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Case study · Nivion GmbH · Turnaround
Turnaround in a difficult economic situation — profitable rather than merely bigger.
+41.6 %
Revenue (YoY)
+26.9 %
EBIT (YoY)
+131 %
ROAS (YoY)
01Starting point
Nivion GmbH was in a difficult economic situation. The Amazon business needed a turnaround: more profitability instead of revenue at any cost — with clear priorities and robust routines.
02Measures
- Assortment clean-up — focus on profitable items
- Availability and forecast optimisation
- Advertising: away from pure ACoS optimisation, towards a differentiated marketing mix of branding, deals and sales
- Monthly budget calculation by profitability
- Renegotiation of payment terms
- Reporting, routines and weekly goal check-ins
03Result
Year over year, revenue rose by 41.6 %, EBIT by 26.9 % and ROAS by 131 % — the turnaround came through profitability, not volume alone. The accompanying CEO interview was published as a whitepaper: “How to turn your Amazon business around”.
Products must be costed properly and logistics must be set up sensibly. On Amazon, however, those are hygiene factors. Marketing efficiency is the sword of Damocles hanging over the Amazon business. That is why you need regular routines to review the factors influencing your marketing.
Tobias Jaroschek
Managing Director, Nivion GmbH