What Is Gross Merchandise Value (GMV) And How To Increase It?

Quick summary:

• Gross merchandise value is the total value of goods sold on a platform before any deductions.
• GMV offers an incomplete view of financial health because it doesn’t include the cost of fees and returns.
• Compare GMV with other metrics like revenue, customer acquisition cost (CAC), average order value, churn rate, and customer satisfaction to get a full view of business performance.
• Increase GMV by offering free shipping, upselling and cross-selling, creating product bundles, offering discounts and great customer service.

Gross Merchandise Value (GMV) is a useful metric to monitor when running an ecommerce site. Traditionally, it’s one of the first numbers online merchants try to improve sales. It sounds simple enough: If you increase GMV, you’ll make more money, right?

Not so fast.

Like any single metric, GMV has its shortcomings, too. Below we’ll explain the right way to think about GMV and ways to increase GMV that can lead to more profit, not just more revenue. 

What is Gross Merchandise Value (GMV)?

Gross merchandise value measures the total value of goods sold on a platform or marketplace over a specific period of time. GMV is the full amount customers pay before deductions like fees, discounts, or returns.

GMV and revenue are not interchangeable. Revenue is what remains after subtracting deductions from the GMV.

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How to calculate Gross Merchandise Value (GMV): formula + example

You can use the following formula to calculate GMV:

Gross merchandise value =  sales price of goods x number of items sold

Example of GMV

If you sell something for $100 through Etsy and Etsy takes a 10% commission, that’s $100 GMV for Etsy. 

In terms of revenue, $90 of revenue is for you and $10 of revenue for Etsy. 

If you sell something for $100 on your own website, your GMV and revenue are $100.

What Gross Merchandise Value does (and doesn’t) tell you

GMV provides insight into a platform's sales strength before considering deductions, but it doesn't reflect actual revenue or profit. 

In this section, we'll examine the advantages, limitations, and risks of depending solely on GMV to evaluate your business' performance.

Benefits of using GMV

GMV is a versatile metric that can be used for more than just evaluating how profitable your business is. Here are the five benefits of using GMV:

1. Provides a performance snapshot. GMV offers a quick and straightforward snapshot of a platform's sales volume, making it easy to gauge how well products or services are moving.
2. Helps to inform pricing and strategy. GMV data can inform pricing and marketing strategies which can help optimize your approach to increasing sales.
3. Makes identifying trends easier. Being able to access and compare data from different time periods, products, or platforms allows you to detect patterns and ecommerce trends more easily.
4. Attracts investors. Investors often use GMV as an indicator of a business's growth potential, making it a valuable metric for attracting investment.
5. Can be used as the baseline for sales targets. GMV can serve as a useful reference point for setting sales targets and assessing progress toward those targets.

What GMV doesn’t tell you

Although GMV offers valuable insights, it falls short of capturing a complete financial overview of your business. Let's look at some drawbacks of relying on GMV alone.

1. Lacks profit information. GMV doesn't reveal actual profit figures, preventing you from gauging your business’ financial health accurately.
2. Excludes expenses. GMV doesn’t account for any accrued fees and expenses associated with sales, like shipping cost, marketing, and platform fees. This incomplete metric may lead to an overly optimistic view of your business’s profitability.
3. Ignores customer returns. GMV doesn't account for customer returns, potentially overstating sales figures and misleading investors.
4. Inconsistent growth. When you prioritize GMV, you may want to push sales volume rather than focusing on profitability. There are plenty of ecommerce growth tactics beyond increasing sales.
5. Vulnerable to manipulation. Unfortunately, GMV can be manipulated by companies to create the appearance of growth without corresponding financial gains.

How to use GMV properly

The best way to use GMV is to complement it with other essential key performance indicators (KPIs). Here's how you can use GMV in tandem with other metrics:

• Revenue: Combine GMV with actual revenue to understand the impact of deductions like returns, discounts, and fees. This helps you assess how efficiently GMV translates into actual income.
• Customer Acquisition Cost (CAC): By comparing GMV with CAC, you can evaluate the effectiveness of your ecommerce strategy and help determine your return on investment (ROI).
• Average Order Value (AOV): Analyzing GMV alongside AOV allows you to explore opportunities to increase revenue by encouraging larger or more frequent purchases.
• Churn rate: GMV coupled with churn rate helps you assess the impact of losing customers on your sales. A high GMV may be exacerbated by a high churn rate, leading to lower overall profitability.
• Customer Satisfaction (CSAT) and Net Promoter Score (NPS): Combining GMV with customer satisfaction metrics can help identify the correlation between customer happiness and spending, enabling you to prioritize efforts that improve both.

How to increase Gross Merchandise Value

If you’re looking for ways to improve GMV for your ecommerce website, here are four ways to do that.

1. Offer free shipping

Free shipping is a popular option for online shopping, where customers don’t have to pay for delivery. Free shipping is attractive to customers who are sensitive to price and prefer a simple pricing structure. 

Here is a good example from Teddy Fresh:

Two different ways to offer free shipping to increase GMV:

• Order over a specific dollar amount: Highlight a free-shipping threshold to encourage customers to order more items to meet that limit and receive free delivery. 
• Offer free shipping within a specific period: Do this if you want to improve GMV during slow periods.  

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2. Upsell and cross-sell products

Upselling is a strategy to sell a superior, more expensive version of a product that a customer already owns (or just bought). Meanwhile, cross-selling means selling related products to the one a customer already owns (or just bought). 

To upsell products, you can offer larger sizes, adding more features, or increasing performance. For example, if a customer wants a 4GB graphics card, upsell them to 16GB with a limited-time discount and a slightly higher price than their previous choice. 

For cross-sell, you can add a “frequently bought with this item” or “who bought this bought this” section on your product pages. Or promote accessories on the cart page as Cariuma does in the below example: 

3. Add bundles

Product bundling is when you package complimentary products as a group of items that can be purchased together at a discount or a lower price than when purchased separately. 

You can bundle products together as an upsell or a cross-sell. Alternatively, you can create a unique product bundle, either in a gift box or special wrapping. 

Winc is just one example of an online store that has capitalized on an opportunity for product education and curation with subscription boxes. The brand uses a quiz to help customers determine the right bottle of wine that satisfies their tastes. Then, offer curated boxes of items that meet their preferences. 

When you have a lot of slow-moving inventory products, it’s a great idea to bundle them with popular items. Doing that will help freshen up your old or overstocked inventory and increase sales. 

By offering bundles, you can also make customers feel that they got a good deal — even though they’ve likely spent more than they planned to. 

Setting up your Shopify store? See our list of the best Shopify apps for ecommerce merchants.

4. Offer bulk discount

Bulk discount (also known as bulk pricing or volume discount) is a sales strategy that encourages customers to purchase more and with higher quantities at a lower price. This is particularly useful if you’re selling items that are typically bought in bulk. 

Note that you can also use free gifts or free products to incentivize customers who spend more on your store. Cotopaxi did a great job of using this tactic. This store offers customers free masks if they spend beyond a certain threshold.

5. Provide top-notch customer service

Approximately 95% of customers say that customer service is important to their choice of and loyalty to a brand. And 80% of customers consider the experience a company provides as important as its products.

These are just a few of many key customer service statistics, but enough to prove that an excellent customer service experience impacts your bottom line. 

When you take time to answer customers’ questions on social media and live chat, you build trust with them and make them feel safe to buy from you.

When you’re proactive in reducing returns, you have a chance to turn them into new sales. Your customer might be satisfied with an exchange instead of asking for a refund.

That strengthens your brand confidence and encourages customers to come back to your store. 

After all, retaining an existing customer is five times cheaper than finding a new one. By delivering exceptional customer service, you give your customers a convincing reason to stay with your business forever. 

A final thought about GMV

GMV is helpful if you’re selling on marketplaces like Etsy, Amazon, or Alibaba. But as said earlier, you shouldn’t focus too much on improving GMV. There are more important ecommerce KPIs you should follow to measure how your store performs. 

Also, it’s one thing to increase GMV; it’s another thing to maintain excellent customer service when you have more orders. Take care of your customers first to create an incredible shopping experience for them, and you’ll improve your bottom line sooner or later. 

If you’re looking for a solution to help you handle a flood of customer requests, let Gorgias lend you a hand.

‍Sign up for a Gorgias account and enjoy all the features you need in an ecommerce help desk in a 7-day free trial.

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