Among the speakers at next month’s IRCE B2B Workshop, veterans of distribution and e-commerce Brian Fricano of Sustainable Supply and Matt Clark of Premier Farnell will share tips on how to get the most out of selling on Amazon—without giving away the store.

Brian Fricano and Matt Clark have learned lots of best practices when it comes to selling through Amazon Business. They’ll share them at during a June 8 session at the IRCE B2B Workshop in Chicago.

Selling on Amazon “can be great, with lots of sales and some profit and brand-building,” says Clark, who is global head and vice president, e-commerce and digital marketing, at industrial electronics distributor Premier Farnell. Adds Fricano, founder and CEO of Sustainable Supply, a distributor of building and maintenance products: “Selling on Amazon is a delicate dance and your strategy needs to be iron clad before you list your first item on the marketplace.”

Among the details they’ll share of their sales-generating strategies:

  • Determine the right product portfolio for listing on Amazon, including commodities
  • Don’t give away the secret sauce—keep your top-selling, secret and propriety products off of the marketplace
  • Develop a strategy for products that are not currently offered on Amazon
  • Determine the right pricing strategy for selling on Amazon

Clark will also discuss how Premier Farnell has modified some business operations to better compete with Amazon as well as use it as a sales platform. Fricano will review steps Sustainable Supply has taken over the past 18 months to “get our Amazon store launched (with technology integrations, teamwork and tech vendors)—and the lessons we’ve learned in the process.”

IRCE, or Internet Retailer Conference & Exhibition, will run from June 5 through June 8 at the McCormick Place West Convention Center in Chicago. IRCE was founded in 2005 by B2BecNews publisher Vertical Web Media, which still manages the IRCE conference agenda. (IRCE is now owned by Emerald Expositions.)


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