Ecommerce

Walmart Opens New Stores: You’re Not Allowed In. They look like stores. They stock popular products. But you can’t go inside. Walmart is piloting “dark stores” in Dallas and Bentonville—brick-and-mortar locations that fulfill only online orders. No customers. No carts. Just pickers, packers, and speed. This isn’t omnichannel. It’s reverse omnichannel—physical space built to serve digital demand. It’s working: Walmart’s U.S. e-commerce is now profitable, with Q1 sales up 21%. Deliveries under 3 hours grew 91% year-over-year. They expect to reach 95% of U.S. households within that timeframe. What’s driving this? * Tech-powered logistics (drones, AI, automation) * Streamlined assortments and faster turns * Customers willing to pay for speed What does this mean for brands? If you’re not easy to pick, ship, and deliver, you’re in the wrong place at the wrong time. * Visual merchandising becomes data merchandising. * Packaging becomes performance. * Shelf appeal becomes search appeal. This tactical shift is both a challenge and a call to evolve. The store of the future may not need shoppers. But it absolutely needs suppliers who understand the choreography of fulfillment. Would love to hear how others are preparing for a world where brick-and-mortar goes dark. #RetailStrategy #Ecommerce #Logistics #Walmart #DarkStores #RetailInnovation #ConsumerBehavior #RetailTransformation #LastMile Bloomberg Retail Dive Amazon Kohl's

SEO - dead. Paid Marketing - dead. Engineering - dead too. (kidding!) But you know what’s never dead? Churn. Churn eats at your business, stalling your growth. Here are my 10 go-to churn reduction tactics I apply at every business. 1. Drive paid feature utilization. If users aren’t using what they paid for, they won’t stick around. 2. Don’t wait till churn happens: -> Get activation right. This means nailing setup, hitting the “aha!” moment quickly, and building habit loops. -> Ensure healthy ongoing engagement from paid users (your paid WAU). Monitor usage, depth, and frequency - not just logins. 3. Make reactivating auto-renew one click. Across every surface - app, web, email, everywhere. This is such an easy win - 10% of your cancels should be resubscribing before subscription end! 4. Be aggressive with payment failure comms. Prompt them to update their payment method via both email and in-product notifications. In product is a key word here, especially if they are still active. 5. When users cancel auto-renew, show them what they’ve used and what they’ll lose. Make the cost of leaving clear. Canva does this best. 6. Score users for churn risk. Offer discounts or even comped time for “high-risk” - this can save as much as 5% of your churn. 7. Offer a pause option. Especially helpful if you serve users with occasional or seasonal needs. 8. Make your pricing and packaging flexible. Let users move down the tiers during cancellation flow without friction - don’t lock them in. 9. Move your tenured monthly customers to annual subscriptions. After first-term churn, lead with something like: “Get your next X months free by switching to annual.” A good target is to move about 20% of your remaining monthly subscribers to annual by the end of their first year. 10. Human touch for high-value accounts: If you're B2B or high ARPU B2C, personal outreach from support or success teams can go a long way. This + My most tried and true churn benchmarks in my latest newsletter: https://lnkd.in/e3_aEWzZ This week's newsletter is sponsored by Churnkey - they help you reduce your involuntary churn. Do give them a try! #growth

In retail, many chase the next big thing—a new style, a new way to reach consumers—triggering a frantic race to adopt. But most trends fade as fast as they appear. The real game-changers are curated habits that prove they can stand the test of time. I’ve championed social commerce as the future of retail for over a decade. In hindsight, that barely scratches the surface. It’s now a deeply ingrained consumer behavior. The imperative isn’t just to adopt it, but to evolve with it—constantly and intentionally. At HSN, social commerce was core to our strategy. We pioneered the blend of shopping and entertainment. That’s the essence: finding the sweet spot where entertainment, connection, and commerce converge. Soon after, platforms like Twitch began enabling users to both game and shop in real time, blending entertainment with commerce. Fanatics has successfully leaned into this model as well, immersing fans in live experiences while showcasing gear in action, often worn by their favorite athletes and community, turning fandom into a powerful trust signal. More recently, TikTok Shop collapsed the purchase funnel into a single scroll. It's no longer discover, then buy. Now, it’s see it, want it, buy it—seamlessly, in-platform. So, as we look ahead, how do I see this "social commerce habit" evolving? Here's what I expect: 🔹 Creator Integration is Non-Negotiable. For Gen Z, in particular, TikTok Shop has become a primary discovery engine. They trust their favorite creators to genuinely try products and offer honest feedback. The more brands lean into authentic partnerships with creators, the more trust they build in this integrated shopping experience. It’s about relationship-driven commerce. 🔹 Embrace a Zero-Click World. Speed and simplicity are paramount. Consumers need to be able to see, buy, and receive as fast as humanly possible. This means minimal clicks, minimal friction, and no moments for reconsideration. It's about instant gratification and removing all barriers between desire and ownership. 🔹 Elevate Live Shopping. This is a powerful return to the personal connection and real-time interaction that defined the best of traditional retail. Shoppable videos and live sessions transform social media into a personalized shopping aisle. Imagine experts demonstrating products, showing how they fit or can be styled, all in real-time, tailored to your interests. It brings humanity back to digital retail. 🔹 Unlock the Power of Virtual Try-Ons. A longstanding hurdle in e-commerce is "try before you buy." AI-enabled virtual try-on features solves that, making online shopping more immersive and convenient. This translates directly into higher conversion rates, deeper engagement, and customers spending more valuable time interacting with your brand digitally. It’s time to stop treating social commerce like a trend. This is commerce, full stop. It’s a fundamental consumer behavior that belongs at the center of every modern retail strategy.

🎯 The scariest notification isn't from your ad account. It's the one that starts with "Department of Revenue." Most DTC operators are laser-focused on the metrics that matter: CAC, LTV, conversion rates, and monthly recurring revenue. But there's one metric they're completely blind to: tax exposure. Here's what I see happening constantly: → Brands are selling in states where they should be registered, but aren't → Most discover this through penalty notices, not proactive planning → Finance teams are burning hours monthly on reactive compliance → The "surprise" tax bills can be devastating The silent killer isn't your acquisition costs or inventory management. It's the tax liability building up in states you didn't even know you were obligated to track. Kintsugi fixes this before it becomes a crisis: → Pulls all your sales + payment + shipping data into one dashboard → Tracks nexus thresholds across all 50 states in real-time → Files automatically so you never miss a deadline → Reconciles everything so your team isn't scrambling at month-end This isn't just tax software built by accountants for accountants. It's compliance infrastructure built by operators who understand ecommerce velocity. While your competitors are getting blindsided by tax notices, you'll be scaling with clean compliance from day one. The difference between reactive and proactive compliance? Usually significant costs and a lot of sleepless nights. Get started with Kintsugi >> https://lnkd.in/g-VRHzbS

Here's something that surprises people: WCAG has no minimum font size requirements. Your site could use 8px text and still technically pass accessibility standards. But real users with low vision? They're struggling to read anything on your site. "But users can just zoom in or resize text in their browser," you might think. Sure, they can. But most people don't know that's even an option. And even if they do, why should we make them work harder to access basic content? This is exactly why compliance ≠ accessibility. I see this gap all the time when working with teams. They'll run automated scans, fix the flagged issues, and think they're done. But accessibility isn't just about passing tests – it's about real people having real experiences with your content. The best accessible sites go beyond technical requirements. They ask: "Can someone actually use this?" Not just "Does this validate?" Some other compliance gaps I see regularly: • Keyboard navigation that technically works but feels clunky or confusing • Alt text that describes images but misses the context or purpose • Color contrast that meets ratios but still feels hard to read in real conditions • Forms that are properly labeled but have unclear error messages True accessibility happens when we design for humans, not just validators. What compliance gaps have you noticed in your work? I'm curious what patterns others are seeing out there. #Accessibility

"Is $20/month too much for our product?" Instead of guessing, we used the Van Westendorp method to find our pricing sweet spot. 4 questions revealed exactly what users would pay (and we haven't touched our pricing since). Here's the framework any founder can steal: 1. Send a survey to actual users, not prospects We surveyed people already using Gamma. They understood the real value of our product, not hypothetical value. Too many founders survey their waitlist or randomly select people who have never used their product. That's like asking someone who's never driven about car prices. 2. Ask these 4 specific questions - At what price would this be too expensive for you to consider it? - At what price is it expensive but still delivering value? - At what price does it feel like a bargain? - At what price is it so cheap you'd question if it's reliable? These create bookends for perceived value. You're mapping the entire spectrum of price psychology, not just asking "what would you pay?" 3. Plot the responses and find where the lines intersect Graph responses from lots of users. Where "too expensive" and "too cheap" lines cross: that's your acceptable range. Where "expensive but fair" meets "bargain": this is your optimal price point. 4. Test within the range, don't just pick the middle The intersection gives you a range, not a number. We ran pricing experiments within that range to see actual conversion rates. A survey shows willingness to pay; testing reveals actual behavior. 5. Lean towards generous (especially for product-led growth) We chose to be more generous with AI usage than our "optimal" price suggested. Word-of-mouth growth matters more than maximizing initial revenue. Not everything shows up in the numbers. 6. Lock it in and stop tinkering Once you find the sweet spot through data, stick with it. We haven't changed pricing in 2 years. Every month debating pricing is a month not improving product. Remember: pricing is a signal, not just a number (Image: First Principles)

One of the biggest takeaways I spotted from Intuit Mailchimp’s analysis of the 2024 holiday shopping season is that the new year is ripe with new opportunities to drive loyalty. Here’s why → 64% of orders from Mailchimp customers with connected stores came from new customers during Cyber Weekend 2024. That's a huge opportunity to grow your loyal customer base! And research we produced with Canvas8 tells us that the best kept secret to driving loyalty is actually grounded in science. Our Loyalty Wheel reveals 4 key drivers of loyalty: 1. Reward: Our brains love rewards. Create a sense of reciprocity by offering exclusive deals, personalized discounts, or early access to new products. 2. Memory: Make it easy for customers to remember (and repeat!) positive experiences with your brand. Design a frictionless customer journey, offer subscriptions for frequently purchased items, and send well-timed reminders. 3. Emotion: Foster an emotional connection that goes beyond transactional exchanges. Align your brand with causes your customers care about, share authentic stories, and build a sense of community. 4. Social Interaction: Encourage customers to share their love for your brand with friends and family. Create opportunities for user-generated content, run refer-a-friend programs, or host exclusive events. And here's how to put it all into action: 🎉 Surprise and delight: Gift your customers with unexpected rewards. And just not generic discounts. Offer exclusive experiences or partner with like-minded brands to create unique offers. 🛝 Streamline every touchpoint: Remove friction in the customer journey with automation. From browsing to purchasing to post-purchase support, make it easy and enjoyable to do business with your brand. 🎯 Prioritize personalization: Craft your messaging and build authentic connections. Use data and AI analysis to understand your customers' values and preferences and use those insights to create content that resonates. 🤗 Give VIP treatment: Make your customers feel like VIPs. Give them early access to new products, invite them to exclusive events, or feature them on your social media channels. Download Mailchimp and Canvas8’s The Science of Loyalty and The Strategic Loyalty Playbook for a deep dive into the science, complete with actionable strategies and inspiring examples: https://bit.ly/49FJayO Make 2025 the year of the loyal customer. You got this.

A client came to us frustrated. They had thousands of website visitors per day, yet their sales were flat. No matter how much they spent on ads or SEO, the revenue just wasn’t growing. The problem? Traffic isn’t the goal - conversions are. After diving into their analytics, we found several hidden conversion killers: A complicated checkout process – Too many steps and unnecessary fields were causing visitors to abandon their carts. Lack of trust signals – Customer reviews missing on cart page, unclear shipping and return policies, and missing security badges made potential buyers hesitate. Slow site speeds – A few-second delay was enough to make mobile users bounce before even seeing a product page. Weak calls to action – Generic "Buy Now" buttons weren’t compelling enough to drive action. Instead of just driving more traffic, we optimized their Conversion Rate Optimization (CRO) strategy: ✔ Simplified the checkout process - fewer clicks, faster transactions. ✔ Improved customer testimonials and trust badges for credibility. ✔ Improved page load speeds, cutting bounce rates by 30%. ✔ Revamped CTAs with urgency and clear value propositions. The result? A 28% increase in sales - without spending a dollar more on traffic. More visitors don’t mean more revenue. Better user experience and conversion-focused strategies do. Does your ecommerce site have a traffic problem - or a conversion problem? #EcommerceGrowth #CRO #DigitalMarketing #ConversionOptimization #WebsiteOptimization #AbsoluteWeb

When I started building my brand ecosystem publicly, everything shifted. The traditional advice says, "build it and they will come." But after studying founder brands, I've learned that most founders are stuck choosing between getting attention and maintaining integrity. Last year, I watched a brilliant entrepreneur struggle with this exact paradox. When I shared my Brand Trust Equation with her, something beautiful happened. Here's what I learned about building in public through systematic brand development: 1. Identity System Transparency Share your core messaging, positioning, and values openly. Building your identity in public creates accountability for authentic choices. Your audience connects with the journey, not just the destination. 2. Content System Broadcasting Document your strategic output across all platforms transparently. Sharing your content framework helps others while establishing your authority. Your systematic approach demonstrates professionalism and intentionality. 3. Experience System Documentation Show how people interact with your brand at every touchpoint. Building your customer journey in public creates better experiences for everyone. Your process transparency helps prospects know exactly what to expect. 4. Conversion System Sharing Reveal how attention becomes revenue in your business model. Building your funnel in public demonstrates the value of systematic thinking. Your transparent approach shows prospects the clear path forward. 5. Lighthouse Content Strategy Create cornerstone pieces that attract your ideal audience while repelling everyone else. Building your manifesto, methodology, case studies, and vision in public establishes authority. Your transparent philosophy becomes a filter for quality connections. This approach builds long-term brand equity instead of short-term attention. 6. Platform Synergy Framework Show how different platforms serve different purposes in your ecosystem. Building your multi-platform strategy in public creates strategic alignment. Other founders learn how to maximize impact across channels. This isn't just about building brands, it's about creating beautiful, systemized, and authentic businesses that serve both founders and their communities. When you build your brand ecosystem in public, you're not just attracting attention. You're building trust through the Brand Trust Equation: (Consistency × Authenticity × Value) ÷ Self-Promotion. The solution isn't choosing between integrity and attention, it's building systems that deliver both simultaneously through transparent, value-first brand development. The future belongs to those brave enough to build their brand systems in public. __ Enjoy this? ♻️ Repost it to your network and follow Matt Gray for more. Curious how this could look inside your business? DM me ‘System’ and I’ll walk you through how we help clients make it happen. This is for high-commitment founders only.

Brands are growing online through digital subchannels. You may not be investing in the proper set of sub-channels. As a result of our latest research on a strategic engagement with a global FMCG client we've been working with, we observed that there is a strong digital channel diversification strategy at play for the snacking category. 📍The remarkable 149.6% growth in Nestle's eCommerce share from 2018-2023 demonstrates that ambitious targets (25% by 2025) can be achieved through strategic investments in infrastructure, including eCommerce academies for employees and specialized platforms for key growth markets. 💡Leading CPGs are pursuing multi-faceted digital approaches simultaneously, with Mondelēz Internationalēz focusing on marketplace dominance across diverse regions, PepsiCo pioneering direct-to-consumer channels and Nestlé also implementing both internal and external eB2B platforms to create an ecosystem approach to digital commerce. However, trailing FMCGs should monitor digital commerce leaders for capability building and execution. Our research also indicated that there is a significant digital commerce performance gap among CPG giants as well. L'Oréal and Nestlé have established a significant competitive advantage with eCommerce sales contributions of 27% and 18.5%, respectively, demonstrating that category leadership is increasingly determined by digital capability maturity rather than legacy market position. Unilever's No.6 overall revenue rank but relatively modest 14% eCommerce sales contribution indicates Magnum's spinoff presents a strategic opportunity to build focused digital capabilities that could outperform the parent company's approach. eCommerce dominance is approaching a tipping point. The projected shift from 35% eCommerce retail share in 2022 to 41% by 2027 represents a critical inflection point where digital commerce is transitioning from an alternative channel to the primary growth driver for CPG brands, demanding corresponding shifts in organizational structure and investment prioritization. With eCommerce growing at more than double the rate of brick-and-mortar (9% vs. 4% CAGR), spinoff moves and timing (Look at Mondelez from Kraft Heinz 10 years ago, Kellanova and Magnum Ice Cream Company recently) is strategically optimal to create a digital-first operation that can capture disproportionate growth as the global retail landscape approaches near-parity between online and offline channels. 𝗧𝗼 𝗮𝗰𝗰𝗲𝘀𝘀 𝗮𝗹𝗹 𝗼𝘂𝗿 𝗶𝗻𝘀𝗶𝗴𝗵𝘁𝘀 𝗳𝗼𝗹𝗹𝗼𝘄 ecommert® 𝗮𝗻𝗱 𝗷𝗼𝗶𝗻 𝟭𝟯,𝟵𝟬𝟬+ 𝗖𝗣𝗚, 𝗿𝗲𝘁𝗮𝗶𝗹, 𝗮𝗻𝗱 𝗠𝗮𝗿𝗧𝗲𝗰𝗵 𝗲𝘅𝗲𝗰𝘂𝘁𝗶𝘃𝗲𝘀 𝘄𝗵𝗼 𝘀𝘂𝗯𝘀𝗰𝗿𝗶𝗯𝗲𝗱 𝘁𝗼 𝗲𝗰𝗼𝗺𝗺𝗲𝗿𝘁® : 𝗖𝗣𝗚 𝗗𝗶𝗴𝗶𝘁𝗮𝗹 𝗚𝗿𝗼𝘄𝘁𝗵 𝗻𝗲𝘄𝘀𝗹𝗲𝘁𝘁𝗲𝗿. #strategy #CPG #FMCG #ecommerce #AI Procter & Gamble Henkel SC Johnson Reckitt The Clorox Company Colgate-Palmolive Church & Dwight Co., Inc. The Coca-Cola Company Danone Ferrero Mars Kellogg Company Beiersdorf