Conversation with Descorjet

We have our own warehouse where we receive the products from the factory. We carry out quality control and improve packaging and repackaging. We ship our products directly from Spain to the United Kingdom with UPS using Amazon's Partnered Carrier programme. Once there, the products are stored locally with Fulfilment by Amazon.

The UK customer is different as they don't focus so much on price when they have several options to choose from. Instead, they tend to be more critical when making a purchase. In Spain, customers tend to prioritise price over other factors.

This year, we started to focus more on the UK market and our catalogue there remains smaller. We are currently sending more ASINs to the UK as we identify which listings we need to optimise and adapt to local demand. We are starting with our best-selling products from other markets and will gradually expand the selection based on performance and potential.

Our approach is focused on optimising organic positioning while also keeping advertising spending to a minimum. When we launch a new product, we initially support it with advertisements but our goal is for it to achieve good positioning on its own over time. Every six months, we review performance to identify areas for improvement.

It's easy to grow quickly by investing heavily in ads but we don't think this approach is sustainable in the long term. Instead, we focus on refining our keyword strategy, which is especially important in the UK. The search habits there differ from those in other markets, so simply copying and pasting keywords doesn't work. It is essential to conduct adequate keyword research tailored specifically to the UK audience.

We were immediately profitable with the first product. It was our own brand and it already had a natural positioning in the trademark registry, so it was fast and that helped other products. It was easy to be profitable from the first year, although the volume is not yet what we want.

We have a six-month goal of expanding the catalogue by 20%, generating a 20% increase in turnover and achieving a 20% increase in profits. Considering we've been in business for a while and don't rely much on advertising, we think that's a realistic goal.

It is key to have a solid structure with experience in exporting and shipping products through Fulfilment by Amazon. In our case, it was almost impossible for us to achieve profitability with our own logistics. We tried to do this but were unsuccessful, so we chose to expand with Fulfilment by Amazon.

To be successful with Fulfilment by Amazon, it's important to have previous experience or work with a customs agent (in our case, AVASK) who can guide you through the process. While UK customs are generally efficient and not too strict, things can quickly get complicated if you're not familiar with the procedures.