Klingspor

Case Study: Klingspor

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From Offline Strength to Amazon Growth: Scaling Technical Products in a Competitive Market

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1. Client Overview

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Founded at the end of the 19th century, Klingspor has built over 100 years of expertise and innovation in the abrasives market. Known globally for their technology and quality, Klingspor has expanded beyond Europe into international markets, with a strong reputation for delivering products that meet high technical standards and keep customers satisfied.

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2. The Challenge

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Despite strong brand recognition and established offline distribution across Europe, Klingspor faced several challenges in adapting to Amazon:

• Navigating the highly competitive product-level environment on Amazon
• Managing fluctuations in sales volumes due to 3P sellers offering smaller, consumer-friendly pack sizes
• Protecting brand integrity against inconsistent offerings that could damage customer trust
• Coordinating a large catalogue of technical products at scale
• Ensuring that product details and listings remained accurate and aligned with brand standards

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3. Objectives

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Klingspor partnered with Operator One to:

• Transition smoothly from offline distribution dominance to Amazon growth
• Increase visibility and sales for their extensive catalogue of abrasives
• Protect brand reputation by keeping product information and distribution consistent
• Optimize listings and product quantities to fit both consumer expectations and technical requirements

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4. Our Solution

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Operator One leveraged its 360° Marketplace Operator model to support Klingspor’s transition and growth. Key actions included:

• Catalogue Management: Continuous monitoring and optimization of over 5,000 products to ensure accuracy and consistency
• Brand Protection: Safeguarding product details and positioning to align with Klingspor’s standards and reputation
• Marketplace Optimization: Targeted strategies to handle the unique challenges of technical products on Amazon
• Operational Support: Managing compliance and coordination across multiple markets to streamline growth

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5. Results

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Within a short period, Klingspor achieved substantial growth on Amazon:

• +200% year-over-year sales increase
• +500% glance views YoY
• 5,000+ products now live on Amazon

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“With Klingspor we constantly operate on catalogue management level, to make sure their target audience can receive the expected product in the expected quantities. The complexity of offering such popular products on Amazon determines the need to keep each product detail under strict control, as they are more relevant in the eyes of new distributors that may operate outside the mission of the brand — ultimately damaging brand reputation.”

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