Case study: 360° management of the Rostaing account
Strategic collaboration for sustainable growth
Interview with Marine Elek:
Head of e-commerce, communication, digital transformation and management functions
Icebreaker Amazon case study
Rostaing Amazon management
Context : a historic company seeking digitalization
Rostaing, a family-owned company founded in 1789, is a recognized player in the manufacturing of protective gloves for both professionals and consumers. Backed by centuries of expertise, the brand gradually expanded into e-commerce, particularly through amazon.
Marine, head of e-commerce, communication and digital transformation, was tasked with accelerating the company’s digitalization and structuring growth on marketplaces.
Initial challenges: limited development on amazon
Before working with Sellingz, Rostaing had been present on amazon since 2018, but without a proper management strategy. The company achieved tens of thousands of euros in revenue during the first year, but quickly encountered a number of obstacles that slowed progress:
- A complex and poorly structured catalogue, with title errors, missing variations, inconsistent product pages and difficulties updating information.
- Gaps in amazon expertise: no brand registry, complex logistics, under-optimized advertising.
- An internal structure with limited staffing and no deep marketplace expertise, creating logistical and financial inefficiencies.
- Uncertain financial impact: difficulty understanding costs and margins and evaluating ROI.
- Numerous digital projects but limited resources, forcing teams to prioritize only certain initiatives.
“We realized we didn’t have the internal skills to manage amazon efficiently. We were struggling with the catalogue and lacked visibility on growth levers.” — Marine, Head of communication and web sales
Rostaing Amazon management
The solution by Sellingz: structured and hands-on support
In 2021, Rostaing decided to rely on Sellingz to structure and scale its amazon activity. The actions implemented were immediate and impactful:
- Optimization of product pages: titles, images, descriptions, “about” section, size/color variations, and reviews.
- Creation and management of amazon tickets to correct catalogue errors.
- Implementation of product associations to increase sales and relevance.
- Brand registry enrolment to secure brand protection.
Implementation and optimization of amazon ads campaigns to boost visibility and conversions, with rigorous KPI monitoring:
- Sponsored brand for brand image and awareness
- Sponsored products to launch new items
rostaing sponso
Reduction of barcode-related errors, anticipation of stockouts and optimization of contractual conditions.
“Our unit barcodes were stuck on packs of 5. Amazon thought it had received only one love instead of five. We didn’t understand these logistics discrepancies. These are simple things but Sellingz restarted everything from scratch and helped us straighten it all out.” — Marine, Head of e-commerce
Support for internal teams to develop autonomy in catalogue management and e-commerce strategy.
Reporting dashboards and regular performance monitoring to anticipate trends and adjust strategies in real time.
“What I appreciated with Sellingz is that it’s not just a consulting agency — they really get their hands dirty with us. They guided us strategically and supported us operationally daily.” — Marine, Head of e-commerce
Results: exponential growth
Thanks to this support, Rostaing experienced significant growth on amazon.
“We saw improvements after just 3 or 4 months. With everything that was put in place and the catalogue clean-up, products really started selling more.” — Marine
Revenue x3 in 4 years
- A sharp reduction in disputes and compliance issues within months thanks to improved logistics and stricter monitoring.
- Margin improvements from year one and more efficient advertising spend.
- Expansion of the digital strategy with the launch of new marketplaces after a few years (Cdiscount, Manomano) and the adoption of a hybrid seller/vendor model.
“Without Sellingz, we wouldn’t have progressed on amazon. Their expertise and support helped us optimize our presence and grow sales sustainably. Their operational support on the hybrid vendor/seller strategy allowed us to open new marketplaces without creating extra internal complexity.” — Marine
A long-term strategic collaboration
Today, Rostaing considers Sellingz an essential strategic partner for continuing its marketplace development. Thanks to the partnership, Marine and her team can focus on the company’s global strategy while relying on Sellingz for day-to-day amazon management.
“Sellingz brings real added value: a proactive approach, relevant recommendations, strong tool mastery and a closeness that makes all the difference. We still have many challenges ahead, and we’re convinced Sellingz will help us overcome them.” — Marine.
Why continue with sellingz?
- A combined strategy + execution approach, essential for a company without deep, specialized amazon expertise.
- Powerful reporting tools for optimized monitoring.
- A proactive and personalized approach tailored to Rostaing’s needs.
Thanks to sellingz:
Rostaing was able to transform amazon into a strategic and profitable sales channel.
The collaboration now continues with new objectives:
- Structuring the seller model
- Expansion to additional marketplaces
- Maintaining strong and profitable growth
Example of work on their flagship product
Full title optimized for amazon’s SEO algorithm
Numerous customer reviews (1,300+)
Recommended retail price respected
Size and/or color variations properly attached to the parent ASIN
Numerous images and videos
Complete, readable, persuasive and SEO description
Example of improvements in search results
Branded video banner at the top of search results (no competitor winning the auction)
Best sellers and/or new products highlighted
No competitor products appearing in search results
Tailored strategies designed for your brands
Contact us today for a personalized consultation tailored to your brand’s unique needs. Let’s discuss how we can help you succeed — book a meeting!