Small E-shops Face Revenue Decline While Market Grows

The Hard Truth Behind Growth Headlines

The numbers tell a troubling story. Small online stores made the least money in the first quarter of 2025, with a median revenue of only €12,558. This significant drop happens while the overall e-commerce market is growing, which shows that there is a bigger gap between the winners and losers in the industry.

The data comes from more than 10 million real users who shopped at 1,500 online stores in the DACH region. It shows that market growth is mostly helping established players while smaller retailers are struggling to stay in business.

Visitors Aren’t Coming Through the Door

The drop in revenue is due to a problem: fewer customers are visiting small e-shops in the first place. The number of visitors has declined significantly, and this decrease usually precedes revenue changes.

This suggests that the problem isn’t with how the shop operates but rather that customers are bypassing smaller stores entirely. Several factors have contributed to this shift:

• Brand loyalty in uncertain times: Customers are more likely to buy from well-known brands and established retailers when making purchase decisions.
• Rising expectations: free shipping, installment payments, and easy returns are now standards that smaller stores struggle to meet.
• Marketing dominance: Bigger competitors have superior presence in SEO and online advertising, which creates economies of scale that smaller companies can’t match.

The Price Increase Band-Aid

Small stores have raised prices in response to declining traffic. Order values have gone up, but there’s a catch: conversion rates are simultaneously dropping. The higher order values likely reflect inflation and necessary price adjustments rather than increased consumer spending.

This creates a dangerous cycle: fewer visitors combined with lower conversion rates, forcing price increases that could drive away even more potential customers.

The Competitive Reality

The study shows that competition has intensified dramatically in the market. It has become more complex and expensive to attract visitors to smaller shops, while consumer expectations continue rising.

Large online retailers like Amazon, Temu, and Shein are well equipped to meet these demands. For smaller shops, meeting expectations about payment options, shipping conditions, and return policies presents significant challenges.

What This Means for the Industry

The data suggests a concerning trend toward market consolidation. While overall e-commerce growth appears healthy, the benefits are concentrating among major players instead of being distributed across the ecosystem.

This shift has implications beyond individual businesses. A market dominated by a few large players could lead to reduced innovation, fewer specialised offerings, and less competitive pricing over time.

The Path Forward

Small e-shops that are still in the fight need to shift focus from competing on the same terms as giants to maximising value from each visitor. As attracting traffic becomes more expensive, converting existing visitors becomes crucial.

The study emphasises that while bringing people to smaller shops is increasingly difficult, optimising the experience once they arrive can make the difference between survival and closure.

As the e-commerce landscape continues evolving, small retailers face a critical decision: adapt to the new reality or risk being left behind by an industry that is growing around them, not with them.