Launching A Profitable 3P Seller On Amazon

Enso Motion designs and sells high-end casters engineered for comfort, durability, and style—ideal for office chairs, conference tables, whiteboards, and more. Known for their quality and sleek design, Enso Motion was ready to expand beyond traditional sales channels and establish themselves as a direct seller on Amazon. But like many manufacturers new to the platform, they weren’t sure how—or where—to begin. That’s where Upstream came in.

Backed By A Data-Driven Approach

Our team started by building a data-backed foundation for their success. We conducted a comprehensive market share analysis to evaluate category size, competitive pricing, profit margins, and growth potential. From there, we identified key players in their niche that Enso Motion could benchmark against in terms of pricing, quality, and product assortment.

We analyzed which pack sizes were driving the most demand and guided the development of ASINs that could match consumer preferences while offering Enso Motion a point of differentiation.

Just as important, we helped Enso Motion further clarify their target audience, positioning strategy, and product storytelling—ensuring they wouldn’t just participate in the market but stand out from the sea of commodity-style competitors.

From Platform Infancy To Profitability

With their Seller Central launch in place, Enso Motion began to gain traction fast. Our go-to-market strategy focused on visibility, relevance, and profitability—a combination that allowed them to capture attention and conversions without overspending on ads.

The results? Over just six months, Enso Motion grew sales by over 800% and captured 10% of the category’s market share—all while maintaining healthy profit margins.

“Prior to our partnership with Upstream, we were lost when it came to understanding how to successfully sell on Amazon. Our product is a premium offering, and this value needed to be communicated effectively within the constraints of Amazon’s listing environment. Upstream was able to guide us along that path with patience throughout the entire process. There are many agencies that will offer to help sell your products on Amazon, but our experience is that you’re essentially paying for their learning curve. The complete opposite is true with Upstream: Dan and the team bring a wealth of knowledge to clients having worked for Amazon and other retail clients that depend on the FBA channel. I’m not sure you can do better than this agency — while we haven’t worked with them all, I can wholeheartedly endorse investing in a partnership with Upstream.”

— Josh Keepman, Dir. Of Business Development at OMCO SUMO

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