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AmazonNatural products, global success: how we launched herbs and nuts on Amazon
About the client
Igart is a producer of herbs, nuts, groats and fruit, selling its products on Amazon Germany, France, Italy, Spain, Sweden, the UK, the Netherlands and Belgium, as well as on other marketplaces. This Polish health food seller decided to take its range to Amazon, having already gained experience selling on other platforms.
Our client’s range is constantly being expanded with new herb varieties and pack sizes, so that it meets every buyer’s expectations as fully as possible.
What’s in Igart’s range
| Category | Example products |
|---|---|
| Herbs | dried herbs, loose herbs, herbal blends |
| Spices | single spices, spice blends |
| Nuts and dried fruit | walnuts, hazelnuts, cashews, almonds |
| Dried fruit | dried apricots, prunes, dried cranberries |
| Groats | various kinds of groats |
The health food market on Amazon
The food category is now one of the fastest-growing segments on Amazon across Europe. Shoppers are increasingly looking for natural dry goods from trusted producers, which opens the door to big brands and smaller family businesses alike.
The Client’s challenges
During a free consultation, the owner of Igart told us he wanted to grow his sales on Amazon and shared his doubts on the subject. Selling food products on a large foreign marketplace usually raises more questions than selling in other categories, so our conversation also covered logistics and stock storage:
Until then, he had been managing sales on Allegro and eBay in-house,
He had already tried to expand onto Amazon on his own, but without success,
He was sceptical about Amazon and its sales potential,
He had never worked with a marketplace agency,
He wanted to expand into new sales channels but was not sure whether Amazon would be the right choice.
What we did
The start of our partnership
We began working with the client under the Amazon FBM model, rolling out the following steps one by one:
- Listing the products on Amazon,
- Grouping listings into variations,
- Choosing the right keywords and working them into titles and descriptions,
- Setting up shipping templates,
- Launching ad campaigns in every marketplace.
At every step, we took into account the particular rules that govern the food industry on Amazon – requirements for descriptions, best-before dates and product presentation that differ from those in non-food categories.
The first month
We ended the first month of our partnership with 50 orders, and over the following months we grew that figure to an average of 250 orders a month. Overall, the early months of sales showed steady growth in the number of orders. This is typical of new products on the market, which gradually gain popularity.
| Month 1 | 50 |
|---|---|
| Month 2 | 253 |
| Month 3 | 265 |
| Month 4 | 227 |
| Month 5 | 236 |
| Month 6 | 252 |
Ramping up sales
We began to see significant sales growth between January and July 2024. This period saw a marked rise in the number of orders. It was driven by well-structured marketing campaigns and their optimisation, as well as growing interest in Igart products.
In addition to automatic campaigns, we also launched manual ones, which translated directly into greater product visibility.
Stabilising sales
From October 2023 to July 2024, sales on the Igart account held steady – averaging around €18,000 a month, with clear peaks during periods of heightened interest.
A stable base in Germany allowed us to expand into other marketplaces. We grew sales most strongly in France and Italy, where the monthly number of orders rose more than fivefold, and in 2025 the first orders also came in from Amazon in Ireland and Poland. In the first eight months of 2025, one in three orders already came from outside the German market.
| October 2023 | 15,102.6 | 427 | 96 |
|---|---|---|---|
| November 2023 | 21,413.65 | 487 | 101 |
| December 2023 | 18,650.59 | 437 | 86 |
| January 2024 | 18,457.32 | 513 | 135 |
| February 2024 | 14,309.65 | 417 | 103 |
| March 2024 | 16,609.6 | 467 | 100 |
| April 2024 | 17,862.36 | 469 | 107 |
| May 2024 | 18,762.09 | 458 | 93 |
| June 2024 | 21,207.61 | 460 | 81 |
| July 2024 | 19,653.71 | 569 | 83 |
| August 2024 | 12,542.53 | 475 | 90 |
| September 2024 | 11,172.92 | 601 | 129 |
| October 2024 | 17,892.8 | 778 | 172 |
| November 2024 | 23,991.2 | 821 | 167 |
| December 2024 | 23,594.18 | 725 | 162 |
| January 2025 | 23,196.52 | 759 | 164 |
| February 2025 | 16,499.54 | 639 | 178 |
| March 2025 | 19,483.94 | 828 | 228 |
| April 2025 | 30,174.77 | 1,098 | 368 |
| May 2025 | 35,419.76 | 1,288 | 517 |
| June 2025 | 24,191.12 | 857 | 315 |
| July 2025 | 37,659.11 | 1,308 | 458 |
| August 2025 | 30,688.53 | 1,077 | 397 |
Marketing strategy
To keep sales growing steadily, we focused on stepping up our marketing in the run-up to peak sales periods and on analysing the reasons for sales dips at other times. We thoroughly optimised our ads 2–3 weeks before each expected peak. Campaigns should always be tailored to seasonal trends and customer preferences. Selling health food online has its own seasonal dynamics – unlike with durable goods, demand for herbs, nuts and dried fruit can fluctuate sharply depending on the time of year. Another important factor was making sure all products were well stocked during periods of particularly high interest.
Amazon FBA
At the end of June 2024, we took a strategic step in developing our business on Amazon by launching sales under the FBA (Fulfillment by Amazon) model in the German market. This was a key element of our expansion strategy, aimed not only at increasing sales in one of Europe’s largest e-commerce markets, but also at improving customer service by cutting delivery times and making our products more readily available.
Amazon listing
Product selection
At first, we adopted a very cautious strategy. From our entire range, we chose to focus only on the products that had been most successful in other marketplaces and attracted a lot of interest there – above all on selling nuts and dried fruit on Amazon, where the client had already built up a solid position. This approach allowed us to minimise the risk of stock sitting unsold in Amazon’s fulfilment centres in Germany, which could have led to unnecessary long-term storage fees.
| June 2024 | 1 |
|---|---|
| July 2024 | 95 |
| August 2024 | 114 |
| September 2024 | 171 |
| October 2024 | 233 |
| November 2024 | 253 |
| December 2024 | 181 |
| January 2025 | 244 |
| February 2025 | 203 |
| March 2025 | 270 |
| April 2025 | 311 |
| May 2025 | 286 |
| June 2025 | 223 |
| July 2025 | 312 |
| August 2025 | 263 |
Benefits of introducing FBA in the German market
- Shorter delivery times: One of the most important advantages of introducing FBA in the German market was a significant reduction in delivery times to customers. This in turn made us more competitive in Germany, where fast delivery is one of the key factors influencing customers’ purchasing decisions.
- Greater product reach and visibility: Once we opted for FBA, our products gained greater visibility on Amazon.de. Products available through FBA are often promoted by Amazon and also gain credibility in the eyes of customers.
- Reduced logistics burden: By handing part of our logistics operations over to Amazon, we freed our in-house teams from having to manage shipping, returns and warehousing in the German market.
Next steps
- Enrolling the brand in Amazon Brand Registry, which provides protection against counterfeits, greater control over product pages and access to advanced marketing tools (such as A+ Content and Sponsored Brands), as well as boosting visibility and customer trust. It also enables better analysis of sales data and makes expansion into other marketplaces easier.
- Adding A+ Content, which improves product presentation, increases conversions, builds customer trust and makes the listing stand out thanks to additional visuals, detailed descriptions and a better content layout.
- Scaling sales in DE by looking for new advertising opportunities, creating defensive campaigns and actively adding new products to campaigns. Scaling sales in the remaining marketplaces outside DE, namely FR, IT, ES, BE, SE, NL and UK, by optimising listings to include more keywords in titles, bullet points and generic keywords, with advertising running in parallel.
- Further analysis of competitor listings in DE, FR, IT, BE, e.g. to assess the sales potential of products.
Summary
…and we’re not finished yet!
Our partnership with Igart is ongoing, which means we keep adapting and optimising every part of the sales process to the ever-changing conditions for sellers on Amazon.
We believe in our clients’ products, which is why we succeed in growing their sales!
Thank you for your trust!
Do you sell health food and want to achieve similar results?
We specialise in helping food producers and distributors sell on Amazon and other marketplaces. For many years, we have been helping clients increase the visibility of their listings, improve conversion rates and scale their sales online.
If you’re wondering whether your business has the potential to grow on marketplaces – let’s talk. We’ll analyse your situation and tell you honestly whether, and how, we can increase your profits.
- €618,551sales across 10 Amazon marketplaces
Oct 2022 – Aug 2025 - +105%more orders
Jan–Aug: 2025 vs 2024
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