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Grzegorz Szczepański — From B2B Business to e-Commerce Success with Multiply
400+
SKUs repriced
7+
New markets opened
Over zł400,000,000
revenue in 2024
For over a decade, Grzegorz Szczepański built a thriving B2B business with his companies, Bluecorp, Tiger Team and Blueberry, distributing top-tier consumer electronics to wholesalers and small retailers across Europe. In 2024, those companies generated more than 400 million złoty (approximately €100 million) in revenue - proof of a well-oiled supply chain, deep product expertise, and strong relationships across the industry.
But Grzegorz is not someone who sits still.
He recalls: ”We’re working with these clients and then, they started to sell on Amazon, and I thought, okay - if they can do it, why not us?"
Within weeks, Grzegorz and his team launched their first e-commerce venture - Blueberry - starting with Amazon. What began as a trial run quickly snowballed into a serious new revenue stream. The first month alone generated €100,000. By the second month, they had surpassed €1 million.
This wasn’t a side project anymore.
Selling direct to consumers demanded a completely different mindset. Unlike B2B, where volume discounts and relationships drive sales, B2C e-commerce is relentless: fast-paced, data-driven, and hyper-competitive.
“The biggest surprise?” says Grzegorz. “How viable it is to sell retail across Europe.”
Blueberry didn’t stop with Amazon. In rapid succession, they expanded to Allegro (Poland), Pigu (Latvia, Estonia, Finland), eMAG (Romania, Bulgaria, Hungary), Cdiscount (France), Bol (Netherlands), and CDON (Sweden). This multichannel presence allowed them to tap into new audiences across Central, Eastern, and Western Europe.
But scaling this quickly came with challenges - especially around operations, pricing, and data management.
By the time Blueberry was live on seven marketplaces with over 400 SKUs, manual processes started breaking.
“Repricing, especially across 400 SKUs and multiple marketplaces, is impossible to do manually,” says Grzegorz.
Adding to the complexity was a lack of reliable tools for non-Amazon marketplaces. “For Amazon? It was easy to find tools, it’s not a big issue. For smaller marketplaces (e.g. EMAG, Allegro): it’s a bigger challenge; they have very limited, good tools,” says Grzegorz.
Blueberry’s approach was always lean and performance-driven. They weren’t interested in overpaying for flashy dashboards or generic tools that didn’t support their specific markets.
That’s when Multiply entered the picture.
Multiply helped solve one of Grzegorz’s biggest pain points: competitive pricing across multiple marketplaces without compromising margins.
“Repricing, especially across 400 SKUs and multiple marketplaces is impossible to do manually. We use Multiply to set the cost of goods, minimum margin, shipping, and commission fees.” he says.
Unlike other tools that only supported Western marketplaces or offered unreliable functionality, Multiply integrated directly with key platforms like eMAG, Pigu, Cdiscount, and Bol. It also accounted for the nuances of fulfillment accounts - a deal-breaker for Blueberry, since they rely heavily on marketplace-managed logistics.
The Multiply platform gave them:
Even more valuable was Multiply’s customer support. “Cédric is very responsive, especially between 5:00 - 6:30 AM, and we can plan everything out. That’s actually perfect for me, because it gives me time to work before my 3 kids wake up!” laughs Grzegorz.
One of the standout success stories has been Blueberry’s performance on eMAG, a major marketplace in Central and Eastern Europe with loyal regional shoppers.
Before Multiply, eMAG was difficult to manage. Repricing manually across Romania, Bulgaria, and Hungary with limited tools meant missed opportunities and sluggish stock movement.
“EasySales doesn’t work reliably,” Grzegorz explains, “Multiply is one tool of only two that supports eMAG.”
Multiply’s dynamic repricing meant Blueberry could win the Buy Box while protecting their razor-thin margins - a must in the competitive consumer electronics category.
Multiply wasn’t the only tool in Grzegorz’s stack, but it quickly became the linchpin.
For restocking and forecasting, they use Carbon6 - an expensive but worthwhile investment for large sellers. Helium 10 and Jungle Scout help them track historical sales and Buy Box changes, especially for cross-checking Amazon performance. They also built in-house invoicing and ERP syncing tools to streamline operations.
But pricing and visibility - the core growth levers for any e-commerce business - are owned by Multiply.
“Multiply’s main advantage: it covers many marketplaces. It has a unified interface that facilitates exploring new marketplaces. It’s repricing and marketplace visibility from a single platform. For example: we started using Cdiscount because we saw it on Multiply. Cédric from Multiply helped connect us with Bol.com.”
While many sellers spend heavily on Amazon Ads and other PPC platforms, Blueberry focuses almost entirely on pricing and fulfillment speed.
“There’s no point to advertise,” Grzegorz explains. “The brands we sell - Apple, Samsung, Sony, LG. People already know what they want.”
Because of this, Multiply plays a central role in their conversion funnel. Multiply ensures they’re always competitively priced and eligible for promotion by the marketplaces themselves - especially Amazon’s Buy Box and eMAG’s recommendation engine.
With 23 employees - roughly half of whom focus on e-commerce - Blueberry is growing fast. Their current roadmap includes:
But every new channel must pass one test: Is it supported by Multiply?
Toglia’s journey with Multiply highlights the significant impact of customized e-commerce strategies in transitioning a family business to modern digital marketplaces.
As they plan to expand into France and Spain, Toglia is adopting a gradual and informed approach, leveraging Multiply’s insights to ensure each step of their expansion is as successful as the last. This partnership exemplifies how the right collaboration can simplify navigating the complexities of global e-commerce growth.
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