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SCALING 28 min read

From 200 to 2,000 listings without losing margin

Scaling from 200 to 2,000 listings is mostly a problem of decision overhead, not inventory. The sellers who scale successfully build systems that take 80% of decisions off their desk.

From 200 to 2,000 listings without losing margin

The three systems

  1. 1

    SKU classification

    A (top 20% revenue) gets weekly attention. B (60%) monthly. C (20%) quarterly or auto-killed.

  2. 2

    Rule-based pricing

    Hard floors per tier. Match-the-lowest rules with deltas. Manual overrides only on A-SKUs.

  3. 3

    Outsourced maintenance

    Photo updates, item specifics, recategorization to a contractor. Pricing and sourcing stay in-house.

In-house

  • — Pricing strategy
  • — Sourcing decisions
  • — Competitor monitoring
  • — A-SKU management

Outsource

  • + Photo refresh cycles
  • + Item specifics fill
  • + Listing categorization
  • + Customer service tier 1

What to automate vs. judge

  • Automate: repricing within rules, restock alerts, low-margin warnings
  • Judge: rule changes, supplier negotiation, category exit decisions
  • Automate: vacation timing detection, stockout opportunity alerts
  • Judge: brand strategy, bundle creation, pricing floor changes

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