Commerce Accelerated: Tariffs Edition – Issue #2: Sellers Response

In this week’s issue, I’m sharing key takeaways from a recent Helium 10 survey of 700 sellers to break down how they’re responding to the latest tariff developments, what’s changing in their strategies, and where they expect things to go next. Plus, don’t miss my roundup of seller-centric tips, must-read headlines, and a Helium 10 tariff resource hub to help you stay ahead.  

Coming next week: Pacvue's latest tariff data and insights from our in-house experts on how they’re helping enterprise brands navigate the current wave of challenges. 

Let’s dive in! 

TLDR: The Tariff Playbook for Sellers Is Still Being Written 

“There’s no single dominant strategy right now. Some sellers are raising prices immediately, while others are holding off until tariffs actually hit or waiting to see if competitors move first. A few are betting they can win on conversion and positioning by keeping prices steady, hoping tariffs come back down. We’re seeing everything from paused production to full speed ahead—and many sellers remain hesitant to shift factories, given how unpredictable tariffs have been across the globe.” - Bradley Sutton , VP of Education & Strategy, Helium 10

Helium 10 Surveyed 700 Sellers—Here's What They Had to Say 

1. Concerns About Operational Impact  

Unsurprisingly, given the news cycle as of late, a significant portion of respondents (65.8%) feel that tariffs somewhat or very negatively affect their business operations. 

2. Product Pricing Adjustments 

While 38.5% of sellers report raising prices in response to tariffs, roughly half have kept pricing unchanged—signaling a cautious split between cost-passing and holding the line. 

3. Adaptation in Sourcing Strategies 

64.9% of respondents have somewhat or significantly already changed their sourcing strategy, highlighting a proactive effort to reduce tariff-related strain on their supply chains. 

4. Profit Margin Expectations 

Most sellers (69.1%) believe profit margins will decrease by 20% or more, suggesting that many are bracing for tough decisions around pricing, sourcing, and profitability. 

5. Expanding to New Markets 

The vast majority of sellers (82.7%) are considering broadening their reach by expanding into new domestic or international markets. 

6. Inventory Level Adjustments 

Despite uncertainty around tariffs, 56.6% of sellers have not implemented any changes to their inventory levels in response to shifting costs.  

How Sellers Are Thinking About Strategy Shifts in the Next 6-12 Months 

1. "We plan to further diversify our supplier base and explore nearshoring options to reduce our dependence on high-tariff regions.” 

2. "My approach is to diversify my supplier base for better options. Then reassess product portfolio to focus on tariff-resistant or high-margin products. Then, adjust pricing strategically using Helium 10." 

3. "Drop my profit margin by 10–15% and raise prices by 5–10%.” 

4. “We’re planning several strategic adjustments: supplier diversification, cost optimization, pricing adjustments, and exploring 3PLs to increase flexibility—all aimed at maintaining profitability without sacrificing customer value." 

5. "My margins are solid, so I'll be okay, but gah it sucks. I'm doing smaller shipments to Amazon with a little bit of everything each week. It's a lot of extra hours to manage it." 

Expert Tips From Carrie Miller, Principal Brand Evangelist, Helium 10

3 Sourcing & Inventory Strategies 

• Consider bonded warehouses to get inventory onto U.S. soil without immediately incurring tariffs—potentially allowing you to capitalize if rates drop 

• Raise prices sooner rather than later if tariffs are impacting your cost of goods—delaying may cause future cash flow issues when it’s time to reorder 

• Explore alternative manufacturing hubs like Turkey, where production can be more cost-effective now that Chinese tariffs are surging 

3 Tactics for Negotiating Better Terms with Your Factory 

• Push for lower product pricing  

• Ask for better payment terms, such as paying 30–90 days after your inventory lands 

• Request to put your orders on hold and store them at the factory 

Tariffs in the News 

1. Some Sellers are Pulling Out of Prime Day amid tariffs - according to a recent Reuters 's article

2. Temu adds an import charge - Annie Palmer of CNBC reports that the company started raising prices on Friday and has added an import charge at checkout of around 145% to many orders in response to new tariffs, more than doubling prices on popular items and eroding the ultra-low-cost appeal that fueled its U.S. growth. As a result, Temu’s app ranking has fallen and its ad spending has been slashed. Full Article: HERE

3. Shein Prices Double Overnight – Juozas Kaziukėnas, Founder, Marketplace Pulse

“Everything on Shein is now 50-100% more expensive because de minimis is going away in the US... For years Shein sold clothing tariff-free but that ends on May 2nd.” 

Full Post HERE

4. NY Times: Tariffs Put Small Amazon Businesses in Crosshairs – Eddie Levine, President & Founder, Treasures Gifted

“Because we faced similar trade barriers in our product category 18 months ago, we had an early warning. We’ve been actively building contingency plans and pursuing alternative strategies.” 

Full Post: HERE 

Eddie shares the full NY Times article behind the paywall HERE and states "This uncertainty must come to an end. It is not just about trade, it’s about the future of thousands of American entrepreneurs."

Helium 10’s Tariff Strategy Center for Sellers 

Helium10 created a 1-stop resource center as a central hub for the latest updates, strategic tips, and expert insights to help sellers navigate tariff challenges with confidence.

Visit the resource center: HERE