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

The de minimis rule in the US has expired, Trump has raised tariffs on China to up to 145% – what consequences will this have for the global marketplace business? Valerie and Ingrid explore this question in the new episode with the most important news in April. The US move is having far-reaching consequences – Amazon Haul is also affected, as is DHL. There's more news from Kaufland Global Marketplace, Babymarkt.de, Breuninger – and the first real Marketplace Universe anniversary!

Note from 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

02:50 Impact of De Minimis Rule on US-China Trade

05:52 Amazon's Strategy Against Competitors

09:04 Marketplace Developments in Germany

12:01 Kaufland's Global Expansion Plans

14:54 DHL's New Fees and Market Reactions

18:02 Political Influences on E-commerce

21:10 Celebrating Marketplace Universe's Milestones

Wie schützt man eine Premium-Marke auf Marktplätzen wie Amazon, Zalando oder DocMorris – und sorgt gleichzeitig für Markenbekanntheit?

Diesen Fragen geht Valerie in der neuen Podcast-Episode mit Alexander Hally von Weleda nach. Sein Fazit: Zwei entscheidende Erfolgsfaktoren sind fundiertes Marktplatz-Know-how und eine klare Strategie.

Im Gespräch verrät er, warum Weleda auf Amazon konsequent auf eine Vendor-Strategie setzt, wie die Marke auf Zalando gezielt den Sportbereich adressiert und welche Vorteile das Apothekengeschäft mit sich bringt. Außerdem erklärt er, warum er künftig stärker in Retail Media und Content-Optimierung investieren will – und weshalb der eigene Weleda-Webshop (noch) nicht so effizient läuft, wie er sich das wünschen würde.

Hinweis vom Sponsor ChannelEngine: Marketplace-Gebühren, Middleware-Kosten, Pick & Pack, Versand, Retourenabwicklung und selbst Lagergebühren – wer auf Marktplätzen verkauft, weiß: Am Ende bleibt oft weniger übrig als gedacht. Denn versteckte Profit-Killer lauern überall.

Damit ihr mehr Profit aus euren Marktplätzen herausholen könnt, hat ChannelEngine im neuen E-Book 5 Tipps für mehr Profitabilität auf Marktplätzen zusammengestellt. Ihr erfahrt, wie sich selbst margenschwache Produkte in echte Gewinnbringer verwandeln lassen – und warum klar kalkulierte Mindestpreise entscheidend für die Rentabilität sind.

👉 Jetzt lesen: 5 Tipps für mehr Profitabilität auf Marktplätzen

Kapitelübersicht:

02:21 – Markenpräsenz & Markenschutz bei Weleda

06:19 – Weleda im E-Commerce: Strategien & Herausforderungen

11:31 – Markenwahrnehmung & Premium-Positionierung

15:39 – Sortimentsstrategien & lokale Anpassungen

17:51 – Exklusivität im Sortiment

20:07 – Vertriebskanäle & Marktplätze

23:40 – Lernprozesse für Beauty-Marken

26:06 – Retail-Media-Strategien

31:21 – Zukunftsvisionen für Weledas Online-Reise

In this episode, Valerie und Ingrid sit down once again with Amazon expert Malte Karstan, fresh from his visit to Amazon’s European HQ in Luxembourg. From low-price strategies to cutting-edge AI features - Amazon is navigating competitive pressure from Temu, TikTok Shop & Co. with new tools and tactics. Together, they explore:

Is Amazon Haul a tactical move or a long-term play? Is Amazon on its way to a super app - with features like Rufus, the AI-based personal shopping assistant combined with BuyForMe and the shopping experience beyond its own platform? What are Amazon's interests in making its purchase offer for TikTok in the US? And what does it all mean for sellers?

Note from the sponsor Channable:

Do you know the e-commerce solution provider Channable? Channable offers a solution that can map trade on more than 2,500 platforms - including marketplaces, of course. Products can be managed, promoted, sold and analyzed across channels and teams. This means that the marketplace team, the e-commerce team, the social media team, performance marketing, all work with the same software. The solution focuses on automation. In addition, integrations are available for common shop systems such as Shopify, WooCommerce or Lightspeed. Find out more at https://www.channable.com/

Chapters

00:00 Introduction to the Amazon Update

05:04 Insights from Amazon's European Headquarters

07:25 Amazon's Corporate Atmosphere and Leadership Changes

10:53 FBA Fees and Competitive Strategies

15:03 Amazon's Low-Cost Strategy and Market Positioning

20:22 Amazon's Evolving Strategies

27:17 AI Innovations and the BuyForMe Feature

29:30 Amazon's Competitive Landscape and TikTok

32:53 Navigating Trade Challenges and International Expansion

For brands looking to sell in Germany, it quickly becomes clear that this market follows its own rules, surprising even experienced cross-border sellers – for example, because of the strong dominance of Amazon. In this episode, Ingrid and Valerie explore the question of what really drives German buyers, how they behave in marketplaces, and what that means for brands planning to enter the market. Dex van Hofwegen, Director of Sales & Customer Success at Dutch marketplace integrator ChannelEngine, is also joining us. Dex not only knows what questions international customers have when entering the German market, but also shares exciting insights from a cross-border study on consumer behavior in marketplaces in Europe.

Note from the sponsor Kaufland Global Marketplace:

Do you want to meet Ingrid and Valerie live again? Then come to the e-Commerce Day of the partner Kaufland Global Marketplace on April 11th in Cologne! More than inspiring 30 lectures on 3 stages await you, for example from Philip Lahm and Michael Menzel from Google. Plus more than 100 exhibitors for everything that is important for the marketplace business and the new format "Speed Connect". With the exclusive promotion code MARKETPLACE-ECD-30, you get 30% off your ticket. So register right away at ecommerceday.de/tickets.

Chapters

01:53 Understanding the German Market

06:07 Consumer Behavior Insights

11:56 Marketplace Preferences and Trends

18:05 Challenges for International Brands

29:56 The future role of Temu, Shein and Tiktok Shop in Germany

It is THE topic that has kept the industry in suspense in recent weeks: the launch of TikTok Shop in Europe. Valerie and Ingrid take a critical look at this in the new newsflash episode of “Let's talk Marketplace”. Because despite the hype, TikTok Shop is not suitable for every brand, every retailer, and every product. They also discuss Shein's rapid growth beyond fashion, the annual results of eBay, Allegro and B&B, and the expansion of Autodoc, MediaMarktSaturn and Amazon Haul. And they talk about Ingrid's and Valerie's new passion project: the marketplace community for brand managers in the fashion, sports & shoes category, launching in June, and hardlines, launching in October.

Note from the sponsor Kaufland Global Marketplace:

Shipping, returns processing, tax regulations and one-stop shop procedures: the challenges of internationalization are a major concern for many retailers. Service providers such as exporto can help here: exporto specializes in cross-border e-commerce logistics in Europe. You can find out more in the webinar “Selling to post-Brexit UK” on April 8 at 11 a.m., in which Vanessa Schmidt from exporto and Ingrid will take a detailed look at the challenges of cross-border trade with the United Kingdom. Click here to register: https://zoom.us/webinar/register/WN_264R7k0nQd6t6hnyapQEeA#/registration

Note from the sponsor Kaufland Global Marketplace:

Do you want to meet Ingrid and Valerie live again? Then come to the e-Commerce Day of the partner Kaufland Global Marketplace on April 11th in Cologne! More than inspiring 30 lectures on 3 stages await you, for example from Philip Lahm and Michael Menzel from Google. Plus more than 100 exhibitors for everything that is important for the marketplace business and the new format "Speed Connect". With the exclusive promotion code MARKETPLACE-ECD-30, you get 30% off your ticket. So register right away at ecommerceday.de/tickets.

Chapters

00:00 March Marketplace Highlights

04:21 TikTok Shop Launch and Reactions

07:27 Marketplace Figures and Trends

11:12 Marketplace Launches and Expansions

13:01 Shein's Marketplace Evolution

19:39 Vinted's Expanding Categories

26:59 Looking Ahead to April