How to Sell on Amazon FBA - Advanced Strategies with Kevin King

How to Sell on Amazon FBA - Advanced Strategies with Kevin King 00:00:00 Today we have a special Q&A webinar with Mr. Doctor. Do you have any titles, Kevin? I don't. No, you don't. Mr. Casual. Mr. Casual, I have to rename you on the screen. All right. So we have Kevin King as a guest. And now, Kevin, could you give us a short overview of what you are doing right now in Amazon space? I know that a lot of people got to know you one, two, three years ago. You were very active, appearing everywhere. And now you're exclusively coming just to Orange Clicks channel. Yeah, you're one of the only ones that are done. Yeah, you're right. Yeah, for it was it 2018, 2000, part of 2019, I did 30 some odd live events and a lot of virtual summits. I enjoy doing that. 00:00:51 I enjoy helping people and giving back. But right now, obviously with COVID, that's not too much that's happening. But the virtual summit stuff, I'm not doing nearly as much anymore because I'm super busy with several of my Amazon businesses. I've got two brand new ones. I have my old ones that are just trucking along and then kind of on autopilot and check in on. But I've got two brand new ones that have a heavy dose of funding behind them. And they're exploding. They're doing very, very well. One of them may hit $20 million in its first. Eight months or so uh, it's keeping me busy between that the three of them actually and each one has different partners and different people, and so I'm working, uh, it's like I just got up; just had my breakfast; it's one o'clock here in uh, in Texas, but uh, I don't get up to about 12 usually because I'm, I'm, I'm working Asia time, so uh, I work until about 3 a. 00:01:45 m. I'm Texas time so that I can correspond with Europe in the morning and Asia in the afternoon and uh because I got partners and business and and all all three of those continents all right cool before I forget everyone who's watching don't forget to subscribe to the YouTube channel of Orange Click because here we talk with different Amazon experts and software creators and also when you subscribe click the notification bell as well. And very often people are asking these beginner questions related, well, not beginner, but related to the beginning of Amazon journey. And I know that Kevin is amazing in that. He teaches a lot how to choose products and how to find them, how to source them. So let's see. Someone says finding products and how to avoid manufacturers taking your idea is that person's challenge. 00:02:38 I think we were asking, what is your challenge? how to make sure that manufacturers are not stealing your idea yeah you can't really unless unless you're a big company you do a lot of legal documents in chinese that has certain requirements of the local county or district uh in nnn documents it's it's really not worth it um i mean it's going to happen uh unless you're apple or you're someone like that that really control tightly controls the you know nike or apple and one of those big guys that You can afford to tightly control the entire supply chain. It's very difficult. I mean, if it makes you feel comfortable, you can do some different documents. Like in the Freedom Ticket, I talk about some of those and we give some examples. 00:03:18 But it's only worth the paper it's printed on. It just comes down to trust a lot of times. So, I mean, you can patent your ideas in the United States. You can do trademarks and you can protect yourself somewhat like if you're selling in the U. S. or in Europe. If they're going to knock it off, they're going to knock it off. It may not be them. It may be their brother's cousin at a different factory. So there's not a whole lot, honestly, that you can do. And is it correct website address, freedomticket. com? Yeah, that's correct. All right. So, yeah, visit Kevin's course where he teaches you all from A to Z how to start Amazon business. I see that we have already a few questions coming in. 00:04:06 Is Amazon private label still viable? No, don't do it. Run as fast as you can away from it. You're wasting your time. Yes, it's very, very viable. A lot of people think the only one making money is Amazon. And sometimes that's true in the beginning. But no, Amazon private label is better than ever right now. Is it easy like it was four or five years ago? No. Is it competitive in some niches? Absolutely. Can you get your ass handed to you on a platter? Yes, you can. But if you do this properly and you do the research properly and you come into it with the proper funding, and that doesn't mean millions of dollars or hundreds of thousands of dollars, but proper funding for whatever you're going to sell, then yes, it's very, very doable. 00:04:49 And it's only getting better. I've got products right now, just by example, I have a product that's a seasonal product. It's actually calendars, like you hang on the wall is the product. I've been selling them for years, but we just listed them on Amazon. Late November, December is a big, big season for those. That's when you sell the bulk of it. But I just listed those on Amazon a month ago, and they're already selling with no PPC, with no launch, no nothing, already selling close to $1,000. a day. So where else can you do that? Nowhere, so if you pick the right products and do it, right? It's absolutely a good opportunity as far as saturated Some niches are saturated. 00:05:33 But that doesn't mean you can't compete if you differentiate if you're just doing me-too product and just finding something on Alibaba and sticking your name on it and labeling good luck to you. But you've got a different shape, and you've got to come up with something slightly different, new, and a different twist, and different marketing way to market it, and you can do very well. All right. Another question is from LR Videos. If you have a product that is doing well, after some time you have copycats and you decide to improve your product, when would you use your same listing and take advantage of your reviews, even if it is not the same product? And when do you start a new listing? So it depends on. 00:06:14 The reviews and how good your reviews are-if your reviews are below a four-star, you might consider starting over. But if they're four stars above, uh, you could come out with a new and improved version I added as a variation that way you can benefit from some of those those existing reviews. Alright, we have another question: What is the difference between FBA and FBM regarding profit? Typically, FBA is higher profit. It depends on the cost, though. I mean, you can make higher profit on FBM. If you're selling jewelry, you know, something really, really light, it's only a few ounces, you know, 100, 200 grams or something, you may be able to do FBM a lot cheaper. Just stick it in a little envelope and mail it out for $1. 00:06:53 20 postage versus Amazon might charge you three, four bucks or something to fulfill that if you're not in the small and light. But on the flip side, you know, something that weighs a pound, two pounds, three pounds, FBA is typically going to be uh cheaper uh and people trust fba more and when it says it's shipped by amazon there's people that trust it more but in today's world you've got to do both because with all the problems that amazon's having the growing pains the out of stock the new limitations you really need to be able to do both thank you kevin susan is asking what system you need to sell on amazon probably she's referring to retail arbitrage wholesale i can imagine Yeah, there's a lot of different ways to sell on Amazon. 00:07:37 Like Augustus was just saying, retail arbitrage, online arbitrage, affiliate marketing, drop shipping, private label, wholesale. There's tons. The one of all the different options that are out there, the 9, 10, 11 different ways you can make money selling on Amazon, the most profitable one is private label. It also oftentimes takes the most money to get started. But it also can be the most profitable. And it's really one of the only ones that you can actually sell for a big amount of money later on. I mean, you can sell any business, but private label ones in particular are where the biggest money is at and the biggest opportunity is. All right. Yakov wants to know, how do I know if the supplier I'm talking to is a factory or it's some kind of agent or broker? 00:08:25 One, you can ask them. One, you can Google them. One, you can run a – you can hire a company like a Top Win or Asia Inspections to do an inspection on the person or the factory for 100 or so, but just because someone you're not dealing directly with the factory that doesn't mean it's always bad. There are trading companies and there are some YouTube videos and some people out there say you shouldn't deal with trading companies, and that's actually not true. There are a lot of times a trading company actually can can be totally fine to deal with, because these factories don't actually have English-speaking people uh or they don't have export licenses or something, so there's nothing wrong with dealing with a trading company as long as you're getting a fair price and they're taking care of you. 00:09:06 Okay, there is a question: do you source from India or other countries? I wonder how the answer would help the person if you are sourcing yeah I don't source right now from India, I've been to India but I have i have products that come out of Malaysia, out of uh We just have five containers on the way right now from Vietnam, some products, and China, Hong Kong, and Europe, and the US. And for the beginners, would you still suggest just to look at China? I wouldn't limit yourself to China. For a beginner, China is definitely easier than somewhere like India just because the systems are set up in China very well, the shipping systems, the logistics. 00:09:50 The whole process is definitely easier uh by sourcing in China, there's a lot more not more stuff you can find in China but India is great for some stuff too, but it can be a little bit more challenging for for a new person just because the the wheels are not as greased as they are in China all right. There is a question about, can we speak about attribution in parents and child variants, keyword relevancy? Yeah, keyword relevancy is very critical right now. And the category that you're in will determine the relevancy of your keyword. So you could have something that you think is totally relevant for your product. And if you're in the wrong category, you're not going to show up very much for both PPC and for organic search on that. 00:10:39 So you've got to make sure you're in the right category. Keyword relevancy that crosses over categories. Like there's some categories that share different keyword relevancies, but there's some that they're totally different. So that's very important. As far as attribution and parents and child variance, I think you're talking about attribution is like when you're driving outside traffic, usually that's what attribution means, unless you mean something else. That's tags where you're attributing the source of that traffic, but I'm not sure what you're referring to there. Actually, let's talk about one of the recent products for Amazon sellers, which is Product Savants, right? Could you give us an overview? What is it for? And what do you help Amazon sellers with that? Yeah, sure. Product Savants, it's not for new sellers. 00:11:30 So it's only for experienced sellers. But one of the biggest pain points that a lot of people have when selling on Amazon is like some of the questions you've seen already, how to find a Find a product to sell. What's a good opportunity? And then once you found a good opportunity, finding a good factory that can provide this to you at a good price, it's sourcing, basically. So those are two of the big pain points a lot of people have and can take a lot of time. So that's what Product Savants does; it takes that pain point out. I'm partners with Steve Simonson on that project. He's been sourcing out of China for 20, 30 years, something. He's got a big team over there. They're very good at sourcing and I'm pretty good at finding product opportunities. 00:12:11 So as I'm looking for things for myself, I might find something that just doesn't fit. It's a good opportunity to sell, but it just doesn't fit into my brand. And so rather than just let it sit there, I'll give that over to Steve. They'll find a good factory and then we package that together and we say, here's a Here's a product and the source. Here's all the keywords. Here's everything you need to know to rank it. Here's its history. Here's all the data. It's like a 15-page report. But it's sold out right now. So even if you want to be in it, there's no space. But it's only for experienced sellers, people pretty much doing over $50,000 a month. I want to sell a bundle of products sent as a bundle to FBA. 00:12:52 I can ask for the GTIN exemption, but in that case, I do not have the option of variations. Would you try to get EAN UPS for the bundle? Is that easier possible? Any tip? Yeah, you could try to get a UPC for that bundle. Just make sure that bundle is something that's yours. If you're selling, if it's a Crest toothpaste and a Crest toothbrush, you actually, it's against Amazon's rules to create a bundle of that with a different UPC because it's not sold that way by the manufacturer. But if it's your product, um, you could get a UPC uh for it, um, if you want to add variations, that would be the workaround for sure, UPcs I don't recommend using these services like Speedy Barcodes and these cheap ones you get off of eBay anymore; I mean, you could do that if you want to, but uh, you're just asking for trouble. 00:13:42 You really need to go to GS1 um, and GS1 the US is kind of expensive, but you can go to GS1 UK; the guys over at Helium 10 did a big blog on that, uh, not too long ago where walking through the whole process, and you can get it a lot cheaper that way. Next question. Using relevant keywords in the listing. For example, home decor item. Do you use home decor high search volume keyword or is it too broad so it can bring your conversion down? Typically when I launch a new product, I start with mid to lower range keywords. So like the biggest, the most high search volume keywords typically don't have the best conversion rates because they're more general. People might search for a high volume, then they narrow it down. 00:14:28 So I always start with the mid-range and the lower-range keywords. Those high-range, high-search-volume keywords I will have in the listing. And if I can squeeze in as the title somehow, that's great too. But I don't target those in the beginning. I target smaller keywords. In the pandemic time, do you recommend any air freight shipping? Air freight shipping costs have come down quite a bit. Back in March and April, they were through the roof. They're still a little bit high. In fourth quarter, they're always higher. I don't really ship much by air freight just because of the costs. I mean, if you got something really light and small, but I do almost everything by sea as we're shipping containers. 00:15:13 For me, it's more for just samples because it does speed everything up, but the costs are still higher than they were this time last year. As far as who to use for air freight, they're all relatively the same, unless someone's got a contract. I know the guys at Unicargo, they had a contract back during the pandemic with FedEx that when the rates were going up to $20 a kilo or something crazy, they could still do it for $6. Because I had a contract, so you could find someone that has something like that, but I don't have a specific person to recommend. 300 rows are asking 'Hi Kevin, do you predict some disruptions with ABA in Q4? Should we consider a backup plan with 3PL and FBM? Yes, uh, yes, and yes. 00:16:00 Uh, I expect, uh, there to be some, uh, some um long delays and getting things checked into Amazon. As most of you know, there's now if it's a brand new product, you're limited to 200 via FBA. So if you're launching a product that starts selling well, you're kind of screwed for the first couple of months. You're going to have to temper it or you're going to have to. That's another reason to go after smaller keywords in the beginning if you can't do FBM. But everybody really needs to do set up FBM. And the problem now with FBM is even it's getting backed up. So I know it's like. Ecom fulfillment out of Michigan for 00:16:34 example I spoke to them a month ago or so and they said it's taken them nearly two weeks just to check in stuff, so if you send send something from your factory to them, they get it that it sits there in a trailer or on their dock or in their warehouse for almost two weeks before they can even process it to put it on their shelves to send it out, so it's across the board, it's a problem. So, if you don't have a good 3PL and FBM set up for fourth quarter and you're hoping to do any kind of serious volume, you're in deep doo-doo right now. You need to have both. And the way you do that too on your listing, a lot of people don't understand how to do that. 00:17:11 The best way to do that is set up a listing, have the same product under both. So, you don't set up two separate listings. You'll create your, let's say you create your FBM listing first. You create your listing with your title, with your bullet points, with all your pictures, everything, and make it FBM. And then what you do is you go in and you select that in Seller Central, that item. You go into Seller Central Inventory and you select that FBM one. And over on the left-hand side where it says Edit, there's a little pull down there. It says Edit and Close Listing, and it's got some other options on it. One of those options is to create a different condition. And you want to choose Create Another Condition. 00:17:48 And when you choose that condition, one of the options is going to be FBA. One's going to be like 'Used.' You know, use like new and some, but one of those is FBA-you choose that FBA option, you just give it a different skew, sku-you just give it a different skew, uh, and then that's it; you hit submit, and then all la la la! All of a sudden, you have a second listing, and they're completely tied to each other, so they share the same reviews, they share the same everything. You don't have to re-upload pictures or or title or any any of that kind of stuff. And then what happens is if you're selling, let's say, FBA, and you run out of stock-FBA; it automatically, instantly just switches to your FBM. 00:18:26 And then vice versa. As you're shipping FBM, your FBA stock gets checked in. As soon as it's available again to ship, it'll automatically ship back to your FBA. And so it works very seamlessly. I've been doing that since June with a couple products. We have a lot more questions. So Alex is saying, 'Nice to see you, Kevin.' Thrasio is getting a lot of attention in the US. Do you know any similar companies or teams in Europe or Asia? I don't know any similar companies in Europe or Asia that are actually doing it. I'm sure there may be a few, but the bulk of most of these companies, even if they're based in Europe or Asia, they're going to focus on the US market because that's the biggest market. 00:19:09 But yeah, Thrasio is buying a lot of companies. They're not the only one. There's several of them out there and there's more. I just saw another one yesterday that I'd not heard of. It's a big business. And that's why I was telling the person earlier, private label is the way to go because people like Thrasio, if you get this off and running, you may outgrow yourself. You may outgrow too fast where it's beyond what you're capable of or hiring people or the financial means that you can do. And that's where Thrasio will come in and they'll buy it off of you and give you a good multiple and put some nice cash in your pocket. Actually, I have a tip in case some of the companies which are buying Amazon businesses watching this webinar, please contact us and then we can refer you to the people like Alex. 00:20:01 And Alex, you can write to us. Maybe some of these companies will contact us and then we can connect you both. Recently, I also remember I saw some companies selling. Located in the US, I think it's called Boosted Commerce or something like that, but yeah, but I'm not sure if they're buying in Europe. But you can double-check. I know some of them do buy European companies, uh, you know. I know some it's a little bit harder-like German ones are a little bit harder for these guys. There's a lot of rules and regulations so they'll choose in the US. s one over a european one usually just because it's easier uh and cleaner but if there's a good opportunity 00:20:38 for someone that's selling in europe or japan or asia they'll take a look at it all right nila nilani wants to know do you see any trends for products or niches with covet 19 hand sanitizer yeah hands don't sell hand sanitizer it's super saturated um but no there yeah there's a lot the big ones are the uh you know especially back at the beginning of the pandemic some of these and some of these will carry on but uh actually uh amazon actually came out back in july one of their product development guys actually came out with a list and he actually said this is you know this one's up this much this one's up this much but stuff anything to do with uh beauty at home like a lot of women couldn't go to the nail salon or people couldn't cut their hair so any kind of products around around that kind of stuff i know my wife spent 00:21:23 a few thousand bucks buying every kind of nail press on and nail clipper because she couldn't go to the nail salon. So she could do it herself. Any kind of home gardening type of stuff, any kind of home repair type of stuff. A lot of people are at home. They're fixing things up. Those kinds of things are doing well. Sports, people that can't go to the gym. So any kind of home workout equipment. There's quite a few things that are doing well. Cooking stuff is doing well. I mean, obviously ones like travel are way down. But there's tons of opportunity out there. We have, I don't know, tons of questions. So we'll be jumping not through all of them. So Susan wants to know, how do you manage everything yourself? 00:22:09 Are you working really yourself on all your Amazon businesses, Kevin? I do a lot, but I have partners that do. Two of my companies have partners that handle the factory side of things. We have one VA that does some social media for those companies, but everything else I pretty much do. But I job out, so I'll hire people or I'll partner with people to do some of the stuff. But no, I don't have any employees or any direct VAs that report directly to me. And classical question, what is the minimum capital do you think you need to start private label? The more, the better. But I would not advise anybody to start with less than $5,000. You'll hear a story of someone that says they started with $1,500 and now they're doing a million dollars a year. 00:22:57 And that may be true, but typically there's more to the story. $1,500, that's what they might have started with. But two weeks later, they put something on their credit card. Their uncle gave them something. Maybe they got lucky and their factory gave them credit. There's more to the story. But I would not start with less than $5,000. My most recent company started with $1. 1 million. So it can run the range. I wouldn't say you need a million dollars, but $5,000, $20,000 would be better. And don't spend all that. $50,000 is even better. But don't spend all that in one product. But if you're successful, you're going to need money. Once you're up and running, there's people that can help you. 00:23:43 People like sellers, funding, and different Amazon lending. And there's a ton of different things. But if you're going to avoid that, because those cut into your margins quite a bit, you want to avoid that. So $5,000 to $20,000 would be a comfortable start to get your feet wet. Do you see any other sales e-commerce channels appearing like Amazon in your view? No, there will never be another one like Amazon. Walmart, Shopify, Facebook, e-commerce-all that stuff is pennies compared to Amazon. Amazon is so dominant. Unless Amazon gets broken up legally by governments or just implodes for some reason, there's nobody that's going to take over Amazon. There are other channels, and you can string together a bunch of other channels, a Walmart, a Shopify. 00:24:41 Some of the others out there, but you're still not even going to equal what Amazon does, and so I I recommend people really focus on Amazon in the beginning if you want to diversify off that's great, and people always say don't put all your eggs in one basket and um that's that's true um but those other baskets are pretty small so if if you're selling on Amazon and all of a sudden you lose your Amazon account you're going to depend on Shopify you're still going to be screwed because it's just not going to be much. It's a whole different business model too. I mean, there's people that make money on Shopify doing drop shipping and there's a whole different model over there. And some of those people do well, but it's a whole different game. 00:25:23 Ahmed is asking how much is your course? Earlier we mentioned those who tuned in later, there is a Freedom Ticket course where Kevin is teaching everything and Ahmed would like to know what is the price of it? It's free. Freedom Ticket. I mean, you can go there and you can pay for it. $997, I think, if you want to. But you don't need to do that. I made a partnership with Helium 10 software a year ago. And Helium 10, if you sign up for their monthly membership, you know, they have software that helps you do all the keyword research and ads and the whole nine yards if you're not familiar with them. But if you have their monthly membership, which I think is $97 a month, I believe. 00:26:02 And I'm sure. Augustus may have a code or something that can help you save a little bit on that if you want to. You get Freedom Ticket for free. It doesn't cost you anything. Yeah, check the link below. There is a link to Helium 10. All right. We still have a lot of questions and they are not reducing. As for your experience, what counts to get ungated for food products? It's been a while since I got ungated for food. I just had to. I was selling some barbecue here in Texas, a barbecue sauce here in Texas. We're known for our barbecue and there's a place called the Salt Lick. It's a, has a really nice barbecue sauce. And so this was like four years ago. 00:26:42 And so I had to get ungated for that, but I just had to show some receipts. So typically, typically you're just going to need either some, some big receipts that show you bought 10 or more of these from like a distributor or in my case, you know, I went down to this barbecue place and they, they had like a little wholesale account and they made me a little invoice and, That's how I got ungated for it. Baby products and a few of those may have some additional rules. But for general food stuff, it wasn't too hard. Do you have any idea when Amazon will remove the new shipping limit for 200 units? I have a feeling it's never going to go away. My hunch is it's going to increase. 00:27:27 You know, I think this is something Amazon put in place, obviously, because they couldn't keep up with the demand. But I think what's happened is there's a lot of people that have been watching YouTube videos and taking courses, and they're ordering 500 or 1,000 of a product that's just the same as 1,000 other products that are already on Amazon. They're shipping it on Amazon, and they're not selling. They're selling five of them or ten of them, and they're like, oh, this Amazon business is saturated and doesn't work. And that stuff's just sitting around Amazon's warehouse. It's just taking up space. And so I think they're going to modify this rule. I think like right now, if you're selling FBM, I have a product that was selling 400 units a day, FBM in June and July. 00:28:04 And we put it into FBA and early August is when we got it into FBA, and that we were still limited to 200. And so it's kind of silly that, look, this is proven to sell, give us a higher limit. So I think there'll be some changes where if you have a history or maybe if you've been selling for six months or a year or something, I think it's going to change a little bit where there's going to be some exceptions to the rule, but I don't see it going away ever. Okay, so we have more serious topic. What is the best techniques to rank these days? Heavy PPC, lose money on your PPC for two weeks to two months, depending on your niche, and search, find, buy with rebates. 00:28:50 Those two in combination with each other. What is the best way to open secondary seller account for new brand legally? Amazon allows that now. They didn't used to allow that, and you'd have to get special permission. But you can do that now. It's not a problem. As long as you have a separate bank account, a separate tax ID, and there's a good reason for it. If you're selling sporting goods and you want to open a second seller account selling sporting goods, I don't recommend that. Even if it's a different bank and a different partner. I would make sure you're in a different category just to make sure there's no ambiguity and you can just do it. Just be sure that everything is completely separate. 00:29:31 Separate email, separate bank account, separate EIN, separate partnership, separate type of product, different type of product line. Miss Kick wants to know, can you recommend some strategies against Chinese hijackers, copycats, illegal practices, fake reviews? Yeah, against copycats, I hear people always complaining that they've got copycat. People are copycat numbers or hijackers are on their listing. Usually, copycats means you didn't differentiate your product. Your product's too easy to copy. Make your product not easy to copy, either with the packaging or by modifying design. Illegal practices like fake reviews, I see a lot of people worrying about that. Matters most when you first launch. If you get attacked in those first 20, 30 reviews, it can hurt you. Beyond that, if you're successful, you're going to become a target. 00:30:22 If you have a BSR below $1,000, you're going to become a target. The way to do that is to not go after those big products, to go after smaller products. I see a lot of people claiming fake reviews when they're actually legit reviews. You have a shitty product. And then there's a lot of morons out there. There's a lot of people that are just just customers. Some of these customers are just idiots. And you'll get that too. And so the best thing is just to answer those comments there. As far as the Chinese hackers, hijackers. I mean, yeah, there's some stuff that you can do in your product packaging and some tips that I give, like in the Freedom Ticket and stuff on that. 00:31:04 That's like a whole hour discussion there on depends on what they're doing. I see a lot of questions which are like in our discussion. For example, Alisa, she struggles to find a profitable product. And when she sums everything up, there is no profit. So what kind of, you know, she's not sure how to proceed. Yeah, that's the thing. A lot of people don't factor in all their costs. I mean, you need to have a product that sells for less than $100, really. You need to have at least a 4x markup over your cost price. So if your factory price is $5, at the bare minimum, you need to be able to price that at $20 on Amazon and sell it, ideally even more. The higher that is, the better. 00:31:48 I have one product that I sell, like these calendars, that our landed cost is $1. 60, and we sell them for $19. 95. So you can see that that that mark up there is like what's that 14-15x? There's a lot of margin, but I see people that source something for five bucks and try to sell it for eleven. 99 and you're never going to make any money only one makes money is Amazon and you're shipping in your factory so you've got to have those margins and there's plenty of products that have that you just got to find the right source or you got to find the right product or you may be in a niche where some niches people There's so many new people entering it. 00:32:26 They're all trying to sell a loss to get momentum and to get rank that for you to even sustain in there is impossible. So look for a different niche. There's plenty of good stuff out there, plenty of good opportunities. Oops, you're mute. I can't hear you, Augustus. There you go. You hear me now? Yeah, I can hear you now. All right. Do you need a rest, Kevin? No, let's go. You're good. Okay, let's go. There is quite a specific question about electronic products. So the person is designing an electric device, and after receiving CAD drawings, what are the next steps in what order? If you've done some CAD, you should get an STL file or STP file off of that, and I would do a 3D printing. That's the next thing I would do. 00:33:22 Print that out. Find a company nearby to you or someone that can do this and ship it to you. Do a 3D model where it's they'll print it, test it, make sure uh, you know everything works okay. Then make any modifications to the CAD uh, and then I would then after that, you're gonna do uh, it's kind of like a uh, if since it's electrical product, you're gonna need to do um, an actual working prototype. So your 3D printing, depending on the size of it, might cost you $20 to $100, $150 maybe, depending on how big this thing is. But your electrical working units could cost you anywhere from $500 to $5,000 for one that actually works. 00:34:05 So if it's got electrical, like in the past, I designed an Apple Watch charging dock that had USB ports, it had a light in it, it had a speaker in it. And so, to make my working prototype on that, uh, was about two thousand bucks, and so it's like they take, they take, uh, take all everything and they they make it um, but before they do that, they gotta do some of the molding too, so you're gonna have some molding costs before they can do that. Then you're gonna check that, make sure all that works, and then that's when I would start doing your certifications and um, and all that kind of thing. Uh, you're as far as provisional patent if you're confident uh, that this is going to move forward. 00:34:43 You could do that at any point. Owen is asking some explanation about new ROAS metric in Amazon advertising. So ROAS is a return on ad spend. That's what that stands for. So that means if you spend a dollar on an ad, if you have a ROAS of one, that means you got a dollar back. So that's the same as 100% ROI. So a ROAS of one is the same as 100% ROI. So a ROAS of two would be the same as a 50% ROI because that means you put in a dollar and you get two dollars back, so two divided by one, uh, it's one is fifty percent of two, basically, uh, so, so in my case I look for ROAS is it depends on on the point of your product where you're at when I'm first launching a product and trying to get position, I'll take a ROAS of one and sometimes even less, 0. 00:35:36 75 which means I'm losing serious money on every one of them, but I'm getting keyword data and I'm getting position once the product is up and it's on to page one, and I got some momentum going; I like that to be about two and a half or above uh for my margins um that's like the bare minimum and that's only if it's a keyword I'm still trying to go after but ones that are sustained I like that I'd like to see that about a four uh which is basically a 25 a cost all right um Sasha Shapiro is asking, I hear a lot of sellers talk about building a brand. How do you pick additional products in the same sub-niche? Do you compromise on hard competition and low search volume to launch? 00:36:23 Do I compromise on hard competition and low search volume just to launch? Oh, no. There's no point in launching just to launch. Only launch if there's an opportunity. Sasha, as far as building a brand, building a brand can be good, but building a brand is a long-term strategy. When you're first starting on Amazon, I don't recommend you actually unless you have a lot of money to start with. If you're coming in with fifty, a hundred thousand dollars and some experience, building a brand from out of the gate is a good idea. But if you're starting with five, ten, twenty thousand, just get up and selling, and then you can you can diversify that into a brand later. And some of these companies like Thrasio that are buying them don't give a shit if it's a brand or not. 00:37:09 They don't care. But someone off the street that's an investor that's got an SPA loan. They may actually want it to be a brand. So depends on what your model is and what you're going after, but as far as to how you pick additional products in that same sub-niche, look for what's frequently bought together on your product, look, what items are frequently bought together? Who's advertising on your product? If you are brand registered, you can go into the brand registry and you can get to the demographics of your customers. And you can see, you can also see what, and brand analytics and brand registry, you can see what else people buy with your product. So you can go in there, they give you this data now. Amazon does. 00:37:47 So you can go in there and see that when they buy your hammer, a lot of people are buying this particular screwdriver, this ASIN. Take a look at that and see what they're doing and see if that might be. there's a big enough opportunity there for you to add that into your brand. That's how I would do it. What is a personal opinion about outside traffic flow, like Facebook, for example? I mean, any traffic is nice, but too much emphasis is put on that. Too many people say you need to build your audience on Facebook and Instagram and send traffic into Amazon, and I don't believe that. For most people, Your Facebook or Instagram or social media traffic is going to be negligible. 00:38:27 Unless you've got a really, really deep down niche, it's not going to really help you too much on Amazon. Focus on Amazon first. You should build a Facebook audience. You should build these social media channels. But if you're counting on that to help you rank on Amazon, you should stop because most people, it's not going to work. If you have a Facebook audience of 500 people that you've built up, you're good luck getting five or ten of those people to buy your product unless it's like I said, unless it's super passionate niche that you just developed. But most people, that's not the case. So, you need to focus on the traffic that's on Amazon; Amazon has so much traffic and there's so much data. 00:39:08 Focus on maximizing what's already there, then later on worry about building out your Facebook and other stuff and using that as traffic. How to change variation theme, and when it will be changed? Will it affect ranking? I don't understand. Variation theme? I don't understand what you mean. Theme. Variation. I don't understand. Okay, Argo, if you can rephrase the question using more popular words, it would help Kevin. All right. Juan. Besides Payability Alta, Alibaba Pay Later, PostNow, any other similar sites where sellers can apply for capital and no credit checks? Easy to get money well if you're a U. S. citizen and you have a U. Amazon account, uh, companies like sellers funding, uh, or Alta are good, but you're saying besides, uh, those um not that specialize in Amazon, there's three or four that specialize in Amazon. 00:40:09 But the rest of them are ones like, uh, Cabbage and Bluevine and On Deck, there's quite a few of those, but they're more predatory lending. The rates are quite a bit higher. So I don't recommend those. As far as credit checks, all of them check your credit. They just don't report it on your credit. But they do usually want a credit score of at least 600 or 620 with no write-offs and charge-offs and stuff. Once you've been selling for a year and you're a U.S. S.-based account, um, Amazon will start to offer you loans typically, but they can they can be small, and it's based on your past history, um, but that's 00:40:51 that's pretty much uh as far as large capital uh, everything's going to be based when they tie it to your Seller Central account, it's all going to be based on your previous track record, so even though you may know you need more, they may not give it to you because they're all going to want to see what have you done and project that into what could be the future, even though you think it could be different. So if you need large capital like that, you might be better off to get private people, private partners, friends, family, something like that. Ahmed would like to know how long to wait before starting to sell on Amazon Europe. Probably he means first to start selling in US and then when to move to Europe, I understand. 00:41:30 So I would say, if you're new and you start selling in the US before you go to Europe, probably at least a year. You need to maximize. Don't spread yourself too thin. Maximize what the U. S. has to offer. And as a new person, you're going to have a lot to learn. But once you've mastered the U. S. side and you know then expanding to Europe, it's going to be fine and easier for you. But you have to remember expanding from the US to Europe is like starting another company. So you have to have funding. So if you started with $5,000 in the US, you're going to have to have another $5,000. 00:42:03 Similar to starting in Europe, so it's like you're going to be juggling several different balls in the air as far as inventory and everything, so you may not be ready to do that in the beginning unless you're well-funded. So, Kevin, you said earlier that it's not possible to make bundle with existing products, for example, if you do a gift basket with existing products-yeah, Amazon doesn't uh, if it's a big brand name like I gave that example of the toothpaste um and the toothbrush. Amazon does not like that. It's actually against the terms of service. But do people do it? They do it, and they get away with it. You know, just people that make gift baskets of different types of coffee or different type of candy bars and stuff. 00:42:44 But usually some of those get shut down. So just be aware that if you do that, you might be totally fine. But a few people complain and Amazon's going to come back and ask you, do you have permission to do this from these individual companies? And if you don't, they may take your listing down. They don't like that. But people do it all the time. Ghoul Farm is asking, what could be a launching strategy in Q4? Unless you have a seasonal item, I wouldn't launch in Q4. Unless it's Christmas-related, I wouldn't launch in Q4. Everything's going to cost you quite a bit more. The demand is up. Just to get ranked for a keyword, you're going to have to sell a lot more. You have to give away a lot more, do a lot more rebates. 00:43:29 Advertising costs are way up. So unless it's seasonal, I would not launch in Q4. Juan says that he's getting requests from companies to buy Juan's products wholesale. What are the steps and what should we know when setting this up? First, make sure they're not Amazon sellers. I get a lot of those too. They're just companies that sell on Amazon; they're going to compete against you, so the number one thing is you're going to have to make sure that there's no they're not allowed to sell on Amazon. It has to be an exclusion to to not sell on Amazon as far as setting up the MOQs (Minimum Order Quantities) that's up to you, you know whatever is most economical for you to ship. 00:44:08 If they're ordering big amounts it might be a full container, it might be a pallet amount, that's up to you as far as providing a product catalog. You just you can make one a map policies, minimum advertised price; You would probably want to set that to at least what you're selling on Amazon, if not a little bit higher. And yeah, that's all that is. You're on the right track there as far as MOQs and providing a product catalog. I mean, you can do a one-sheet. You don't have to do a full-blown catalog, but you can do a one-sheet that has the UPC number, the size, the case quantity, the weight of each case, the lead time, some pictures of the product, that kind of thing. It's pretty easy to do. 00:44:52 And good news for those who are asking where to sell companies in the EU. And Danny McMillan says Thrasio is buying EU companies. Yeah, they are. Technical question. How can some sellers appear in more than one category? Any trick? Not anymore. Amazon assigns that now. It used to be allowed two categories, and at one point people were getting in three or four. But that's something that's based on your sales. That Amazon will assign based on the algorithm. There is a trick for that, but it's against the rules, so I don't want to talk about that. Vino wants to know how Kickstarter crowdfunding is important. Do you use Kevin for your products? No, that's a whole different business model too. 00:45:38 I mean, as far as launching on Amazon, Kickstarter and any kind of crowdfunding, Kickstarter, Indiegogo, those can be great platforms, but you have to understand that most of the people that are making money there are starting with a lot of money. They may say they need $100,000 to do their product. They already have a million dollars. They're just using it to actually as an advertising vehicle. So most of those guys that are successful are well-funded. And if you're not well-funded, you can still make that work. But remember that on Kickstarter, only like 5% of them ever actually make it. It's a 95% failure rate on Kickstarter. And the reason for that is most people don't. Kickstarter has an algorithm just like Amazon. 00:46:19 When you first launch on Kickstarter, there are certain things you have to do within a certain time frame to get ranking and to get up the charts there and to have other people discover you. There's a whole ecosystem behind launching on Kickstarter. It's not like I got a great idea. Let's put it on Kickstarter and people will find me. You've got to build an audience. You've got to send traffic to it. It's very a successful Kickstarter campaign or crowdfunding campaign in today's world. There's a very big science to making it work. And so I would be cautious on that unless you're well-funded. If you're using Kickstarter, crowdfunding like, 'Hey, I'm going to do this and raise the $100,000 I need.' I only got $5,000 right now. 00:46:58 Good luck to you. It's probably not going to happen. If you make it happen, you'll be one of the rare ones. But they can be great platforms. I mean, there's a lot of cool products that come out of those, but they're usually pretty well-funded already. Lily says, for the first product, which is arriving to US in late November, early December, would you suggest to send it to 3PL or directly to FBA, which takes less time to start selling faster? Well, in today's world, it used to be sending directly to FBA would be cheaper and take less time. But in today's world, that may or may not be true. With Amazon, the check-in times, me personally, I always ship to a 3PL first. I've never sent anything directly to FBA. 00:47:44 I just don't like doing that because it opens up a can of worms with problems or you got problem products, And now with the rules since it's you said it's your first product. You can't ship more than 200 anyway. So right now if it's 200 and it's your first product and you ordered a thousand. You can't ship all thousand in Amazon anyway, even if you wanted to, so you're gonna have to have a 3PL that's gonna hold those and ship in your first 200 or If you're only ordering 200 or less, then you could ship it. If you want to straight into FBA, that would be the cheapest and fastest in that case. But I still don't really recommend that. I just like to use the 3PL. 00:48:22 When you mentioned FBM and FBA under the same listing with two ASINs, they automatically switch when FBA is out of stock, right? Or you will need manually monitor FBA status. Fully automatic while you sleep. You don't have to touch it. Make sure your customers don't sleep and buy from you. That's right. Or just, okay, she or he is saying, or just to leave FBM, FBA since active so that FBA is out of stock and will kick in. Yeah. Yeah. I mean, what I do too is on my FBMs, sometimes if I might price it a buck or two higher, just so that's. Because I really want them to order the FBA because it's easier and I make more money. So I might price the FBM a buck or two higher. 00:49:06 Then as I'm starting to run low on FBA, then I might lower my FBM back down. So that's how I kind of control the buy box. But typically, if they're the same price, FBA usually wins the buy box if they're the same price. But there are flukes. So that's why I sometimes raise the FBM a buck or two. You already answered one question about external traffic. This question is which traffic source you prefer for ranking? I mean, for ranking purposes, probably the best is Manage Chat Flows through Facebook for ranking purposes. But influencers and those kind of things typically are not good at ranking. They're nice for brand awareness. They're nice for a few sales. But typically, to actually get rank, you need sustained selling for a sustained period of time to rank, and those typically don't do that; they might give you a little burst or a little nice little hit, but for ranking, they're not good. 00:50:09 So the only one is is Facebook advertising with many chats that really can sustain that over a period of time that you need. Do you have a brand ambassador or affiliate programs for influencers for your products? How did you set it up, contracts? Yeah, we do reach out to influencers for some of our products. I have a person that handles that; they will use different tools. We don't have them in an affiliate program. We give them that option if they want to do that, but some of them don't want to do that. But we use tools. Some people will email us directly. They'll see your brand on Amazon or our website, and they'll email us. But we take a look at their engagement rates. 00:50:54 So we'll use some different tools out there that can give us engagement rates and audience insights and stuff to make sure. Because you might get a big affiliate that's based in the UK. Say you're selling beauty products and some model that's in the UK that's pushing beauty products. And you take a look at our audience on Instagram, and it's got a million followers, let's say. But you take a look at the audience insights, and 80% of those are not in the US; they're in Europe or they're somewhere else. To me, that audience may not, that influencer is not going to be right for me because she's – most of her audience is in, it's not in the US. 00:51:32 So I have to take a look at how those 200,000 [or it's still worth it because she thinks she's worth X amount of dollars because she's got a million followers. Make sure that they actually are targeting the right audience. And then I look at engagement, you know, if they have a million followers on their end. And they're putting out posts, they're getting only 500 comments, that's a problem on a million followers. You should be getting ideally a 2% to 5% engagement rate. And if they're not getting that, that means that audience is not very good. So there's lots of things that we do like that before we will work with an influencer, whether it's for free or for pay. All right. We have a European question. Olivia is in Spain. 00:52:15 And would it be best to start a business, uh, in Spain or in Germany or UK or US because she can't find a good product to for to sell in Spain, Olivia, uh, that's the more common thing and uh, probably in Germany is probably what I would recommend for you. In Spain, Spain's a much smaller market, so since you're in Europe, I would probably take a look at Germany or the UK if you want to start off in Europe over Spain, unless there's something very specialized to Spain. But, yeah, Germany is going to be your best opportunity, probably, in Europe. Miguel would like to know, would you recommend to add Shopify sales to the new product sales on Amazon? There's nothing wrong with setting up a Shopify site. 00:53:03 I mean, I recommend everybody, whether it's Shopify or WooCommerce or one of those platforms, Shopify is the easiest. Your base plan is, what, $30 a month or something like that. Setting up a Shopify site is good with your brand name, just because there are people that will find you on Amazon, and then go Google you to see if you exist, if you're legit. Having a site there, even if they don't buy from it, it's good. But as far as Shopify sales just understand that it's gonna be a small amount and getting traffic to Shopify is a whole different animal you can lose money getting sales on Amazon so but you because getting losing 00:53:45 money to launch on amazon can get you rank and can get you onto page one that can then turn into a lot of organic sales on shopify you can't lose money because if you're running google ads or facebook ads or whatever to your shopify and you lose the money it's not getting you any rank it's just losing your money so there are two different ways of advertising two different ways of getting traffic so set one up but i wouldn't focus too much on it because it's not going to be much of your business Kevin, have you heard of an experience when the account is deactivated and how did you win the appeal and how long does it take? I've never had my account deactivated. I've had products deactivated, but I've never had my entire account deactivated. 00:54:28 If I was to have the entire account deactivated, I would probably reach out to one of the services out there that specializes in that. Because they've seen a lot of the plans of actions. They know what works and what doesn't work and how to do that. I would probably have engaged one of them to help me out, even though I might know what I'm doing. Just they have the experience and they've seen a lot of it. So the appeal, when you get your entire account taken down, the appeal, I've seen it take a week to six months. So it just depends. But that's also why I would engage one of these services to help you out. Yakov is asking, are you going to share with us today your new tactic on how to find products, Kevin? 00:55:09 Right now, I use Brand Analytics pretty heavily to find products. I mean, there’s tools out there. Helium 10 has Blackbox. Some of the other guys have their tools. That I like the best right now is I start with brand analytics, and then I use some other software from some other masterminds I'm in that's not public, that I can take the brand analytics data and then add some stuff on top of that, and I can find some pretty good stuff pretty fast. I can usually find a good product opportunity; usually takes me an hour to two hours to find – that's just to find the opportunity, and then it's got to get vetted, you know, find the supplier, and make sure the pricing works, so and usually out of those that I find, about half or more get eliminated just because either we can't source it properly or can't get it a good price or there's some other reason that it gets scratched. 00:56:04 What is the best way to get quick support from Amazon seller support? Um, the best way is to actually talk to someone that's in the United States or Costa Rica. So one of the tricks a lot of people use is that you ask for the Spanish support, actually speak Spanish, and you'll get switched to Costa Rica, which is a little bit higher level team. Or, you can ask for the catalog team, which is sometimes in Costa Rica, sometimes in South Dakota. Those are some of the best. The worst, as most of you know, is the support that comes out of India. Sometimes you're going in circles and pulling your hair out. But that's, I mean, the best way actually is if you have someone at Amazon. 00:56:46 If you have a contact at Amazon, you have an account rep or something like that, that's the best way. But most people don't have that. All right. We have a question about services. Where to find search by service? Those are the rebate services that do a lot of that kind of stuff. There's software tools. that will do that kind of stuff. There's rebate services. So if you just search, I don't want to plug a bunch of them here, but if you search Amazon rebate services, you should come up with a bunch of them. We're posting one of the Facebook groups. You should see a bunch of those. Also, Bilal, you could check the video on YouTube channel of Orange Click where we I interviewed Marcel from Intelli sales company. 00:57:39 So they do influencer marketing for Amazon products. And there, I think they also use this kind of techniques. So you can check for the video in our library. Next question. SRD, have you noticed recent problems on listings with big drops on all keywords? For me, from the top 10 positions, it falls to position 32 and back from one hour to another. No, from hour to hour on all keyword solutions. Yeah, if you're using tools like Helium 10's keyword tracker, you'll see sometimes big fluctuations where you might be on page one, spot three, then all of a sudden you're on position 32, like he says. Some of that's Amazon messing around with the algorithm, testing different things, and there's not much you can do with that. 00:58:29 Some of it is regional, so depending on how you're logged in, how your cookies are set, how Amazon's acknowledging your browser, what Augustus looks at could be different results than what I looked at and it's also based on your previous search history, what account you're logged into like say if you have a personal account and you have a business account on Amazon, you're checking your your stats and you're logged into your business account which you've never really bought anything on Amazon versus your personal that could affect how you appear. There's a number of things, but usually it's Amazon screwing around, testing different things or testing different algorithms. And it kind of sucks, but not much you can do about that. Susan, do you know any company that can help with crowdfunding on Kickstarter? 00:59:15 Kirsten Ross is somebody, K-I-E-R-S-T-E-N, I think, that specializes in that. You might Google that name. And she has like even I think like a little course or something on that. All right. I'm starting and I want to try and learn before to register a brand. But now how can I avoid brand error when a place not available or generic brand field? How can I create a listing without brand? You should be able to do it with the NA. And if that's giving you an error, you'll have to open a ticket with Amazon and get them to give you permission to do it. Okay, let's see. Peter wants to know, Kevin mentioned something earlier about looking at your brand analytics to learn about your customer demographics. Can you explain? 01:00:05 Yeah, if you have brand analytics, if you go in there on the left-hand side there's some uh three or four different little uh options repeat purchase behavior market bait basket analysis which will that's how you can find products you're going to extend your brand item comparison alternative purchase behavior and demographics and if you click on that demographics they'll tell you like household income of your customers they'll tell you their education level their gender marital status and a few more things and you can look at that over a range You need to have, I believe, also a storefront set up for most of this to work. I mean, for demographics, but for some of it the purchase behaviors and stuff. Market basket analysis will show you like if they're buying this ASIN what else are they buying of other people's? 01:00:51 Like I'm looking at one of mine right now that's in the health and beauty category and I can see that I have a set of items that are – Quite a few in a set and someone's buying my competition. That's a travel size of that along with my product. So, that means that maybe I should consider a travel size as a variation or extension of my brand, another product. I'm seeing that someone's buying a Tiger on Tiger, do something pre-sharp number two pencils along with my other item. So, maybe you know, I take a deeper dive and see if it's worth. I probably wouldn't do it. But worth looking at pencils or something along those those lines. But what that also tells me is I'm looking here at what the third most popular item is. 01:01:35 And I'm seeing that okay, these are people back to school. So maybe I need to target a back to school package or bundle or something. So that's where you find it on brand analytics. All right. Hi, Kevin, will you recommend to hire a third party inspector just for initial 100 pieces order? Yes. I would never let anything leave your factory without being inspected. For a 100-piece order, you could have the factory, before you pay the balance, you could have them actually airship you over one, but they're going to pick one that's, it depends on the price. If these are $1 or $2 each, $200, just have them ship them to you so you can check them. Don't ship them straight to Amazon. 01:02:25 I won't ship them to you because you don't want to pay $200 for an inspection if it's a $200 order. But if that's a several thousand dollar order, then yeah, I would hire an inspection company. But if it's not, I would just probably have it shipped to me so I can take a look at it. Because the worst thing you want to do is send that into Amazon and then start getting a bunch of bad reviews. It'll kill you really fast. What are the best strategies to increase the amount of reviews left by customers? Put out a good product that solves a problem. That's not what you want to hear. You want to hear what's the hack or the trick or what software tool can I use? 01:03:00 Put out a good product that solves a problem if you want to do it legitimately. If you want to influence it, that's where people start putting inserts and they start offering incentives and stuff, and that's against the rules. A lot of people are using follow-up emails or they're using the new way where Amazon will allow you to request reviews. In my experience, those are negligible in increasing your reviews. You get a few off of that maybe. So I'm not saying don't do that. But where you actually get reviews is you piss somebody off and put out a crappy product that they just got to tell the world about. Or the reverse of that. You delight them. You surprise them. You over deliver. You add something in there. 01:03:41 One of the best things you can do is add a free gift that they weren't expecting. If they ordered a I don't know, a hair straightener. In your listing, you have a hair straightener, and then you're showing all about the hair straightener. And maybe you have as a variation, hair straightener and case. Anybody that wears just a hair straightener, you just send them a case. You don't tell them you're going to do it, but they get it with the case and with a little note in there. Thanks for ordering us. We just thought we would upgrade your order at no cost to include the case. Something that's totally not in your listing anywhere, unexpected. Those are people that you're going to delight. 01:04:16 They're going to be happy, and they're going to be more likely to to leave you a review. Little things like that are, you know, there's one of my suppliers I order uh boxes from, and labels uh, and every time they send in, they put a little package of M&M's M&M candies in in there, and you know what? I order from them sometimes just to get the little package of M&M's. You know, I could go buy one of those for $2. 50 cents at the store because they're a little like Halloween-sized ones, and but um It's just those little things add up, and a lot of people don't do that. They're just all about the money and all about the tricks. 01:04:52 Be a good company and put out a good product, and reviews will come. And talking about reviews, LD wants to know what's the strategy for initial reviews besides Vine and early reviewer program? Those are the best two really to do it legitimately. And it's sell. I mean, the next thing is you got to sell enough. I mean, the average review rate on Amazon, depending on the product, is 1% to 5%. So a lot of people, they sold 20 items, and they wish they had 10 reviews, and it's just not going to happen. It's volume. So just start selling enough, and the reviews will come. I mean, we have a product right now that we launched in June. It has about 360 reviews, or sometimes now they're just ratings. 01:05:38 They're not even a review. And I think we've sold about, on that particular one, about 30 ,000 units. So that's like a 1%, 2% review rate. Now, we've done no vine program. I did do the early reviewer program, but that's it. And everything else is just naturally coming. Andres says that in the niche he wants to get into is populated with Chinese sellers. What would be a way to gauge or find out if they are using any black hat tricks to rank on page one? What suspicious activities could I check? Well, there's a lot. One is if that category, most of the products on page one have a lot of reviews and they got a product that's on page one organically that has one or two reviews. 01:06:23 Another would be looking at the reviews and seeing if the reviews are all for that product or if they're for something else. Maybe the first couple pages for that product, but the rest of them are for a totally different product. Another one, that's a couple, but if it's heavily popular with Chinese sellers, I would be cautious going into that market because they're going to have a price advantage over you every time. So they're going to be able to beat you on price almost every single time just because they're local. So, I would be cautious with that. Vino would like to know importance of influencer campaigns for the products for product launch; it's not important at all for building a brand, it can help you get going but the influencer influencer campaigns are overhyped and overrated. 01:07:11 Most people that are teaching that stuff aren't selling on Amazon; they're teaching to study a course or something. Or there's some people out there that that think it's cool and think it's something, but they don't actually, they've never really done it themselves, or had success themselves. So influencer campaigns: the right influencer can make, can do a world of difference for you, but it's overrated in my opinion. Sasha is asking, would you recommend selling products that were originally launched on an account that is now suspended on a brand new account? If it's your product and you got suspended, and now you're going to relaunch on a brand new account, the same product. If it's not due selling again, you're probably asking for trouble. I would probably not do that. 01:08:00 I got the brand registered recently. I'm preparing A-plus now. I try to create storefront in the meantime, but when I want to create store, it tells me: 'No products listed'. Any advice? I'm not sure, yeah, I don't know what they're okay, no, no, I don't, I don't know what that's, that one. All right, guy says if seller, if sellers are not allowed to sell in the two different categories, so how practically sellers build multi-brands? No, you can't just sell on as many categories as you want. Guy, where you get that? You're allowed to sell as many categories as you want? Um, you just can't have multiple seller accounts. My company is Kevin Company, No. 1. I can't start Kevin Company, No. 2 and also sell supplements. Amazon's not going to like that. 01:08:53 But on Company 1, I can sell supplements and dog treats and automotive parts if I want to. It doesn't matter. How can I get more material from you on Amazon? Do you have a course or something similar? We already answered this question two times. Check the links below. And it's called Freedom Ticket as a keyword, and Helium 10 has it as a free. In addition, if you become a Helium 10 user, would you please spell the name of Kristen Ross for Kickstarter? That's right, Chris. I think it actually is Kristen Ross. I believe that's correct. I think it's actually H-Y-N or something like that. Let me look real quick. While you read the next question, I'll do it. The next question is about Saudi Arabia. Do you recommend joining? 01:09:41 It's a pretty small market. Yeah, it's a pretty smart market, small market. Her name is spelled K-R-Y-S-T-E-N. K-R-Y-S-T-E-N Ross, R-O-S-S. Okay. Augustus, you got 4K. Congrats, 5K. Yeah, we got 50,000 subscribers. Cool, nice. All right. Thank you, Kevin, for making this possible. Does purchasing through share links give more ranking juice versus search find buy? I don't know the algorithm if they give more or less or the same but they definitely help so I um I don't I don't know if it's more or less but it definitely helps. Question: Once I rank for long tail keywords and then change the title and bullets to start ranking for higher search volume keywords, then I lose ranking for long tail searches. No, not if you have sales on them. 01:10:44 If you have enough sales on those long-term ones and you change them, then you take them out. I would try not to take them out of the title, but if you have to, just because of space, make sure they're in your first couple of bullet points. And as long as you've got a decent amount of sales and a history with them in the past, you should be okay. I mean, there's a keyword we we have a product that uh had had a major keyword in it that had like 700, 000 searches a month, big keyword. And we had to take that out of the title because Amazon considers that keyword uh an EPA keyword, a pesticide keyword, and so we had to take that out of the title after about a month of selling. 01:11:25 We couldn't put it in the listing anywhere else. Otherwise, the system might flag it again and suspend the product again. This product's been suspended like three times for this reason. And so we had to just completely eliminate it from the listing, but we're still ranked on bottom of page one for that keyword because we got a lot of sales on it. So no, as long as you have a history and it's a good history that's competitive with everything else for that keyword, you should be fine. Okay, someone is on your freedom ticket course and he's missing information about path to wholesale. Do you have any recommendation for other courses? Yeah, I don't cover wholesale at all in there. It's just such small margins on wholesale. I don't really focus on that. 01:12:10 There are some courses out there, some people that teach that, but I can't recommend. I haven't seen the course. I haven't gone through the course, so I can't recommend it without knowing. Isn't rebates against Amazon policy? You mentioned them earlier. No, rebates are okay. Rebates with requests and reviews are against Amazon policy, but rebates are okay. What do you think about Amazon Japan? Have you launched there? And how do you go about things considering the language? Yeah, Amazon Japan, I have not launched there, but I think it's a good opportunity. Number three, I think, or number two or number three. It's U. S., number one. I think Germany is number two, and Japan and U. K. are like three and four or something like that. 01:12:58 But the big four markets, all the ones that Amazon sells in are U. S., Germany, Japan, and U. K. And so Japan is a good market. I've heard good things about it, but I have not done it. You do have to translate. You have to have local support. You have to have – There's a guy named Nick. I forget his last name. Nick Katz or something like that. Yeah, that's an American that's living over there, been living there for 30 years or something like that, that kind of can help you. I think he was just recently on the Serious Sellers podcast as well. And I think you might have interviewed him or something. Yeah, I think his website is The Japan Guy or something. Search The Japan Guy Amazon and you will find. 01:13:41 Here's an interesting question. How to go from seven figures to eight figures? Probably add more products. The best way to go from seven to eight is extend your product line. Either by adding variations to what you have, if that makes sense, or by adding more products. That's really the only way to really do that. Or to add more channels. I mean, to go beyond Amazon and add more channels. But remember, going from seven to eight is a big jump in logistics and people and everything. Can you put website on your packaging? Oh, yeah, sure. Of course. So the last question, let's take it more general. What are the best practices for title and bullets? And then we will finish this one and a half hours. Title needs to have the keywords. 01:14:37 It needs to be readable, number one, not just keyword stuff. And it needs to have the keywords that you're targeting at that moment. Whatever keywords that you feel ideally gets three to five of your best keywords in exact phrase order in that title that you're targeting, that would be the number one for the title. And then hopefully the title is readable and it actually has some benefit copy to it. As far as the bullets, your first three bullet points are the most important, especially the first two. So your first bullet, make sure those also have additional keywords in them and phrase order that you're targeting. Make sure those actually show why your product is better than the competition. You should have read the reviews of your competition, see what people are complaining about, and address those. 01:15:21 Your product is the only one on Amazon that's not hot to the touch or whatever. Because you've got to remember, people are shopping around. So they may be looking at yours and looking at someone else's. Why is yours better? Don't just list. Rated this much and it it's made of uh silver and it's just but why uh you you gotta you gotta convince people why yours is better so use your bullet points to do that and make sure you include uh keywords in there a lot of people don't read the bullet points so make sure your top top two or three differentiators at least are also in your images some one one or more your images should actually show when people scrolling through why yours is better than the competition. 01:16:04 So if you have more questions, go to Freedom Ticket course by Kevin King, which is bundled for the Helium 10 users. And Kevin, do you have there any kind of webinars for your members who are going through your course? Well, we have the Helium 10. Yeah, well, for Freedom Ticket, yeah, there's something called Freedom Ticket Extra, where every Monday I do something like this, where I answer questions for an hour, hour and a half live. uh for freedom ticket extra members and then i i do also i don't work for helium 10 i'm not part of helium 10 i just have a partnership with them and i do their advanced training called helium 10 elites which every month we bring in uh advanced uh advanced people to talk about advanced tactics and then i do the billion dollar seller summit which you came to uh you're my guest at last year um that uh we i do uh for high level sellers really high level sellers and uh 01:16:58 Let's mention again, product savants, if it's relevant. Sure. Yeah. Product savants is if you're an advanced seller already doing over $50,000 a month, that might be something that you could take a look at where we help you introduce you to opportunities. All right. Thank you very much. Venus says thank you. And Dia says thank you. And a lot of other people were saying thank you. Thank you, Kevin. I appreciate your time. Those who are watching, you will find all the related or relevant links below in the description. Thank you, Kevin, and bye-bye. All right. Take care, everybody