5 Marketplace Best Practices Webinar

5 MARKETPLACE BEST PRACTICES Rick Watson March 20, 2012 1

TODAY’S TOPICS• Marketplace Overview• 5 Marketplace Worst Practices• 5 Marketplace Best Practices 2

DC HIGH-LEVEL WORKFLOW Ship Search / Browse PurchaseCustomer 3

MARKETPLACE HIGH-LEVEL WORKFLOW Search / Browse PurchaseCustomer Inventory Feed Order Information Ship 4

GOAL: CREATE A VIRTUOUS CYCLE 5

WHY ARE MARKETPLACES SETUP?Improves price and selection perception with consumers, increasing likelihood of repeatpurchasesLarger pool of deals, suppliers and products to present to customersLow risk category and selection expansion: no inventory riskMultiple sources of same product give margin, price, and availability flexibilityImproved product data due to ability to use multiple sources, benefitting SEOSource of margin that can be used to fund other areas of the business 6

MARKETPLACE LANDSCAPE 7

WORST PRACTICE 1 Don’t Ship on Time 9

WORST PRACTICE 2Don’t Answer Buyer Questions 10

WORST PRACTICE 3Direct Buyers to your Website 11

WORST PRACTICE 4Improperly Describe your Item 12

WORST PRACTICE 5Don’t Invest as you Grow 13

BEST PRACTICE 1Seek “Perfect” Transactions 15

BEST PRACTICE 2Use all Fields Provided by Marketplace 16

BEST PRACTICE 3If using a Repricer, Configure it Properly 17

BEST PRACTICE 4Ship Fast, using Reliable Carriers and Tracking 18

BEST PRACTICE 5Provide a Remarkable Customer Experience 19

QUESTIONS?Rick Watson • GM, Marketplace at BN.com • Blog: http://rickwatsonsblog.com/ • Twitter: @rickwatson 20

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5 Marketplace Best Practices Webinar

by Rick Watson

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