eCommerce Strategy · For eCommerce and DTC teams
eCommerce strategy from an operator who has run the P&L
Growth and monetization work for Amazon vendors, marketplace sellers and DTC brands, grounded in category P&L ownership rather than ad-spend optimization alone. When growth has stalled and pricing is guesswork, the fix starts with the economics, not the ad account.
Strategy grounded in P&L ownership
- +$28.1M
- 2018 sales goal beaten (+17.7%) as a category P&L owner inside Amazon, through pricing, terms, and annual negotiations.
- ~910 bps
- Contribution-margin improvement across 2018 and the first half of 2019, repairing margin while growing sales.
- 562%
- Ancillary revenue growth in 2024 as COO of App in the Air, from new and renegotiated partnerships; the year before, customer acquisition cost fell 51.8% on 13% of the prior marketing budget.
Marketplace and channel strategy
1P/3P channel strategy, annual negotiation preparation, launches, promotions, and category building, drawn from owning $400M+ in Amazon category P&Ls across two roles. The 1P-or-3P question is often the first decision on the table; our comparison of Vendor Central vs Seller Central covers the margins, payment terms, and control trade-offs behind it.
Advertising and GTM run as managed work or advisory, always against the category economics rather than as an isolated ad program.
Pricing and monetization consulting
Pricing and subscription design, retention and monetization strategy, and the metrics cadence to run it weekly. The work is the same discipline that grew ancillary revenue 562% year over year in 2024 and, a year earlier, cut customer acquisition cost 51.8% by rebuilding acquisition around revenue attribution: decisions made around what the P&L can prove rather than what the roadmap promised. If you are hiring a pricing consultant, that is the record to judge.
Monetization work increasingly runs on systems, and the AI transformation practice builds them: one firm covers both, so the strategy and the automation stay on one P&L view. And when the gap is leadership itself, the fractional executive practice embeds our founder part-time.
Margin Recovery Audit for Amazon 1P vendors
Chargebacks, shortage claims, price claims and co-op charges come off your remittance in lines nobody reconciles. The Margin Recovery Audit finds them and queues every claim by deadline and expected recovery; on contingency, we then dispute the ones Amazon should not have taken, and you pay only on what we win.
The audit is a $2,500 fixed fee, credited in full against recovery fees if you go on to recovery, and recovery costs 20% of what we win.
Frequently asked questions
What does the eCommerce strategy work cover?
Marketplace and channel strategy for 1P and 3P, advertising and GTM, category building, and pricing and monetization design, with the weekly metrics cadence to run it. Growth and monetization decisions grounded in category P&L ownership rather than ad-spend optimization alone.
Do you work with 1P vendors, 3P sellers, or both?
Both, and hybrids. Channel strategy is often the first decision on the table: margins, payment terms, and control differ enough between Vendor Central and Seller Central that the right answer is frequently a deliberate mix rather than either pure model.
What proof sits behind the pricing and monetization work?
As a category P&L owner inside Amazon, the founder used pricing, terms, and annual negotiations to beat the 2018 sales goal by $28.1M, and contribution margin improved by roughly 910 basis points across 2018 and the first half of 2019. As COO of App in the Air, he cut customer acquisition cost 51.8% in 2023 by rebuilding paid acquisition around revenue attribution, then grew ancillary revenue 562% year over year in 2024 through new and renegotiated partnerships.
How do engagements run?
Led by the founder, who stays accountable for every engagement, not an account team. Methods are productized playbooks, not open-ended hours, and every engagement starts with a working session on your numbers. eCommerce strategy engagements are scoped and fixed-fee before we start, from $7,500. First conversation, no fee.
Book a working session
Bring the growth or pricing decision you are trying to make and what data you have, and we come prepared. First conversation, no fee.
Book a working sessionPrefer to write first? Contact us.