Estimated 82% of Sales on Amazon Come from Winning This One Thing

May 29, 2024

How to Make Sales on Amazon and Win the Amazon Buy Box

Understanding the Amazon Buy Box

If you’re looking for ways to sell on Amazon, you'll need to focus on this one thing - the ‘Buy Box.’ The Amazon Buy Box is the white box on the right-hand side of a product detail page where customers can begin the purchasing process by adding items to their shopping carts. It is nearly frictionless to buy and because of this, a significant portion of Amazon's sales are made through this highly coveted spot.  

If you have an established product and want to get set up to sell on Amazon, track inventory and benefit from knowing where your stuff is, you’ll want to make sure you’re actually making a profit and avoiding the common pitfalls so many new sellers experience.

Get started with an AccountingSuite™ expert today!

Criteria for Eligibility

To be eligible for the Buy Box, sellers must meet basic requirements set by Amazon. Basic Requirements for Buy Box Eligibility include:

  • Professional Seller Account: You must have a professional selling account, as individual seller accounts do not qualify.
  • Account Health: Maintain a good standing in performance metrics such as Order Defect Rate, Cancellation Rate, and Late Shipment Rate. This includes ensuring customer satisfaction and compliance with Amazon’s shipping and product policies.
  • Product Condition: Only new items are typically eligible for the Buy Box.
  • Order Volume: This one is often tricky for new sellers, especially for companies who are not set up to track their inventory properly. Having a sufficient order volume is required, not only to qualify for the buy box, but to avoid hidden fees like warehouse storage fees due to low turn. Other fees can vary depending on the product category you sell in.

Outperform your competitors and learn how to get the buy box privileges by having the best inventory management tracking and consignment structure setup. Speak to an AccountingSuite™ expert today to get started.

Factors Influencing Buy Box Wins

Winning the Buy Box is not a static, one-time thing; it's a dynamic, ongoing competition amongst sellers. Amazon stated in its April 2024 Letter to Shareholders, that in North America that they increased profits by 12%, and they don’t plan on slowing down. 

How are they able to maintain this type of growth? By continuing to focus on having the fastest delivery and improving efficiencies. 

  • Use Amazon’s FBA service to boost your chances of getting the Buy Box. You get awesome perks like super-fast shipping and better placement in search results.
  • Be competitive on price, but don’t cut too deep. Smart pricing beats desperate discounts.
  • Keep your seller rating high. Aim for perfect feedback and keep your shipping times quick and order defects low. Amazon is always factoring these things into your eligibility.
  • Use software tools that help you track things like keywords, product ranking, Buy Box status and more.
  • Handle returns smartly and keep them low by having clear product copy and descriptions. 

What does all this mean for companies like yours that want to make money selling on Amazon? It means, using the right tools to keep up with what you’re selling. 

You’ll need to make sure you’re tracking the primary factors for success - and that includes inventory management, shipping options, and having products in-stock and available. Each of these elements requires careful consideration and strategic planning. Speak to an AccountingSuite™ expert today.