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Selling on Amazon Australia: An Opportunity for Success

03/08/2023 by
The Marketing Team
Introduction to Amazon Australia With its vast customer base and ever-growing marketplace, Amazon has become a game-changer for e-commerce sellers worldwide. In recent years, Amazon expanded its reach to Australia, providing sellers with a unique opportunity to tap into one of the world's most promising markets. Whether you're an established seller or just starting, selling […]
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Introduction to Amazon Australia

With its vast customer base and ever-growing marketplace, Amazon has become a game-changer for e-commerce sellers worldwide. In recent years, Amazon expanded its reach to Australia, providing sellers with a unique opportunity to tap into one of the world's most promising markets. Whether you're an established seller or just starting, selling on Amazon Australia opens doors to new horizons. This introduction will guide you through the essentials, from setting up your account to optimizing product listings and leveraging Amazon's fulfilment services, enabling you to embark on a successful selling journey down under.

Amazon's Entry into the Australian Market

Amazon's entry into the Australian market in 2017 was highly anticipated, promising a transformation of the country's e-commerce landscape. With its extensive product selection, competitive prices, and reliable delivery services, Amazon disrupted the traditional retail sector, compelling local businesses to adapt to the digital era. While the initial launch faced challenges, Amazon's commitment to the Australian market has grown stronger, offering consumers a diverse shopping experience and sellers a lucrative platform to reach a broad customer base.

Understanding the Australian Customer Base

Understanding the Australian customer base is crucial for successful business operations in the region. Aussies value high-quality products, exceptional customer service, and seamless shopping experiences. They are tech-savvy, increasingly embracing e-commerce, and prioritize sustainable and locally sourced products. Moreover, with a diverse cultural background, preferences vary across regions. By tailoring marketing strategies and product offerings to meet these preferences, businesses can forge meaningful connections and gain a competitive edge in the Australian market.

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Is Selling on Amazon Worth it in Australia?


Selling on Amazon Australia offers several benefits for businesses and individual sellers including:

  1. Wide Customer Reach: Amazon's large customer base provides sellers with access to millions of potential buyers in Australia and beyond, increasing the exposure of their products.
  2. Global Brand Exposure: With Amazon's global presence, sellers can expand their reach to international markets, reaching customers worldwide.
  3. Fulfilment Services: Amazon's Fulfilment by Amazon (FBA) program allows sellers to store, pack, and ship their products, streamlining the logistics process and ensuring efficient order fulfilment.
  4. Customer Trust: Amazon's reputation for reliable customer service and buyer protection enhances trust, leading to increased confidence in purchasing from sellers on the platform.
  5. Marketing Opportunities: Amazon provides various advertising tools and opportunities to promote products, helping sellers increase visibility and sales.
  6. Data Insights: Amazon's analytics and data tools offer valuable insights into customer behaviour and market trends, enabling sellers to make informed decisions and improve their strategies.
  7. Ease of Setup: Setting up an Amazon seller account is relatively straightforward, making it accessible to both established businesses and individual entrepreneurs.
  8. Customer Service Handling: Amazon handles customer inquiries, returns, and refunds, alleviating much of the customer service burden from sellers.
  9. Opportunity for Growth: Successful sellers can leverage Amazon Australia as a stepping stone to expand their business and explore other Amazon marketplaces worldwide.

Biggest Benefit of Selling on Amazon

The biggest benefit of selling on Amazon Australia is the access to its vast and diverse customer base. Amazon has a massive reach in Australia, with millions of active shoppers regularly using the platform. By listing products on Amazon Australia, sellers can tap into this extensive customer network, allowing them to showcase their products to a wide audience and increase their chances of making sales. This unparalleled exposure provides sellers with a unique opportunity to grow their businesses and establish a strong presence in the Australian e-commerce market.


While selling on Amazon Australia offers numerous advantages, there are also some potential drawbacks to consider:

  1. Increased Competition: The popularity of Amazon Australia attracts a significant number of sellers, leading to heightened competition, particularly in popular product categories.
  2. Fees and Costs: Amazon charges various fees, including referral fees, fulfilment fees (for FBA), and monthly subscription fees. These costs can impact profit margins, especially for lower-priced items.
  3. Shipping and Fulfilment Challenges: Managing shipping and fulfilment, especially for sellers using Fulfilment by Merchant (FBM), can be complex and time-consuming.
  4. Product Restrictions: Some product categories or specific items may be subject to restrictions or require additional approvals, limiting the range of products sellers can offer.
  5. Dependence on Amazon: As a third-party marketplace, sellers are dependent on Amazon's policies, algorithms, and decisions, which can change and impact their business.
  6. Limited Brand Control: On the platform, sellers may have limited control over their brand representation, product listings, and customer communication.
  7. Customer Feedback and Reviews: Negative reviews or feedback can affect a seller's reputation and sales, highlighting the importance of providing excellent customer service.
  8. Localization Challenges: Understanding and adapting to the preferences and cultural nuances of the Australian market can pose challenges for international sellers.
  9. Account Suspension Risk: Violating Amazon's policies or facing a surge in complaints may result in account suspension, impacting a seller's business operations.

While these cons are worth considering, many sellers still find Amazon Australia a highly rewarding platform for expanding their reach and increasing sales. To succeed, sellers must be prepared to navigate these challenges proactively and adopt effective strategies to stand out in a competitive marketplace.

Biggest Challenge of Selling on Amazon

One of the biggest challenges of selling on Amazon in Australia is the high level of competition. As Amazon's popularity grows in the country, more sellers are entering the marketplace, leading to increased competition across various product categories. With numerous sellers vying for the attention of the same customer base, it can be challenging for new or small businesses to stand out and gain visibility for their products. To succeed in such a competitive environment, sellers need to differentiate their offerings, implement effective marketing strategies, and continuously optimize their product listings to attract and retain customers.

How to Start Selling on Amazon Australia

Setting Up Your Amazon Seller Account in Australia

Setting up an Amazon seller account in Australia is a relatively straightforward process. Here's a step-by-step guide:

  1. Visit the Amazon Seller Central: Go to the Amazon Seller Central website (
  2. Create an Account: Click on the "Sign up" button and provide your email address and a secure password.
  3. Select Account Type: Choose between two account types: "Individual" or "Professional." The Individual account is suitable for casual sellers with limited product listings, while the Professional account is ideal for businesses with larger inventories.
  4. Provide Business Information: If you opt for the Professional account, you'll need to provide additional business information, including your business name, address, and contact details.
  5. Verify Identity: Amazon may require you to verify your identity by providing a valid credit card or a phone number.
  6. Accept Seller Agreement: Review and accept Amazon's Seller Agreement, which outlines the terms and conditions of selling on the platform.
  7. Set Up Payment Method: Enter your bank account details for payments from Amazon to your account.
  8. Set Up Shipping: Configure your shipping settings, including shipping rates, regions you want to ship to, and shipping methods.
  9. Create Product Listings: Add your product listings by providing product details, images, and pricing information.
  10. Configure Fulfilment: Choose between Fulfilment by Amazon (FBA) or Fulfilment by Merchant (FBM) to handle order fulfilment.
  11. Submit Products for Approval (if applicable): For certain restricted or sensitive product categories, you may need to submit documentation or obtain approval before selling.
  12. Publish Your Listings: Once your product listings are complete, publish them on the Amazon marketplace.

After completing these steps, your Amazon seller account in Australia will be set up, and you can start selling your products to Australian customers and beyond. Remember to regularly manage your listings, monitor sales, and optimize your product pages to enhance your success on the platform.

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Crafting Compelling Product Titles and Descriptions

Crafting compelling product titles and descriptions is essential for attracting customers and driving conversions. Here are some tips to help you create effective titles and descriptions:

1. Clear and Concise Titles:

  • Keep titles clear and concise, highlighting the main product features and benefits.
  • Use relevant keywords that customers are likely to search for.

2. Focus on Customer Needs:

  • Address the pain points or needs of your target customers in the title and description.
  • Clearly explain how the product solves a problem or fulfils a desire.

3. Use Persuasive Language:

  • Use persuasive language to appeal to emotions and create a sense of urgency.
  • Showcase unique selling points and special offers, if applicable.

4. Highlight Key Features:

  • List the most important product features and specifications in bullet points.
  • Use bullet points to make the information easy to read and scan.

5. Write Engaging Descriptions:

  • Craft a compelling product description that provides in-depth information.
  • Use storytelling techniques to engage the reader and make the product come to life.

6. Be Specific and Accurate:

  • Be specific about the product's attributes and avoid vague or misleading information.
  • Ensure that the product description matches the actual product to build trust with customers

7. Incorporate Social Proof:

  • Add customer reviews and testimonials to the description to build trust and credibility.
  • Highlight positive feedback and user experiences.

8. Consider Formatting:

  • Use short paragraphs and subheadings to make the description easy to read.
  • Utilize bold or italicized text to emphasize important points.

9. Test and Optimize:

  • Regularly review and analyse the performance of your product titles and descriptions.
  • A/B test different variations to see what resonates best with your target audience.

By following these guidelines and continuously optimizing your product titles and descriptions, you can create compelling content that engages customers, improves search visibility, and ultimately boosts sales on Amazon Australia.

Enhancing Product Images and Content Marketing

Enhancing product images and content marketing is crucial for capturing the attention of potential customers and driving sales. Here are some tips to help you improve your product images and content:

1. High-Quality Product Images:

  • Use high-resolution images that showcase the product from different angles.
  • Ensure images are well-lit and professionally edited for a polished look.

2. Multiple Image Views:

  • Provide multiple images that demonstrate product features, dimensions, and usage.
  • Include lifestyle images that show the product being used in real-life scenarios.

3. Use Infographics and Graphics:

  • Create infographics to highlight key product benefits and features.
  • Use graphics or icons to convey information clearly and concisely.

4. Video Content:

  • Incorporate video content to demonstrate the product in action or explain its use.
  • Keep videos short and engaging to maintain viewer interest.

5. Detailed Product Descriptions:

  • Write detailed and informative product descriptions that provide value to customers.
  • Highlight unique features, specifications, and benefits in the description.

6. Customer Reviews and Testimonials:

  • Display genuine customer reviews and testimonials to build trust and credibility.
  • Encourage satisfied customers to share their experiences through reviews.

7. Clear Call-to-Action (CTA):

  • Include a clear and compelling call-to-action (CTA) to prompt customers to take action.
  • Use phrases like "Buy Now," "Add to Cart," or "Limited Time Offer" to create urgency.

8. Mobile-Friendly Content:

  • Ensure your product images and content are optimized for mobile devices.
  • Mobile-friendly content improves the user experience and accessibility.

9. Use Branding Consistently:

  • Maintain a consistent branding theme across product images and content.
  • Use colours, fonts, and logos that align with your brand identity.

10. A/B Testing:

  • Test different variations of images and content to determine what resonates best with your audience.
  • Use data from A/B testing to make data-driven decisions for optimization.

By enhancing your product images and content marketing, you can create a compelling and informative shopping experience for customers on Amazon Australia. Remember to continuously monitor performance, gather customer feedback, and adapt your strategies to meet the evolving needs of your audience.

Fulfilment and Shipping Options in Australia

In Australia, e-commerce businesses have several fulfilment and shipping options to efficiently handle online orders. These options cater to varying business sizes, budgets, and customer demands. Here are some common fulfilment and shipping options:

  1. Fulfilment by Amazon (FBA):
    • Amazon's FBA service allows sellers to store their products in Amazon's fulfilment centres.
    • Amazon handles order processing, packing, and shipping directly to customers.
    • FBA also includes customer service and returns management, streamlining the entire fulfilment process.
  2. Fulfilment by Merchant (FBM):
    • With FBM, sellers manage their inventory and order fulfilment independently.
    • Sellers are responsible for packing and shipping products to customers on their own.
    • FBM provides more control over the fulfilment process but may require additional logistics management.
  3. Third-Party Fulfilment Services:
    • Third-party fulfilment companies offer warehousing, packing, and shipping services to e-commerce businesses.
    • Sellers can outsource fulfilment to these providers, reducing operational burdens and focusing on core business activities.
  4. Drop shipping:
    • Drop shipping allows sellers to partner with suppliers who directly ship products to customers.
    • Sellers don't need to hold inventory, making it a low-risk option for starting an online business.
    • While convenient, drop shipping may have longer shipping times and limited control over product availability.
  5. Click and Collect:
    • Some retailers and marketplaces offer "click and collect" options, allowing customers to order online and pick up their purchases from a nearby store.
    • This option can enhance the customer experience, especially for those who prefer not to wait for delivery.
  6. Same-Day or Express Shipping:
    • For businesses looking to provide faster delivery options, same-day or express shipping services can be offered.
    • While costlier, expedited shipping can boost customer satisfaction and loyalty.
  7. Subscription Services:
    • Some businesses offer subscription-based models, where customers receive recurring shipments at scheduled intervals.
    • This option can be suitable for products that customers regularly use or consume.

Choosing the right fulfilment and shipping options in Australia depends on factors such as the type of products sold, order volume, budget constraints, and desired delivery speed. As e-commerce continues to grow, businesses must adapt their fulfilment strategies to meet customer expectations and ensure a seamless shopping experience.

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Pricing and Competing Strategies

Pricing and competing strategies are critical elements in the success of any business, especially in the competitive landscape of e-commerce. Here are some effective pricing and competing strategies that businesses can consider:

  1. Competitive Pricing:
    • Monitor and analyse competitors' pricing to offer competitive prices for your products.
    • Consider pricing products slightly lower than competitors to attract price-sensitive customers.
  2. Value-Based Pricing:
    • Focus on the unique value your products offer and price them accordingly.
    • Emphasize the benefits and features that set your products apart from competitors.
  3. Dynamic Pricing:
    • Implement dynamic pricing, where prices adjust in real-time based on factors like demand, inventory levels, and competitor pricing.
    • Use pricing automation tools to optimize prices for maximum profitability.
  4. Bundling and Cross-Selling:
    • Offer product bundles or packages to encourage customers to buy multiple items together at a discounted price.
    • Cross-sell related products during the checkout process to increase the average order value.
  5. Price Match Guarantee:
    • Offer a price match guarantee, assuring customers that you will match or beat competitors' prices.
    • This instils confidence in customers that they are getting the best deal.
  6. Limited-Time Offers and Discounts:
    • Create a sense of urgency by running limited-time promotions and discounts.
    • Time-sensitive offers encourage customers to make quick purchase decisions.
  7. Free Shipping Thresholds:
    • Set free shipping thresholds, where customers get free shipping if their order value reaches a certain amount.
    • This incentivizes customers to add more items to their cart to qualify for free shipping.
  8. Customer Loyalty Programs:
    • Implement customer loyalty programs that offer discounts or rewards to repeat customers.
    • Encourage customer retention and foster long-term relationships.
  9. Price Testing and Experimentation:
    • Conduct A/B tests to evaluate the impact of different pricing strategies on customer behaviour.
    • Use data-driven insights to refine pricing strategies over time.
  10. Segmented Pricing:
    • Segment customers based on factors such as location, purchase history, or demographics.
    • Offer personalized pricing or discounts to specific customer groups for improved targeting.
  11. Focus on Customer Service and Quality:
    • Emphasize superior customer service and product quality to differentiate from price-focused competitors.
    • Satisfied customers are more likely to choose value over the lowest price.

It's important to note that pricing and competing strategies should align with your overall business objectives, target market, and product positioning. Regularly analyse the effectiveness of your strategies and be prepared to adapt to changing market dynamics and customer preferences. A well-thought-out pricing strategy can help businesses strike the right balance between competitiveness and profitability.

Australian Legal and Tax Considerations

When creating a seller account on Amazon Australia, it is essential to consider various legal and tax considerations to ensure compliance with Australian laws and regulations. Here are some key considerations:

  1. Business Structure and Registration: Decide on the appropriate business structure, such as sole trader, partnership, company, or trust, and register your business with the Australian government. Obtain an Australian Business Number (ABN) if required.
  2. Goods and Services Tax (GST): Understand the GST obligations for your products. Businesses with an annual turnover above the GST threshold (currently AUD $75,000) must register for GST and charge GST on applicable sales. Amazon may also require GST registration for selling on its platform.
  3. Importing and Customs Duties: If you are importing goods into Australia for sale on Amazon, be aware of customs duties, taxes, and other import requirements for your products.
  4. Product Safety and Compliance: Ensure that your products meet Australian safety standards and comply with relevant regulations, especially for certain product categories like electronics, toys, and cosmetics.
  5. Consumer Law Compliance: Comply with the Australian Consumer Law, which covers consumer guarantees, warranties, and protections against misleading or deceptive conduct.
  6. Privacy and Data Protection: Understand your obligations regarding the collection, use, and protection of customer data as per the Australian Privacy Principles.
  7. Intellectual Property Rights: Respect intellectual property rights, including trademarks, copyrights, and patents, to avoid legal disputes.
  8. Terms and Conditions: Draft clear and comprehensive terms and conditions for your Amazon store, outlining policies on returns, refunds, shipping, and other relevant aspects.
  9. Financial Reporting and Tax Filing: Maintain accurate financial records and ensure timely tax reporting and compliance with the Australian Taxation Office (ATO).
  10. Insurance Coverage: Consider appropriate business insurance coverage, such as product liability insurance, to protect against potential liabilities.

It is advisable to consult with legal and tax professionals familiar with Australian laws and regulations to navigate the complexities of setting up and running a business on Amazon Australia successfully. Staying compliant will not only prevent legal issues but also help build trust with customers and facilitate a smooth and sustainable business operation.

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Legal Advice

For more information regarding the legal and financial considerations of selling on Amazon Australia, our highly experienced solicitors at our sister company, Legal Kitz can provide you with advice that ensures your concerns are addressed. You can also request to book a FREE consultation or contact them at or 1300 988 954. You can also check out our Business Kitz subscription service today to begin your business with a solid foundation that ensures legal compliance. 

The Marketing Team
Business Kitz Marketing team are experts in their field. You can expect the best business guides and updates on employment law here.
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