LTM 96: Why Wayfair failed in Germany and more Home & Living Marketplace Insights

Which red flags have indicated the end of Wayrfair in Germany?
Why is XXXLutz so successful in the marketplace business? Why are
marketplace fees sometimes ridiculously high? Valerie discussed
all these questions in this episode with Philip Kehela,
co-founder and managing director of the furniture brand mokebo.


Philip follows this strategy: If a new marketplace has points of
contact with our categories, we will use it because our business
model is designed to scale very quickly and with very little
personal investment in marketplaces. He explains why mokebo
produces almost exclusively in Germany, is growing much faster
than the market and why he considers DIY marketplaces to be very
worthwhile players.





Newsflash:


- The bevh is forecasting a slight increase in German e-commerce
this year and attributes this growth almost exclusively to
marketplaces


- There are new indications that TikTok Shop could soon launch in
Germany





Note from the sponsor bol:


Bol is a leading marketplace in the Netherlands and Belgium,
offering over 42 million products in 28 categories to more than
13 million customers. Its focus on customer satisfaction and
innovation has made it the regional market leader. The platform
attracts retailers from neighboring countries by offering
personalized support and local consumer insights. Retailers can
benefit from bol's logistics service, returns management, and
retail media options.


A special promotion is available until February 28th: retailers
receive a 50% discount on account creation fees and variable
commissions through integrators like ChannelEngine, Rithum,
Tradebyte, or Channable, valid until June 30th, 2025. Curious to
learn more? Tune into podcast episode 97 next week to hear Alex
Ciorapciu, Director of International Business, discuss selling on
bol.


 


Chapters:


02:28 Philipp Kehela's Journey and Moquebo's Growth


05:53 Marketplace Strategies and Expansion


10:12 Newsflash


20:51 Impact of Wayfair's Withdrawal and Market Consolidation


27:02 E-commerce Performance and Market Strategies


30:02Marketplace Presence and Expansion Plans


34:57 Marketplace Commission Structures and Profitability


37:58 Trends in Home and Living Marketplaces