It’s an exciting time for any brand wanting to sell on Amazon. However, unless you already have experience selling online, it can be overwhelming to wade through all the approval processes when selling on Amazon- marketplace regulations, and all the packaging, labelling, and shipping requirements when selling on Amazon. We will explain to you the key things, how to sell on Amazon when it comes to food and beverages.
Over the last few years, Amazon has taken big steps to promote and refine its grocery offerings.
In 2014, Amazon began requiring sellers to obtain approval before selling food on its site. Before that, sellers didn't need approval as long as their selling metrics in that category were good.
Once you’ve decided to sell food and/or beverages on Amazon, the first thing you should do is open a professional Amazon Seller Central account.
This requires information about your business (legal business name, contact, address, tax ID in your country & credit card details). Now that you have your own seller account, you need to provide your product invoices and other information on the products you’re about to sell.
Product invoices are one of the main criteria for being approved to sell food and beverages. Sellers must submit an invoice which:
As well as this, if you are the manufacturer and brand owner you'll need to provide:
Once you’ve sent through the above-mentioned documentation, it will take some time for Amazon to process it all. But after Amazon granted you the approval, you can make your first sales.
Before 2014 all food and beverages on Amazon were sold under a category called Grocery & Gourmet. However, nowadays it is split into 3 categories, which are:
When selling in any of these categories, sellers still need to show great performance. Which is evaluated on the following criteria:
As a seller of food you need to be aware that products with expiration dates can be sold via FBA. As long as the units arrive at warehouses with a shelf life greater than 105 days from time of arrival. Amazon will remove units that are within 50 days of their expiration date.
In short, product packaging must protect the quality and safety of the food.
At some point in 2017, most likely following the acquisition of Whole Foods. Brands selling organic products started receiving emails from Amazon to produce certificates proving they were complying with USDA Organic regulations.
In order to sell organic products on Amazon, a brand must prove that the products:
If you’d like to find out more about complying with the USDA Organic labelling standards, you can read the requirements for organic products on the Amazon webpage.
Chilled and frozen products can't be FBA. They can only be fulfilled via Merchant. As you can’t guarantee that products will be in the same condition while being delivered to Amazon FBA warehouses.
This category is basically just as it sounds: products that require refrigeration in order to maintain their quality. Therefore Amazon needs to ensure that the product has maintained its chilled or frozen state throughout the shipping process.
Amazon also sets temperature ranges for different categories of products. And will request verification that these products have been kept at these temperatures. For example, meat and poultry should be in the range of -2.2°C – 5°C.
Amazon also will request validation and verification of the chill chain. To ensure that products have been kept at these temperatures throughout their journey.
When selling on Amazon, you have to consider specific requirements. They are for the format and information included on the product detail page (product listings) in the food category. Here’s a quick checklist for when you build your product listing:
For a higher conversion rate, it is a good idea to post an image of the packaging too. You could also use bullet points to describe the flavour and texture of the product. And add details of the kind of experience it can bring to the customer.
To sell more effectively, you need to come up with some good story telling for your brand and product. Which you can detail briefly with bullet points.
This category is one of the most competitive on Amazon, and we recommend registering for Brand Registry on Amazon. So that you can take full advantage of its advertising for your products and brand.
However, if you don’t have a trademark, you can still achieve a great sales volume by focusing on things like:
In 2019, Amazon launched a new programme – Subscribe & Save. Where customers can schedule repeat deliveries of the same products and experience 10% or 15% discounts.
Subscribe & Save is more appropriate for sealed items with a longer shelf life, like dry or canned goods, shelf-stable beverages, coffee and tea, etc. This is a great opportunity for brands that sell these types of products to make re-stocking easy for shoppers. Therefore encouraging repeat purchases and increasing “Customer Lifetime Value”.
For example, Amazon Fresh competing with other grocery delivery services. Brands selling products that shoppers consume on a regular basis – perishables. As well as chilled and frozen foods – could benefit from the loyalty that this programme encourages.
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At INNELS, we help companies to start selling food and beverages on Amazon. If you need any advice, don’t hesitate to contact us.