On this episode we discuss the seller’s code of conduct, expectations set going into Black Friday 2021, how to plan post Black Friday, and new tools or updates sellers should know about. On today’s episode of Lunch with Norm, eCommerce veteran Kevin King is back! Kevin has been involved in eCommerce since 1995 making him a seasoned veteran in marketing and eCommerce. He has been featured a number of times in magazines, newspapers, and TV shows.
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Episode: 224
Title: Norman Farrar Introduces Kevin King – Amazon expert
Subtitle: “Amazon Black Friday Tips LIVE With Kevin King”
Final Show Link: https://www.youtube.com/watch?v=yllUnYUTBl4
Back on Lunch with Norm…Ecomm expert Keving king is back! On today’s show we will be talking about the seller’s code of conduct, if the expectations going into Black Friday 2021 we’re met, and planning post Black Friday strategies. Starting in 1995 with Digital Marketing and eCommerce, Kevin is a seasoned eCommerce veteran that has been featured many times on Magazines, Newspapers, and TV shows over the years.
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Norman Farrar 0:01
Hey everyone, it’s Norman Farrar, aka the beard guy here and welcome to another lunch with Norm the Amazon FBA and Ecommerce podcast. Alright, you’re in for a Black Friday treat. We are going to be talking about a bunch of things as well as Amazon product research methods for 2022. My guest today, this is crazy, but it’s all true. He has mentored more than a half a billion US dollars per year for Amazon sellers. That’s crazy. And that’s on his freedom ticket, as well as his Helium 10 elite masterminds. He also runs one of the best, the best events that I’ve ever been to called the billion dollar seller Summit. And I highly recommend that anybody who is an advanced seller, go to the next event, which I believe is in February. Anyways, it is Mr. King, Kevin King is going to be joining us today. But before we get to that, just a quick word from our sponsor. I wanted to give a quick shout out and say thank you to global wired advisors for sponsoring this episode of lunch with Norm. Global wired advisors is a leading digital investment bank focused on optimizing the business sales process. For more information, please call Chris Shuffling and his team over at globalwiredadvisors.com. There we go. Alright, Kelsey, where are you?
Kelsey 1:40
Hello. Hello. Happy Friday, everyone. Happy Black Friday.
Norman Farrar 1:44
I see you’re dressed in an appropriate color.
Kelsey 1:48
Exactly. As everyone should be today.
Norman Farrar
Everyone should be right.
Kelsey
And we’re can’t wait to
Kelsey 2:00
just wait. But yes. Welcome, everyone. Welcome mark. And near and we have Manny from Germany to thanks for joining everyone. Yeah, we we convince Kevin to come on today, which is awesome. For Black Friday. This there were Terms
Norman Farrar 2:19
and Conditions. Yeah. And we did have to supply the green m&ms, you know, to his to his house?
Kelsey 2:26
Yes, yes, of course. But welcome, read and just grab it. So if you’re new to the show, we start off by smashing those like buttons, sharing this episode out to your friends and family that are interested in Amazon selling any commerce selling. It’s good to see everyone let us know where you’re watching from in the comment section. Also, I want to give a big, big thank you to everyone who voted for us at the seller poll. For those that haven’t heard we came number three. We came third. So yeah, we
Norman Farrar 3:00
were when you went like this three.
Kelsey 3:03
Yeah. That’s Kelsey count. But anyways, thank you, everyone. We really appreciated that. We got the message from Andy in the Facebook group. And yeah, that was great to hear. So thank you so much for the support everyone. Also, we have a fun little calendar coming out from the private label, Legion. It has all the Photoshops that you see if Tim and Norm put together into a calendar. We also have six brand new photos just for the calendar. No, we don’t know about. Yeah, you don’t even know. So go check that out. I’ll drop the link in it’s just on the private label Legion website. If you go to the shop, you’ll see it. So yeah, perfect for a little Christmas gift for your Amazon Seller friends. And yeah, enjoy the episode everyone.
Norman Farrar 3:48
Okay, so yeah, I can’t wait. We just did that calendar for sort of a fun thing. We were talking one day and all of a sudden Yeah, why don’t we take those pictures and put it into a calendar? But you know, it’s quite appropriate that we’re talking about calendars because we’re talking to the calendar king today, Mr. King, so why don’t we sit back relax, grab a cup of coffee. Enjoy the episode Mr. King, where are you? Hey,
Kevin King 4:15
hey, what’s this calendar business man?
Norman Farrar 4:19
Well, you know
Kevin King 4:22
review the trillions knocking down
Norman Farrar 4:25
yeah, you black hat. Yeah. You’ll get it get some of her friends to do that. So how you been? I’ve been busy man. I’m glad the terms and conditions that you coming on.
Kevin King 4:44
I blew it in. I rolled out of bed I guess to work for Thanksgiving dinner here in the States yesterday and so I was up doing dishes so morning cleaning everything up. Alright, now we’re gonna change redecorate the house for Christmas.
Norman Farrar 5:00
So just in case people don’t know who you are what you do, can you just give us a quick blurb?
Kevin King 5:06
Sure, I’ve been selling stuff online for over 30 years. On Amazon since the 19 2001. I actually have several different business Amazon businesses. So businesses off Amazon do can do training for, for beginners and advanced people run the billion dollar seller summits and partners and products Avants with St. Simons, and so right, but eight different eight different businesses, I think it is in the Amazon, or Amazon related or seven rams on related one.
Norman Farrar 5:40
And, you know, that’s an interesting question, because or statement because how do you run eight different businesses? And you know, some people are running one business and they’re having a really tough time, how do you handle the size of the businesses that you’re running as well?
Kevin King 5:59
Well, I have a, I mean, I partner smart. So some of them I’m still doing a lot of the work, you know, one of my calendar business, you know, I actually still actually in the guy putting some of the stuff in the boxes, sometimes I couldn’t believe that
Norman Farrar 6:13
when we got together last time, you actually do the packing of those
Kevin King 6:17
calendars, right, I’m like, I actually go and ship them in Amazon like monitoring the the levels of Amazon and I go and I have a big warehouse. Not big but like world’s big huge private storage kind of places down the edge of town because it’s a lot cheaper down there. And I go down like today I got to go down there and get about 20 boxes, and put the little labels on them and take them over to ups to keep the inventory so I still do do a lot that I like that you know, gets me out of the chair gets a change of pace keeps me in tune with everything so I mean if you’re teaching this stuff, a lot of people that are teaching this stuff aren’t doing it all they’re sitting back in a chair and just looking at reports or whatever. So I like to be I like to be the guy pushing the buttons sometimes and you know, it’s a good way I also do for my own private list I do the shipping so I have a garage down here I mean you’ve been to my place and yep, down the fourth floor we have a garage for cars but I have it set up as a shipping warehouse let’s get the big bubble bubble machine and you know computer set up down there I have to go down there’s no internet so I have to use my phone as a hotspot to connect to ShipStation and then I ship out the counters myself and my wife’s always always start individual customers and sometimes it’s 100 orders I do it like twice a week so I’ll go down there I spool but I’m so fast at it. I spent about three hours three four hours and I could ship out 150 orders 200 orders and I listen to podcasts so it’s kind of like my man cave you know my wife is always like just hire someone to do that it’s like no it’s a nice break I go down I listen to listen to like I know this guy podcast Oh up on all those I listened to serious sellers and and just mindless work you know and then other ones I partner with like with helium 10 with the freedom ticket and the helium 10 elite they I just show up and do my job they handle all the customer service all the marketing all all that kind of stuff. The products Yvonne synonymous Steve, Steve’s an expert at finding products and got a whole team in China so I just have to do my little part. And with my other Amazon businesses, it’s the same thing I partner with people that they handle certain things, and then I handle certain things. So each day is a lot of different hats. Right? Like you guys you have multiple revenue streams and they I think it’s someone said was it’s good who actually said some if you don’t most people that are multimillionaires have more have a or they are millionaires have multiple revenue streams. And so I don’t depend on just one thing. So if one thing goes down if one of my Amazon accounts gets something bad happens, I’m not you know, paddle without a creek up a creek without a paddle. I’m I’m fine. You know, I got other revenue streams coming in.
Norman Farrar 9:13
Okay, so I I’m just going to go down a different rabbit hole right now because I want to make sure I saw the post correctly. And I’m so jealous if this is the truth, and I’m sure it is. Did I read properly that V’s birthday was last week and you decided to fly to Lima, Peru to have a bite at a restaurant and flew back?
Kevin King 9:38
Yeah, it’s my it was my wife’s birthday last last Friday. We could go today. She loves Peruvian food. It’s her favorite food. And you can’t get a you get proven through in the US it’s just not the same as you know, when you eat in the country. It’s just like Texas barbecue. You know, you go to New York and says Texas barbecue leg Texas barbecue. Yeah. It’s so it’s so yeah, I said, Hey, you want to fly down to Peru to eat? She’s like, Yeah, sure you don’t have to ask me twice. So we booked a flight where were their 30s On the ground 36 hours. Friday. Yeah, Lima actually, a lot of people don’t realize this. Lima is actually a foodie capital. We’re both foodies. We like to eat top tier restaurants and eat nice foods. And Lima has five of the top 100 restaurants in the world. So it’s not just some third world country, you know, or you’re just going eating some street food. It’s, they have some really, highly recognized restaurants like in the US, the French Laundry is one of the top restaurants. There’s several in New York and Chicago and a few other places. But the number seven restaurant in the world is actually in Lima. So we had lunch there last Saturday, for almost a four hour lunch. Just basically just sit down and say, it’s called the Nikkei experience and you just sit down and they just serve you. You don’t you don’t have to wait in order for menus just I don’t eat a lot of fish. But I eat a lot of fish. And it was freakin good. I mean, it was just one thing after another, they had a little thing that looked like an egg that had sausage and some other stuff inside of just take one bite is like your eyes roll back in your head. It’s just amazing.
Norman Farrar 11:17
You know, I had something similar because last week, I went out and I had the McDonald’s experience. It was awesome. Yeah. But the reason I said that it wasn’t just to talk about Lima, Peru, which was really cool. But it’s about the customer experience. And we talk about that a lot. You just had an experience, you talk about going out and enjoying these experiences, right. And that’s the same with an Amazon seller, or sorry, Amazon buyer, if you can, you know, show that customer experience, especially if you’re trying to build a brand, they’re going to keep coming back for more. So especially if you have a recurring product like it might be, I don’t know, it could be a food product, it could be soap, shampoo, stuff like that. But if you can present that higher end or that quality customer experience, not only can you get them coming back, referring friends, but you usually can charge a bit more to as long as the listing that’s
Kevin King 12:19
a good point. I mean, it doesn’t have to be an experience, it can be taken care of the customer. I mean, in my in my calendar business that business actually started out as selling trading cards like baseball cards, back 19 many 394 I guess that’s where that started. It evolved into a counter business but our product as you know, some people may not know it features pretty women. So we had basic back in the mid 90s as a big fat just like Pokemon or anything else with baseball cards with pretty girls on bikini girls and you know, swimsuit models and whatever I mean, I think Playboy did it the strip clubs did it everybody was getting into it. So that’s where it started. And what we would do is there was a magazine that my company kept getting the specialized and collectibles and we kept getting voted the number one company and what we did is when customers bought from us they bought by by mail back then there wasn’t a whole lot of internet there’s a little bit of internet but 95 I think we started taking orders on online, but we would actually on our customer list we would get their birthday you know because you’re buying supposedly adult stuff or whatever so you got to be 18 so they’d have to sign something says they’re 18 and we get their birthday and on there what we would do is every year we would either collect a collector so we got into the mind of the customer what did these guys mostly guys What did these guys like and they like to collect things they’d like to have something unique one of a kind you know that they’re after that after that Chase. And so we created a birthday card where we’d have a girl you know with some candles and sexy or whatever. And we would number them one of a forget the numbers one of 2002 of 2003 3000 special edition and on we would time it so that on usually a day or two before their birthday this was show up in the mail and it would just thrill the heck out of them we did the same thing at Christmas they got a Christmas special Christmas card I was mounted on a special little case and you know that cost us I don’t know 1020 bucks a customer probably to do that but it endure those people to us and they just some of those people still ordering today from us. I mean we’ll do the cards anymore. We do calendars now. But they’re still ordering from us. And it’s kind of sad I recognize a lot of these names you know we still get people sitting in checks and money orders through the mail. And you see that you see the name of there’s there’s Johnny Smith from Wisconsin Yep, he’s got that that’s gonna be a $200 order every year. There’s Alex Jones or whatever his name is from Seattle. And then some years you they don’t come and you and you get the mail because we also send out a flyer we sent out a something that looks like like this a little postcard in the mail. Sometimes we get these back and it says deceased. Oh, from the post office, it’s Returned to sender deceased. And it’s scary when you recognize the name like this is a guy who’s been buying from us for 25 years. Poor guy, you know, he finally finally met his maker. And but that’s how you can take a company. That’s how this company is still doing that company stills as well. We have a very loyal base of customers, because we get into their mind, what do they want? And what can we give them as an experience that’s different that sets us apart that they appreciate.
Norman Farrar 15:34
Oh, that’s, that’s great. Now, before we get into the next question, I just wanted to let everybody know that we do have a special giveaway today, actually, because he doesn’t know about the second one yet. But the giveaway today is, since it’s Black Friday, it’s not one month, but it’s two months free of the Centurion League, which is a $400 value. And then we’re gonna have a second one. We never discussed this, Kelsey. But again, it’s a Black Friday podcast. So let’s give away one of the calendars, the new calendars as soon as they come in, we’ll send it I don’t know when it’ll go go out the door. But we’ll also give a coffee mug and a lunch with norm T shirt. So that’s not that’s one full package for the merch. And then there’s one full package for the Centurion. So we’re two prizes today. One is lunch, hashtag lunch with Norm and tag two people, you’ll get an extra ballot. And then the other one is I don’t know. Hashtag. Kevin King, there we go. And then that one will be all the merch. Alright. And the reason I said hashtag Kevin King is I’m limited with my brain capacity today. It’s an easy one to say, Kevin, let’s talk about what’s going on right now. With this, this whole kerfuffle that’s a good word. This kerfuffle with the seller conduct, like there’s all sorts of buzz going on, you know, in all these chat rooms, about the sky is falling. You want to give some clarity on that?
Kevin King 17:11
Yeah, I don’t think the sky is falling, Amazon’s just trying to close some loopholes. And you know, as most of us know, this whole rebate thing that’s been going on for a few years is riding on the edge. I mean, as it’s, yeah, technically rebates have been around for 3300 years, or whatever the number is, and other people do it. But we all know, wink wink, you know, what the purpose of this. And so I think that’s it and most of these rebate in search, find, buy and search for and buys the same as rebate, basically, call whatever you want. But the most of them have been pretty good at making sure there’s not reviews left. And you know, that it’s been the big thing that Amazon has been against is don’t don’t give something away, or give them the money back and then have them review it. So most of the companies that are out there that have been doing that, and the services have tried to No, I’m not saying all that most of them have tried to make sure that doesn’t happen and try to buy, you know, skate by that edge. But Amazon, it’s become pretty clear to Amazon, I think, you know, they probably did some deep investigations on some of the companies that are a little bit more public about it. And they decided, hey, look, you know, this is pure manipulation, it’s pretty clear to us. And so they come out and change the terms of serve. First, it showed up in one of the seller forums on Amazon. Yeah. And now it’s become more official, I think that was a shot across the bow when they posted in the seller forums, just to get some feedback, see if they need to tighten up any of the words or clarify anything before they made it more official. That’s what I believe. And so now it’s been made more official, and there’s, it’s very specific, and what it says in there and what you can and can’t do, and it names some, some stuff that some of it’s not great. You know, Amazon usually a lot of times has things gray and so you can kind of read into it, but this is like, No, you cannot do this, this and this, for example, this this and this is i gonna eliminate it now it’s still gonna happen. It’s still gonna be good, you just gonna have to be careful. And Amazon know someone. I think it was EECOM crew podcast, I was listening to the other day, about a week ago. And they were talking about something where they said that most people don’t realize this, but you can actually write to Amazon and ask them to give you a document. It’s like a PDF documents, I think of your entire search history on Amazon. And it’s like goes back since you ever signed up for an Amazon as a buyer. So they did a test and it went back. One of the guys 10 years or something like that. So he got this multi page document showing every single search he’s ever done on Amazon, the exact source of that search. The exact everything is like this came from Facebook, came from this post on Facebook. It came from the it was it was like insane detail. He said, so they know it’s just a matter of people in horsepower. They know what’s going on. You know, we’re not pulling the wool over anybody’s eyes, you know, sometimes I may choose to look the other way. But with all the FTC stuff that’s coming down, and all the threats of breaking them up, they’re, they’re having to at least put on a good face and make some changes. And, and they do want you to, to, they would rather you spend money on advertising to get positioning then to do all these other game and ship.
Norman Farrar 20:24
And they’re rewarding you right now for that too.
Kevin King 20:27
Yeah, I think the next, the next thing I see is some change to the eight nine algorithm where, you know, they’re saying don’t do these, but they’re probably gonna, there’s probably going to be some additional changes that occur that make it even harder to rank organically doing the stuff we did in the past, I think that’s coming. And so these changes that they’re they’re making, I think you have to make a because at the end of the world, now, there’s still lots of ways to actually sell your product on Amazon. I mean, as you know, on my calendar business, I don’t do any advertising, I don’t do the only launch that I do is I go out on my customer list, and I get about 20 of them to actually go buy the product. And that’s mostly because these are old, loyal customers that I know will buy off all we have for calendars this year on Amazon, they’ll buy all four. So that gets them in the frequently bought together all together. So I get all that cross traffic and cross promotion. And these guys also buy other calendars at the same time usually, so they will go and buy, you know, I don’t know, Sports Illustrated Swimsuit calendar or something like that. So that gets me in the customers who viewed this also viewed that that’s the only thing I do. And and today, you know, we’ll probably I don’t know what we’ll hit today, but we might hit six to 10 grand in sales on those calendars. Just today. What’s going right now I was looking a little bit earlier. And so that’s the it’s still possible to sell. And on highly competitive niches, it’s gonna be a little bit harder, but I think I haven’t tested this. I used to do this actually five years ago, and Bradley at Helium 10. I were talking I think he did a little test on this. But I’m like, Why can’t you could go in and just lower your price. You know, if you if you have a $20 products that you’re about to launch, instead of doing a coupon or one of those clippable, you know, either a promotional coupon or the little clickable coupons. Why don’t you just do the $20 per strike through and put 99 cents, and sell it for 99 cents and people I think as a straight nine cents, not with a coupon, don’t make them go through hoops, it’s just straight nine cents. And yeah, you’re gonna lose money on every one of those your fulfillment costs my big three or four bucks, your cost of goods might be three or four bucks, you might be going a whole $10 on on every single one of those sales. But I think you can gain some I used to do this and it worked. But I’m not. Like I said I have not tested since this change came in place I haven’t launched I think I’m about to in January. But and then generate those sales, that’ll be organic sales, someone that’s doing it doing a search, run ads on it, you have to run ads to get the visibility up to top, your top top of search placement. And you’re going to spend 10 to 15 bucks, negative losing 10 or 15 bucks, every single sale, but you’re doing it anyway, if you’re doing a using one of these services and paying a search find buy, you’re gonna pay way more than that, in some cases, way more than that. So you’re that you’re losing that money anyway to do it. So this is natural, it’s real, and then slowly raise your price up. And people are like, well, if I do that I can I can lose the buy box, I lose price, you know, but no, go set your pricing bands on Seller Central, you can go in the back end. And there’s a little preferences box and you click that and like different columns show up in Seller Central and your Manage FBA Inventory page. And then you can set your minimum and maximum price. As long as you stay within those bands, you won’t lose the buy box. And that’s
Norman Farrar 23:50
really important. So let’s go back to that. Because I get a lot of questions about Oh, I lost the buy box. All of a sudden, you know, I tried to bump it up to dollars, it didn’t work. So let’s let’s what what you just said there was to go back to your Inventory page. Yeah, you go or sorry, go into inventory, go down, select your product and set your minmax
Kevin King 24:12
Yeah, I can tell you, I’ll tell you the exact people can do it on my site as well. You go to seller central.amazon.com. You go in the second from the left tab, manage inventory to Tom top option. And then up in the top right corner. There’s something called preferences and it’ll say it’ll say something like mine right now says Tim columns are hidden. And I click on that preferences a little badge and then it gives you a column display with some boxes that are checked or unchecked, right. And some of those are your minimum one’s called your minimum price and once called your maximum price, make sure those are checked. And then once those are checks, then then it’ll you go back to the grid. You go back to manage inventory in the grid where it shows you available and inbound and estimate fees per unit, your price and all that. And you’ll have two, two more boxes there it says your minimum price and your maximum price, fill those in. So if your price is 20 bucks or 9095, I would put, you know, my minimum is $1, or whatever it is, and my maximum is 40, or something I put up at a big range. And then as you adjust your prices, as long as it’s in that range, you’re usually going to be okay. And now the only time you will lose the buy box is if you’re selling on your, you raise the price too much and Amazon’s doing doing their searches on Walmart, or they’re doing their search or somewhere else and they see that it’s cheaper over there, then you could still lose the buy box. If they’re cron jobs, they’re you know, they’re spiders catch it. But on Amazon itself, I’ve never lost the buy box, and I’ve set these. If I don’t disagree, I don’t let them lose the Buy Box sometimes because I think they must use some pricing bands. So they like they know like most items in this category are in this price. And, and I’ve never tested this to put my maximum price $1,000 When it’s a $20 item and see if it, you haven’t got that extreme, there may be some sort of failsafe in there that just make sure you don’t make a typo. But make sure you set that and then you can slowly raise your price up. So if you launch a product with no reviews, and you do a heavy topic placement, PPC, which it’s all within Amazon ecosystems, what they want you to do, they want you to spend money. And hopefully people will click on your listing, if you get a good listing, even if you don’t have reviews, if you’re nine, when everybody else is 20 bucks, most people are going to take a chance, like what’s two bucks, and then get your momentum going, you should have a high conversion rate on your ads, which is going to help you lower your bids and get your ads going. And then slowly raise your price up over some period of time. And you should be fine. So there’s there’s still ways that’s why I mean, the sky is not falling, there’s still other ways to do it. And, and be successful. Okay, and I traffic, you know, influence your traffic that Amazon’s read, like you said, they’re rewarding that now. And so that that can be another good way to do it. But you know, that’s hard for a lot of people that come on, they get podcasts that come on and speak and different things and they say oh yeah, influencer marketing is great works. But it there is a science to it, that it’s just not, you know, it fails for most people, honestly, most people fail at it.
Norman Farrar 27:22
Because they’re not doing it. Right. Exactly. They’re not doing it right. Or they’re
Kevin King 27:26
not working correctly. Or if you do it right, it can, it can be very, very powerful.
Norman Farrar 27:33
But it takes time to does.
Kevin King 27:35
It takes time. Yeah, it takes time. And you know, you got to cultivate relationships, you got to cultivate people. But it can, it can be very effective.
Norman Farrar 27:45
Just before we came on today, my other son, Hayden, he’s the producer for the people. You won’t understand that, but some of these people will. Anyway, we were talking about launching just organically, without doing rebates without doing anything that could you know, cause any reason for Amazon to suppress suspend or stop you from selling on Amazon whatsoever. And if you just take a look at it, just typical marketing, go in, have a good listing, or do your competition, research rate competitive analysis, go in and put in that proper listing with the images. With the pricing Pricing is a lot to do with it like price optimization, lower your price to get started or have a digital coupon and take a few points off. There’s then you get into brand analytics and all that whole suite of products that Amazon allows you to have. And then outside of Amazon, you’ve got well with the attribution program and with this brand, the referral program that they have right now, you can save a little bit of money, you can grow your brand, like and grow. And this the this takes time to but your posts and your live will get you start on your brand community, which you can email through customer experience. There’s so many things you can do gift guide, social media, a good website. Now you don’t have to do this all at once. And I don’t want people that are new freaking out when I I’m talking about this. You can start and I don’t know if you agree with this Kevin or not. But you know some people when when you start, you might want to just start very, like more of a soft start where you make all your mistakes, you learn. And then you can improve either on the listing or come in with a new product where you can bring in a bit more of what we’re talking about today. What do you think about that?
Kevin King 29:45
Yeah, I think you should start with certain things. Don’t try to do everything at once right now. Start with the lowest lying fruit easiest thing and work up from there. And a lot of times that’s going to be not to pick keywords, you know, people do their research and I’ll look at this keywords 30,000 searches and this one’s 10 times I want to target that. Now you should be targeting ones that have 100 or 200. And that said that using the tools, like you said, that brand analytics and helium 10 tools and stuff that show you how many people have that keyword in their title, and you go make sure you put your keyword, it’s only got 100 searches in your title, we’re only one other person has in their title, you’re almost almost guaranteed to be on page one, without any reviews or without a launch. And yeah, you’re not going to make very many sales off of that. But if you’re pricing it 99 cents versus 9095, you actually, the conversion rates on this term that has 100 searches a month, are typically especially if it’s a longtail keyword, three or more words in the search term, that that’s going to usually have a much higher conversion rate. So probably those 100 people, maybe 5060 of them are buying versus the keyword of the that’s 50% of the people that are searching for that or by actually buying something off of that search result, versus a much more popular keyword that has 30,000 searches, it’s conversion, maybe two or 3%. Right. It’s more sales in the long run, but But it’s much, much more competitive, and much more difficult. So start small and build up, I think a lot of people are used to the old days of the Amazon blast and, and Viral Launch and all that stuff where you could go to page one and you know, within days of launching your product on Amazon and start off and just start crushing it right away. And those days are pretty much over for the most part you got to work it’s got to ramp up it’s, it’s got to be a three to six month process to ramp this ramp it up. Unless you have a strong customer list a strong following a strong brand already, then you can use that internal list and your internal stuff to really kick something off really fast. But if you don’t have that, if you’re brand new as your first product, it’s just don’t, you’re gonna have to have some patience. It’s a real business. It’s not a get rich, quick thing. And that’s a mentality that a lot of people have is that they’re so ready to quit their job or support their family or do something and they’re like, I need this to work. Now I got to pay rent next month. And that’s the wrong way to enter this Amazon business it needs to be keep working, doing what you’re doing doing. This should be a side hustle. Unless you come into it with a lot of money. You know, if you got tons of money and you got a bunch of money saved up, you got you can pay, pay all your family bills and pay everything that you need for six months to a year. And you come into it with 50 or 100 grand and you get to have a different strategy. But for the most most people, they’re taking 510 1520 grand from their life savings and trying to make this work and you can do that. But it’s going to be slower. So don’t don’t quit your job. Don’t go do this on the side until it reaches that point where you can you can you can quit.
Norman Farrar 32:44
Right. So before we get into anything else, remember hashtag we’ll have Kelsey tag two people, you get two months of Centurion League, and our special today as well. Hashtag Kevin King, and you’ll get a bunch of bling. Kelsey, can we have a word from our sponsor please? Thank you solarize for sponsoring this episode of lunch with Norm solarize is your comprehensive solution for your everyday business needs. Everything you need to grow and scale your Amazon business is just one click away. For more information contact demon his team over at cellar eyes calm and remember seller eyes is with one our There we go. Now, let’s talk a little bit about black Friday’s happening right now. Nothing you can do about it. What about post Black Friday? Do you do anything? Or do you have any advice for people after Black Friday is done.
Kevin King 33:44
I mean, you got Cyber Monday coming up on Monday, which is typically a pretty big deal day two, but I look at it. And Black Friday. For me a lot of people do a lot of special stuff. And I’ve done that I have in the past for I want to say like to my calendar, buyers that are off Amazon, I used to run sales, and I was on Black Friday save 20% or whatever. And I did the math on it. And it’s not worth it actually. I actually don’t do any sales to those people in that right now at all I might send a reminder email, but even this year, I didn’t send anything out. Because I’m getting so much spam. And my everybody’s going to Black Friday sale right now. I’m like there’s so much clutter. Yep, I’m not even gonna worry about I’ll send something out next Wednesday. And when they’re when nobody else is sending out their Black Friday, Bs. I’ll send something out next Wednesday or something and say, hey, don’t forget to stock up on your calendars or whatever. But I did the math on it. And if I just take something simple, let’s say so you have 100 customers that are going to buy something if I run a Black Friday sale and say I’m gonna give it see my average order is $60. I got 100 people by 6000 $6,000 Potentially, and I give them say 15% off. So what’s that That’s nine bucks, let’s call it 50. So they end up spending 50 bucks. So those 1000 100 people spend 50 bucks, that’s $5,000 in net sales. But versus if I, if I say that because of the sale, I got 10% of the people, and I don’t believe it’s more than that 10% of the people that bought would buy that would not have otherwise bought. So 10% of people, you know, because I gave them an incentive or they’re on a tight budget, they bought because of the sale, the Black Friday sale that would not have otherwise buy from it. But if the all the rest of them, the other 90 would have bought anyway. 100 and it was spent 60 bucks, I make $5,400 in gross revenue versus 5000 gross revenue. So why do Black Friday stuff is pointless. And I had the same philosophy on Amazon, I’m not going to run any kind of discounts on Amazon for Black Friday. The only advantage I can see is you know, some people like to put graphics or change their listing Black Friday, today 10% off on Amazon, I think you’re cannibalizing yourself in some ways. The only time you’re not is if it’s highly competitive, and someone’s going to pick you because your price is lower over somebody else. And that would be the only case but even then, I’m not sure the work, it’s worth it to create the graphics to change your listing depends on you know, if you’re going to sell if you normally sell 100 units a day. And solely because not because of the increase in traffic, the US sell 50% more. But let’s say you sell 50% More another 50 units, because you’re offering a discount only is it maybe that’s worth it to spend the money to do all the graphics and the change everything and the risk having your listing every time you make a change go through some sort of auditing again from Amazon with the flag for something. But if you’re going to do that, and you’re selling 10 units a day and because you did a Black Friday discount he puts up in your first bullet point a little graphic now today you sell 12 It’s not worth it. In my opinion. So I I’m I believe that every every day from here until December 22 23rd is a Black Friday. Not today, the sales typically will be a little bit higher just because a lot of people are at home. A lot of people mentality in the US to go do my shopping. But I every day from here till the 23rd It’s a Black Friday, and then from the 26th of December until about January 10 are also black Friday’s sales are way up. I mean, I’m looking at mine today on one of my accounts, when we see what’s it up today. So when I saw someone post, how’s it? Yeah, I’m already see it with time. So the day is 10. It’s we’re 10 hours into the Amazon day right now. California time and I’m on Yeah, I’m up, I’ll be probably double or triple today, a normal day. But from here on out, I’ll be at least 150% to 200% over what it was leading up to this. So that’s my philosophy on it is you got to do the math. And, you know, in the past, I would raise my prices, you know, sometimes I would, I had a makeup mirror that was 1995, usually in this time of year at RISD is 2495 and that did a $5 coupon. So I’m back at the same thing. It’s it’s, it’s a lot of black Friday’s a lot of marketing and a lot of psychology too. But I it’s, I don’t think it’s a, just do the math on it and see if it makes sense for you.
Norman Farrar 38:19
You know, it’s really interesting hearing what you’re saying. Because, you know, Tim, Tim and I, Tim Jordan, we’ve talked about this and exactly what you said, Put your price up, you know, and then take that digital coupon or something that makes it look like there’s a special, again, it just comes down. If you’re, if you go one extreme to the other. It’s got to be believable. So if you’re taking a $20 price and raising it up, you know, to 45 and then taking a $5 coupon, and people are smart, they’re not going to fall for it. But if you do it and and also going back to like just thinking about PPC, a lot of people just just blow any profit whatsoever, because they’re out there just throwing everything against PPC. And then one of the things that we do here is we’ll only start really going after PPC sales. We won’t do anything right now. And we won’t we’ll start to start to build it up later on today. And then we’ll start to get back to normal bidding only in the evening. So if people’s inventory have run out then at least we’ll have a chance to grab it. So that’s something a little bit different than what Amazon tells you what to do, which is you know, bid high and give us all your money.
Kevin King 39:44
Yeah, yeah, it’s everybody’s gonna have their own different approach and I, I think it just takes Amazon takes it takes care of itself in most cases and like the raising price thing was marketing, selling and marketing itself. Psychology and so if you’re 1995, and you raise it five bucks to 2495, and you put a $5 coupon on it, well, that’s clickable coupons. It basically puts you back in 1995. You know, some of the people aren’t going to actually click the coupon Right? Or make sure that your your listing justifies that price. But what a lot of people if your competition is all in 1995, they, when they look at that, they’re gonna look at that. Okay, North product is 9095 Kevin’s product is 2495. But Kevin’s got to find a coupon. So they’re basically the same price. Kevin’s product must be better because it sells for more. Right, so 4495. So if I can get the better products at the same price as normal, I’ll just go ahead and get Kevin’s. So that’s the logic behind that. But you got to make sure the listing and everything else supports that. That the quality of your photos and everything and your reviews and all
Norman Farrar 40:49
that. So before we get into the listener questions, you got any holiday nuggets for us?
Kevin King 40:58
Any holiday nuggets?
Norman Farrar 41:00
Yeah, anything new. Anything exciting. Any updates? I’ll put you on the spot.
Kevin King 41:07
Yeah, I I don’t I don’t have any. No, I don’t I don’t have anything I’ve taught my head.
Norman Farrar 41:13
Okay, well, maybe you’ll think is something by the end of the podcast? Yeah. Sorry. I just thought I’d throw it against the wall. Okay, Kelsey, why don’t we go and take a few questions.
Kelsey 41:26
All right, so the first question for Manny, I just want to preface this. We are getting lots of questions right now. So I don’t think we’ll be able to get to all of them. It’ll be a two and a half hour podcast if we do that. So if you do have questions, we do have our Facebook group, you can throw the questions over there. And we’ve got a great group of the community is great over there. And someone will get you that answer whether it’s knowing or another expert in the group. So this one is from Manny, can I maintain the organic rank for best seller, if it’s a variation runs out of stock, and another variation performs nearly as good as the best seller like a placeholder.
Kevin King 42:08
Each individual variation is gonna have its own ranking own own. For bestseller, yeah, it’s gonna have it. As soon as that bestseller runs out of stock, you’re going to start losing rank on it. Even though if you have a variation, the variation can help maintain the listing help people still find things but yeah, I think yeah, the other variation is not going to be a placeholder for the one around stock. It’ll be a placeholder for your general listing. And keep coming keep helping people find your listing and hopefully you have other variations that they’re buying but it’s not going to preserve the one on one out of stock if that’s what you’re asking.
Kevin King 42:55
I get that covered it Yeah.
Kelsey 43:00
All right. This one is from Nathan, what measures does Kevin do to protect his IP when dealing with Chinese suppliers
Unknown Speaker 43:08
depends some some companies I do nothing nothing some I actually haven’t signed it in an agreement. And if it’s looks like it’s gonna be very successful, like more than my Apple Watch charging dogs actually had a higher Chinese lawyer to actually do everything in China. The only true way you can protect yourself is to actually do it in China you have to you have to it has to be in Chinese has to be filed in the local district a kinda like the state of province or whatever, it has to have certain seals and stuff on it. That’s the only way to really truly have a leg to stand on if something goes awry. And I’ve had problems with with suppliers stealing my photos I don’t let the suppliers do anything like packaging I never send them like here’s my photos please help me with my packaging. I send them the final product but I’ve had them like take pictures off of my box artwork and like put that on Alibaba use showing my product to help sell you know their line and stuff. And when that’s happened, I sent them a cease and desist. And if they didn’t pull it down immediately, I’ll never do business with them again. But I I don’t I don’t I’m not buttoned up like the company like Apple or somebody would be but that’s but I do some basic stuff. And some cases I don’t do anything. Right.
Kelsey 44:33
Okay. This one is from read any recommendation for freight forwarders which you use for your Amazon business?
Kevin King 44:42
Yeah, I can’t give out recommendation. I mean, mine is a kind of like a I need a cargo would be the one that I would probably recommend. You know, they’re not the cheapest but I’ve had good experience with them. Some people you know, occasionally something goes awry and they blame your cargo but a lot of times it’s not unit cargos fault. something else in the system, you would have that same problem with anybody else. But unit cargo would be the one that I use the most. And I would recommend I use a couple others, but they’re in partnership with another company. So I can’t share those. But unit cargo, you, you and I car gio.com.
Norman Farrar 45:17
Kelsey, throw that up there after the next question.
Kelsey 45:23
Link is going up. All right, from Olga, What strategy do you recommend for creating my first products title based on search volume, and what number low competitors are low density score.
Kevin King 45:38
Based on low this is a score six or less without that keyword on that low density score. So that means that if your keyword is a vanilla icing, not a bad one, that’s what’s better Sure. Your keyword is a Christmas tree topper. So if that’s your keyword Christmas tree topper, you’re going to want to do a search and see how many people have the word on page one on Amazon, which is typically like if you use a tool like X rays, typically about 60 results or So how many of those 60 people that show up in that first page of X ray have the word Christmas tree topper in exact phrase older in their title. And if it’s less than six, that could be a good word keyword to target for your initial launch. If it’s greater than six, it’s going to be more competitive. That’s mean you shouldn’t do it necessarily just means it’s going to be more competitive. So I would I would look for, for keywords that that convert that look like they they’re they’re making some sales and that are six or less people have them in the title. That’s what what I shoot for and then I work myself up so it’s not based on keyword search volume. That’s an important number you didn’t know that for long term you didn’t know that search term volume, you know how many keywords are related to this product. What uh, what the main Rowlett for roots as well. So that keyword as you put in there, if you want to get the root in there, so Christmas tree topper is, is the root there’s also Christmas tree topper Angel Christmas tree topper Santa Claus, Christmas tree topper led artificial tree Christmas tree topper or whatever there’s there’s that and so the root is that main three words Christmas tree topper. And the more you can use brain analytics to filter this to the more, it’s what I do. It’s the more work more times that that exact phrase and exact order, not just the keywords, but exact order appears in different keywords and brand analytics, the better that root keyword is. And so those are keywords I’ll be focusing in put into my title. And if you can find some of those that convert that have less than six people using that in their title. You can often get to page one really fast. Okay.
Kelsey 47:58
Okay. This one is from Yejin. Some of my listing has price that says see pricing. Curt does that mean I lost the buy box?
Kevin King 48:08
Doesn’t necessarily mean you lost the buy box. But that probably sounds like you’re doing, you’re selling somebody else’s product. Maybe it sounds like you’re doing wholesale or arbitrage or something. It should not say that if if your private label shouldn’t say that. That’s usually related to map pricing, minimum advertised price. So if you’re selling someone else’s product, and they have a Minimum Advertised Price and your price is not that price, it’s lower, then that’s usually when that all appear.
Kelsey 48:37
Okay, let me see from Jessica Rabbit. Do you think the US federal consumer protection laws threatening Amazon’s operation has influenced its sudden enforcement?
Kevin King 48:49
I think it does play a role. Yeah, there. I think there’s I think it does play a role. I think there has been it has been influenced Amazon. That’s why Brian analytics came out Amazon few years ago is getting accused of having all this data and proprietary and not sharing it. So they did run on Linux. Now they have the new one the product opportunity explore, so that they’re slowly sharing more of this information. And I think some a lot of that is to say, look, hey, we’re good guys. You know, we’ve given them data. I think it it does have something to do with
Norman Farrar 49:20
Kevin King 49:24
I played with it a little bit. It’s pretty incomplete to me. So I backed off using it right now until they kind of flush it out. It’s in beta. So I think they’re just It’s doesn’t go real deep. And I’m not finding it to be super accurate on a few things. And I like some of the aspects where you can see the the conversion share from more than just the top three. You can see Amazon’s telling you exact search volume, though, those are cool, but Helium 10 is pretty close to that as it is anyway and then they have the sales per keyword but they’re not telling you exactly it’s more ranges between 10,020 1000. That’s nice. But there’s other ways to get that information more precise.
Norman Farrar 50:09
Okay. Yeah. John, I just noticed said, No, I’m the brand owner.
Kevin King 50:15
So you’re the brand owner? Did you have a met? Maybe you have a map price average and your listing? Did you set a minimum out? When you set up your listing and Seller Central? Did you set up a Minimum Advertised Price? And one of the fields, it’s usually in the Advanced tab, if you set a price in there, and then you’re selling for less than that, that could be that could be causing it.
Kelsey 50:38
Alright, so just let us know. Yeah. This is from Tony, I think we’re actually this is one of the last questions. So we went through those quick. From Tony, do I risk getting suppressed, if I have been removing my brand name in the front, hard to save sales have increased enough to be worth the risk?
Kevin King 50:56
Yeah, Amazon, the rule of Amazon says it should be brand name first, and then product name, and then title. I, if you can get away without using putting the brand name in the far left side of your title, I would do it. I don’t know that. If you get suppressed on it, if something happens, and just change it and you should within 15 minutes, it should be back. It’s a slap on the hand. It’s not like you’re gonna lose your counselor. If you’re using any kind of signal program. Like no one’s talked about something that he likes, or any 10 or whatever, they’ll tell you, you know, I know one of the sponsors, if solarize, they have a tool that does that, too, that will notify you almost instantly when something changes on your listing. And so if you’re not putting it there, and something and Amazon does decide to suppress it, for some reason, just put it back and you should be back up in business really fast, but I recommend leaving it out a little space.
Kelsey 52:01
Alright, and I think this is the last question from read. Do you think the cost of selling on Amazon will increase next year for storage and commissions? Yes.
Norman Farrar 52:12
I’ve already announced that.
Kevin King 52:13
Yeah, they have I don’t know about Commission’s. But storage and filament fees is usually where they storage and fulfillment fee is usually where they they increase the Commission’s have pretty much stayed pretty consistent. Over Over the last several years, it’s usually from element fees, storage, some of the other add on fees, you know, labeling fees, and that kind of stuff that they modify.
Norman Farrar 52:39
Yeah, 20 to 30 cents. That’s a nice little bump. Yeah. Okay, so I think that was the last question. Just before we, we go over to the wheel. Are there any things that you can think of Kevin, any mistakes that people are making right now? That, you know, they might not know that they’re making any mistakes? Yeah, something like, maybe
Kevin King 53:07
their numbers they don’t know. Okay. They don’t know. They know their fulfillment cost. And they don’t know, they know, their Amazon commission, they know maybe you know what their factory charge them, but they don’t know, they don’t really factor in all the little, all the little nickels and dimes that get added up by m&a flew by Amazon. If you ever take a look at one of your reports that comes out every two weeks, or every time you take a withdrawal on Amazon really look at that there’s a lot of extra fees in there for you know, box cutting fees and box A when you ship your stuff in and if they something was not counted, right? There’s fees, there’s all kinds of little things that nickel and dime you and so I think that’s a big one that a lot of people miss that can add up to some some real money, money, especially if you’re working on pretty tight margins. That’s a major area I think a lot of people aren’t really dialed in on
Norman Farrar 54:01
and there’s so many little costs ranging from, you know, their freight costs, packaging costs, insert costs, it could be fulfillment costs. I mean, there’s tons of little things that you have to take into consideration. But and you know what, you might miss a few. So have a spreadsheet have the the cost there and then when you think of it, you can always add it I’d rather add it later and then know what on the next time I order something just to make sure that it’s there. But if you don’t know these numbers, you could be losing. I told you about that huge account that we were looking after eight figure account that was actually losing money, but they were selling eight figures. They were happy about that until they found out while they were losing
Kevin King 54:50
and check it make sure Amazon actually I mean, measured in wage and products right to a lot of time guys when the first time you put it in Seller Central you’ll enter Product weighs, you know, 10 ounces. And it’s these measurements. Amazon doesn’t really go by that they might display that on your listing. But actually in Seller Central, whenever they first receive a product, they actually measure it. And a lot of times they screw it up, I have a product right now that I have calendars, for example. And I can tell you just look here and shipment. Make sure I tell you the exact numbers. It’s crazy what they did. On these are all calendars they’re all way the exact same as four different titles. So there’s four different graphics, but they all weigh the same, the exact same size, exact same number per box, but online for the FBA fee, it’s not the 15% Commission, just the Amazon FBA fee. One of them is $2.84, which is a little bit low. One of them is $3.64, which is what it should be. Another one is $6.58. And another one is $8.08. That’s a huge, they’re all in the exact same size the exact same way for different skews. Wow, there’s no difference, zero difference, no, not even a millimeter. And, and that’s how bad it is. So right now, I’m going to be getting on one of these probably have Amazon corrected, you only have 90 days, I believe it is to have them correct this. So they want to go back in time, 90 days. So if it’s been going on for a year, you’re, they’re not going to refund you for, you know, nine months of the year, only the last 90 days. So as long as you catch it, you can have them rewire it and they’ll use these, like there’s a term for these little red laser lights or something they do and reclassified and they’ll refund you the money. But on this one that’s $8.08, when should be 364. That’s almost a $5 Crazy, per unit difference in this, this, this particular unit calendar will sell probably 10,000 units in the next three or four weeks. Okay, so that’s 50k right there. So that make sure you’re paying attention to that don’t just take them at their word that can add up to a lot of real money too.
Norman Farrar 57:06
That’s some great advice. Kelsey, did any other questions come in? And then we’ll go to the wheel?
Kelsey 57:15
Yeah, yes. Let me see from Olga. So if density equals one, but competitors are greater, and less than 70,000 still go with the competitors
Kevin King 57:27
that are greater than 70,000. That’s a meaningless number. You know, if you that’s only that means how many people are indexed for that word that does not competitors. Competitors, you got to look at the results and go through the first 234 or five pages, maybe you can see who is similar to what you’re selling. Those are your competitors. A lot of times other random stuff will show up in there. That’s, that’s not your competitor. So 70,000 it just means 70,000 People are indexed for that that phrase. That’s not competitors. So yeah, so if the density is one, and it says 70,000 fighters, the density is one that means only one person has a keyword in the title. That’s probably not going to drive a lot of sales. But it’s a start there and string together a bunch of those it can add up to real sales. Okay, very good. Alright, Squire, where are you?
Kelsey 58:25
Alright, um, yeah, just one last thing. I think this is a good point that seven maids. One of the biggest things, sellers don’t do pay themselves. So do you have any thoughts on that?
Kevin King 58:35
Yeah, there’s a really good book called Profit First for E commerce, you can buy it on Amazon. I would highly recommend everybody take a look at that book. It’s a short read, you can read in a couple hours. But it actually breaks down and make some really good recommendations on how you should do your budgeting and how you should put different monies in different brackets but you do need to pay yourself and they say pay yourself first. That means you’re going gross slower maybe. But the system that they recommend can can save your butt in a lot of cases and really upgrade your cash flow management
Norman Farrar 59:13
100% Agreed. Good point Simon. Okay, let’s get to the wheel calth
Kelsey 59:20
All right, here we go. Thank you everyone who entered and enjoy
Kelsey 59:38
all right, this is for the wheel of Kelsey. This is the two months of Centurion so here we go. 321 All right.
Norman Farrar 59:54
Ah, near Yeah. destek
Kelsey 59:58
Alright guys, well She is near. And just to share my other screen now. So if you are the winner today just please email me Kay at lunch with Norm calm and we will get to you some next one. This is for the little swag bag that were given out. Please up 321 All right, and the winner is Christina. A perfect and this is alright YouTubers. So YouTubers, this is important. You need to reach out to us. We can’t reach out to you. If we don’t hear back within 48 hours of today, we will have to redraw just because we’re not sure if you saw it or not. So, Christina a. Please email us at Caitlin’s dorm.com And congratulations.
Kevin King 1:00:57
Oh, a night K y right.
Norman Farrar 1:01:03
That’s just 11. Kevin Kevin. Yeah.
Kevin King 1:01:07
Someone’s not the first language. They may think it’s a name like that’s your da or something. Oh, all
Norman Farrar 1:01:12
right. K as the letter K at lunch with Norm. Yeah, there we go. All right, Mr. King. We will talk to you soon. I hope before Christmas,
Kevin King 1:01:25
maybe for Christmas or not. I’ll see you next year.
Norman Farrar 1:01:28
You absolutely will have some nice cigars for us. And we’ll know I can’t wait. I said that. I mean, I don’t I think you are scheduled in December. But I have to say, thank you so much for being a regular guest on the episode. Just dropping all sorts of knowledge. And just be in there. It you’re awesome.
Kevin King 1:01:48
Appreciate it, man. It’s always fun to come on here and shoot the breeze with you guys.
Norman Farrar 1:01:53
All right, Kev. We will talk to you soon. I’ll see you later. Take care. Bye. All right. Thanks. And Alright, everybody. I hope you enjoyed the episode. On next Monday, I believe we’re going to be having Lauren Petroleo on and we’re going to be talking about taking advantage of Q five. If you don’t know what Q five is, you’ll learn more about it. And you I mean, this is a great, a really great time to sell. And it’s just an a little area after Black or after the holidays, where you can pick up a ton of sales. Alright, but before we get to Kelsey, last last word from our sponsor,
Kelsey 1:02:40
right, just your
Norman Farrar 1:02:43
he’s just making me stand here. He’s just he Thank you, you CO for sponsoring this episode of lunch with Norm? Are you looking to take your ecommerce business from local to global, you can with the help of z and their brand new app. That’s right, you can track live shipments with push notifications. Get detailed lead times for each stage of your shipment, and store all compliance and VAT reclaimed documents in the palm of your hand. All while listening to lunch with Norm. Ready to expand your E commerce empire. And take your Amazon FBA business global. Use the link in the description to learn more about Z’s new app that’s now available on desktop and mobile. That’s z.co z e dot c o Alright, Kelsey, now you can come back. Are you just gonna make me stand here looking again? No,
Kelsey 1:03:38
come back. I’ll come back. Alright. Alright, so I again, I just wanted to say thank you to everyone who voted for us on this other poll, we came third in that. So just thank you again, we really appreciate the support. Also smash those Like buttons. If you haven’t already. You can join our community lunch with Norm Amazon FBA and E commerce collective. We’ve got a bunch of fun stuff happening over there. We’ve got contest. We’ve got questions, we got fun little memes were going on. It’s a great place to ask your questions, and just be part of the community. We’ve got a great crew over there and it’s grown every day. So that’s great to see. And one other thing we have the private label Legion calendar that we just announced today. So if you’re, if you ever see those Norman Timm photos photoshopped or like, Lord of the Rings and
Norman Farrar 1:04:33
The pillar that was that was
Kelsey 1:04:35
satanic. Yeah, there’s a lot of great ones. So we put those all into a calendar with six never before seen images as well. So that’s only going to be available if you buy the calendar. So if you visit the private label legion.com and go to the shop, you’ll see everything there. So thank you, everyone. And I apologize. I think I missed some names today. So Simon And many I’ll, I’ll make it up to you guys that I’m not sure how but I’ll maybe throw in an extra couple of votes. The next we’ll, there was a lot of a lot of names happening. And it’s crazy when Kevin King is on so thank you everyone who entered. Really appreciate it and I think that it’s I think we nailed everything else
Norman Farrar 1:05:24
he did. Very good job Kells Very good. Okay, so join us every Monday, Wednesday and Friday, eastern standard time at noon. And we just wanted I Kelsey already said it but again, thanks for voting for us. That was kind of unexpected. To see that we landed in third. So thank you, and thank you for being part of the community. We really couldn’t do this without you. So thank you, and enjoy us Friday. Oh my gosh, enjoy your weekend. Mantra
Transcribed by https://otter.ai
