Challenge
The brand had an established presence on Amazon, selling approximately 1,000 units per month. However, they had no presence on Walmart, missing out on a large segment of U.S. shoppers who prefer Walmart for their grocery purchases.
Solution
We executed a phased rollout strategy to balance risk with growth:
- Seller Fulfilled Test
- Launched the product on Walmart using seller fulfillment.
- Established early traction with 20–30 units per month, validating shopper demand and category fit.
- Transition to WFS (Walmart Fulfillment Services)
- Enrolled the product into WFS, enabling 1–2 day delivery with free shipping for Walmart+ members.
- Improved discoverability in Walmart’s search results
- Streamlined logistics and enhanced the customer experience through faster shipping and better inventory positioning.
Results
The shift to WFS delivered immediate and sustained growth:
- Sales Growth: From 20–30 units/month seller fulfilled to 80–120 units/month with WFS.
- New Revenue Stream: Added meaningful incremental sales beyond Amazon performance.
- Market Expansion: Introduced the product to Walmart’s unique customer base, reaching shoppers not accessible through Amazon.
Key Takeaway
While Walmart sales volume remains lower than Amazon, Walmart represents a new and incremental market, not just a split of existing demand. By leveraging WFS, we helped the brand capture new customers, grow discoverability, and expand its total market share. For brands seeking long-term growth, expanding to Walmart is diversification and market expansion.