What do you do when wholesale for brick-and-mortar sales suddenly causes you to lose the Buy Box? There's only one thing to do: get out of brick-and-mortar sales. That's exactly what Anna Maria from BabyForte did after large online pharmacies snatched the Buy Box away from her on Amazon. Local pharmacies reacted immediately and negatively to her cautious price adjustment. Since then, she has been focusing fully on her online business again. In this podcast episode, she talks about the three phases a D2C brand goes through when it is being built up, why she continues to invest in her web shop, why she relies on a clearly defined brand portfolio, and why she is not looking for investors at the moment. She also reveals why her team spends every week analyzing click rates. Note from the sponsor Taxdoo: Every marketplace trader can tell you a thing or two about it: different tax rates, different responsibilities, tax advisors who are inexperienced in e-commerce. The taxtech company Taxdoo wants to remedy this situation. Taxdoo offers a comprehensive platform for online retailers who need to carry out legally compliant and efficient sales tax reporting and accounting processes. The software analyzes all sales, fees, and payments, resulting in a transparent and audit-proof solution, is seamlessly integrated with many marketplaces and can handle all EU and UK sales tax processing, including OSS exports. If you want to know more about VAT, read our blog article, in which you will also find a table with all VAT rates in the EU, UK, and Switzerland. Find out more here:https://marketplace-universe.com/vat-traps-7-critical-rules-every-marketplace-seller-in-europe-needs-to-know/ ( https://marketplace-universe.com/vat-traps-7-critical-rules-every-marketplace-seller-in-europe-needs-to-know/) Note from the sponsor MediaMarkSaturn: Even though it's only summer, Cyber Week is coming around faster than you think! That means: Plan early. Because the time between November 24th and December 1st is not just a sales boost – it’s a full-on operational challenge. The most common mistakes? As Alexander Klinger from MediaMarktSaturn knows it’s not enough stock, no prep for returns and customer inquiries, poor product content and shipping KPIs all over the place. MediaMarktSaturn shares participation details 4 to 6 weeks ahead. Secure visibility, top homepage deals are handpicked – only sellers with strong KPIs and competitive prices stand a chance. And use Retail Media wisely. They work, but only if you book them early. For more practical tips see the full interview on Marketplace Universe: https://marketplace-universe.com/good-cyber-week-preparation/ Chapters: 00:00 Introduction to Supplements in Marketplaces 02:32 Anna Maria Silinger: Founder Insights 08:38 The Evolution of BabyFORTE 13:11 Transitioning from Startup to Mature Company 18:56 Profitability vs. Growth Strategies 23:31 Exploring New Marketplaces 25:56 Shipping and Fulfillment Strategies 27:06 Regulatory Challenges in the Supplement Industry 29:49 Lessons from Physical Pharmacy Partnerships 33:17 Future Growth and Brand Development