Your Multi-Channel Retailing Guide to Scaling Beyond Amazon

Shopper behavior has changed drastically from a couple of years ago. With multichannel retailing becoming more mainstream. Shoppers don’t stick to one platform. Even if they choose to buy on one platform, their decision is made on another. 

Buyers will scroll through TikTok, then check prices on Walmart.com, and possibly see an ad on Instagram, ultimately buying from wherever it feels most convenient or less pricey. And if your brand only lives on Amazon, you’re missing out on those in-between moments where buying decisions are actually made.

In fact, the majority of the sellers on Amazon don’t sell on Amazon for profit; in fact, it’s incredibly difficult to become profitable on the popular e-commerce platform. Especially at scale. This is why most sellers use the millions of visitors to increase their brand visibility instead.

These days, multi-channel retail is all about meeting your customers wherever they already are. Because when ad costs rise, competition spikes, or Amazon tweaks its algorithm again, the sellers with multiple sales channels adapt accordingly.

In this guide, we’ll break down how sellers can build a real multi-channel strategy that works, where to sell, how to stay consistent, and which tools can make the whole thing feel a lot less overwhelming.

What is Multichannel retailing?

Multichannel retail (MCR) simply means selling your products across multiple platforms. Instead of depending on a single marketplace like Amazon, you diversify your presence across places such as Walmart, Shopify, TikTok Shops, and even physical retail outlets. Each of these channels acts as a separate sales avenue that helps you reach new audiences, reduce platform risk, and strengthen your brand’s overall visibility.

However, it’s important to understand what multi-channel retail is not. Many sellers confuse it with omnichannel retail, but the two are quite different.
“Multi-channel” means being present in multiple places, while “omnichannel” means connecting those places into a single, seamless customer experience.

For example, a multi-channel seller might list their products on Amazon and Walmart separately. But an omnichannel brand ensures that when a shopper browses on Instagram, clicks through to their Shopify store, and later buys in-store, the experience, pricing, inventory, and communication stay consistent throughout.

In the United States, this distinction has become increasingly important because consumer behavior has evolved faster than ever. American shoppers now expect to move freely between digital and physical touchpoints. 

They might scroll TikTok for ideas, check Amazon for reviews, and then buy through a brand’s own website or pick it up in-store. According to data from the National Retail Federation, over 70% of U.S. consumers now engage with at least three channels before making a purchase decision.

The expectation for flexibility “buy online, pick up in-store,” “return anywhere,” and “follow the brand on socials” has reshaped what modern retail success looks like. For Amazon sellers in the United States, multi-channel shopping is about more than just expanding reach; it’s about reaching customers where they currently are, in the format and flow that suits their lifestyle.

Why Multi-Channel Retailing Matters for Amazon Sellers

For most sellers, Amazon is always going to be special. It’s where the traffic is, where the credibility lies, and often where the first sale happens. 

But lately, there’s been a subtle behavioral shift. One that’s easy to miss until it starts eating into profits.

Customer acquisition on Amazon has always been expensive. But now, it’s become unreasonably high.

Between rising ad bids, crowded categories, and constant fee updates, your margins can quietly shrink even when sales look strong. The more sellers join, the harder it gets to stand out without paying for visibility. That means growth now depends on how effectively you can reduce your dependency on Amazon’s marketplace.

And that’s exactly where you need multi-channel retailing. 

Think like this, so Amazon is phenomenal at driving high-intent buyers. But platforms like Walmart Marketplace attract value-conscious US households who trust the Walmart name. TikTok Shops and Instagram Shops, on the other hand, reach a completely different audience, one that buys based on emotion, aesthetics, and social proof. 

When you show up in those moments, instead of just selling, you’re building recognition before the shopper ever searches your name on Amazon.

Another point that often gets overlooked is data ownership. On Amazon, you don’t own the relationship with your customer. Who does that for you? Amazon is its own company. However, when you diversify using a Shopify store, you gain access to crucial first-party data including as emails, purchase history, and browsing habits. That’s what allows you to retarget, customize, and establish loyalty, which is practically impossible if you stay limited to one marketplace.

And here’s what’s happening on the ground, brands that once relied solely on Amazon are now reporting 20–30% higher revenue after expanding to just one or two additional channels. Not because they found an extraordinary platform, but because they built a safety platform, one that protects them when ad costs spike or an unexpected policy change hits their ASINs.

What is the scope of MCR?  

Today, the scope of multi-channel retail (MCR) goes far beyond listing products across platforms it now defines how the entire retail market operates. 

For US sellers, multi-channel retailing is a competitive necessity shaped by data, fulfillment, and consumer expectations.

What used to mean “Amazon plus one more marketplace” has evolved into a full-stack approach that blends digital, physical, and experiential commerce. Sellers aren’t just managing listings anymore; they’re managing audiences, ad ecosystems, and data flows across every major platform that touches a customer journey.

For example, a brand selling home décor on Amazon might now:

• Run sponsored video ads on Walmart Connect to reach non-Amazon households.
  
• Sync Shopify customer data into Meta Ads for retargeting.
  
• Use in-store pickup and retail media data from Target to understand how digital impressions convert offline.
  
• Leverage Google’s Product Listing Ads (PLAs) to reach buyers researching before they even visit a marketplace.
  

This convergence of data and demand has blurred traditional channel boundaries. What used to be “selling on multiple sites” is now orchestrating a connected commerce network one where marketplaces, DTC stores, and even brick-and-mortar retailers share overlapping insights about the same shopper.

The numbers highlight the scale of this shift:

• Nearly 80% of US retailers now operate across three or more digital sales channels (eMarketer, 2025).
  
• Retail media ad spend driven by platforms like Amazon, Walmart Connect, and Instacart Ads is projected to exceed $140 billion by 2026, outpacing both linear TV and traditional digital display.
  
• In-store sales influenced by online channels now represent more than 60% of all US retail transactions, showing how digital presence fuels physical revenue.
  

In other words, multi-channel retail today is a data-driven growth model, not just a distribution one. It encompasses commerce, advertising, analytics, and fulfillment under one strategic umbrella where every touchpoint reinforces the next.

For US Amazon sellers, this shift means thinking less like marketplace vendors and more like multi-platform retail operators managing ecosystems, not listings. Those who can synchronize their presence, pricing, and storytelling across this broader landscape will own the next phase of e-commerce growth.

Major Channels Sellers Should Consider in 2025

The multi-channel retail map in the US has evolved from Amazon to a truly diverse ecosystem, one where sellers can meet shoppers across very distinct digital and physical environments. What makes this landscape exciting is that each platform attracts a different kind of consumer and offers unique ways of growth.

What sells on Walmart may not work on TikTok. And what works on Shopify may get overlooked on eBay. The challenge and the opportunity lie in identifying which channels align best with your product category, audience behavior, and operational capacity.

Let’s break down the platforms shaping the 2025 retail landscape:

1. Walmart Marketplace 

Walmart has established its position as the #2 player in US e-commerce, holding nearly 7% of total online retail share and pulling in 120 million monthly unique visitors. What makes Walmart invaluable for sellers is its built-in trust factor. It’s the default marketplace for millions of middle-income American families who associate it with value, consistency, and fast delivery.

For sellers selling in the household goods, groceries, personal care, or everyday essentials category, Walmart often generates 20–30% higher conversion rates than Amazon, largely due to lower competition and stronger buyer loyalty. Its fulfillment base, Walmart Fulfillment Services (WFS), resembles Amazon’s Prime-like reliability, with 2-day delivery and broad reach as a major advantage for scaling business.

However, Walmart is not an open marketplace. The entry is selective, pricing parity rules are strict, and ad analytics via Walmart Connect still lag behind Amazon Ads in sophistication. Still, for established sellers with reliable logistics and competitive pricing, Walmart can be a good start.

2. Shopify 

Shopify remains the sweetheart of the direct-to-consumer (DTC) revolution. Powering roughly 28% of all US online stores, Shopify gives sellers something Amazon may never offer, and that is freedom and first-party data. Every customer interaction belongs to you, from email lists to abandoned cart reminders to personalized retargeting.

For sellers tired of being bound by marketplace rules, Shopify offers a fresh start to build your brand equity. It’s where long-term value grows. You can design a customer experience that’s authentic, branded, and emotionally strong, something that builds loyalty beyond the “Buy Now” button.

But freedom has its costs. You’ll handle traffic generation, ad spend, and customer service all by yourself. Success depends on mastering acquisition channels like Google Ads, Meta Ads, influencer partnerships, or SEO. 

A strategy many top US sellers use is using Amazon to acquire customers, then redirecting repeat buyers to their Shopify site for loyalty programs and bundles. This hybrid strategy protects margins while reducing dependency on Amazon’s fees and algorithmic uncertainty. 

3. TikTok & Instagram Shops 

Social commerce is the present and future, and it’s changing how Americans shop. TikTok’s “For You” feed has slowly become the new product search tool for Gen Z and Millennials. A current Statista survey shows over 40% of US TikTok users have purchased a product after seeing it on the platform. Meanwhile, Instagram continues to dominate aspirational shopping, with its blend of visual storytelling and native checkout experiences.

The power of these channels lies in impulse and influence. Shoppers don’t plan to buy, but they’re persuaded to. Micro-influencers, UGC content, and short-form videos can turn an unknown product into a viral best-seller overnight.

But social media is a double-edged sword. Trends burn fast, margins are tighter, and success depends on creative consistency more than ad budgets. Sellers who perform best treat TikTok and Instagram not just as sales platforms but as brand awareness builders, using them to drive both social proof and search lift on Amazon or their DTC stores.

You can also pair viral TikTok campaigns with Amazon Attribution links or Shopify checkout tracking to quantify their true ROI.

4. eBay 

While newer platforms capture the news, eBay quietly flourishes in sectors that Amazon and other markets cannot offer, such as reconditioned gadgets, vintage fashion, automobile parts, and antiquities. It has over 130 million active global buyers, with a high concentration in the United States, and it continues to draw value-conscious shoppers who prefer authenticity and offers over speed.

For sellers, this means less pressure to compete against private labels and a more sustainable niche ecosystem. eBay buyers read listings carefully, appreciate transparency, and are open to refurbished or secondhand products, a growing segment in 2025’s sustainability-driven retail culture.

The only drawback is eBay’s algorithm favors competitive pricing and detailed listings over glossy branding. It’s not ideal for high-end DTC brands but a blessing for sellers in restoration, reselling, and value-based categories.

5. Target Plus & Costco Online 

If Walmart represents accessibility, Target Plus and Costco Online represent exclusivity. Both marketplaces are invite-only, curating their sellers to protect brand integrity and shopper trust.

Target Plus utilizes Target’s massive omnichannel system, combining in-store pickup, doorstep delivery, and online sales, which makes it especially strong for lifestyle, beauty, and home goods brands that align with its aesthetic. 

Costco Online, on the other hand, benefits from a membership-driven audience known for higher average order values (AOVs) and strong brand loyalty. 

For approved sellers, both platforms offer premium positioning and higher repeat purchase rates, but the path to entry can be long and heavily compliance-driven. You’ll need consistent fulfillment performance, transparent pricing, and proven brand credibility.

In 2025, these marketplaces are status plays, not just about sales, but about visibility and brand association. Getting into Target Plus or Costco Online signals to US shoppers that your brand has “made it.

Five Challenges of Going Multi-Channel for Sellers 

Selling across multiple platforms sounds exciting, and it is, but the reality beneath the surface is far more complex. Each channel comes with its own set of systems, algorithms, fulfillment rules, and customer expectations. What looks like a simple “expansion strategy” on paper often becomes a juggling act of logistics, pricing, and brand management once you’re in it.

Challenge 1: Inventory synchronization 

When you’re selling across Amazon, Walmart, and your own DTC site, even a two-hour lag in inventory syncing can turn into chaos. Imagine you sell out during a flash sale on Amazon, but your Shopify site doesn’t update in time. Suddenly you’re oversold, scrambling to cancel orders, and dealing with refund requests that wreck your operational metrics.

Most sellers underestimate how ruthless Amazon’s Service Level Agreements (SLAs) can be here. If you fail to fulfill orders within the promised window, even by a few hours, your Order Defect Rate (ODR) spikes. Repeated SLA breaches can trigger suspensions or downgrade your account health score, killing Buy Box eligibility for weeks.

And the worst part is inventory management software doesn’t always play nice across ecosystems. Sellers often find that FBA inventory updates lag behind Walmart’s API or 3PL dashboards like ShipBob or Deliverr. The result? You’re constantly firefighting stock sync issues when you should be scaling.

Challenge 2: Pricing conflict 

Amazon actively scans external sites for the same SKU, and if it detects a lower price elsewhere, it can silently suppress your Buy Box visibility or remove the “Sold by Amazon” Prime badge.

Walmart does the same in reverse. Sellers often find themselves caught in a race they didn’t start: change your Shopify discount, and suddenly Amazon’s pricing AI reacts. Repricing tools help, but they also create looping price cascades where each channel keeps reacting to the other, driving your margins into the ground.

Veteran sellers often talk about how one “innocent” coupon code on Shopify during a holiday sale tanked their Amazon traffic for days. That’s how delicate cross-channel pricing has become.

Challenge 3: Branding consistency 

Your brand isn’t one thing anymore; it’s a series of micro-identities that live inside different ecosystems. On Amazon, clean visuals and keyword-rich titles matter. At Walmart, shoppers expect practical, value-driven messaging. On TikTok, the same brand has to feel spontaneous and human.

The problem is managing all three voices at once that can fracture your brand narrative. Sellers who don’t localize their creative approach end up feeling “off” everywhere too polished for TikTok, too loud for Amazon, and too vague for Walmart.

Add to that the design constraints: image aspect ratios, A+ content restrictions, and varying review systems. It’s not just consistency; it’s adaptation without dilution, which requires both creative flexibility and platform-specific insight that many small teams don’t have in-house.

Challenge 4: Logistics 

Logistics is where multi-channel dreams get tested. Amazon’s FBA is a closed-loop, efficient, reliable system, but it is designed to keep sellers inside its ecosystem. Once you expand to Walmart or TikTok Shop, you’re forced to juggle between Walmart Fulfillment Services (WFS), FBA Multi-Channel Fulfillment (MCF), and independent 3PLs like ShipBob or Flowspace.

Here’s the real pain: each service runs on different cut-off times, routing logic, and SLA expectations. WFS prioritizes 2-day shipping in its network, but if your MCF order routes through a distant FBA warehouse, you can miss the delivery window entirely. That’s an instant SLA hit, and on Walmart, late shipment rates above 5% can get your account flagged.

Add return processing into the mix; Walmart wants everything scanned back within 48 hours, Amazon gives seven days, and you have a fulfillment matrix that’s impossible to automate cleanly without custom middleware or ERP integration.

Challenge 5: Advertising silos 

Every marketplace runs its own ad universe, with no shared source of truth. Amazon Attribution barely covers non-Amazon channels, TikTok data doesn’t sync into Google Analytics, and Meta Ads can’t see downstream conversions happening on marketplaces.

What this creates is false ROI confidence. Your Amazon ads might look profitable because of last-click attribution, while your Meta campaigns, which actually drove awareness, look like wasted spending. Sellers often end up overfunding whichever platform shows the “prettiest” metrics instead of the one actually driving sales.

And when you finally try to unify your view with tools like Triple Whale or Northbeam, you realize how fragmented tracking IDs, cookie policies, and attribution models have become post-iOS 14. It’s not that data doesn’t exist, it’s that every platform is guarding it like state intelligence.

Five Strategies for Success in Multi-Channel Retail 

Each part of the strategy inventory, branding, pricing, logistics, and marketing, must work together like gears in a well-oiled machine.

Strategy 1: Master Inventory Management

Begin with inventory management, the most underappreciated yet business-defining component of multichannel success. Without unified oversight, sellers face stockouts on one channel and surplus inventory on another.

Best-selling brands are investing in AI-powered inventory management systems, such as SellerApp, which utilize predictive analytics to estimate demand, automate replenishment, and provide real-time insights across channels. This not only assures operational efficiency but also strategic flexibility, which enables firms to respond to unexpected shifts in customer demand or supply chain interruptions.

Strategy 2: Know how to position your brand  

Secondly, brand positioning is what turns a multi-channel setup into a multi-experience ecosystem. In 2025, consumers don’t just shop across platforms they compare your brand narrative across them. They might discover you on TikTok, check reviews on Amazon, and finally buy from Walmart. 

That means your brand story, tone, and imagery must remain consistent yet contextually adaptable. What performs well on TikTok short-form storytelling and social proof might differ from what resonates on Amazon, where shoppers look for trust badges, A+ content, and verified reviews. The strongest brands localize their identity per platform without losing their essence.

Strategy 3: Pricing & Promotions 

When it comes to pricing and promotions, there’s both art and algorithm at play. Amazon’s automated price-matching policy often triggers suppression if your products are cheaper elsewhere, a challenge for sellers experimenting with DTC incentives. The solution is tiered pricing strategies that balance platform economics. 

You can offer slightly lower pricing or bundles on Amazon to remain competitive while using DTC sites like Shopify for exclusive deals or loyalty programs that justify higher price points. Smart sellers also use flexible repricing tools to adapt pricing in real time based on competitor movements, margins, and channel performance.

Strategy 4: Logistics 

Logistics is another battlefield for differentiation. With customers expecting 1- to 2-day delivery as the norm, fulfillment choices define your brand’s reliability. Many sellers now combine FBA for Amazon orders, WFS (Walmart Fulfillment Services) for Walmart sales, and 3PL networks like ShipBob or Deliverr to cover regional or DTC needs. 

This hybrid approach minimizes risk, optimizes delivery speed, and gives you resilience during peak seasons like Q4 or Prime Day.

Strategy 5: Marketing Attributions 

The final piece of marketing attribution and measurement is where data intelligence drives long-term growth. Multi-channel sellers must understand how customers move through discovery and purchase paths. For example, a shopper might engage with your TikTok video, browse your Shopify store, and then convert via Amazon. 

Without proper attribution tools (like Amazon Attribution or SellerApp’s cross-channel analytics), you’d misread performance and underinvest in top-of-funnel awareness campaigns. The best brands use multi-touch attribution models to track conversions, assign value to each platform, and optimize ad spend across Amazon Ads, TikTok Spark Ads, and Meta Ads.

Future of multichannel retailing in the US Social commerce growth

The future of multi-channel retail in the US isn’t about adding more platforms, it’s about smarter orchestration. As digital ecosystems expand, the lines between commerce, media, and entertainment are collapsing, and the next phase of growth will be powered by social influence, data-driven visibility, and predictive inventory control.

1. Social Commerce Is Becoming a Sales Platform

TikTok Shop, Instagram Checkout, and YouTube Shopping are no longer side experiments they’re turning into direct sales engines. What used to be a top-of-funnel awareness space is quickly evolving into social-first commerce, where the ad, the influencer, and the checkout button live inside the same scroll.

For US shoppers, the shift is already evident. Consumers trust creator-led recommendations more than traditional ads, and impulse-driven “shop the look” behavior is rewriting what product discovery even means. 

But the challenge and opportunity lie in balancing entertainment with commerce. Sellers who adapt content strategies that feel organic yet drive sales will dominate, while those who copy traditional eCommerce templates into social feeds will fade into the algorithm’s background noise.

2. Retail Media Networks Are Redefining How Brands Buy Visibility

Walmart Connect, Instacart Ads, Target Roundel, and Amazon DSP are quietly creating the retail media sector, which is expected to be worth trillions of dollars. These platforms are more than just ad placements; they are first-party data networks that enable businesses to target consumers exactly where they purchase.

Unlike traditional programmatic ads, retail media uses transaction-level purchase data what consumers actually put in carts to target future shoppers. This gives retailers unprecedented control and advertisers hyper-precise audience segmentation.

For multi-channel sellers, this means the advertising map is fragmenting again. You can’t just run Meta and Google anymore you need a retail media plan per marketplace. But the payoff is huge: Walmart’s on-site ads now drive some of the highest ROAS in retail, and Instacart’s category-level targeting lets brands win visibility inside grocery search results, where intent is at its peak.

The next few years will likely see cross-network measurement tools emerge, allowing sellers to unify retail media data with Amazon DSP and social analytics. When that happens, ad efficiency will no longer depend on where you advertise but on how well your data systems integrate.

3. AI Is Quietly Fixing the Hardest Parts of Multi-Channel Retail

The real breakthrough won’t come from new platforms it’ll come from how sellers use AI to manage them. Modern inventory forecasting systems are becoming smart enough to detect channel-specific sales velocity, seasonality, and even influencer-driven demand spikes in real time.

Tools powered by predictive AI now combine marketplace data (Amazon/Walmart sales trends) with macro signals like ad impressions, social buzz, and weather to forecast stock allocation. That means no more panic restocks, fewer FBA removals, and better warehouse utilization across regions.

Final thoughts

Multi-channel retail has become a core requirement for e-commerce success in 2025. For sellers, it’s no longer about whether to expand beyond Amazon, but how strategically to do it. 

Platforms like Walmart, Shopify, and TikTok offer access to audiences that think, shop, and spend differently, and when connected under a unified brand strategy, they become growth multipliers rather than distractions.

However, there’s a limitation. Diversification also demands discipline. You need to think way beyond algorithms and ad bids to build customer relationships that transcend platforms. 

The sellers who win in this new era aren’t necessarily the biggest ones; they’re the ones who use data, technology, and storytelling cohesively to meet the customer wherever they are online or offline. They’ve not only mastered product and brand positioning but have also consolidated their brand identity across several channels.

If there’s one takeaway, it’s this: don’t chase every platform; master the ones that align with your brand’s DNA. After all, just because TikTok is popping off doesn’t mean it’s necessarily the right one for your brand.

A focused, data-backed, and experience-driven multi-channel approach will not only scale your revenue but also safeguard your brand from the volatility of single-platform dependence.

In the coming years, the most successful US sellers won’t call themselves “Amazon brands” or “Shopify brands.” They’ll simply be brands that sell everywhere their customers are seamlessly, consistently, and smartly, and to do it efficiently, SellerApp’s Managed Services can be all that you need. Our Amazon Account Management services will not only help you to increase sales on Amazon but also on multi-channel, even cross-border. 

So, don’t wait for Christmas! Reach out to us so we can help you reach your goals. 

Recommended guide:

How to optimize ads with AMC and Amazon Ad Server?

13 Best SEO Tips for Etsy Sellers

Post Written by: