The biggest challenge in marketplace strategy? Your own company. In this episode, Ingrid talks to Christian Leihner, former Head of Marketplace and E-Commerce at Unilever and Haier, about the internal obstacles that often cause marketplace initiatives to fail – long before the first SKU goes live. Together, we clarify why many marketplace teams consist of nothing more than “an intern and a dog,” how a lack of support from senior management, unclear responsibilities, and a lack of incentives can ruin even the best ideas, and what companies need to do differently to build scalable, strategic marketplace structures from the inside out.

Note from the sponsor PlentyONE:

Multi-channel is a bit like an IKEA wardrobe: It looks simple, but until you try to put it together. If that sounds familiar, then you might want to check out a new white paper by PlentyOne, because they have put together everything you need to make multi-channel selling work. It breaks down the 10 most common challenges sellers face when entering the world of multi-channel from chaotic tool setups and losing the buy box to inconsistent product content. And they also give you lots of instructions on how to clear these typical pain points in their day-to-day operations. Get your free copy right here: https://www.plentyone.com/de/multichannel-whitepaper?utm_source=marketplaceuniverse&utm_medium=referral&utm_campaign=CP_MKT_Whitepaper_Multichannel &utm_content=podcast-spoken-ad

Chapters:

00:00 Introduction to Marketplace Challenges

07:29 Transformational Pain in Marketplace Teams

17:32 Navigating Internal Barriers to Marketplace Success

23:20 Strategies for Marketplace Entry

29:26 Retail Media and Marketplace Dynamics

Temu is on everyone's lips: aggressive advertising, rapid expansion, low prices. But is that reason enough to become active there as a brand? In this episode, Ingrid and Valerie talk to Marius Eckel, Head of E-Commerce & Marketplaces at Selva Technik, about his decision not to use Temu for the time being – even though he is otherwise very open to new platforms. They discuss Temu's current strengths, such as reach, speed, and good terms, but also operational hurdles and price and platform conflicts arising from a Temu listing. Marius explains why he is not writing off Temu, but will continue to evaluate it regularly.

Note from the sponsor eBay:

Expanding internationally – but how? If you want to learn more about how you can expand your global reach, then the free webinar “Unlock Global Growth Cross-Border Opportunities” from our partner eBay is for you. Isabell Butterwegge from eBay will share best practices and practical tips to help you succeed worldwide. You will learn about the opportunities eBay offers you and the tools available to support you. So mark your calendars: May 20, 2025, 11 a.m. To register, click here: https://zoom.us/webinar/register/3017442359025/WN_bUNKInsESEyW2-TLrUlOBw#/registration

Chapters:

02:56 Meet Marius Eckel: E-commerce Insights

06:08 Marketplace Strategies and Challenges

08:57 Exploring Temu: Initial Impressions

18:03 Navigating Multiple Marketplaces

21:12 The Impact of New Market Players

24:02 Brand Safety and Market Perception

27:54 Challenges of Selling on Emerging Platforms

30:33 Evaluating Market Trends and Brand Positioning

35:51 The Impact of Global Trade Dynamics

How do you build a successful marketplace? For this episode, Ingrid and Valerie have switched perspectives and brought Pinki Choudhury, a true master of marketplace development, to the microphone. As the strategic mind behind successful marketplace launches such as Tesco, Kingfisher, and Castorama, Pinki knows exactly what she's talking about. She presents her “Super Eight” - the most important points for a marketplace that pays off - for everyone involved. This episode offers exciting insights into the mind of an experienced marketplace builder and is also a lesson in clear strategy - not only for retailers with marketplace ambitions.

Note from sponsor Taxdoo:

Why are less than one percent of tax consulting firms prepared to work with marketplace retailers? Why don't they understand their business? And how can retailers find an experienced tax expert for their marketplace business who truly deserves this title? Roger Grothmann, founder of Taxdoo and former tax auditor, reveals what goes wrong behind the scenes in a very insightful interview, shares his critical insights, and provides valuable practical tips. You can find the entire interview here: https://marketplace-universe.com/interview-what-makes-a-good-tax-advisor-for-marketplace-sellers/

Chapters:

00:00 Introduction to Marketplace Dynamics

02:45 Understanding Marketplace Success Factors

09:10 Key Ingredients for Building a Marketplace

24:46 Navigating the Challenges of Fashion Marketplaces

33:06 Balancing First Party and Third Party Relationships