Do you want to know how to get your supplements listed on Amazon? Here’s all you need to know about selling through this limited category.

Amazon’s Terms of Service in the Dietary Supplements Category has altered considerably in recent months. Amazon plans to surprise numerous sellers with more alterations to its Terms of Service in the Dietary Supplements Category in the coming months. If you intend to sell in this category and avoid any future hitches in your dietary supplement listings, it is important that you maintain your seller account up to date with Amazon’s ever-changing rules.

Getting Amazon Approval to Sell Supplements

Amazon’s dietary supplement policy has changed significantly in recent months, and more adjustments are on the way. To avoid potential complications, you must remain up to date with Amazon’s developing policies if you’re thinking about selling nutritional supplements on Amazon. Ensure that you meet the following conditions before you begin:

Amazon’s Guidelines for Selling Dietary Supplements

1. Make sure you’re registered with a professional seller account on Amazon.
2. Maintain a clean track record by avoiding excessive delivery delays or cancelled orders.

If you meet these requirements, you’re on the right track to selling dietary supplements on Amazon. Let’s dive into the step-by-step process of setting up your account and ensuring compliance.

Ultimate Guide to Selling Dietary Supplements on Amazon

Selling dietary supplements on Amazon involves several key steps:

Step 1: Setup Your Amazon Seller Account

Before you can start selling dietary supplements on Amazon, you need to set up a professional seller account. Ensure that your account has a clean track record with no history of late deliveries or canceled orders. This is crucial for gaining Amazon’s trust and approval in the dietary supplements category.

• Sign Up for a Seller Central Account: Visit sell.amazon.com to create your seller account.
• Add Products: Add your supplement products to your seller account.
• Provide Approval Documents: Ensure you have the necessary approval documents ready.
• Enroll in Brand Registry: Consider enrolling in Amazon’s Brand Registry to protect your brand.

Step 2: Making Your Listings Shine

To stand out on Amazon, you need eye-catching product listings. Invest in professional photos, videos, and graphic design to make your listings look appealing. Consider including “Us vs. Them” infographics and premium A+ content to showcase your products effectively.

• Make your listing look like a million bucks
• Invest in Professional Content: Use high-quality photos, videos, and graphic design for your listings.
• Create Informative Videos: Include user-generated content, professional videos, and informative infographics (3 UGC, 1 Professional, 1 Longform)
• “Us vs. Them” Infographic
• Premium A+ Content: Utilize Amazon’s Premium A+ Content feature to provide detailed information about your products.

Step 3: Launching Your Products – Drive Traffic, Build Reviews & Rank

Building reviews and ranking high on Amazon is essential for success. Here are some strategies to achieve this:

• Generate Reviews: Aim to acquire 20 reviews quickly through Amazon VINE and product tester sites.
• Set Sale Prices: Start with competitive prices and continuously A/B test pricing strategies.
• Use Amazon PPC Ads: Allocate a budget of $100 per day to gather data through Amazon PPC advertising.
• Leverage External Traffic: Consider giveaway/rebate campaigns and micro-influencer marketing to drive external traffic.

Step 4: Expanding Your Business

As you gain traction, consider expanding your product lineup and optimizing your best-selling products continuously. Explore international Amazon marketplaces and other sales channels like Instagram, TikTok, Shopify, and Walmart. Utilize insert cards with QR codes to capture emails and ask for reviews.

• Launch More Products: Expand your product lineup based on market research and customer feedback.
• Optimize Top Products: Continuously optimize your best-selling products.
• Explore International Markets: Expand to international Amazon marketplaces and explore additional sales channels.
• Utilize Insert Cards: Include insert cards in your packaging to encourage reviews and customer engagement.

Approval Documents Needed

(From Amazon)

You must provide the following information for any supplement product you are interested in selling:

1. A valid certificate of good manufacturing practice (GMP) issued by a recognized third-party certifying authority in accordance with 21 CFR 111, 21 CFR 117, or both. Amazon accepts GMP certificates from third-party certifying authorities such as NSF/ANSI 455-2, NSF/ANSI 173 Section 8, GRMA 455-2, UL GMP, USP GMP, Eurofins, SAI Global, SGS, Intertek, TGA, and SSCI.
2. Certificate of Analysis (COA) of declared dietary constituents issued by an ISO/IEC 17025 accredited laboratory or in-house laboratory located in the aforesaid facility and in accordance with current GMPs. For each ingredient included on the supplement facts panel, the COA must contain the product name, batch number, test results, and test methodologies.

OR

1. Demonstration of product registration or involvement in any of the subsequent third-party quality certification initiatives is required: NSF/ANSI 173 Product Certification, NSF Certified for Sport®, BSCG Certified Drug Free®, Informed-Choice/Informed-Sport Program, USP Dietary Supplement Verification Program, or UL Brand Certification Program.
2. Ensure that product images include full perspectives on all six sides of the product label, as well as a prominent view of the product’s name and the brand owner’s or manufacturer’s name and address. It is best to take these photos using a smartphone while the object is on a flat surface.
3. A copy of the manufacturer’s purchase order is required for documentation purposes.

Dietary Supplements Regulation

• Under the FD&C Act and the DSHEA, the FDA monitors dietary supplements in the United States.
• Vitamins, minerals, herbs, sexual improvements, weight control, and bodybuilding are examples of dietary supplements.
• Supplements can’t make disease claims or include unapproved drug components.

Amazon’s Compliance Requirements

Amazon requires dietary supplements to adhere to the following regulations:

• Nutritional Labeling: Comply with 21 CFR 101.36 for nutritional labeling.
• Good Manufacturing Practices (GMP): Adhere to 21 CFR 111 for GMP in manufacturing, packaging, and labeling.
• Hazard Analysis: Follow 21 CFR 117 for Hazard Analysis and Risk-Based Preventative Controls (HARPC) for Human Food.

Additional Requirements for Sexual Enhancement and Weight Management Supplements

• Evidence of involvement in a third-party quality certification program or a GMP certificate.
• A certified laboratory issued a certificate of analysis for each ingredient.
• Authentic photos of product labels and information about the brand.

Sports Nutrition and Bodybuilding Supplements Requirements

• Evidence of involvement in a third-party quality certification program or a certificate of analysis for specified substances.
• Images with legitimate product labels and details about the brand.

Important Compliance Details

• The single and double pill packs for sexual enhancement and weight loss products will be forbidden from December 6, 2021.
• Make sure that all documents given to Amazon are legitimate and unaltered.

Mindset & Expectations

Numerous supplement brands are aware of the substantial acquisition costs associated with gaining a customer due to their high Lifetime Value (LTV).

Many astute Amazon-based brands adopt a strategic approach, aiming to achieve a break-even point in their first year of operation, with a focus on optimizing profitability in subsequent years, including the second, third, and beyond.

1. Anticipate Elevated CPC (Cost Per Click) Rates.
2. Expect ACOS (Advertising Cost of Sales) to Exceed 100%.
3. Consider a Year 1 Break-even as a Noteworthy Achievement.
4. During the initial year, concentrate on cultivating Reviews and Ranking.
5. Familiarize Yourself with Customer Lifetime Value (LTV).
6. Engage in Comprehensive Amazon Market Research to Understand the Earnings of Similar Competitors.
7. Recognize the Significant Potential in Amazon’s Subscribe & Save Program.
8. Note that Amazon automatically enrolls sellers in this program once they attain sufficient sales velocity and maintain adequate FBA inventory levels. The time for enrollment may vary, potentially occurring several months after your product launch.
9. Acknowledge that many supplement products can generate monthly revenues ranging from $100,000 to even $1,000,000.
10. Prepare for Year 1 as an Investment Period, acknowledging that it may not immediately yield profits. This signifies being in the red initially, which should be viewed as an investment rather than a financial loss.
11. Be Prepared for Temporary Product Suspensions Due to Flagged Keywords. Such occurrences are common and should be addressed promptly. The intricacies of Amazon’s algorithm make it challenging to entirely evade keyword flagging, a situation encountered by most product listings.
12. Recognize that Uniqueness Enhances Product Performance. The more distinctive your product, the greater its potential for success.
13. Understand that Long-term Success Depends on Market Dynamics. Ultimately, market forces will determine which products deserve to maintain a presence on the coveted Page 1.
14. Embrace Product Diversification as a Path to Profitability. Launching a variety of successful products forms the cornerstone of substantial earnings in the Amazon ecosystem.

Frequently Asked Questions

How long will it to be profitable?

• Expect to not be profitable until year 2.
• A break-even year 1 is a success.

What kind of investment will I need?

• Depends on many things like # of products, market competition, and product uniqueness.

How many units will I need?

• Typically 1000-5000 units is the minimum you’d want to start with for a new product launch. This depends on the market size and how aggressive your launch game plan is.

Selling dietary supplements on Amazon can be a profitable venture, but it requires compliance with strict regulations and a strategic approach to product launch and expansion. By following these guidelines, you can navigate the changing landscape of Amazon’s dietary supplement category and build a successful business.