How We Prepared David’s Wholesale For 500% Growth In 45 Days

Mike Zetlow

Mike Zetlow, Channel Key
February 28, 2023

David’s Wholesale specializes in selling high-quality, low-priced wholesale products covering a wide range of categories and styles and has been selling on Amazon for over 2 years.


  • Selling wholesale backpacks on a traditionally retail focused marketplace like Amazon
  • Preparing the account for Back-to-School season with only 45 days of lead up time
  • Lack of internal Amazon experience
  • A diverse catalogue with a wide variety of SKUs with untested potential on Amazon
  • FBA Storage limits affecting our ability to use FBA on a wide scale
  • No brand presence or equity


  • Increased catalog assortment on Amazon from 58 SKUs to 128 to provide customers with a wider array of options
  • Enrolled the account in Amazon Business to provide business customers with more attractive pricing
  • Entered high quality backpacks into the Channel Key Jumpstart program to improve listing copy, images, categorization and advertising strategies
  • Obtained access to Brand Registry 2.0 to utilize Sponsored Brands and Stores
  • Created comprehensive strategies for Sponsored Product Ads and Sponsored Brand campaigns while optimizing for Back-to-School terms
  • Enrolled in Seller Fulfilled Prime for items that weren’t currently in FBA


  • July Sales increased 510% YoY
  • Increased B2B sales in July by 352%
  • Leveraged both Seller Fulfilled Prime and FBA for over 65% of orders
  • Increased Customer Sessions by 585%
  • Drove 58% of sales with Advertising at an ACoS of 9.58%
  • Successfully implemented their first non-wholesale backpack listing
  • Maintained pristine metrics for both Fulfilled by Merchant and Seller Fulfilled Prime
  • From June to July 2018 we saw sales go up 245%, units 211%, and sessions 270%

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