Amazon FBA Seller Tips for Black Friday 2021 & Q4 | Kevin King | Amazon Podcast | Ep. 213

Amazon FBA Seller Tips for Black Friday 2021 & Q4 | Kevin King | Amazon Podcast | Ep. 213 00:00:01 Hey everyone, it's Norm Farrar, aka The Beard Guy, here, and welcome to another Lunch with Norm, the Amazon FBA and e-commerce podcast. 00:00:21 Okay, today's show is going to be awesome. We're going to be talking about advice for Amazon FBA sellers and how to increase their sales on Black Friday and during the holiday season, and I'm here with one of the top experts to get these things done, Kevin King. So I don't even have to do an introduction-Kevin's been on the show a bunch of times. Uh, he is the host of the Billion Dollar Seller Summit and that's hosted uh twice a year, one as a virtual event and one as a live event. He also has a Freedom Ticket course which I think is 3. 0 now and he runs the Helium 10 Elite Mastermind. If you have any questions about anything Amazon Holiday sales, make sure you post them over into the comment session. 00:01:12 When Kevin's on, there's always a ton of questions. So please get them in early. All right, let's see. Oh, before I get started, man, I was going to introduce the Squire, but I got to do this first. Global Wired Advisors. I want to give them a big shout out. So big thank you to our sponsor. For this episode, Global Wired Advisors, the leading digital investment bank focused on optimizing the business sales process. For more information, call Chris and his team over at globalwiredadvisors. com. I guess you wouldn't really be calling them. You'd be going to Google and, you know, going to their website. So call them if you want. Chris is a great guy. All right. Now, where are you? Squire. Hello. Happy Friday. Happy Friday, everyone. Happy Friday to you, Young Esquire. 00:02:03 Thank you. Thank you so much. Well, we've got a ton of people joining us already. That's great to see. Welcome, Manny, Dr. Cause, Andrew, Jessica Rabbit, Miss F, Jeff. If you want to say hi, just go over to the comment sections. Let us know where you're watching from. Today's going to be a great episode. And, like we usually start our episodes, we smash those like buttons, get those thumbs up going, share this video out to all of your favorite Amazon, FBA friends, family, any groups that you think could use today's episode. And welcome Marsha as well. Great seeing everyone. And yeah, it's going to be a great episode. If you're new to the podcast, we go live every single Monday, Wednesday and Friday at 12 p. m. Eastern time. 00:02:53 You can ask any questions you'd like, hopefully around the episode, of course. And yeah, that's pretty much it. It's going to be a good episode. We also have a nice little giveaway swag thing that we're doing. So stay tuned for that. And of course, happy Friday to Melanie too, um, and Zed from Toronto, and yeah, how's everyone doing? Yeah, whereabouts in Toronto, Zed? Alright, okay, so just let us know, um, we're about two hours outside, well you're right in Toronto, well I'm in Toronto right now, yeah but uh, yeah, okay. Let's get started, so if you do have any questions, like I said this usually gets packed with questions, so put them in early so we can get to them. So sit back, relax, grab that cup of coffee, enjoy the show, and welcome Mr. 00:03:44 King. What's up? How are you, sir? I'm good, man. I've been missing you. Oh, I haven't got my Norm picks in a while. Norm picks? I'm talking about Formula One picks. My Norm picks with a cigar and a Coke Zero. Oh, I know. I know. But, uh, you know hopefully that'll be done soon. We can meet up at some event somewhere and are you going to Dima's event by the way? On the fourth, I'm not; it's right down the street from me, but uh, I'm as of right now no; I'm he didn't invite me, uh, so uh, oh well. We'll have to talk to that man, so um, yeah. I've got uh, I'm gonna be over at Powwow; I'm gonna uh, pop over there and then there's a really unique uh Canadian event that's happening in Edmonton and that's on the fifth; so this is the first Canadian event I've heard of in probably two years. 00:04:42 Yeah, I knew there was one up in Vancouver; I went to a few years ago, yeah, that was a good one. I heard I didn't attend it but I heard that was a fantastic one. Montreal, I remember oh yeah uh, yeah the uh, what's that fella's name, River Cleaner? Um, has a software River Cleaner; he did a couple uh years ago, yeah, yeah, there's not too much up uh up uh in the in the Golden Tundra up there; we want to get that changed but uh, Edmonton's going to be great when that's on the the fifth. But uh, let's get into this so Kevin first thing if people don't know you can you just give A brief intro: who are you what do you do uh yeah i'm just a guy that sells stuff As my buddy Steve Samuels would say, I just sell things. 00:05:31 Yeah, sell things. No, I've been doing e-commerce since before Google existed, back in the days of Yahoo and AltaVista. But in 94, 95, I think I took my first credit card payment online. I've been selling on Amazon since 2001, doing the FBA model for about seven years now. Before that, I was doing wholesale primarily. Yeah, i've got four or five different Amazon accounts that i'm either on or i'm partners in, different brands. Also, i do a lot of training. Like you said, I host the Billion Dollar Seller Summit twice a year, which is high-level, but one of the highest level, probably it and MDS are the two highest level events out there in the space. And then I do the training for Helium 10, both the Freedom Ticket, which is a course for free. 00:06:17 If you have a membership there, A to Z on how to sell on Amazon, you have a guest little module in there. I do. About 160 modules, I guess it is. It's the most complete, most thorough course, hands down, period, on selling on Amazon, um, and then I do their their advanced training called the Helium 10 Elite, which is for people that have their highest level membership or software package; they also get a monthly training, and we do some some other really cool stuff around that. Uh, we're actually doing a webinar for that next week, showing some revealing some secrets next Thursday on that, uh, and then I uh do a Product Savants with 00:06:53 uh Steve Simonson where we uh we help uh uh sellers look find uh new product opportunities uh, basically here's a product and already sourced and it's not a done-for-you service; it's not one of those kind of uh or agency-type of things; it's more just taking a couple of pain points out for for big sellers; it's not for new people but uh for for bigger sellers, and uh now we're starting to do uh Some stuff for some really big, really big sellers, uh, so it should, uh, uh, be interesting, but yeah, and, uh, What else? I speak at different events. I hang out with you as much as I can at the different events, smoking cigars and drinking Coke Zeros. Well, the best part about that is going back to your place and sitting down. 00:07:31 And every time we do that, it's like we end up at 3:30, 4:00. Yeah, it's like 4:00 and we're like, no, I'm going to give you a ride home. I'll get up at 7:00. Yeah. Oh, my gosh. And that's true, by the way. But anyways, you know what? I highly recommend. That, you know, if you're a new seller, getting into it, even if you're immediate seller, you know, if you're going on to YouTube, or trying to get your information, and you know, you're listening to the podcast, that's great. But going in there and actually going through a course, and just go through the course, get the education, and usually a paid course; this course used to be about $3,000 bucks. But like with that membership, it's free. 00:08:15 So and most people use helium 10 that I know of anyway, so you kind of need one to get the other, but the Freedom Ticket course is very very detailed and it's something that if you haven't done as a new seller just get to know Amazon, it goes through everything and then when you talk about the Elite Service which is part of that by the way um we still listen to it like I have my team listening to it and what we like what we do we set up an SOP that you know we listen to it We figure out what we can apply to our business. And there's always, I can guarantee you, there's always something every time that we go, holy crap, I didn't know we could do that. 00:08:59 And it's just a hack that we couldn't learn or a strategy. So please, I'm not saying this just to push Helium 10 or Kevin. It is something that we do on a regular basis. Anyways, let's get into these fourth quarter sales and what's happening over at Amazon. Did you notice, I'm sure you heard about this, but there's been some pretty wild emails going out from Amazon suspending service providers. Like Klaviyo was suspended this week. One of the rebate companies was suspended this week. What's going on over there? I think they're cracking down on the companies that are abusing their access through the API. But how does Klaviyo? I think Klaviyo was sharing, my understanding is that they were sharing some of the data. They're making the names and addresses public. 00:09:57 There's still a loophole that Amazon hasn't shut down yet. There's a couple other software tools out there that are doing that too. But I remember, I used ShipStation for one of my companies that we sell. On Amazon, for it's tied to Amazon for any FBM (Fulfillment by Merchant) and it's also tied to we have our own website so orders come through there regularly as well. And I remember six eight months ago or something like that, ShipStation all of a sudden had to change because I used to be able to go in there and download all the data-all the customers' names and addresses, even for FBM ones. Now it only stays for 30 days and then it wipes out so if I don't go in there every 30 days and download let FBM data, I lose it, uh. 00:10:36 And they made that change and it was kind of a pain in the ass. And I think a lot of these others, like Clavio-it's something along those lines, I don't know, that's specific for Clavio, uh, for rebate key, uh, that one's kind of self-explanatory there, that they're posing themselves as one way and they're actually something else, um. And in a lot of ways but but a lot of people are using them for something else, I mean that's not rebates keys attention, and they were doing some stuff with URLs uh, and just some things that Amazon just uh doesn't like. And it wasn't just rebate key, but they also own Elite Seller, which is basically a competitor. 00:11:11 To Helium 10 developed by a bunch of big sellers and that one got uh taken out too, and I think you're going to see more; I think Clavio is just the next one. Um, I was shocked by that. Probably was a huge for those of you who don't know-it's a huge email management system, I mean, it's a billion-dollar evaluation, I think yeah um, I don't think they, you know, I don't think there's a lot of Amazon sellers that were heavily using that. But there's some, so I don't think it's going to really affect them too much. Now, RebateKey and Elite Seller, it's going to majorly affect them. I don't know exactly how they're going to pivot from that. I mean, RebateKey is doing stuff on Walmart and other places too, but I don't know exactly what they're going to do there. 00:11:53 But I think you're going to see more of that. I think Seller Tools is going to be next or coming soon. Really? The Titan Group is pulling some of the – the data into their tool, I think they may have if they're not careful a lot of people uh out there, and the bad thing is if you're using these tools um you're you're on a blacklist. So amazon if you're using elite seller uh and you have that connected in your amazon seller account amazon knows, and don't don't think they're forgetting about that don't think it's just going to elite seller and saying you're shut off on this date. Amazon's making a note, it says 'okay, I wasn't using them', but if I was, you know, Kevin King is on the list. 00:12:34 He was using this tool. Let's keep a close eye on him or use this. If he gets in any other kind of trouble, we can use this as extra ammunition. And so I would be careful. You know, Helium 10, I'm not partners in Helium 10. I don't own anything in Helium 10. I just do their training. Sometimes people think I'm somehow involved, but I knew Manny and Guy when they first started. We were friends, and we did some stuff together, but I'm not part of that. But Helium 10 is very careful. And I think Jungle Scout is too. And a couple of the others, they're very careful to make sure they go by the terms of service and what they do. And so that's why you don't see like SFR information. 00:13:09 Any software tool that has SFR information embedded in the tool is likely to get shut down by Amazon. Just for those that don't know, what is SFR? Search, it's the brand analytics and any of the brand analytics data. So SFR is search frequency rank. So, uh, so it's how often it's a rank of how popular a term is not necessarily how many searches does it have, but how popular it is. I mean, it kind of goes in hand with how many searches it has, but it's based on popularity. So, so like pennant, I think is one of the top, uh, search terms. I think it's called Pennant like the last three months, P-I-N dot it. I don't even know what that is. I have to go look. 00:13:48 I just saw that in my, one of my tools that, uh, he is like, um, but if you download the Brain Analytics data yourself and you use it yourself on your own computer, that's totally fine by Amazon. And if you even create your own little Excel spreadsheets to manipulate the data or your own little personal software thing, that's okay for Amazon. But if you put that out there publicly into some sort of publicly accessible tool that you're charging money for or not charging money for, then that's where it's a problem. And that's where I think you're going to see more of these. And then the ones that we're allowing. the data, the customer data, the names and addresses, um, that one though any of them they're doing that and there's still a couple that have a back door into that. 00:14:32 They if they haven't shut them, haven't gone and check them, um, and then I think any of them that are doing um any of the other uh using any of the Amazon information in a way that they shouldn't be uh are including you know some of the ones that are that are uh how to say, are allowing you to bypass the shipment system to actually ship to a warehouse of your choice. You know, doing some manipulation to actually, and you and I, we mentioned the name of someone earlier on here that has a tool that does something like that. I would be careful. I don't want to say who that was, but I want to be, I would be careful with that because of Amazon. 00:15:13 I think they're, I think they're, going to be cracking down, but at the same time Amazon's loosening up, you know that new brand opportunity, what's it called, product opportunity or uh the new thing that's in beta right now, yep, they're giving some additional information so they're opening up a little bit more information as well, um, and so it's going both ways, right? So, you know, the I guess one of the things that you have to really be careful of because you, you mentioned that even if you've done this in the past, you could be affected. So, you know, moving ahead in the future and just trying to go all white hat, beige hat. You got to do beige. I mean, nothing is white hat, I don't think. 00:15:54 I mean, very, very little white hat, you know, but, you know, you drive traffic. Technically, that would be kind of beige hat, technically, you know, but it's not. They're actually rewarding you for driving external traffic over now. But uh, one of the things to do is just be careful because I know when the October November 2017 came around, I had 3, 000 uh reviews on this soap, the next day I wake up and I had nothing. They were all gone and you know what? Okay, I admit it, I paid for a lot of them, ten dollars each, it was thirty thousand dollars basically of you know because at the time that was perfectly kosher uh like you know well it wasn't in ToS but everybody was doing it but I paid the penalty. 00:16:44 A lot of other sellers paid the penalty and that's where you kind of have that 'aha' moment that I just spent a lot of money on nothing, you know it was a waste of time so now other ways of doing sales velocity so let's talk about that fourth quarter sales are coming up. I want to correct you one thing there is a lot of still white hat stuff though well there is a yeah you don't have to resort to games and hacks and tricks to actually make money on Amazon. I mean, I've talked about this in the past but as some of you know that are regular listeners here, I have a calendar business, you know, calendars that you hang on the wall every year. 00:17:20 And we launch, we sell those on our own website, and we also do well on Amazon. That business, I don't do any advertising at all, no PPC at all. I don't do any search, find, buy at all, no rebates. um nothing like that um i launched the product and we just we're late this year last year we launched it in july um but our shipment says because of all the shipment delays and the port problems and stuff we didn't actually get our order in until uh the 5th of uh october so i turned them around like the next day got the first batch in amazon so i think we went live on amazon i don't know 9th 10th 11th something like that on amazon and we're already it's four different skews We're already up to about $1 ,500 to $2 ,000 a day right now in sales on those SKUs. 00:18:09 There's been no advertising, no search find buys, no nothing. Just putting them up with the right keywords, targeting them right now. This is a niche product. There's not 10 ,000 searches on the keywords for this. It's in the thousands or below, but it's highly converting. I have my own customer list. What I tell them is instead of buying from me, you can buy from me if you want. You can pay $9 . 95 shipping. Because, you know, if you buy a calendar for us, it's $19 . 95 plus $9 . 95 shipping. So you're paying $30, which is highly profitable for me because the calendar cost me $1 .50 landed. And, you know, it costs first-class mail about five or six bucks to send it out, including the packaging. 00:18:48 So it's highly profitable. But if they go on Amazon, they get it for $19. 95 and prime, you know, no shipping. And then I make a lot less money, but I don't have to deal with it. Right. And so I will take a second with my customers and say, 'Hey, they're available from us directly.' Here's a link to our store, our e-commerce store. It's similar to Shopify. It's not Shopify, but similar to that. Or if you want, click right here on this link to go to Amazon. And that link I just used from Helium 10 Gems. I used one of the links from Helium 10 Gems, like the canonical URL one. And I make sure the canonical URL has certain keywords in it. And a number of them will go over there. 00:19:27 Probably 40-50 people or something real customers I'm not giving them a rebate, I'm not giving them a discount code, I'm not doing anything; they're just clicking the link and going and buying it, just purely, purely legit, you know, no, no game and shit. Other than here's the, here's the, here's the, and it's not an embedded link that's going deep into it; it's strictly the canonical URL, uh, and within a week, we're ranked on all the keywords that I want to be ranked because they're in the title and then the canonical and it just takes off from there. And then I also get all my calendars and the free the customers who bought this also bought, all four of mine are there, so if one of them tends to take usually one of them takes off and and you know has a much better BSR, and so it's getting all the traffic when the people's like, oh, there's also these other ones that are similar, let me click on those, and it just snowballs. 00:20:15 So, a lot of people think it's all game and ship on Amazon and all you need to know hacks and you know I teach some of that stuff, you know, people want to know that but You can still legitimately, honestly, 1. 0% honestly, set something up on Amazon and still make money if you know what you're doing. It's not a field of dreams. You can't just put it up and they're going to come. But if you pick the right products and do it right, there's still plenty of opportunity to keep your nose completely clean. You know and you're right, like when I said everything is beige, hat I mean we talk about it on the pod like on this podcast about your images, the titles, the engagement, bullets what you're talking about, you know, the canonical. 00:20:58 So I want to step back just a second, you talked about um the Helium 10 at Gems so lot of people don't know about that if you go there it's just GEMS they have a list of different different URLs that you can use and one of them is a canonical URL and it's really helpful, so I don't know if you want to explain the canonical and the benefit of that, you know, and I mean if you do that right now you could see sales, you could see it helps sales and why is this? Kevin. The canonical is the natural URL that's generated by Amazon's system for every product. So it's something like amazon. com forward slash Kevin's best calendars 20/22 forward slash DP the ASIN. 00:21:49 And what it does is the canonical, it used to be just five words. It would take five words from your title and stick them into the canonical. And there was ways in the past by putting a dash or a colon to actually force it to take the first five. And there was a little trick Casey Goss from back in the days when he owned Viral Launch came up with this. And it was a cool little method to actually make sure you get the five words you wanted because otherwise they would just pick five random words out of your title. And sometimes those are the ones you want to rank on. Sometimes they're not. And that's the URL you see when you go to Google. 00:22:23 If you go to Google and you type in something, you type in a search on Google. And you see some that you look down the results, and some of those are going to Amazon, not the ones that are ads, but the ones that are just naturally indexed spider and natural index. You look at that link that's the canonical, and so the keywords that are in that that that canonical link carry extra ranking weight on Amazon, and Amazon used to put a lot of importance on it, and then they adjusted the 89, and didn't quite work as well, and people started using all these href and hidden referrals and all these other types of links which you can see some of them on on Heatm10. 00:23:00 com jems j-e-m-s you can you can see that um but then just recently uh you know and this was discussed at the most recent billion dollar seller summit i can't tell the whole secret here norm you know you were there um if you missed that talk it's in the notes uh but uh someone actually did a presentation on how that canonical has now come back And you can actually get up to seven or eight words in there. And, you know, the Helium 10 tool only does five, shows you five. But there's a way to get seven or eight. And I can't tell you exactly right here because that was part of the Billion Dollar Seller Summit. I have a non-disclosure agreement that I signed to present that. 00:23:39 But there's a way to actually get them all, seven or eight words in there. And this person said they've been doing a lot of testing and they sell a lot of stuff. They're like, look, this is making a huge impact again. So something has changed in there. So if you haven't tried that, give that a try. And I think we might do it next week in the Helium 10. We're doing a webinar for Helium 10 Elite. Because Helium 10 Elite, which is the advanced training for Helium 10, you also get the highest level of the tools for Helium 10. We're doing a webinar. Then we're closing the Helium 10 Elite down. They don't want to keep it active, open all the time. Close it down for I don't know how long, it could be months. 00:24:21 I mean, we haven't done a webinar in two years, could be two years... I don't know, uh, but they're gonna close it down and we're so we're doing a webinar to invite some new people in as part of that webinar, we're going to show you a little bit about this um, so uh, check that out, it's a free webinar, so hopefully you'll be able to to uh, join us for that. And but I'll share a little bit more there, but very good, I'm not trying to tease that or no, no, but that was not intentional, I just kind of led down that path, but yeah, sure, okay. So let's talk about... you know it's not too late. 00:24:56 What are some things that people can do right now to help Drive traffic for Black Friday or during the holiday sales well the number one thing I would be looking at the low-lying fruit, I would be looking at the keywords that are that are not the big keywords and making sure you're indexed for those and trying to get ranked for those, even run a little bit of PPC on those. Another tool, I mean this is a trick that we shared in the Helium 10 Elite this month, and I'll share it with you guys here since I like Norm and his audience so much. One of the things that you can do to drive some extra traffic this holiday season is look for the buyer intent keywords on Google, about 25%. 00:25:39 Of the traffic that comes to Amazon comes from Google initially. People start their search on Google, and then they end up by clicking something on Google and end up on Amazon. But there's a lot of people that will be doing that this Christmas season. But look for the keywords that have buyer intent. Like it has the word Amazon in it. It's gifts for dad, Amazon. Gifts for dad, buy gifts for dad. Or gifts for dad, discounts. Or words, something that has a qualifying order in it that indicates they're looking to buy, not just window shopping. If they just type 'gifts for dad', they may be looking to buy or they may be window shopping, but they add that other word 'discount' or 'sale price' or 'or', or 'Amazon' or something-they're looking to buy. 00:26:21 And so if do some searches around words that are relevant to your products that have those, those additional buying qualifying words on them, and then take a look at the results that show up on Amazon and click the first. Click a couple of them that go back to Amazon, the organic ones, not the advertised ones, but the organic ones. And what you may find is a lot of times someone may type in 'gifts for dad Xmas' or something-I'm just making this up with Xmas. But when it actually redirects to Amazon, Amazon changed that to gifts for dad Christmas and changes the key. I mean, this is a big one, but changes the keyword to Christmas. And what happens is you can oftentimes find these little gems on Google where they're the ones that get changed. 00:27:08 And you can actually make sure you rank for it when it gets changed, because a lot of times it changes to something more obscure. That probably wasn't the best example because Christmas is a big keyword, but I just couldn't think of anything off the top of my head. But it'll change to some other word that's not quite as obscure and that's not quite as big. And if you can rank on that on Amazon. With PPC or by making sure it's in your title or on your page, you can oftentimes show up right on the first page of results and and for and grab a lot of sales from someone else or even do top of uh of search bid placement for some of those. 00:27:43 And there's a ton of these that uh that are available right now that's just low-lying fruit that you could do really really well on. Have you been looking at some of these new tools like the listing optimization tool under inventory or under brand, the search term optimization tools? Have you been using any of those on Amazon? I have done some testing with like the list optimization one is one where they'll show you some of your missing words or you have the word D in there too many times or whatever. I've played with that one. I've also done the A-B split testing. Uh, what uh some of the split testing stuff that Amazon lets you 00:28:24 do um those can all be good things too to try to get your your listing dial in that's much better than using a tool like Splitly or some of the other ones out there because it's straight from Amazon, Amazon's doing this but that is splitting not some sort of tool over a time frame but yeah that listing if you use the listing optimization thing yeah that's we've actually built that into our regular um like our our SOPS now so we're using that on a regular basis we're also um working with the uh performance health so we'll go into inventory planning we'll take a look at uh what is it uh what's it called that's one of the four there it's not exceeded inventory it's uh sell-through, Sell-through inventory. 00:29:13 So when you click that, you'll have the opportunity to see what you need to do. So if it's either paid advertisement, drive more traffic, do whatever. It gives you a list of six or seven things that they tell you to do. That's another way of just Amazon telling you, hey, look, if you want to sell more, create a deal, create this, do that. Best tool that we've seen so far that they've just released recently was that listing optimization, and there is one other. You can't just leave them; you just can't tell them that. What are you doing with that? You got to explain that more with what the listing optimization how is that? Oh, with listing optimization, so you go into inventory, you'll see it there, it's called listing optimization, I believe. 00:30:00 You click on it, you pick the uh the product that you want and then it's going to drop down a list. Actually, when you go into that one, you don't have to select the product; it'll drop down a list and it can have anywhere From one to six different items, and you can just pick what it says it could be adding keywords or it could be adding a like I've seen it say a plus content uh or you know what it gives you the suggestion and all you have to do is follow the bloody instructions and it it can help you out it's it's very easy to do and all it is is like the Walmart optimization tool, it doesn't give you a score but it says here you go here's what you need this is what we're telling you you need. 00:30:47 And now on the other side of it, when you go over to brand analytics or when you go to brand and you see the left-hand navigation side and you click search term optimization, It's interesting because it'll show you low or no value keywords. And they'll give you suggestions of, well, they'll show it in pink. So you remove those keywords and then you can add in more relevant keywords that'll give you better. Product or better chances for sales velocity so you might be repeating a word too many times it'll show it and then it'll tell you to repeat it or to get rid of it in your search terms and then you just add it I don't know if you've seen that it just highlights the keywords that you should repeat or delete yeah I've seen that yeah now uh there is a fourth one and I will get back to 00:31:45 people like we'll put it into the comments section which is another really cool one it it's a silly i i don't know i forget what it's called and the Vandana if you're listening throw it into the section here because we have added this into our um like into our SOPs and what it does is it tells you not only what to do so it might be add a video uh a plus content and it's separate from listing optimization but it'll show you the forecast of the sales that you're actually missing out on. Have you seen that? No, I have not seen that one. I will, after this, I'll get Vandana to send you over that. We'll post it in here. It's very cool. So I just did this. 00:32:31 I did a video on YouTube about it and I just took two products and the one product said, 'Okay, it'll increase it by $1,800 a month.' The other one is '$1,300 a month' by doing two simple things. And anyways, it's brand spanking new. I haven't really seen the results, but within the next quarter, I'll make sure that we post them in here as well. That's cool. Yeah, I'd like to check that out. I haven't seen that one. Yeah. Now, one of the things we talked about the Billionaire Seller Summit, and there is strict non-disclosures. I know, I and I follow those and you know everybody else does, but there is something that you posted that is now being talked about freely in the Amazon world and this is these new search terms that are 'it's what is it called? 00:33:26 Opportunity Explorer, yeah, you want to get into that a bit. Yeah, that's a new thing that Amazon actually announced it at the Accelerator event, uh, was that this week or last week? This week, yeah, yeah. They announced it there. It's in beta so you may not have access to it, not all accounts have access to it. I think only two of mine out of like five actually have access to it um but it's a a new product Opportunity called Product Opportunity Explorer, Opportunity Explorer, yeah, Opportunity Explorer and they're actually Revealing the exact search volume, uh, you know Helium 10 and tools like that, guess and they're fairly reasonable in their guesses but this is straight from the horse's mouth: the exact search volume, uh, for every keyword they're showing you. 00:34:13 The conversion rate data beyond just the top three, you can see the top 10, 15, 20, uh, conversion data, which is which pretty cool. Um, they're also uh showing you um sales estimates so they're not giving you the exact estimate but they're giving you a range so they'll say, 'You know this off of this keyword, the estimated sales monthly sales are you know $1,000 to $15,000 units they'll give you. Some sort of range like that they won't tell you exactly. And then they'll show you some other keywords that are related to it that are making sales. Some of them you may already know from tools like Helium 10 or Cerebro. Other ones are like, well, I didn't even actually realize this word was related to this. 00:34:56 And it's making sales. So there's some really cool little tools in there. I've noticed it's not complete. So you can't download right now. You cannot download anything. You can't download an Excel file. Massage it in your own little way, and it's not complete. It's only, I don't know what the, it's only certain categories that have much data in there. Even then, that data is not real accurate. I know Bradley from Helium 10 played with it quite a bit. He's played with it more than me, and he did a blog post on it earlier this week. You might check out where he showed some of the good things and some of the weaknesses. It's on the Helium 10 blog, helium10. com forward slash blog, I think. You can probably find it. 00:35:35 And he talked about it in more detail, but I noticed like even from some of my calendars, none of that data is there; some of the keywords that I look for on my calendars aren't a single one of them even shows up in the opportunity, so it they must have some sort of cut-off that they're only going to certain SFR um or they're I don't know what the rules are, but it's not like I said, it's not complete; uh, like Brand Analytics is pretty complete, this is not complete, so but it's a good starting point. And you can find some good product ideas in there pretty quickly. I found one just by looking at, they have a category that categorizes some stuff and you can kind of dig down and follow a rabbit hole. 00:36:10 And I found a couple of good product opportunities that I sent over to Product Advance by doing that. So take a look at that and see if you have access to it. You have to, I think the way I get into it as a special link, I don't know that I haven't seen it actually. Have you seen it on your accounts in the pull down menus at the top? I have not seen it. I've been trying to get in and I can see the information, but I can't. It's not in any of my pull downs yet. But did you use the link to get in? Yes. No, no, I haven't. That special link, like the one that was posted in the Billion Dollar Seller Summit group. 00:36:47 If you click on that link, it'll take you right in if that account that you're logged into has access. but it'll give you a warning message that says, sorry, this is not activated on your account yet or whatever it says. Oh, okay. And then make sure you're the primary user. So not as logged in as a secondary user. You have to be logged in as a primary user. Okay. Secondary users it hasn't gone out to. And then try that and then try your bigger volume accounts. It's like on mine, if it's not on any of my, one account that doesn't have brand registry, it's not on that account. The rest of all my accounts have brand registry. And it's only on two of those as the bigger selling accounts. 00:37:26 OK, so and that's what I was trying. I was trying to log in with some of the larger accounts, but because of the agency side, it wouldn't allow us to come in. And yes, you know what? I'm just looking. And it was that link that you had and it came up with permissions not granted. But we were going in as a secondary, not as owner. Should I go on one of your accounts where you're the owner? Yeah, and then you can still if you're not in you can request access, you can open up a um a support ticket and request access, and they might grant it perfect now you know what uh and this is just a complete offer to you but because they don't download all those search terms and there's probably hundreds of thousands of them maybe hundreds maybe thousands um Kelsey is available, you know, to handwrite each one. 00:38:13 Oh, cool. Yeah. Just ask him. I need him on note cards, though. I need one note card. And then on the back side, you got to use a different color pen. And you got to write the extra search volume. And with commas, no periods. You got to be the American way. Yeah. So he could do that. Well. I'm not sure how well he can do it but yeah yeah yeah there you go, there you go I'm writing this down right now okay, but you know what this, this is uh when I, you talked about brand analytics and this is so important because downloading and doing this on your own, I wanted to talk about 00:39:01 that like when you first started talking about it we have an episode where um you went through, like Kelsey put that back up again, that's a good one for people that was up that was not there long enough what is that Adam's this uh this little hack here to actually be able to download some of that uh data and opportunity explorer that's uh that's a good share there Mark Okay. I'm going to read it out just for our audio listeners. So Mark posted a comment saying, 'Adam Heiss posted a hack in one of his live videos to get that data off of the product opportunity explorer into Excel.' If you download HTML table scraper, you can copy paste the data into Excel. Oh man, there you go. So Kelsey's off the hook. 00:39:46 That's good. But going back to that brand. going back to that brand analytics and you know this goes back at the beginning of the podcast if you missed it, listen to it uh but you know download it and you know it's so easy to do, especially when you go back to the podcast and Kelsey will pop up the podcast in where Kevin is talking about his system and how he works with brand analytics or at least top level so you get an idea um And like he said, you know, if you're doing it, if you're downloading it, if you're taking a look at the information, that's not manipulation. So check it out. I just wanted to throw that in there. One of the things we didn't, we have not talked about today, just very quickly. 00:40:33 Usually we do this at the beginning, but we just got into it. But the giveaway today. So today, our giveaway. # Hashtag Wheel of Kelsey, tag two people and you'll get a second entry! We're going to give away a little bit of bling-a mug with the 'M's, a T-shirt, and we're going to give away a free one-month subscription for new members of Centurion. So if you want that, it's #Hashtag Wheel of Kelsey and tag two people, okay? Just to clarify, if you are a member of Centurion, you'll get all the other stuff, but um, the Centurion is only available for uh new members who haven't tried out Centurion. And if Simon wins, I don't want to hear any complaints about the mug taking too long to get to you, okay? 00:41:26 Now, anything else new in the world of Amazon? As of now going into fourth quarter or in fourth quarter, Oh, Amazon's claiming that they're ready for the onslaught of business. So I saw some posts saying that, hey, we're not going to have another COVID March or April issue like we had last year. We're ready. So we'll see. But they're claiming that they've geared up and they're ready. That doesn't fix the inbound problems of stuff sitting on ship still. Right. But I think this Christmas season is going to be interesting because of supply chain issues. I think I've actually, and I told my wife this too, is like, buy your stuff now. You know, anything, especially if it's something that's a popular item, buy your Christmas gifts now. And I've bought all my gifts right now for my, all my family. And she's got one. I can't tell you what I got you. It's coming up. Okay. All right. Yeah. I told you I had to kill you. 00:42:36 You'll like it, Norm. All right, good. Wait till you see what I got you. I told her to buy it by now. I think you're going to start seeing that on Amazon, too. You're going to see back in the fourth quarter, I think you're going to start seeing that the volume increases a little bit higher than normal before Thanksgiving. I don't think a lot of people-the smarter people are going to spread this out. Amazon and others, Target, all these others are already running Black Friday, Advanced Black Friday. Because they're trying to even it out. So the trick is, what's going to happen if someone goes to look for a particular item and it's not available because of supply chain issues or it's sold out? 00:43:24 Does that mean that sales are going to go down or does that mean I'll just make another choice? It's kind of like going to the movies if you want to go to the movies and see the latest, uh, I don't know, say the new Jurassic Park just came out and everybody's lined up to see it and you go there and it's sold out, uh, you're like, 'Damn, you're disappointed but do you go home or do you see, okay, what else is playing? And you end up seeing something else. So is that going to happen on Amazon where people are looking for something and then they end up buying the best alternative? So if you're that best alternative, and that's something I would be doing on Amazon, I'd be I would be trying to monitor some of your top competitors' inventory levels and see where they're. 00:43:57 At and and that might be I'm just thinking this off the cuff right now, I haven't thought of this before, but maybe managing their they're watching the inventory levels and as you start to see them go down, maybe that's when you should ramp up your PPC targeting towards their page if you have something complimentary or a substitute product and you might actually be able to uh to do really well off of something like that. Um, that could be a strategy. Just thinking, that's a great idea. And now for for new people, how do you monitor your competitor's inventory? There's tools that will do it like Helium 10 has a tool that does it. You can also do it yourself by trying to add i haven't tried this lately because i use the tools but i don't know this is still the 999 trick still work uh where you try to add yep that i did that recently okay cool uh so you you try to add 999 to the cart 00:44:49 of an item and it'll come back and if they don't have 999 it'll say sorry only 706 available and then you can do that every day and the next day you'll see 620 available and next day you see 418 available whatever so you can monitor that way that's not a hundred percent accurate because stuff could be in transit or stuff could be in a reserve or whatever so those numbers can fluctuate a little bit But at least it gives you a baseline, uh, idea, uh, so that that's one way to do it, or use some of the tools that are out there like Helium 10 has it and some other software have it as well. And I would, that's something I would be watching actually now that I'm thinking about, I'm going to have to look into that on a couple of my things. 00:45:29 I just came up with that idea. Thanks, Norm, for the idea. Yeah, sure. Whatever I did. Oh, one other thing I need to talk to or I need to say is I got to give a shout out to Sellerize. And Sellerize is your comprehensive solution for your everyday business needs. It's everything you need to grow and scale your Amazon business. And it's just one click away. For more information, contact Dima and visit sellerize. com. And remember, Sellerize has one R, not two. Okay. Next week in Austin. Exactly, yeah, if you're in the Austin area, check out uh Deem, he's got some really great people there, um he's gonna be I'm not sure what the hotel is but he is having the event in Austin, same one as the Billion Dollar Solar Summit, oh okay very good yep so Marriott, okay now let's see, oh I was gonna ask and I don't know if we can do this Kelsey, but um 00:46:30 If somebody's interested and they want to come on live and talk with Kevin and I about a question or has a comment about anything, can we do that? Kelsey, yeah it is possible. Okay, why don't we just say if anybody wants to come on live and just ask a question, let's do that. Okay, so if you are interested, I'm not going to put you on the spot. So, yeah, if you're interested, you will need just a webcam. But email me k at lunchwithnorm. com and I'll send you the link. There's something new. There you go. So please have a question ready or email me your question and k at lunchwithnorm. com and you can come on. All right. Fantastic. Now let's get into some of these questions because there's a ton probably. 00:47:20 Get ready. Get ready. All right. Okay. We'll see how much I can juggle. All right, our first question. Kevin, what do you know about Amazon saying to allow in-store pickup? This might be great for my furniture business. Yeah, I saw they just announced that at the Accelerate conference. I don't know a lot about it, but yeah, I would think for me, selling calendars on one of my companies and That's the only thing I have here locally. The rest of the stuff's in a 3PL somewhere. I wouldn't want someone showing up to pick that up. But for furniture, large items, I think it could make great sense. I think it could be huge for that. And I would definitely, Tony, look into that. 00:48:11 I don't know all the particulars and the details, but I think it sounds very intriguing to me for the right type of products, and yours would be the right type of product. By the way, probably the biggest news of the week we forgot to talk about that came out of Amazon Accelerate this week. I don't have all the details; I don't think it's been released. But what they announced that the this is crazy. So this might be to try to to fight against Project Glass over at Walmart, where they've just kind of consolidated everything from pickup to delivery shipping. Now, Amazon, have you heard about this retail thing? Oh, this is crazy. Amazon now-this could be a huge game changer for local retail. 00:49:03 It's said, 'Okay, let's partner with people I live in a farm town; there's more cows and people here. So if I live in this little small farm town that has a local hardware store, that hardware store can partner with Amazon. And now I can go to that retailer, order online, and I'll get their product to me delivered to me as an Amazon partner in an hour, so now local businesses favor Uber, Uber Delivery, or something, yeah, I'm not sure what it is, I don't have the details, but now local businesses can partner with Amazon, they announced it this week. Once I get more information, we'll do a podcast about it, but how cool is that? When you know... oh, that's uh, the old Manny Coates expression, but it is really cool! 00:49:55 That could be a major change, yeah, that could be big! Yeah, and it supports like everything Amazon does, supports local businesses again. I don't know if you have it in Canada or our house we have something here called Favour (F-A-V-O-R), And I don't know how widespread it is in the U. S., and there may be other versions of it under a different name, but they'll pick up anything. So if my wife wants to take a bath and she wants a bath bomb from Lush, she can just go into this app and say, 'Go get me this.' I'm looking for this item number 32. 17 from Lush, you know, the black bath bomb. And they go pick it up and bring it to you. They pay for it. 00:50:39 And then they charge you on the app, you know, delivery charging for picking up and they bring it within an hour or two. So I think that's something similar. What that sounds like is Amazon's going to roll something out similar to that. It could be big. It's crazy. Yeah. So we'll get you more information on that. I completely forgot when we got on the call. But okay, Kels, next question. All right. Next question from Manny. I'm going to launch two other products in my same niche color variation. My main competitor keeps launching standalone ASINs of the same product only with other colors, more than 50 now. What's the question? I'm ranking on the first page with my first ASIN now. Should I power up this ASIN with variations or also go for real estate? 00:51:35 That's an age-old question. Do you go after more spaces? If you've got one that's already on page one and this other guy's got 50, or something you said, I think is what you said, I would probably put those as variations and ride the coattails of that one because to get those others up there, you're going to have to rank them too. If the other guy has got 50 of them, I think you said, that are all ranked, that's going to be difficult. But also, you can make the argument, well, if you can – he's got 50 and you only got one but versus if you have three uh you have a better chance um 00:52:10 that that's that's a hard one to say without knowing the specific product and me taking a look and seeing exactly what's happening but off the cuff of that I'd probably go as initially as a variation since you're first looking around page one and ranking one and you could split it up let's say that you wanted to split like for soap exact for example you could create natural uh tropical sense, men's sense, instead of having them all together. But yeah, I agree with what Kevin's saying. Oh, Manny was saying something about launches every week, nearly every week. Okay. But same rule applies. Alright, our next question. Let me see who this is from. This is from Yvonne. When you use the URL to drive traffic, does that class? 00:53:01 classify it as driving traffic from outside Amazon so you get the reduced rate fees? No, that has to be specific that goes to your storefront. That's a special URL that you have to use to get that up to usually about 10% reduction in the fees. That's a special URL that has to go to your storefront. So like a canonical URL won't do that. And you also have to be signed up for the attribution program. Yeah. That's a different thing, Facebook user. Okay, from Jessica Rabbit. Kevin, how important to you is Google My Business to you? Not very important. It's important to me. I don't use it a whole lot. I mean, I know Norm uses it a lot, and he's taught a whole thing on how to use that for ranking, but I am not. 00:53:58 Gone down that uh rabbit hole Jessica Rabbit, so he uh, oh no, pun intended, but you know what? Next time, uh, I'm in Austin, we should sit down and I should you know show you some of the things that happened because I'll give you an example. You presented on it, I did, yeah, yeah, but uh, one of the examples that just came up, I was talking to somebody yesterday, there's two examples. One was a local furniture store; now we could do this with a brand as well, but a local furniture store wanted to gain traffic; it was a failed business during Covid and Google My Business got this uh, this failed local business, furniture store 2. 1 million views. Okay. 00:54:49 A car dealership, which is now seven, I've already talked to you about this one, Kevin, but it was, it started with one. They were spending $55,000 in digital media. And then it worked out so well that they spread it to all seven. Okay. This is in Washington, in Washington state. And now it's a total of $7,000 for SEO that they've gone from $55,000 per month, per dealership to seven thousand dollars and getting as good or better results all from Google My Business, no I don't doubt that yeah I just haven't gone down that rabbit hole yet I'll just wait I see a cigar a couple Coke zeros and we're all set all right let me see uh Is SFB dead? 00:55:46 I hear Amazon removed RebateKey from PartnerList, RankBell, and others. I don't know anything about RankBell being removed. I haven't heard anything about that. I haven't heard that. I mean, RankBell is not the same as RebateKey. It's a different type of thing. There's others out there. I haven't heard anything about them, but I don't know. I don't think SearchFundBuy is dead. I think Amazon is keeping a close eye on it. And seeing what people are doing. But is it dead? No, because that's the way people buy things on Amazon. So it'd be almost impossible for them to make that not affect rank when someone types in a keyword and buys the product. I mean, just think that Amazon can't, there's no link, there's no URL, there's no nothing. It's a natural process. 00:56:34 What happens after that natural process where people are asking people to take additional steps, that's where the problem comes in. Depending on what those steps are, that's where Amazon is cracking down, but can they crack down 100%? No, it would be impossible. But what they can't crack down is if someone's on the back side of that saying, 'Oh, leave us a review and click this link or click use this special thing to do this and that and as part of that, then they can crack down um. But no, it's not dead; I mean, there's nothing wrong with you. You can go out, you know, if you're a member of a church And, you know, a big church, and you just launched your new barbecue sauce. 00:57:13 You're like, 'hey, everybody,' you know, you can make an announcement in the church bulletin. And, you know, radio ads do this now. You know, search and say, 'Hey, I just launched Kevin's barbecue sauce. Put something on the church bulletin. Everybody go to Amazon and type in Kevin's barbecue sauce and buy it. Help support me. There's nothing wrong with it. That's a search fund. Buy.' And that could rank your product really fast, but just don't sell, don't go buy it and then leave me a review, don't go buy it and I'm gonna give you your money back, uh, afterwards or whatever. But, that, that kind of stuff is totally fine, that's a search fund buying people do that to rank legitimately, um, it's just they don't want you to manipulate it, okay, uh. 00:57:57 From Manny, what strategy do you recommend if a competitor copies all the keywords of my title? He is everywhere where I am like a shadow, there's nothing you can do, just take it as a compliment, I mean this, um. The only thing you might be able to do on something like that if there's some sort of special wording in your title is copyright that wording, uh, yeah. But most likely it's going to be hard to copyright that learning wording if you know it's a slogan, you know something like 'Just Do It' from Nike, it's copyrightable and trademarkable. If there's something like that that you could do, then you could go after them. But if it's just straight up using the same words for your garlic press, there's not much you can do. 00:58:40 That's just someone that's following you. The only thing you can do is have a better listing. You've got to beat them on having better imagery, having a better listing, having a better copy, and hopefully more reviews that are higher. Yeah, Diane Bolster was on and she talks about these hypnotic anchor, these keywords that you can go out and copyright and make your own. The other thing about this, just give me a sec here. I'm trying to re-read the question and I can't. What was the question, Kels? I can't read it. What strategy do you recommend if a competitor copies all the keywords of my title? Okay. So the other thing that you can do, I don't know if you do this, it can be expensive, is defend your listing with PPC. 00:59:29 Just anywhere that that competitor can show up, you just defend your own brand's listings with your own PPC. And like, I know when I talked to Brian Johnson about this, I mean, it can be costly. But it also builds brand awareness. And when somebody's, you know, showing up on your listing, they're not seeing your competitors, you know, advertising. It's something you can do. Yeah, I think that might get costly. It is costly. Pretty costly, pretty fast. It might not be worth it. Yeah, that's an unfortunate thing. And people do it. Yeah, that's a hard one, man. Yeah. Okay, uh Pietro, what supply chain software do you suggest for European Amazon marketplace? I have no idea what to recommend on that one. 01:00:25 Do you know Supply Chain who was it that was on Kelsey we had somebody on that could answer that question uh it was just recently and they were talking about European supply chain uh I don't have it at the tip of my tongue but we can we can definitely supply it uh maybe Simon's got something or maybe what's that Nick Pinev was he i think he might have been maybe that was the person Rael Loventhal from Z or or even Z yeah we could reach out to Z and C so z. co might be your answer there all right any other questions Kelsey okay um There might be one or two. I just need a little time. 01:01:17 So while we're doing this, just a reminder that if you want to get a little bit of bling, it's hashtag Wheel of Kelsey or tag two people. And we're going to be sending out mug, little M&M's, and a one-month free Centurion League membership. That alone is about $199. So if you're interested in it, just hashtag Wheel of Kelsey. Okay, um, from Tony uh Kevin, have you run Google to Amazon, yes it could be very effective and there's a, there's a new tool called amps. io, ampd. io, I think uh the Titan Network guys have been promoting it, I think they may have a piece of the action there, um, they've been promoting it pretty heavily, um, in the beta, but that tool looks like it might be effective. 01:02:11 I've heard incredible things about that. A lot of people that I've been talking to that are using it say that it's very effective. Yeah, it integrates with attribution as well. It does a lot of that. I have access to it. I set it up. I just haven't started running it yet. I need to actually start running it myself. I just haven't got to that. I'll have to play with it myself rather than someone else. But yeah, it looks promising. I know a couple people that have used it that said they had so-so results. Then other people said it's been really, really good. But it's called Amped, A-M-P-D dot I-O. And it's been around for a while for other marketplaces and other things, but they just added an Amazon integration recently. 01:02:55 And it automates a lot of the process. Because Google Ads can get really complicated really fast. And it manages a lot of that. Does using a little bit of AI to keep it dialed in and does all the links back to Amazon and everything get you some really good statistics on how how it's working for you, how much of the attribution because with attribution you can afford to spend more money on Google on the Google Ads, and that outside traffic can help you rank better organically on Amazon too so it's kind of a full circle flywheel type of thing and it looks promising. Okay, our next question is from Rad: Is Amazon bringing buy now pay later uh flexible payments just like Shopify? 01:03:36 I would think that they almost have to, that's a huge trend right now in in the payment process, payment world um with the buy now pay later i mean they kind of have it with The Amazon credit card that you know they always when you check out on Amazon and say 'This is your card' could be fifty dollars instead of 125 dollars if you sign up for the Amazon card because we'll give you a $75 credit or whatever it is. That's kind of a version of buy now, pay later that Amazon is pushing their card. But I can see them either starting their own company or acquiring somebody or partnering with one of these big buy now, pay later services. 01:04:16 Because among millennials, especially and the younger 18 to 30-year-old age group, that's a very popular way to pay because many of them They don't want to sign for a bunch of credit cards. They don't want sign up for a bunch of stuff. It's a it's a different way of thinking that people than old guys like me and Norm. And so you have to ask Chelsea there, you know his age group is big into that by now pay later. So I would see that Amazon almost has to do some version of that at some point. Yeah, sure love debt, love more! All right. Do you have any recommendations for trademark attorneys? Competitors are infringing. I need to get them to stop. Thanks. Yeah. One of our best buddies could do that. 01:05:06 Who's that, Norm? Rich Goldstein. That's right. Goldstein Law. He's a good one that might be able to help you out with that. I think you just Google Goldstein, G-O-L-D-S-T-E-I-N Law. You can find his is a URL yeah and there's a there's also a backup like Yelka Kabili she's been on as well but yeah Rich is a great guy um we see him at most of the events that we're at okay uh from Jeremy regarding the Google ads are you running using two-step URL to your PDP no it's it's a it's an attribution link I'm not going straight to the product display place, going to the storefront or the attribution link using that amp .io. But you can also run Google ads that do go to your product display page if you want to run those separately, but that's not what I'm doing right now. 01:06:02 I'm using the attribution so I can get that extra juice out of it that Amazon gives that 10% back. Okay. And Simon just wanted to clarify, doesn't H10 or SoStock do this supply chain management as well? Yeah, I haven't played with SoStock in about a year, so I've heard it's gotten much more sophisticated and better. Yeah, I wasn't sure about that, too. But both of them do some estimating forecasting for you. So does Amazon. I don't trust Amazon. But they do some of that. But they're not full-on supply chain management. I mean, SoStock, more so than Helium 10, is more of a supply chain management tool. But yeah, there's some other more sophisticated tools out there that, depending on what you're doing, and multi-channel and stuff are really good. 01:06:53 But SoStock, out of those two, I would take a look at SoStock. Yeah, give them a, so Kelsey, put up the URL there and talk to Chelsea. We use it over at Honu, but it's great. I just didn't think of it for the UK. Okay, yeah, I'll get that link over. I'm just copying it now. We have just a couple more questions. One from Dr. Kaz. Hey, Kevin, any fresh ideas to pop into shipments as a Christmas gift? Last time you mentioned M&Ms. Yeah, I did mention that. Anything like that. I would, you know, a little Christmas candy. A little, you know this time of year, a candy cane or something would probably go a long way. 01:07:40 People just don't remember that you know the candy can't pop into the box and just a little card attached to a little note says 'thanks,' uh, merry happy holidays. Yes, be careful saying 'merry Christmas' but 'happy holidays' and uh, happy new year, safe safe trip, safe travels for you and your family, whatever you want to say uh, with a little uh candy cane or something could go a long way um, and those little things people remember that like that. M & Ms I even forgot about that, yeah the little M & Ms that uh, when I was ordering from that from that uh supply company for uh, uh beta cassettes and stuff uh, everything they would throw a pack of M & Ms in there except during the summer but during the summer they put a note 'sorry' uh, we can't put the M & Ms because they might melt and they included something else I forgot what it was but it was something 01:08:29 wasn't as cool the M & Ms were the cool one uh, yeah it's just one of those little like Halloween packages you know, it's a little Halloween packed but sometimes they throw an extra one in there and it's like 'oh cool we got two and it's not that big of a five cents ten cents for these things Whatever it is but it made an impression and so it makes you anticipate the next box oh the box is coming there I get my M&M's yeah it's all about the customer experience isn't it it's all psychology about that yeah. Okay, CJS asks, what would you recommend in launching variations child under separate listings, listing altogether or using current listing parent? We just kind of answered that one earlier. It just depends. 01:09:12 I mean, it totally, I usually do it initially as a variation. And then later on, I may split them back out and try them once they each have some reviews on them. But it's usually easier to get reviews on a new product if it's a variation on something else, and then I might split them back out later and test, and then maybe put them back. But that's just one of those-it depends on the product, depends on the category, depends on the reviews, depends on uh your competition which way is better; Amazon prefers you to do it as a variation but um sometimes you want more real estate okay uh Simon's asking how do you manage your inventory if you're not using so stocked? How do you manage your FBA inventory? 01:09:59 Me personally, I have a personalized little spreadsheet that I use. But also, I'm not managing hundreds or thousands of SKUs. I think a total SKU count between all my businesses is like 60 or something. It's not unmanageable. If I had hundreds or thousands of SKUs and all kinds of different variations, I would need something like that to make it a lot easier. Okay, and our last question is from Seles. Do you know any good courses that outline how to delegate and create great processes for our Amazon FBA store? I think the guys at what did Nathan from FreeUp, he started, what's the name of his company? It's called Outsource School. Yeah. And I believe, Kels, we have to check, but I believe Nathan's gave us a coupon if you are interested in Outsource School. 01:10:51