Case Study: Dabur
Expanding a Global Wellness Brand Across Europe’s Amazon Markets
1. Client Overview
Dabur is a world-renowned leader in natural personal care and wellness products, with a legacy that spans over 135 years. Known for its ayurvedic expertise and plant-based formulations, the brand holds a strong position in multiple global markets. To match its offline success, Dabur set out to strengthen and scale its online operations across Europe—starting with Amazon.
2. The Challenge
Despite its global recognition, Dabur faced several marketplace-specific challenges in Europe:
- A complex, multilingual product catalogue that needed restructuring
- Market-specific regulations, such as VAT and EPR compliance
- Diverse consumer preferences across different countries
- Low visibility for key products due to fragmented listings and inconsistent content
- A need for localized expertise to manage ongoing commercial performance
3. Objectives
Dabur turned to Operator One with clear goals:
- Consolidate and clean up its Amazon product catalogue across EU markets
- Improve product visibility and brand consistency across local storefronts
- Build compliant, scalable operations for long-term digital growth
- Localize their Amazon strategy to address market-specific needs
- Partner with a team that could flexibly manage both strategy and execution
4. Our Solution
Operator One deployed its full-service Marketplace Operator model to deliver tailored support across multiple fronts:
- Catalogue Management: Reviewed, cleaned, and structured the product catalogue to eliminate duplication and increase clarity
- Content Optimization: Created localized, keyword-rich content to improve visibility and conversion
- Advertising Strategy: Developed market-specific ad campaigns to drive awareness and sales
- Compliance & Operations: Ensured VAT registration, EPR compliance, and smooth logistics setup across various countries
- Ongoing Commercial Management: Provided continuous reporting, market insights, and performance tracking to keep Dabur competitive in each region
5. Results
Through this strategic partnership, Dabur has:
- Successfully expanded its Amazon presence across multiple European markets
- Built a streamlined, compliant operational structure with clear ownership
- Improved visibility and sales performance through localized strategies
- Laid the groundwork for continued growth and future brand elevation
“Operator One brought structure to complexity. Their flexible, hands-on approach helped us organize our catalogue, boost visibility, and adapt our strategy to each market. The partnership continues to evolve—and so does our success."
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