Christian, 36, ist seit 8 Monaten Verantwortlicher für das Onlinegeschäft bei einem deutschen Mittelständler für textile Produkte.
Es läuft hervorragend.
Die Umsätze zeigen in eine Richtung, nach oben.
Während seiner erst kurzen Beschäftigungszeit konnte er das jährliche Wachstum sogar erhöhen.
Während das jährliche Wachstum der Online-Verkäufe über alle Produkte hinweg im vergangenen Jahr bei ca. 35% lag, …
… ist für dieses Geschäftsjahr ein Wachstum von 70% realistisch.
Das ist gigantisch. Sein Vorgesetzter Robert, Verantwortlicher für Global Sales, ist begeistert.
Verständlich, Zahlen lügen nicht.
Robert hat Christian bei einem Abendessen bereits von den digitalen Expansionsplänen in den amerikanischen und japanischen Markt berichtet. Ggf. auch Australien und Indien.
Er sieht Christian in zentraler Funktion für diese Expansion.
Auf der einen Seite freut Christian sich für das ihm entgegengebrachte Vertrauen.
Auf der anderen Seite sieht er die aktuelle Situation sehr kritisch, wie im Folgenden beschrieben.
Drei Gründe, warum Amazon zunehmend kritisch beäugt wird
1. Ungewollte Abhängigkeit
Christian und sein Team erzielen die Online-Umsätze zu 90% bei Amazon.
Mittlerweile macht Amazon mehr als 30% der Gesamtumsätze der Firma aus.
Da das Wachstum auf nicht-digitalen Kanälen seit 2,5 Jahren rückläufig ist, ist dies ein wirkliches Problem.
Bei gleichbleibender Entwicklung ist die Firma damit in Kürze zur Hälfte von Amazon abhängig.
Realistisch betrachtet ist das eine insolvenzbedrohliche Situation, sollte es zwischen dem Unternehmen und Amazon zu Unstimmigkeiten kommen.
Schließlich hat das Unternehmen gebundene Ressourcen und Fixkosten.
Und was Christian bereits klar ist: Amazon hat bei sämtlichen Verhandlungen „den Schläger in der Hand“.
Es sind weniger Verhandlungen, eher Diktate.
Natürlich leidet unter diesem Zustand auch die Marge, denn “Preisgespräche” gehen i.d.R. zu Gunsten von Amazon aus.
Diese Situation kennen viele Unternehmen.
In einer Studie vom IFH beklagen mittlerweile über 30% der befragten Online-Händler, dass sie sich abhängig von Amazon und den anderen Platzhirschen fühlen (z.B. Zalando, otto.de)
Auch etablierte Hersteller haben mit Amazon häufig innerhalb weniger Jahre oder sogar Monate einen neuen größten Kunden.
Es entwickelt sich eine Hass-Liebe:
Auf der einen Seite ist man dankbar für die hohen Umsätze.
Auf der anderen Seite fühlt man sich nicht wirklich wohl mit der dominanten Rolle Amazons.
Als Beratung haben wir noch nicht ein einziges Unternehmen kennenlernen dürfen, welches nach vielen Jahren wirklich glücklich in der Zusammenarbeit mit Amazon ist.
Dass es im Handelsgeschäft nicht immer Rosenblüten regnet, ist wohl allen klar, dennoch ist diese Situation neu für die meisten Unternehmen.
2. Steigende Unsicherheit
Für die Firma sind zwar noch nicht alle Wachstumsmöglichkeiten auf Amazon ausgeschöpft (Optimierungsstau bei vielen Produktlistings, andere Märkte), …
… und auch Amazon selbst scheint unaufhörlich neue Märkte zu erschließen, wie zuletzt Indien.
Dennoch gibt es Entwicklungen bei Amazon, die Christian beunruhigen.
In einigen Produktgruppen platzt der Wettbewerb aus allen Nähten. Marketplace Pulse behauptet sogar, dass sich in 2018 weltweit täglich mehr als 3.000 neue Händler bei Amazon registriert hätten.
Von diesen Händlern verkaufen jedoch nicht alle aktiv bzw. erfolgreich.
Zirka 40% davon aus China und Hongkong.
Auch wenn sie ihre gute Stellung in vielen Produktgruppen bislang weitestgehend verteidigen konnten, merken sie, dass der „Druck von unten“ bedeutend größer wird.
Gerade preislich sind sie häufig nicht mehr konkurrenzfähig, das ist auch dem Ansturm aus Fern-Ost zu danken.
Bei einem Produkt mussten sie schmerzhafte Erfahrungen machen:
Ein ihnen bislang unbekannter Wettbewerber hat das Produkt nahezu 1:1 kopiert und ist mit Black Hat Methoden innerhalb weniger Wochen auf Rang 1 gestürmt (das heißt nicht ganz regelkonform).
Dies sind alles unkalkulierbare Risiken, die das Wachstum innerhalb kurzer Zeit bremsen oder sogar blockieren können.
3. Fehlende Kundenbeziehung
Christian und sein Team haben nahezu keinerlei Kundendaten!
Doch Kundendaten und ein offener Kommunikationskanal zum Kunden wie die E-Mail Adresse sind das Gold des E-Commerce.
Dem stimmen auch Online-Marketing Größen wie Neil Patel zu.
Da die Firma von Christian als Vendor über Amazon verkauft, sehen sie jedoch nichts von all dem.
Weder kennen sie Conversion Rates, noch die Namen der Kunden, Adresse, etc.
Sie könnten diese Daten haben, müssten dafür jedoch mittlerweile eine fünfstellige Gebühr an Amazon entrichten.
Bis sich diese jährlichen Kosten amortisiert haben, müssten sehr viele Hausschuhe & Co. verkauft werden.
Selbst wenn sie entsprechende Mehrverkäufe erreichen würden, wäre nicht klar, ob dies durch die zusätzlichen Datenerkenntnisse erzielt wurde.
Alternativ könnten sie in das Seller Programm von Amazon wechseln, d.h. sie nutzen Amazon nur als Plattform, verkaufen “direkt” an den Endkunden und nicht an Amazon.
Dort ist der Datenzugang inklusive.
Bisher wurde sich jedoch klar dagegen ausgesprochen.
Auch weil der zuständige Account Manager bei Amazon bereits klar seinen Unmut ggü. dieser Option geäußert hat.
„Es wäre nicht zu ihrem Vorteil“, hieß es in einem Verkaufsgespräch.
Fassen wir zusammen: Die Firma generiert bald die Hälfte aller Umsätze mit einem einzigen Kunden, bei fallenden Margen und steigender Unsicherheit.
Als Amazon Händler sind Sie weder im B2B noch im B2C Geschäft aktiv
Lesen Sie den zusammenfassenden Satz im vorigen Absatz noch einmal Wort für Wort.
„Mit einem einzigen Kunden“.
Das Offensichtliche: klar, mit nur einem Kunden bin ich abhängig.
Keine gute Sache, wir brauchen weitere Kunden.
Doch was ist dieser eine Kunde denn für ein Kunde?
Die Firma von Christian ist Vendor (= sie verkaufen die Ware direkt an Amazon).
Sie haben einen „Vendor Manager“ zugeteilt bekommen.
Er ist nicht besonders engagiert (vielleicht werden sie erst ab 9-stelligen Umsätzen engagierter).
Man hat Kontakt. Bei Fragen muss man viele Tage auf eine Antwort warten.
Klar, man kann es auch beim Support über die Hotline versuchen.
Natürlich hat man mit seinem Vendor Manager auch noch kein Bier auf der Messe getrunken.
Es gibt schlicht keine Beziehung, wie es die meisten aus der B2B-Welt gewöhnt sind.
Woran liegt das?
Amazon ist genau das, was alle anderen sind: nicht abhängig.
Amazon ist von keinem seiner Lieferanten wirklich abhängig.
Wenn eine große Marke nicht mehr liefert, stehen 100 Großhändler „Gewehr bei Fuß“, um Amazon zu beliefern.
Sie sind Seller auf dem Marktplatz?
Denken Sie, nur weil Sie direkt an den Endkunden verkaufen, ist dies auch Ihr Kunde?
Nein, es ist nicht Ihr Kunde.
Sie stellen Ihr Produkt zur Verfügung, das der Kunde bei Amazon kauft.
Um diese Problematik zu verdeutlichen, sollten wir uns zunächst das Konzept des Customer Lifetime Value (CLV) verdeutlichen.
Es ist kein Geheimnis, dass es in den meisten Fällen sinnvoller ist, bestehenden Kunden weitere Produkte zu verkaufen, als neue Kunden zu gewinnen.
Einige Studien behaupten, die Neu-Akquise kostet mehr als 5x soviel wie Kundenbindung.
Der Grund: der Kunde kennt Sie und Ihre Produkte bereits.
Nehmen wir Christians Firma wieder als Beispiel.
Hat der Kunde die Badematte bereits gekauft, so würde er wahrscheinlich auch Handtücher von der gleichen Marke kaufen, wenn er mit der Badematte zufrieden war.
Die Handtücher müssen dem Kunden jedoch auch zum Kauf angeboten werden können.
Ist dies auf Amazon möglich? Schwierig.
Schließlich ist Amazon eine Suchmaschine.
Der Kunde sucht somit voraussichtlich nach “Handtuch” und nicht nach Ihrer Marke (wenn Sie nicht JOOP heißen).
Zwar weiß Amazon, dass der Kunde die Matte gekauft hat und wird weitere Produkte irgendwo bevorzugt in den Suchergebnissen anzeigen, …
… jedoch stehen Sie wieder in Konkurrenz zu hunderten anderen Handtüchern.
Ja, Amazon hat die Richtlinien bzgl. Cross- und Upselling gelockert …
… und auch eignen sich die erweiterten Markeninhalte sehr gut dafür (siehe Screenshot).
Allerdings verirren sich nur wenige Kunden dorthin.
Wenn Sie Ihre Marke auch nach dem CLV als KPI steuern wollen, brauchen Sie Wege, um diesen CLV zu maximieren.
Langfristig gesehen ist dies über Amazon nicht wirklich möglich (aus o.g. Gründen).
Um den CLV zu maximieren, müssen Sie langfristig Vertrauen zum Kunden aufbauen.
Das ist im B2B als auch B2C so.
Und um Vertrauen aufzubauen brauchen Sie Zugang und Kontaktpunkte.
Im Idealfall steuern oder besitzen Sie diese Kontaktpunkte selbst.
Bei Amazon kommunizieren Sie aber lediglich über die Verkaufsplattform.
In einigen Angelegenheiten übernimmt Amazon natürlich die Kommunikation für Sie.
Und es wird mit allen technischen Mitteln unterbunden, dass E-Mail Adressen ausgetauscht werden.
Das ist sehr intelligent und gut für Amazon, nur leider schlecht für Sie.
Egal ob Vendor oder Seller.
Sie haben keinen Kunden.
Auch nicht, wenn Sie 9-stellige Umsätze über Amazon fahren.
Multichannel E-Commerce als Lösungsansatz
Bedeutet das jetzt, dass Christian nicht mehr auf Amazon verkaufen sollte?
Nein, in keinem Fall.
Die Produkte verkaufen sich blendend bei Amazon.
Amazon ist verantwortlich für den digitalen Erfolg der Firma.
Christian sollte sich jedoch alternative Verkaufskanäle aufbauen, um die Abhängigkeit zu minimieren …
… und um eine langfristige Beziehung zum Kunden aufzubauen.
Aufgrund seines Backgrounds kennt er auch viele Möglichkeiten. Er könnte z.B.
… In einen intelligenten Webshop investieren
… Eigene Mailing-Listen und E-Mail Funnel aufbauen
… Extensives Re-Targeting betreiben
… Social Media Content (owned) aufbauen
… Influencer Kooperationen anstreben
… etc.
Er muss also eine Multichannel Strategie entwickeln.
Multichannel Strategie heißt, dass er das jeweils verfügbare Budget sinnvoll auf verschiedene digitale Vertriebs- und Marketingkanäle aufteilen muss.
Hierbei sollte er nicht opportunistisch vorgehen, sondern bedacht.
Dazu sollte Folgendes abgewägt werden:
1) welche Kanäle haben das beste Aufwand-Nutzen-Verhältnis? (siehe Screenshot)
2) welche Kanäle eignen sich am besten dafür, die langfristige Abhängigkeit von Amazon zu verringern.
Da gibt es nur noch ein kleines Problem:
Christian konkurriert intern um verfügbare Budgets und muss seine benötigten Budgets für Investitionen rechtfertigen.
Der ROI bei Investitionen in die Ausweitung der Amazon-Geschäfte war bislang immer sehr schnell positiv.
Der Geschäftsführung gefällt dies und sie drängt auf eine weitere Intensivierung der Aktivitäten auf Amazon.
Jetzt liegt es wohl an Christian, der Geschäftsführung die Problematik sachlich zu erläutern und sie vom Mehrwert einer E-Commerce Strategie bzw. Multichannel Strategie zu überzeugen.
Persönliches Schlusswort des Autors:
Sollten Sie in der Rolle eines Marketing-, Vertriebsverantwortlichen oder Produktmanagers (o.ä.) sein, hilft Ihnen dieser Beitrag hoffentlich dabei, Pro-Argumente für eine Multichannel Diversifikation zusammenzutragen.
Sollten Sie Geschäftsführer/-in sein: lassen Sie sich auf eine Diversifikation ein, stellen Sie ggf. ein neues Team auf und haben Sie Geduld. Sie müssen sich jetzt einen eigenen Kundenstamm aufbauen. Das dauert etwas länger, hält jedoch auch länger.
In jedem Fall:
Seien Sie dankbar für die grandiosen Umsätze, die Amazon Ihnen beschert …
… aber ruhen Sie sich nicht auf Ihnen aus.
Passend zu diesem (vielleicht) wichtigsten Thema im E-Commerce haben wir einen übersichtlichen Guide geschrieben. Verschaffen Sie sich zunächst einen Überblick über alle Kanäle, bevor Sie angreifen:
Alle relevanten Online Vertriebs- und Marketingkanäle im direkten Überblick als kostenloses E-Book
Sehr guter Artikel! Ich habe mir auch noch das kostenlose E-Book geholt. Spannender Überblick um den Horizont zu erweitern.
Spannender Beitrag!! Wenn man die GF von anderen Kanälen überzeugen möchte, braucht man einen Business Case. Wie berechnet man diesen für neue Kanäle ohne Datenpunkte??
Vielen Dank für Deinen Kommentar und Deine Frage, Sergej. Zum Business Case: Grundsätzlich gilt im E-Com ja das Prinzip Test-&-Learn. Dies ist im E-Com auch nicht als leere Worthülse zu betrachten, denn viele Kanäle kann man mit einem überschaubaren Budget testen. Dennoch wollen Führungskräfte natürlich vorab ein Gefühl für die Sinnhaftigkeit bekommen. Um einen Business Case zu berechnen brauchst Du Anker-Punkte, d.h. verfügbare Einzelwerte, die Du als Startpunkt für ein Annahmengerüst verwendest. Als Beratung fällt einem dies natürlich leichter, da wir Erfahrungswerte haben. Wenn Dir diese gänzlich fehlen empfehle ich Dir, Dich mit Kollegen aus Deiner oder auch anderen Branchen auszutauschen, um an solche „Anker-Punkte“ zu kommen. Häufig ist dieser Austausch sehr fruchtbar. Viel Erfolg!
Absolut wichtig und richtig! Wer nicht auf Multichannel setzt und andere Kanäle prüft hat sein Handwerk nicht verstanden und riskiert massive Risiken.
Sehr guter Artikel! Diversifikation ist ernorm wichtig. Gerade da sich Geschäftsmodelle (auch das von Amazon) sehr schnell verändern können.
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