How to Track B2B and B2C Sales on Amazon
Tracking B2B and B2C sales on Amazon is essential for sellers who want to maximize their reach and profitability. Whether you're selling to businesses or individual consumers, understanding the distribution of your sales can help improve your marketing efforts and overall business strategy. With tools like Amazon’s Seller Central and Amazon marketplace management service, you can gather data that differentiates between your B2B and B2C customers. This insight allows you to customize your approach to these different segments and boost sales in each category.
Why Tracking B2B and B2C Sales is Important
Tailor Marketing Strategies
Tracking your sales helps you identify which audience—businesses or consumers—is driving the most revenue. With this knowledge, you can develop tailored marketing campaigns to better reach your key audience. For example, B2B clients might prefer bulk purchase discounts, while B2C customers respond better to seasonal promotions or product reviews.
Enhance Business Performance
Data on B2B and B2C sales allows you to make informed decisions about inventory, pricing, and promotions. If your B2B segment is growing, you might focus more on offering bulk purchasing options. Conversely, a surge in B2C sales may prompt you to stock more individual units or enhance your product listings to appeal to everyday shoppers. Effective tracking can lead to better management of your Amazon listing and overall marketplace strategy.
Refine Customer Segmentation
Understanding whether your most profitable customers are businesses or individual consumers allows you to segment your offerings more effectively. This could involve creating different product bundles or adjusting your prices based on the needs of each segment.
Step 1: Obtain Sales Data
To begin tracking your B2B and B2C sales on Amazon, the first essential step is to gather accurate sales data from your Amazon Seller Central account. Amazon provides all the necessary data to help you break down sales performance, and here’s how to access it.
Access Seller Central
First, log into your Amazon Seller Central account. This platform is the control hub for Amazon sellers, providing a detailed overview of your sales, listings, and marketplace performance. If you're managing both B2B and B2C sales, this is the primary tool to help you distinguish between the two.
Navigate to Business Reports
Once inside the dashboard, head over to the "Reports" section, located on the top menu bar. From here, select "Business Reports" to view a wide variety of data points related to your sales activity.
Select “Detailed Page Sales and Traffic by Child Item”
Under the Business Reports menu, you’ll find several reporting options. To track the performance of each product, click on the report titled “Detailed Page Sales and Traffic by Child Item.” This report provides granular insights into individual product sales, making it easier to differentiate between B2B and B2C sales.
Choose the Time Period and Duration
Now that you have the right report open, it's time to customize the data. Use the filters provided to select the time period and duration you wish to analyze. This could be daily, weekly, monthly, or for any custom time frame. Setting the right period will help you understand sales trends and optimize strategies accordingly.
Download the Data
Once the desired time frame is selected, click the download button to export the data to a spreadsheet format. You now have all the sales data you need in an easily accessible format. This downloaded data can be used to analyze B2B and B2C sales, enabling you to fine-tune your Amazon marketplace management strategy.
Click Here to Get a Free Template for Sales Analysis
Obtaining and organizing sales data is the foundational step to track your performance. It allows your Amazon listing services to manage, analyze, and refine your product offerings, ensuring you make data-driven decisions for B2B and B2C customers.
Step 2: Input Data Into the Template
After obtaining the sales data from Amazon Seller Central, the next step is to input it into a designated template for better tracking and analysis. Organizing the data in a structured template allows you to distinguish between B2B and B2C sales more easily and utilize it for performance optimization. Here’s how to do it effectively.
Open the Downloaded Data
Once you’ve downloaded the data from Amazon Seller Central, open the file in a spreadsheet program like Excel or Google Sheets. The downloaded file will contain detailed information on each product's performance, including Child ASIN, Ordered Product Sales, and Ordered Product Sales B2B.
Copy Relevant Columns
To ensure your sales analysis is streamlined, focus on the most critical data points. Locate the columns that are most relevant to tracking your B2B and B2C sales:
Child ASIN: The unique identifier for each product variation.
Ordered Product Sales: The total sales for each product, including B2C.
Ordered Product Sales B2B: Specific sales data for your B2B transactions.
Highlight and copy these columns from the downloaded data. These columns will be the foundation for input into your Amazon marketplace management system.
Paste into the Template
Next, open the designated tracking template where you will organize your sales data. Go to the relevant data subsheet within the template, which will have predefined columns for Child ASIN, Ordered Product Sales, and Ordered Product Sales B2B. Paste the copied data into these columns to ensure a clear and consistent format.
Using a template allows you to track B2B and B2C sales separately, making it easier to make data-driven decisions for both customer segments. Professional Amazon listing services often rely on this level of detailed reporting to adjust pricing, marketing, and product availability based on performance.
Remove the Dollar Sign
To make sure the formulas in the template work correctly, you need to remove the dollar sign ($) from the Ordered Product Sales values. This ensures the sales numbers are formatted purely as numerical values. To do this efficiently:
Press Ctrl + H (or Command + H on a Mac) to open the "Find and Replace" tool.
In the “Find” field, type the dollar sign ($).
Leave the “Replace” field empty and click "Replace All."
Once the dollar signs are removed, the formulas will calculate correctly, giving you an accurate representation of your B2B and B2C sales.
Step 3: Analyze the Sales Split
Once the data has been organized and input into your template, it's time to analyze the sales split between B2B and B2C. This step will help you understand how your products perform across different market segments, allowing you to tailor strategies for each group. Here’s how you can efficiently break down the sales data:
Navigate to the Main Subsheet
After organizing your data in the subsheet, go to the Main Subsheet where all the sales data has been consolidated. This sheet will have a comprehensive view of your sales metrics, making it easier to analyze the B2B and B2C split. The main subsheet is critical for tracking the performance of your products on Amazon, and it is essential for Amazon marketplace management.
Review the Overall Metrics
In the main sub-sheet, pay attention to the following key columns:
ASINs: These are the unique product identifiers for each product variation listed on Amazon. Monitoring individual ASIN performance is crucial for optimizing listings.
Total Sales: This column shows the total sales generated by each ASIN, including both B2B and B2C transactions.
B2B Sales: Displays the sales specifically made to business customers, allowing you to track your products' success in the B2B category.
B2C Sales: Shows the sales made to individual consumers, giving insights into your performance in the consumer market.
Having a clear overview of these metrics ensures your Amazon listings are being effectively managed and optimized for both segments.
Check Key Metrics
To get a deeper understanding of your product performance, focus on some key metrics:
Top ASIN for B2C Sales: Identify the product with the highest sales in the B2C category. This will highlight which products are most popular with individual consumers.
Top ASIN for B2B Sales: Identify the product with the highest sales in the B2B category. This is important to understand which products appeal to business customers.
Total Sales: Calculate the combined sales for the B2B and B2C categories. This will give you a complete picture of each ASIN’s performance.
Visualize with a Pie Chart
A helpful way to visualize the sales split is by creating a pie chart. This can be done easily by selecting the total B2B and B2C sales columns and using your spreadsheet software’s chart function. A pie chart will allow you to quickly understand the percentage breakdown between B2B and B2C sales.
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