Diverse on Zalando: sales up 60% in thirty days
Diverse, a major Polish clothing manufacturer, handed us its entire Zalando channel across two markets. In 2026 we are adding more platforms.
The client
Diverse is a large Polish clothing manufacturer with three in-house brands, a chain of stores and a franchise network. It sells in its stores, in its own online shop and through its app. It runs Allegro in house. Allegro is Poland’s dominant marketplace, the local equivalent of Amazon. It handed the Zalando channel to us in full.
Where it started
A fashion brand with its own retail network comes to a marketplace with a different problem from a wholesaler. Here the catalogue is counted in model-colours multiplied by the size run. Each of those items needs its own listing, with parameters that match the platform’s requirements. If you list by hand, a seasonal collection never catches up with the season.
The client was clear about what they wanted. We were to own the channel, including contact with the platform account managers, and take responsibility well beyond listing products.
There were three challenges:
- a collection is hundreds of variants, and they need to go live at the pace of the season,
- each additional market on the same platform means separate data and separate support,
- other platforms require other things – one wants full descriptions, another parameters only.
What we did
- We took over the Zalando channel end-to-end: offers, catalogues, error handling, support, KYC and compliance.
- We mapped the collection’s attributes in Base.com, the integrator most Polish sellers run their listings on, still widely known by its former name. Each model-colour now turns into several ready offers. With five to seven variants each, there are on average 6.5 times as many offers as model-colours.
- We extended sales to a second market on the same platform, with further markets in preparation.
- We run pricing, promotions and advertising per marketplace in the channel, connected to Base.com and to the client’s internal product system.
- We are rolling out two more platforms for three of the client’s brands, with a third planned for the second stage.
Results
In the last thirty-day period the Zalando channel delivered sales 60% higher than in the previous period, across two markets.
Behind that number is listing speed. Once the attributes are mapped, dozens of times more offers go live than a manual process would manage in the same time. In fashion, the season is decided by whether the collection is in the channel at the start or halfway through.
What this means for you
Clothing brands with their own retail network tend to treat a marketplace as one more shop. In practice it is a separate channel, with its own rhythm and its own demands on your data. Either someone owns it, or it stands still. See how we run sales on Zalando: how to start selling on Zalando
