Restoring Growth and Profitability for Fossil on Amazon
Objective
To regain control of Fossil’s Amazon performance by improving assortment, stabilising margins, and reducing market share loss to unauthorised sellers – while ensuring the brand can meet customer demand profitably.
Luzern’s Solution
Luzern implemented a data-led marketplace strategy focused on assortment expansion, pricing control, and seller governance.
Delivered an optimised inventory and assortment strategy, extending beyond core SKUs to include end-of-life and long-tail product ranges
Leveraged insights from Channel Optimizer to inform a more effective and competitive pricing strategy
Introduced seller tracking capabilities to identify and monitor rogue sellers and protect brand presence
Enabled the brand to maintain desired price points, supporting margin protection and long-term profitability
Improved marketplace control, reducing reliance on Amazon 1P’s limited core range ordering
Results
+60% increase in sales driven by improved assortment and SKU expansion
Stabilised margins and improved profitability through more effective pricing control
Improved ability to meet customer demand across a broader product range
Reduction in counterfeit and rogue seller activity, strengthening brand integrity on Amazon
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Insights, trends, and strategies across marketplaces, retail media, and D2C - designed for brands scaling across the globe.
