5 MARKETPLACE BEST PRACTICES

Rick WatsonMarch 20, 2012

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TODAY’S TOPICS

• Marketplace Overview• 5 Marketplace Worst Practices

• 5 Marketplace Best Practices

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DC HIGH-LEVEL WORKFLOW

Customer

Search / Browse

Ship

Purchase

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MARKETPLACE HIGH-LEVEL WORKFLOW

Customer

Search / Browse Purchase

Inventory

FeedOrder

Information

Ship

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GOAL: CREATE A VIRTUOUS CYCLE

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WHY ARE MARKETPLACES SETUP?

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Improves price and selection perception with consumers, increasing likelihood of repeat purchases

Larger pool of deals, suppliers and products to present to customers

Low risk category and selection expansion: no inventory risk

Multiple sources of same product give margin, price, and availability flexibility

Improved product data due to ability to use multiple sources, benefitting SEO

Source of margin that can be used to fund other areas of the business

MARKETPLACE LANDSCAPE

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TODAY’S TOPICS

• Marketplace Overview

• 5 Marketplace Worst Practices• 5 Marketplace Best Practices

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WORST PRACTICE 1

Don’t Ship on Time

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WORST PRACTICE 2

Don’t Answer Buyer Questions

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WORST PRACTICE 3

Direct Buyers to your Website

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WORST PRACTICE 4

Improperly Describe your Item

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WORST PRACTICE 5

Don’t Invest as you Grow

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TODAY’S TOPICS

• Marketplace Overview

• 5 Marketplace Worst Practices

• 5 Marketplace Best Practices

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BEST PRACTICE 1

Seek “Perfect” Transactions

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BEST PRACTICE 2

Use all Fields Provided by Marketplace

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BEST PRACTICE 3

If using a Repricer, Configure it Properly

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BEST PRACTICE 4

Ship Fast, using Reliable Carriers and Tracking

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BEST PRACTICE 5

Provide a Remarkable Customer Experience

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QUESTIONS?

Rick Watson• GM, Marketplace at BN.com

• Blog: http://rickwatsonsblog.com/

• Twitter: @rickwatson

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