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Guide to Selling Toys & Games on Amazon

Welcome to Basilio Inc. Guide to Selling Toys & Games on Amazon. If you’re thinking about starting up your own business as an Amazon seller, stick around, because you’ve come to the right place. 

At Basilio Inc, we’ve partnered with numerous Toys & Games brands, experiencing a remarkable 30% year-on-year increase in Amazon sales in 2020. Our expertise in advertising and sales strategies led to a 29% reduction in advertising cost of sale (ACOS), amplifying profitability for our partner brands. The incredible performance continues in 2021, with an average 18% growth in Amazon sales for our partner brands

Chapter 1 – Category Landscape

The Landscape of the Toy & Games Category

Amazon’s Toys & Games category boasts an extensive selection, making it a highly sought-after destination for both shoppers and sellers worldwide. However, the sheer size of this category brings forth intense competition, including renowned brands like Lego, Hasbro, and Mattel. To thrive in this space, brands need to possess dedicated Amazon expertise, either by building an in-house team or partnering with seasoned professionals.

Despite the high level of competition, the Toys & Games category presents numerous subcategories and niches that offer lucrative opportunities. Differentiation is key here, as products within this category can significantly vary in terms of price, complexity, target age range, gender focus, genre, and trends, among other factors. Rather than competing at a broad category level, success lies in targeting specific niches that align with a brand’s unique offerings.

A prevalent trend among brands in the Toys & Games category is the expansion of their product lines within their existing verticals. By catering to a particular audience and developing products tailored to their preferences, brands can leverage this knowledge to create additional products that resonate with the same target demographic. This approach fosters customer loyalty and streamlines the product development process, making it easier to introduce new offerings within a well-defined market segment.

While larger brands like Hasbro and Mattel may span multiple categories, the majority of brands in Toys & Games focus on their primary subcategories and explore adjacent market segments that align naturally with their core offerings. Emphasizing the niche approach allows brands to establish a strong presence and build a loyal customer base within specific target markets.

Amazon Retail (1P) Dominates in Toys & Games Category

Amazon Retail, also known as Amazon first party (1P), holds a significant presence in the e-commerce giant’s marketplace. It partners with numerous prominent brands, making it a formidable competitor in the Toys & Games category. According to documents shared with the U.S. Congress, Amazon Retail commands a substantial 9% of all toy listings on the platform, while remarkably capturing a whopping 42% of toy sales. Notably, the vast majority of Amazon Retail’s toy sales stem from brands sold through their platform, rather than from Amazon’s private label brands.

The Toys & Games category represents one of Amazon’s largest market segments, ranking second only to books in terms of listing share. Additionally, it secures the third spot in terms of sales share, following books and consumer electronics. This substantial presence can pose challenges for sellers looking to secure top placements within the same subcategory. If you’re contemplating launching a new product in the Toys & Games category, it’s crucial to conduct thorough research to determine whether you’ll be directly competing with Amazon Retail.

Competing with Amazon Retail may require careful strategy and optimization to stand out amidst strong competition. Leveraging effective SEO techniques, including targeted keywords and compelling product descriptions, can help your listings gain visibility and attract potential customers. Additionally, focusing on unique selling propositions, competitive pricing, and outstanding customer service can help you differentiate your products and foster customer loyalty.

An Abundance of Digitally Native Brands 

The Toys & Games category on Amazon is a dynamic and vibrant space, attracting not only established brands but also a plethora of digitally native brands. With over 26,000 games funded through platforms like Kickstarter, raising an impressive $233.8 million, it’s evident that the market is hungry for fresh and innovative experiences. While classic games like the Game of Life and Monopoly have stood the test of time, the current age of instantaneous global communication has given rise to an array of new possibilities, shaping the industry in unprecedented ways.

For digitally native brands, this ever-evolving landscape is both a blessing and a curse. On the one hand, it offers an abundance of new opportunities to captivate audiences with novel products and experiences. These brands have the agility and adaptability to quickly respond to market demands and capitalize on emerging trends. However, with each new opportunity comes a horde of new competitors vying for consumers’ attention. In this fast-paced environment, staying relevant and standing out from the crowd requires constant innovation and a deep understanding of consumer preferences.

To succeed in the Toys & Games category on Amazon, brands must embrace change and embrace it with enthusiasm. Adapting to the ever-shifting consumer demands and preferences is vital for maintaining a competitive edge. Understanding the pulse of the market, recognizing emerging trends, and being open to experimenting with novel concepts will pave the way to success. Additionally, leveraging digital marketing strategies and optimizing product listings with relevant keywords will ensure maximum visibility and attract the right audience.

The Copycats & The Chinese Counterfeits 

Toys & Games, a realm brimming with possibilities for digitally native brands seeking to quench the thirst for novelty, also attracts a less favorable presence – copycats. In this fertile ground, it’s all too tempting for unscrupulous entities to repackage existing toys and games, parading them as fresh innovations. As sellers venture into this exciting landscape, it is vital to be aware of the potential challenges and opportunities that await.

The sheer allure of the Toys & Games category also attracts counterfeits, casting a shadow over the industry. However, it’s worth noting that Amazon has taken significant strides in recent years to fortify its regulations and enforcement against such fraudulent practices, assuring both sellers and buyers of a safer marketplace.

To stand tall amidst the sea of competition and imitations, aspiring brands must wield a combination of creativity, innovation, and vigilance. By continuously striving to introduce genuine novelty and quality, sellers can build their brand’s reputation, fostering trust among customers seeking authentic experiences.

COVID-19 & It’s Impact on the Industry

Amidst the COVID-19 pandemic, significant shifts in consumer behavior emerged as more people sought at-home entertainment options. With children transitioning to online schooling and parents adapting to remote work, the need for independent entertainment became evident. Shoppers invested in products that could keep children engaged without requiring constant adult assistance, making at-home entertainment a key focus for many families.

On the flip side, sellers faced their own challenges, particularly in the manufacturing and supply chain. Almost every brand encountered delays and shortages, especially those heavily reliant on supplies and production from overseas. This was particularly significant in the Toys & Games industry, where China holds a dominant position in production. In 2019, China led global toy exports, accounting for nearly $63 billion worth of toys, with a staggering 80% of US imports originating from China.

As the pandemic continued, the dynamic between consumers and sellers continued to evolve. Online shopping saw a considerable surge as people sought convenience and safety. E-commerce platforms like Amazon witnessed increased traffic, making it essential for sellers to adapt their strategies to meet changing consumer demands.