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EPISODE 273 31 mins

How to Leverage eBay as a DTC Brand

About the guests

Kristine Venta Diemoz

Kunle Campbell

Kristine is the Senior Manager of Go-to-market strategy and operations at eBay. In her role, she’s responsible for updating their sellers on key programs and changes. Kristine has been at eBay for over 18 years working in a variety of roles, from customer service to project management to marketing.

On today’s episode, Kunle is joined by Kristine Venta Diemoz, Senior Manager – go-to-market strategy and operations at eBay, which is the 3rd largest eCommerce website in the US and has a global user base that’s 183 million strong!


Product auctions, refurbished goods, difficult-to-find products – these are some of the things many of us immediately associate with eBay. And with good reason. There is no other marketplace quite like eBay. But how good or suitable is eBay for DTC brands?


Most DTC brands tend to steer away from eBay for concerns of brand equity and perception. But there are ways to use the unique set up of eBay to your advantage. You have full control on many aspects and also an option to sell without paying fees. Users come to eBay looking for good deals and are not sticklers for brand new goods. This makes eBay ideal for repurposing returned items and offering stock clearances.


In today’s episode Kunle and Kristen discuss the unique proposition of the eBay marketplace and why it might be too big to ignore for DTC and eCommerce brands!


Here is a summary of some of the most important points made,

    • Listing on eBay is quick and low-risk
    • eBay offers sellers more control than other marketplaces
    • Returned goods can be refurbished and listed on eBay
    • eBay also offers optional shipping support
    • Over 50% of sales happen on the app

Covered Topics:

On today’s interview Kunle and Kritine discuss,

  • How DTC brands can use eBay
  • Boosting visibility
  • Inventory and logistics support
  • Payments modes
  • Customising your store front


  • 12:30 – eBay’s positioning in 2020:
    • Focusing on their core segments
  • 14:25 – Why DTC brands should use eBay:
    • Access to 183M buyers
    • Low Risk for getting started
    • No-fee option
    • eBay never competes with their sellers
  • 16:00 – Ideas for DTC brands:
    • List only a few products to begin with
    • Use eBay to sell returned / open box items
    • Combination approach
  • 18:10 – Boosting visibility on eBay:
    • Maintaining complete product info with photos
    • “Item specifics” should be highlighted
    • Competitive pricing
    • Use promoted listing
    • Best offer program
  • 20:25 – Inventory & Logistics:
    • Sellers have full control on shipping
    • eBay offers shipping optionally
  • 21:30 – Payment options:
    • eBay has their own payment gateway
    • Paypal is still an available option
  • 22:35 – eBay best performing channels:
    • Over 50% sales on the app
    • Some buyers flow from app to web
  • 23:50 – Customising product pages:
    • Simple pages are always better
    • Great photos are a must
  • 25:00 – Growth in 2020:
    • Boosted by Covid
    • Refurbished products
  • 28:00 – Fee structure:
    • 4 different store tiers
    • Comparable to other marketplaces
    • Option to avoid fees by using partner sites


  • eBay more control than other marketplaces
  • Returned goods can be refurbished and listed on eBay, avoiding waste
  • eBay offers a different type of user base as compared to other marketplaces

Links & Resources

Tweetable Quotes:

“Keep your product page simple and let your title and photos do the talking.”

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This episode is brought to you by:

This episode is brought to you by Klaviyo – a growth marketing platform that powers over 25,000 online businesses.
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About the host:

Kunle Campbell

An ecommerce advisor to ambitious, agile online retailers and funded ecommerce startups seeking exponentially sales growth through scalable customer acquisition, retention, conversion optimisation, product/market fit optimisation and customer referrals.

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