Walmart · Multiple engagements
Walmart growth, across brands.
Selected results from recent Walmart engagements — from a marketplace launch that scaled to $14M, to a mattress vendor moving from DSV to 1P owned and earning an in-store test. Different starting points, same operator playbook.
Marketplace launch
Mid-market home goods manufacturer (anonymized)
Situation
A mid-market home goods manufacturer wanted to diversify beyond Amazon and DTC. Walmart Marketplace was the strategic channel — but the internal team had no marketplace playbook, limited bandwidth, and no experience with Walmart's seller ecosystem.
What we did
- 01
Designed the full Walmart launch plan: catalog prioritization, content optimized for Walmart search, and a Walmart Connect ad strategy built around margin targets.
- 02
Built operational processes for inventory, returns, and seller scorecard management — then embedded weekly coaching with the in-house team for two quarters.
- 03
Scaled the catalog from a focused launch SKU set to full assortment over 12 months, layering Walmart Fulfillment Services (WFS) selectively to optimize margin.
Results
$0 → $14M
Annual run-rate on Walmart
In 18 months from zero
Top 1%
Seller status achieved
Consistent scorecard performance
22%
Of total digital revenue
Stronger margins than Amazon
The internal team now runs the channel independently with the playbook we built — Walmart is a durable growth engine, not a side experiment.
eCom wholesale · DSV → 1P → in-store
Mattress vendor (anonymized)
Situation
A mattress vendor was selling on Walmart.com through drop-ship vendor (DSV) only. Digital growth had plateaued, item pages weren't converting, and the brand had no path into 1P owned inventory or physical store distribution — the two moves that unlock real scale with Walmart.
What we did
- 01
Ran a full Walmart.com audit — content, search visibility, review velocity, and item setup — then rebuilt the digital shelf to hit Walmart's conversion and content quality thresholds.
- 02
Made the internal case to Walmart merchants for 1P owned transition: modeled sell-through, in-stock reliability, and margin impact, and negotiated the move from DSV to 1P on the hero assortment.
- 03
Used the strengthened digital performance and 1P sell-through story to earn a Walmart in-store test as a vendor — bridging the brand from marketplace-only to omnichannel Walmart partner.
Results
DSV → 1P
Owned inventory transition
Hero assortment
In-store test
Earned as a Walmart vendor
Physical distribution unlocked
Digital lift
Content, search, and conversion rebuilt
Foundation for the merchant case
Winning on Walmart.com wasn't the end goal — it was the proof point that unlocked 1P and, ultimately, shelf space. Digital performance became the lever for the full Walmart relationship.
Next step
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