Publications
Publications
- November 2016 (Revised July 2018)
- HBS Case Collection
Selling on Amazon at Tower Paddle Boards
By: Thales S. Teixeira and David Lopez-Lengowski
Abstract
By June 2012, Stephan Aarstol felt that he had successfully passed the first critical stage of his ecommerce business. As the founder and CEO of a standup paddleboard (SUP) business, he had built a strong relationship with Asian manufacturers, built a small warehouse and fulfillment center, designed an innovative line of inflatable SUPs, and built an ecommerce website that sold boards and accessories to consumers. After the rising trend in interest for the sport provided a strong wave of growth in sales, Aarstol contemplated the next stage at Tower Paddle Boards. Should he partner with Amazon to sell his full line of boards—manufactured under his brand—and accessories—manufactured by other brands? Should he sell to Amazon? Should he sell on Amazon marketplace? Or should he avoid the powerful online retail giant altogether?
Keywords
Tower Paddle Boards; Amazon; E-commerce; Online Shopping; Distribution; Internet and the Web; Business Growth and Maturation; Marketing Channels; Distribution Channels; Decision Choices and Conditions; Consumer Products Industry; Retail Industry
Citation
Teixeira, Thales S., and David Lopez-Lengowski. "Selling on Amazon at Tower Paddle Boards." Harvard Business School Case 517-047, November 2016. (Revised July 2018.)