AM/PM Podcast

#406 - Barbara Drazga’s Unique Way To Make Millions Of Dollars In E-commerce

What if resilience and innovation were the keys to e-commerce success? Meet Barbara Drazga, a marketing veteran whose journey from door-to-door sales at nine years old to managing a multimillion-dollar warehouse will captivate your imagination. Barbara’s story is filled with rich experiences, from her days as a photojournalist in Europe to navigating the financial challenges of the 2008 economic crash. Her ability to turn setbacks into triumphs is nothing short of inspiring.

 

In this episode, we pull back the curtain on Barbara's diversified e-commerce strategy. She underscores the importance of not putting all your eggs in the Amazon basket and shares how platforms like TikTok Shop, Shopify, and your own brand’s website can dramatically amplify your business reach. Listen as she reveals innovative approaches, such as live-streamed sales by influencers, and breaks down the physical layout of her cutting-edge business setup. This isn’t just theory—Barbara offers practical steps to transform your own e-commerce operations.

 

Want to master the liquidation market? Barbara spills the secrets of acquiring unprocessed loads directly from warehouses and turning them into profit goldmines. Learn how to create value bundles, use barcode lookup tools for smart purchasing, and flip products for profit with strategic pricing. Through her expertise, discover the untapped potential in liquidation and returns. Barbara's actionable insights and real-world examples make this episode a must-listen for anyone looking to thrive in the e-commerce landscape.

In episode 406 of the AM/PM Podcast, Kevin and Barbara discuss:

• 01:16 - Amazon Entrepreneurship and Collaboration 
• 07:21 - Adapting to Changes in Online Business
• 09:45 - Opportunities in E-Commerce Trends
• 10:24 - Expanding Beyond Amazon in E-Commerce
• 14:17 - Live-Streaming Wholesale Showroom Concept
• 15:43 - Liquidation Market and Wholesale Operations
• 24:38 - Exploring Liquidating Business Opportunities
• 25:26 - The Liquidation Market Insights
• 33:30 - The Psychology of Product Bundling 
• 37:41 - Creating Valuable Bundles for Amazon Sellers 
• 46:39 - Mindset Shift in Amazon Sales
• 49:18 - Kevin King's Words of Wisdom

#405 - Getting Rich on Amazon in 2024: There’s More To The Story with Robb Green

What happens when you bring together some of the brightest minds in business to share their secrets to success? Join us as we reconnect with Robb Green, a veteran Amazon FBA seller who has exited three businesses and now leads a vibrant mastermind group. We journey back to our 2016 weekly mastermind meetings and trace how these gatherings have shaped our entrepreneurial paths, highlighting the invaluable role of community and networking in our e-commerce ventures. Robb reveals the magic behind his current mastermind, which convenes in stunning locations like Hawaii, and underscores the power of collective insight in navigating the complexities of industries like e-commerce.

 

Have you ever wondered how the most effective mastermind groups operate? We dissect the essential elements that foster a productive mastermind culture, from ensuring members are both contributors and learners to maintaining a structured approach in presenting business challenges. Discover how diverse methodologies, such as curated expert panels, can provide targeted solutions and drive business growth, creating a collaborative environment akin to having your own board of directors.

 

Curious about the real journey behind building successful e-commerce brands? We share candid stories from Kevin and Robb’s journey into Amazon-selling, starting in mid-2015, and the lessons learned from both our triumphs and setbacks. Our conversation spans the strategic intricacies of managing cash flow, understanding unit economics, and leveraging platforms like TikTok to boost visibility and sales. We also delve into the transformative role of AI, exploring how custom GPTs can revolutionize business operations and why staying ahead of tech advancements is crucial for long-term success. Tune in for a rich tapestry of insights that can propel your e-commerce business to new heights!

In episode 405 of the AM/PM Podcast, Kevin and Robb discuss:

• 01:24 - Masterminds and Networking
• 08:09 - Evolving Mastermind Value and Structure
• 12:41 - Innovative Networking Event With Top Influencers
• 13:28 - Lessons in Building E-Commerce Brands
• 17:47 - Product Category Influence on Pricing
• 21:51 - Narrow Focus in E-Commerce Strategy
• 28:11 - Cash Conversion Cycle in Amazon Business Operations
• 32:01 - Forecasting Returns and Profitability on Amazon
• 36:52 - Future of AI in Business
• 44:16 - E-Commerce Seller Trends and Updates
• 44:26 - Leveraging TikTok for E-Commerce Success
• 49:50 - TikTok Shop's Impact on E-Commerce
• 52:35 - Business Owners and Case Studies
• 55:29 - Kevin King's Words Of Wisdom

#404 - The Three Buckets Of Sellers On Amazon with Luba Ilyasova & Billy Pecor

Unlock the secrets to e-commerce success with Billy Pecor and Luba Ilyasova, two industry veterans who have navigated the complexities of Amazon selling with remarkable prowess. Learn from Billy's inspiring transformation from coaching tennis to managing a $25 million portfolio at Thrasio, where his mastery of data analytics has driven success in an ever-changing landscape. Together with Luba, an expert in branding, discover the critical strategies that differentiate successful big brands from those that struggle on Amazon.

Prepare to rethink your approach to digital shelf packaging and market segmentation as our guests share their insights on tackling the unique challenges of the sexual wellness space. With a keen focus on understanding your competitors—big brands, black hat users, or private label sellers—you'll gain practical tips for selecting the right strategies to emulate. Explore the significance of sharp visual differentiation in capturing the fast-paced attention of online shoppers and understand why brand recognition alone can't keep you afloat in the digital marketplace.

Finally, grasp the future of e-commerce with a deep dive into Amazon's AI-driven tools like Comprehend and COSMO. Billy and Luba explain how these technologies can boost product relevance, combat manipulation tactics, and enhance your understanding of customer behavior. From innovative packaging strategies employed by Olay to the powerful impact of data-driven decision-making, this episode equips you with the knowledge to make your brand stand out in a fiercely competitive environment. Take advantage of this opportunity to elevate your Amazon-selling game with actionable insights from the experts.

In episode 404 of the AM/PM Podcast, Kevin, Luba, and Billy discuss:

• 00:00 - E-Commerce Experts Share Insights
• 05:13 - Transition to E-Commerce Consulting and Operations
• 11:03 - Success Strategies for E-Commerce Sellers
• 16:56 - Strategic Shift Towards Amazon Brand Acquisition
• 19:08 - Digital Shelf Packaging Strategies for E-Commerce
• 21:59 - Packaging Differentiation in Retail and Online
• 25:04 - Packaging Strategy for Online Retail
• 25:36 - Innovative E-Commerce Packaging Strategy
• 29:00 - Brand Gating and Reselling Strategy
• 34:28 - Amazon SEO and Product Strategy Observations
• 37:27 - Amazon AI Improves Product Relevance
• 41:11 - Amazon Comprehend Discussion and Tutorial
• 43:34 - Amazon COSMO Strategy Insights
• 43:49 - Evolving Customer Filters in Mobile Shopping
• 49:34 - Amazon's Brand-Centric Strategy Shift
• 52:45 - Maximizing Amazon Sales With Innovative Tactics
• 53:11 - Kevin King's Words Of Wisdom

#403 - Building A Family E-commerce Empire: The Rhino USA Journey with Ted Repic

Ever wondered how a family passion project can morph into a global e-commerce giant? Meet Ted Repic, the visionary behind Rhino USA, who, along with his sons Cameron and Dylan, took their love for the outdoors and turned it into a multiple eight-figure business. This episode unpacks their thrilling journey, from the early days of Gorilla Moto Gear to the strategic rebranding that catapulted them to success. Listen as Ted reveals the powerful combination of skills and strategies that have made Rhino USA a household name in the outdoor market.

 

Get ready for an inside look at the complexities and triumphs of running a family business. Ted dives deep into how each family member's unique strengths—Cameron's artistic flair and Dylan's competitive drive—fueled their growth. We'll discuss the challenges of inventory management, especially with the unpredictable nature of viral social media impacts and the stringent requirements of big-box retailers like Walmart. Ted also shares the balancing act of navigating Amazon's shifting landscape and the decision-making process behind choosing between FBA and FBM fulfillment methods.

 

But it doesn't stop there. Hear Ted's insights on building a strong brand identity, from investing in high-quality packaging to creating memorable unboxing experiences. Learn about the importance of authenticity in marketing, leveraging influencers, and the ever-growing impact of platforms like TikTok. Whether you're an aspiring entrepreneur or a seasoned business owner, this episode offers invaluable lessons on branding, market expansion, and the art of customer engagement, all from the lens of a successful family-run business.

In episode 403 of the AM/PM Podcast, Kevin and Ted discuss:

• 00:00 - Building An Empire In The Outdoor Space
• 00:06 - Building A Global Brand Strategy 
• 08:55 - Growth And Success Of The Family Business
• 10:04 - Division of Roles in Family Business
• 13:28 - Starting Over
• 19:04 - Customer Feedback and New Product Development
• 20:57 - Challenges of Forecasting and Inventory Management
• 28:48 - Lifetime Warranty and Customer Engagement
• 30:08 - Navigating Customer Service and Market Expansion
• 33:18 - Global Market for Outdoor Motorcycle Parts
• 37:03 - Creating a Strong Brand Identity
• 38:31 - Personalized Customer Service and Lifetime Warranty 
• 44:10 - Customer Engagement and Brand Identity
• 45:05 - Workplace Understanding Through Hands-on Experience
• 49:51 - Identity-Based Marketing Discussion
• 49:55 - Kevin King's Words Of Wisdom

#402 - Wow Kevin, You Should Write A Book! Conversation with Morgan Gist MacDonald

Join us for an insightful episode where we chat with Morgan Gist MacDonald, founder of Paper Raven Books. Morgan shares her extensive knowledge of the self-publishing process, helping authors transform their ideas into published works. Whether you're interested in writing children's books, personal stories, or professional guides, Morgan's expertise will guide you through every step. We also touch on our personal experiences, including my own West Texas jail story, which reinforced my entrepreneurial spirit, drawing parallels between the worlds of Amazon sellers, e-commerce, and book publishing.

 

Explore the ever-evolving landscape of book buying and reading habits, from the nostalgic days of Barnes & Noble to the rise of e-books and audiobooks with Amazon and Kindle. We discuss the resurgence of interest in physical books driven by platforms like TikTok and the growth of indie bookstores alongside Amazon's dominance. Discover how publishing a book can establish authority and credibility, with real-life examples of authors landing substantial consulting gigs through strategic book publishing.

 

Get inspired by the significance of preserving personal stories and experiences, and learn about the comprehensive process of book creation, from content development to publication and marketing strategies. Morgan and I discuss the financial aspects of indie publishing, highlighting the costs and potential profits, as well as the long-term benefits of building a backlist. This episode is packed with valuable insights for anyone looking to publish a book and achieve greater success and independence in their literary endeavors.

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In episode 402 of the AM/PM Podcast, Kevin and Morgan discuss:

• 00:00 - Entrepreneurial Journey Through Publishing
• 07:18 - Entrepreneurial Journey to Book Editing Company 
• 08:20 - The Impact of Book Publishing
• 14:00 - Leveraging Books for Client Acquisition
• 14:55 - Crafting a Purposeful Book
• 21:19 - Journey of Storytelling and Self-Discovery
• 23:15 - Curating Stories and Life Lessons
• 26:53 - Marketing Strategies for Successful Book Sales
• 32:51 - Importance of Book Marketing and Reviews
• 37:31 - Book Publishing Phases and Processes
• 40:19 - Book Publishing Costs and AI Impact
• 42:40 - Authors Playing the Long Game
• 48:36 - Publishing Process Overview and Checklist
• 49:36 - Kevin King's Words Of Wisdom

#401 - How To Sell Millions with Premium Product Pricing & Unique Marketing Strategies with Phil Hadfield

Join us on an inspiring journey with Phil Hadfield, who transitioned from the UK to Bali, Indonesia, and launched a successful brand that generates millions annually. Phil shares his experiences of moving to Bali, the lifestyle changes, and how the island's vibrant entrepreneurial and wellness culture has been a perfect fit for him. Discover how Phil financed his business, differentiated it in a competitive market, and managed to price his products higher than competitors while achieving remarkable success.

In this episode, we explore the journey of creating a product and brand that stands out in a saturated market. Listen in as we discuss the initial desire to establish a brand beyond Amazon, focusing on unique designs and premium positioning. Despite the challenges of finding a reliable factory amidst COVID-19 and tariff wars, Phil's brand successfully launched in October 2020. Learn about the strategy of targeting high-demand keywords, the impact of COVID-19 on demand, and how the brand expanded to nearly 100 SKUs, including new product lines and variations.

We also dive into the strategic growth of Phil's e-commerce business, which specializes in premium products in his niche. Discover the successful expansion into the UK and German markets, driven by effective Facebook ads and a strong community foundation. We discuss the potential of TikTok ads, impressive wholesale performance, and plans to break into big-box retailers. Learn how customer feedback guides product development and validation, and how niche markets like pocket knives and military challenge coins have become significant revenue streams. Finally, we touch on the journey towards building a business primed for a strategic exit, emphasizing the importance of exceptional craftsmanship, unparalleled customer experience, and leveraging influencers for organic growth.

In episode 401 of the AM/PM Podcast, Kevin and Phil discuss:

• 00:00 - Life in Bali
• 10:52 - Building a Brand Beyond Amazon
• 14:03 - Competing With Unique Pricing Strategy
• 17:59 - Expanding Product Line Strategy
• 18:44 - Exploring Marketing Strategies for Growth
• 24:29 - Amazon's Approach Beyond Price
• 29:45 - Obsession With Luxury Items in Marketing
• 32:02 - Strategic Business Growth and Exit Strategy
• 36:37 - Influencer-Driven Marketing Strategy
• 40:39 - Email List Building Strategies on Instagram
• 43:35 - Financial Scaling and Event Networking
• 44:26 - Navigating Funding for International Business 
• 50:46 - Marketing Success Through Valuable Insights
• 52:00 - Kevin King's Words Of Wisdom

#400 - It’s Time To Know Your Numbers Before It’s Too Late with Jeff Lowenstein

What if understanding your financials could make or break your e-commerce success? Join us as we chat with Jeff Lowenstein, a seasoned fractional CFO, and former aggregator M&A specialist, who reveals why knowing your numbers is the cornerstone of profitability in today's competitive market. We explore how Amazon's fees, which can eat up to 65% of sales, make sophisticated financial planning an absolute necessity. Jeff shares his invaluable insights from corporate finance and e-commerce, emphasizing how accurate financials can attract investors and stave off business failure.

 

We navigate the intricacies of forecasting and due diligence during acquisitions, touching on our team’s philosophy of maintaining a high close rate as a strategic tool. Jeff dives into the necessity of blending quantitative metrics and qualitative insights, such as market trends and unforeseen variables like fluctuating interest rates and emerging platforms like TikTok Shop. We analyze how detailed financial modeling and robust market analysis can power business valuation and growth, underscoring the importance of adaptability in an ever-evolving landscape.

 

Finally, we explore the significant role of fractional CFO services in e-commerce, highlighting how they differ from traditional accounting. Jeff explains how a fractional CFO can develop comprehensive forecast models, KPI dashboards, and provide critical financial analyses that propel Amazon businesses toward sustainability. We also discuss the fundamental differences between accrual and cash basis accounting, why cash flow management is crucial, and strategies to enhance your financial health. Don't miss out on these key takeaways that could transform your approach to financial management in your Amazon-selling journey!

In episode 400 of the AM/PM Podcast, Kevin and Jeff discuss:

• 00:00 - Importance of Knowing Your Numbers
• 03:21 - Corporate Finance to Fractional CFO
• 06:52 - Importance of Financial Management in Scaling
• 08:58 - Costing Mistakes Impacting Profit Margins
• 15:34 - Forecasting and Finance in Due Diligence
• 17:40 - Models and Metrics in Aggregators & Business Acquisition
• 19:44 - Financial Profile and Aggregator Capital
• 25:28 - Understanding Fractional CFO Services for E-Commerce
• 36:47 - Cash Flow and Accrual Accounting Insights
• 39:09 - Navigating Profit and Inventory Management
• 46:01 - Focus on Profit and Growth Strategy 
• 49:09 - Navigating Financial Risks in E-Commerce
• 50:00 - Kevin King's Words Of Wisdom

#399 - Amazon Compliance, Black Hat Tactics, & Survival Strategies with Lesley Hensell and Joe Zalta

Ever wondered how to truly safeguard your Amazon business? Join us as we sit down with Joe and Lesley from Riverbend Consulting, whose unique journey from diverse professional roots to becoming the go-to problem-solvers for Amazon sellers will leave you inspired. From Joe's own Amazon account suspension woes to Lesley's rapid resolution skills, learn how their expertise can protect your online business from ASIN suspensions and unauthorized selling alerts.

 

Navigating Amazon's seller support can feel like a difficult task, but Joe and Lesley are here to share their wisdom. Discover the hidden inefficiencies within Amazon's siloed teams and the secret vocabulary and strategies that can help you get dedicated assistance. Whether it's understanding why the Costa Rica office is a game-changer or how to time your calls for optimal results, this episode offers practical advice to help you deal with Amazon's often frustrating support system.

 

But that's not all—we'll also uncover the darker side of Amazon selling, from click farms and listing manipulations to inventory issues linked to unsuitable inventory. Joe and Lesley provide crucial tips on protecting yourself from these malicious practices, maintaining account health, and ensuring compliance with Amazon's stringent policies. Plus, get a sneak preview of our next episode. Don't miss this episode packed with expert advice and actionable strategies to help you thrive in the Amazon marketplace.

In episode 399 of the AM/PM Podcast, Kevin, Lesley, and Joe discuss:

• 00:00 - Solving Amazon Seller Issues With Riverbend
• 07:08 - Effective Customer Service Process
• 10:37 - Challenges With Amazon Seller Support
• 16:14 - Amazon Seller Support Knowledge On Seller Central
• 24:49 - Amazon Seller Dirty Tricks and Issues
• 27:39 - Unsuitable Inventory Issue 
• 30:41 - Amazon Seller Account Health and Advice
• 31:58 - Amazon Wholesale Account Manipulation
• 41:19 - Contact Information and Funny Stories
• 44:00 - Kevin King’s Words Of Wisdom

#398 - The Power Of TikTok & External Marketing Strategies For Amazon Brands with Michelle Barnum-Smith

How do you transition from corporate life to entrepreneurial success while harnessing the power of marketing and social media? Join us as we chat with Michelle Barnum-Smith, a marketing maven who has mastered ManyChat flows in Amazon e-commerce and now thrives on TikTok. Michelle unravels her fascinating journey, sharing actionable insights on leveraging Instagram automation with ManyChat to skyrocket your engagement and conversion rates. If you're an Amazon seller or a social media enthusiast, Michelle’s strategies to tap into Instagram’s algorithm and boost your visibility are pure gold.

 

Reflecting on her career, she recounts her 12-year stint in corporate marketing with industry giants like Lenovo, IBM, and Comcast. The leap from corporate stability to entrepreneurship was riddled with challenges and learning curves. From founding a consulting business to embracing chatbot marketing in 2017, Michelle discovered a niche within the Amazon seller community that catapulted her to industry prominence. Through candid anecdotes, we unpack the trials and triumphs of leaving the corporate world to build a brand and gain recognition, leading to speaking engagements and a thriving business.

 

TikTok has revolutionized social commerce, effortlessly blending entertainment and shopping. We dissect why TikTok’s impulse-buying environment outshines Facebook and Instagram, and how it creates a seamless shopping experience. Delving into the nuances of selling on TikTok, we emphasize the importance of collaborating with creators and optimizing product listings. With lower referral fees and innovative features like TikTok Shop, the platform offers uncharted opportunities for sellers. We explore whether it's time to jump on the TikTok bandwagon or adopt a wait-and-see approach, considering potential regulatory challenges. This episode equips you with strategies and insights to navigate TikTok’s commerce landscape effectively.

 

Also, join the upcoming workshop where Michelle talks about TikTok Shop. To register, go to www.ttshopsellers.com

 

In episode 398 of the AM/PM Podcast, Kevin and Michelle discuss:

• 00:00 - Exploring E-Commerce Marketing Trends
• 07:10 - Utilizing Instagram for Marketing Automation
• 08:40 - Corporate Career to Amazon Marketing
• 10:45 - Corporate Career to Entrepreneurial Mother
• 17:39 - Exploring Marketing Strategies for Amazon
• 19:12 - Building Brands Through Marketing Strategies
• 31:39 - TikTok's Success in Social Commerce
• 37:22 - Effectiveness of TikTok for Sales
• 41:16 - The Future of TikTok Commerce
• 43:07 - Navigating TikTok's Creator and Affiliate Center
• 48:19 - Leveraging TikTok for Business Success
• 53:51 - Optimizing Listings and Ads on TikTok
• 55:14 - Product Shop Ad Strategy for TikTok 
• 1:05:40 - Kevin King’s Words Of Wisdom

#397 - Influencer Marketing Secrets for Amazon Sellers with Gracey Ryback

Gracey Ryback, the Amazon and TikTok influencer phenomenon with over 1.3 million TikTok followers, joins us for a compelling conversation on the AM/PM Podcast. Gracey shares her inspiring journey from a career in sales to becoming a full-time content creator in the e-commerce space. Her accidental rise to fame, driven by a passion for deals and saving money, offers a fascinating look into the world of influencer marketing and the organic growth of her platform. Listen as Gracey recounts her viral video successes, including a walking pad treadmill video that reached 2 million views, and learn about her innovative methods for discovering genuine Amazon deals.

 

In this episode, we break down the intricacies of creating engaging TikTok content and the art of viral marketing. Gracey provides valuable insights into the process of finding and promoting deals, emphasizing the importance of transparency in discount claims amidst Amazon's evolving pricing policies. We also explore the evolving aspirations of young people who dream of becoming influencers and the parallels with the unexpected success of third-party sellers on Amazon. Gracey's journey highlights the passion and dedication required to succeed in the influencer industry, and she offers advice on navigating the common pitfalls of trying to model oneself after established personalities.

 

As our conversation unfolds, Gracey discusses her involvement in the Amazon community, attending events like the Billion Dollar Seller Summit, and the enriching experiences gained from networking with successful entrepreneurs. She reflects on her recognition in the Dream 100 and the challenges of sustaining audience engagement in live streaming. Looking ahead, Gracey shares her thoughts on the future of her career, including potential opportunities like starting her own brand or collaborating with an agency. This episode is a must-listen for anyone interested in the influencer industry, effective content creation strategies, and the ever-evolving landscape of e-commerce on Amazon.

 

In episode 397 of the AM/PM Podcast, Kevin and Gracey discuss:

• 07:44 - How To Find Good Deals On Amazon
• 10:52 - Sourcing Deals Online for Savings
• 14:45 - Building Audience Engagement Beyond Social Platforms 
• 18:31 - Changing Perceptions of Career Choices
• 25:59 - Creating Engaging and Efficient TikTok Videos
• 27:29 - Importance of TikTok Video Hooks
• 33:21 - Love for Work and Growth
• 34:35 - Amazon Community Involvement and Future Plans
• 41:11 - Helium 10 Elite Membership Benefits
• 42:47 - Influencer Marketing and Live Streaming
• 44:53 - Building Loyalty Through Consistent Live Streaming
• 47:53 - Influencer Brand Relationships and Expectations
• 49:42 - Navigating The TikTok Creator Studio
• 55:07 - Managing Brand Expectations for Virality
• 58:00 - Kevin King's Words Of Wisdom