Let's talk Marketplace

Why is cross-border expansion so hard for marketplaces - even when the technology is ready? In this episode, Ingrid flips the usual seller-centric perspective and looks at internationalisation from the operator’s side. She is joined by Valentin Lennartz from OnBuy and Paul Cotsas from Octopia to unpack the classic chicken-and-egg problem of supply, sellers, and demand. They discuss why “start with supply, then marketing” is more than a mantra, how seller quality and loyalty become strategic assets in new markets, and why aggregation doesn’t have to lead to interchangeable marketplaces. The conversation also touches on Germany as a particularly competitive market, the growing selectivity of sellers, and why speed only works when the foundation is right. A practical, operator-level discussion for anyone building or scaling marketplaces across borders.Note from the sponsor Pixelmoda:Marketplaces love video. But for many brands, video production still feels like a problem: expensive, slow, and almost impossible to scale. Which is why, on marketplaces, video often ends up being reserved for hero products only. And that’s exactly where things are changing. Tools like Pixelmoda use AI to turn a small set of existing product images into photorealistic video sequences. No cutting. No long production cycles. The result is video that finally scales across the assortment. And more sales without higher costs. If you want to know more about how this works, check out our blog post on the topic or listen to the podcast with Gianni Serazzi from Pixelmoda.

Spain is often seen as a price-driven market. In reality, it’s a speed-driven one. In this episode of Let’s Talk Marketplace, Ingrid talks to Romain Aymeric (The Agent) about why fashion brands struggle in Spain not because they’re too expensive, but because they’re too slow. They discuss very honestly why trend speed matters more than discounts, how Spanish consumers react extremely fast to new styles, and why players like Shein win through timing rather than price alone. The episode also looks at why local grounding is essential, how Zalando had to recalibrate its approach, and why El Corte Inglés remains a strategic gatekeeper - making Spain a market that consistently rewards speed, relevance, and local strategy.Note from the sponsor Kaufland Global Marketplace:Maybe one of your good resolutions for 2026 is to finally expand internationally. With Kaufland Marketplace, you can sell quickly and easily in seven countries and scale your business. Kaufland removes multiple hurdles at once - with an integrated EPR service, professional translation tools, and the Kaufland Shipment Solution. And your software? Whether it’s PlentyONE, JTL, or Billbee - all major providers are already integrated. The workflows are in place. All of this - and much more - is available starting at a base fee of €39.95 per month. And the best part? If you use the promo code MP-UNI2026 when registering, new sellers can sell for three months without paying the base fee- but only until March 31. So register right now here on Kaufland Global Marketplace!Note from the sponsor Octopia:Marketplace growth is anything but easy: How can marketplaces quickly find suitable merchants? Who can assist with onboarding and logistics? This is where Octopia can assist, a fully integrated marketplace services suite. With 20+ years of know-how, over €2 billion GMV, 450 specialists and 10,000 vetted sellers, Octopia focuses on what matters most: acquiring sellers, onboarding them fast, and driving their performance so marketplaces can scale without complexity. Want to know why platforms like Rakuten, Allegro, CDON or FNAC Darty rely on Octopia? Listen to our podcast in two weeks, where OnBuy shares how it uses Octopia to support its European expansion - or check out our company portrait!

Agentic Commerce is fundamentally reshaping power dynamics in digital commerce. When AI agents take over purchase intent, product selection, and decision-making, platforms risk losing influence exactly where value is created today. In this episode Ingrid talks with Amazon expert Malte Karstan about whether Amazon is losing relevance in the agentic era - or deliberately choosing a defensive strategy to buy time. At the core of the discussion is a five-step commerce model that explains why agents primarily attack discovery, ranking, and retail media, not logistics or fulfillment. The episode puts Amazon’s blocking of bots and crawling into strategic context, draws parallels to Apple’s ecosystem logic, and explores APIs as a potential new gatekeeper model. At the center remains one key question: Is defense still a strategy in the age of Agentic Commerce - or already a risk to the future of platforms?

2025 was a defining year for both the marketplace industry and for Marketplace Universe itself. In this final episode of the year - and Valerie’s last before her maternity leave - Ingrid and Valerie take a clear, honest look at what shaped the past twelve months. They discuss the major industry shifts: the continued rise (and regulation) of Temu, Shein, and AliExpress; the accelerating AI shift from SEO to AI-readable content; the uneven rollout of TikTok Shop across Europe; and the renewed push for marketplace internationalisation. At the same time, they provide insight into their first full year as a small bootstrap startup: the successes and the challenges that Valerie's maternity leave brings with it. They share what worked, what they underestimated, and why transparency, early handovers, and a strong team made all the difference. A reflective, practical year-end episode about an industry in motion - and a business learning to scale sustainably.A big thank you to all our loyal listeners! We wish you a Merry Christmas and a Happy New Year!

Black Week 2025 was not what many expected - and the data behind it is unmistakable. Ingrid speaks with Benjamin Weyrich from the e-commerce agency Front Row about hard facts: why brands see almost no growth without deals, why profitability continues to decline, and why the first deal day has now become more important than Black Friday itself. Benjamin explains how brands can use Amazon Marketing Cloud to identify, for the first time, which products turn customers into fans - and which ones lose them for good. It also becomes clear that pushing clearance stock into deal events is the wrong strategy. The episode also shows which categories performed surprisingly well, where declines were noticeable, and how deal events can influence Customer Lifetime Value over the long term. And that brand-building is becoming increasingly crucial in the marketplace business. In the end, one thing becomes clear: anyone aiming to make Black Week 2026 more successful needs a solid data foundation - and a deal strategy that no longer relies on gut feeling.Note from the Sponsor eBay:eBay is pushing Live Shopping in Germany: with eBay Live, sellers can present their products in real-time, engage with their community, and sell directly - all in the exciting auction format that has made eBay legendary. During live shows, sellers can offer both immediate purchases and auctions, making the selling experience even more flexible. And all of this is supported by eBay’s buyer protection and transparent policies. eBay is opening up new opportunities for sellers to authentically and emotionally present their brand. Interactive live moments build trust, boost customer loyalty, and help you reach new audiences like Gen Z and Millennials. Curious on how to take part? You can find more information in our blogpost: https://marketplace-universe.com/how-ebay-live-works-a-practical-guide-for-marketplace-sellers/Note from the sponsor bol:January may seem like a quiet month in many markets - but not in the Netherlands and Belgium. There, the sale and clearance weeks kick off the new year with a real boost of momentum for brands and sellers. As the market leader in the Netherlands and Belgium, bol plays a central role in this. If you want to know:- why this period represents such an extraordinary growth window for international sellers,- how bol's campaign structure massively increases visibility, and- why stable logistics after the Christmas peak give sellers a real competitive advantage,then check out our blog post on Marketplace Universe. There you will also find five steps to help you make the most of the January sales: from localization and assortment strategy to scheduling your campaigns and positioning your brand for NL & BE. Click here for in-depth knowledge: https://marketplace-universe.com/january-sale-on-bol/

The EU will abolish the €150 de-minimis threshold in early 2026 - but will this really slow down Temu, Shein or AliExpress? In this episode, Ingrid talks with China-commerce expert Björn Ognibeni about why the impact will be far smaller than many hope. They explore how Chinese platforms easily absorb new duties, why Europe’s true vulnerability lies in AI-driven sourcing and product development, and how Alibaba.com already uses agentic AI to cut sourcing cycles from months to days. Björn also explains how brutal price transparency will expose many Western brands - and why Europe’s biggest weakness is that it has no serious low-price competition of its own. A concise, eye-opening look at the China wave reshaping Europe’s commerce landscape.Note from the sponsor ChannableThinking about selling to Switzerland - but still convinced it’s too complicated? Channable just published a deep-dive interview with Tobias Weyermann from Digitec Galaxus, Switzerland’s marketplace champion with 3.2 billion CHF in annual sales. And he also got some interesting things to say for cross-border sellers who want to target the Swiss market. Because with the Galaxus EU-Hub, sellers from the EU can tap into the Swiss market with zero onboarding fees - and even without a Swiss VAT registration. And tools like Channable help merchants meet those Swiss data standards effortlessly. Curious how onboarding really works - and whether Switzerland might be your next growth market? Then don’t miss the full interview on the Channable blog!Note from the sponsor Octopia:Many marketplace operators ask themselves:: How do I get strong, high quality sellers for my platform? That’s where our new partner Octopia can help. It’s the first fully integrated suite of marketplace services developed by an actual marketplace operator - the French generalist Cdiscount. With 20+ years of experience, over 2 billion GMV, 450 specialists, and 10,000 vetted sellers, Octopia’s mission is clear: they acquire sellers for you, onboard them fast, and drive their performance - so your marketplace can scale without complexity. Octopia stands out with its operational strength: targeted seller sourcing, onboarding in just 3-5 days, paneuropean fulfillment, sponsored product solutions, and access to 100+ marketplaces. With 150 business developers, churn  below 1%, and double-digit GMV uplift often within weeks, Octopia delivers fast, scalable growth that’s proven across markets. If you want to know why platforms like Rakuten, Allegro, CDON or FNAC Darty trust Octopia, take a look at our company portrait! 

How do small niche sellers scale internationally - without a store, without a team, and without Amazon pressure? In this episode, Ingrid speaks with Isabell Butterwegge from eBay and Kim Mooney, founder of Uncanny Collectibles in Ireland. Kim explains why internationalisation wasn’t a “nice to have” but a survival strategy. And Isabell shares how eBay data like the Export Matrix and Product Research Tool help sellers identify real demand: France strong in Arts & Antiques, Spain and Italy in Lego and watches, and Germany now one of Kim’s most important markets. They discuss why Kim stepped away from Amazon, how eBay Mag automates her international listings, and why data-driven cross-border expansion is often easier than many expect. A concise episode about pragmatic growth - and how the right setup can take you from a spare bedroom to a global customer base.Note from the sponsor Pixelmoda:Pixelmoda is a Milan-based pioneer in AI-assisted image and video production for fashion and luxury brands. Their AI doesn’t generate content - it enhances it. By optimizing lighting, camera angles, and model poses in real time, Pixelmoda helps teams shoot faster and smarter - cutting production costs by up to 70 % for photos and 90 % for videos. They work with over 100 brands in 20+ countries, producing more than 14 million visuals a year - including for three of the world’s top five marketplaces. A great example for their work is Rinascente in Italy, which reduced fixed content costs by a double-digit percentage while keeping its luxury look intact. Want to know more? Join our webinar "How AI-Driven Product Images & Videos Are Boosting Sales and Cutting Costs for Fashion Brands on Marketplaces” on December, 2nd 2025, 11 a.m. Register right here now! https://zoom.us/webinar/register/1717621839500/WN_3visssBjRO-pv6tgQuL-uA

Two Fashionistas Talking - SNOCKS and the Road to Marketplace Success, In this episode, Valerie takes the mic solo - joined by Laura Maria Schmidt, Lead Marketplaces at SNOCKS Group. Laura shares how SNOCKS evolved from a pure Amazon seller into a profitable multi-marketplace setup spanning 26 countries. Her key takeaways: Marketplace isn’t a side job, a dedicated marketplace team is essential. Radical KPI transparency for everyone in the company enables profit-first decisions. And successful internationalization requires systematic testing and learning in new markets. Laura’s insights are refreshingly candid - whether it’s about exiting eBay, integrating the period underwear brand Femtes, or sharing SNOCKS’ biggest failure on bol. Note from the sponsor Kaufland:If you also want to internationalize and are looking for a partner in Europe, Kaufland Global Marketplace is the right choice for you. With just one registration and a central account, you can sell on up to seven Kaufland marketplaces simultaneously: in Germany, Slovakia, Czechia, Poland, Austria, and, since this year, also in France and Italy. This gives you access to up to 139 million potential online customers. Kaufland also has a special treat for newcomers: anyone who registers as a new seller by January 31, 2026, will save one month's basic fee - for each country presence! Ideally, this means no basic fee for seven months! Use the promotion code X7DEAL-MPUNI and register right here now!https://www.kauflandglobalmarketplace.com/en/seller-registration/?utm_source=newsletter&utm_medium=non-paid&utm_campaign=B2BMarketplaceUniverse&utm_content=11_2025 Note from the sponsor baseThink Amazon dominates everywhere? Think again! E.g. in Poland, shoppers spend six times more time on Allegro than on Amazon and Kaufland Global Marketplace ranks higher in user engagement. If you want to understand why Central and Eastern Europe plays by its own marketplace rules, don’t miss our next free online webinar: “Cracking the CEE Code - Marketplace Strategies for Central & Eastern Europe.” Join Ingrid on November 18th at 11 AM CET for a strategic, yet hands-on session with Timo Gerken, Managing Director DACH at Base (former baselinker). Save your seat and register right here now! https://zoom.us/webinar/register/8617538153683/WN_X14-bg1HTQOQbfMZSWNJ5w

Why does the French fashion and sports market tick differently - and what does that mean for brands? In this episode of Let's Talk Marketplace, Ingrid and Valerie discuss this topic in detail with Déborah Schinasi (founder of the consulting firm The Agent in Paris) - in a practical, pointed, and no-nonsense way. They discuss why storytelling and emotional commerce beat pure transactions, why the fashion industry is united against the spread of Shein, and how brands are scoring points despite growing price pressure. They also take a look at channel priorities: Who generates volume, who is indispensable for the image, where do Zalando, Decathlon, and La Redoute stand? There is also an outlook on the growth drivers for 2026: Secondhand is getting bigger - Vinted is already a major fashion player; AI is changing search & content; TikTok Shop has had a modest start and still stands for low-basket, but is also firmly on the watch list for live shopping. Note from the sponsor Pixelmoda:Pixelmoda is a Milan-based pioneer in AI-assisted image and video production for fashion and luxury brands. Their AI doesn’t generate content - it enhances it. By optimizing lighting, camera angles, and model poses in real time, Pixelmoda helps teams shoot faster and smarter - cutting production costs by up to 70 % for photos and 90 % for videos. They work with over 100 brands in 20+ countries, producing more than 14 million visuals a year - including for three of the world’s top five marketplaces. A great example for their work is Rinascente in Italy, which reduced fixed content costs by a double-digit percentage while keeping its luxury look intact. Want to know more? Check out the full case study on Marketplace Universe: https://marketplace-universe.com/best-practice-product-images-rinascente-pixelmoda/ or join the webinar "How AI-Driven Product Images & Videos Are Boosting Sales and Cutting Costs for Fashion Brands on Marketplaces” on December, 2nd 2025, 11 a.m. Register right here now! https://zoom.us/webinar/register/1717621839500/WN_3visssBjRO-pv6tgQuL-uA

Amazon introduces its new AI feature “Help Me Decide” – a shopping assistant that uses your browsing and search history to make suggestions for your next purchase. In addition to this news, Valerie and Ingrid also discuss why Bauhaus only launched its marketplace after two years of development and whether the DIY market is too late to the party. They talk about a real early starter in the refurbished goods market, namely refurbed and its planned expansion into the UK. They also take a look at Zalando's market entry in Portugal and what it means for the market there. And they talk about the highly astonishing figures that can be gleaned from the transparency reports of the Very Large Online Platforms (spoiler: Aliexpress is much bigger than most people think).Here is the link to all the VLOP figures: https://marketplace-universe.com/chinese-platforms-in-europe/ Note from the sponsor base:Central and Eastern Europe, global giants like Aliexpress and Temu are making waves, but it's local heroes that truly dominate the scene: Allegro leads the pack in Poland with over €12 billion in GMV, eMAG is a powerhouse in Romania, and Heureka has expanded from a price comparison site to a marketplace giant in the Czech Republic and Slovakia. And with platforms like Aliexpress, Temu, and Shein continuing to grow, CEE has become the perfect playground for e-commerce opportunities. If you want to learn more, join our webinar “Cracking the CEE Code: Marketplace Strategies for Central & Eastern Europe” on November 18th at 11 AM – Together with our partner Base we’ll dive into all the details on marketplace strategies across Central and Eastern Europe. Register right now here! https://zoom.us/webinar/register/8617538153683/WN_X14-bg1HTQOQbfMZSWNJ5w#/registration Note from the sponsor eBay:Christmas is just around the corner – and with it comes the biggest logistics challenge of the year. Customers expect on-time deliveries, easy returns, and full transparency. So how can sellers stay relaxed when parcel volumes explode? eBay has you covered.  With the eBay shipping platform, you can easily create labels online, track every shipment automatically, and even ship parcels without a printer using QR codes. And for higher shipping volumes, eBay Fulfillment by Orange Connex takes care of the entire process. There’s more: with eBay’s “Arrives before Christmas” badge, your buyers instantly see whether their orders will arrive on time. In the end, it’s not about how many orders you get - but how many arrive happily. Check out eBay’s full Peak Season checklist and shipping tips right here now! https://www.ebay.de/verkaeuferportal/versand/peak-season