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…I say this every week, I enjoy every single minute of it. I love hearing from you, I love just being able to connect with you on another level and I feel as though listening to your question makes us more connected to where we can actually sit down together like in that coffee shop that we talk about and I literally do have a cup of coffee here right now. It is early, mid-morning right now that I’m recording this, just got back from a really nice walk.
Very, very foggy this morning but still very warm here in South Carolina which is pretty amazing seeing that we’re in November which is awesome and I am loving the choice that my wife and I made with making this move. I wrote an email about a week ago, now I think it was, talking about like what we’ve been doing since we’ve been here and we couldn’t imagine… I don’t know how I’m trying to say that. We never would have imagined, that’s what I’m trying to say, that we would be here right now two years ago.
It wasn’t even in our consciousness, it wasn’t even out mindset that we would ever pick up and move our entire family, well not the entire family, my 21 daughter is still back in New York with her fiancé but basically our whole family. We picked up and moved and that was a little scary but you know what, we did it, we’re here, we’re so happy that we did it but I need to circle back to what I talk to you guys about. You never can tell where you’re going to go but you have to continually expand. You need to continually push your comfort zone. I guess the word of the day guys is, well you guessed it, ‘Change’
[00:02:01] Scott: I think that we all have to start thinking to ourselves like we can’t really plan out everything. We can get things in motion but we can’t always predict and I don’t think we should. I just think that it’s a point of taking action, as you guys always hear me say, and really just embrace the change but also expand and go outside your comfort zone. I have to say like if we never just said you know what, let’s just do this. What’s the worst thing that can happen? We went through that whole thing. What’s the worst that can happen like right now? I’d have to sell my house here and move back. That’s the worst that would happen. No big deal. Okay. Same thing in business.
You have to ask yourself, what if you don’t do the thing that you’re working on. Whatever it is. Maybe it is to go out there and try to just sell something on eBay or maybe it’s out there trying to just sell retail arb on Amazon. Whatever it is, like what’s the worst that’s going to happen if you don’t sell that product or those products or the private label product that you just did? Like how much risk are you taking? You do have to live within your own risk tolerance. But it doesn’t have to be to the point where you’re like always protected. I just think that it’s so important to understand that we need to embrace change. We have to understand that change will always be in our lives especially if you’re growing, which I follow Tony Robbins stuff for years and he’s always talking about ‘CANI” constant and never ending improvement and if you’re not growing you’re dying, I believe that.
Again guys, I’m not really sure how I got on this rant or this topic but I think it’s important and I think it comes down to the word of the day, which is change, like embrace it, understand it’s going to happen. Then also just look back at your life and see where changes have happened. If those changes never would have been presented to your if you had not did X, if you never did that one thing, it never would have allowed you to even think about going to another stay or maybe starting that business, maybe joining a certain class that then introduced you to someone and then open up a whole new world of something.
[00:04:14] Scott: I just want you guys to understand that we’re all in the same boat. We all have the same amount of hours in the day, we all have the same struggles, the obstacles but it does all come down to really just getting out there and doing something. I said that to my wife today. We’re working on a little case study right now that we’re going to be presenting here at our live event and it never would have happened if I didn’t say you know what, “I’m going to say this case study and see what happens.” Now all of a sudden it’s opened up my eyes to this whole other market. I’m excited like it never would have happened.
It never would have happened years ago if I hadn’t started selling on eBay one product and seeing that I can actually sell something on eBay and then all of a sudden go out there, find other products and start selling them on eBay. It never would have happened if I didn’t take the action. That’s why you guys always hear me say that. It’s so important to take action and get something in motion. Then from there you’re going to learn, adapt to the change and then from there you can move onto the next part of that plan or that journey. All right guys, I’m sorry I apologize, hopefully that’s helpful to you guys but I just really needed to get that off my chest because it’s so important. It really, really is. The word of the day, change, embrace it.
The show notes to this episode are going to be at theamazingseller.com/283 and the show notes, the transcripts, all that stuff will be there. If you want to ask a question and have it featured here on the Podcast, head over to theamazingseller.com/ask and just record your first name, maybe where you’re tuning in from and then a brief question and I’ll do my best to get it here answered on the podcast. That’s it. What do you guys say? Let’s stop talking Scott so much and let’s go ahead and get into today’s first question and then that way there I can give you my answer. What do you say? Let’s do that. Let’s get into this.
[00:06:08] Will: God bless you and your family Scott. My name is Will and I have an interesting question. I sell a private label product that is a seasonal item in ‘Patio lawn and garden’ category. Sales are highest during the summer months and lowest in the winter months. There’s a drop off of about 50%. I have a really good problem as inventory is selling quite rapidly and I project to sell out entirely within a month. But I don’t know if I should replenish my inventory now or wait until spring of next year. What is your take on this? Thank you.
[00:06:49] Scott: Okay, so the first thing I need to say is this is why I do what I do. Being able to connect with people like Will. Will thank you so much for the kind words and I just really want say thank you, shake your hand virtually here, we’re shaking hands so put out your hand Will. Let’s go ahead and shake. What’s up man, what’s up man, how are you doing, thank you so much, I appreciate it. The reason why I do the podcast is for that right there, being able to connect with people like you and everyone else that’s listening so thank you so much. All right. To get into your question.
Great question by the way. This is an awesome question because you have a great product that’s selling well but it’s seasonal. Now, that’s not a bad thing but it is going to be a little bit of a struggle because if you don’t take the sales that you’re doing when you have your high season and then you bank some of that money for the off season, well then all of a sudden it’s out of balance. What we have to do is we have to figure out like how do we fill in that gap? Are there products. First off, is there products that can be sold in your market alongside that same product or something similar? If not, then you almost have to go with a whole another product or market that isn’t seasonal so this way here it can balance that. That’s number one.
Number two is if you’re going to be running out of inventory and then you’re just going to let it sit and then reorder, I would not advise that. Here’s why. Even if you’re only making a few sales, here and there to me you’re keeping the listing alive. I would rather do that than have my competition be doing that and then when you get back in stock it’s going to be harder for you to get back. Now I can’t prove that. I can’t say that, “You know what, if you ran out of stock and you were selling 30 a day and then you got back in stock in Spring and then all of a sudden your sales took right back off again,” I can’t say that for sure but my common sense and for those of you that don’t know me, I’m not really that smart of a guy as far as book smart but I have pretty good common sense.
[00:08:54] Scott: I can pretty much figure out things that make sense. I got pretty good common sense and common sense to me tells me here that I would rather keep a listing growing or at least maintaining versus letting it kind of die. It’s like talking a flower and trying to pour water on it to bring it back to life and then all of a sudden it’s like you know what, it’s just not going to work. We’re going to have to pull it up and plant a new one. We don’t want that. I think if you can continue to get sales then I would just order enough to keep the inventory in. Or if you have to order a certain number, let’s say you have to order 1,000 units, why would you ship all 1000 units in? Maybe you’re going to sell 10 a day and you need 300 in there for a month. Just ship in 300 and let the other 700 sit in your garage or your basement or a warehouse, something you’re going to pay less than if you’re going to have Amazon store it. That’s what I’d do.
I would not recommend running out and staying out of stock for 4/5/6 months. I wouldn’t think that that would make a ton of sense. The other thing I would ask myself is, “Is it so seasonal that you couldn’t get outside sales for that product? Or is it just more sales come during maybe during the summer months and then it dies off a little bit but you still have some sales and you can still get sales outside of Amazon?” What I’m getting at is, can you build some type of group or a fan page or email list around this product or this market so while you’re doing this you’re also going to be building so this way when you do launch you’re going to be able to really, really boost your sales and start to maybe get outside sales. That will fill in or backfill on some of that low season. Now, if anyone out there listening right now is like, “I don’t really know even if my product is a seasonal item or not.” I’ve talked about this on a workshop that we do.
[00:10:49] Scott: You guys can head over to theamazingseller.com/workshop. There’s a couple of different workshops there that you’re doing. We’re doing one on product research and we’re doing one on the five phases to launching. You can go to that page, see which one is up or if there’s option to select one, select one there that is suited to where you are but we do a product research one there and we do dive into how to see if something seasonal, the depth, the demand, all that stuff but in this case I just give it to you really, really quickly, Google Trends is probably your best friend to look at a market. If you’re going to search for snow shovel, you’re going to see that’s it’s going spike in December, January, February and it’s going to drop all the way down in flat line probably the rest of the year.
Now, if you also want to use a product that’s already been selling or even see how long it’s been selling you can go to camelcamelcamel.com, take that ASIN or that URL, that link and put that in there in that camelcamecamel and it will tell you how long it’s been selling, it will show you the price changes that have happened, it will show you the BSR over time, all of that stuff. Really, really useful. I actually did a video walk through kind of showing how to do product research but also for depth and demand, that’s episode 189. Again, I’ll throw all these links in the show notes but I’ll just give it to you now.
It’s theamazingseller.com/189 and that will give you like depth and demand type stuff and how to see the history of a product. That’s a good one and again it’s just something that we have to do this research. I know Will that wasn’t 100% of your question but for anyone else that’s listening, it’s really important to understand that because you could be looking at the numbers like at a busy time of the year or in a trend and you won’t know that until you launch and then you’re like, “Wait a minute here. I was having 15 sales a day and now I’m down to one. Why?” Well, part of the reason could be it’s seasonal.
[00:12:45] Scott: All of the product even though had demand, everyone is sharing that demand. Hopefully that makes sense. I know that was a long winded answer but Will I would probably say try to stay in stock and keep the listing alive. Keep it fed, keep it watered, keep that thing alive so that way there when you’re ready to get your sales back, you’re still constantly building in that process and I would definitely try to continually build some type of launch list or something you can then also use to spike sales whenever you want. Anyway, that’s the answer to your question. Thank you so much for it and thanks so much for the kind words I really, truly appreciate it. Let’s go ahead and listen to the next question and I’ll give you my answer.
[00:13:30] David: Hi Scott. First of all, thank you very much for your great podcast, not just the tips and points but the motivation you provide is awesome so thanks for that. My name is David and my question concerns bundles as variations. I have a garlic press but so does everyone else so I’m going to add a garlic peeler. Can I bundle the two and add it as a variation thereby keeping my reviews or do I need to create a new product since the peeler had nothing to do with the original reviews or the reviews I’ve received so far? Then if I can create it as a variation, can those variations have different titles and bullets and descriptions to help me draw in more traffic from search or do all variations need to have same titles, bullets etc? Right now I do have variations but they’re just color so they don’t need different titles. I hope that makes sense and thanks again for your time. Good work
[00:14:28] Scott: All right. First off, David, David sounds smarter than me already. He’s got that accent going on, I’m always envious of people with those accents. Man you guys sound smart. It’s kind of with the guy that was glasses too. Always looks smarter. Maybe one day, maybe one day I’ll be one of those guys. David thank you so much for the question. It’s a good question. I’ve answered it in the past a little bit but not in this way I guess. Number one, variations are a really great way for you to broaden the net or widen the net because you’re able to capitalize on the one listing and really build all of the… I want you to think of the listing as like the website and then the variations are like products that are underneath the website or that are embedded into the website.
If you can continually build out the authority of that listing in your brand, it’s going to also help in ranking and all that stuff. Yes, if you want to bundle something, it has to make sense. You can’t throw a garlic press and then have like a bonus in there that doesn’t even relate to it but you know people would want. Like, I’m going to throw in and I’m just going to say this just to throw it out there, it’s ridiculous but just follow me here. If I was to say, “Here’s a garlic press and then in this variation there’s $10 gift card to a restaurant.” You really, that won’t be right. You just can’t do that. But what you can do is if you like said, if you have a garlic press and then you have a garlic peeler and you put them into one package or one box that makes total sense.
The way that you could do it is you could list the garlic press by itself, the garlic press and the garlic press peeler on its own listing. So now all of a sudden you got two variations. One with just a garlic press, one with the garlic press and the peeler and now you get to use each listing almost independently but they all share the reviews.
[00:16:30] Scott: When you get sales or the other it’s also going to help boost the BSR, your rank. So it will help you get more backend keywords in each listing and if someone finds you through the garlic peeler press combo then it’s going to drive it to just the garlic press one. I think it’s smart to do that if you can. The challenge is on this is now you have two products so if you have a garlic press and a garlic press peeler and you’re bundling that, that’s only going to be sold together as a package. A lot of people misunderstand how that works. They think that you can just ship in individually and then Amazon will pick and pack those together if you want to do a combo.
They won’t. It has to be its own SKU. It has to be its own product in a sense. Just imagine it’s a box or a package with two items in it and then the other one is just a single item. Now, you could do that. You could totally do that. It’s smart to do that because you do again, widen the net because you have a very similar product but then one with the bonus. I would say, definitely do that. If right now has a product that they are already bundling but they are not breaking the bundle apart, I would probably try to break the bundle apart as long as it makes sense.
Also now because you add another variation and you already have the sourcing, you already have the supplier, you might find out that it doesn’t do a ton of sales or it may be goes the other way. Maybe the single unit does more than the combo but the combo yields more profit. You just don’t know until you get it out there. I like the idea a lot especially now if you’ve got colors too so now you’ve got variations that you can add into it. I really like that. Some people say, “Now, Scott would it be smarter to list the garlic press by itself on its own listing and then list the garlic press peeler combo on its own listing? And now I get two pieces of real estate that could show up on the same page.”
[00:18:28] Scott: That is the only advantage that I see for doing that is yes, you’re right. If you can rank both of them on the same page when someone searches for garlic press, that’s awesome. I do think that’s going to be more work because you’ll have two listings to maintain versus trying to put all of that focus and the energy in pay-per-click and the ranking efforts all in that to get yourself ranked for that one product or that one listing in a sense so I think it’s smarter to do that but I’ve heard people say, “I want to do it the other way,” or I’ve heard them say, “I’m doing it the way that you just described where I want to get displayed for two different listings on page one let’s say but now all of a sudden I’m seeing it’s not really working out that way so I’m going to bundle them together and I’m going take the one and I’m going to merge it in the other listing.”
Then this way here when you get reviews on that one listing, they are all going under the same listing. Hopefully that makes sense and keep me posted on how you make out and again really jealous of that accent. It’s a really good accent. All right guys, let’s listen to another question and I’ll give you an answer.
[00:19:33] Listener: Hey Scott, love the podcast, love the website. Really have enjoyed everything except I’m still one of those who’s on the fence and hasn’t picked a product and I’ve been coming and going with this idea, always coming back to it because I really love the idea of being an entrepreneur and starting my own deal. Anyway, to my question. Is it too late? I was scrolling through one of your podcasts and you said you need to start planning out a way from Amazon to protect your business and think like a business and be ready to email all your clients and I don’t want to say I was looking for a reason not to, I was more looking for reasons to get started. I put down some pretty serious goals, pen to paper and have again kind of recommitted myself so I’d love you take. Is it too late to get into his Amazon business?
Is all of the “easy money” gone or is there still space? As I’m doing my research it looks more and more like there are the 1000+ reviews and then everybody else that’s way down below. I was looking at the Jungle Scout numbers and guidelines as far as 20 sold a day, 10 sold a day one, one sold a day and it looks like again, there’s lots that are really crushing it at the top with tons of reviews and then everybody else who’s struggling along and the last thing I want to do is jump into something that has it’s passed it’s prime and just struggling along. Sorry for the long question. Hopefully it was clear enough. Have I missed the boat? Again love the podcast and we’ll continue to listen and would very much appreciate an answer. Keep up the great work. Thanks.
[00:21:23] Scott: First off, I can’t say, “Hey John thanks so much for the question,” because you didn’t give me your name but that’s all right. I’m still going to answer the question. What I want to first off say is thanks so much for listening and I understand completely where you’re coming from. Number one, I think we’ve all been down the road of ‘has that ships sailed?’ I’m going all the way back starting just an online business in general ten years ago or selling on eBay years ago. Then they had all their changes. Yes, a lot of people left and then they thought it was dead. There’s now people still crushing it on eBay. There’s always going to be doubts, there’s always going to be is it too late? Is it harder?
The answer is yeah, there’s always going to be change. Is it harder? It depends on what you classify as harder. Yes, it’s going to be harder as far as you’re not going to go out there and find those silicon mints and you’re going to go ahead and start to sell them and you’re not going to compete against listings that have a thousand units, you’re not just going to go out there and do a bunch of giveaways to get reviews and all that stuff. Yes, those days are over. I never lived by that anyway but those days are over. Now, are there still thousands or millions of products still being sold every single day? Yes. Are there products out there right now that you can find that are doing 100 units a day? Yes.
Is that my strategy? No. Again, you have to look at what are you going after. If you’re going after this thing in the mindset that you’re going to go out there and launch one product or two products and you’re going to crush it and that’s going to be your business, I would say yes, move on, the ship has sailed. You’re not going to do that but again, I’m going back, I’ve never said that. I’ve always said that Amazon is a great place to start as you’ve heard me say that even more. It’s not a place to stop.
[00:23:25] Scott: It’s a place to get started because they make all of the transactional stuff easy, the traffic, putting your product in front of customers. All of that stuff, pick and pack, FBA, all of that stuff but you have to dig deep. You guys know, you guys probably long term listeners know that I’m a big fan of Gold Rush, they go to a lot of different mining areas and sometimes it’s not successful and sometimes it is. Sometimes it was easier because they had better ground and sometimes it isn’t. It’s like that. I look at it like that. Like you have to go out there and dig deeper and it maybe the strategy of let me have like an open brand concept maybe to start and what I mean by that it’s my good friend Dom Sugar that’s what he’s done.
It’s like we have an open brand where you might test products that are less sexy, they serve a purpose and you test them with a small run, a small order and then if they start to stick, you build a brand around it. You can totally do that. there’s something that I’m working on right now which is a little bit of a different strategy which I’m going out building a list, an email list and a following in a certain market and then I’m going to launch products from what I gather from that audience. There’s definitely still ways to do it but if you want to go out there and find a product that’s selling 100 units a day and you just want to go ahead and do the product research and get it up there, I would say yeah, I wouldn’t, even going back I wouldn’t say that that would have been the strategy anyway.
Do I think that you can go out there and find products that are selling ten units a day and you can make $100 per day? Yeah I do. I do still think that’s there. I don’t think that’s going to go anywhere. I think that it’s still there. You have to dig deeper, you have to understand the numbers, you have to understand the trends, you have to be willing to launch products that might not succeed and then pivot or change as I said in the beginning here. It’s all about change. It’s like if you can get on a platform and start to learn it and then start to get some success with it, I mean some success depending on what you’re going after.
[00:25:26] Scott: If you’re listening to some gurus out there and I never want to classify myself as a guru or even an expert for that matter because I’m always testing, I’m always out there in the trenches really trying to see like what’s it going to take to get started and make that first $1,000. That’s what it is for me. Or even first $100. I think once you understand that, then you can adapt that to so many different things. I’ll be bringing this to the surface here pretty soon. I’ve got a little case study that I’m working on. I’m actually, I’m going to be talking about it at our TAS breakthrough live event. I’m going to be sharing the whole case study there but I never would have started that.
If this change didn’t just recently happen with the reviews, where now not even for myself but for people that are following the podcast and people that are following like what I’ve said like what’s the next thing to help us launch products? Well it’s to build an email and then list products to those people. This way here we can boost our sales on Amazon and we can sell externally and it’s a beautiful thing. I never would have did that really if this change didn’t happen… I mean I’ve always and I’ve done it in other markets but I never would have did it for this. Now that I’ve done that, it’s opened my eyes to a completely new market. I was just going to do it as a case study as a test, now I’m thinking bigger.
I’m thinking like Oh my Gosh this thing could turn into like a $30,000 or $50,000 a month business depending on what we want to do with it. Again, never would have known if I didn’t do. I can’t stress that enough. If you guys can listen to this podcast all the other podcasts, you can listen to people who are doing webinars, you can listen to people that are at events, you have to take the basic common sense going back to it… You need to find a market that wants to buy products for that market and then you need to find a way to deliver the product to them. Amazon is a channel to deliver that product to them outside of Amazon, your external channel, your email list is another channel, eBay is a channel, Walmart.com. All of those are channels.
[00:27:24] Scott: It all comes down to again the basics and that is market product or market to product or product to market. However you want to say it. I know this was long winded and I again, I get a little rant happy here because it does upset me. A lot of times people are like, “The ship has sailed. It’s gone.” Well, the people that are going to stick around are the people are going to innovate, the people that are going to be creative, they are the ones that are going to win. I mean win at whatever you want that gold to be. If it’s $100 day, $3,000 or it’s $1,000 a month to pay your mortgage.
Whatever it is, it’s really to me it’s the people that are going to stick to it, they are going to be willing to “change”, word of the day or word of the week because it is all about doing and then like pivoting and then conforming to the change and then really just taking that knowledge and bringing it into the next thing or making it better moving forward. Has the ship sailed from selling on Amazon? The answer is no. You can still do it, there’s a lot of people still doing it and there’s still people going to be doing it after everyone says you can’t do it. Honestly a lot of people out there would love for me to say ‘yes it has move on’ because then there’d be less competition. I’ve had people say that, like, “Scott when are you going to stop man? When are you going to stop the podcast because you’re adding so much more competition for us?”
I’ve always said, there’s always going people that are going to do and there’s always people that are just going to listen and are not going to do so there’s always room for people to come into that market. To me, it’s all about being real with you and transparent with you and that’s what my thoughts are on this topic. There you have it, all right. Little rant, had to put it out there. It came from a question but know my answer is that Amazon is a great opportunity still to this day. I gotta say, I’m sitting here in my office, the sun is beaming though, I’m in a sweatshirt because I took a walk and it was a little cool out. I’m sweating right now
[00:29:26] Scott: My arms are… You guys know how I am. I am a little animated too. Like my arms are gone… I’m working up a sweat here. I’m probably burning calories as I’m sitting here. Actually I know I am. That’s a good thing. I’m exercising as I’m sitting down here recording this podcast episode. Guys, hopefully that’s helped you. I want to thank everyone that submitted questions. If I did not answer to your question yet, please be patient, I’m doing my best to work through those. Also if you have your own question, you want to get into the queue to be answered on an upcoming Ask Scott, head over to theamazingseller.com/ask and you can do that, record a voicemail and also record your name and where you’re tuning in from. Again guys, I’m going to say this, it doesn’t have to be just about selling on Amazon.
It can be on selling on another platform. It could be on how to build an email list better. It can be a challenge that you have about outreach, how to find maybe a YouTube influencer in your space. Whatever it is, throw these at me, I’ll do my best to answer them. If I can’t answer myself, I’ll find the answer and deliver it here on the podcast. Show notes can be found at theamazingseller.com/283. Again that’s theamazingeller.com/283. If you want to attend one of our live weekly workshops, head over to theamazingseller.com/workshop and you can register for an upcoming one there and it will either be for product research or for the five phases to launching a product on Amazon.
All right guys. That’s it. That’s going to wrap it up. Remember I’m here for you, I believe in you and I am rooting for you but you have to, you have to… Come on say it with me, say it loud, say it proud, you guys know what I’m going to say now, “Take action.” Have an awesome, amazing day and I’ll see you right back here on the next episode.
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