LTM 120: How to build a bootstrapped D2C brand on marketplaces

What do you do when wholesale for brick-and-mortar sales suddenly
causes you to lose the Buy Box? There's only one thing to do: get
out of brick-and-mortar sales. That's exactly what Anna Maria
from BabyForte did after large online pharmacies snatched the Buy
Box away from her on Amazon. Local pharmacies reacted immediately
and negatively to her cautious price adjustment. Since then, she
has been focusing fully on her online business again. In this
podcast episode, she talks about the three phases a D2C brand
goes through when it is being built up, why she continues to
invest in her web shop, why she relies on a clearly defined brand
portfolio, and why she is not looking for investors at the
moment. She also reveals why her team spends every week analyzing
click rates.


Note from the sponsor Taxdoo:


Every marketplace trader can tell you a thing or two about it:
different tax rates, different responsibilities, tax advisors who
are inexperienced in e-commerce. The taxtech company Taxdoo wants
to remedy this situation. Taxdoo offers a comprehensive platform
for online retailers who need to carry out legally compliant and
efficient sales tax reporting and accounting processes. The
software analyzes all sales, fees, and payments, resulting in a
transparent and audit-proof solution, is seamlessly integrated
with many marketplaces and can handle all EU and UK sales tax
processing, including OSS exports. If you want to know more about
VAT, read our blog article, in which you will also find a table
with all VAT rates in the EU, UK, and Switzerland. Find out more
here:
https://marketplace-universe.com/vat-traps-7-critical-rules-every-marketplace-seller-in-europe-needs-to-know/


Note from the sponsor MediaMarkSaturn:


Even though it's only summer, Cyber Week is coming around faster
than you think! That means: Plan early. Because the time between
November 24th and December 1st is not just a sales boost – it’s a
full-on operational challenge. The most common mistakes? As
Alexander Klinger from MediaMarktSaturn knows it’s not enough
stock, no prep for returns and customer inquiries, poor product
content and shipping KPIs all over the place. MediaMarktSaturn
shares participation details 4 to 6 weeks ahead. Secure
visibility, top homepage deals are handpicked – only sellers with
strong KPIs and competitive prices stand a chance. And use Retail
Media wisely. They work, but only if you book them early. For
more practical tips see the full interview on Marketplace
Universe:


https://marketplace-universe.com/good-cyber-week-preparation/


Chapters:


00:00 Introduction to Supplements in Marketplaces


02:32 Anna Maria Silinger: Founder Insights


08:38 The Evolution of BabyFORTE


13:11 Transitioning from Startup to Mature Company


18:56 Profitability vs. Growth Strategies


23:31 Exploring New Marketplaces


25:56 Shipping and Fulfillment Strategies


27:06 Regulatory Challenges in the Supplement Industry


29:49 Lessons from Physical Pharmacy Partnerships


33:17 Future Growth and Brand Development