Start an Amazon FBA Business or Buy an Existing One?

One of the most challenging aspects of starting a business is getting your product in front of the right audience. As Amazon owns about 49 percent of the U.S. e-commerce share, it makes sense to start an Amazon FBA business to sell your e-commerce products as your target market already prefers shopping there. 

Additionally, Amazon makes it easy for sellers to list, sell, and ship their products through their Fulfillment By Amazon (FBA) program. Here’s everything you need to know about an Amazon FBA business and whether you should start an Amazon FBA business or purchase an existing one.

What is FBA?

Some 73 percent of Amazon sellers in the U.S. use the FBA program, making it one of the most popular e-commerce sales options. Amazon FBA sellers receive immediate access to Amazon Prime customers, which can significantly impact the bottom line of the business. On average, Amazon Prime customers spend $1,400 per year on Amazon, whereas standard Amazon customers only spend $600 per year. 

The other reason why FBA businesses are popular is that it’s convenient. 

With an Amazon FBA business, you don’t have to ship, package, or store any goods yourself. Instead, you pay a small fee, and Amazon employees handle all of this for you.

Shipping fees are up to $5.26 for large items (items up to 21 pounds), and they also have oversized pricing options for much larger items. 

Storage fees are also reasonable at $0.69 per cubic foot for standard items January through September (October through December fees may be higher to accommodate increased demand during holidays).

You’ll also have to decide whether you want to be a professional seller or an individual seller. You aren’t required to have a professional seller account to have an Amazon FBA business, though it may be cheaper depending on how many items you plan to sell. A professional seller account pays a flat rate of $39.99 per month, whereas an individual account pays $0.99 per item.

Therefore, if you plan to sell more than 40 items per month, it’s likely more economical to purchase a professional seller account. 

So if you’re looking to own an Amazon FBA business, is it better to purchase an existing business or start one from scratch?

While there is no right or wrong answer, here are a few questions you should ask yourself to determine which is the best solution for your situation and goals:

Do You Have The Capital?

The first question you should ask yourself is if you have the means to purchase an existing business.

An Amazon FBA business usually sells for about two to three times its yearly net profit. In other words:

Annual Net Profit x Multiple (usually 2 or 3) = Valuation

Therefore, if you want to purchase a business that makes about $10,000 in annual net profit, you can expect to pay $20,000 – 30,000.

Unfortunately, if you don’t have any capital upfront, your only choice is to build one from scratch, which can still be quite profitable!

Is This a Long Term or Short Term Investment?

Another question you should ask yourself before getting started with an Amazon FBA business is how long you’re willing to invest in the project. 

If you’re willing to invest in this business for a few years, starting from scratch may offer you a more significant ROI. Getting started can be challenging as you’ll have to find your own suppliers and build reviews and a brand. Therefore, during those first several months, you may not make a dime, so you can’t expect to flip the store in a few months. 

On the other hand, if you are looking to purchase a store, sell for a few months, and then flip it quickly, an established store is a better option.

Building momentum in a brand new company takes time. Not all sellers are profitable in the first year of a new Amazon FBA business, making it difficult to flip for a reasonable price as your net profit may be zero or negative. 

However, once you pass a certain threshold of reviews and brand equity, exponential growth becomes possible.

What Skill Sets Do You Have? 

Some people entering the Amazon FBA world have a background in business or marketing. If this is the case, one of the best ways to decide whether you’ll purchase or start an FBA business is to play to your strengths.

For example, if you previously worked for an e-commerce store and understand how to grow it, you may perform better if you purchase an existing store and grow it.

However, suppose you worked at a startup company and understand how to be resourceful, play the long game, and hang in there during the first challenging year of zero profit. In that case, you might be more successful starting a business from scratch.

Building a business from scratch and taking a business from five figures to six or seven figures requires two very different skill sets, so play to your strengths.

What Kind of Risk Would You Rather Take?

Starting any business involves some risk. However, the type of risk you take differs based on whether you purchase an existing business or build one from scratch.

Building one from scratch requires zero capital risk upfront though your chances of becoming profitable are much lower.

If you purchase a business that is currently profitable, your chances of remaining profitable are much greater. However, if you suddenly run into problems with suppliers, knock-off items or pricing wars and your business falls apart, you’ll lose a larger investment.

Therefore, while the risks differ, both have risks. So would you rather gamble time or money? Here are your choices:

Buy a Business = Higher Probability of Profitability + Increase Capital Risk

Start a Business = Lower Probability of Profitability + Lower Capital Risk

What Is Your End Goal?

Ultimately, the right decision depends largely on your goals. Do you plan to grow businesses from scratch and then sell them? If that’s your end goal, starting a business from scratch is the best way to learn.

Above all, running an Amazon FBA business is similar to running any business. Regardless of whether you purchase one or start one from scratch, it requires a lot of time, dedication, and commitment, and you can’t give up on it after a few months. You’ll have to put out fires and appease angry customers, though the rewards of growing a thriving business are more than financial. Get started now, and commit yourself to keep going!

Ready to get in the game? Start your free trial with Viral Launch and gain access to the seller tools powering some of Amazon’s biggest sellers.

How To Sell Books on Amazon

A Beginners Guide (Part 1)

We’ve all been there. You look around and notice you have somehow collected enough books to open a mini library. There’s old textbooks you’ll never use, books that were given to you as gifts, and the stack of books you keep saying “one day” to.

No? Just us? That’s fine.

The point is, sometimes you find yourself with a stash of books, and you don’t know what to do with them. You could donate them, but sometimes those books cost a small fortune. And you don’t want to lose out on all that cash you spent on that geology textbook you didn’t even use (Sorry, college professors). So, what do you do with them?

Solution: Sell Used Books on Amazon

If you’re looking to get into the Amazon selling game, selling your new or used books is a great place to start. There’s no risk of spending a small fortune sourcing a product that may or may not sell and no need to worry about manufacturing or importing costs.

And if you’re already in the Amazon selling game, adding books to your inventory is a no-brainer if you’re looking to make a few extra bucks here and there.

How to Sell Used Books on Amazon – Getting Started

First things first, you’ll need a stash of books to sell, and you’ll need an Amazon seller account to access your dashboard, Seller Central. Amazon offers two types for you to choose from: Individual Seller or Professional Seller

Individual Seller: $0.99 per sale closing fee, NO monthly subscription

Professional Seller: $39.99 monthly subscription fee, NO per sale closing fee

If you’re unsure which option is right for you, consider how many books you are wanting to sell per month. Amazon allows a maximum of 40 items per month on an Individual seller account. If you are planning on selling more than 40 books, or you are planning on selling books in addition to other products totaling more than 40, you will want to opt for a Professional seller account.

Listing Information – What You Need to Know

Once your Seller Account is all set up and ready to go, gather the appropriate information about your books. This allows you to have all your information readily available when it comes time to actually list them on Amazon.

Whether you just make sure you know where the information is located in each book or you write it down so it’s all in one place, here is the information to gather:

  • Title
  • Author(s)
  • ISBN
  • Publisher information
  • Book condition

What’s an ISBN and where can I find it?

ISBN is an International Standard Book Number. They always consist of 13 digits and are assigned to each edition and variation of a book. It can be found on the book’s barcode.

How do I know what the book condition is?

When selling pre-owned books on Amazon, you are required to list the book’s condition. This is applicable to hardcover and paperback books.

Your books can be one of six types of conditions:

  • New
  • Used – Like New
  • Used – Very Good
  • Used – Good
  • Used – Acceptable
  • Used – Unacceptable

Books categorized as Unacceptable are not sold on Amazon. This includes books that are sale of advance reading copies, including uncorrected proofs, of in-print or not-yet-published books.

Listing Books to Sell on Amazon

Once you have all the information, you’re ready to list your books for sale. When it comes to actually listing books, Amazon is by far the easiest platform to use. Creating a listing for your book can take as little as one minute.

When starting a listing, there are three different options for you to choose from:

  • “Sell Your Stuff” and enter the Title or ISBN number
  • Search for the book as if you were wanting to buy it and click “Start Selling”
  • List a New Title if no results come up for the ISBN you’re wanting to sell

Sell My Stuff

Go into your Seller Central and find the “Sell Your Stuff” tab. Type in the title or the ISBN number and search. Make sure your category is set to “Books.”

Click “Start Selling” and begin your listing.

Start Selling

Go to the Amazon homepage and use the search bar to find the book you are looking to sell. Once you find it, go to the listing detail page.

Click “Sell on Amazon” on the right side of the screen to begin your listing.

New Title

On the rare occasion the above two options don’t work, Amazon will provide you with the option to create a brand new listing.

This will happen when you search for an ISBN and no results come up, meaning there is no existing listing for that book. Amazon will then direct you to begin a new listing.

For a new listing, you will need to provide the following:

  • Title
  • Author
  • ISBN
  • Publisher information

Setting the Price – What’s the best price to sell my books for on Amazon?

When listing your book, Amazon shows you how many other offers for the same book are being sold and what price range the books are selling within.

This is super convenient and helpful, as it will allow you to determine your price point. If you’re a new seller listing a single copy of a book, you should list it as the lowest price in the price range. This will boost the chances of a quick sale.

For some books, it might make more sense to list in the higher price range. This could be for current edition textbooks, first edition novels, or special edition books.

Shipping and Costs

Once you input all the required information and click “Save,” your listing will go live on Amazon and will be ready for potential buyers to search for.

You will need to decide on your shipping method: FBM vs FBA.

FBM – Fulfilled by Merchant

If you’re only selling a handful of books, this might be the option for you. Because you already have the books, you just keep them in your house until someone buys them. No additional storage fees! Once a book is sold, you are responsible for boxing it up, labeling, and shipping it out. Shipping costs can be calculated into your initial price point.

FBA – Fulfilled by Amazon

If you’re selling more than 40 books, multiple copies of a book, or you don’t want to have to worry about shipping, FBA is a great option. For extra fees, you ship your inventory to an Amazon Fulfillment Center and they take care of the rest when an order is placed.

Make sure you fully research the pros and cons of FBA and FBM before deciding. Deciding on a fulfillment method is important as additional steps and fees may apply.

The Pay Out

Getting paid is arguably the best part about selling on Amazon. If you already set up your seller account and have everything approved, you probably remember Amazon requesting your bank information.

Amazon will directly deposit payments into your account every two weeks. Each deposit can take up to 5 business days and Amazon will send you a notification when the payment is sent.

Other Ways to Sell Books

If you’re looking to sell books that aren’t pre-owned or used, there are definitely options. Amazon offers 5 book selling portals for you to sell from if you wish. These portals are for selling e-books, audio books, and even self-published books. But that’s a blog for another day!

If you’re interested in learning more about how to become an Amazon Seller, subscribe to the Viral Launch blog, YouTube channel, and our podcast: Follow the Data: Your Journey to Amazon FBA Success.

While Amazon is now the second largest ecommerce platform in terms of sales, it actually got its humble beginning as an online bookstore in 1994. It all began inside of Jeff Bezos’ rented garage in Bellevue, Washington!

Jeff Bezos chose books due to the high demand of literature worldwide and their low price point. This still stands true today so selling used books on Amazon is a smart move to make some extra pocket change and relieve your overcrowded bookshelves.

Amazon Seller Questions: Seller Mistakes, Finding Great Products, Split Testing & More

Amazon Seller Questions: Seller Mistakes, Finding Great Products, Split Testing & More

Data is EVERYTHING here. If you’re an avid listener of the show, you know that. We’re pulling from one of our many sources of data today – Amazon Sellers. We help a LARGE number of Sellers every single day, and get to see where a lot of confusion is happening in the space. We get HUNDREDS of questions from Sellers every single day, and we’re answering those questions in today’s episode.

I’m bringing in two Viral Launch employees who interact with Sellers every single day. We’re breaking down the main topics here – ones that Sellers ask us about ALL the time. There’s honestly a LOT of good info here, and we cover it all quickly, so get ready to zone in. ALSO, just wanted to make sure you’re aware, I do a two live Q&A sessions each week on our social channels. One is through the Data Hunters, our Facebook Group, which is at 10am EST, and the other is just through our normal YoUTube Channel and Facebook Page at 1pm EST. If you have questions we don’t cover today, come ask me live during those times. When you join, let me know you listened to this episode, ill give you a shoutout. All that being said, lets jump in.

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Ask me your questions!

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Amazon Renewed: Make Money With Refurbished Items

There are many ways to make money on Amazon. Whether your goal is to simply make some extra cash or build an entire business from the ground up, Amazon provides incredible potential. You can choose to sporadically sell random household goods around your house or start a full-time private label company. And get this – you can even make money selling open box items on Amazon. Refurbished items are a great money maker as many shoppers are looking for deals and are willing to buy open box items to save money.

The Amazon Renewed program was launched in 2017 as one of Amazon’s newest selling categories designed to bring refurbished items to its millions of customers. This exclusive seller group requires an application process and only those sellers that meet the outlined criteria are allowed to participate. Sellers who are approved are then qualified to sell their used items as “Certified Refurbished.”

The criteria to sell on Amazon Renewed includes a combination of both quality and sales requirements. Becoming part of this group means less competition since members must be approved.


What Types of Products Can You Sell with Amazon Renewed?

Amazon Renewed allows you the opportunity to sell refurbished products in many different categories across the E-commerce site. This means you can probably find a product that falls under your area of expertise. Refurbished items often refer to electronics, but they don’t have to be. You can sell Amazon refurbished products in all of the following categories:

  • Laptops and computers
  • Smartphones
  • Tablets
  • Cameras
  • Video game consoles
  • Headphones and audio
  • Televisions
  • Office equipment
  • Home and industrial tools
  • Watches
  • Home appliances
  • Kitchen appliances
  • Automotive parts
  • Outdoor and sports
  • Musical instruments

Requirements to Sign Up and Get Approved

Becoming certified to sell on Amazon Renewed is no walk in the park. You’re required to provide details of your experience selling “like-new” products, including sales data and more. Amazon will only approve you if you meet the following criteria outlined on their website:

  • You can supply invoices showing a minimum a total value of $50,000 in qualifying refurbished purchases in the previous 90 days from the date of the application. You may black-out the unit purchase amount on the invoices. Note that sellers intending to offer products related to Home, Home Improvement, Tools, Lawn & Garden, Outdoors, Kitchen, Sports, Toys, or Automotive, you may supply invoices showing a minimum total of $20,000 in qualifying refurbished purchases in the previous 90 days.
  • If you are an existing seller on Amazon, we require an ODR of 0.8% or less, with a minimum 700 orders in the trailing 90 days.
  • If you want permission to list factory refurbished items (with no manufacturer warranty) you need to submit a minimum of 8 images of a sample unit for product and packaging review (box in which the product will ship, inside packaging and padding, product from top and bottom, product from all four sides).
  • Your company provides a minimum 90-day warranty on all of your Certified Refurbished products
  • For approval to list on Apple and Samsung brands in Consumer Electronics categories (Excluding Wireless), we require invoices dated from trailing 90 days that total $100K in Apple/Samsung products (non-Wireless). For approval to list on Apple and Samsung brands in Wireless category, we require invoices dated from trailing 90 days that total $2.5 million in Apple/Samsung wireless products. Invoices have to be directly from a national Wireless carrier or retailer with over $5 billion in annual sales (Example: Verizon, AT&T or Target) or the manufacturer (Apple or Samsung). We also accept Wireless invoices from Assurant, Brightstar, PCS Wireless, and Vertex.

These requirements can be hard to meet, especially if you’re just starting out. Sellers who don’t meet this criteria are still able to sell their products on standard product ASINs in “used” condition. Selling products this way will give you the time to build up your business and eventually meet the demands of Amazon’s Renewed program.

Finding Refurbished Items to Sell

If you’re completely new to selling used items on Amazon and are wondering where to start, the first step is to do some research. Find products that are in demand by using a market research tool. Our favorite is Market Intelligence from Viral Launch.

This tool pulls data from all the top sellers on Amazon for a specific market. You can then use this data to help you identify markets with high demand, but low competition, as these are the best markets to be in. Look for products that are getting a lot of search volume. A low average review count also indicates that you could easily compete in this market as products with a high number of reviews often get the most sales.

Once you identify a good product market, you have to source refurbished items to sell. Maybe you already have a connection to a manufacturer, but if not, one place to look is Alibaba. Just like finding new products on this online marketplace, you can also search for refurbished items to source. Alibaba can help you connect with manufacturers who offer open box items that you can then source and sell on Amazon.


You can also purchase refurbished items in bulk from various online liquidation companies. These companies work directly with retail stores to liquidate surplus inventory, which you can then purchase in bulk, often below wholesale prices, and sell for a profit. Many of these liquidation sites use an auction system with the products going to the highest bidder.



Advantages of Selling on Amazon Renewed

Selling any product on Amazon comes with a long list of advantages. First of all, this huge marketplace gives you access to millions of already loyal customers. Amazon has built a global platform that has the potential to bring high visibility of your product across the world.

You can also utilize their other capabilities, such as their fulfillment process, so you don’t have to package and ship items yourself. By selling in the Amazon Renewed program, you get access to customers and also face less competition since only select members are allowed to sell in this category.

How to Drive Sales for Your Amazon Refurbished Products

Even though you face less competition as an Amazon Renewed seller, you still need to take steps to ensure your product will sell well. First of all, you’ll need to set the right price for your item. Shoppers don’t want to pay a high price for open box items, so it’s best to shoot for a price that gives the customer a significant discount, but still allows you to make a profit.

Next, if you have control of your listing’s content, you’ll want to be sure your listing is optimized to get your product seen and to convert sales. You can use a keyword research tool to help you identify the highest volume keywords for your product market and ensure they’re placed in your listing. Or you can even hire a professional copywriter to identify keywords and write the listing for you.

Start Your Amazon Renewed Journey

Amazon has tons of opportunities to make some extra cash or even start a full-fledged business. The Renewed program is just one of many. Take advantage of these tips and start your Amazon selling journey today! We’ll be here to help you succeed whenever you need us.

5 Amazon Sourcing Mistakes Sellers Are Making | Elena Saris

5 Amazon Sourcing Mistakes Sellers Are Making | Elena Saris

Manufacturing and Sourcing is an INCREDIBLY important subject for optimizing the sales process of your Amazon storefronts. There are certain steps that you need to implement in your Seller processes. Oftentimes, however, Sellers aren’t even aware of the fact that they don’t have all of the necessary steps in place. Sellers miss out on thousands of dollars, or miss out on time invested, because they weren’t aware of one small step they could take — or because there’s something else they could be doing that will save them hundreds of hours down the line. This doesn’t just apply to sourcing and manufacturing processes on Amazon… but that’s our focus for today.

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Is It Too Late to Start Selling on Amazon?

Without a doubt, Amazon is now the go-to ecommerce platform. With over 40% of ecommerce market share in 2017, Amazon emerged as the clear (and growing) choice for online shoppers.  Because of its popularity among online shoppers, Amazon is a great place for merchants to sell their products. As Amazon’s popularity has grown, more and more sellers have jumped onboard to take advantage of this incredible selling opportunity.  But is it too late to start selling on Amazon? 

In their 2017 letter to shareholders, Amazon shared, “For the first time in our history, more than half of the units sold on Amazon worldwide were from our third-party sellers, including small and medium-sized businesses (SMBs) … Over 300,000 U.S.-based SMBs started selling on Amazon in 2017.”

With so many new sellers listings products, is it too late to take advantage of this income opportunity? Yes, certain markets are becoming overcrowded. And yes, shopper expectations continue to climb.  It might seem like it’s too late to start selling on Amazon, but there is still plenty of opportunity.  

How to Find Non-Competitive Products to Sell

In the early days of Amazon, finding a product to sell was easy. You might have taken a sip from your water bottle after a workout, and thought: “I wonder if water bottles are a good product to sell on Amazon?” Upon investigating, you would have found a handful of sub-par listings on Amazon with very little product information.  These would be accompanied by one blurry image taken with an iPhone and only a handful of reviews.

Well, it’s 2018 now, and gone are the days of just happening upon a profitable product market after your morning workout. But that doesn’t mean these markets are gone or you’re too late to start selling on Amazon. They’re just harder to find. In order to discover the markets with good sales and low reviews, you either have to spend a lot of time sifting through products on Amazon or use a product finder.  

Product finders, like Product Discovery, make it easy to uncover the best product markets. You can filter the Amazon catalogue to show you only the products, markets, categories, or brands with a certain number of sales or a certain number of reviews. Filters like Average Revenue, Average Price, and Average Monthly Sales allow you to find products that meet your ROI goals.

Not sure where to start? Use one of the Product Discovery presets like Low Barrier to Entry, Quick Wins, or High Margin Markets. These pre-made searches will show you products with low competition and high profit without having to input much information.

Many new sellers may start out by looking for products that sell for $15 – $30 in markets that have about 1,000 average monthly sales per product and less than 100-300 reviews on average per product. But the best product for you depends a lot on how much you have to invest and your profit goals. Click here to learn more about how to use Product Discovery to quickly find your next great product idea.  

How to Fight the Growing Competition

The best way to combat growing competition on Amazon is to out-market your competitors from the start. From the moment your product arrives in Amazon’s warehouses, you need a strong Amazon SEO (search engine optimization) listing that compels shoppers to purchase. You need product photos that clearly display your product and increase their desirability. And finally, you need a strong promotion strategy to gain initial ranking.

If you can market your product effectively, you can earn keyword ranking in search and build up a strong sales history that will be difficult for new sellers to compete with. With good ranking, you will sell more products. And the more products you sell, the more reviews you will likely get. Reviews are a huge advantage for your product over new sellers coming into your market further down the road.

Especially if you’re just starting out, spending money on marketing your product may seem frivolous. But, promoting your product is just as important to your success as finding the right product or shipping it to Amazon’s warehouses.

If your product doesn’t have good Amazon SEO, no one is going to find it and you won’t see sales. Which is pretty much the same thing as not shipping it. And if your product photo looks bad on a search result page, you’ll see fewer clicks and less traffic. Your marketing budget is not frivolous. It is vital.


The window of opportunity is still open! It’s not too late to start selling on Amazon, though success today does look different than before. You need to carefully and strategically identify product markets that still have low competition. And then you need to execute on a solid marketing strategy in order to curb future competition. That marketing strategy includes an Amazon SEO listing, stunning product photography, and product promotions that can push your listing to page 1 of search results.

For more on how to sell on Amazon, subscribe to our blog, podcast, or YouTube channel.

Building a Team with Sellers Anthony Bui-Tran, Fernando Campos, and Nick Young (Follow the Data Ep. 28)

Building a Team with Sellers Anthony Bui-Tran, Fernando Campos, and Nick Young (Follow the Data Ep. 28)

In this episode, Anthony, Nick, and Fernando all share about their experience building teams for their businesses: how they knew they needed to hire, how they prioritized talent according to their business goals, and how they found the right people to grow.

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Our Guests

Anthony Bui-Tran is an ambitious entrepreneur who built a million-dollar business at the age of 23 through manufacturing and importing consumer goods. Since discovering this opportunity he has been empowering others to design their ideal lifestyles through building location-independent businesses through his Facebook group and YouTube channel, Seller Tradecraft. In the near future Anthony plans to expand his one-on-one coaching to a digital course that will enable him to reach and help more people achieve their goals. In his free time he enjoys traveling, surfing and working out. When reaching out to Anthony you’ll find yourself asking, where are you now?

Fernando Campos is a serial entrepreneur who builds brands on online marketplaces. He has an aptitude for growth and in less than three years he has been able to generate over $10 million in revenue per year, grossing $20 million cumulatively. His expertise in Amazon strategy, product selection and business development has led to the introduction of over 200 products to the market.

Nick Young is an e-commerce entrepreneur who specializes in developing private label brands on marketplaces with a focus on process, team building and grit, he has scaled his pure play private label business to over eight figures in revenue within three years, grossing $20 million cumulatively. Prior to starting his business Nick worked in tech where he helped grow early-stage companies. Nick and Fernando are also both partners at Seller Tradecraft, an online community and digital education program for both new and experienced sellers. 




Follow the Data Show Notes

Podcast Transcript

Deciding to invest in your business by building a team is a major decision. How do you know if it’s the right move for you? How much revenue should you have before making your first hire? Who should that first hire be, and how do you grow profit when taking on the cost of employees?

I’m Casey Gauss, your host for Follow the Data: Your Journey to Amazon FBA Success. In this show we leverage the data we’ve accumulated at Viral Launch from over 30,000 product launches and our experience working with over 8,000 brands to help you understand the big picture when it comes to Amazon, and more importantly, the best practices for success as an Amazon seller.

Cam is in China this week, our normal host. So today filling in for him is our producer, Becca Longenecker. In this episode Anthony, Nick and Fernando will all share about their experience building teams for their businesses, how they knew they needed to hire, how they prioritized talent according to their business goals, and how they found the right people to grow. Let’s get started.

Hey, guys. What’s up? This episode is the first in a series of episodes that we are doing with sellers Anthony Bui-Tran, Fernando Campos and Nick Young. In this series we’re focusing specifically on what it takes to scale your FBA business. A little introduction for who these guys are. Anthony is an ambitious entrepreneur who built a million-dollar business at the age of 23 through manufacturing and importing consumer goods. Since discovering this opportunity he has been empowering others to design their ideal lifestyles through building location-independent businesses through his Facebook group and YouTube channel, Seller Tradecraft. In the near future Anthony plans to expand his one-on-one coaching to a digital course that will enable him to reach and help more people achieve their goals. In his free time he enjoys traveling, surfing and working out. When reaching out to Anthony you’ll find yourself asking, where are you now?

Fernando Campos is a serial entrepreneur who builds brands on online marketplaces. He has an aptitude for growth and in less than three years he has been able to generate over $10 million in revenue per year, grossing $20 million cumulatively. His expertise in Amazon strategy, product selection and business development has led to the introduction of over 200 products to the market.

Nick Young is an e-commerce entrepreneur who specializes in developing private label brands on marketplaces with a focus on process, team building and grit, he has scaled his pure play private label business to over eight figures in revenue within three years, grossing $20 million cumulatively. Prior to starting his business Nick worked in tech where he helped grow early-stage companies. Nick and Fernando are also both partners at Seller Tradecraft, an online community and digital education program for both new and experienced sellers.

My name is Anthony. I basically am a Amazon seller of three years. So is Nick and Fernando. But the three of us basically met through a mastermind group online, a Facebook mastermind group of million-dollar sellers and up. And then most recently I just like temporarily relocated to LA to kind of learn from these guys because they’re at the eight-figure level, and I’m at the seven-figure level. So I thought one of the cool things that we can talk about is like perspective of building a team to a seven-figure level and then like building a team to an eight-figure level, and then what kind of like perspective or mind shift differences that maybe like I have versus like them when it comes to building a team because I think that’s like a very big mental mind shift that I learned from just like being out here and like talking to them a little bit more about like how they’re scaling their team, and how they have like advisors, and how they really have like, you know, like more structured like systems and processes in place versus like my business.

So then how many people do each of you, like how many hires have you each made?

I personally have seven part-time, and then –

Yeah, we have, in total, about like 20 people.

Okay, nice.

Yeah. And those are full-time.

Well, I guess I’ll just jump in and ask the first question. So the first thing I was wondering is if you could, Anthony and Nick and Fernando, if you want to start [technical difficulty 0:04:59.0]

Okay, yeah. I have an interesting one. So when I started thinking about outsourcing it really stemmed from like The 4-Hour Work Week. So I was reading that book while I was working my corporate job. So I knew in order to scale my business I had to make more time, right? And I knew that I couldn’t physically like free up more time in my schedule in terms of like balancing work, gym and then my social life. So I realized I was like, oh, I can just pay someone and buy their time, right, and leverage that. And then The 4-Hour Work Week was one of those ways that I realized that you could, you know, get work help overseas, and I looked into it a little bit more, and then I realized that, you know, balancing my full-time job with a VA, like I would have them do a lot of Amazon stuff and then some very, very minor work stuff for me, and balancing that out in my personal life. And that was just basically like the first, very first start of getting a hire. And then after that successful experience with my first hire – and he’s been with me ever since – I just really wanted to build out more and more.

Yeah, so for Nick and I, I would say this was about like six months in, and it was probably honestly too late because I think we were doing like probably around like 80, 90 grand in revenue at the time, I guess for perspective.

And it was just you two?

And it was just us two. And then the first person was like kind of a customer support, kind of administrative person. She’s still with us today. It’s like pretty amazing. And she actually ended up bringing her husband on to the team as well, which was pretty cool, like a few months later. But yeah, I would say that it was probably too late. I think in retrospect it would have been better to make that hire earlier, like thinking about like how you value your time, and let’s say $100 an hour or $200 an hour, and then thinking about how you’re spending like a majority of your time, and whether you can outsource those specific like tasks at a lower rate than what you’re valuing your time at. And so yeah, whether it’s like, you know, sourcing, or customer support or graphic design, like all that kind of stuff, I would have definitely done it earlier now in retrospect.

Yeah, yeah. And I think, you know, it’s constantly a struggle. I mean I think every entrepreneur when they’re first starting out, especially for me, I know I struggled with the, you know, trying to be a perfectionist with how everything was done. Naturally when you own a business you never think anyone is going to care as much as you do. So I always felt like I wanted to delegate, and when I did delegate it had to be the way that I wanted to do it. But you know, I think quickly we realized as we scaled that, you know, if you hire the right person they’re going to do a better job than you will because naturally they’re going to be dedicating more time to it, assuming that they’re smart enough. And I think that’s really the process of how we need to learn as entrepreneurs to let go. And it came down to just hiring the right people and not hiring people that could only take delegation, and instead finding people who could actually think on their own, and that was really a crucial shift for us, being able to let go and find the right people to kind of let it go to, if that makes sense.

So guys, to give everybody some context, would you guys mind sharing kind of how many people you’ve hired over what period of time, what those hires look like, just giving everybody some context around what’s going on in your guys’ business so they understand where all this advice is coming from?

Okay. Yeah, for me, starting out essentially, to get to the point where I was, or I am now as a seven-figure seller, the first thing I ever outsourced was customer service because in my opinion that was like one of the things that I just didn’t really enjoy doing because I mean it always comes down to the same example, like someone would ask me like what color like the shirt is, or what color an item is, but you know the listing obviously says it’s like black. The picture looks like it’s black, and then like when a customer asks me that, for some reason I personally get a little frustrated with that because I feel like it’s a very obvious answer. But at the end of the day, like you want to hire someone that cares in responding to like customer questions like that more than I guess I would in that situation. And then I realized that I’m wanted to reduce the amount of decisions I was making in my business because those really like kind of wear on, I guess, like my mental energy. So customer service was like the first thing I outsourced.

And then down the line it got to I would outsource like random different project [tasks 0:09:50.0] versus getting a full time VA. So I would get some like listing optimization done, product photography I would outsource that to like certain people and then just compare really, right? Because I started doing it in-house, and then I realized I was like okay, I don’t want to invest in all this equipment when I can just pay someone to do it professionally and they’ll get it done the right way because I was spending too much time researching. I would say okay, this is how I should make like a perfect like lightbox. And I was like how often am I going to use this thing? Maybe like, I don’t know, a couple times a month. Maybe I’d have to edit it. And then it got to the point where I wanted to also focus more on I guess like YouTube and my Facebook group. And so some of the other hires were just like video editors.

And then it was mainly working with my first VA. He was kind of like a jack of all trades, which is what I really like about him, and he’s just – he, I wouldn’t say he knows everything, but he knows how to like Google. And I think that’s probably one of the most important traits, having someone on your team that is like their ability to just learn things on their own. That’s probably more important than – I mean of course like you want to find people that are experienced, but when there’s always going to be new things to learn in business, and I think if, you know, someone on your team just like has ability just to learn on their own or just knows like when to reach out, or knows how to reach out effectively, like one of the things like I always ask my team is if they have a question they’ll ask me. They’ll like say like, should I respond to this customer this way? And they’re like, instead of asking me how do I do this, they’re like I think I should respond like this, and they provide an example. And then I’ll tell them like yes or no, or I’ll give them suggestions of like hey, like I think you could just add some more details here, some more context here, and like training them to just think on their own like that has been like invaluable for my business.

Yeah, so for us in the US we probably hired like overall maybe eight people in the US. We’re down to five now here in the US, and then we’ve hired at least 25 overseas I think. But our overall team now covers a little over 20, and I would say that we’ve pretty much like been able to build like a team to manage like every aspect of the business. I think the one that we hold probably a little bit, the most close to our chest is like kind of product selection. But we have someone that’s in charge of like finding the products that we approve of. We have new inventory planning, logistics, support, you know, marketplace management, like wholesale and retail. Pretty much like everything is actually done mostly overseas now.

What was your first hires for you guys?

Support and admin.

Yeah, definitely support and admin. Yeah, for sure.

And you know what we found is like as we – you know, I think it’s always like when you’re first starting out naturally you’re going to do it based off of like what’s taking up most of your time. But we found like as we’ve grown to scale we really had to gain a lot of thinking towards how we’re breaking out the organization, especially as we approached the eight figure mark, you know, we realized that we had to start breaking out the business into business units, too, so that, you know, we could structure each business unit to have like, you know, it’s own P&L, its own way of tracking the effectiveness of it. And that just started to make more sense as we grew, you know, the different channels we were selling on and also the amount of products that we had. And so I think that has really allowed us to have a lot more efficiency and structure in terms of how we collaborate with one another and, you know, as we’ve grown. And that’s something that I think, you know, we’ve really tried to put a lot more thought into more recently.

Awesome. So when you guys made that first hire, Fernando and Nick, what size company were you? What was going through your mind? What were your hesitations, and how did you overcome those?

Yeah, I don’t know if we had too much hesitation. So we both had outsourced specific like roles, or like I guess tasks in previous companies, like previous startups that we had worked at. But yeah, they were in charge of like basically – I mean at the time we probably had about like eight products maybe, eight, 10 products. And so we were just building out like a lot of like – a lot of like inquiry in terms of like product questions and like, you know, following up for like reviews and all that kind of stuff. And so I think all like the really like tedious parts, I mean the beautiful thing about Amazon is they take, you know, a huge percentage of the customer support. But anything that did kind of come through, they kind of oversaw all of that I would say.

Yeah, I would say that what we really, you know, did was, you know, the model was new to us at the time, right, so when we just started. So we really wanted to trail blaze and it just make sure that we understood all parts of the process to begin with. You know, I’m a believer that you do have to delegate what you understand first. And so, you know, I remember answering customer support questions. And you know Fernando was like, look, you shouldn’t be doing this. And I was like yeah, you’re right. You’re totally right; I shouldn’t. And so that’s when we made our first hire. And then as we had this additional resource, you know, we realized okay, well she has extra time. She can go ahead and copy this. She can follow up a customer review. She can do all these things that we realized that were on our list but we just didn’t get time to, you know, handle because we were limited on time since, you know, we wanted to focus our time on growth. But we always found ourselves hampered by supporting the operation, and that’s when we realized okay, we need to, you know, push this off to, you know, that support person. And eventually, you know, we started to structure the tasks as like this is that type of role, this is that type of role, as they just became more frequent.

How did you guys find your first hires? Where did you look for people?

I would say online is a great one. You know, there’s a lot of people who are really familiar with remote work. A lot of people actually have Amazon experience. That’s where we first started. And we also, you know, we mentioned that Fernando and I, we both came from companies that deal with outsourcing. I actually came from a company that did outsourcing for a lot of big internet companies. So I had, you know, someone that I worked with there before, and I just got a referral. So she was actually like, you know, the sister-in-law to someone I worked with closely in the Philippines over there. So that, you know, that was, you know, how we first got started. And then she brought in her husband. But eventually as we wanted more, you know, we also created a referral system internally for people that they trusted that they could bring in, and that worked up to a certain point until we needed actually more employees than they could find for us.

Yeah, I mean it’s now, I have to say, we just recently brought on like a recruiting HR person. So they’re in charge of building out your own applicant tracking system. And this is a – Anthony’s laughing because this is like a huge hire for me. Like I was really excited about it because I spent like a ton of my time doing interviews for new hires, and, but yeah, I mean she’s been amazing. And I think one of the really interesting things is that like I think a lot of people would just kind of go to Upwork or OnlineJobs because it’s really easy. You make a post, and then, you know, you get a ton of like submissions, and then you kind of choose. But I think one of the big changes we made maybe like eight months ago was actually treating hires overseas, like in terms of recruiting, the exact same way as if they were like a US hire, and so investing the same amount of time, same amount of interviews, like the same type of process in terms of, you know, doing like quick phone screenings, actually like a reaching – doing like kind of outbound or outreach like [unintelligible 0:17:33.9], maybe taking out a job [unintelligible 0:17:36.3] the need to like really investing the time because we’ve made some like incredible, incredible hires overseas. And like now we’re just kind of like raising that bar in terms of like I think in the beginning it was just like oh, we’re going to pay them like$4.00 an hour. It’s like fine. Like, they’re smart enough. But now we’re kind of holding out, like especially for like these like really like crucial roles to our organization, like inventory planning, we wanted to make sure that we had like the best, like the smartest person that we possibly can in this specific role because it’s such a crucial part to our business.


Who was that last hire you had? What was like her background? The one for inventory planning?

Well, it’s a guy.

Or a guy, yeah.

Yeah, I mean he came from like the Harvard of the Philippines, was like in charge of inventory planning for like a grocery store with like, I don’t know, a 98% like confidence interval. I mean it was just like way more sophisticated than what we had been doing in the past. Like his spreadsheets right now are so beautiful, like I kind of – I tear up a little bit. It’s really nice.

That’s awesome. Yeah, so making the right hire sounds like definitely has been part of your success. But I’m also wondering how, especially with teams like overseas, how do you guys motivate your teams and ensure like a standard of quality for your work that your employees are doing?

Yeah, I mean I think one of the important things is – I mean first off, you know, I think you have to be clear on the KPIs. You have to be clear about what you – what their goals are for their role and how you measure them by. You know we implemented this thing called OKRs, which is something that Google has implemented. So it’s objective key results, and it basically – it’s set from the top down. So you know, you set an objective key results for the company as a whole, and it kind of cascades down across each department. And they have something that kind of goes into that, you know, key result. So you want to make sure everyone is aligned. But I think on top of that, I think, you know, one of the main things that helps people when they’re working on a team is seeing the level of work of the other people they’re working with, right? So you know, we want to make sure that like every person when they come on, that they’re working a team. But also they want – we want to make sure that the team members that they’re working with have, you know, produce high-level and high-quality work. And I think that’s really important because then they’ll realize that they’re accountable to people who really depend on their work. And you know, all their peers are really producing and performing well, and it becomes exciting because everyone is really caring about what they’re producing, and everyone feels like they’re elevated to their highest ability, if that makes sense.
So I think making sure that you have that team environment, making sure that they’re collaborating with one another, is really important. And when you hire the right people they enjoy working with other top-tier people. And I think, you know, that’s something that we don’t necessarily have to be involved in day-to-day. They’re just aware of it because they see the level of work that’s produced.

One other aspect of like motivation I would say is like really – is like the kind of communication and having them fully integrated. I mean like we hear of like a lot of other sellers will kind of refer to their team as kind of VAs, and like you know they’re kind of like part time. They’re looking for a bunch of different companies. I think our approach is a little bit different, where we bring people on like full-time onto like our staff. They’re included in all of our communication. They have their own email. They have like, you know, kind of welcome training. They have like a buddy. Like I mean they’re – they’re just really well-integrated into our team. Like the same kind of red carpet, if you will, as if they were like here in LA with us. And I think that is like a really big kind of like mindset shift for them is that, you know, we’re paying them every two weeks like we would pay employees here, and like we’re really just investing in them. We’ll pay for monitors and like technical equipment that they need. Like we really want to make sure that they feel included. And then so that as the team grows and it becomes like more and more distributed, that they are always feeling like they’re like really a part of it. And part of the responsibility for our new like HR and recruiting team is to build out like kind of teambuilding and different types of kind of ways of building [unintelligible 0:21:49.4] for a team that’s like scattered all across the world.

And then just to add onto that, my little tidbit is like me and my team, we use a lot of – we use this Google Chrome extension called Loom, L-o-o-m, and basically it records your screen, and it records you talking at the same time. So like whenever like I’m trying to explain things, or someone on our team is trying to explain things, explains or explained their question, like it’s feels a little bit more personable. Just like seeing someone’s mouse move across the screen, and you see like their face talking as they answer questions. And that’s how like we relate and send a lot of messages back to each other, especially if they’re long. And my team, like we don’t always enjoy – well, I don’t enjoy typing a lot of times, so I enjoy making like these videos. So I’m like okay, like this is how you do this and that, and then they’ll like create out like the SOPs and everything. But when I’m making those videos I try to be a little bit more enthusiastic and happy, and I’ll just like maybe tell them like one tidbit about like me, or like I’ll tell them like hey, you’re doing a good job on this, like just some quick feedback because I think in a very virtual setting you don’t always get that much of like an intimate setting because some of my team members, like most of the time we just like talk through like Slack. And we don’t always like hop on voice calls. Like I’ll go on like maybe – there are some people on my team I haven’t like talked to like on Skype via voice call in maybe like two months or so. Some people are just Slack. So I just try to be more intimate and personal whenever possible, just in like a virtual team environment.


Nice. Fernando and Nick, for your people in the US, do you guys have an office, or are they remote as well?

Oh, so we do have an office here in LA. So four of us work here regularly. One person kind of comes in and out, kind of our developer that’s building like all our internal tools. But yeah, for the most part we are here in LA.

Nice. So I imagine you guys have made mistakes in the hiring process. I know we have at Viral Launch.

No, we have 100%.

What are some of those – what are some of those mistakes, if you want to share? And then like what have you learned from that?

That’s a great question.

Yeah. So one of the things that we recently added – so like I guess a mistake was not doing this, but we actually recently added like a case study into our process. So we kind of – Nick and I will sit down. We’re like okay, we’re going to hire an inventory like planner. Like okay, what do you think is like the most difficult part? Maybe it’s like the forecasting and managing so many SKUs. So we will come up with a case study, like specifically like using like our own a data, and we’ll just like kind of export it out. And then like here’s an issue where we like kind of ran out of stock, and then just see like how they would like plan it. So we’d send them like a bunch of raw data with like a quick like Word doc just saying like hey, you know, here’s the situation for this SKU, like how would you handle it based on like, you know, here’s your production time, here’s your lead time, like all that kind of stuff. And then we see what they send back in terms of like kind of a report on our analysis. And then in the next interview we actually have them like walk through it. And then so we’ll ask questions that were both on that assignment, and then other, like other questions that were not included there, just to see like their critical thinking and like their understanding of the subject. And I think you could do that pretty much for any role that I’ve seen, that we ‘ve – at least that we’ve hired so far. And I think that’s been like probably one of the best ways that we can just see like where people, like where their understanding is of the subject matter before even going through like a lot of the, of like the personality and culture like parts of the interview.

Nice. So have you guys had to let people go then?

Yeah, yeah, definitely.

Yeah, I mean, you know, we’ve had to let some people go, for sure, and that’s always not fun. I think if someone is, you know, remote it’s definitely, you know, a little easier than doing it in person. We’ve done both. But yeah, I would say, you know, ultimately it comes down to performance, and I think we’re always very clear about performance. I mean, I know Fernando and I, we always make sure to communicate exactly what it is that we’re looking from them and where they’re missing the mark. And then what we do is we actually create a performance plan. So we’ll say look, you have like 30 days. Or you know, let’s say 60 days. These are the things that, you know, we’ve been asking for and we haven’t gotten from you. And I need you to create steps to figure out how you’re going to, you know, fix this problem. And so you know, it gives, you know, employees opportunity to figure it out. And they know that their job is on the line. And I think sometimes, you know it works, and sometimes it doesn’t. Sometimes it gives them exactly the fire that they need under their butt to realize okay, crap, like I have been underperforming. I need to figure it out. And in other instances it just makes it clear, if they don’t fix it, that that’s exactly like why we’re letting them go. So I think, you know, having that clear communication has always been kind of the foundation of how we work with employees so that they fully understand where they stand with us. And we always – you know, well we try our best. I would say, you know, it’s hard to deal with this, but we try to do like quarterly reviews with our team members, and if not quarterly, then we do it semiannually, for sure.


So can you talk about what the advantage is to having like a team as opposed to kind of like a scattered network of freelancers and how you feel that has like given your business a competitive advantage?

Yeah, so I mean I think it really depends on the stage that you’re at. I think in the beginning like a scattered team of freelancers can work. But I think the competitive advantage of having like a dedicated team, at least in my opinion, is that people are going to start taking more ownership. I think naturally if you’re like a freelancer then you’re a little bit less invested in any one company because you’re spreading time with, you know, several companies. And I think for us having these like dedicated people that are like, you know, in charge of logistics or in charge of, you know, product selection, like they work with us closer. They’re like – they’re in all of our communication, and so in terms of like being able to step up and take ownership, that I don’t know if we would get as much with like a freelancer. For instance, we made a hire that was in charge of like all of our systems, and she came in and put together like all of our supply chain from like our purchase orders, to our orders in production, and to like our shipment monitoring and then tied it all the way into finance, all in a software called like Ragic, all from scratch. But like she was able to do it really quickly, like within a month, without me being as involved because we had someone that was in charge of all the purchase orders. We had one person that was in charge of logistics. So she was able to like do one-on-ones with them. They’re all internal. And then to kind of brainstorm, like okay, well how does this need to look? Like where are the sticking points like right now, and then being able to put that all together within 30 days just because we had internal people that like had invested interest in this process being smoother.

Right. And you know, Anthony mentioned The 4-Hour Work Week. You know, that’s also been super influential for me and Fernando. And I think realistically, like having a team of freelancers, I think it makes it more difficult for your business to exist outside of you. You know, it’s always going to be centralized. You’re always going to be the body that knows the most about your business. And I think, you know, for me and Fernando I can probably – I mean I’m sure Fernando can say this as well, but like there are parts of our business that we don’t know like how it happens, but it does happen, and I think it’s because we have people in charge of making those things happen. You know, we’re focused on the results, and we have the key indicators that tell us if something isn’t working. But ultimately it falls on those people. And so, you know, if we’re training someone and they come into business, having a team allows, you know, there to be multiple experts within the company that people can learn from. And so I can easily just say hey, talk to this person, talk to that person, and they’ll be able to get that body of knowledge without us having to be directly involved. And I think that’s kind of the efficacy of having, you know, something that exists outside of you as the entrepreneur and the business owner. And I think it allows it to kind of organically grow and [breathe 0:30:27.1] outside of you.

Yeah, and then for me, I guess my favorite thing is there is all this stuff – I feel like – I don’t know of this is like a real phrase or not, but I like to always say that I’m a first time entrepreneur. So this is my first time running my own business, like really like handling like everything, making all these hiring decisions. But in terms of like perspective of like running a business, I’ve never done it prior to this point. And after meeting with Nick and Fernando I realized like okay, like to get to where they’re at versus where I’m at, it’s like they had like department heads, and it’s like okay, like I don’t have that in my business. So that’s like, you know, along the way, like as a smaller seller, I’m like okay, like these are things that I’m happy that I know like are on kind of like a roadmap to do. So just like having department heads, having full-time hires, like for the exact reasons that they were talking about. But it wasn’t until I like really met them and started networking with other sellers that were bigger than me that I realized that these were like the moves that you need to make in order to like 10 X your business, really. And that was like one of the biggest like mantras for me, you know, just like their whole hiring process is like really, really in depth compared to like mine. I know for like some of their like hires they’ll go like what do you guys do like 20, 25 interviews? Like when they told me that, when Fernando told me that, I was like what? I was like 20 to 25 interviews? And then so I’ve been with like Nick and Fernando like for the past three months. And like all at the , time like from the outside looking in it’s like they’re always like on – they’re always on like a hiring call like every single day. They’re always trying to hire like this other person, or they’re trying to find like the perfect candidate. And that brings me back to like what they were saying about like building like the A team, right?

When I’m hiring people what I’m currently doing is like I’ll look at – you know, I’ll get the applicants from like Upwork or, and I’ll like kind of choose like the top five, and I’ll narrow it down. Like I’ll interview like those guys, and I’ll just like pick the best out of that. But I feel like I don’t dive down as much as like they do in their business to like find like the exact perfect hire that’s, you know, for like say their supply chains, like you know, someone who’s like managed like grocery stores and like make sure like bananas were always on the shelf, you know? Like for me it’s like okay, like this person is good enough. You know, I didn’t realize that – you know, and now like my perspective has changed to where it’s like I want like the best person, like, you know, like maybe you have to wait a little longer. And I’ve heard multiple people say this, but you know, a bad hire is going to cost more than a good hire.


So you know, like invest that money into like – and what they also do is like besides OnlineJobs, you know, sometimes they would use like LinkedIn from what I understand, or like their referral networks. Some of my other friends, you know, like Facebook ads, or they’ll like go find like Facebook groups, like specifically for certain positions. And for me, like I just don’t go that far out of my way to really find the perfect hires. And that’s why like I’m excited that they got an HR person because I know like a day in and day out they’re always like on all these different calls. So like I know like how impactful – like I never really realized how impactful an HR department or team was until like just like hearing about all this. I was like oh man, it makes like such the biggest difference, especially with like you can free up so much time like figuring out like which candidates to like just hop on a call with versus like screening like, you know, 20 people, like and they can really help with that stuff.

Yeah, I didn’t realize the importance of that until five days ago when she started. Yeah, I mean, you know, Fernando has been saying that we need to do it, and I was like I’m not sure. And then she went on and she did this awesome thing where she implemented like a – what’s it called?


No, no. Well, that’s cool, the BirthdayBot, but implemented this tool that basically pulls all of our employees of like their satisfaction and different degrees of, you know, parts of their business like autonomy and ambassadorship or whatever. And then it was really cool to see it. So everyone responded, and they’re all anonymous feedback. And so it was really cool to see that like
everyone was really happy with their jobs, you know, and to see that like everyone, you know, felt like everyone else was talented. I mean, it kind of confirmed like our initial, you know, belief and I guess what we had inferred from our experience that like we were going the right route. But to be able to see that and have a pulse on the company and to realize that like hey, you know, what we’re doing is working really, really was helpful and impactful. So yeah.

What is the birthday thing?

Oh, it’s like a – so now we get notifications like for everybody’s birthing on the team. So we can do some kind of celebration thing, or if they’re maybe overseas we can do some like, some kind of like gift or, you know, something like to just, to acknowledge like hey, it’s your birthday, you know?

Yeah, a little thanks.

And it’s all automated, which is really nice because it’s all through Slack.

So as you guys start hiring like logistics people, HR, I imagine some of them you aren’t as comfortable in or have less knowledge, so how do you properly – this is something that I’ve been experiencing, so we’ve just started hiring at the director levels. We just hired a Director of Engineering, Director of Marketing, Director of Customer Success, Director of Product, like all these positions that, you know, I don’t have that much experience in. So I don’t know what the ideal candidate looks like. Have you guys run into this, and if so, how do you get over that to then finally making that hiring decision?

Well, I – just from the outside looking in – I asked Fernando this like the other week. And I was like how do you like hire for like – how do you know they’re a good supply-chain person? And he says like when he screens all of them, like he learns from like each interview, you know? So he picked up different tidbits on like what each person, each candidate like has done in like experience, and then also like you look up some stuff on your own, but usually he can kind of like get a lot from the interviews from what I understand.

I think that’s always constantly a challenge, for sure. I mean I definitely think it’s something we rub up against for sure, especially for senior hires. Like how do you know if you’ve never done it before? I mean, I think one of the things that, you know, we really try doing a better job of is getting advisors, so people who are really excellent at what they do in a specific role at a company we admire. And so now, you know, we realize like the value it adds is great, and we’ll regularly get dinners with them. And we’ll also include them in part of our hiring process if it’s a major role. So I think, you know, to leverage their expertise is great because they understand what we’re looking for. They know us, and they’re willing to lend their expertise in terms of, you know, whether they think this person is credible or not.

Yeah, I mean two other things. I guess one is kind of like a feeling. Like if it’s – yeah, someone that’s really crucial to the business like a director, you know, like you’re paying like a higher salary, all that kind of stuff, I think about after, like after the interview how do I feel? Like I’m not like really excited about this like person joining because I know that they can like quickly, you know, if you have like a good Director of Marketing, like they will pay for themselves and like and more like, you know, within their first like let’s say six months. And so if I have that like feeling this person really knows like their stuff, then like I think that’s one big piece. And then the second piece is we’ll find a friend that’s in like a similar role, so like again like the Director of Marketing, or like a VP of Marketing at another kind of consumer products company and ask them to do the interview. And I think that’s been really helpful. Like I know for us like finance is like something we like understand but we’re not like as technical as someone who is a Director of Finance. So we’ll ask one of our friends that’s in that specific role to do the technical interview for us. And that’s been really, really helpful in terms of asking questions we would have never thought of.

Nice. Can you walk us through what your typical hiring process is, everywhere from where are you putting out these job postings? Okay, someone puts in their resume. What do you do there, all the way up to okay, now it’s day one, day two at the company?

Yeah. So this process has been really interesting especially since we’ve had a recruiting person for all of like 10 days now. But basically so now all the candidates are coming through actually are Airtable where they fill out like a pretty long survey, which is –

Tell them what Airtable is.


Tell them what Airtable is.

Oh, so Airtable is like this really cool platform. It’s kind of like a really powerful Excel that can pull from different like, different areas. But we use it both for like our analytics of our products so we can see like our weekly profitability, but it also has like other kind of templated forms that can – kind of similar to like kind of Google surveys and stuff like that. But it makes it really easy for a candidate to upload their resume, you know, include their Skype, like you know, where they’re located. You can have them like answer specific questions related to their job so that you just see like do they really – are they actually putting time in to fill out this like application for us or not really. And versus like OnlineJobs you can kind of just like click, copy and paste your normal paragraph and then submit and then move on to the next application. But yeah, I mean in terms of like okay, so where we’re gathering the applications is for sure OnlineJobs. We’ll do outbound outreach through LinkedIn. We just started doing kind of like Facebook where it’s kind of like what Anthony was mentioning. If there’s like a specific type of Facebook group for that, you know, particular industry or like type of role.

And then I would say that’s pretty much it. We’ve tested – we tested ZipRecruiter and like a little bit of LinkedIn ads. But like, but those main three, OnlineJobs, outbound outreach and then Facebook groups have been like the best like ROI so far in terms of like time spent. And then so now as a – now that we have the full-time recruiting person, that we’ll have a meeting with her before and to get like all the job recs, like what is the most important parts of the role, like what are the hours they’re going to need to work, like what are the main things that we’re looking for. And then she’ll actually do all the resume screening and the first round of phone screening for all of our candidates. And then those kind of finalist candidates will get passed on to Nick or I, depending on which department it is or to the department head, I guess. And then it will go through that kind of like gauntlet of like talking to the department head, then talking to Nick, and then to me. And then if it’s like a really important role or one that we’re not as comfortable hiring completely on our own, then they’ll also go through a technical round with a friend of ours.

Nice. Do you guys look at references at all?

We used to. We kind of stopped to be honest.

I think it depends. You know, I think in the Philippines, like it was overseas. I don’t think it really works well, to be honest, because I think just culture-wise, you know, they tend to be very, you know, non-confrontational, so you know, they’re going to be nice no matter what, you know? I think overseas is hard to really understand that reference thing. But I think if it’s in the US, yeah, I think we’ll definitely call references, especially since there’s more on the line. You know you’re paying them a salary. We’re based in California, so we have to pay a lot of taxes and that kind of stuff. And I think also when you’re screening references in the US, you know, you can have a more in-depth conversation with them and really dig into their experiences. And if it’s anything less than an A+ then that’s kind of a red flag, you know, because naturally they’re going to choose people, you know, who are going to be in their best favor. So we’re looking for any reason why, you know, the person might not be giving them a full-fledged recommendation.

Yeah. Actually one of the things that we do is kind of like a top grading kind of tactic that I recently learned about, which is, again, for US hires we will mention in the first interview that we will be checking references. And like the theory behind it is that if you kind of mention that like at the beginning of the interview, then they call it like truth serum where that candidate is much more likely, since you kind of set that ground-floor, like okay, we’re going to be checking references and validating things that you said, that they are more likely to tell the truth in the interview versus if you didn’t –

If you could do anything differently, if you could go back and do anything differently would you? And then also, who would you recommend – for like FBA sellers – who would you recommend build a team? I’m thinking like for some of our newer sellers who are listening who might be thinking like this is something for them later. Yeah, what kind of person?

To hire?

Yeah, I think, I mean the first hire, in my opinion, should be like an admin person. Once you get to the point where you know your time could be better spent elsewhere and you are bringing in income, it does make a lot of sense, in my opinion, to get that first hire to do your admin stuff, kind of like what we were saying earlier about like customer service, following up on reviews, things like that. But in terms of like if I had to start over and like really do this whole process again, like what would I do and what I? So if I could start over, yes, I would totally love that cheat code. And based on like what I know now, but basically like the biggest thing would be to find mentors, right? Just find people bigger than you because like for me – I always say this, but there’s things you know. There’s things you know you don’t know, and then the biggest part of this whole pie is the stuff you don’t know you don’t know. And like the last like three months for me have just like been like tapping into the stuff that I don’t know that I don’t know. And like in terms of like, you know, businesses having like advisors, like I knew that was like a thing, but I just didn’t think like people in the Amazon business like started doing that really because the sellers I felt like I was surrounding myself with didn’t think on that level. So it also kind of depends on what your goals are, right? So if you want to get to a certain mark, find sellers that are already at that mark because then he can really just like, you know, just dissect like what they did to get there and like – you know, people don’t mind like giving advice. And it’s cool for, I think, other sellers to like really reflect back on their journey and really understand like hey, these are like some pivotal moves that like got me to this point, or like this is what’s really working in my business, you know?


So that’s what I think, yeah.
Yeah, I think for us like I mean ultimately I’m a firm believer that, you know, you have to go through an experience to really learn from it, and you know, you have to have moments of crisis in order to recover and just be stronger. So I mean I think if I could change things I would definitely like do that. That would be awesome. But I’m really grateful for those experiences. But I would think probably the main thing I would hone in on is know your numbers and really understanding like on a per SKU basis how much money you’re making or losing after ads, after all of the fees because I don’t think a lot of sellers look at that. They’re just looking at the top line revenue, and that’s something that we were focused on for a long time, and I think it – you know, it really put us in crisis point where we just weren’t able to manage our cash flow effectively, and we had to kind of work ourselves out of that hole.

And so I think having clear direct numbers around what, you know, what, you know, what guidelines you’re going to set to say okay, I’m going to keep this product or I’m going to let go of the product, and being really stringent about that. I think people get too married to a product, and we definitely had that. And then ultimately it ends up bringing your business down because you’re not managing your cash flow effectively. You know, those SKUs are taking up a lot of cash for you to keep up. But you’re really not making much money. So learning to let go of those bad products and reinvest into the good ones, and ultimately I think that’s, you know, that’s something that I wish we had done earlier. But you know, I think, again, without going through that experience we wouldn’t have known.

Yeah, and I guess to reiterate kind of points that we made earlier, I guess if I were to do things differently I would hold our like overseas team, like in terms of the interviewing process at a higher standard, like you know looking at them like as if they should be like equal or not more talented in this specific area than me or than who I would have hired in the US because I think that has elevated like the average ability of our team, and I think that was like a really big thing. And then also just like learning to delegate like earlier. I think yeah, we kind of held onto like certain tasks, like oh you know, this is too important, or you know, inventory planning, like you know, it’s too – like we can’t be out of stock. We need to like hold onto this. And then like realizing that there was just people out there that are way better that have been doing this for years, and like this is like their dedicated focus versus like us trying to do everything and holding certain aspects of our business to our chest. I think those are probably the two things I would do differently. And then in terms of hires, like yeah, either for sure like the first one for me would either be like a customer support person or admin, or this kind of like jack of all trades that can handle that as one aspect, but can help with like, you know, finding new products and like handling asking for reviews and all that kind of stuff as part of – as like kind of like a right-hand person I would say.

Yeah. I think communication is going to be really key, especially if it’s like a remote person. So someone who is willing to, you know, speaks English really well or speaks your language really well, you know, is very – over-communicates rather than under-communicates. That’s going to be major because you know, you’re going to be sending them all this stuff. They’re going to have to ask questions. They’re also probably going to have to give you updates. You know, when you don’t see them in person there’s a lot of stuff that’s missing. So you know I think that jack of all trades or customer support person needs to be very, very proactive about communicating.

Well, thank you guys so much. That was so educational.

Thank you guys for having us.

That’s all for this week. Thanks for joining us on Follow the Data. For more insights and reliable information about how to grow your Amazon business, subscribe to the podcast and check us out on YouTube. We have tutorial videos for all of our tools, as well as webinars that go more in depth with pro tips for how to really get the most out of the tool.

If you’re listening to us on iTunes don’t forget to leave a review and rate the show. If you’re an Amazon seller you know how difficult reviews can be, and you know how important and critical they can be to your success. Same is kind of true here on iTunes or wherever you’re listening to this, so we’d love it if you could leave us a comment if you’re listening on SoundCloud, leave a review if you’re listening on iTunes. Overall, we love feedback, and we’d love to know how we can improve the show for future episodes for you. And if you know a fellow seller who is trying to build their FBA business, tell them to check out this series and the rest of the Follow the Data episodes. We want to be a resource for sellers and the information source in the space, so please tell your friends, spread the word and share the data.

Thanks again for listening, and as always if you want to be featured on the show, have an Amazon-related question or an idea for an episode, feel free to leave us a voicemail. Our number is 317-721-6590. Until next time, remember, the data is out there.

The Success Mindset and the Silver Bullet (Follow the Data Ep. 7)

Follow the Data Episode 7: The Success Mindset and the Silver Bullet

Many courses, gurus, and purportedly high-level sellers promote their latest tips and tricks as the way to find success as an Amazon seller. But is chasing after every Silver Bullet really benefitting your business? Join CEO Casey Gauss and co-host Cameron Yoder as they explore what sets the most successful sellers apart from the rest.

Follow the Data Show Notes

  • Delegating tasks so that you can focus on your overall strategy is an important part of running a successful Amazon business. Check out The Entrepreneur’s 7 Rules for Entrepreneurs to Delegate Effectively
  • Don’t skimp on your product listing. Whether you do it yourself or hire a professional, make sure you’re getting full keyword exposure. Follow our Lead Listing Specialist’s keyword research methods to ensure you’re getting all the relevant keywords for your product.
  • Just getting started as an Amazon Seller? Make sure you’re learning the basics. Here’s a quick rundown of Seller Central
  • Want to be on the show? We’re working on an episode that features you! Leave us a voicemail at (317) 721-6590 with stories or questions about your Amazon business.

Podcast Transcript


The idea that you can make quick money on Amazon is intoxicating, but many sellers misdirect their focus and don’t end up capitalizing on the incredible opportunity that Amazon provides.


In order to be truly successful you have to skillfully leverage your time and resources for maximum output.  I’m Cameron Yoder.


And I’m Casey Gauss, your host for Follow the Data: Your Journey to Amazon FBA Success. In this show we leverage the data we’ve accumulated at Viral Launch from over 24,000 product launches in our experience working with 5500 brands to help you understand the big picture when it comes to Amazon, and most importantly, the best practices for success as an Amazon seller.


In today’s episode we will examine the silver bullet mentality and the get rich quick language that have kind of saturated the Amazon seller community since its inception.  We’ll talk about how this preoccupation with the easy life can work to your advantage and to your disadvantage.


Finally, we’ll discuss the mindset that sets the most successful sellers apart from the rest and how you can make your business more profitable by changing your business outlook.


We’re going to talk about something today that we’ve kind of touched on in previous episodes, which is this common mindset in the seller community that there is a “silver bullet” to success on Amazon.  So all right, Casey, what do we mean by the silver bullet?


So the definition of silver bullet is a noun, something that acts as a magical weapon and solves a long-standing problem.  So really, you know, in the seller community everybody is looking for that magical weapon, that one thing that is going to skyrocket their business, and you know it’s kind of like this excuse to not do everything else well or to skimp on kind of everything else that they’re doing because they have that silver bullet or there will be that silver bullet.


It’s like a quick fix, right?  It’s like that next hack or that next quick fix that they’re looking for.



Yeah, no, exactly.  And, you know, I – so I personally feel kind of lame sometimes when I go to these conferences and get up here and talk because what I preach is that there is no silver bullet, and really the thing that works the best is to just do everything really well.  Nobody wants to hear that.  Everybody wants that hack.  They want that silver bullet.


Because it’s not as sexy, right?  I mean some hacks just sound more sexy than others, than other things like oh, like honing in on your basics, right?


Yeah.  Oh, you can double your business.  You can grow your business by, I don’t know, 50%, 30%, month-over-month if you just did this one thing.  And you know to be honest if that one thing, if we had to boil it down to one thing, that one thing is to just do everything well.




Don’t cut any corners.


And honestly this mentality is not necessarily one that’s specific to Amazon.  Like this is not a new thing.  I mean pyramid schemes I guess are kind of maybe something like that, but in business in general this mentality has been present.  So it’s not a new concept.  It’s just kind of pervasive in the Amazon community.  But I’ll read the definition again.  I’ll read the definition.  So the definition again of a silver bullet is, again, something that acts as a magical weapon and solves a long-standing problem.  So Casey, in, relative to the Amazon community, what are some specific examples of what people would or might think of as silver bullets?


I feel like generally the silver bullet is, you know, for any one particular seller the silver bullet is that thing that you’re not doing, right, because it’s so easy to see the grass as greener on the other side kind of, having that kind of mentality.  And so it’s like I bet if I did this thing then it would solve all my problems, double my business, blah blah blah, while in reality you’re having all these customer service issues, you’re having all these returns and your business is maybe downward spiraling or just not increasing in the capacity that you would expect.  So yeah, I mean increasing BSR is one, you know we’ve already talked about BSR.  We’ve already, you know, but that is definitely one area.  Everyone, so it’s something new all the time, and I think we’ve talked about this other podcasts as well.  So for a while the silver bullet was enhanced brand content, and then it was backend search terms.  And, you know it’s –


It changes.


Yeah, it’s always changing.  But the thing that isn’t changing, the thing that is going to be here to stay is the fact that if you’re not cutting corners you’re going to be doing so much better than cutting corners to get to that quick fix.  So you know, if you want to break it down to where are the areas that people are most often or most frequently cutting corners, that is in product photography.  So we see the most insane photos where people are just using their cousin’s aunt, or I don’t know, somebody


Anyway, you’re looking, you know, for your Uncle Herb or something that has a camera to come shoot your stuff, or you are doing it with your iPhone.  Granted, yeah, iPhone cameras are great –


It’s not bad yeah.


– but are they great for product photography?




No.  And as the bar, the standard of product photography continues to increase in your market the iPhone photos are going to work less and less.  So anyways, product photography, people are always cutting corners.  They’re always trying to Photoshop in some just terrible photo, some stock photos, and people just aren’t willing to spend the money there.  People aren’t willing to spend the time or the money in doing their keyword research, in building a great listing.  People are too willing to cut corners on product quality, like I have so many people that ask me all the time – it doesn’t matter if these sellers are doing $1000 a month or $20 million a year.  I promise you these guys are coming to me and saying, you know, let’s be honest, how important is product quality?  Do we need to test the samples, or are we just good to go?  And when you cut corners on product quality it’s going to come back and bite you.  It’s going to limit your ability to have long-term success because it doesn’t matter how much black hat activity you do for reviews.  You’re still going to be getting a ton of negative reviews from organic sales, and –


People will know.  Like people will know.


People aren’t going to come back and buy your product.  They’re not going to recommend it to friends and family.  You know, nor are they – maybe they’ll return your product, and now you have higher returns, and maybe that listing gets shut down.  Whatever.  That is one area where people are cutting corners an insane amount: product quality.

People are always cutting corners when it comes to your review funnel, so not setting up a killer email follow-up sequence.  Like you have to spend time on these things.  If you’re like oh, reviews are just going to come.  If people like it, they’ll review it.  Well, now you’re putting yourself in a significantly worse position when it comes to competition because now your reviews aren’t going to be increasing as quickly as your competitors, meaning your competitors are driving more sales, and they’re getting a higher review percentage from those sales, putting you further and further behind.

And so there’s no hack.  There’s no this one thing that is going to significantly increase your sales, especially assuming that you’re not doing everything really well.  So yeah, you can run a promotion to get on page 1, but if you don’t have great photos your conversion rates are not going to be that great.  The number of people that click into your listing from search results isn’t going to be that great.  If you don’t have a great, well-composed listing backed by great keyword research, well when you run that promotion you’re not going to rank for nearly as many keywords.  You may have to give away more units to rank as well because maybe your main keyword isn’t in your title.  If you’re not putting in the time, it’s going to throw off literally all other elements of the Amazon selling journey.  And so cutting corners on literally any one element makes all other elements that much more difficult, making it that much more difficult for you to find this, you know, proverbial silver bullet to significantly increase your sales.  So it doesn’t matter if you’re on page 1 if you’re not doing everything else really, really well.


It sounds so backwards to suggest the basics when something sexy like a hack or a fix is so hot right now.  But honestly, it’s kind of sad that what isn’t being talked about or the advice that isn’t being given to people is to really hone in, as you said, hone in on the basics and just get them solidified as you expand your SKU count, right?  Like what’s being talked about right now, what the advice that being given is, is to focus on these hacks that are starting to pop up, when in reality – and this is why we talk about, why we mentioned it so much – but to focus on those basics.


And really what the hacks do a lot of the time is – they may seem cool.  They may seem sexy, but a lot of the time you see hacks like helping you grow your business by 5%, 10%, maybe a little bit more.  Let’s say you’re selling $50,000 a month on Amazon.  Well, and you have five products.  Well, the fastest way to get to $100,000 is to launch five more products.




And doing all those things really well.  And again, you know, I know that you don’t have that much time, but that means you need to build the process that includes adding people to your team or hiring VAs, whatever.  You need to build a process so that every product that comes through your system has no choice but to go through this process where no corners are cut, everything is done well.  And those corner cutters that may be getting away with it now, as more and more competition comes in more sophisticated players are going to come in and be competing against you, and these are people that will not be cutting corners, and that is going to put you at a serious disadvantage.


Being able to step back and say okay, what are the most important aspects of my business allows you – for each of your SKUs – allows you to really hone in on what’s important.  And like you said, when you make that plan for each of your products, then your focus is not tempted to shift towards those hacks or those cuts, but instead they’re shifted to solely focus on what’s important with each of your SKUs.


Yeah, and going back to Cam’s earlier point, you know, why are the gurus or the people with audiences always talking about hacks?  It’s because if everybody just got up there and talked about the basics no one would listen, you know? Like we want to hear oh what’s this cool new thing that can help me grow my business?  That’s great, but I just feel like these gurus are so incentivized to put so much emphasis on them because the cooler their hack seems, the more people that are going to listen, the more it’s going to get shared, the more people are going to revere that course leader or whatever as this master of Amazon because they knew something that you didn’t.


Sometimes when sellers are looking for or implementing these hacks they’re not even necessarily like seeking to cut corners on everything.  They honestly believe that it will help improve their business, right, that it is worth the time – because again, it’s what everyone’s saying.  Everyone’s saying to focus on these things, on these subjects.  And so from a –I’m putting myself in the mind of a seller right now.  It’s like okay, well if this is my community and my community is telling me to do these things and I believe that each of them are selling well, then I want to do that, too, right?  And so I’m going to implement it myself because it’s what everyone else is saying to do.  But in reality, again, they’re kind of just going forward with these hacks without questioning them, without saying okay what’s really important here.


Yeah, for sure, you know at the end of the day the people – there’s thousands and thousands of people that take ASM or these other Amazon seller courses, and they don’t end up having success.  And the people that end up going on to have the greatest degrees of success are the people that are willing to, you know, really think about things for themselves, really try them, see what the data shows them from these tests and basically, you know, again, just distilling out what they hear down into these are things that actually work.  And kind of what Cam is talking about to another degree, one thing that’s really, really frustrating is in the Facebook groups it’s really the blind leading the blind, right?  So some –one thing that you don’t see is how much money or how successful these people giving you advice really are.  I’ve seen it a million times where someone is giving like just terrible advice, and then I go look at their account and they’re doing like, you know, $4000 a month, and this guy that he is giving the advice to is actually doing, you know, $20,000 a month, and they don’t understand kind of who has more experience in this area or who knows more than whom, and it just leads to bad decisions.  So now this guy that is doing $20,000 a month is taking advice from somebody who has significantly less experience and is probably going to go implement this bad tactic or this, whatever, go employ this bad advice.  And he doesn’t know it’s bad advice.  And he isn’t able to qualify who is giving that advice because there’s no indicator of that person’s success.


So let’s move on to another question.  Why are – why do you think sellers in general are really chasing after these hacks, these quick fixes, this silver bullet?  What do you think sellers are really after?


Yeah, to answer your question, sellers just want to have as much success as possible, and they’re looking for the quickest path to get there.  I mean I think we all are.


Makes sense.  Makes sense.


You know, but I think if you take a step back it’s so easy to focus on how much – what is my revenue today, what is my revenue tomorrow, how can I make sure that I have more sales tomorrow?  And in reality what you have to think about is what is the quickest path, the shortest path to success in the long term?  So what is my goal really?  Is it to sell for $1 million?  Is it to sell for $10 million?  Is it to get into retail, to merge with this large CPG company and exit for $50 million, or maybe even nine figures?  Really you need to take that step back, really conceptualize where you want to go, really think about what are my dreams, what do I, in an ideal scenario, what am I able to achieve?  And I think a lot of the times people just sell themselves short for that quick buck.  They’re like, oh you know, if I do this thing I could probably go from $10,000 a month to $30,000 a month.  And in reality, like you need to be making those decisions that aren’t necessarily going to take you to $30,000 a month next month, but are going to set you up to do $1 million a month in a year, whatever.  You really need to be thinking about the long-term because if you’re always making these short term decisions, you’ll only get that short-term benefit.  And so –


You brought up a really good point about people’s dreams, people’s goals.  I don’t think that you as a seller should let someone else tell you what your goals or what your dreams are or should be, right?  I think that process should be something that you sit down or you take some time, at least some time to sit down and think about.  Again, as that is your solid base.  That is your foundation.  And as you come across different data, or different hacks, or different tips, then you can kind of apply them to okay, is this part of my goal?  Is this what I want to do?  And is it going to work, or is it a part of – again, is it a part of those basics, or is it taking away from those basics that are going to bring success for me?  So part of an answer I think to the silver bullet is analyzing – or part of that answer comes from analyzing sellers that have been successful, have had a lot of success and kind of breaking down why, I guess.  So Casey, you’ve been able to meet and just be with a lot of successful sellers in the space.  And so when you look at successful sellers in the Amazon space with the idea of a silver bullet, what do you see?


Yeah, so just to give some light into some of our friends that are, you know, really successful guys, so a couple friends of mine, they’re brothers, they last year did just under $100 million on Amazon.  Outside of Amazon they actually do bigger numbers.


They’re killing it.


Yeah, it’s just insane.  They’re really young guys.  They’re actually under 30.  It’s just incredible.  And you know, my wife and I, we got the privilege of going to one of their weddings.  We get invited to kind of their big family events.  Another friend of mine, they do, last year I think it was just over $50 million across.  They have a few different accounts, and, you know, been to – he’s in Atlanta, been to like their version of SeaWorld or whatever, the biggest aquarium in the US.  Anyways, so we just get the opportunity to rub shoulders with some really, really big sellers.  And so yeah, plenty of guys that are in the like $20-$30 million range.  Not too many people make it outside of there from my experience so far.  But anyways, you know, again, these guys are really focused long-term, and I would say that possibly one of the areas that has allowed them to get to where they are the fastest is just having the framework in terms of the team structure in place to allow them to really scale.

You know, it’s very, very difficult if not impossible for a one-man shop to go to $50 million a year in sales on Amazon.  That’s so much inventory that you’re going to have to move.  And so these guys just have, they have it all down.  They have a very, very streamlined process of I’m going to launch this product.  Here are the people on my team that are handling each of these scenarios.  They’re outsourcing for various things that make sense, where again, they’re just focused on efficiency because doing that kind of volume you have to have, you know, the economics to make sense both from a time perspective and financially.  And again, these guys are also launching tons of products. So let’s say your maximum sales potential in a particular market is 1000 units a month.  And let’s say you’re at 800 units a month.  Well, you know, that’s pretty much there. That means it’s time to go focus on the next product.

So the time that it’s going to take you to go from 80% to 100% of maximum sales potential in a market is not worth the time.  You can take that same amount of time and go launch another product up to that 80%.  Again, should you settle for being in the middle?  No, but you should have a system in place that is designed to maximize sales for that product, based on that market’s potential and move on.  You should not, again, be spending your time focused on going from 80% to 100%.  That’s where people get caught up.  That’s where the big guys don’t worry about it so much.  Like they have the people in place that are focused on going from 80 to 100.  You need to be focused on the bigger picture, how many products can I launch, how quickly can I get them up and running, and how can I align my team and my team’s focus in like the entire products process or the whole launch process from going from nothing, from concept to launch?  That’s where you need to focus.  That’s where these big sellers are focused.

Again, they’re not cutting corners.  They’re not focused on the hacks.  You know, some of them have been involved in some black hat activity at some point, but really they realize that these are like, for the most part short-term solutions to these big problems, and again, you know, doing black hat stuff if you’re small and not doing it at scale, you may be getting away with it now, but if you’re doing it on 100 X more products or even 10 X more products, you’re – that significantly increases the likelihood of you getting caught.


Of course.  I think, Casey, I haven’t spent as much time with these guys as you have.  I have been able to spend a decent amount of time with successful just business people in general outside of Amazon, and some people in Amazon itself.  And from the perspective of the get rich quick mentality, I see a lot of people implementing the positive aspects of that mentality.  I mean there are positive and negative aspects to the get rich mentality, of course, and some of the positives that I see these successful people pushing or just naturally emphasizing are things like competition, or discipline, or innovation or speed.


Or hustle.


Hustle.  Like hustling, these guys are implementing all of these things, and they are doubling down.  They look at what is bringing them success, and they double down on that.  Like they are very aware of themselves.  They’re very aware of what they’re capable of, what they’re not capable of, bringing people on to fill in those gaps, and then just doubling down on what’s bringing them profit.


I agree.  A couple points, going back to previous questions, one area the people always cut corners on is design aesthetics.  You need, you absolutely need to have killer labels if you have labels on your product or packaging because it makes all the difference.  Go check out, you know, go check out some of the big supplements like testosterone boosters, stuff like that.  You will see Zhou Nutrition.  One, they rank for everything.  They’re absolutely killing it.  But they have incredible – their aesthetics are awesome.  There’s cohesion across their line so if someone goes and buys, you know, a neuro booster as well as a testosterone booster – or let’s say they go buy this testosterone booster.  They happen to buy Zhou’s, and they love it.  Well, when they go buy some other ancillary product or something that makes sense, or maybe it doesn’t make sense but it’s a supplement, and they see that same packaging like aesthetic, well they already love Zhou’s testosterone booster so now, yeah, they’re going to buy that.


It’s brand recognition.


Yeah, yeah, yeah.  And so anyways, the aesthetic is so critical.  You know, and again we’ve talked about this before.  It’s easy to think that yours is good because, you know, you’re emotionally biased and yeah, it’s definitely a subjective kind of metric, but definitely you need to make sure that you’re killing it on aesthetics.  And then going back to why looking at the long-term helps you to avoid these hacks is, when you’re focused on these hacks you’re like zigzagging from here to there, to here to there, but when you have this broader perspective of where I want to go and what that looks like at the end result it’s a lot easier to draw, you know, this linear path there. So looking at product photography as an example, let’s say I’m just hacking on product photography and I get some stuff up.  Well, as my competition five months from now springs up, well now they have better photos than me, so now I need to shoot just a little bit better photos than them or photos that match.  And then six months down the road competition now has even better photos.  Well, now you need to go and get the best product photography possible.  And so now you’ve spent time reiterating on your photos three times and – or two times, however you want to count it – and now you’re wasting all that time.  That’s more money spent in the aggregate, whereas if you would have just thrown up amazing photos right off the bat, then you would have been a lot closer to your end result when you first got started, and you weren’t zigzagging.


I would like to ask – I like to ask people the question, if you had the choice of being the best in the space that you’re selling in, would you do it?  I mean of course, of course we all want to be the best in the space that we’re in.  If we had the choice we would all do it.  And so if that’s the case, then why wouldn’t we spend time just right off the bat having the best photos, or the best listing, or the best review follow-up?  All of it connects, and all of it makes your products just the most likely to sell right off the bat.  


Thanks for joining us this week on Follow the Data.  If you’re interested in learning more about how to avoid cutting corners to help you achieve your long-term dreams subscribe to the podcast and check out the Viral Launch blog at


Also, huge thank you to those of you who have called in with your questions and comments about the show.  We are hard at work on an episode that could feature your voice, so just leave us a voicemail and tell us your thoughts on today’s episode, or really just ask us any of your Amazon questions.  Our number is 317-721-6590.  It’s always posted in the show notes for you to find when you’re done listening.  So feel free to give us a call.  We actually would really love to hear from you.


Until next week, remember, the data is out there.

A Better Product Research Tool: Market Intelligence Gets an Update

Market Intelligence, the Amazon product research tool you know and love, is getting an upgrade.

Making a purchasing decision is the most important aspect of running your own Amazon business. A great product with plenty of potential can lead to huge sales. Conversely, poor products can sink your business before you even get started.

That’s why having a trustworthy product research tool is so important. The right tool can tell you almost instantly how much potential your products have. Market Intelligence has provided sellers with the best product data, and now Viral Launch’s product research tool is even better.

With Viral Launch’s upgrade to Market Intelligence, you can get even more accurate data to make better product choices.

Not only does Market Intelligence have a snazzy new design, but a new cost calculator function gives you a better, more accurate estimate of your costs (and profits!).

Better, More Accurate Product Research Results

The biggest change to Marketing Intelligence is the “Cost Calculator” tab, which features a fully integrated FBA calculator.

Market Intelligence already provides you with the market data and insights you need to make an informed sourcing decision to find a profitable product. Now you can learn:

  • How much you will need to invest
  • The number of units you should order to meet your goals
  • Potential profit you can make in that market

The FBA calculator allows you to change every variable to get a truly customized solution. You can choose:

  • Whether you want a conservative or aggressive selling approach
  • The price you will sell your products
  • Your purchase price, and so much more

As you change each data point, the corresponding results will upgrade to show you how much you can expect to spend up front, how much inventory you should order, and your potential revenue and profit.

Market Intelligence Update


Market Intelligence provides you  plenty of data to make a smart product purchasing decision. The Top Sellers tab shows data about each brand, BSR, historical sales, monthly revenue, price, unit margin, review rate and more.

You can also view market trends and take a look at Viral Launch’s analysis of the product.


Not only does a new design improve the look, but the Cost Calculator provides more data.

The Cost Calculator allows you to change most granular data points for all of your potential products. Now you can quickly and easily see how much it will cost to enter the marketplace, how much you will sell, and your projected return on investment.


You can view your estimated upfront costs, monthly expenses, monthly profit, and net profitability based on the number of units, sales information, diligence costs, product promotions and software and service expenses.

Run Product Comparisons

Trying to decide between two or three different products? Want to know your potential profit at different landed costs and price points? It’s even easier to make comparisons and decide which product makes the most sense for your Amazon business with the new Market Intelligence. 

New comparison capabilities let you run side-by-side tests to see how changes to order size, landed cost, selling price, and more will change your results.


The Best Product Research Tool

Unlike other FBA calculators, Market Intelligence incorporates sales data into searches. What does that mean for you? You are given realistic investment and revenue projections based on the the exact market you want to enter. Sales data integration in the Cost Calculator tab provides with you a more accurate assessment of the investments you will make and the reward you will receive.

The Most Accurate Data

Market Intelligence provides Amazon sellers with the most accurate sales estimation data of any product research tool on the market. Nightly algorithm updates ensure that the data you receive always reflects the most recent info.

Amazon Data Incorporated

It only makes sense to incorporate Amazon data into your decision-making process. Market Intelligence allows you to do just that by leveraging billions of real Amazon data points. So not only can you see the Amazon trends, but you can also predict the future of the market and avoid selling a product with a short lifespan.

Market Intelligence Can Improve Your Business

The wrong product research tool could cost you thousands of dollars, either because of lost income potential or choosing a product that’s a complete bust.

Market Intelligence’s new update ensures you have all the information you need all in one place so you can make the best product decision and start your Amazon business with fewer risks. 

Take a look at the new updates to Market Intelligence.

Step by Step Guide to Selling on Amazon Europe

Hopefully, you already understand why you should be selling on Amazon Europe. Now it’s just a matter of how to do it. Selling internationally on Amazon can be simple if you take advantage of Amazon’s services in Europe and allow their offerings to streamline your business expansion.

1. Choose your “home” marketplace

Amazon Europe has 5 marketplaces: UK, Germany, Italy, Spain and France. You can use one Seller Account across all 5 marketplaces, but you must determine where the majority of your products will be distributed from.

Keeping your products in the US to ship overseas is an option, but it comes at a high price for you and your buyers. Fulfillment by Merchant is possible from the EU, but you have to must handle 3rd party storage and distribution.

When selling on Amazon Europe, if you choose Fulfillment by Amazon, your home marketplace has to be overseas, but you have options between single or multi-country distribution.

2. Determine your fulfillment method: FBM vs FBA

FBM can take place from the US or EU and both come with a unique set of challenges. Keeping and distributing your product from the US might seem simpler but will actually be more costly since you have to pay international shipping fees per order, which can range anywhere from $22 to a couple hundred dollars.

FBM from the EU can lower exorbitant shipping costs, but you have to research reputable 3rd party distribution centers to set up storage and manage shipping from their facility. And, you may still not be Prime eligible.

If you’re considering FBA, there are three options: European Fulfillment Network (EFN), Multi-country Inventory (MCI) or Pan-European FBA, each with their own pros, cons and fee structures.

EFN allows you to store and ship your product from the Amazon EU distribution center of your choice, shipping to other countries when ordered. It also allows for Prime eligibility.

MCI allows sellers to store their product in multiple countries’ distribution centers and to be Prime eligible in each country where stock is held.

Pan-Euro FBA allows Prime eligibility in all 5 countries with storage in one distribution warehouse, but Amazon redistributes product stock to other countries’ warehouses based on where they perceive demand will be highest.

3. Research your international legal obligations, or hire someone else to

While you can do the research and contact the right overseas parties yourself, it may be best to save yourself a headache and just hire a lawyer if you don’t have one already. A lawyer specialized in international law can outline the legal, tax and compliance obligations you must follow in each country, as well as determine the specific EU labeling and warranty laws you are obligated to observe.

In many cases, Europe is stricter than the US in terms of labeling and product compliance, with conformity markings that are EU-wide as well as specific product restrictions and compliance obligations that are distinct within each country. Investing in quality assistance could save you from future legal nightmares or having your listing removed for lack of compliance.

4. Register for a VAT and EORI number

Unless you plan to sell FBM from the US, you will need to apply for both a Valued Added Tax (VAT) and Economic Operator Registration and Identification (EORI) number. An EORI number is required by all merchants selling overseas (FBA or FBM) in order to import goods, and unless you’re selling a low-cost product that you believe will have low profit margins (which is rarely the aim), then you’ll need to register for VAT too.

VAT is essentially a consumption tax applied to the value of goods and services bought and sold in the EU. Unlike in the US, where tax is added near the end of a transaction, in the EU, VAT taxes are incorporated into retail prices, and these taxes must be reported and sent to the government. *

5. Address language barriers

Although there is no requirement to provide customer service in the language of each country you are selling in, doing so will significantly boost the customer experience and has the potential to increase sales. Your listing’s copy, however, MUST be in the language of the country you are selling to.

If you sell FBA, you have access to Amazon’s 24/7 customer service team in the language of the marketplace where it was purchased. Amazon does not translate the listing into the local language, so whether you sell FBM or FBA, your listing must be readable for the local population. The best, and most profitable option would be to either hire a reputable translation service or find a company with local-speaking copywriters to write the international Amazon listing for you.

Even in countries like the UK where English is spoken, there are different words and colloquialisms that US sellers would be wise to take into account when building relevant keyword lists and listing products. For example, if you’re selling a water pitcher in the UK, calling it a pitcher may not be as profitable since many across the pond use the term jug and would be less likely to search for pitcher.

6. Localize your listing(s)

Beyond localizing in terms of language online, most EU countries require labels and packaging materials to be in the local language. This is another area where an international business lawyer could assist in terms of proper compliance. And, when listing, don’t forget that the EU uses the metric system for all their measurements, so a 7 inch long phone case would actually be 18 centimeters.

Sellers should also keep in mind the constantly fluctuating conversion rate between the dollar and the pound or euro when determining price point. In addition to language, metric and pricing differences, categories are also unique within each country, and consumer expectations of appropriate products for specific categories may differ as well.

With these considerations in mind, you can begin to imagine what it will take and what selling on Amazon Europe might cost. Research and seeking out the proper resources is key when listing and selling overseas. Head over to or and research your product markets using Market Intelligence International. You can scope out the competition and start calculating potential profit. When you’re ready to cross the pond, schedule an international launch in your Viral Launch dashboard, and start dominating selling on Amazon Europe.

Start Researching Internationally

*The employees of Viral Launch are not lawyers, nor does this blog provide legal advice. If you need legal advice, please contact an attorney directly.

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