78% of Monthly Sales Driven by VENDO’s Walmart Strategy

Apr 22, 2025

Metrics

78%

of Sales Generated During Campaign Period

21%

Month-over-Month Sales Growth (from 3P to 1P)

2,200

Stores Awarded Online Pickup & Delivery

$2>$3.50

Prime Day
ROAs Improvement YoY

17%

Increase
in Shipped Revenue YoY

#3

Organic Ranking on
‘Protein Powder’

6

Products Moved
to Page 1

Context

This year, we saw performance impacted by a few variables never before experienced.

Firstly, we saw the COVID e-commerce spike trend down a bit, which was indicated by consumers falling back to in-store shopping on Black Friday at a higher rate. As a result, Sunday and Cyber Monday performed the best of the 5-day main event, which runs from Thanksgiving Thursday to Cyber Monday. Black Friday still saw a lift but not as profound as the last couple of years.

Secondly, Amazon ran 2 Prime Day events in the same year for the 1st time ever, with the 2nd event, “Prime Early Access Sale” (dubbed Fall Prime Day), occurring in October only about 5-6 weeks before Black Friday/Cyber Monday promotions began. Because of this, consumers got a head start on their holiday shopping earlier than ever.

Third, there was a mass Amazon Advertising Console technical glitch, resulting in underspending on Black Friday.

Nevertheless, VENDO was able to deliver on wins for its brand partners as detailed below.

Context

An established exterior protectants brand, with over 20 years of presence at Walmart and generating $30MM in annual sales, sought to validate online demand for an innovative new product. Competing in the DIY space and selling at major home improvement retailers, the brand leveraged Walmart Marketplace as a testing ground before committing to a broader in-store rollout.

Tactics

VENDO developed and implemented a strategic approach to assess demand and optimize the brand's retail strategy. The brand launched 2 items on Walmart Marketplace, following VENDO's recommended 5-month test plan with key investments in digital marketing and product visibility, including:

A $3K/month paid search campaign to drive online traffic.

Review syndication, accumulating 700 reviews to establish credibility.

A 4-month advertising campaign, supporting visibility and conversions.

Successfully generating 78% of online sales over 6 months.

Conclusion

VENDO's strategy delivered significant insights and measurable improvements:

Proven Online Demand: Marketplace sales exceeded expectations, driving 78% of incremental monthly sales.

Improved Pricing Strategy: Once inventory transitioned to fulfillment centers (FCs), retail prices were reduced by 24%, enabling strikethrough pricing. This boosted organic rankings across multiple non-branded search queries.

Enhanced Fulfillment Capabilities: FC placement shortened delivery times from an average of 5 days to 2-day shipping nationwide.

Stronger Retail Positioning: Improved online velocities contributed to the brand securing placement in the exterior protectants modular for Spring 2025.

Successful Transition from 3P to 1P: The shift to 1P led to a 21% month-over-month increase in sales.

Based on the success of the test, both items secured 1P fulfillment center space and will be launching in 2,200 Walmart stores in April 2025 with Online Pickup & Delivery availability. The estimated incremental revenue from this expansion is projected to reach $600K, marking a significant growth milestone for the brand.