How to Prepare for Black Friday/Cyber Monday: Ecommerce Edition
Black Friday and Cyber Monday (BFCM) are two of the most significant opportunities on the ecommerce calendar. For brands aiming to finish the year strong, BFCM offers the chance to spike revenue, clear inventory, and acquire new customers. But success doesn’t happen by chance—it’s planned. This guide outlines the key steps ecommerce operators should take to prepare for BFCM and ensure they hit their revenue goals without operational hiccups.
1. Set Clear Revenue Goals
Start With a Target
Before building campaigns or ordering stock, identify what success looks like. Set revenue goals based on last year’s performance, current growth trends, or new customer acquisition targets. A clear goal keeps your entire team aligned and gives you benchmarks to evaluate your success post-BFCM.
2. Build a Marketing Strategy That Converts
Align Your Plan With Your Goals
Your marketing strategy should be driven by your revenue targets. Plan campaigns across all major channels—email, SMS, paid social, organic social, and on-site banners—so your messaging is consistent and conversion-focused.
Tip – Start Teasing Early
Start generating excitement in the weeks leading up to BFCM. Use email waitlists, VIP access, or sneak peeks to prime your audience ahead of launch day.
3. Stock Up Based on Forecasted Demand
Let Revenue Goals Guide Inventory Orders
Your revenue potential is limited by how much stock you have. Use your BFCM sales forecast to back-calculate how many units you’ll need—and don’t forget to factor in promotional items if you’re running offers like gifts with purchase.
Avoid Stockouts
Running out of top-selling items mid-campaign kills momentum. Err on the side of ordering a bit more than usual—especially if it’s evergreen or fast-moving stock.
4. Clear Out C & D Grade Inventory
Turn Dead Stock Into Sales
Use BFCM as an opportunity to clear underperforming inventory. C and D grade SKUs that haven’t sold well at full price are perfect for BFCM markdowns, bundles, or flash sales.
Improve Cash Flow & Storage Efficiency
Moving slow stock frees up warehouse space and unlocks cash for better-performing products post-BFCM.
5. Coordinate with Suppliers and Partners Early
Get on the Same Page Ahead of Time
Let suppliers know your BFCM forecast well in advance so they can prepare for bulk orders. Early communication ensures better lead times and avoids delays due to capacity constraints.
Keep Freight and 3PL Partners in the Loop
Share sales volume estimates with your freight providers and 3PL or warehouse team. They’ll need time to prepare staffing and storage to handle higher order volumes efficiently.
6. Create Standout Marketing Assets
Design a Unique BFCM Identity
Make your BFCM sale visually distinct from your everyday branding. A themed logo, colour palette, or campaign-specific landing page can help grab attention and signal urgency.
Ensure Consistency Across Channels
Apply the theme to every touchpoint—emails, site banners, paid ads, social media—to maintain a cohesive customer experience and reinforce your messaging.
Conclusion – Plan Now, Win Big Later
Don’t Leave BFCM to Chance
The most successful ecommerce brands treat BFCM like a campaign, not a weekend sale. With early planning, clear goals, solid inventory, aligned suppliers, and standout creative, you’ll be well-positioned to maximise revenue and move into peak season with momentum.
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