Case Study: Online Retailing Company boosts Amazon Buy Box wins with Express Analytics

How we helped a retailer win the Buy Box on Amazon

Online Retailing Company partnered with Express Analytics to tackle two Amazon marketplace challenges: how to win the Buy Box more often, and what factors would still drive purchases when the Buy Box was lost. The company had been discounting heavily to compete, but wanted to know whether price alone mattered across Amazon’s Sold by Amazon, FBA, and Non-Amazon/Non-FBA selling scenarios.

Express Analytics scrubbed and transformed Amazon data into ratio-based variables, then built predictive analytics and price intelligence models to identify the key drivers of Buy Box wins and purchase probability. The analysis showed that lower pricing, lower shipping time, and higher landed-price competitiveness improved outcomes, while excessive discounting was often unnecessary. Express Analytics helped the customer increase Buy Box wins by 15% in the Amazon-as-seller category, 30% in FBA, and 90% in Non-Amazon/Non-FBA, while also lifting monthly revenue by as much as 50% after reducing discounts.