. Check whether the listing is in the Fast track IP checker website 5.3.5. Go to https://fasttrackfba.com/brand-checker/ 5.3.6. Enter the Brand name (Example: Youngblood) 5.3.6.1. Make sure the Brand name is not present (See Figure 14) Figure 14 - Checking the item in Fast track IP checker 6. Check whether the listing brand is different from the actual brand that is being sold EXAMPLE: Review this listing (ASIN B09JSHTYQR). The Brand listed is Zeeson, but the actual brand is Isntree (See Figure 15). ● This brand is also IP, which means that the Seller who listed this is probably trying to circumvent the rules. NOTE: ● ● Note that this example is made at the time of this document is created Any Supplier incl. the brand, can go OOS and so not appear on the listing Figure 15 - Different brands example Review Step 4 - Should we sell it? Review buy box information NOTE: Analysing deals based on Amazon winning or sharing the BuyBox comes down to experience and seeing the overall picture of the deal. Some of the factors you should consider when analysing deals are: • Amazon stock levels • Number of other sellers • Sales velocity • Price, etc. Follow the steps below as a general guide. In case you are in doubt about how to analyse the deals, reach out to your line manager for support. 1. Check if Amazon is in stock of the item 1.1. Click on Data > Buy Box Statistics (Found in the Keepa software) 2. Check whether the BB percentage wins are a particular buyer's favour (See Figure 13) Figure 13 - Checking BuyBox percentage Example: Review this listing. NOTE: ● Note that this example is made at the time this document is created ● Any Supplier incl. the brand, can go OOS and so not appear on the listing 3. Assess if Amazon is sharing the Buy Box or how many times (in percent) the Amazon won the BuyBot 3.1.1. Review the data for different time ranges 3.1.2. Click on the “Range in days” options NOTES: ● Even if Amazon has won the Buy Box multiple times, you can still try to sell the product in case Amazon currently is Not in Stock. ● When in doubt about whether or not to buy the product that Amazon is sharing the Buy Box for, contact your line manager for assistance. Review Step 5 - Price stipulation 1. No minimum/maximum purchase price 2. If the item costs over £150: 2.1. Ask Shev for approval 3. If the item costs between £50 - £75: 3.1. Make sure the item returns at least £5 profit at the time of purchase 3.1.1. Go to Review Step 5 4. If the item is Oversized 4.1. Make sure the item returns at least £3 profit 4.1.1. Go to Review Step 5 5. If the item costs between £75.01 and £100: 5.1. Make sure the item returns at least £10 profit at the time of purchase 5.1.1. Go to Review Step 5 6. If the item costs between £100.01 and £150: 6.1. Make sure the item returns at least £30 profit at the time of purchase. 6.1.1. Go to Review Step 5 6.2. In case an item falls less than but close to the £30 profit: 6.2.1. Discuss purchasing with Shev. Review Step 6 - Is it an acceptable Profit Before we purchase any product we want to make sure it fits our profit criteria Step 4 covers part of the profits criteria Profits between 50p - £1 are accepted on the following conditions ● If the item cost under £10 (including postage) ● Max of 10 FBA sellers ● Min estimate sales of at least 10 items a month Profits over £1 are automatically accepted based on Product (formerly Moss) score results. However, if an item costs £50 or more then a combination of the £50 profit criteria at step 4 + the product score applies. Grocery (supermarket) bundles profit ● We only purchase bundles from supermarkets if the item is £2 profit or more. Review Step 7 - Quantity to Purchase 7. Go to the products score (Dealsheet 3 profit/30%ROI - Sourcing criteria section, See Figure 18) Figure 18 - Datasheet - Sourcing criteria 8. 8.1. Enter information for each criterion into the data sheet based on the BuyBotPro Island analysis Profit Refer to the indicators in the Profit table (in the Deal sheet) and enter the BuyBotPro calculated profit into the profit column (See Figure 19) Example: Profit of 4.46 falls into the “4-4.99£” category and thus has a Weight of 6, so in the profit column, you enter the number 6 Figure 19 - Profit indicators 8.2. Drops (Estimated number of 30-day sales) 8.2.1. Review the estimated sales in the BuyBotPro Island analysis (See Figure 20) Figure 20 - Estimated number of Sales 8.2.2. Refer to the Drops table in Datasheet for the Weight value (See Figure 21) Figure 21 - Weight value (Datasheet) 8.2.3. 8.3. Enter the value in the Drops column FBA Sellers 8.3.1. Review the number of FBA Sellers in the Competition Analysis section of BuyBotPro (See Figure 22) ● Count the green squares Figure 22 - FBA Sellers in BBP -. Refer to the FBA Sellers table in Dealsheet Enter the correct value in the FBA Sellers column 30-Day price 8.4.1. Go to the Amazon product page -. Scroll down until you locate the price charts Review the BUY BOX PRICE AVERAGE chart Locate the 30 DAYS section of the chart (See Figure 23) Figure 23 - 30 Days Price section 8.4.5. Compare the 30 DAYS price value to the current price value (See Figure 24) Figure 24 - Current price 8.4.6. Go to the 30-day price difference table in the datasheet -. 9. Locate the correct Weight value based on your result Enter the correct value in 30 day Price Difference column Purchase Price 8.5.1. Open the Store/Manufacturer page 8.5.2. Check the current product price 8.5.3. Compare the price to the Purchase Price table in the datasheet 8.5.4. Locate the correct Weight based on the current price 8.5.5. Enter the correct value in the Purchase Price column Review the Product Score column result (which contains the total score of the product based on the 5 weight factors you entered previously) (See Figure 25) Figure 25 - Product score 10. Determine the product quantity to buy 10.1. Compare the Product Score value to the score total / buy table (See Figure 26) Figure 26 - Score total & Buy 10.2. 11. Enter the buy value (Result) you got from the table into the Max to buy column Assess the suggested Max quantity to buy ○ Compare the information to the Datasheet suggested buy value ○ Adjust the quantity if required ■ If you are unsure about the qty to buy, please discuss with a more senior member of staff EXAMPLE1: ASIN B00XEUID02 (See Figure below) ● ● Based on the score for this ASIN you should only buy Qty 2. However, to get free shipping and save £4.99 on shipping we will purchase QTY 3. ○ Enter qty 3 to the manual column ● This in turn makes the profit per item more for that ASIN EXAMPLE 2: ASIN B081NLDKC6 ● This one shows that 6 should be purchased ● In this case, the quantity to buy should stay the same If all the information is correct: 12. 13. Go back to the Deals section of the Deal sheet 12.1. Locate the Good Deal column 12.2. Click on the drop-down menu 12.3. Click on the Winner option In the Max Qty to Buy column, click on the empty field in the same row and enter the value you got from the Sourcing criteria table