From manufacturer to successful seller

Forging new paths and thinking outside the box pays off – Kaiser Möbel’s success story is the perfect example. The company got its start as a furniture manufacturer based near Kepno, a Polish town where some 80,000 people are employed by the furniture industry. For seven years now, Kaiser Möbel has been producing high-quality, comfortable furniture for bedrooms, living rooms, bathrooms, kids’ rooms and gardens. The key to the company’s success was Marcin Kajser’s bold decision to expand the business to include B2C sales rather than ending the value creation cycle after production and simply having their furniture sold by other retailers.  

“We recognized the huge potential in no longer just manufacturing, but also selling our furniture to end customers. So we decided to enter the market – the only question was: which one?” says Marcin Kajser, Managing Director of Kaiser Möbel. “From a logistics perspective, the German market seemed the ideal candidate. As a neighbouring country with a large population, both Germany’s proximity to Poland and high number of potential new customers represented exciting potential for us.” 

The beginning: Opening up new markets with online marketplaces 

In order to roll out the new B2C business model and sell their product range in Germany, Kajser decided to focus on sales via online marketplaces. “We knew right away that we wanted to sell online, not in brick-and-mortar stores, and that our main focus would be online marketplaces. They offer good conditions for entering the sales business and represent a low-threshold, resource-saving sales opportunity, especially in comparison to selling via our own online shop,” says Kajser.

Kaufland Global Marketplace’s offer won Kajser over with its attractive benefits and high brand awareness, with Kaufland.de drawing up to 32 million visitors every month. The wide reach, the possibility of uncomplicated, simple sales through an all-in-one solution as well as a product range matching Kaiser Möbel’s needs offered the company an easy entry into the new business sector. 

“The decision to sell with Kaufland Global Marketplace was an obvious one for us. Our research showed that the “furniture” product range sells very well on the Kaufland marketplaces. Kaufland offers a strong range of products, particularly in the medium and slightly higher quality segment, which we wanted to be a part of,” Kajser adds. “The comparison with other marketplaces was another factor that convinced us: Kaufland offers comprehensive support when getting started as well as fair and transparent conditions. The marketplace is better positioned than other marketplaces in many ways, particularly with regard to the commission levels for our product range. The enormous growth potential of this comparatively young marketplace was also very attractive for us. We saw this as a good opportunity to grow together.” 

Source: Kajser Möbel

Success: The cooperation with Kaufland Global Marketplace 

Kaiser Möbel’s strong development shows that the decision to sell with Kaufland Global Marketplace was the right one: In a short period of time their range has already grown to include nearly 5,000 products on the Kaufland marketplaces. And they are selling well: The sales newcomer’s corner sofas are especially popular with online customers. 

“Our long-standing manufacturing experience is really paying off here. We make good-quality products, which is why they are so popular,” asserts Kajser. “Our aim is to meet our customers’ expectations to the fullest. We do this so well that we have now established ourselves as a brand that is synonymous with the highest levels of quality and customer satisfaction.”  

One of the reasons why Kaiser Möbel has been so successful so quickly and achieved such strong sales in Germany is Kaufland Global Marketplace’s intuitive and fast onboarding process.

“From registration to uploading product data and listing offers – we were able to take care of every step ourselves, which meant we never even had to make use of the support offered by the marketplace,” says Kajser. “We also know from experience that data verification can sometimes take two to three months with other marketplaces. It only took a few days at Kaufland, which meant we were able to get started right away. The free ticket system and ongoing monitoring of current requests from the B2C side were especially important in making our successful entry into the market possible. 1st-level customer support provides objective and technically accurate answers within 24 hours of receiving a request and is always involved in finding an efficient solution. This freed up more resources so that we could focus on sales, which was extremely helpful as we got started in a sector that was new to us.”

Growth and development: Ambitious plans for the future 

Following their successful launch, Kaiser Möbel is now busy writing the next chapter in their success story: The company is no longer exclusively selling on the German market, but has now expanded to Kaufland Global Marketplace’s Czech online marketplace. “The expansion went just as quickly as the onboarding and didn’t represent a major additional burden for us. Kaufland Global Marketplace services such as the free product data translation make it possible for us to also offer our product range on Kaufland.cz without having to invest a large amount of capacities,” says Kajser. “It’s an exciting undertaking for us to discover the differences between the country-specific target groups and tailor our offers and services to them. For example, punctuality and service quality are very relevant for customers in Germany.” 

With Kaufland’s support, Kaiser Möbel can offer its customers the best possible shopping experience and thereby ensure long-term growth. 

“The Kaufland marketplace aims for growth and keeps things fresh with new ideas and functions. New tools are always being introduced that promise further sales potential. We are currently focussing our marketing activities on Sponsored Product Ads, which allow us to give our products a greater reach and prominently place our sales favourites. We are also planning to try out the new voucher function soon,” Kajser adds. “The individual performance coach is also proving to be really valuable. This service provides us with comprehensive feedback on our performance as well as tips on how to further improve it.” 

Kaufland Global Marketplace is using this and other tools and services to lay the foundation for valued, long-term partnerships with ambitious partners such as Kaiser Möbel that will allow for further development together.