Most Amazon consulting advice is written for sellers doing their first $100K. This guide is for brands already past $2M on the channel, where the questions are no longer how to rank a listing but how to structure the catalog, the ad spend, and the channel mix so Amazon stops eroding margin.
Framework used by 7- and 8-figure brands running Amazon as a managed channel, not a side project
The playbook that got a brand to its first million on Amazon, aggressive PPC, review velocity, listing optimization, stops working as the primary growth lever. At scale, the losses hide in the structure: fee creep across the catalog, ad spend cannibalizing organic rank, inventory decisions made without margin data, and a channel strategy that pits Amazon against your own DTC site.
An Amazon consulting engagement at this level is not a listing rewrite. It is a structured diagnosis of the channel P&L, followed by a rebuilt operating system for catalog, ads, inventory, and channel mix, with clear ownership of who executes each part.
Start with true contribution margin per SKU after every Amazon fee, ad dollar, return, and chargeback. Most brands discover 20 to 30% of their catalog is break-even or worse. That list drives every decision after: what to kill, what to reprice, what to move to FBM or Vendor Central.
Restructure PPC so spend maps to business goals: defense of branded terms, conquesting on category terms, and new-to-brand acquisition. Measure TACOS by SKU cohort, not blended, and cut spend that buys sales you would have gotten organically.
Decide where Amazon sits relative to DTC, retail, and wholesale. For most established brands the answer is segmentation: exclusive bundles or pack sizes on Amazon, hero SKUs on DTC, and pricing architecture that stops the channels from bidding against each other.
Pull 12 months of Seller Central or Vendor Central data and rebuild the real P&L. The audit covers margin, ad efficiency, catalog structure, account health, and competitive position on your top 20 terms.
Turn the audit into decisions. This is where the consultant earns the fee: the kill list, the repricing, the ad restructure, and the channel segmentation plan, each with a modeled margin impact.
Strategy decays without governance. The consultant shifts into an oversight role: reviewing the numbers weekly, pressure-testing the operators (in-house or agency), and resetting the plan quarterly.
An Amazon consultant audits and manages the parts of your Amazon business that drive revenue and profit: catalog and listing optimization, PPC structure, inventory and fee economics, account health, brand protection, and channel strategy. At the brand level, the work is less about individual listings and more about the operating system behind a $2M to $50M catalog.
Project-based audits typically run $5,000 to $25,000. Ongoing Amazon consulting retainers for established brands usually fall between $5,000 and $20,000 per month depending on catalog size, ad spend under management, and scope (PPC-only vs full account management). Performance-fee structures exist but are rare at the brand level.
When you need senior judgment rather than task execution. A consultant diagnoses the P&L, sets strategy, and oversees your internal team or existing agencies. An agency executes. Many 8-figure brands use both: a consultant sets the plan quarterly, an agency or in-house team runs the day to day.
Three things: operator experience (they have run P&Ls, not just advised on them), category-relevant case studies with real revenue numbers, and a fee structure that doesn't punish you for scaling. Avoid anyone who leads with tactics (keyword tricks, review hacks) instead of unit economics and channel strategy.
Yes, and this is where consulting pays for itself fastest. The decision between Vendor Central, Seller Central, or a hybrid model changes your margins, chargeback exposure, and inventory flexibility by tens of points. A consultant models the trade-offs against your actual cost structure before you commit.
Account management is operational: keeping listings live, running ads, answering cases. Consulting is strategic: deciding which SKUs to kill, how to structure a launch, when to shift budget between channels, and how Amazon fits into a multi-channel P&L alongside DTC and retail. Good consulting engagements include oversight of whoever handles management.
Send us access to your Seller or Vendor Central reports. We will come back with a SKU-level margin model, the structural issues compressing your profit, and a prioritized 90-day plan. If the numbers say you do not need a consultant, we will tell you that too.