Learn How Amazon Rufus AI is Changing Product Discovery Forever

Learn How Amazon Rufus AI is Changing Product Discovery Forever Speaker 1: Okay, so it looks like we've got a bunch of people in the course. That's fantastic. Look, my name is Peter. I'm the founder of Atomic AMZ and today is about Amazon's AI, Rufus and Cosmos. They're the AI search tools that are really changing the way listings are found on Amazon. And what we're going to talk about today is how you can be found invisible and how to get found on Amazon through using the AI tools, Cosmos and Rufus. I've been on Amazon since 2014. I've spoken at many different Amazon events, been in the papers, this was I think in the Pacific, met with one of the ministers and above is at an Amazon event. I'm also a husband and dad to three kids. Amazon's allowed amazing lifestyle. I think these pictures were two years ago. We went to Hawaii, Disneyland and then last year we went to Tokyo. This year we're going back to Tokyo and South Korea. So Amazon's a great tool. You can really build an amazing lifestyle and also very profitable and high growth business. So just about myself. I started on Xero on Amazon. I grew through brands myself to more than seven figures each. I made a commitment to learn and I've spent 15 years of trial and error to discover all these things to be able to share with you. But still, I think my record morning was I did $52,361 in four hours. And I just share that with you just to know that you're speaking to someone who's been there and experienced it, not theory. We actually sold our last Amazon business for a great exit. So I've gone through the whole example starting from zero. Scaling businesses and actually exiting in. And the only reason I share that with you is to say you're learning from someone who's been through the trenches and gone through the whole journey on Amazon. So this is great if your brand's generating $100,000 a month, looking to break through that plateau and get to half a million, a million dollars a month, or you're really strong off Amazon and you want to get a great brand on Amazon, or you're just starting out and you really need to know the tools, what to focus on to grow your Amazon business. So what's coming? Stick around to the end. I've got some really great bonuses at the end for those who stay around. I'm very confident you'll find this insightful. This is a brand new topic on Amazon about being found through the AI listings. So the big changes I want to talk through today AI changes, is your listing invisible to AI? When I talk about AI on Amazon, I'm talking about Rufus and Cosmos. So that's not ChatGPT, not Claude, not Perplexly, but Amazon's own AI tools, which is Cosmos and Rufus. Are you invisible to them? And if you are, how do you get found? That's what I want to achieve for you guys today. And the other one is the main image. A change to the algorithm is really making that click-through rate on your main image very important. So that's the other part I want to focus on today for you guys. So what you'll learn today is how AI is changing the shopping behavior on Amazon, how Rufus and Cosmos decide which products to show, why most listings are invisible to AI, The 15 Cosmos Use Cases. So this is really, really important, the 15 Cosmos Use Cases. The way it works is in the back end. I don't want to explain everything at the start, but there's 15 use cases and you want to be indexed for all 15 so you have the best chance of showing up for Amazon's AI shopping agents. And the updates you can make, so in 48 hours, you can go from being visible, not being indexed, to being found on these use cases. So just to make sure we're all on the same page, I just want to know what people understand what Rufus is. So Rufus is a new AI shopping agent. So there's two things we're talking about today. Rufus, which is displayed to the customer. That's what the customer sees when they shop online on Amazon. And Cosmos, which is all the backend structured data, which the customer doesn't see. So these are often called AI agents, AI shopping agents. And I'll talk about later that the CEO of Walmart was recently quoted I'm saying that within 12 to 24 months, he expects the search bars, you know, the top you type in search bar like dumbbell set. He thinks that's going to disappear within 12 to 24 months and it will be all AI shopping agents. So when someone says an AI shopping agent, they're talking about Rufus is where you go in there and you can ask it a question or it presents you with suggestions on what products to buy. So this is an example on mobile where you see it. Different examples of how it can actually present product recommendations to you. So this is really different now. You can start talking to the Rufus, the AI shopping agent on Amazon, and it can start presenting suggested products to buy. So it's really changed the way of the shopping experience, going from keyword search at the top, scrolling down, to interacting with an AI shopping agent that's actually recommending products for you, and you want your product to be found in the AI shopping agent, which is Rufus. So, the big thing to remember today about these AI changes is it's based on customer intent and real information. The days of keyword stuffing from three years ago, they stopped working a long, long time ago. Now, it's much more about what's the customer intent and connecting the dots about all the data Amazon has on a customer. I'm here to give you information and information about your product. So it's changed from these very short keyword search terms like dumbbell set to now it could be like dumbbell set for man in 40s with sore lower back. Like it's gone to that next level and that's where the AI comes in and that's where you need to be for these use cases and be able to index for them. And where you can find it, there's all these different spots. I'm just showing different spaces. This is on a desktop. The other one was on a mobile where these ones come up and you get information from Rufus. So this is what I talked about before. This is super important. CEO of Walmart, 12 to 24 months time, he thinks search bar will disappear. And conversational agents. And when we say conversational agents, these are the AI agents like Rufus will replace it. So it's super important now. I've got a slide coming up. There's thoughts between 13% on the lower side, up to 26% on the higher side of traffic and purchases now come through the AI Rufus agent on Amazon. So it's super important that you're positioned for it. And it's most important that you understand how it works so your product can be positioned for it. So the last thing you want is You have your product on Amazon, people are looking for it, speaking to the shopping agent and because you don't have the right information in the back end, your product can't be presented to a customer even though it's an ideal product for them. If you don't have the right data in your product, it won't be found and that's why we say you're invisible. So what we really want to make sure by the end of this webinar is you understand how Cosmos works and how your product can be presented to Rufus which is a front-end shopping agent. One thing that we've just been talking about is the search bar is disappearing. So the search bar, we're typing two or three words, that's long gone, even a long tail search. You're asking AI very specific questions to your need and that's the change in it. So AI uses context. Context means what your situation in life is, what your surroundings, not just keywords. So an example of dumbbell set, that was very generic in the past. Now the AI could work out and say, what's the best dumbbell set for a man in his 40s with a bad lower back and maybe There's a product design that makes the weights come off easy, so when you replace them, it doesn't put so much pressure on your back. That's just an example of how it works. And Amazon's leading this with Rufus and Cosmos. So just we're on the same page. Rufus is that shopping agent on the front end. So when people talk about AI shopping agents, that's Rufus. Cosmos is the back end with all the structured data that Amazon references to present information to the shopping agent. So you've got to make sure your Cosmos is set up correctly. So when Rufus, the shopping agent, wants to find your product, it's presented to the customer and it's not invisible. So why does this matter? We know that in eCommerce about 70% and this mainly in the U.S. of products are just started on Amazon. Amazon's the place to go for people to find products. And I said between 23 to 26. On the low side, it's maybe 13, but on the high side, 26, is now AI powered on Amazon. So that actually means on Amazon now, up to a quarter of your sales will come through the Rufus shopping agent interface. And that's why you don't want to be invisible. Because if Rufus, the shopping agent, can't find your product, A, you're not getting the traffic, and then B, it means you're not getting the sales. So it's super important that you understand how this works. So if you want to put in the comments just to understand people, it'd be interesting, has anyone taken steps already? Just put in the chat to optimize your listing for Cosmos so it's presented to the front end. Just put a yes in the chat or a no. It would be great to see the feedback if anyone's already started this journey on optimizing their listings for the shopping agents on Amazon. Just put a yes or a no. Love to hear. So one thing, it's like the old days. Amazon definitely rewards fast movers and early adopters. So if you're not doing it already, I guarantee you the strong sellers in your niche are, and you don't want to slip down the search results part of this. Generally, the top sellers are always at the front of new strategies on Amazon. We're at the moment, Rufus and Cosmos is definitely the place where people are putting their time in. So we talked about this before. Look, the old playbook and this is, if anyone comes back to you about keyword stuffing, stuff like that, it's gone. Those days are the basic days where there wasn't the AI knowledge. Those days of keyword stuffing are gone. You still need to know the keywords what to rank on, but the stuffing is gone. So just understand that. The new playbook is all around the context, your intent, and people, I'm not sure why from a psychology part, they have much more trust in AI recommendations. AI actually ignores the keyword stuffing. It's way smarter than seeing someone stuff a whole bunch of keywords and using the same keywords multiple times throughout a listing. You do still definitely need to have the keywords. So just to make it clear, you definitely need to know the keywords for your search volume and the buyer intent. So that's definitely needed and that's why AMZScout's got a great tool for it. But the ideas of stuffing, the AI is way past those days. So that's why you need to build your listings now around use cases and how the product is used by different individuals. So what this means how it impacts you is. AI really shortens the path to purchase. So previously you'd be going in searching and then you as a user would look through the listings and decide which one you think is best. So we go back for the dumbbell set for men, you go through, you'd see all these listings, you look at one, okay, let's look at that, you click into it, you look at it, you may go back, you look at another one, click into that, look at that. What happens now is that AI gathers the data from you up front, these shopping agents, so it may ask you a few different questions, what about this, what about that, and then it presents you with a recommendation. So, what it means is that if your product meets a criteria that can be found by the AI, you get much higher conversion rates because instead of the old way, people searching, going through, reviewing this, reviewing that, it's the opposite now. What happens is you interact with the agent, the shopping agent, which is Rufus. It asks you a number of different questions and then based on your criteria, and it also has all your data points in the past as well, and I'll go through an example later on about that. It actually presents you with the recommendations. It's a new way of search behavior that's changing in terms of the shopping experience. Rather than the user making the decision going through evaluating, what's happening now is AI is making that decision for you and presenting with a recommendation, and then you look at it, buy it, or you may look at another one. But the data is showing that shoppers trust AI much higher over manual search. So it's really interesting that people are putting trust in AI. I'm not sure how long that will stay the way, as long as people can't game the system, but shoppers put a lot of trust in their AI recommendations. So we're on the same page. I'll just go through this where we're at with. So Rufus is a front-end AI tool. So at the start, we showed you those screenshots of what Rufus is and that's what it does. And it answers questions for like, so you might type in, what's the best for Non-slip shoes for wearing around the back deck and we'll come up with much more. And with AI, much more specific. So you can say non-slip shoes for a wooden deck in winter. Because the AI has so many more data points, it can be much more specific with the recommendations. In the old days, if you had a long search term like that, it wouldn't work. You wouldn't have what's the best shoe. For non-sleeping winter for my deck, you wouldn't put any old search bots, but the way it now works with AI can present that information and then it chooses, based on your very specific use case, what product to show you. So that's where it's turning it on its head. So it's gone from short descriptions, you evaluating it, to much more knowing more data points about you and presenting you with recommendations. Great. So guys, I'm just going to jump on the next one here. Now, this is the difference. So Cosmos, there's two things here. The key point is understand the differences. Shopping agent on the front end with those screenshots at the start. Cosmos is the backend AI. So what you want to do, the goal of this one is understand how to get your product indexed for Cosmos for the most important use cases. And the use cases, what can this product be used with? Where can this product be used? What else can be used with this product? So the use cases is how something's used as the term says. So what we want to do for the goal of this webinar is to show you how to index for the back end. And what Cosmos does, it takes all that data now and matches it against a whole bunch of the customers' data as well. And that's all done behind the scenes to know what product to present it with. That's why now that it's super important to make sure your backend settings are completely optimized with all as much data points as possible. The reason is you want Amazon to understand all the intricacies, all the benefits, all the different way your products can be used so they can use that data and present it to a customer. So for example, if you've got a supplement And this is designed for women, 65 plus, fragile bones and it's got special ingredients. You want to put that information in because what Amazon will do if it understands that the shop is an older woman looking for this, it knows that data is there, is specifically built for them. So that's why it's really important as well that the backend flat files are all populated out now. So this is the crux of it. Why are most listings invisible to the AI? I'm going to, on the next few slides, go through these use cases. There's 15 use cases that Cosmos uses. So Cosmos is the back-end structure. There's 15 of these. Rarely does a listing have all 15 indexed. A bad one will be probably six out of the 15 index, so it's missing nine. An average one will have 11 or 12. A really good listing will have all 15 optimized. So if you don't have that information, so if there's a use case about where can this product be used and just say it's a sunscreen product that's designed especially for the beach because it doesn't rub off. If you don't have that information, your product can't be presented to a person looking for that type of solution or that use case. And that's where you become hidden. So it's really important that you understand with Cosmos, the back end, how to index all that information. So you present it to Rufus on the front end, the solutions to customers. And the way Rufus, I'm sorry, the way Cosmos gets this information, so to go through all your product reviews, it actually scrapes data from your images. So if you go to I think Amazon Science, Amazon Science has all the papers about They're AI tools and I think there's one called, is it Evian? There's one that actually you can upload your images and it shows you what Amazon, how Amazon sees your product image. It's crazy. So you can upload a product like an infographic and it may have a man in there, age group, And when you upload the product, on the right-hand side on Amazon Science, it shows you all the attributes of the image. You'll go through like 99% chance it's a male. It's in this setting. It reads all the text now, what benefits on the product. And that's why it's super important now you have information on your images. Amazon will 100% read the text in your images and use it as part of your indexing. It also goes through your Q&A and also goes through your backend attributes. So it's super important for Cosmos that you can populate all these out. So the reviews, you can't control that much. Images, you have 100% control over as long as it's compliant. Q&A, really worthwhile going through the questions. And then when you answer them, answer the question, but also tailor it to the use case. And the back-end attributes, we went through that before, making sure that they're all populated. Every gap you have in Cosmos, out of those 15, which I'll show you shortly, is a lost visibility. So if you don't have information on one of those use cases, the Rufus won't present your product as an opportunity to a customer for that one. Or if someone is looking at your product, it will say, we don't have information about that for you. Okay, so this one's come a bit smaller than I wanted, but let me see if I've got, sorry, a larger one, just one moment. Okay, this one's much larger. So this goes through, sorry, I'll just go through the previous ones. So these are the 15 use cases here. This is what Amazon has in their backend in terms of their code. It's like what's the function of it, what's the event where you use it, who's the audience, what's it capable of doing, what's it used to do, what's it used at, used on, What's the location? Is it used in the body? What else can it be used with? Who uses it? What's also interested in it? And what they want. So they're the 15 at a high level and I'll go through an actual example that we ran for a product. So we got tools to run you through this that will look for it. And this is an example where the 15 Cosmos attributes are here. We ran our tool to find how many it's indexed for and how many it's missing. So this one here is actually found for 14 and only missing for one of them. So this one was quite well indexed for Cosmos. The first one is, what specific function does this product do? That's the first use case Cosmos looks for. And when I'm talking through these, you've got to make sure that your listing can answer this question. So just pretend you're an AI robot for this example. The first question, what specific function does this product do? If you go through your listing, is there enough information there so Cosmos can get an answer of what function your product does? Then it asks, okay, what event, occasional situation can it be used for? So this example here is a energy supplement for men. So the function is it provides support, mental clarity and decision making. Okay, so this one ticks the box for that if someone asks a question about this. What event can it be used for? So the events is early starts or late nights, long days. So that one's ticked it. It means that the shopping agent can present information to the customer about this use case. So just to make sure this is super clear, back end Cosmos or the data, front end Rufus what the customer sees, Rufus presents product ideas or answers questions about a product. The next one, who's the product meant for? So this one's designed for dads or hardworking men. What can this product do? It promotes long-lasting energy, supports focus. What goal or result does it achieve? So you want to dominate your workday. So they're the first five Cosmoses. The next five is what is this product issued as, i.e. a substitute or also a solution. So it's a supplement, it's a powder. What category or product is it? It's a 30-day supply of product and it's a tropical flavor. How can it be used or how is it applied? So it mixes with water. Where is it used? It's used on the job site or when you're at home. What part of the body does it affect? It affects the brain for clarity. Now the last five, what other items or systems can you use with it? So you mix it with water and it's one scoop. Who uses it? It's used by like professional role, it's used by hardworking men. Who's interested in it? You can say focus for the family. What identity of the product does it have? It's designed for dads. And what's the aspiration of the user? They want to dominate their day. So the one that it's missed on is how it's applied. So this one is mixed. This is a solution we would suggest putting in. So we want to update the listing somehow that it's easily mixed with water for fast absorption. So that's how it's applied. So in this one here, Cosmos is missing how it's applied. So, I went through that pretty quick, but I just want to show you the 15 actual use cases and it may be a bit, I wouldn't say too techy, but that's actually what's in the back end of Amazon. So, when someone looks at a product, that's some of the data it can drive on. Now how does that affect the shopping agent? So we just went through and we looked at all the use case on the back end. Now how does this affect what the customer sees? So the first question we have here and these are tools that we have to pull out the data. The first question if you go through here on Rufus, so this is the front end, is what ingredients does it support? So yes, The shopping agent can tell you the ingredients. A common question is, that doesn't have an answer, is can this be used by women? And this is what happens if you're invisible. It just says this product has no information about the product. See this one here, you've got a big red X and this is what the customer will see. So if a woman's looking at this product, this will be invisible to any women because it has no information about the women. So that's super important. Then it talks about, again, the ingredients, the flavor, how many servings. So they're all answered. Oh sorry, there's just a gap in the slide. And then the next one is, does it contain any allergens? Do they have any unofficial flavours? And then the next one, how many calories does it have? If someone wants to know about the calories, this won't be presented to the customer and it becomes invisible. Does it contain any sugar? Doesn't have the information again. So these two won't be shown to any customers. Does it have any added vitamins? It answers that, says it's got vitamin B. Empty stomach, it's got an answer. How many servings a day, it's got an answer. Can this be mixed with other beverages? Again, blank. There's no information in the back end to answer that question. Can it be taken with food? Again, blank. So the reason I want to share this with you is I want to go through what Amazon sees in the back end and then what's missing on the front end. So even though most of the use cases ends in the back end, there's still scenarios here where Rufus doesn't have the information. So A, if someone asks a question about it, it won't be found. B, if someone's looking for this type of product and has a single question to this, it won't be presented to them. So guys, I'll just take a moment's step just to get some feedback in the Q&A in the chat. I know that's quite technical, but this is the real structure to get you set up on Amazon. So just to recap where we're up to. AI, shopping agents, Rufus. That's what you see in the front end. That's what customers interact with recommendations. The way it gets its data, a lot of it's based in Cosmos, which is all those use cases. You want to check your listing to make sure you're populated for the use cases and you're presented for Rufus on the front end. Okay, so data now is the new keyword strategy. So you need rich content that teaches AI how to classify your product. Missing data is invisible listing. So you know I showed in the previous pages about four places where it didn't have data. Those areas it won't present to potential customers because it doesn't have the data. Amazon Rufus won't present products that it doesn't have information on. So that's why missing data makes your listing invisible. Now, if you go to the most common, there's a white paper about Rufus. It was written about a year ago and the most common example talked about is the pregnant shopper. So, there's a woman pregnant. She's looking for shoes and I think the AI recommends slip resistant and wider shoes because it knows she's pregnant based on other purchases. So, what that means is Amazon and the AI predicts behavior, intent from behavior. It takes all the data it knows about you, looks at all your purchases, and based on that, it can make predictions about what sort of shoe you want. So if it's a premium woman, let's say, okay, she probably wants slip-resistant. Her feet may be getting wider, so we'll have wider shoes. So the context beats keywords every time. And the difference is you don't now need to say, Amazon is, you don't need to put pregnant, shoe wide, slip resistant. What will actually happen now is, based on all that contact information, Amazon will actually present that out. One thing that I'm surprised at is how quick these updates happen. So the longest it takes is 48 hours. If you make changes to your listing, the quickest within two hours, depending on the time of the refresh. So you go through, run the analysis now, find out we're invisible, make the updates and potentially within two hours, you'll be found for those customers now. So you can test really fast this stuff. This stuff is not like test something, wait 30 days to get the data. You can do this today. Within the afternoon, you could be indexed for it. Or in the other case, it may take two days, but it's super, super fast. So you can be very quick to turn this around. Okay, so out of those 15 use cases, how do you get found in them? So you've got to optimize the content and intent. So the first thing I'd say is go through all your back-end fields, make sure they're all updated. Go through all your questions, make sure they're answered but also covers one of the use cases we showed before. A plus premium, go to your products, see if you're using A plus, A plus premium, go to your product description, even though it's invisible to the customer for most categories, fill out that area with the use cases and you'll find that. And then any Q&A, go through that as well and answer all the questions on the listing. So basically what you want to do is fill out as much data as you can on your listing based on those 15 use cases that we went through earlier today. So remember, this is all about customer first content. It's not about keyword stuffing. It's not about ranking for exact phase. You do need to know the keywords and the search volume, but you have to build around those 15 use cases, update them and test. And the key bit I want to say now is in the AI, when I showed you those 15 different Rufus ones, I think there's four that were missing for that supplement. Those four are invisible. Those four, they're never going to get sales from if someone's looking for a product around that scenario. So that's why if you're not found for it, you're invisible to the AI. The AI doesn't think, oh, maybe I should show this. It says, okay, can it fulfill this use case? If not, it won't present the product. So it's super important that you fill those out. Now, the other part I want to go through at the start, we talked about Cosmos and Rufus, but there's also been a change to the algorithm for ranking, which is based on your main image. And the sales really come down to your conversion rate and your traffic on Amazon. So whenever someone asks me for help on their listing, I always look at, okay, what's your conversion? What's your traffic? Based on those two, I know where to look at. If the traffic's down, let's put in strategies to increase traffic. Conversion's down, let's put in strategies to improve your conversion. Rufus and Cosmos can help both of those. For example, you may not be found. Your traffic's lower because you're not being found. Maybe you're not indexed right. Conversion may be down because the answers that are being presented to the customer aren't correct. The one thing I want to share today, and this is so often overlooked by sellers. Sellers often want to think, okay, what's the sexiest way we can get sales forward? And the reason I bring this up is I've grown three brands from zero to multiple seven figures each, and I know this thing 100% works. This is what you've got to get right. It's your main image. We recently did some work with a product. PPC wasn't working for this company. They couldn't turn it around. They kept putting more money in PPC. Conversion was lower. I went through and we did seven split tests on the main image. We found that the current image, people didn't like. It was a premium product and people thought the product was cheap. That was the issue. Once we got that fixed, all the other work, everything started taking off. So the key thing you ought to do with the main image, and please put this into action. It's super, super important. It sounds simple. 90% of sellers don't do this. 90% of sellers don't do more than one split test. They do it once, they get a result, they move on. What you want to do is split test. Something as simple as turmeric, adding in the capsules at the bottom, adding in the packaging, massive, massive difference. Again, something as simple as this. This one didn't even look that different. It's the plain here, packaging put in here. Depending on your product, there's so many different ideas. At the moment, the algorithm is definitely letting more through in the main image. In the past, if you put splash effects, capture the bottom, sometimes you have to do a few times to get it through. I'm not sure what's happening with the algorithm, but the main images is allowing a lot more stuff to go through. Simple changes such as going from this to this can lead to increase in sales of up to 27% I've seen. So just go through split tests. I've seen products go for $100,000 a month up to $127,000 a month through split testing. My personal journey. I think the most we did was 13 split tests on a main product. I remember which one it was. It was a microscope, something something like this. We couldn't get it working, beating the competition. We couldn't work out why. What we eventually did was change the product from blue to black. So we did like 10 plus ones, all different angles, stuff like that. What we found out was that people like black because it felt like a more high quality premium scientific product. What we actually do is actually change by black models. So we sold through the blue, we made it black and the product took off. That's why it's so important. No matter what we did anywhere else, the PVC, the boards, the back end, nothing would have worked until we changed the color of the product. And that's why the main image testing is super, super important. And one other pro tip, Most of the sales now browsing, I think it's 70, what is it, low 70% now is done through mobile. Make your image mobile friendly. So make it 4 to 5 ratio, not 1 to 1 ratio. So this has been built out for 4 to 5 ratio, so mobile. The reason is if you make it 4 to 5, I'll show you here. You appear much larger on the mobile screen, so you take up more space. And that means more space, they may not see the next product coming through. You look at this one here, that's the opposite of mobile friendly. Make it four to five. It's a little tip most people don't do, but it does make a listing. When people browse on mobile, it takes up more screen, gets their attention. So basically, why is a world-class image so important? Amazon puts click-through rates now much higher, especially conversion. Also, once you get a high conversion, you get lower cost per click. And high conversion means higher up on page one. Amazon loves high converting products. The reason being they make the money on the referral, they make the money on the FBA, but it also means you're fulfilling the customer's need. Amazon's view is put the customer first. And if they're presenting products that people are buying, it means they're fulfilling the customer's need and they're going to sell. So super important. If I had to work on any product that's having sales issues, I don't go to PPC first. I look at the listing and work out, okay, is the listing world class? What's the conversion rate? Is it above best practice in the category? If it's not, the fundamental thing you have to do is get your product at category level best practice. Once you're there, then you can look at other stuff, but the goal is to make it world class Amazon's competitive. You're on this call now learning about Rufus and AI, but your product has to be world class. I see people go through and say, oh, I want to do this new PPC strategy and you look at their listing and they've got Photoshop images that look terrible from five years ago. Make your listing world class first. Now part of world class is having Cosmos and Rufus as part of it, but a lot of it is with your main image. And that's why the YouTube guys know about this. If you listen to MrBeast or that, the top YouTube guys, they spend 80% of the time getting the right click through on their main image and spend, I've heard they spend $10,000 to $15,000 on split test for that main image because if they don't get a click on that main image, no one ever sees that video. So that's why I've all worked with a brand and you as a seller. If you want to spend your time on your imagery, spend most of your time getting that main image right because if you don't get that click through, all the other work you do on the back end, the listing, the bullet points, all that work, it's useless. So it's a simple one. It's often overlooked, but it's one of the most important things you can do is get the main image right. So I want to work you through some of the tools. I'm just going through the questions in the chat. Just put a yes or a no. Put a yes if you've done a split test in the last six months. Put a no if you haven't. It'll be great to hear the feedback. When was the last time someone's done a split test in the last six months? So just put a yes in there if you've done one in the last six months and put a no if you haven't. So one thing I do want to talk about is you do need tools to be a successful seller on Amazon. The key driver is still you need to know your keyword in terms of what are the top volume ones and what are the top conversion ones. The reason you need to know that is that's the primary driver. So at the end of the day, the top value keywords is what you want to rank on, but then you need AI for the long tail context. A tool I highly recommend is AMZScout. They've got this one here, it's the reverse ASIN lookup. It's a fantastic tool. You go through, put in your ASIN like this one here, run through, it shows the search volume, it shows the sales for it. It's really the underscoring basis you need when you build out your listing. So when you do out your listing or you want a turnaround listing, you need to build out your master keyword list and they're all the keywords you want to rank from. Yes, you have to do the Rufus. Yes, you have to do the Cosmos. You also need the basic structure of what's high volume and what's converting for your product. AIMZ Scouts Reverse ASINs is an excellent tool for this. I highly, highly recommend it. We've used it for years. It's one of the ones that goes through. It also shows you the search volume history. The reason I say this is so important is, a question I get all the time is, okay, we're coming up to quarter four, how many products shall we sell? Or we're launching a new product, what's our forecast for sales? And some products are super, super, super cool. Like toy brands, they probably do 80% of their sales in November and December for the whole year. Educational products, when school goes back, I know we work with a molecular kit. When school went back, literally those four weeks would be probably 60% of the sales. So you need to know that forecasting because if you're launching a product or a new product, you need to know the seasonal trends for it. Or if you're revamping a product, just say you've got a product that needs a turnaround, it hasn't been performing. You need to look at the sales trends. If you don't have that history, what are the most important ones? And that's what AMZScout has that as well. AMZScout also has an AI function as well now. It's absolutely fantastic. On the AI Pro version, you'll go through and let me just see. Can you just put a yes in terms of the chat if you can see my screen? I just want to make sure everyone can see it. So I just want to go through and show you the AI tool for It's not for Cosmos and Rufus, but it gives you so many ideas about, A, your reviews, what customers are saying, do they like it, what the issues are, product expansion ideas, the AI tool for AMZScout, it's called ProExtension, ProAI, actually give you suggestions on how to expand your product range. One thing with Amazon sellers, there's one thing to launch one or two products, get really good sales, but the key to having a really successful Amazon business is be able to launch continual products and launch them successfully. The AMZScout AI Pro tool actually gives you insights about how can you expand this product. Look at competitors. It actually gives you insights what's not working with it and what you need to do and improve it. So it's a really, really fantastic tool for that. And one thing I'll definitely recommend in addition to AMZScout is use your brand analytics. So get brand registered, use AMZScout and then wash that against brand analytics. Brand analytics has so much great data. It shows you where your products ranked for certain keywords, what the keywords are over the timeline and who your competitors are for those keywords. So you can actually see how much market share you had on this keyword versus another keyword. So it's a bit of a pyramid where you get AMZScout, find that data, Watch it against a brand registry and you actually track on a monthly basis, are you gaining market share against your competitors for these keywords and which keywords are becoming more popular per month. I've had a lot of questions about how you can get help with Rufus and AI. And what I want to do is just share with you, if that's okay today, just some opportunities that you guys have. And is this hard to do the work with Rufus and AI? Yes, it is. I've gone through it, but that's because we've got tools and processes that give you the solution. So you have a choice now. You can keep doing what you've been doing. Or if you believe in building a scaling your own Amazon business with proven strategies and want a better life, higher income, then something you can even sell one day, then you're going to need some help. And how can you choose someone to help you? Look, I'll go through these. My background is we took one Amazon business from zero to over 3.4 million in a number of years. I've been on Amazon myself since 2013. I personally manage a whole number of accounts myself. I'm not passed off as any junior team members, but we run ourself. Even 30 minutes with a call with me, I've saved, I know one company, I saved them over $100,000 in launch mistakes by having a 30-minute conversation. They were going to get on one path with a launch. I looked at the data, the market, and we actually pulled back on that one and we launched in a different way. The reason I say that, always model and mentor from people who've been there before.