Captivate Podcasts

The UK marketplace game follows its own rules – and most European brands still play by the wrong ones. In this episode, Valerie and Ingrid talk with Neil Lauderdale (ex-Pentland, Speedo, Ellesse, Canterbury) about what really drives marketplace success in the UK. They discuss why Zalando and ASOS are overrated, while Next, Very, John Lewis, Debenhams, and M&S shape the market – and how Decathlon is becoming a powerful launchpad for Europe. Neil shares how logistics and local setup make or break a brand post-Brexit, and what Pentland learned as one of the first brands on TikTok Shop – where success demands creator thinking and massive content output. The takeaway: winning in the UK means a differentiated marketplace strategy built on local retail structures – with clear roles for each platform: Premium, Off-Price, Social, Experimental.   Note from the sponsor Pixelmoda: Founded in Milan in 2021, Pixelmoda specializes in AI-assisted image and video production. The key feature is that the AI does not generate the images, but supports the team and models in taking the best possible shots quickly by optimizing camera position, lightning, model poses, and so on. This significantly shortens production time and reduces costs up to 70 % for photo production and up to 90 % for video production. Pixelmoda produces over 14 million images and videos per year. Its customers include over 100 brands from more than 20 countries, including three of the top five global online marketplaces and lots of luxury brands. If you want to learn more about this, tune in once again in episode 126 where Ingrid and Valerie were talking to Gianni Serratzi, CEO of Pixelmoda. https://player.captivate.fm/episode/6466a3af-41fb-4fb1-98a1-0ab647a2cc41/ Note from the sponsor Taxdoo: Taxdoo supports retailers and brands with a comprehensive platform for completing sales tax returns and accounting processes in a legally compliant and efficient manner. And this important part of your marketplace business is also increasingly being taken over by AI. That’s why Jan Utterrodt, Head of Support at tax tech company Taxdoo, is our guest on episode 131 of Let’s talk Marketplace. Topics will include how AI can help speed up tax processes and reduce costs, and how AI can assist with correct sales tax returns – depending on the country and product. After all, shortcomings in the handling of customs and sales tax payments can quickly get retailers into serious trouble. So tune in in three weeks’ time – it’s definitely worth it!

Amazon doesn’t negotiate – it tests your limits. In this episode, Ingrid and Valerie, together with Amazon expert Martin Heubel, reveal what really goes on behind the scenes of the annual vendor negotiations (AVNs). They discuss why brands are facing tougher terms, shrinking margins, and higher investments, and what smart strategies can help turn the tide. Martin explains how sellers can set clear investment caps, use retail media to strengthen their position, and avoid getting caught in Amazon’s profit spiral. They also talk about why hybrid models can be both a safety net and a trap, why Amazon Vendor Service (AVS) has become indispensable, and how Amazon’s innovation engine is slowing down even as the company opens its logistics infrastructure to competitors. A must-listen for anyone preparing for AVNs or managing a vendor account. Note from the sponsor MediaMarktSaturn: Are you ready to take your sales to the next level during Black Week at MediaMarktSaturn? Then don’t miss the upcoming webinar, “Black Week Success on MediaMarktSaturn – How to Maximize Your Sales Potential”. Join the experts Nikolaus Volpini de Maestro from the retailer Nero Group and Alexander Klinger from MediaMarktSaturn, on October 13th at 2 PM for a free, live session. This webinar is perfect for brands in Electronics, Home & Living, DIY, Sports, and Toys, looking to boost their sales during Black Week. You will not only learn how to optimize your product range and inventory and set up successful campaigns, but also how to prepare for Black Week, and how to use bundles to boost your sales. Sign up right now!

Pimkie is the first European brand to use Shein’s Xcelerate program – and in return, it faces a lawsuit from its former owners and exclusion from the French industry association. Is this move a lifeline or a massive reputational risk? Ingrid and Valerie discuss this in today’s news episode. They also analyze the latest Temu user numbers (spoiler: huge growth!), delve into Amazon and Mirakle’s AI efforts, which are taking Agentic Commerce to the next level, and examine OnBuy’s EU expansion and Allegro’s quarterly figures. A packed episode with an analysis of the key marketplace news from September! Note from the sponsor bol: Did you know that in the Netherlands, Sinterklaas on December 5 is actually more important than Christmas Eve? For sellers, this means the holiday season starts much earlier – and at bol, sales go up by 70% during this period. To help sellers make the most of it, bol offers clear guidelines on pricing, promotions, and delivery speed. With Logistics via bol, for example, you can offer next-day delivery – a real conversion driver, since 40% of all purchases happen after 5 PM. Want to dive deeper? Then join the bol Connect Event on October 20 in Munich! Exchange, networking, great food, and a pleasant atmosphere – register here: https://webforms.pipedrive.com/f/1FQAhq2utHGMMNZzGhclkkFsqGNqo1wgvSiTdjm9GBeEYO7FUsl9cJmi4uTIUn2yD Note for marketplace webinars: This fall, you can deepen your knowledge of key marketplaces in various live webinars, such as: October 13th: Black Week Success on MediaMarktSaturn – How to Maximize Your Sales Potential Register here October 30th: Europe is Calling: Expand to Seven Markets with One Kaufland Account Register here November 6th: How to Join the ABOUT YOU Marketplace – Now Easier Than Ever Register here Or if you’d like to learn more about bol, check out the recording from September 23th: Start Selling on bol Marketplace – Faster, Easier, Smarter Watch the recording here

Without the right product images, nothing works. But: different style guides, missing samples, questions around color accuracy, videos – all of that can make costs skyrocket fast. Can AI help? Yes – when it acts as an on-set co-pilot for photographers and models, steering lighting, poses, style-guide compliance, and quality assurance. How this works in practice – and why it’s a real performance lever for fashion brands and sellers – is what Ingrid and Valerie discuss with Gianni Serazzi from Pixelmoda. Takeaways: No GenAI renderings: Items are shot for real; AI optimizes the process. Costs down, output up: According to Pixelmoda, up to −70% for photos and −90% for videos at consistent “luxury-grade” quality. Speed in days, not weeks: Turnarounds usually < 5 days, in express cases same day – without compromising color fidelity or consistency. Scaling without style drift: ≈ 3× more SKUs/day and pixel-perfect execution of Zalando, Amazon & Co. style guides. Direct business impact: More content noticeably lifts conversion and reduces returns – Pixelmoda typically reports +5–15% sales and −5–20% returns. Who is it for? Experienced sellers and brand teams (not only in fashion) who treat content ops as a revenue and P&L lever – not a cost center.

TikTok Shop polarises – is it chaos or the next big thing in commerce? Kristina Mertens sees clear potential. In this episode, she joins Ingrid and Valerie to discuss why Social Commerce is more than a trend and how creator communities drive real brand loyalty. She shares how brands like 6PM or More Nutrition succeed by specifically tapping into content ecosystems. And she talks about her own TikTok experience – 11 seconds from video to purchase. They explore why About You’s quick retreat may have come too soon, what makes Social Commerce fundamentally different from classic marketplace logic, and why emotional community-building and AI-driven shopping agents are likely to coexist in the future. For marketplaces, the message is clear: evolve – or become just another data source. Note from the sponsor Kaufland Global Marketplace: Want to expand your marketplace business across Europe? Then Kaufland Global Marketplace is definitely worth a look. After launching in the Czech Republic, Slovakia, Poland, and Austria, Kaufland is now expanding its marketplace network to France and Italy – two of the largest e-commerce markets in Europe. France went live on August 12, Italy will follow in just a few weeks. And here’s the best part – there’s a special offer for new sellers: With the voucher code MP-UNI2025, you can sell without paying a base fee for 3 months on all Kaufland marketplaces. Valid only for new registrations until October 31, 2025. Register right now here: https://www.kaufland.com/join?utm_source=podcast&utm_medium=paid&utm_campaign=B2BMarketplaceUniverse&utm_content=08_2025 Note from the sponsor Pixelmoda: Founded in Milan in 2021, Pixelmoda specializes in AI-assisted image and video production. The key feature is that the AI does not generate the images, but supports the team and models in taking the best possible shots quickly by optimizing camera position, lightning, model poses, and so on. This significantly shortens production time and reduces costs up to 70 % for photo production and up to 90 % for video production. Pixelmoda produces over 14 million images and videos per year. Its customers include over 100 brands from more than 20 countries, including three of the top five global online marketplaces and lots of luxury brands. If you want to learn more about this, tune in next week. In Episode 126Ingrid and Valerie will be talking to Gianni Serratzi, CEO of Pixelmoda. Chapters: 00:00 Introduction to Social Commerce 05:57 The Rise of TikTok Shop 07:51 Social Commerce vs. Traditional E-commerce 11:24 The mistake of hasty withdrawal 14:45 The new way to shop on TikTok Shop 19:09 Logistics and Fulfillment in Social Commerce 24:59 The importance of social experience 30:26 The Future of Marketplaces and AI Commerce

ChatGPT is testing an enhanced shopping feature that includes checkout, Amazon is launching its AI agent Rufus, and Shopify is blocking its platform for AI bots. What we are witnessing these days is more of a revolution than an evolution, not least because of the rapid pace of change. That’s why Ingrid and Valerie are joined by AI expert Stefan Wenzel in this episode to take a look at the future. They talk about why the new e-commerce is no longer commerce, but a software protocol in which systems communicate with systems. They shed light on why brands will have to sell to machines in the future, why Retail Media 1.0 has had its day, and how the necessary visibility can be achieved. They also discuss why the battle for the customer interface has reignited and why Amazon could be left behind. And who could monetize customer access in the future.   Note from the sponsor eBay: On Friday, September 25, 2025, eBay OPEN is coming back to Germany. After a two-year hiatus, this great family reunion of eBay sellers is returning to Berlin, at BrewDog DogTap in Marienpark. Look forward to the complete eBay experience: great keynotes – including a strategic outlook from Saskia Meier-Andrae, CEO of eBay Germany – insights into AI and Gen Z trends at the highest level, and plenty of networking opportunities. And it’s also a celebration – eBay is turning 30, so it’s part conference, part festival. Ingrid will be there in person because she is on the jury of the eBay Awards for the sixth time in a row, which honors the best sellers in Germany. Secure your ticket now: https://www.visitberlin.de/en/event/ebay-open-2025   Note from the sponsor bol: Bol has established itself as a local hero in the Netherlands and Belgium and has become the market leader in the region thanks to a clear focus on customer satisfaction and innovation. As a generalist marketplace, it offers more than 42 million products in 28 categories and access to more than 13 million customers. This also makes bol attractive for retailers from neighboring countries. If you want to know more about bol, don’t miss the upcoming webinar: “Start Selling on bol Marketplace – Faster, Easier, Smarter” on September 23rd. Patricia Lay, Partnership Growth Manager at bol, and Hassan Imran, E-Commerce Manager at Neudorff Performances will share how international brands can successfully sell on bol and what it takes to get started. Register right now here! https://zoom.us/webinar/register/5917532143442/WN_Ma7kmG-TRQa8RQ_Dppb4Ew#/registration Takeaways: The emergence of AI shopping agents signifies a profound transformation in e-commerce, moving from traditional commerce to a system where machines engage in transactions on behalf of users. Retail Media 1.0 is becoming obsolete, as the new paradigm demands brands to adapt to a landscape where visibility hinges on their ability to engage with AI-driven interfaces. The competition for consumer interaction has intensified, with major platforms like Amazon and ChatGPT vying for dominance in delivering a seamless shopping experience. Brands must recognize that future customer engagement will increasingly involve selling to AI agents, necessitating a reevaluation of marketing strategies and customer interactions. The evolution of commerce as a software protocol suggests that direct human-to-brand interactions will diminish, giving rise to system-to-system communications that redefine the shopping experience. Data has become the currency of the new e-commerce landscape, compelling brands to leverage high-quality content and product information to maintain relevance in AI-driven search results.

People who don’t take the time to reflect often fail to see the true value of community in business – or take its benefits for granted. Both perspectives overlook the full potential of exchange, connection, and trust. That’s exactly why, in this episode, Ingrid and Valerie highlight the very real business impact of networking and community: From insights you’ll never find on a dashboard, to avoiding costly mistakes, to building unexpected business relationships that would never have happened otherwise. They share real-life stories from their own experience – about people who connected through community but would’ve never met otherwise. About how true peer-to-peer exchange can build the trust needed to accept a market reality – like the surprisingly low relevance of Zalando in the UK. And one thing is clear: There’s one ingredient that should never be missing from any community… Fun.   Note from the Marketplace Universe Brand Leader Community: The Brand Leader Community Softlines for marketplace managers responsible for brands in the fashion, shoes, sports, and Accessoires launched in June with Season 1. A curated circle of approx. 25 peers from leading fashion & sports brands with Invite-only access. Currently, leading marketplace heads from brands such as s.Oliver, Mammut, Speedo, Hunckemöller, Oui, Berghaus, and Armedangels are among those taking part. Season 2 will start in December. If you would like to participate, you can find more information here: https://marketplace-universe.com/leaders-circle-softlines/   Note from  the sponsor exporto: Internationalization and its challenges are a big concern to brands and sellerrs. Shipping, returns processing, tax regulations and one-stop shop procedures – all of this can cause quite a headache. Service providers such as exporto can help. exporto has spezialised cross-border e-commerce logistics in Europe. With automated technology and a strong partner network, exporto ensures that online retailers can ship internationally as smoothly as they do in their home market. And the best part? Exporto has an attractive discount for you: If you register with exporto by August 31 and sign a contract, you won’t pay any basic fees for the first two months. Register right now here: https://mag.exporto.de/marketplace-universe-offer   Note from the sponsor Kaufland Global Marketplace: Want to expand your marketplace business across Europe? Then Kaufland Global Marketplace is definitely worth a look. After launching in the Czech Republic, Slovakia, Poland, and Austria, Kaufland is now expanding its marketplace network to France and Italy – two of the largest e-commerce markets in Europe. France went live on August 12, Italy will follow in just a few weeks. And here’s the best part – there’s a special offer for new sellers: With the voucher code MP-UNI2025, you can sell without paying a base fee for 3 months on all Kaufland marketplaces. Valid only for new registrations until October 31, 2025. Register right now here: https://www.kaufland.com/join?utm_source=podcast&utm_medium=paid&utm_campaign=B2BMarketplaceUniverse&utm_content=08_2025

The marketplace business continues to produce remarkable success stories – such as those of Carolin Langer and LaCaTho. With an average shopping cart value of only $4, her business is profitable, scalable, and growing. In this episode, she talks about how she started out on eBay and now supplies over 40,000 customers a year with bee-friendly seeds. For her, automation is a must, not an option. Many tools make her work easier, but they are all reviewed every six months. There are clear responsibilities in her small team, with everyone having a specific area of responsibility – for eBay, Amazon, and Shopify. And because Carolin loves to shoot short videos of seeds, flowers, trees, and bees everywhere she goes, she is able to market her products without expensive ads – which are simply not feasible with such low-priced products. Instead, they generate a decent amount of sales in their own shop via TikTok. She also reveals how she manages her time – she works full-time as a mechanical engineer. Note from  the sponsor exporto: Internationalization and its challenges are a big concern to brands and sellerrs. Shipping, returns processing, tax regulations and one-stop shop procedures – all of this can cause quite a headache. Service providers such as exporto can help. exporto has spezialised cross-border e-commerce logistics in Europe. With automated technology and a strong partner network, exporto ensures that online retailers can ship internationally as smoothly as they do in their home market. And the best part? Exporto has an attractive discount for you: If you register with exporto by August 31 and sign a contract, you won’t pay any basic fees for the first two months. Register right now here: https://mag.exporto.de/marketplace-universe-offer   Note from  the sponsor base: Base is a SAAS e-commerce solution provider originally founded 2006 in Poland. The platform offers features such as automations for order management, inventory management and fulfilment, a marketplace management tool for lots and lots of B2B and B2C channels, and integration options to include other backend tools in real-time. Base is present in 11 countries, the solution is already used by companies such as OBI, Kärcher, MediaMarkt, Samsung, Decathlon, Intersport, Develey. If you would like to learn more about Base, join us at our Connect Event with Base on September 17 in Cologne. Register right now: https://webforms.pipedrive.com/f/1wBV5bM8AALuEq8GfFLwj7tLJ80w9AZL4cf4DN1nvG4uMLrSOfA5NxaV1X0qvNAC7   Chapters: 00:00 Introduction to Marketplace Dynamics 02:46 Carolin Langer’s Journey: From Side Hustle to CEO 06:38 The special market situation of LaCaTho 12:27 Marketplace Strategies: Automation and Customer Experience 17:32 Volume in the main and off-season 21:06 Bestsellers and the tricks of algorithms 24:31 The power of Videos and of TikTok 31:46 Scaling and Future Plans for LaCaTho

ChatGPT is testing in-chat shopping – from product search to recommendations and even checkout via Stripe. No webshop, no marketplace – just conversation. Shopify reacts immediately, blocking AI shopping agents. The battle for the customer interface has officially begun. In this episode, Ingrid and Valerie discuss how AI agents are shifting the power dynamics in e-commerce – and what this means for marketplaces, sellers, and brands. They also unpack the stories behind these headlines: Galaxus pushes international expansion despite heavy losses Tesco builds a massive new distribution center bol.com opens up to non-EU sellers Zalando & About You – merger approved, but many questions remain   Note from the sponsor eBay: Selling internationally sounds easy – but the reality often tells a different story. Because shipping abroad is not the same as being truly ready to scale across borders. That’s why our partner eBay has put together a super helpful whitepaper that helps you check your international readiness with a detailed checklist and gives concrete advice on pricing, customer service, inventory, returns – and even how to identify the right markets and products. One highlight: With the eBay Product Research Tool, you can analyze three years of sales data by country and category. So if cross-border commerce is on your radar, download the free whitepaper “From Germany to the World” by eBay right now: https://www.ebay.de/sml/whitepaper-internationalverkaufen   Note from  the sponsor base: Base is a SAAS e-commerce solution provider originally founded 2006 in Poland. The platform offers features such as automations for order management, inventory management and fulfilment, a marketplace management tool for lots and lots of B2B and B2C channels, and integration options to include other backend tools in real-time. Base is present in 11 countries, the solution is already used by companies such as OBI, Kärcher, MediaMarkt, Samsung, Decathlon, Intersport, Develey. If you would like to learn more about Base, join us at our Connect Event with Base on September 17 in Cologne. Register right now: https://webforms.pipedrive.com/f/1wBV5bM8AALuEq8GfFLwj7tLJ80w9AZL4cf4DN1nvG4uMLrSOfA5NxaV1X0qvNAC7   Chapters: 01:00 AI’s Impact on Marketplace Shopping 07:40 Galaxus’s Internationalization Strategy 09:41 Tesco’s New Distribution Strategy 11:49 Zalando and About You Merger 15:30 Bol’s Expansion to Non-EU Sellers

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. Takeaways: Anna Maria Zillinger elucidates the necessity for D2C brands to pivot away from brick-and-mortar sales when faced with the loss of the Amazon Buy Box. The significance of a meticulously defined brand portfolio is underscored by Anna Maria as vital for sustaining competitive advantage in e-commerce. Investment in a web shop remains a strategic priority for Anna Maria, emphasizing the importance of direct consumer engagement. Anna Maria’s team employs weekly click rate analyses to optimize product visibility and enhance marketing effectiveness on digital platforms. 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: Ready for the electronics hustle? How to successfully prepare for Cyber Week on MediaMarktSaturn Marketplace