Taking Control of the Buy Box

How Clam improved their Amazon Best Seller Rank by 270%.

1P & D2C Profitability

In-stocks & Availability

Overview

The relationship started years ago when Clam Outdoors took a big step in tackling the out-of-stock issues they experienced with their 1P partner. What was a disjointed strategy, that ultimately cost them in sales and revenue, became an opportunity to have Spreetail act as a back-filler for inventory and fulfillment.

Clam Outdoors began as a manufacturer of quality ice fishing equipment in 1980. Their vision was to provide reliable, quality products that enhanced the outdoor experiences. They started as a local small business, but have grown to an all-seasons manufacturer of quality outdoor products with an international reach.

Results

Dominating the Buy Box

From 5.4% to 9% within 30-days

Climbing the Charts

Improved Best Seller Rank by 270%, significantly boosting product discoverability.

Revenue Surge

Drove a 243% increase in top-line order dollars, reflecting strong sales momentum.

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The Challenge

To help Clam level up, they needed an executive strategy with a main focus on their pop-up canopy products due to their popularity in ecommerce sales. This involved analyzing two major components of the revenue equation – competitive pricing and availability.

Loss of Brand Control

Partnerships with multiple 3P providers and inconsistent optimization

Limited Support

Amazon 1P partner with a minimal relationship and few Prime advantages

Losing the Buy Box to Competitors

Inconsistent product pricing

Unclear Value Proposition

Listings and marketing lacked differentiators from competitors to connect with audiences.

Our Strategy

To address key issues, Spreetail developed a strategy to boost product availability, secure Amazon-sponsored status, and expand Clam’s presence across new marketplaces—enhancing both accessibility and service for consumers.

Take over all Quick Set/pop-up item listings
Rebuild and optimize entire Amazon storefront
Build out complete keyword and ads strategy for both on and off Amazon
Implement content adjustments including image overhauls, infographics, branding, and creating synergy across all channels
Expand product assortments (colors and sizes)
Explain go-to-market launch strategies for new product lines
Optimize market-competitiveness

The Bigger Impact

During 2018, Spreetail and Clam established a collaboration that made a massive positive impact on the revenue and success of their popup canopy products. By implementing strategies around increased stock, pricing adjustments, and overseas production, Clam launched in all the relevant major marketplaces that Spreetail partners with. Through 2019 and the pandemic of 2020 they captured leads and continued to drive up volume.

"While working with Amazon 1P offered incredible growth on some of our key product categories, the lack of partnership on forecasting and planning led to wild swings of inventory – one day we’d be out of stock and canceling orders and a few months later we’d have an over inventory situation when projected purchases didn’t materialize. By partnering with Spreetail we are better able to manage and plan our inventory flows. While many 3P providers can list products on Amazon and provide an avenue to sales, few others can be the ‘one stop shop’ that Spreetail is. Beyond a classic vendor/seller relationship working side by side to upgrade content, create A+ listings, and manage marketing services Spreetail has been a valuable partner in navigating the Amazon landscape.”

- Lucas Matzke, Clam Outdoors VP of Sales

From Cold Launch to Top 2% on Amazon

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67% Market Share Growth in 30 Days

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4x Omni-channel Ecommerce Growth in 6 Months

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