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Why Sales Declines Aren’t Just About Product Merges

Why marketplace performance is rarely about one SKU Consulting field notes from a real supplier-account investigation Last September, one of the supplier accounts I consult with received a message from its Wayfair relationship manager.Wayfair had made a merchandising decision to merge several products.The supplier wasn't happy about it.One of the affected products was a strong seller, and from the supplier's perspective, combining it with other items risked changing how customers found, compared, and purchased the product....

Why Sales Declines Aren't Just About Product Merges - Why marketplace performance is rarely about one SKU Consulting field notes from a real supplier-account investigation Last September, one of […]

Wayfair MAP Pricing: Control, Chaos, and the Major Promo That Didn’t Discount

The MAP conversation I keep having with suppliers Every few months, I get the same confident statement from a supplier (or their leadership team): “We need to set MAP on Wayfair so we control retail. We can’t let Wayfair mess up our Amazon pricing or other marketplaces.” I get it. Nobody wants their product to look like it’s on a perpetual clearance rack on one channel while trying to hold “premium positioning” somewhere else....

Wayfair MAP Pricing: Control, Chaos, and the Major Promo That Didn’t Discount - The MAP conversation I keep having with suppliers Every few months, I get the same confident statement from a supplier […]