The Buy Box Experts Podcast

Darcy Meier is the Director for eCommerce Category and Customer Development at Newell Brands, the company behind trusted names like Graco, Baby Jogger, Sharpie, and Dymo. Darcy was also Senior Director for eCommerce at Vi-Jon, where she managed the company's private label relationship with Amazon and developed their multi-year e-commerce business strategy. Throughout her career, she's also worked at Amazon as a Vendor Manager and Walmart as a Buyer. In this episode… As more buyers shop online, e-commerce has become an essential channel for brands to reach more customers and remain relevant in the digital age. But, as top brands pivot and strengthen their hold in the e-commerce space, they find themselves facing tough challenges. Obstacles like steep competition and brand misuse by third-party sellers can stop new businesses before they even get started. On top of that, companies also struggle to make their business sustainable within the Amazon ecosystem. On this episode of the Buy Box Experts podcast, James Thomson and Darcy Meier, Newell Brands Director for eCommerce Category and Customer Development, run through some of the biggest challenges brands face on the Amazon platform. Darcy shares tips on how organizations can grow and protect their brand on Amazon. She also mentions ways companies can leverage online data to guide future innovations and help them strengthen their position in the e-commerce market.

Vivek Rastogi is the Director of Ecommerce at Colgate-Palmolive, the firm that sells household brands like Colgate, Speed Stick, Irish Spring, Softsoap, Tom's of Maine, and others. Vivek held numerous leadership roles over the past 15 years, spanning across different geographies and countries,.including being responsible for the Amazon Channel for more than three years. He holds an MBA from S.P. Jain Institute of Management & Research and a degree from St. Stephen's College. Over the last several years, he has climbed up the ladder at Colgate-Palmolive. In 2014, he became the National Key Account Manager in India, and within a year became their Customer Development Manager in the UK. In 2016, he held the Head of the Customer Marketing/Retail Marketing position in India. A year and a half later, he earned the Associate Director for the Amazon at Colgate-Palmolive in the US position before taking on his current role. In this episode… Amazon provides an open marketplace where anyone can create a listing and start selling their products without a lot of hassle. This is because Amazon has removed many barriers to entry commonly faced when starting a brick-and-mortar store, which has led to the entry of many private label brands and poses a threat to big national brands. So what can these large brands do to protect themselves and stay competitive in this marketplace? Vivek Rastogi advises them to embrace this reality and not challenge it. In addition to promoting their brand's equity, such brands should adapt and improve their marketing strategies, supply chain management, and communication strategies to cater to changing market needs. They should go back to focusing on their brand's equity which can play a significant role in making the brand competitive. In this episode of the Buy Box Experts Podcast, Vivek Rastogi, the Director of Ecommerce at Colgate-Palmolive, joins James Thomson to talk about the strategies Colgate-Palmolive uses to stay competitive on and off Amazon. Vivek talks about the tools Amazon provides brands to help them monitor and protect their listings, the importance of brand equity, and the challenges brought about by Amazon's supply chain system. Stay tuned to hear all about it.

Claus Rosenberg is the Founder and CEO of multiple firms that simplify the journey for entrepreneurs building their businesses. He has built 12 companies, had over 1,000 employees, and raised over € 20 million (over $23 million) in funding. He has also worked as an advisor to several companies and was Madrid's Chapter Director for Startup Grind. In this episode… Being an entrepreneur or business owner does not mean that you have to know everything. There are many aspects involved in successfully running a business while paying attention to your health and family at the same time. Asking for help or guidance should never be seen as a sign of weakness but of strength and courage. As an executive coach, Claus Rosenberg recommends finding someone who has been in your shoes to work with and guide you on your journey. His advice is to find an executive coach who connects with you. Through his coaching, Claus helps entrepreneurs realize there is strength in vulnerability and being authentic and open in their communication with employees.  In this episode of the Buy Box Experts Podcast, James Thomson is joined by Claus Rosenberg, an Executive Coach and entrepreneur, to talk about Claus' role in coaching and guiding entrepreneurs. They discuss the various challenges entrepreneurs face, the benefits of working with a coach, tips for finding the right executive coach, and hiring and managing employees. Stay tuned.

Scott Letourneau is the CEO of Nevada Corporate Planners, a company that helps e-commerce sellers launch their US businesses and address issues with entity formations, sales tax compliance, banking, and more. Scott is also the CEO of Sales Tax System, a firm that works with startup e-commerce sellers and retailers worldwide to help them effectively register for sales tax in the US. Matt Lovell is a Founding Partner of Well Insurance, a full-service e-commerce insurance agency. Well Insurance specializes in helping Amazon sellers stay compliant. Matt is also a Partner at Vaughn, Geiger & Associates, a firm that delivers quality insurance solutions to individuals in Kentucky. He has more than 20 years of experience in the insurance industry and holds a bachelor's degree from Western Kentucky University. In this episode… Running any type of business involves some level of risk. This risk could be related to customers, suppliers, products, or the e-commerce marketplace. Additionally, different online sellers face different types of risks based on the products they sell. So, what do Amazon sellers, both domestic and foreign, need to know about product liability requirements, purchasing insurance, and becoming Amazon compliant? According to Matt Lovell and Scott Letourneau, there are many factors that impact an e-commerce seller's business risks — and they're here to share their top tips for protecting your Amazon business today. In this episode of the Buy Box Experts podcast, James Thomson is joined by Scott Letourneau from Sales Tax System and Matt Lovell from Well Insurance to discuss the recent product liability requirements being enforced by Amazon. Together, they talk about the factors that affect the cost of product liability insurance coverage, what third-party sellers need to know about staying compliant on Amazon, and their advice for reducing your e-commerce business risks. Stay tuned.

Liz Adamson is the VP of Advertising at Buy Box Experts. She has been working in e-commerce for over a decade, including founding her firm, Egility, which merged a couple of years ago with Buy Box Experts. Liz specializes in helping brands develop marketing and advertising strategies for e-commerce growth. Over the years, she has worked with brands that leverage the Amazon channel by guiding their executives through all aspects of marketing beyond just PPC. In this episode… There are many paid and unpaid techniques that brands can use to market themselves on the Amazon channel. Most brands use paid advertising techniques which often require significant monetary investments. These brands don't know that they can leverage unpaid advertising techniques to increase awareness for their product listings, drive traffic, and convert leads into returning customers. To do this, brands have to be very creative. They have to identify and understand their customers, target them in their marketing, and show them how they stand to benefit from purchasing the brand's products. Liz Adamson, an advertising expert, advises brands to make good use of social media, live video marketing, work with influencers, and optimize their product listings and storefronts. It is also essential to leverage their product packaging to create great customer experiences and increase engagement. Liz Adamson, the VP of Advertising at Buy Box Experts, is James Thomson's guest in this episode of the Buy Box Experts Podcast, where they talk about building an Amazon brand through marketing beyond PPC. Liz shares her strategies for optimizing and creating high-quality Amazon product listings, building great storefronts, and discusses the different marketing methods Amazon provides brands to help them with advertising. Stay tuned.

Kelly Stojka is an Account Executive with TaxJar, a sales tax software company that helps businesses of all sizes automate and manage their sales tax lifecycle across multiple channels. TaxJar's cloud-based platform simplifies sales tax compliance to remove barriers for growth for businesses. Prior to TaxJar, Kelly held Account Executive roles at a number of software and service firms, including Flock and Lokion. She holds a bachelor's degree in cognitive science from the University of California, Berkeley. In this episode… The 2018 Wayfair Supreme Court ruling had a huge impact on the way sales tax was collected and filed in the US. This affected not only sellers with physical stores, but also e-commerce sellers who sell their products across state lines. So, what do these sellers need to know about sales tax compliance? Unknown to many businesses, several states use information taken from Amazon to go after non-compliant e-commerce sellers. According to Kelly Stojka, this is why it's crucial for sellers to keep good records of their returns. As a sales tax compliance expert, Kelly is here to share her advice to Amazon sellers looking to avoid the costs of non-compliance and better manage their sales tax lifecycle. In this episode of the Buy Box Experts podcast, James Thomson is joined by Kelly Stojka, an Account Executive with TaxJar, to discuss how the 2018 Wayfair ruling impacted sales tax compliance for e-commerce sellers. Kelly explains what Amazon sellers need to do to remain compliant, how to navigate compliance across different states, and the valuable services TaxJar provides for e-commerce entrepreneurs.

Yadin Shemmer is the Founder and CEO of Intrinsic, a company that acquires and accelerates digital-first health and wellness brands. Before that, Yadin served as the CEO and President of three pharmaceutical and health-related businesses, all of which had successful exits. Yadin holds an MBA from the London Business School and a BA in Psychology from the University of Pennsylvania. In this episode… Starting and successfully scaling an e-commerce brand in the health and wellness sector can be challenging. There are many regulatory and packaging requirements that brands have to meet before they can start selling to consumers, and this often creates barriers to entry on Amazon. As an investor in private label health and wellness brands, Yadin Shemmer has some tried-and-true methods for finding, evaluating, and selecting brands with growth potential. And, once he's acquired a brand, Yadin and his team work to improve the brand's content, pricing, and advertising strategies, all with the goal of expanding and scaling the business. So, what is Yadin's advice to brand owners and investors hoping to succeed in the health and wellness space on Amazon? In this episode of the Buy Box Experts podcast, James Thomson interviews Yadin Shemmer, the Founder and CEO of Intrinsic, about how Yadin's company evaluates and invests in health and wellness e-commerce brands. They discuss the common concerns brand owners have when selling on Amazon and share some practical strategies these sellers can use to make their businesses more attractive to investors. Stay tuned.

Jack Bijou is the Head of Growth at Riverbend Consulting, a consulting company that helps Amazon sellers with account reinstatements and protection, FBA reimbursements, and editorial reviews. Prior to joining Riverbend Consulting, Jack was the Head of Sales at PRIMEXCHANGE and the Head of Growth at Project Retail. He studied Business Management and Marketing at the City University of New York's Brooklyn College. In this episode… As an Amazon seller, do you know how Amazon's editorial review program works? Is your e-commerce brand eligible to join the program, and if so, what are the benefits of having your products reviewed on the platform? In his role at Riverbend Consulting, Jack Bijou has been working with e-commerce brands to help them drive traffic and increase conversions on Amazon through editorial review articles. He has seen the impact these articles have on generating sales and revenue for brands. Now he's here to share how you can start taking advantage of this great marketing initiative today. In this episode of the Buy Box Experts podcast, James Thomson interviews Jack Bijou, the Head of Growth at Riverbend Consulting, about Amazon's editorial review program. They discuss how the program works, talk about its requirements for brands, and explain how it benefits Amazon sellers. Stay tuned.

Sanjay Chandiram is the Co-founder and CEO of Kaliber Global, a premier brand collective and top 100 private label toy seller on Amazon. He also founded ProMark, a leading Amazon brand management agency, in 2018. Previously, Sanjay worked at companies including PwC, Kaiser Permanente, and Infosys BPM, where he gained diverse management consulting, process optimization, and project management experience. He holds an MBA from the Indian Institute of Management Bangalore. Chuck Gregorich is the Co-founder of Net Health Shops LLC and Net Pet Shops LLC, multi-channel home decor and pet product e-commerce companies that import from several countries and sell on over 20 marketplaces in the US, Canada, and Mexico. Before this, Chuck was the CEO of Lorman Education Services, a national leader of continuing education seminars in North America. He holds a degree in accounting from the University of Wisconsin-Eau Claire. Rick Fung is the CEO of MotoShield Pro, a company that offers revolutionary nano coating protection for your entire car, inside and out. For over six years, MotoShield Pro has been achieving its mission of bringing customers the most advanced formulations in ceramic coatings. As CEO, Rick is skilled in project management, strategic planning, sales, and more. In this episode… Amazon FBA sellers that regularly source their inventory from overseas know the adverse effects that shipping delays and increased shipping costs can have on a business. They can lead to high unit costs, which may mean higher selling prices and, therefore, reduced sales. These are the challenges most US-based e-commerce sellers have been facing since the outbreak of the COVID-19 pandemic. For over a year, there have been shortages and delays in getting containers — and even when available, the shipping charges have more than tripled. In this episode of the Buy Box Experts podcast, James Thomson is joined by e-commerce sellers Sanjay Chandiram, Chuck Gregorich, and Rick Fung to discuss how shipping delays and increased shipping costs have impacted Amazon brands. The sellers talk about the changes they've made to reduce overall business costs, the lessons they've learned over the last year, and their thoughts on the future of the e-commerce market.

Yoni Kozminski is the Founder and CEO of Escala, a low-cost, boutique process improvement and digital transformation consultancy for Amazon and e-commerce businesses. Escala reinforces sellers' abilities to scale their businesses to multimillion-dollar status and beyond. As a serial entrepreneur, Yoni is also the Founder and CEO of MultiplyMii, an offshore staffing solution for global Amazon and e-commerce businesses. He also hosts the Successful Scales podcast, where he speaks to business owners and early startup employees about their roads to success. In this episode… Documenting standard operating procedures (SOPs) is one of the best things an e-commerce brand can do to grow efficiently and scale. However, most Amazon-centric brand owners don't document their SOPs as they build their businesses. This ends up posing a great challenge later on when they hope to transfer knowledge to new hires or exit their brands. With the increased demand for investments in FBA brands, it is becoming more and more important for brand owners to think about growing a business that is both scalable and sellable. That's where Yoni Kozminski comes in. Yoni and his team at Escala help business owners analyze, build, and document their SOPs to effectively prepare for a future exit. In this episode of the Buy Box Experts podcast, James Thomson interviews Yoni Kozminski, the Founder and CEO of Escala, about his best practices for documenting SOPs for e-commerce brands. Yoni explains how he helps business owners increase revenue, scale effectively, and prepare for a successful exit. He also shares the common mistakes businesses make when documenting SOPs. Stay tuned.

Carlos Alvarez is the Founder and CMO of Wizards of Ecom, an in-person and online e-commerce school that is taught by sellers for sellers. As an Amazon white hat marketer and consultant, Carlos also leads Wizards of Amazon, the world's largest Meetup group for Amazon sellers. His goal is to help brands take advantage of selling on Amazon and encourage entrepreneurs to gain financial independence through e-commerce and digital marketing. Carlos has over 20 years of e-commerce experience and has built his own Amazon brands into multimillion-dollar businesses. He is also the Founder and CEO of Blue Bird Marketing Solutions, a company that helps brand owners grow their brands both on and off of Amazon. In this episode… Are you considering selling your private label brand on Amazon? Have you been wondering if now is the right time? If not now, when? According to Amazon marketer and consultant Carlos Alvarez, it's important to make your brand as attractive as possible when preparing for an exit. As he says, you have to leverage all the digital marketing tools and strategies available, including ranking for keywords and building an online community. Today, he's here to discuss his decades of e-commerce expertise and share his sage advice for current Amazon sellers. In this episode of the Buy Box Experts podcast, Carlos Alvarez, the Founder and CMO of Wizards of Ecom, joins James Thomson to share his tips for boosting your sales and successfully exiting your Amazon brand. Carlos talks about the important considerations that go into making your brand as attractive as possible, the biggest concerns he hears about from private label sellers, and his tips for determining when to sell your business. Stay tuned.

Andy Slamans is the Co-founder of Amazing Freedom, a program that helps people build businesses on Amazon and scale to $1 million per year in sales. Within Amazing Freedom, Andy also runs the mastermind group, Amazon Seller Tribe, where he teaches sellers how to grow private label brands of their own. In addition to this, Andy is a multimillion-dollar brand creator who has successfully launched his own 7-figure brands on Amazon. His goal with Amazing Freedom is to empower other sellers to achieve the same financial freedom and success. In this episode… To build a successful brand on Amazon, business owners must know how to maximize direct-to-consumer sales. This is what drives success for the top-performing businesses in the marketplace. Because of this, new private label brand owners should focus on creating unique selling points in order to compete with large, established brands — especially if they're selling in niche categories. While building his private label brand on Amazon, Andy Slamans grew his direct-to-consumer sales by ensuring that he never ran out of stock. This strategy helped him maintain his rank and continue to improve and scale his brand. He also focused on providing great customer service to stand out from the competition. So, what is Andy's advice to new and current brand owners looking to achieve success on Amazon? In this episode of the Buy Box Experts podcast, Andy Slamans, the Founder of Amazing Freedom and the Amazon Seller Tribe mastermind, joins James Thomson to talk about how to leverage direct-to-consumer sales on Amazon. Together, they discuss the importance of creating a unique selling point, how working with influencers has impacted Andy's business, and his advice for successfully selling your private label brand. Stay tuned.

Ian Sells is the Founder and CEO of Million Dollar Sellers (MDS), a network of entrepreneurs with specific e-commerce knowledge and verified annual revenue of over $1 million. With more than 400 members, MDS represents over $4 billion a year in sales, much of it through the Amazon Marketplace. Ian is also the CMO of Elite Seller, an all-in-one Amazon seller software suite, and the CEO of RebateKey, a rebate and coupon site that helps savvy online shoppers save hundreds of dollars a month. In this episode… What is one of the best decisions that entrepreneurs can make when building a business on Amazon? According to Ian Sells, it is to join a mastermind group that gives business owners a place to share their knowledge and ideas. Through such groups, entrepreneurs can learn what works — and what doesn't — when growing an Amazon business and preparing for a successful exit. Many members of Ian's mastermind have successfully sold and exited their businesses. As he says, they have learned that brand owners can effectively negotiate with FBA aggregators about an offer. They have also learned that timing is critical when selling an e-commerce business. Now, Ian is here to discuss these valuable lessons and share his advice for current Amazon sellers looking to exit their businesses. Ian Sells, the Founder and CEO of Million Dollar Sellers (MDS), joins James Thomson on this episode of the Buy Box Experts podcast to discuss the value of joining an Amazon seller mastermind group. Ian explains how members who have sold and exited their businesses can effectively help new entrepreneurs prepare for successful exits. He also talks about the benefits of creating and documenting standard operating procedures and negotiating with aggregators for better offers. Stay tuned.

Steve Simonson is a lifetime entrepreneur who has founded, purchased, and sold numerous companies over the past 30 years. Currently, he is the Founder of the Catalyst88 MasterMind and the Managing Director of SYMO Global, a consultation practice with a team of experienced marketing and operational executives. Steve also runs the Awesomers.com podcast and website for entrepreneurs. In this episode… Within mastermind groups, it's easy for the conversation to solely focus on the small stuff — the hacks and tactics that come from years of experience in entrepreneurship. Lifetime entrepreneur Steve Simonson, on the other hand, would rather focus on the big picture: how to build a substantial business. With Steve's Catalyst88 MasterMind, his mission is to help Amazon brand owners master the full process of running a business. He helps them perfect their strategies, improve their systems, and scale their brands to success. Now, with the recent interest in investing in private label brands, Steve also shares his expertise on creating an effective exit strategy. So, what is his advice for Amazon entrepreneurs looking to sell their brands? In this episode of the Buy Box Experts podcast, James Thomson is joined by the Catalyst88 MasterMind Founder Steve Simonson to talk about his members' thoughts on the recent changes in the FBA space. Steve discusses the rising interest in investing in private label brands, the top concerns among Amazon entrepreneurs, and his tips for crafting an effective exit strategy for your business. Stay tuned.

Norm Farrar, also known by his nickname, “The Beard Guy,” is the Co-founder of the Centurion League, a mastermind group for Amazon-centric private label sellers. He is an entrepreneur, speaker, and e-commerce expert who is passionate about helping business owners create a strong support network and achieve their highest potential. Norm is also the host of the Lunch with Norm podcast, as well as the President of HONU Worldwide, the Co-founder of AMZ and Beyond, and the CEO of prReach. In this episode… Investing in the right operating procedures and systems is very important if you're hoping to sell your private label business down the road. This is because these factors make brands much more attractive to investors and FBA aggregators looking to invest in profitable businesses. This is what Norm Farrar and the members of his Centurion League mastermind group have learned from their experiences selling and exiting businesses on Amazon. They have also learned the importance of staying on top of your competitors, diversifying your product lines, and identifying the right time to sell your business. Today, Norm is here to discuss these valuable takeaways and many more.  Norm Farrar, the Co-founder of the Centurion League, joins James Thomson in this episode of the Buy Box Experts podcast to discuss the importance of investing in your operating procedures and systems when preparing for an exit. Together, they talk about the main concerns of current mastermind members, how to make your business more attractive to investors, and the best ways to build a successful brand on Amazon. Stay tuned.

Kevin King is the Founder of Billion Dollar Seller Summit, an event for large sellers leveraging the Amazon channel. He is also the Co-founder of Freedom Ticket, a training and mentoring program for Amazon private label sellers. In addition to this, Kevin runs Helium 10 Elite, a webinar and networking program for advanced sellers looking to scale their businesses quickly. Kevin has been involved in e-commerce for over 25 years, and he first began selling on Amazon and eBay in 1999. Since then, he has developed, sourced, and sold hundreds of products on Amazon, generating millions of dollars in gross revenue. In this episode… There are many key steps involved in starting and successfully growing an e-commerce brand on Amazon. These include putting the right systems and processes in place, hiring the right people and agencies to work with, and implementing the right financial structures. However, with increased demand for private label FBA brands, it is also important for new brand owners to start their businesses with the mindset that they may want to sell a few years down the line. Because of this, brand owners should start preparing for an exit early. So, what do you need to know to effectively position your Amazon brand for a future sale? In this episode of the Buy Box Experts podcast, James Thomson is joined by Kevin King, the Founder of Billion Dollar Seller Summit and the Co-founder of Freedom Ticket, to discuss how FBA private label brand owners can prepare for an exit when starting their businesses. Kevin explains how his mastermind helps brands prepare for a future exit and shares the concerns his members have about selling their businesses. Stay tuned.

Brandon Young is the Head of the Inner Circle Mastermind for private label brands leveraging the Amazon channel. He also runs Seller Systems, a mastery training company for entrepreneurs, brand owners, and brand managers. At Seller Systems, Brandon and his team teach sellers how to research, start, and scale their Amazon e-commerce businesses. Brandon began selling on Amazon in 2015, starting with arbitrage and reselling. Seeking a more scalable business model, he pivoted to wholesale and private label, and in June 2016, he launched his first private label products. Less than five years later, Brandon has scaled the business to multiple brands and eight figures in annual revenue. In this episode… When it comes to shopping on Amazon, many customers don't care very much about brand loyalty. Typically, they buy whichever products best meet their needs. For this reason, it's important for private label brand owners to implement strategies that help them build loyalty and generate repeat customers. With more FBA aggregators showing interest in private label businesses, sellers are starting to spend more time on their branding. As Brandon Young says, one of the best ways to create a brand that boosts customer loyalty is to focus on building relationships with customers after a purchase. So, what are Brandon's strategies for effectively engaging with customers and generating brand loyalty for your private label business? In this episode of the Buy Box Experts podcast, James Thomson is joined by Brandon Young, the Founder of Seller Systems and Head of the Inner Circle Mastermind, to talk about preparing a business for sale and building brand loyalty on and off of Amazon. Brandon explains how to re-engage with customers after their first purchase, the importance of encouraging repeat sales, and why brand owners should know who they're selling to. Stay tuned.

Melissa Simonson is an e-commerce expert and the General Manager of Empowery eCommerce Cooperative, a nonprofit that helps e-commerce entrepreneurs join forces with like-minded brand owners. Melissa has spoken at a number of events, including the Empowery Women's Conference, the White Label Expo, and more. She is passionate about helping e-commerce entrepreneurs improve their businesses and achieve success. In this episode… How can you scale your Amazon private label business from zero to $1 million in revenue? When is the right time to sell your profitable business? And, how can you determine the best exit strategy once you are ready to sell? According to e-commerce expert Melissa Simonson, the recent interest in FBA private label businesses has provided an exciting opportunity for Amazon sellers — particularly those who didn't expect to attract investors. However, it can be challenging for entrepreneurs to know the right steps to take when exiting their businesses. Luckily, Melissa's here to share her tips for building your brand on Amazon and successfully preparing it for a sale. Melissa Simonson, the General Manager of Empowery eCommerce Cooperative, joins James Thomson in this episode of the Buy Box Experts podcast to discuss the common questions and concerns of current Amazon entrepreneurs. Melissa shares her advice for attracting investors, preparing your business for a sale, and determining the best exit strategy for your brand. She also shares how Empowery helps Amazon sellers improve their businesses and achieve success. Stay tuned.

Dr. Oliver Dlugosch is the Co-founder and Senior Vice President of Operations at Razor Group, a Berlin-based company that buys Amazon FBA merchants. Before this, Dr. Dlugosch worked as a Senior Consultant at McKinsey & Company and managed the marketing for Fortuna Düsseldorf, a German soccer club. He earned his Ph.D. in Economic Sciences from The University of Freiburg (Albert-Ludwigs-Universität Freiburg) and his master's and bachelor's degrees from the University of Düsseldorf. Brian Strini is the Senior Vice President of the North American branch of Razor Group. Prior to joining Razor Group, he worked in venture capital and private equity M&A roles at firms such as Anheuser-Busch, Goldman Sachs, and Quintana Capital Group. He holds a BBA from The University of Texas at Austin and an MBA from London Business School. In this episode… Since the beginning of the pandemic, there has been an enormous increase in e-commerce businesses across industries. This has led to a rise in competition for investors, and many firms have resorted to cold-calling brands in order to make a deal. However, this typically leaves brand owners feeling bombarded and overwhelmed with offers. So, what is the best outreach approach for aggregators looking to make a valuable investment? According to Dr. Oliver Dlugosch and Brian Strini, it's important for FBA aggregators to consider a brand owner's needs and desires when contacting them about a sale. At their firm, Razor Group, the team avoids cold-calling and instead opts for other forms of outreach, such as email. This way, the brand owner has time to process the offer — and prepare for a profitable sale. In this episode of the Buy Box Experts podcast, James Thomson is joined by Dr. Oliver Dlugosch and Brian Strini from Razor Group to discuss the best ways to contact FBA brand owners about a sale. Together, they compare Razor Group's process for investing in US brands versus European brands and explain their tried-and-true outreach approach. They also share their expert advice for current FBA investors. Stay tuned.

Mindy Fashaw is the Chief Operating Officer at Pacvue, an enterprise platform that helps brands, sellers, and agencies optimize their e-commerce advertising. Clients use Pacvue to programmatically manage their campaigns on Amazon, Walmart, and other marketplaces in order to lower costs, grow share of voice, and increase sales. Before joining Pacvue, Mindy held leadership roles at Amazon and Newell Brands. Dave Vermeulen is the Director of DSP Advertising for Buy Box Experts. In 2001, Dave founded Seattle Ad Force, Inc., a full-service agency that supports mid-sized and large advertisers with their DSP advertising strategies. His specialties include DSP advertising, programmatic media buying and planning, mobile advertising, and more. In this episode… In order for e-commerce sellers to grow and scale on Amazon, it's essential that they effectively target potential customers and drive them to their product listings. While many sellers have used Amazon sponsored ads for this purpose, it may be time to start incorporating another strategy: Amazon DSP. Amazon DSP enables brands to programmatically buy display ads on and off Amazon to reach a bigger audience and promote their products. Amazon DSP also helps brands and advertisers improve their organic rankings, remarket to customers, and collect valuable data. So, what do you need to know about Amazon DSP to start boosting your e-commerce business today? In this week's episode of the Buy Box Experts podcast, James Thomson is joined by Mindy Fashaw and Dave Vermeulen to discuss what e-commerce sellers need to know about Amazon DSP. Mindy and Dave discuss the differences between Amazon DSP versus sponsored ads, the types of Amazon sellers that should use Amazon DSP, and the benefits of Pacvue's Amazon DSP software. Stay tuned.

Christian Salza is the Managing Director of Berlin Brands Group, a firm that creates, acquires, and grows brands globally. At Berlin Brands Group, Christian manages M&A responsibilities and drives global expansion. Before this, he held senior roles at multiple firms that built and sold brands online. Christian has over 20 years of experience in corporate and start-up environments across Europe, the United States, and Asia. He is also a Board Member of Talentroad GmbH and a Member of YPO's Berlin chapter. In this episode… With the recent interest in FBA private label brands on Amazon, most aggregators and investors choose to focus solely on brands within this marketplace. However, buying Amazon-centric brands may be limiting your growth potential. So, how can you broaden your investments beyond Amazon? As Christian Salza advises, aggregators should consider buying brands in other e-commerce marketplaces. By optimizing the unique demand of each marketplace, you can scale your business to global success — without the limitations of the Amazon platform. This is the secret behind Berlin Brands Group, a firm that has been successfully acquiring and building private label brands for over 15 years. In this episode of the Buy Box Experts podcast, James Thomson interviews Christian Salza, the Managing Director of Berlin Brands Group, about the value of investing in FBA brands in different marketplaces. Christian shares his advice for buying brands outside of the Amazon marketplace and explains how his firm evaluates potential brands for sale. He also talks about Berlin Brands Group's strategies for achieving long-term success. Stay tuned.

Sebastian Funke is the Co-founder and CEO of The Stryze Group, a Berlin-based firm that builds and acquires direct-to-consumer brands from outside entrepreneurs. The team at Stryze takes brands to the next level using deep domain expertise, manpower, and capital. Prior to founding Stryze, Sebastian launched and led several firms, including five companies in the e-commerce space. In this episode… Many entrepreneurs start private label businesses on Amazon as a side hustle to make some extra cash. However, as they continue building their brand, they are faced with some difficult decisions: whether to hire employees, when to expand their product line, and, most importantly, how and if they should sell their businesses. With more and more Amazon entrepreneurs choosing to exit their side hustles, it's becoming increasingly important for brand owners to prepare for a future sale. According to Sebastian Funke, the best way to position your business for an exit is to develop a consistent product portfolio and invest in your branding. So, what are some of his tips for successfully selling your private label brand? In this episode of the Buy Box Experts podcast, James Thomson interviews Sebastian Funke, the Co-founder and CEO of The Stryze Group, about how to build and sell a successful brand on Amazon. Together, they discuss the future of FBA investments, Sebastian's tips for preparing a brand for sale, and what makes The Stryze Group different from other FBA investors. Stay tuned.

Gabi Bar is the Co-founder and Executive Vice President of Technology Commerce Management (TCM). TCM delivers the e-commerce aggregator industry's first predictive, AI-driven e-commerce performance optimization. Founded in 2016, TCM now operates e-commerce businesses on Amazon, Shopify, eBay, Walmart, WooCommerce, and more. In this episode… With thousands of new FBA private label brands hitting the market each year, there has never been more data and information available to both sellers and investors. However, many aggregators don't know how to leverage this data to accurately pinpoint and evaluate a profitable brand. So, how can you avoid getting lost in this influx of data on Amazon? According to Gabi Bar, the key is to utilize artificial intelligence and machine learning. By leveraging this big data in the private label space, his company has successfully optimized the evaluation process and identified high-growth brands to invest in. Now, he's here to share his data-driven process and expert strategies with you. In this episode of the Buy Box Experts podcast, James Thomson interviews Gabi Bar, the Co-founder and Executive Vice President of Technology Commerce Management (TCM), about the value of big data when acquiring private label brands. Gabi explains how his firm leverages machine learning and artificial intelligence to identify successful FBA private label brands to invest in. He also shares his tips for determining the right time to sell and effectively preparing for an exit. Stay tuned.

Sam Hörbye is the Co-founder of Olsam Group, a UK-based firm that buys and grows Amazon FBA brands. Olsam Group's mission is to be the first point of contact for Amazon sellers looking to achieve an amazing exit and continue to profit as their brand grows. Before this, Sam was the Team Lead Manager at Amazon, where he managed some of the UK's largest third-party sellers on Amazon's worldwide marketplaces. He also started, scaled, and sold his own category-leading Amazon FBA business, Beechmore Books. In this episode… How do you know when it's the right time to sell your Amazon private label business? What steps can you take to ensure that your brand will achieve the most profitable exit possible? According to Sam Hörbye, there are a few key actions that every FBA private label brand owner should take before trying to sell their business. Most importantly, they should prepare their finances. As Sam says, Amazon sellers need to know what their profit margins are and what their businesses are worth, as these will play a huge role in valuing their brand. So, what other steps can you take to boost the value of your private label brand before a sale? Sam Hörbye, the Co-founder of Olsam Group, joins James Thomson on this episode of the Buy Box Experts podcast to talk about his process for investing in FBA private label brands on Amazon. Sam explains how he identifies and evaluates profitable businesses for sale, his best practices for partial exits, and the various ways he leverages his former Amazon experience at his current company. Stay tuned.

Nick Tuzenko is the Founder and Managing Director of Accel Club, a firm that acquires Amazon FBA businesses. With expertise in e-commerce, technology, and M&A, the team at Accel Club is disrupting the FBA industry and boosting brands to the next level. Before founding Accel Club, Nick served as the Managing Director of Busfor, a company that streamlined the bus transportation industry by developing technological solutions to connect bus operators and carriers with travelers. In this episode… For FBA private label brands looking to sell their businesses, it can be difficult to know where or when to start in order to achieve the most profitable exit. Because of this, many brands choose to wait six to 12 months to put their business on the market with the hope that the value of their brand will increase. However, this may not be the best strategy for current sellers. According to Nick Tuzenko, there are some timely factors that these brands should consider first. As Nick says, these include the current high demand for FBA businesses, the uncertain economic future, and any possible shifts that could change the market. So, what is Nick's advice to current private label brands who are thinking about making a sale? Nick Tuzenko, the Founder and Managing Director of Accel Club, joins James Thomson on this episode of the Buy Box Experts podcast to explain why FBA private label brands should sell their businesses right now. Nick discusses how he evaluates brands looking to sell, the various ways his company helps brands with sourcing, and his predictions for the future of the FBA space. Stay tuned.

Stefan Haney is the CTO and Strategic Advisor for Foundry, a firm that specializes in buying and building incredible Amazon businesses. Before joining Foundry, Stefan was a 16-year veteran at Amazon, where he led several executive teams and contributed to the strategy and innovation behind the platform's product shopping pages, checkout, navigation, and more. With over two decades of experience in e-commerce, Stefan has a proven track record of launching new technology, delivering business results, and implementing mission-critical programs. In this episode… As more FBA private label brand owners exit their businesses, the demand for aggregators continues to rise. This, in turn, increases demand for more entrepreneurs looking to build and sell FBA businesses on Amazon — creating a rapidly growing Amazon flywheel.  However, with the increase in private label brands on Amazon, it's vital that aggregators effectively evaluate a business before purchase. For Stefan Haney, this means thoroughly analyzing their growth potential, conversions, and the general state of the Amazon marketplace. Stefan also considers how each new investment will fit into his growing portfolio. So, what is his advice to aggregators looking to build a successful acquisition strategy? In this episode of the Buy Box Experts podcast, James Thomson is joined by Stefan Haney, the CTO and Strategic Advisor for Foundry, to discuss his company's acquisition and portfolio management strategy. Together, they talk about how Stefan evaluates FBA brands before a purchase, what differentiates Foundry from other aggregators in the market, and the future of private label businesses on Amazon. Stay tuned.

Victor Elmann is the Vice President of Vendor Management at Circuit City, a consumer electronics retailer. In this role, Victor leads the team responsible for vendor relationship management, negotiations, product management, and customer experience. Prior to joining Circuit City, Victor was the Director of e-Commerce at Omnicom and the Director of SMB Merchandising at Gogotech. With years of experience in merchandising, buying, and e-commerce, he is an expert at digital strategy and marketing. In this episode… With the rapid growth of e-commerce, it's becoming more and more important for sellers to have a presence across multiple channels. To do this successfully, they must understand their customers' buying behaviors and build consistent customer relationships in every marketplace. However, for brand owners who are just starting out, it can be difficult to manage customer support across multiple e-commerce channels. That's why Victor Elmann and his team at Circuit City represent these sellers on Amazon and other marketplaces. By giving them the support of an established retailer, Victor and his team help sellers provide a better customer experience and successfully grow their businesses.  In this episode of the Buy Box Experts podcast, James Thomson is joined by Victor Elmann, the Vice President of Vendor Management at Circuit City, to talk about the benefits of working with an established retailer to maximize your direct-to-consumer sales. Victor talks about optimizing your brand on and off of Amazon, how to build successful sourcing partnerships, and the importance of creating a consistent customer experience across multiple channels. Stay tuned.

Chris McCabe is the Founder and CEO of ecommerceChris, a firm that specializes in helping Amazon sellers reinstate their accounts and save their businesses. Chris and his team are all former Amazonians with long histories of helping people on the marketplace. At ecommerceChris, they teach sellers how to think like Amazon, protect their accounts, and appeal listing restrictions and suspensions. Prior to founding ecommerceChris, Chris was an Investigation Specialist at Amazon for several years. He has appeared on many podcasts and YouTube channels and his work has been featured in The New York Times, Forbes, and The Wall Street Journal. In this episode… Due to fierce competition on the Amazon marketplace, some unscrupulous third-party sellers engage in bad practices to get their competitors suspended from the marketplace. Also known as brand abuse, these practices—such as black hat techniques, fake reviews, and listing abuse—can be detrimental to the success of your business. Because of this, it is critical that third-party sellers learn how to protect themselves from such attacks. According to Amazon consultant Chris McCabe, while sellers may be able to handle some brand abuse issues themselves, there may be cases when they need to bring the problem to Amazon, engage a lawyer, or reach out to a consultant. That's why he created his firm, ecommerceChris: to help Amazon sellers successfully protect and save their businesses. In this week's episode of the Buy Box Experts podcast, James Thomson interviews Chris McCabe, the Founder and CEO of ecommerceChris, about his strategies for identifying and handling brand abuse on Amazon. They discuss the types of brand abuse you should be aware of, how to effectively resolve issues on your own, and Chris' tips for preventing future attacks. Stay tuned.

Yoni Mazor is the Co-founder and Chief Operating Officer of GETIDA, a company that provides state-of-the-art reimbursement recovery solutions for FBA sellers. Utilizing GETIDA's unique auditing technology, Amazon sellers can have peace of mind that all their funds and inventories are properly accounted for and audited. In addition to this, Yoni is a former Amazon seller and a Board Member for The Ecom Cooperative, a powerful network of top e-commerce experts and service providers. In this episode… One of the most frustrating aspects of using FBA for your business is dealing with mistakes on the part of Amazon. There are a number of different mistakes that Amazon can make during fulfillment—including mishandled or lost inventory, incorrect shipping, or bad packaging. In these cases, third-party sellers can seek reimbursements from Amazon, but it's not always as easy as it sounds. Although Amazon's software is able to detect some mistakes and reimburse sellers automatically, a few tend to slip through the cracks. However, if sellers fail to reach out to Amazon about these discrepancies, they may end up losing their inventory and money. This is where GETIDA, a state-of-the-art reimbursement recovery solution, comes in. GETIDA helps Amazon sellers achieve maximum profitability by ensuring that all of their funds and inventory are properly accounted for. Yoni Mazor, the Co-founder and Chief Operating Officer of GETIDA, joins James Thomson on this episode of the Buy Box Experts podcast to share what third-party sellers need to know about FBA reimbursements. Yoni explains what inspired him to create his Amazon reimbursement solution, how his company differs from other players in the industry, and the common mistakes both sellers and Amazon make during fulfillment. Stay tuned.

Matt Snyder is the Senior Director of Amazon at Vari, a workspace innovation company and active office furniture manufacturer. Matt is also a consultant who specializes in helping Amazon sellers with Seller Fulfilled Prime setup, Amazon APIs, and omni-channel integrations. Prior to joining Vari, Matt was the e-Commerce Account Executive at Woot.com, where he managed multi-channel daily deal promotions. He is also currently the Co-founder and President of Lovepacs, a nonprofit that provides meals to students who would otherwise go hungry during school holidays. In this episode… Upon joining the Amazon marketplace, third-party sellers have the option to either fulfill their own orders or to use Fulfillment by Amazon (FBA). With FBA, your products are stored in an Amazon fulfillment center and shipped by the Amazon team. However, due to complications in 2020, FBA orders have experienced shipping delays, causing major problems for Amazon sellers. Because of this, it may be time to consider another option: the Seller Fulfilled Prime (SFP) program. SFP was recently introduced into the Amazon marketplace, and it lets sellers fulfill their own orders to Prime customers. With this program, you have more control over your shipping logistics, meaning you don't have to wait for Amazon to replenish inventory. So, what do you need to know in order to get started with SFP in 2021? In this week's episode of the Buy Box Experts podcast, James Thomson is joined by Matt Snyder, the Senior Director of Amazon at Vari, to discuss the ins and outs of Amazon's Seller Fulfilled Prime (SFP) program. Matt explains why his company joined the program and how it has benefited the business on and off of Amazon. He also talks about the new SFP requirements, how he evaluates 3PL partners, and his advice for finding the right fulfillment software for your company. Stay tuned.

Sanjay Chandiram is the CEO and Co-founder of Kaliber Global, a premier brand collective and one of the top 50 private label sellers on Amazon. He is also the CEO of ProMark, an e-commerce brand management firm. Sanjay holds an MBA in Operations, Finance, and Systems from the Indian Institute of Management Bangalore. His specialties include brand management, e-commerce strategy consulting, importing, and more. Chuck Gregorich is the Co-founder of Net Health Shops LLC and Net Pet Shops LLC, multi-channel home decor and pet product e-commerce companies that import from several countries and sell on over 20 marketplaces in the US, Canada, and Mexico. Before this, Chuck was the CEO of Lorman Education Services, a national leader of continuing education seminars in North America. He holds a degree in Accounting from the University of Wisconsin-Eau Claire. Jerry Kavesh is the CEO of Western Outlets and an Amazon seller of both branded and private label apparel and footwear. He is also the Founder and CEO of 3P Marketplace Solutions, a third-party marketplace retail company that helps apparel and footwear manufacturers achieve marketplace exposure and sales. Jerry has a BA in Finance & Marketing from the University of Washington's Michael G. Foster School of Business. In this episode… Over the last year, many e-commerce businesses in the US have experienced delays in products being shipped from Asia. This, in addition to an exponential increase in importation costs, has had a negative impact on their businesses, revenue, and brand reputation. So, what is causing these delays and high costs, and what can you do about it? According to Amazon experts Sanjay Chandiram, Chuck Gregorich, and Jerry Kavesh, the delays at the ports can be traced back to an increase in demand for products, a shortage of containers, and delayed customs clearance. As they say, the effects of these shipping issues have been felt not just by sellers but also by retail stores, buyers, and customers. Luckily, they have some tried-and-true strategies for working around these disruptions and making the most out of the current shipping situation. In this week's episode of the Buy Box Experts podcast, James Thomson is joined by Amazon experts Sanjay Chandiram, Chuck Gregorich, and Jerry Kavesh to talk about the shipping delays and high importation costs of products coming out of Asia. They discuss what has caused these disruptions, how they have affected business operations on Amazon, and the strategies sellers can take to ensure that their products get shipped on time. Stay tuned.

John Merris is the President and CEO of Solo Stove, a company that specializes in ultra-efficient wood-burning camp stoves, fire pits, and grills. John and his team at Solo Stove design simple, ingenious outdoor products to help customers create good moments that become lasting memories. Prior to Solo Stove, John worked at a number of product companies in senior financial, operational, and business development roles. He is an expert in sales, revenue acceleration, change management, and product development. In this episode… One of the reasons many e-commerce brand owners refuse to join Amazon is to avoid hurting their brand. However, according to John Merris, there are some tried-and-true strategies for selling on the marketplace that will protect your brand both on and off of Amazon. As John says, one of these methods is providing a great—and consistent—experience to both Amazon and non-Amazon customers. This means that important elements of your brand, such as pricing, messaging, and unboxing, should remain the same on every channel. By putting the customer experience first every time, you can successfully boost the credibility, revenue, and reach of your brand. In this week's episode of the Buy Box Experts podcast, John Merris, the President and CEO of Solo Stove, joins James Thomson to talk about the strategies brands can use to protect themselves when selling both on and off of Amazon. John explains how his brand positions itself on the Amazon marketplace, what he does to ensure consistent messaging across different channels, and his future plans for Solo Stove. Stay tuned.

Lesley Hensell is the Co-founder, Co-owner, and Partner of Riverbend Consulting, where she oversees the firm's client services team. Riverbend Consulting helps Amazon sellers with account and ASIN reinstatements and provides detailed consulting services for operations and fulfillment.  In her role at Riverbend Consulting, Lesley has personally helped hundreds of third-party sellers get their accounts and ASINs back up and running. She also leverages two decades of experience as a small business consultant to advise clients on profitability and operational performance. In addition to this, Lesley has run an Amazon 3P seller business for more than a decade. In this episode… As an Amazon seller, one of the worst things that can happen to your business is your account being suspended due to product complaints or misconduct. A blocked or suspended account or listing will cause you to lose income, profit, and essential growth for your brand. So, in such cases, what can you do to get your account reinstated? According to Lesley Hensell, Partner at Riverbend Consulting, there are three key areas that Amazon expects you to address when writing a plan of action to reinstate your account. These include determining the root cause of the issue, solving the problem, and preventing it from ever happening again. While some types of account problems can be handled by sellers themselves, others may require assistance from third-party companies, such as Riverbend Consulting. Lesley Hensell, the Co-founder, Co-owner, and Partner of Riverbend Consulting, joins James Thomson on this week's episode of the Buy Box Experts podcast to share her best practices for reinstating accounts and ASINs on Amazon. Lesley talks about some of the common causes of account suspensions, how to write an effective plan of action, and her recommendations for preventing future issues with seller performance. Stay tuned.

Jim Mann is a serial entrepreneur, brand creator, Amazon FBA expert, and creative digital marketer. Currently, he is the Director of Acquisitions at Thrasio, the largest acquirer of Amazon businesses and one of the top 25 sellers on Amazon. Before Thrasio, Jim was an FBA seller for six years, managing and running all aspects of a travel brand on Amazon across the US and Europe. He specializes in e-commerce, private equity, online retail, third-party sellers, and more. In this episode… As the Amazon marketplace continues to grow, more and more entrepreneurs are joining the platform to start new businesses. While many of them can build very profitable businesses in a short period of time, these businesses may not have much brand recognition. So, when exactly does a business become a brand on the Amazon marketplace—and how does this impact its ability to sell? According to Jim Mann, the Director of Acquisitions at Thrasio, an Amazon brand is a business that sells its product at a certain price, converts well, and receives good reviews from its customers. As he says, a good brand is extremely attractive to investors because it has a proven track record and a promising future trajectory. With this in mind, what is Jim's advice to entrepreneurs looking to build and sell a successful Amazon brand? Jim Mann, the Director of Acquisitions at Thrasio, joins James Thomson in this episode of the Buy Box Experts podcast to talk about his firm's process for investing in FBA private label brands. Jim explains the criteria he looks for in an Amazon brand, what differentiates a good FBA investor from a bad one, and how Thrasio stands out from other aggregators in the market. Stay tuned.

Sebastian Rymarz is the Co-founder and CEO of Heyday. Heyday partners with sellers to acquire, launch, and incubate successful brands on digital marketplaces like Amazon. Its mission is to help e-commerce entrepreneurs reach new heights by providing the capital, tools, and insights to accelerate their brands in the marketplace ecosystem.  Prior to starting Heyday, Sebastian worked as the Chief Business Officer for Fundbox, a financial services platform that specializes in providing revolving lines of credit to entrepreneurs. In this episode… With the current growth of the FBA space and the increased number of private label brand owners looking to sell and exit, it can be difficult for a buyer to evaluate which businesses to acquire. So, how do you determine the current and future value of a brand? Which criteria are most important? And, how do you choose one brand over another?  According to Sebastian Rymarz, the best approach is to leverage the power of data science to assess a business' value and future potential. At his firm, Sebastian utilizes data to evaluate two essential pieces of criteria: defensibility and opportunity. With this data-driven approach, he can effectively decide which business to acquire based on the quality of its products, their differentiation in the marketplace, and more.  In this episode of the Buy Box Experts podcast, James Thomson interviews Sebastian Rymarz, the Co-founder and CEO of Heyday, about how his firm leverages data from Amazon to evaluate and acquire FBA private label brands. Sebastian talks about how he finds businesses for sale, the criteria he looks for in a brand, and Heyday's equity offer to sellers. Stay tuned.

Chris Shipferling is a Managing Partner at Global Wired Advisors, a digital investment bank focused on optimizing the business sale process. Prior to joining Global Wired Advisors, Chris spent 15 years in senior roles in sales, leadership, and digital marketing at various large consumer brands. Jason Somerville is also a Managing Partner at Global Wired Advisors. He has almost 20 years of experience in investment banking and has executed capital market trades for Fortune 500 and Fortune 1000 companies. Jason uses these skills to buy and sell both traditional and digitally native businesses. In this episode… Selling a business is not just about gathering papers and going to the market. If you want to achieve a successful and efficient exit, you'll need to take a strategic approach to prepare your business and attract investors at the right time. The team at Global Wired Advisors understand that private label founders have many different reasons and long-term goals for selling their businesses. That's why they work closely with brand owners to create a strategic process that works for them. By helping with market forecasting and product roadmaps, they ensure that you sell your business at the best possible time—so you can achieve maximum results. In this episode of the Buy Box Experts podcast, James Thomson interviews Chris Shipferling and Jason Somerville, Managing Partners at Global Wired Advisors, about how they help brand owners determine the best time to sell their businesses. Together, they discuss the importance of business forecasting, how to prepare your brand for the market, and when you should start engaging investors. Stay tuned.

Chris Bell is the CEO of Perch, a technology-enabled consumer products company that acquires and operates Amazon FBA businesses at scale. Chris and his team help winning consumer products and brands maximize their reach and value by creating an unparalleled customer advocacy. Prior to Perch, Chris was the former Head of Custom Supply Chain at Wayfair where he designed, built, and ran Wayfair's in-house supply chain solutions which allowed them to deliver exceptional customer experience at industry-leading cost. In this episode… The landscape of FBA businesses is changing quickly, and what used to be a limited market has become a hotspot for investors. Smaller brands are looking for that much needed edge over the competition and FBA aggregators are always on the lookout for that brand that offers an award-winning product. Chris Bell specializes in acquiring and growing these businesses to realize their untapped potential. He shares that while private label brands are a hot commodity these days, FBA aggregators and investors are still meticulous about which brands to acquire and invest in. It's not enough for a consumer brand to be doing good now, it has to have potential for continued growth. Join James Thomson in this episode of the Buy Box Experts Podcast as he interviews Perch CEO, Chris Bell, about private label business acquisition. Tune in as he discusses the common issues they face in the acquisition process, what makes a product worth investing in, how FBA investors can get value out of their portfolio brands, and what makes Perch different from other FBA aggregators.

Tony and Carol Meibock were the Co-founders of the private label beauty brand, TruRemedy Naturals. After growing the business for over three years on Amazon, they sold it to one of the big FBA aggregators in 2020. Tony is currently consulting with other brand owners to support them in their journey to sell and exit their businesses. In this episode… Being an e-commerce seller requires a lot of sacrifices, both personally and professionally, in order for the business to succeed. Many private label business owners on Amazon started their businesses to earn a living and because of their determination, they have grown them into valuable brands. The rapid growth of profitable private label brands on Amazon has led to their increased demand by FBA aggregators in the last couple of years. The COVID-19 pandemic has also led to increased growth of e-commerce businesses as more investors choose to invest in players within this industry. Join James Thomson in this episode of the Buy Box Experts Podcast as he interviews Tony and Carol Meibock, Co-founders of TruRemedy Naturals, about their successful e-commerce business exit. Tune in as they share what made them decide to sell their business to FBA aggregator, Perch, and how they prepared for the sale. They also discuss the challenges they faced in the process, the people who were instrumental to the sale, and what they learned about themselves from selling their business.

Mark Daoust is the Founder, President, and CEO of Quiet Light, a brokerage and business advisory firm that helps online entrepreneurs achieve amazing exits. Since starting Quiet Light in 2007, Mark and his team of experienced advisors have worked with hundreds of brands that sell on Amazon. Before Quiet Light, Mark founded the online publication Site-Reference.com and grew its subscriber base to 220,000 members. Currently, he is a well-known presenter and guest author, as well as the co-host of the Quiet Light Podcast. In this episode… According to Mark Daoust, there are a number of factors that have fueled the increased interest in private label businesses on Amazon—from press coverage of companies like 101 Commerce and Thrasio, to the current COVID-19 pandemic. While brokerages such as Mark's company, Quiet Light, have been helping FBA brand owners sell their businesses for some time, these recent events have skyrocketed them into the limelight. So, what should private label sellers expect when working with a brokerage to sell their businesses? For starters, the broker will want to know the ins and outs of the business, including the defensibility of its revenue, the type of market it's in, and how prepared it is for a transition. As Mark says, he looks for details about each unique seller and brand in order to determine when it will be most valuable for them to sell their business. Mark Daoust, the Founder, President, and CEO of Quiet Light, joins James Thomson in this episode of the Buy Box Experts podcast to explain what private label brand owners can expect from working with a brokerage to sell their businesses. Mark talks about the advantages of working with a broker versus selling directly to an aggregator, why some sellers decide to postpone selling their brands, and what differentiates his brokerage from other players in the market. Stay tuned.

Andrew Savage is the Founder and CEO of Suma Brands, a next-generation commerce platform that develops marketplace brands into household names. Suma's purpose is to find, acquire, and help brands realize their potential, both in the Amazon jungle and beyond. Andrew has 15 years of experience building successful retail businesses and developing web technology products. Prior to founding Suma Brands, he held advisory roles in retail companies and worked in management roles at Amazon and Target.com. In this episode… Over the last couple of years, Amazon has been working to improve its marketplace to be more convenient for both sellers and buyers. This has led to an increase in the number of sellers joining the channel—which, in turn, has made it a more attractive space for investors. So, how can both FBA brands and buyers stand out from the growing competition on the Amazon marketplace? When preparing to sell, most private label Amazon brands work on their financial records, customer reviews, and business operations to make their businesses more attractive to investors. However, according to Andrew Savage, these brands should actually spend more time focusing on their products in order to stand out. As he says, a brand's long-term value and growth potential are often rooted in the products it sells—not just its presence on Amazon. Andrew Savage, the Founder and CEO of Suma Brands, joins James Thomson in this episode of the Buy Box Experts podcast to talk about why FBA private label sellers should focus more on their products when looking to exit. Andrew discusses what he looks for when evaluating a business for sale, the importance of creating a product roadmap, and how Suma Brands approaches deal structure. Stay tuned.

Yael Cabilly is the Co-founder of Fortunet, a boutique investment banking firm that specializes in the sales of e-commerce businesses. As a leading e-commerce attorney, Yael also owns the law firm Cabilly & Co. She and her team represent thousands of Amazon sellers in all legal issues, including listing and account suspensions, intellectual property enforcement, e-commerce transactions, and IP registration.  Michal Baumwald Oron is the CEO and Co-founder of Fortunet. With over 23 years of experience as a lawyer and manager, Michal has held senior positions in international leading companies and brands such as VP Business Development and General Counsel. She has also led various projects in both the US and Israel, including M&As, joint ventures, and public offerings. In this episode… How do private label sellers on Amazon go about selling their businesses? What resources and tools do they need in order to prepare their business for a sale? And, once they are ready to find a buyer, how do they choose between an FBA broker and an investment banking firm? Selling a business requires a thorough analysis of its value, competitors, and the story that differentiates it from the rest—so sellers need an expert that is not only a great broker, but also an effective analyst and advisor. According to Yael Cabilly and Michal Baumwald Oron, this is where investment banking firms come in. E-commerce investment bankers, such as the ones at Fortunet, provide valuable services for private label sellers, including business analysis, price negotiation, and the facilitation of the sale. With this help, sellers can remain confident that their sale will be a success. In this episode of the Buy Box Experts podcast, host James Thomson interviews Yael Cabilly and Michal Baumwald Oron, the Co-founders of Fortunet, about the valuable role of investment bankers in the sale of an FBA private label business. Yael and Michal talk about the increased popularity of FBA businesses and their advice to private label sellers on how to successfully make a sale. They also discuss their projections for the future of e-commerce amidst the COVID-19 pandemic. Stay tuned.

Alexander Avanth is the Co-founder and Chief Relations Officer of Alpha Rock Capital, a digital acquisition company. Alpha Rock Capital's mission is to acquire FBA businesses and build a new generation of digital retail conglomerates. It provides an easy and fast exit opportunity for Amazon sellers in the $100,000 to $1 million acquisition space. Alexander is a global entrepreneurial nomad running businesses in the Philippines, Denmark, and the US. In addition to his role at Alpha Rock Capital, he is also an angel investor with Digital Dividends and a Senior Executive Advisor at the PTC (Philippine Transmarine Carriers) Group. In this episode… Thanks to their low barriers to entry and large opportunities for success, private label brands have been a popular option among digital entrepreneurs for years. These Amazon entrepreneurs have worked hard to grow and scale their FBA businesses—usually without the intention of exiting. However, increased interest from investors is changing all that, and many private label sellers are now considering a sale. Although the Amazon marketplace is evolving, it is still important that FBA aggregators and brokers take the time to learn about the history of a private label business before buying it. These brands are the products of an entrepreneur's blood, sweat, and tears over a long period of time. Because of this, Alexander Avanth believes in carrying out organic outreach, and he always makes a point to meet sellers where they are. In this episode of the Buy Box Experts podcast, James Thomson is joined by Alexander Avanth, the Co-founder and Chief Relations Officer at Alpha Rock Capital, to talk about the importance of meeting private label sellers where they are during the sales process. Alexander discusses the value of doing organic outreach, the future of investments in the Amazon space, and the role of FBA aggregators in driving growth for e-commerce businesses. Stay tuned.

Riccardo Bruni is the Co-founder of Heroes, a UK-based firm that acquires, operates, and scales FBA businesses. Riccardo and his brother Alessio founded the firm in 2020 after a series of successful entrepreneurial ventures. Heroes focuses on Amazon brands with outstanding customer reviews and a proven track record of leading bestseller lists in high-growth niches. Before starting Heroes, Riccardo was the Co-founder of Many, a direct-to-consumer healthcare company. He also has years of experience in venture capital and investment banking. In this episode… Over the last couple of years, many investors have started buying and scaling FBA private label brands. In light of this, entrepreneurs are entering the Amazon marketplace with the intent of eventually selling their businesses. However, not every seller or brand is prepared for a successful sale. When acquiring private label businesses on Amazon, one of the main things Riccardo Bruni looks for is an established brand. As he says, a large product portfolio is less important than a cohesive brand that consumers love. That's because a brand with great reviews has the potential to experience massive growth and become a category leader.  In this episode of the Buy Box Experts podcast, James Thomson interviews Riccardo Bruni, the Co-founder of Heroes, about what investors in the European market are looking for when buying FBA private label brands. Riccardo explains why he and his brother decided to start investing in Amazon brands, how Amazon founders differ from traditional entrepreneurs, and what makes his company different from other players in the market. Stay tuned.

Alex Kopco is the Co-founder and Chief Operating Officer of Forum Brands, a CPG operating company that buys Amazon FBA businesses and grows them into world-class consumer brands.  Prior to founding Forum Brands, Alex worked in vendor and product roles at Amazon for over five years. During this time, he co-founded Connect@Amazon, an internal organization of global employees designed to connect Amazonians through professional networking and social opportunities. In this episode… What should FBA private label brands do to prepare their businesses for sale? According to Alex Kopco, if a business founder wants to achieve a smoother sale, they should be as open as possible with potential buyers. When vetting businesses to buy, he looks for sellers who allow him to get under the hood of a brand to see what he's working with. In order to move the selling process along, Alex recommends that sellers prepare all business reports, financial records, and information necessary to close the deal. They should also be proactive and open about notifying the buyer about potential issues that may arise in the course of the purchase—such as pending trademarks, a lack of stock, and any other issues that could affect business operations. This way, both the seller and the buyer can be confident in the sale. Alex Kopco, the Co-founder and Chief Operating Officer of Forum Brands, joins James Thomson in this episode of the Buy Box Experts podcast to talk about the best practices for FBA private label brands looking to sell their businesses. Alex discusses the importance of both parties being open and transparent during the selling process, why he uses brokers as a primary source of deals, and how his firm differentiates itself from other FBA investors on the market. Stay tuned.

Ryan Gnesin is the CEO of Elevate Brands (formerly Recom Brands), a firm that acquires, launches, and operates a portfolio of e-commerce brands centered around Amazon. Ryan has guided Elevate Brands through several smart acquisitions, leading the firm to the top 1% of Amazon sellers by size. Ryan has built up two decades of experience in commodities trading, management, business development, and startups. Before founding Elevate Brands, he was the Director of Commodities Training at Glencore's South East Asia branch. In this episode… Without a doubt, FBA businesses are experiencing a boom in acquisitions and investments. But, what exactly is generating this recent interest in FBA private label businesses, and what does it mean for the future of the Amazon marketplace? As the Founder and CEO of Elevate Brands, Ryan Gnesin has years of experience acquiring, launching, and operating Amazon businesses. According to Ryan, there are a number of contributing factors to the recent spike in FBA brand acquisitions, from updates on Amazon to the COVID-19 crisis. And, as he says, this spike is having a serious impact on the Amazon flywheel, causing an increase in sellers, customers, and aggregators. So, what is Ryan's advice to FBA private label brands looking to sell their businesses this year? In this episode of the Buy Box Experts podcast, James Thomson interviews Ryan Gnesin, the CEO of Elevate Brands (formerly Recom Brands), about the recent spike in acquisitions of FBA private label businesses. Ryan shares his criteria for finding businesses to invest in, his best practices for Amazon brands looking to sell, and his perspective on the future of the Amazon marketplace. Stay tuned.

Idan Barzilay is the Founder of Bnext, a private label brand of virtual reality headsets and toys for kids. After growing his business for over two years on Amazon, eBay, Sears.com, Walmart.com, and other channels, Idan sold it to an FBA aggregator in 2020. In this episode… Even before the COVID-19 pandemic hit, the e-commerce industry had been growing exponentially for a number of years. Now, thanks to even greater demand caused by the pandemic, the interest in FBA private label businesses is at an all-time high. More and more investors and aggregators are purchasing these Amazon brands for large returns—and it doesn't look like this trend is going away anytime soon. This was the case with Idan Barzilay, who successfully sold his e-commerce business, Bnext, in 2020. Although he didn't start his business with the intention of selling it, he grabbed the opportunity when it presented itself—and made a big return by doing so. Now, Idan is using the lessons he learned from this exit to effectively build, grow, and scale his next business. So, what is his advice to Amazon entrepreneurs looking to prepare their businesses for a sale? Idan Barzilay, the Founder of Bnext, joins James Thomson in this episode of the Buy Box Experts podcast to share his experience building and successfully exiting his FBA private label business. Idan explains how he prepared his business for sale, the professionals who helped him take it to market, and the unexpected discoveries he made during the process. Stay tuned.

Scott Deetz is the Founder and CEO of Northbound Group, a leading strategic finance, corporate development, and sell-side M&A advisory firm focused on Amazon and e-commerce businesses. Scott advises on strategic transactions such as improving cash flow through partner-supplier negotiations, debt financing, and minority equity investments.  Scott is also the Owner and CEO of Entrepreneurial Advantage, where he helps small and medium-sized businesses achieve higher growth rates through improved strategic and internet marketing. After selling his first business for eight figures, Scott has made it his passion to help other entrepreneurs get the right valuation for their companies. In this episode… As the Founder and CEO of Northbound Group, Scott Deetz is an expert at helping FBA private label sellers get the right valuation for their businesses. He was inspired to follow this path after his educational experience selling his business. When Scott first tried to make a sale, his initial deal fell through. However, he saw this as an opportunity to improve his company's value—and, with the help of a mentor, he ended up selling his business for more than three times the amount of the original offer. So, what are Scott's strategies for improving your valuation in order to make a greater exit? As he says, there are four main things buyers look for when valuing a business: a good profit percentage, a solid growth rate, risk diversification, and more earning sizes. These will determine how valuable a business is and whether or not the seller will get a good price when exiting. In this episode of the Buy Box Experts podcast, James Thomson interviews Scott Deetz, the Founder and CEO of Northbound Group, about how to maximize the valuation of an FBA private label brand before an exit. Scott shares his advice to brand owners on how to prepare for a sale, the ins and outs of the different lanes of investors, and why you should always meet with an advisor before selling. Stay tuned.

Richard Jalichandra is an investment banker who specializes in selling and financing Amazon businesses, as well as a consultant for multiple institutional Amazon investors. Currently, Richard is the Global General Manager at Spiceworks Ziff Davis, a global marketplace for connecting technology buyers and sellers. He is also the General Partner & e-Commerce Advisor at Incline Capital Investments LLC. Between 2017 and 2019, Richard was the Founder and CEO of 101 Commerce, a firm that publicly announced that it would acquire 101 FBA brands. While Richard and his team didn't end up acquiring a full 101 firms, he continues to advise Amazon investors and FBA sellers today. In this episode… In recent months, there has been an increasing amount of interest in the sale and purchase of private label Amazon brands. Because of this, many sellers, both mid-sized and large, have been selling and exiting their Amazon businesses—and getting good returns from the sales. However, as this market continues to grow and more investors get involved, some private label Amazon sellers are struggling to effectively prepare for an exit. Their books may not be in order, or they may lack optimal growth opportunities—which could adversely affect their sale and lead to low returns. So, how can FBA brands better evaluate their options to ensure that they make a successful exit?  Richard Jalichandra, an investment banker and expert in selling and financing Amazon businesses, joins James Thomson in this episode of the Buy Box Experts podcast to share what he has learned from his years of experience acquiring FBA brands. Richard talks about how private label brands can prepare for a successful exit, what investors need to look out for when evaluating a business, and the essential steps to take after making a purchase. Stay tuned.

Michael Zagare is the Founder and CEO of PPC Entourage, a tool that efficiently optimizes and expands Amazon sponsored product campaigns to increase sales and profits. PPC Entourage helps sellers build profitable brands on Amazon by maximizing ad revenue, slashing ACoS, and improving profit margins. Michael is also the Founder of the annual 12 Days of Nuggets charity event, which supports Operation Underground Railroad (O.U.R) in ending human trafficking and slavery. He has an unquenchable thirst for knowledge of all things Amazon and loves sharing that knowledge with other sellers to help them take steps toward personal and financial freedom. In this episode… An advertising strategy is the approach and philosophy you take to advertise your brand on different platforms. To have an effective strategy, it's important to know who your target market is and how to successfully convert them into customers. If you know exactly what resonates with your audience, you can create advertisements and brand messages that work every time. So, what is the secret to creating an effective advertising strategy on Amazon? According to Michael Zagare, you should try to put yourself into the mind of your customer and design ads based around the customer journey. Once you've created these ads, you can more easily track the behavior of your target audience and collect data about your customers. This data will help you improve your product listings, increase your conversion rates, and reduce your future ad spend. Michael Zagare, the Founder and CEO of PPC Entourage, joins Joe Hansen in this episode of the Buy Box Experts podcast to share his advice on how to create an effective advertising strategy on Amazon. Michael explains how his company's tools help sellers increase sales, his process for capturing the customer lifetime value on Amazon, and what brands should do to improve their product listings today. Stay tuned.

Tyler Jefcoat is the Founder and CEO of Seller Accountant, an accounting firm that helps e-commerce sellers drive profitable results by taking their bookkeeping headaches away. At Seller Accountant, Tyler provides financial coaching for sellers totalling more than $100 million per year in e-commerce sales. In addition to this, he also leads the Sellers Roundtable, an exclusive mastermind group for seven- and eight-figure sellers. Prior to starting Seller Accountant, Tyler co-founded and sold Care to Continue, a home health care company that grew to 100 employees in four years. In this episode… With shifting consumer preferences brought on by the COVID-19 pandemic and rapid growth in the technology space, now is the perfect time to make your move to e-commerce. However, selling on e-commerce platforms such as Amazon comes with its own set of challenges—namely, how to handle your finances.  Amazon sellers have to make the right financial decisions to ensure that they have enough cash flow to generate maximum profitability, expand their market reach, and meet customer demands. Because of this, good accounting systems are essential for brand owners looking to enter, or even exit, the Amazon marketplace. So, what do you need to know about e-commerce accounting as an Amazon seller?  In this episode of the Buy Box Experts podcast, James Thomson is joined by Tyler Jefcoat, the Founder and CEO of Seller Accountant, to discuss why e-commerce brands should invest in proper accounting systems. Together, they talk about the best strategies for cash flow and SKU level management, how the COVID-19 pandemic impacted sellers without proper accounting records, and Tyler's advice to brands looking to join or exit the Amazon marketplace. Stay tuned.

Michelle Covey is the Vice President of Partnerships at GS1 US, a company that improves supply chain visibility and efficiency through GS1 Standards. GS1 US is also responsible for issuing Global Trade Item Numbers (GTINs) and Universal Product Codes (UPCs) to brands. In her role at GS1 US, Michelle manages external partner relationships and programs designed to support efficient and accurate GS1 Standards implementation. Prior to joining GS1 US, Michelle worked as a Project Manager for both GXS and Inovis, where she handled operational efficiency and strategy roadmap initiatives. Michelle has a proven track record in product analysis, market launch, leadership, and more in the services and software industries. In this episode… Why are UPCs and GTINs so important for Amazon sellers? According to Michelle Covey of GS1 US, not only do these codes help brands ensure compliance with Amazon's ever-changing policies, but they also help customers accurately identify an online product's information. Because of this, UPCs and GTINs are essential for providing a valuable customer experience on Amazon and other e-commerce platforms. However, in order to reap their benefits, it is important that sellers obtain these codes from the right source. Buying a UPC or GTIN from eBay or other third-party sellers could result in stolen, recycled, or fraudulent codes. As Michelle says, the best way to avoid any negative impacts to your product listings is to seek help from GS1 US. Michelle Covey, the Vice President of Partnerships at GS1 US, joins James Thomson in this week's episode of the Buy Box Experts podcast to talk about the ins and outs of Universal Product Codes (UPCs) and Global Trade Item Numbers (GTINs) on Amazon. They discuss the benefits of obtaining these codes as a private label seller, how GS1 US works to remove hijacked UPC codes, and Michelle's thoughts on the future of innovation and standardization on Amazon. Stay tuned.