The Set-Up:
W is off some ~53% from all-time highs set in March of 2019. Rising costs, increased competition, and China concerns have investors worried about growth prospects.
Thesis Based Questions:
1. What percentage of Wayfair customers cross-shop Amazon for the same item, and which platform do cross-shoppers feel is better when it comes to pricing, selection, and visualization?
2. Is the Wayfair shopping experience meaningfully better (or worse) than shopping with online and in-store competitors?
3. Are features like “view in room” and “search with photo” game changers for users?
Evidence | What We Found:
1. “Search with Photo” and “View in Room” move the needle.
![](/wp-content/uploads/2020/02/wayfair1-1024x600.png)
2. There is a good deal of cross-shopping with Amazon. Cross-shoppers are slightly more likely to think Amazon is better for pricing, but they are meaningfully more likely to favor Wayfair for product selection and visualization.
![](/wp-content/uploads/2020/02/Wayfair4-1-1024x682.png)
![](/wp-content/uploads/2020/02/Wayfair5-1024x682.png)
3. Wayfair users are more likely to see it as a better shopping experience than shopping for furniture at other online websites/apps.
![](/wp-content/uploads/2020/02/Wayfair2-1-1024x686.png)
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