Launching a marketplace in 100 days: the Horrea method 🚀

Before taking action, you need to understand.
These first ten days are dedicated to assessing the brand’s potential, identifying growth drivers, and defining a clear strategy.

Objective: To provide a comprehensive analysis of brand equity, commercial performance, competitive positioning, and growth opportunities.

1. Strategic analysis

Strategic analysis aims to understand the strengths and weaknesses of the brand in order to identify opportunities in the marketplace.

• Brand equity assessment: overall positioning, image consistency, and perceived value.
• Study of customer perception through consumer reviews, satisfaction, and areas for improvement.
• Analysis of prices charged and price/product consistency in relation to market expectations.
• Comprehensive competitive benchmarking: offers, visibility, SEO, marketing campaigns, and market share.
• Identification of areas of differentiation and unique levers to improve competitiveness.

2. Performance audit and potential of existing marketplaces

This step involves analysing current performance and identifying growth drivers on marketplaces.

• Analysis of existing sales: volume, turnover, margins and breakdown by product.
• Evaluation of key KPIs: ROAS, conversion rate, Buy Box, return rate.
• Identification of underperforming ranges and untapped opportunities.
• Analysis of price and margin consistency compared to direct and indirect competitors.

3. Selection of priority marketplaces

The objective is to select the most relevant marketplaces to develop sales, taking into account commercial potential and technical constraints.

• Selection of European and international marketplaces suited to the brand.
• Study of traffic, audience and market share for each platform.
• Selection of marketplaces by category and revenue potential.
• Consideration of commissions, service fees and logistical conditions.
• Assessment of ease of technical integration and available tools.
• Management of cross-border logistics flows and adaptation of delivery methods.

4. Consolidated strategic recommendations

Marketplace growth plan

Based on the above analyses, we define a structured strategic plan to maximise the brand’s growth on marketplaces.

• Prioritise marketplaces to open: high potential and aligned with brand image.
• Define a pricing and promotional strategy tailored to different channels.
• Enhance product visibility through SEO optimisation and targeted media campaigns.
• Define short-, medium- and long-term actions to structure a progressive roadmap.
• Adapt the marketing strategy according to product type and competition.

We move from planning to action, providing comprehensive support in technical, marketing and logistical areas.

Objective: To support the brand in technical, logistical, marketing and commercial implementation to ensure effective deployment on marketplaces.

 1. Account creation and configuration

• Support with contracting and KYC management.
• Setting up seller accounts (administrative, banking and logistics information).
• Configuring delivery rules and return options.
• Managing multi-user access for teams and partners.

2. Catalogue & content management

• Structuring and mapping product flows.
• Multilingual translation and SEO optimisation.
• Organising product attributes.
• Creating and enriching product listings (titles, descriptions, visuals).
• Setting up customised shops (Brand Store, Brand Registry).
• Monitoring catalogue quality and marketplace compliance.

3. Pricing policy & automation

• Definition of a consistent pricing strategy across channels.
• Implementation of dynamic repricing tools.
• Automation of price and stock updates.
• Continuous competitive monitoring and margin tracking.

4. Marketing & visibility

• Retail Media campaigns: Amazon Ads, DSP, AMS, sponsored campaigns.
• Specific promotions: coupons, bundles, flash sales, event offers.
• Customer review management to maintain a rating above 4 stars.
• Rich content optimisation and ROAS tracking.

5. Logistics & customer service

• Coordination of logistics flows: preparation, shipments, returns.
• Optimisation of transport costs and delivery times.
• Integration of logistics solutions (Amazon FBA, Octopia, third-party providers).
• Implementation of a multi-channel, multilingual customer service.
• Proactive dispute management and customer satisfaction.

6. Accounting & reconciliation

• Comprehensive management of marketplace financial flows (sales, commissions, refunds).
• Automation of accounting reconciliation.
• Multi-country VAT management and regulatory compliance.
• Multi-country financial reports for margin tracking.

7. Data visualisation

• Implementation of data visualisation solutions to centralise and visualise key indicators.

Objective: To implement regular monitoring and precise management of the business in order to optimise performance and ensure sustainable sales growth on marketplaces.

1. Dashboards & reporting

• Centralised dashboards to aggregate multi-marketplace data.
• KPI tracking: turnover, margins, conversion rates, Buy Box, ROAS.
• Performance analysis by product, category and country.
• Automated periodic reports for management and marketing decisions.

2. Monitoring key KPIs

• Continuous analysis of performance indicators.
• Identification of deviations from objectives.
• Monitoring of marketing campaigns (costs, conversions, visibility).
• Continuous improvement based on data.

3. Corrective action plans

• Rapid corrective action based on observed results.
• Optimisation of marketing and SEO campaigns.
• Readjustment of pricing strategies.

4. Support for support services

• Training and skills development for teams.
• Automation of repetitive tasks.
• Support with recruiting specialist profiles.

5. Automation & technical tools

• Integration of automation tools to centralise marketplace operations.
• Technical connectors to synchronise stock, orders and prices.
• Automated payment tracking and accounting reconciliation.
• Monitoring of technological innovations in the sector.

In 100 days, this methodology enables a brand to move from strategy to action, with an operational, high-performance, data-driven marketplace.
A comprehensive approach covering strategic vision, operational implementation and the structuring of sustainable management.

This is the Horrea method:
👉 10 days to frame,
👉 80 days to deploy,
👉 10 days to sustain.

Contact our Horrea experts to build your customised deployment plan.