Case Study: Leading Personal Care Product Manufacturing Company achieves market share growth with Profitero

How reducing out-of-stocks can help you gain market share

Leading Personal Care Product Manufacturing Company, a top player in the online personal care market, was losing sales and Amazon 1P market share because of recurring out-of-stock issues. The company needed a better way to monitor inventory, identify the categories and ASINs at highest risk, and keep its Amazon 1P out-of-stock rate below 5%. Profitero’s eCommerce analytics and Assortment & Availability solution helped it pinpoint the problem areas and quantify the lost opportunity.

Using Profitero’s data, the company worked with Amazon to improve inventory levels and product availability, especially in Deodorants, where out-of-stocks had reached 29% to 26%. Profitero helped drive a reduction in Deodorants OOS to low single digits, including a record 2% in September 2017. The result was an 8 percentage-point year-over-year share gain in Deodorants, nearly a one-third cut in sales loss across the portfolio, and overall market share growth of 2.7pp from 7.8% to 10.5%.