Profiles in Marketplace Success
Success on Walmart Marketplace looks different for every seller. A global coffee giant, a value luggage brand, and a luxury furniture importer each faced distinct hurdles to growth.
The following profiles show how the three merchants tapped Walmart’s fulfillment, advertising, and logistics tools to clear those obstacles and post measurable gains.
Here’s what worked, and what other merchants can learn.
Lavazza Coffee
In 1895, Luigi Lavazza opened his first store in Turin, Italy. Over a century later, Lavazza now serves more than 30 billion cups of coffee annually with revenue of $3.3 billion.
Despite its global success, Lavazaa struggled to reach consumers across the U.S. efficiently. The company turned to Walmart Marketplace.
Goals
- Boost Lavazza’s exposure to U.S. consumers.
- Increase on-time deliveries.
- Reduce inventory shipping time.
- Drive growth by lowering carrier costs.
Strategy
- Capitalize on Walmart’s expansive American audience.
- Leverage Walmart Fulfillment Service for faster deliveries.
- Utilize Walmart’s Inventory Transfer Services to distribute products faster.
- Take advantage of Walmart’s Preferred Carrier Program.
Results
- 200% growth in Walmart Marketplace sales since leveraging WFS.
- 99% on-time delivery rate.
- 70% of gross merchandise value fulfilled through WFS.
Takeaway
Lavazza leveraged one of the world’s largest supply chain and logistics infrastructures to boost efficiency and cut costs.
The Walmart Preferred Carrier Program has allowed us to look at the lowest rates between carriers. It’s been a great growth driver for our business. – Matt O’Hara, eCommerce Operations Manager, Lavazza North America
Travelhouse
Travelhouse, a Walmart Marketplace seller of affordable luggage sets, sought to improve brand visibility and grow sales.
Goals
- Improve visibility and brand recognition.
- Increase traffic and conversions.
- Improve shipping and delivery metrics.
Strategy
- Increase advertising budget for Walmart’s Search Engine Marketing campaigns.
- Lower product prices to boost Marketplace conversions.
- Prioritize fast delivery for under-performing items with WFS’s 2-day shipping.
Results
With additional traffic, competitive prices, and faster shipping for slow movers, Travelhouse exceeded its goals.
- 511% increase in impressions.
- 472% more traffic.
- 5% more conversions.
- 98% increase in buy box wins.
Takeaway
Travelhouse jump-started traffic and sales with realistic goals and by leveraging Walmart’s tools and expertise to achieve them.
Customers expect free 2-day delivery when shopping online. With our wide assortment of products, 24/7 customer service, and 1- and 2-day delivery options, we can reach more customers more competitively and provide the best customer experience. – Xumei Cheng, Operating Officer, Travelhouse
WestinTrends
WestinTrends, a California-based seller of high-end luxury furniture, faced import challenges that disrupted its supply chain operations and sales. Bulky items such as the best-selling Adirondack chairs often arrived damaged and delayed. Costly import fees and delivery inefficiencies cut into profits. WestinTrends looked to Walmart Cross Border: Imports for support.
Goals
- Simplify imports.
- Reduce shipping costs.
- Deliver customer orders faster.
Strategy
- Streamline management and reduce strain with Walmart Cross Border: Imports.
- Boost profitability with Walmart-negotiated carrier shipping rates.
- Deliver in 2 days or less via WFS.
Results
- 80% of volume now shipped through Walmart Cross Border: Imports.
- 10% increase in profit margins.
Takeaway
Walmart Cross Border: Imports, available in multiple ports in China, India, and Vietnam, has given WestinTrends the confidence to offer fast shipping on more items and to meet customer delivery expectations.
With Walmart’s logistics services, we have faster shipping, better brand visibility, and higher conversions. It lets us focus on growth instead of chasing boxes. – Tom Castillo, eCommerce Director, WestinTrends
About Walmart Marketplace
Walmart Marketplace enables ecommerce merchants to boost growth with full control over inventory, pricing, fulfillment, and customer care. With competitive referral fees, no setup or monthly charges, and access to millions of shoppers, the platform offers a straightforward path to ecommerce expansion. Sign up to unlock up to $75,000 in New-Seller Savings at Marketplace.Walmart.com.
