#136: Expanding Amazon Sales To Special Channels - Retail Department Stores

Norman Ferrar  0:01  

Hey everyone is Norman Farrar aka the beard guy here and welcome to another lunch with norm, the rise of the micro brands.

Norman Ferrar  0:20  

First of all, we’re gonna have to change that slide, we made a little bit of a change in our name, it’s still lunch with norm, but it’s going to be the Amazon FBA econ podcast. So, Kelsey, I guess you’re gonna have to change that intro a little bit, or get Hayden too. But anyways, that’s the news for the day. We’ve got a great guest today. It’s the first time on the podcast Taylor offers and he’s the CFO of retail Empire. And Taylor is going to be talking to us about products offline to retailers and specialty stores in the USA. We’re going to be talking about a whole bunch of different things, but not Amazon. We’re going to be talking off Amazon getting into retail, so I can’t wait to talk about this. Kelsey, are you on?

Kelsey  1:09  

Yes, I am having a couple of audio issues. But we figured it out. And we’re good to go. So apologize for being late, everyone that’s on me.

Norman Ferrar

 I’m gonna deduct but it happens. And I’ll deduct you for five minutes.

Kelsey

 All right, so everyone watching, we got to smash those buttons, I see that Patea,Red, DK is here, Mark. Welcome, everyone. Welcome to the show. If you have any questions at all, please put them in the comment sections. And we do have an event schedule on our lunch with  norm website now. So you can see all of our guests a month in advance. So I highly recommend going over there. Check out the lineup, the lineup. And yeah, if you’re looking for any of the episodes, you can go over to our YouTube channel. That’s where everything is full episodes, short highlight clips, it’s got it all. That’s just Norman for that you can search up and yeah, welcome Daniel from Brazil, our Facebook user to figure out who that is. But yeah, we’ve got a good crowd already. And we do have two prizes today. So one is a product price that is from red, which we really appreciate. And the second Thank you. rad Taylor’s going to share something but we’ll let him do that. But yeah, no, Taylor. Sorry. I believe that’s his name.

Norman Ferrar  2:33  

All right, very good. Oh, I’ll see Dr. Caz and Ner,alright. I’m not sure you know what, when I go to events, sometimes people hear me say, Oh, you know, do you know Johnny’s from Winnipeg, knowing that I’m from Canada, and the chances are you don’t ever know that person right. It happened once where I knew a person and I’m gonna have to ask Taylor. Do you know Ner? I know you guys both live in Israel. I both know I know you guys both live in Tel Aviv. But when we get to it, you know, either nears gonna roll his eyes and Taylor’s gonna roll his eyes like he didn’t just say that, did he? But anyways, if you have any comments, throw them over into the column. We’ll try to answer the questions. If we can’t get to the questions. We’ll post them in the group and we’ll get them answered for you. But sit back, relax, grab a cup of coffee and enjoy the show. Taylor do you know Ner?

Taylor  3:31  

I yeah, I believe I know. I know a bunch of Ner I believe you’re talking about Ner Revair. Yes. Yeah, of course. I know. Have I even met him.  At least one time that I remember. And by the way, yes. I mean, back in here, they call me the law. But in the States, I’m usually called by Taylor. So either way is fine. And yeah, I know. You’re quite good. The best guy ever. Yeah, I

Norman Ferrar  3:57  

I agree. And Tia I just saw lunch with norm sounds great. Why change it? It’s still gonna be lunch with norm. except we’re just changing the, it’s not going to be the rise of the micro brands is going to be the Amazon FBA and econ podcast. So lunch with norm still exists, it’s not going anywhere. Alright, so Taylor, why don’t you explain a little bit about yourself for us listeners that don’t know about you and what you do?

Taylor  4:24  

Definitely. So thanks for the opportunity and for being here. having me here. That’s the first of all very important, it’s like, you know, after a bunch of time seeing, you know, logged with more with normal in a couple of places. It’s like, you know, an honor to be here. I started my road bucket around 18 years ago, used to live in China, and I was there for like, almost seven or eight years. I started with I was quite lucky that I stopped With another partner, and we were one of the manufacturer of Walmart, back these days, you know, online wasn’t the thing at all, we’re talking about 2002 three, something like that. It was starting to be the online thing, but you know, was very far from what we know today. And I never thought about online. So I was just, you know, selling Walmart and being very happy with my share. And it went in a way that I, you know, continued selling to other retailers, such as Costco. And I also did denim line for a singer maybe you know, her Beyonce. I was doing like something like 90% of her line, like these days, was very good. bcbg max Azria, a lot of lines came in, and then around. Then around 2010, I got like, you know, I was I got married and everything, and I felt like, okay, that’s like, it’s good enough. And I’m, you know, I’m done with China, and I got rolled myself back to Israel. But I was still, you know, connected strongly to the US market. So I developed different private labels of my own wearable tech accessories, and garments, electric items, and so forth. And, again, I was focusing on on offline on department stores, because that’s what I knew I didn’t knew anything else. I mean, I’ve seen people starting to sell on eBay, but these days, and I heard a couple of times something about Amazon, but I wasn’t sure what is it? What is it about, and I couldn’t understand, you know, the potential, because I was like, you know, imagining that if you sell a piece, or two or five, or whatever, 100 a day, like, you know, that’s not my thing, because I was sending bulk, I knew only, you know, buy 1000s, or whatever. So we went, you know, in my life and in my career in a way that I was, you know, always in retail, and then around 2014 1516, and so forth. Amazon got, you know, became like a huge thing. And it’s so many sellers started, you know, to join that party, and I kind of, you know, got the new few of them. Around 2017, I ended up with my last line of products was, which was the wearable tech accessories, which I sold to around more than 60 different materials in the States, we’re talking about Macy’s, Bloomingdale, Costco target, TJ Maxx home goods, Burlington, you name it, like all of them, I just developed what I knew, because I knew how to work with retailers, it’s like, it’s a certain language, like you have a language on Amazon. So it’s a certain language that once you know the language, you know how to implement and how to use it in a in a conversation with the other side so that they know that you know, and then they feel fine. Because if they are aside, the retailers would feel in any way that you don’t know what you’re doing, or you’re not, you know, 100% familiar with the retail offline business, they would be very, you know, afraid to work with you. Because for them for the retailers, it’s like, it’s all about delivering, if you don’t deliver in terms of branding, in terms of pricing in terms of product, of course. But if you don’t deliver, it’s a big headache for them, because they are working, you know, upfront, like two, three seasons of plant. Like I’m getting orders now for September, October, and some sometimes even for January 22. Like,

Taylor  8:18  

yeah, so I ended up in 2017. And then I thought, like, what’s going to happen next, and I was lucky, because out of the woods came, a lot of people came and approached me saying, Hey, I’m selling on Amazon, and another one another one that was like, are you sending? What can I do for you? Like, what is what is the purpose, and they were, like, you know, we’re sending on Amazon, we do understand that the B market is out of Amazon, we’re doing it, you know, like very nice figures on Amazon. But then if you already have the private label, and we are producing and we know all about you know, Chinese manufacturers and logistics and you know, B ol PL, ci, all these terms and everything, why wouldn’t we use the power that we have all these, you know, all the structure to grow the brand nationally. And then I was like, fine, and I started with one of two or two of them actually. And it went good. I just, you know, had to do like a lot of adjustment from online to offline because, you know, the terms were different, the packaging was different, everything was different. A lot of offline you know, offline people usually talks about the packaging The packaging is a very small part of the offline if you communicate like with whatever Family Dollar or all the stores even if you don’t have the right packaging, it’s adjustable, they would say all right, if you’re doing like a cotton old CUT TO ORDER with them, like you know, upfront order for like the future like six, seven months ahead. They would come up with their own you know, ideas for packaging and they work on it with you. So like the packaging is not that big issue is people presented it is an issue but not you know, the biggest one. Yeah, that was quite a long brief about me, but just last things instead I was like, you know, I was doing two things, which I’m still doing today. And one of them is coaching people how to take their lines from, like online to offline. And then the other thing is to do my own products that I’m selling in retail. And well, both for you know, for the money and for living and everything. But I didn’t understand that if I’m not going to sell my own products offline, then I’m going to tell him, I’m going to tell people theories and not facts. See what I’m saying? Because the market is changing. And we see it, we saw that like, very clearly last year, but the market is changing even without, you know, 20. Nice, nice 2020 2019 2020. Sorry, is the market is changing quite fast. So since it’s changing fast, and there’s a lot of movements inside the retail and inside the different channels, it’s not only the result of other channels. So yeah, when you being here, and you work on it with your own product, then you know what’s happening, and you know what to tell other people that works with you? Yeah, that was my long brief.

Norman Ferrar  11:02  

And it was educational. Strengthen, if you’re, if you’re an Amazon seller, so this comes up, and we’re hearing a lot more about it more and more, that Amazon sellers want to go from Amazon go off of Amazon get into retail, how tough is that?

Taylor 11:20  

Well, I don’t think it’s that tough. Because as I mentioned, like, you know, most of the structural, if I’m looking at, you know, that was that was the thing with me, for me with working with Amazon people, and I did so quite a lot still doing that, you know, if I’m telling them, whatever, what’s your landed price? What’s your MSRP? What they know the terms they know some of them in even if they don’t, they catch up very fast, because they know what happens in China, they know how it is, if you you know, if you’re telling them? What if I bring you an order for like, in three months that you need to execute, then the guy will tell you? No way I could do that. I mean, you can calculate one and a half months of production in other months, you know, on the on the water, and then another two weeks just to be secure for all the customer lists and everything, but then they will tell you no, I would say why. And then they would explain, you know, different reasons. And that was like, that’s, that’s the thing with Amazon people that the most of them, they know what it takes in terms of production and private label. The thing is that there’s, you know, different levels in your branding and different levels. And I know that you guys spoke about in your podcast, you spoke about branding quite a lot. And it’s very appreciable, because branding is one of the things that like, you know, like, it’s like when you meet a person, and the first thing that you see on him, would, you know, this will occupy you, along the way will take you a long time, it will take him the other person, no time to change your mind, if he saw something in the very first meeting you had. That’s like the first impression, right? So it’s the same thing with branding. So, I mean, I’m seeing a lot of tapes, and I’m hearing a lot of people dealing with branding. And then thinking that at the end of the day, the majority of the work around an app for Amazon seller around going from online to offline is around the branding. And I would not even call it branding, I would call it wowing. Because if you want to catch the other side’s eye, you know, it’s the same way that you have, you’re investing a lot of time and effort on your picture, your product pictures on Amazon, right, because you know that that’s what’s going to sell I mean, if the picture is not like, you know, million percent great and you know, attractive, and with all the details, and sharp and everything with the restrictions that Amazon has, then you’re not, you’re not going to end up you know, getting attraction enough, although, you know, you have the PPC or whatever you have there on Amazon, which I’m not really familiar with. But it’s the same thing about branding, like, it’s a huge impression that you have to make for the very first second. And that relates, you know, not only to the product or the pictures, but also to what you’re writing, like you could offer your product. You know, most of us have seen like tons of emails coming in their email from, you know, Asian suppliers and saying generally, or whatever suppliers from different places in the world. And you could say from the way they introduced themselves, how professional they probably going to be or not. Plus, you could say how much they invested of thinking what would be the first impression because 90% of those emails, you don’t even open them you just see the preview. That’s it goodbye, like, you know, it’s not that’s not what I’m looking for. I don’t need that it looks like just another manufacturer another I’d prefer to look for them actively right when it comes to manufacturers. So as a as an Amazon seller, as a supplier as a seller in general. That is you know, active I’m talking about The US market because that’s the main market I’m you know, familiar with. You have to change the way that people is looking at your text in your emails, whatever it is LinkedIn, you know, SMS, whatever it is. Yeah.

Norman Ferrar  15:15  

Well, in the US here in Canada as well, there’s a lot of negative information coming out about retail right now. A lot of retailers that aren’t making it. Is there anything that we have to as sellers, be careful of? Because what happens if a retailer goes under and you don’t get paid? What are some safety precautions that you can have? Going into the market?

Taylor  15:43  

Okay, so, first of all, yeah, there’s always things to be cautioned about? And it’s a great question, actually, it’s a very good point. Well, up till now, for all the years that I’ve been working with retailers, I’ve never been left behind without payment. The only two cases I had issues with getting the money on time, which wasn’t on time, was one of them with Walmart. And that was their fault. And another one with Macy’s, which was my fault. I just, I just didn’t, you know, moved all their FDI and older, you know, construction constructional whatever, paperwork properly. So that was my my bed, but usually not usually, but all all the time they are paying, they’re just paying their respect, I mean, purchase order, an invoice, especially in the USA has, you know, illegal position. It’s like, you know, it’s like, if you go to court, nobody can deny that. That’s number one. Number two, a caution step I would take is to read a bit about the company. I mean, if it comes to big companies, Costco, Walmart, you know, target that everybody knows that are on the top 2030 you have no word not nothing to worry whatsoever. But let me give you an example. I had a nice deal with bills of Florida, around June last year, something like that. I had a quarter million order. And I was like worried because I’ve never worked with bills before I worked with other section that belongs to the same headquarter but not the bills of Florida. And when I opened the when I googled them, and I was trying to usually I’m trying Wikipedia, because that’s, you know, the most reliable information that you could get, I’ve something popped like chapter 11. And I was like, Oh, my God, Chapter 11. Bankruptcy, I took the PO, I’m obligated. Right. And then I dig a little bit more. And I realized that there are two companies bills and bills of Florida. So bills of Florida, we’re doing great with 500 store back at the diamond talking about almost a year ago. And they were even growing. And that those bills, which is another retailer smaller with 20 or 30 different stores, they were under bankruptcy, bankruptcy. So if I would, you know, if I was having a p o from bills and not bills a Florida obviously, I would stop right away the whole process. Right? I wouldn’t get to that point. Actually. I was just yeah. So that’s, that’s a good idea of being cautious. I know that there’s a lot of people talking about retail Apocalypse, and it’s been, you know, out there for like years, I’ve been hearing this for like, almost seven years by now. And, you know, yes, there are retailers that are having bad times hard times, if you look at TJ Maxx stock, I think 2018 or 19, they had like a few, I think even a month or two of you know, dropping down quite dramatically. But it doesn’t mean anything. So it really depends on which retailer you’re working with. But the thing with you know, the thing would retail it, then you have to keep that in mind. And this is part of what I wanted to speak about that. I mean, Amazon is like almost something around 10 to 11% out of out of the retail market in the States. Now people tend to think that it’s like 50 60%, when I’m asking this, you know, on live sessions and everything, then that’s what people usually answers. But that’s that’s incorrect. Like, that’s what they are, they are 10 to 11% out of the market. If you look@the.com for instance, like

Taylor 19:18  

if you look@the.com then you would see like Office Depot or Home Depot home depot.com. And you would see Macy’s which were number 10. And then number nine now now across the 10, top top 10. And you would find target, I think number six, and obviously Amazon are number one, Walmart number two and Etsy and eBay, the first four that’s that’s obvious. But then on the top 10 and top 20 you would see the online of the offline. Why am I saying that? Because besides apart from the physical stores, there’s so many other channels across that 90% out of Amazon, that people usually tend not even to think or to look at After them. So this is one channel that I could tell you that is a great channel people are selling on walmart.com wafer. Some of them are sophisticated and you know trying Costco and succeeding as well. But then think about it, you have the top 20, which are selling like insanely, why wouldn’t you sell on all those platforms? Why selling on Two? Three of them? Right? So people are like, hey, how do I start with Costco? There’s a lot of ways to start with Costco. How do I start with Walmart. So with Walmart, you know, the information is out there, and you already have people coaching about it, right? So the day will come that people will do the same for Costco and target. But then you don’t, you don’t need to wait for that day. Because you know, the platform exists not only exists, the platform wants to sell, as much as you want to sell. So literally, they are looking for vendors, good vendors, right. So as long as you know, the only difference between them and sorry, Amazon and Walmart, the online is that they are a little bit behind in terms of a platform. Like if you go to Walmart, everything like Amazon, its automated, you don’t need to talk with any one of the team in order to be an Amazon seller, right? You just click here and there and so forth, uploading downloading ID, whatever it is, boom, you’re in. It doesn’t exist yet. On the other platforms, like if I wouldn’t, if I wanted to sell on macys.com. And I did enter like, before the pandemic, I entered, like more than 20 different private labels to macys.com. If I wanted to sell there, I have to go through the buyer. Now they used to have the same buyer for the online and offline. And then they understood Hey, the online is growing crazily. So they divided into the split into two different divisions, because they wanted the online buyers to create something in the platform that would work automatically, not with them, reviewing each and every line, right? Anyway, that’s one channel. I mean, there’s a lot of channels there. But this is like, I see it as a block. And not a block. Here’s something very interesting. I read an article the other day, and I just spoke about, about this today with with a friend out of each and every person in the USA. And I read that I don’t have the link right now. But it exists anyway, out of each and every person who ever bought anything online, even one time on eBay bought himself whatever use behalf I don’t know, kitchen tools, whatever it is on young pill. Anyway, out of this, you know, population, which is the majority of the people in the USA 67% are subscribed to at least one subscription box. Now this is huge. When I read that I thought like, Oh my god, I used to work with subscription box I used to I used to work with Bob sugar, which were

Taylor  22:49  

I think the biggest like three, four years ago, they are out of business in terms of subscription box, they left subscription box, because there’s so much so many companies now doing it. So they’re like, forget it, they’re still doing their media and doing a lot of other stuff. But subscription box is something that you could see crazy amount of, you know, units ordered from your product. Now they need products, think about subscription box that you know they have subscribers, for 9099 2999, so forth until sometimes even 129 99. And they have millions of subscribers. Like if you look at epsy, for instance, IPS y.com, you can check that I believe as far as remember, they have around 10 or 12 million subscribers for different, like different channels, right. But still, they that means that every month, they need approximately at least 10 million products because they need to deliver like surprise box because the subscription box for those who doesn’t who are not familiar, it’s like you paying for something that you don’t know what it is. But every month or twice a month you’re getting like a box of surprises. Now you wouldn’t get surprised that that doesn’t fit you obviously they’re doing it demographically, like they check in if you’re male or female. What is your you know, 10 days? What do you like? Where do you hang out? How old are you blah, blah, blah, anyway, they give you something that in most cases fit you they have like their own systems to define what fits you well. So this is another channel and this channel is huge, though, I’m telling you and I’m telling everyone This channel is huge. Like for me in the last four months since I like realized what’s happening there. It’s even it’s even more than what I do with retailers. Can you imagine like and retailers like you know, it’s it’s big work. But with subscription box, it’s like endless, it’s endless. You have barkbox for instance, which is all about products for dogs. So sometimes you know a lot of vendors they have like animals or pet supply whatever products and they would like alright I’m sending on Amazon. It’s perfect. What else could I sell? I mean, TJ Maxx with their, you know, pet section? I’m not sure I don’t know. But then subscription box there by literally everything you know every silly thing that you might think about, especially when it’s something that the market is not super familiar with because they want to, you know, renew stuff. So that’s the second look. Stop me if I’m,

Norman Ferrar    25:23  

you know what these subscription boxes are a perfect market I am I had a chance to speak at subtag, which is the subscription box summit. I didn’t know, there were so many subscription boxes. Yeah, seven, when I was talking, I heard that there were 7000 subscription boxes, and it blew my way. And I don’t know if you know, Joe Martin, he was on the podcast about two months ago, he just sold chimey box over to Ipsy for $500 million. It’s a crazy if you want to approach these subscription boxes, that there’s like you said, there is a subscription box, there’s probably a garden gnome subscription box. I don’t know, there probably is no way that we can establish one. There we go. But let me stop you there for a second. Kelsey, I know we have a giveaway today. Do you want to just talk a little bit about that?

Kelsey  26:29  

Yes. So we have two giveaways today. So one, we have two lawyers consultation. Is that correct? Right. So we’ll be giving out a consultation. That is hashtag we’ll have Kelsey. So do you want to talk about what what would you be talking about for the consultation?

Taylor  26:48  

Right, so whomever it takes that wins that or whatever, is gonna have like 4560 minutes, whatever an hour with me, I’m not sitting with the clock, it could be more than that. It’s fine with me. But consultations mean means that and people pay for that means that I’m taking your line and reviewing it before we speak. And I’m telling you where you can take this line to sometimes you know, I would say subscription box and I will even give you names and I will give you contracts. Sometimes I will tell you listen, this is not a product for subscription boxes, you have to go to TV. Alright, which is a different whole whole different story, which I haven’t spoke about yet. So that’s, that’s more or less, that’s the consultation is just you know, taking your line and doing the adaptions is as far as possible within an hour because it’s very short. But anyway, doing adoptions and giving you the direction or the winner giving a direction of you know, where this product could sell farther and how to do it. Like what is you know, need to need what needs to be equipped in order to get there. Fantastic boy. Yeah. So Kelly,

Norman Ferrar   27:54  

can you type your hashtag? We’ll have Kelsey, for me, please.

Kelsey  27:58  

Yeah, because we already got tons coming in already. People are loving it. So hashtag we’ll have Kelsey for that. And then we have a second giveaway from our beer nation member rad. He’s giving away. Let’s see, it’s a solar charger with three charging functions. It’s like a hand crank wall and a solar with an LED light. So that is only available available for US and Canada, Mexico, only. So if you want to enter in that get a free led solar charger. That is hashtag we love red. Okay, so the studio is

Norman Ferrar   28:32  

awesome. He’s got a great brand. He does it right and just happy to have them as part of the beard nation. Thank you red. Alright, so let’s get back to a tailor. Oh, yeah, one. One last thing. If you like what you’re hearing, smash those like button, subscribe, ring the bell, do whatever you have to do. We love to have you as part of the beard nation. Kelsey is going to put the links in there. And yeah, I guess Kelsey says I have to say that at least twice a podcast. So back to you. That’s good one. So we were talking about subscription boxes. And one thing, just one other thing I’d like to say about subscription box is that if it’s a recurring product, if you have a recurring product, like a bar of soap, or a pet you were whatever it is, and you can get into a subscription box. That’s incredible. The other thing you can look for with subscription boxes, is it might cost a lot, but they have an incredible captivated audience that you can advertise to. So you could either buy the list or you can start advertising on their website. But there’s all sorts of ways that you can extract customers from a subscription box. And by the way, guys, Kelsey will put up the Link to subtype. But subtype is an incredible event. It happens a couple times a year. And if you wanted to learn about subscription boxes, that’s the place to go.

Taylor  30:11  

All right. Awesome. So yeah, you just mentioned mentioned epsy, you know, I started working with them, private label cosmetic ones. Face care or something like that, anyway, about a month ago, and I told the lady like, you know, this has to go to solution box, but we still have to do branding and everything. We did everything very fast. And then two weeks ago, we applied both Ipsy and causebox, which I have relation with Ipsy order the first order of 100,000 101,000 pieces, which was like, you know, she was like, What, are you kidding me, she was like, she was shocked. It’s, you know, and then I said, and then she said, I don’t have that enough inventory on the ground, I have like, less than half, I said, that’s fine, they’re going to give you like, you know, they’re going to give you time to produce it, they don’t expect you to have such an inventory. On the ground. second order, which still negotiating is 350,000 pieces, which is like, you know, it’s like an imaginary numbers when it comes to just stepping in, to start working with them. And then causebox ordered, like 85,000 pieces of another product from her and giving her a blanket order, which, which means like a future order, all, you know, in the next order of another, I think 80 or 90,000 pieces. So that’s what more or less where they are. But again, you have to know how to work with them. You cannot just say, Hey, here’s my products, as we mentioned in the beginning, you know, like, here’s the products and you like it yes or no, it doesn’t work like that, it has to be a little bit more sophisticated. Another very interesting thing that I that I did, I mean, I did like three or four years ago, I believe, you know, ABC channel, right. And they have they have Good Morning America on right on Thursdays and Saturday mornings. And they also have different segments would also have Friday night. So anyway, I did a segment with them with the other products that I had back at that time. And I was selling with cars, I had relationship with her secretary, her name is Tory Johnson, I believe you know the name. And Tory Johnson is running a segment under Good Morning America, which is named by deals and steals. That’s just an example. Because there’s so many out of segments that are very good in TV, that taking obviously, like their cat from from the cells, but I sold like in four hours. And I could sell it in one hour. But they had to wait for the West Coast to wake up because like, you know, time difference three hours and everything. They just slow down the inventory saying like, please come back very late. Visitors later went out of stock or whatever, because they had to wait for West Coast. But anyway, in four hours, I sold over $150,000 worth of goods, which was like, you know, I would never expect to do so. And I realized that I have a lot of power in TV. But then I didn’t do anything with that because I was whatever busy with other stuff. So my team just found the girl who replaced that girl that was an assistant for Tory Johnson. So I got to start to work with them again. And I was looking at the numbers. So I was asking her assistant, I was asking her Holly, what what is the minimum, like wholesale value of goods that you want to have in my warehouse ready to ship before the show? She says she said like if it’s less than $150,000 of work wholesale, which means $300,000 retail right? More or less then we won’t even start the segment we won’t even let you in. That’s how it works with them and they have think about it they have every Thursday and Saturday they have six different private labels settings for which 12 different line of products every week 12 of them and that’s only GMA deals and still it’s a very particular thing right so when I’ve seen that I was like am I oh my god I was missing something again because I was like running after TJ Maxx and their buyers and you know Burlington Home Goods a lot of headaches and paperwork and liability and so forth and then hey, it’s under you know, it’s it’s just on the floor waiting for you to pick it up. And then if you if you look on YouTube and all these channels especially business deals, they’re the products that are you know, there are selling like what it was at the end you know them you know, the home home slippers led with animals on it, like you know, with the lie on and with whatever shape it is that kind of stuff and you think like oh my god, this is not even special. I mean, it exists for like three decades or something. But the guy just went there and said hey, I want to sell here and boom he is. Yeah, that’s another block of another block of opportunities where to sell out from Amazon,

Norman Ferrar    35:02  

can I talk about one other thing? So if you have a successful brand on Amazon, this, I get these types of emails. And I, I like to know your opinion on how can you see the ones that you can trust. But what I’m talking about are these distributors and wholesalers that contact you, and say, Oh, look, I’m the biggest distributor of XYZ, I want to buy your product, and I want to sell it, you know, to these different retailers, or these different wholesalers. And you get these and for the most part, I just delete them. Because I think a lot of them are just a bunch of crap. But are there any? Is there any way to make sure? Or are there any hints on how to follow up with these types of emails that could get you in the door, if you don’t want to do this yourself? It is a bit of work. And if you give it like my family is comes from the manufacturing background. We sold to distributors, that’s what we did. But we had great distributors, we vetted them, we knew who they were, when you get 100 of these emails, you don’t know who the heck these guys are?

Taylor  36:20  

Right? Well, I’ve never been to such a question. And to be honest with you, usually people who is like, asking me about this or asking me how to get to those distributors, not how to how to define which one are the best? So you’re having like, most probably a very good product in hand. But what I would do, I wouldn’t relate them I would you know, I would look at each and every one of them, I would seriously take the time to do so and find out who’s the most serious one. First of all, obviously, you have to Google them and see like, who’s who’s the guy who’s talking with you? Is he? Does he have any presence offline? Does he have any presence whatsoever online? What exactly is he doing? And if the first impression is, you know, at least you know, whatever 70 80% then I would, I would I would book a call. Now in a call, you can limited and that’s what I do usually limited to like to a quick call of 10 minutes maximum. Now if the guy sounds, you know, super interesting, or the girl. If that is that sounds super interesting and super annoying what they’re doing, then yeah, I would take the call further. That’s number one. Number two, you could before the call or before you even, you know, respond, think about what in terms of numbers could you give, meaning, if the person is buying if a person is a company is buying products from you and they are reselling it, it means that they have to be very sharp in pricing. Most cases it will fall under the pricing. Okay, because let’s say that let’s take the assumption that you would not want to go directly to TJ Maxx, you don’t want that headache, you don’t know how to work with them. Forget it. I mean, I’m not I’m not running far I’m running near right. In that case, you have to keep in mind that pricing is very sharp. If someone tells you that he wants to sell your products to TJ Maxx most probably it will not happen because PJ marks what they do. And that’s a good example. But all the all the discounters are doing it like same club. It’s the same thing with cost although they’re not really a club but with cost with Costco the same Burlington for sure because they are the biggest competitor for TJ Maxx home goods, all the discounters the off price from all the dollar stores as well, very hard to work with them in terms of pricing, what TJ is doing. And that’s like leading the market, they are leading the market in terms of what they do, and others are trying to do the same. If you have an MSRP like retail price of $30. And you would suggest it normally for $15 they would expect to sell it at 20 and buy it for nine from you, like so called screw you twice. Okay, how easy it was. So, so then you know that if an agent steps in or a rep or our distributor or whatever it is, and your landed price is somewhere around whatever six $7 maybe $1 you have like $1 $1 and a half, there’s no room, there’s just no room so you’re gonna end up you know, trying to somehow solve it but you wouldn’t be able and then everybody left with a small margin and everybody’s like the ordering came it came and working so it’s not going to be a good five. But if someone offers you to sell it on high end retailers such as Bloomingdale, Macy’s urban outfitter, whatever anthropology free people William Sonoma, not Bed Bath and Beyond, not bad but then yeah, then you know that you have room you know what happened with mesa is just mentioned before I sold him like more than 20 different lines and one of them was like, you know, those weighted blankets, you know, heavy blankets and everything. We know that product. Yeah, weighted blankets. Sure, yeah. So I offered them and we send the pricing and every now and then the girl come back and saying, Hey, you know, we have another line selling the same thing, but they’re selling like, almost doubled in your price. So you have to pick up your price, you have to brace it up. And I was and we were like, what are we going to raise? We knew she didn’t sell on Amazon because she was kicked off. That’s why she approached me. But with that product, but then she ended up selling wholesale price, almost the same as the retail price she was selling on Macy’s dot com, and they are still sending actually, as we speak.

Taylor  40:40  

So it depends what platform they offer you It depends how they present themselves, if you see that, like they look in terms of you know, how they’re approaching way, they look serious and good enough, you can google them for a minute or two. It was it because at the end of the day, yeah, I mean, I personally don’t work with distributors, I sometimes work very, you know, specifically with with reps. And although what I said earlier, I do all work with the rep for TJ but from the only reason that he knows, like, all the top management so it’s easier for me cuz I’m going top to bottom and not bottom to top with DJ. But if you look at you know, normally working with with the rep is fine distributor is harder, because if they buy from you, it means that they like put money on the table. And either they wanted to, you know, make that money back plus earning very fast. Or they would say, Hey, you know, TJ are paying us net plus 30. So we’re going to charge you net plus 35, because there’s an extra days, right and so forth. And then you have a double problem. Because if you selling them and they sell TJ, they are the vendor on fire, not you. So you’re not getting your brand bigger and stronger, which they do. And then the second problem is that you’re dealing with someone that you don’t know and doesn’t have the finance backup, or name that the retailers have, like if you if I would suppose that I have huge order, like a million dollar order, okay, that I have to put million dollar in production. And I don’t have that money because all my money is wherever I can go to finance, to get finance, like I can go to a to a factor. But the fact that would never approve a distribution company, because they would look at their numbers and banks and everything that would say, guys, they’re not stable enough for that, right. But if they look at TJ, or Macy’s or whatever, William Sonoma, as we mentioned, definitely you’re gonna get fucked to paying you the production will help you

Norman Ferrar   42:37  

tailor just for people who don’t know what factoring companies are, can you just let us know?

Taylor 42:43  

Yeah, factor, I’m talking to you. Because I know that, you know, I kind of understand that, you know, but you’re totally right. When it gets to orders that sometimes you don’t have the, you know, cash flow, to finance them, like you’re getting a huge order. And then you say, Well, this is nice, but I don’t have like, I don’t have half million dollar or even not $50,000 to, you know, to finance it, then you go to a factor a factor is a small bank, let’s call it not official bank, but just a company that has its capital. And what they do is they check your paperwork and check who is you know, the company who gave you the order, and who you are and everything, and they could finance the order. So then you have everything paid from their side, until you get paid from the company, which is whatever, TV retailer, whatever it is. So they’re like kind of your bank thing with the bank is that the bank is, you know, getting it being making it harder for people to get like, all those financed. And like if you go to the bank, and you say, Hey, this is for Macy’s, they would say Macy’s Who are they, but if I factor factors such as for instance, rozendaal, in rosental, in New York, they are familiar with this market, they know that, you know, a lot of importers, distributors, Amazon sellers, as well are like you know, in a need to finance different orders coming from different directions and not necessarily having all the capital for that. So that’s what they do as a business. And they charge whatever the lowest I’ve seen was 1.5%. But it could get to four or 5%. It depends, you know, the level of of the deal.

Norman Ferrar   44:23  

So really, the if you can’t, it’s just another form of cash flow. And it also transfers the ownership like it’s not on you, they’re going to give you a you’re going to pay them one and a half to 4%. And you get your money upfront to get the order going. And then the responsibility shifts to them to collect. Right. Oh, it’s I mean, it’s it’s awesome to use a factoring company under the right circumstances. So it’s a great way to provide cash flow.

Taylor  44:57  

Right? Definitely. It’s just depends, I mean, what are you facing and where what’s you know, planning the pipeline for your business? Because you might have the capital and you would say, Hey, I’m earning, like, just dropping numbers 40% on top of my product while I could do 60 on Amazon, so I’d rather take the money that I have in bank or on the floor, whatever, and, you know, put it for Amazon grow with their, if I could do extra money, then I would go to the factory, but not with my cash flow. So it all depends, like, yeah, where are you at? At that certain point?

Norman Ferrar    45:32  

Have you heard? I kind of through the grapevine heard that target is on the move. They’re trying to get in bigger into the.com game?

Taylor  45:44  

Ah, yeah, I just got an email today because it’s hard for me to work with, specifically with target. But I have a girl and Smith, which was working there for like 16 years. And she opened it opened an agency and she’s like, providing them different private labels. It’s the one of those hundreds of emails that you got, yeah. So one of them is hair. But she was the right one. So I felt it because, you know, when I pick up the phone, and we had the first conversation, she asked me a bunch of free two terms, questions. And when I answered immediately, I knew that she’s like, she knows the language and she was laughing at that is that was that I’m so happy to talk with you and everything, you know, cuz you know what we’re talking about. But then she was a target. And then she just emailed me today, because I presented another different private label to her. And she said, you know, all their team are not back from their vacation. And I’m like, vacation, whatever it is, there is a holiday that I haven’t heard about. And then I was asking her like, what what are you talking about what vacation said no, it’s not exactly vacation just just running after building a new teams in now that you said what you said, because I haven’t heard that. Now that you said that it popped to my head like, hey, maybe that’s, you know, the same thing. Like they’re building their online teams to be able to Yeah, to get to grow bigger, although they’re not small. Right? I think that number is, whatever, six, seven online, something like that. In the US? Yeah,

Norman Ferrar   47:17  

yeah. So I’m not sure I just kind of heard this, but it could be something to look, look for down the down the way. So somebody is looking to get into retail? They want to do it on their own? Where, what are the retailers that you would suggest starting with? And how easy is it to contact these people?

Taylor  47:38  

What I would suggest is, first of all, to make some you know, research, it’s all it always starts with research, you have no way around that unless you have, you know, the greatest team on earth to do that for you. And even though but a research just to know, first of all, who are the repairs, by when I you know, when I even when I was selling like to a lot of them, I was still getting back again and again, and researching again, because there’s so many different materials in the States. And I knew that I’m probably missing some of them. So the first thing to know is who are the retailers and it’s quite easy to find on Wikipedia or on Google, you can even search on Google with you know, advanced search of you know, XML files, and you can find ready files with all the retailers. And then you will have to look one by one or someone from your VA or whatever. To check if this category is exist for your products. Like if you’re selling whatever skincare kitchen toys, you have to make sure. I mean, you wouldn’t apply basspro for instance, where there are outdoor Products Company, you wouldn’t apply them with toys, right? Because it’s ridiculous. Nobody would answer you and you would think like, hey, they’re not answering me doesn’t go to anywhere. I’m like, I’m wasting my time. No, you’re not wasting your time you’re wasting your energy because you have to go, you know in the right direction. So that’s, as I said, research and then to know each one of them from the category. And then yes, you can apply them the biggest rule I could ever tell as the first step is not not not to fill in any online form. Forget about only forms, these forms are going to the garbage. Trust me on that. I can tell you stories till the end of the night. To the middle, like insane, insane stories, and I’m hearing it from inside is it’s going to the garbage literally. What you do want to do is you want to see who are the title holders. Now you have to understand what title holders are there. Okay, it’s not only buyer. It’s not only sourcing manager, there’s so many different like, cmo GMM and so forth. You have to learn that a little bit. You can also Google that like in terms of how the structure is built in terms of the body It seems it’s not only buyers. And then you can approach them in different ways. There are different ways to find, you know, phone numbers, emails. And I could say, like, the biggest title that I would have for this topic is LinkedIn. You know, LinkedIn is literally a gold, you know, it’s like, it’s like a gold cave. It’s It’s insane. What’s happening there. Yeah, insane.

Norman Ferrar    50:27  

No, I love LinkedIn too, for doing research. Okay, so let me see, Kelsey, I know there has, I’ve seen a bunch of questions coming down. So why don’t we answer a few.

Kelsey  50:43  

Okay, absolutely. From fatigue? How do you approach subscription boxes to consider your products?

Taylor  50:51  

Well, it’s easier with subscription boxes, because in most cases, you might find them the contact for suppliers in their website, it’s as easy as that. You see how it is it could be. And if you don’t, then you could click their name on LinkedIn and find, you know, different direction there. Hopefully, they respond you But again, I would suggest not to apply them until you know what you’re offering how you’re offering it. And remember, why are we not branding Huawei? Because if you’re not going to allow them, you’re going to have get the impression or feeling you might get that, you know, nobody wants your product or they don’t know what they’re doing or something like that. Forget it. That’s not that’s not the case. There’s so much, you know, space and room for products and subscription box. So yeah, just make sure that you’re doing that you’re doing it right. I like that. It’s Yeah, it’s wowing. Exactly. Yeah.

Kelsey  51:48  

Okay, next question from a boo. What’s a typical payment term with retailers?

Taylor  51:54  

Well, it depends and varies. Usually they pay you net plus something it could be 15 660 day it could be 30 days. We haven’t spoken about another another block even for our you know, it’s it’s amazing anyway, but it’s in our you would be surprised to hear it’s like negotiable. I mean, sometimes you get net 60 I’ve seen it with zulily for instance, which is another block of cells, like huge or not huge, big, real dropshippers not drop shipper that you know, text from eBay and goes on Amazon like real dropship of 1000s 1000s. But with Lily, it’s negotiable. I found that I you know, I was like insisting on 20 days and I eventually made it happen. So, but yeah, usually around whatever a few weeks, I would say okay, depends.

Kelsey  52:44  

All right from Yarrow, are you helping to the new, the new Amazon brands get to retailers? What is the package you can offer? What is the approximate price?

Taylor  52:55  

Yeah, definitely, that’s around 50% of what I do these days is helping Amazon brands to get to retailers not only to retailers to various channels. I do have when I think I will have the link later on, on screen somehow but I do have like my website with the lambright.com with a dash in the middle. And you could see the like different options with me of like, you know, yeah, that’s that’s exactly that. Now I will just explain for a second so the retail Empire is my website. And then you have different options of you know, working with me one on one coaching, non coaching, consulting, whatever you feel like and there’s also like, written masterclass that I did with me with famous me with my big love from Texas. I love her. So that’s you know that that master class is sitting on her website, which is amazing at home that caught me@home.com slash retail. That’s what you seen? Okay, very good. Yeah.

Kelsey  53:53  

Great. Let me see there is one from Dr. Cause. He tillow are their top five ways of marketing sub boxes if this would not be Amazon, I believe mostly using Shopify right.

Taylor  54:07  

Top five ways or marketing sub boxes? I will answer in a second. But I just think this would not be Amazon, I believe mostly using Shopify, right. Yeah. Okay. So you’re you’re also you’re actually answering, giving one way of marketing yourself. The name is Dr. Koh’s, but yeah. So for that doctor class, so the first thing I would say the first principle of first thing in marketing with them, do not mention Amazon, everybody talks about Amazon. Everybody knows that what you’re doing on Amazon, or we don’t talk about it’s the elephant in the room. That’s what it is. Okay. So you’re showing them Shopify, you’re not sending them to your Amazon and telling them hey, I have reviews now, forget it. Number two, it’s almost the same as number one. Do not use five star Amazon icons on your website. Don’t do it. Nobody. Nobody believes Cuz you have like this feedbacks and stars, and everybody knows that I can build a website. And I could put whatever comments there, right? I want feedbacks, imaginary ones, right? So it’s like it’s not authentic. So don’t do that. Just make your own website looks, you know, fabulous and beautiful. And if you can try to use even rendering on the homepage, whatever 3d rendering, rendering, you could put your hands on, it doesn’t cost too much. Whatever 100 to three $400 that much for rendering? Yeah. Number three, in the marketing. Think about your brief. This is a huge title. But brief means how do I present myself like, let’s say a bio, okay, as a person and sending, like, when I’m coming to talk here, I’m sending lunch with normal sending them my bio, like, Who am I in three sentences. So your product has a bio itself, right? Like it, it has its own life. And that bio for the product is named by brief, send me your brief. Some people in the industry called the teaser deck, some people catalog. But brief means that you could send like five to six sentences about your company. Don’t be you know, don’t be a pain in the neck like starting to tell stories about your brother came from Boston to visit me with the luggage. And then I figured Wow, now forget it, just make it short and nice. And and try to think about the other side looking at that thing. Seeing like, as norm said before with this, you know, distributors like hundreds of them a day, and you want to be the one of the 100 pull out of the box, put it on the table and say, hey, let’s do this. That’s what you want to be. So think about it, you have like, again, when you have to think about the text to be very sharp. And where are you going to bold it, do not, if you send email, do not attach anything. Why? spam rules, very simple. You can read about spam rules, you don’t need me for that. It’s very easy and very strict about that point. Don’t send it from your private email or from your Auntie’s email, obviously, send it with your domain and everything. Try to look as professional as you can, if you are having catalog or you want to send catalog, which is the best. Try to use a link for the catalog, like Dropbox or whatever it is, don’t use Google. Because with Google, it’s always asking for permissions and the other side of the crop, forget that I’m not gonna ask for information. If the catalog is not here, right now, I’m not gonna even read it, right. So it has to be easy and everything. And a very good marketing point that I could give you. If your website has a preview of the product, sometimes even a gift, okay? And you’re sending this on email, or as even a message on LinkedIn, the other side without reading anything of the text would see a product moving. Now, let me tell you give, you know, what is the gift, right? moving stuff, a GIF could do what tons of emails wouldn’t do. And I’ve seen that happening. Like I had a gift of one of the products I did, but just just the flashlight that I was sending, but it was turning, you know, under my signature, and the guy didn’t need to read anything. He was like, Oh my god, they’re selling flashlights, they look great. Okay, let’s read. That’s that’s how it was. And the guys actually literally told me that guys from both EMF, sister Mountain Sports and Rei. And exporting, all of them said the same thing. It was like, Wow, he understood in a second, what am I offering him? And that was his signature, not even in the email. That’s a great point. Yeah, I hope that helped. Because

Norman Ferrar    58:39  

I got one to add. And you touched on it. When you’re sending out an email. Don’t send out a Gmail. Don’t put like Bob sports@gmail.com. If you want to look like a real company act like a real company, right? At lunch with norm.com. That’s it. Yeah, definitely. Right.

Kelsey  59:03  

We just have a couple more questions for you. There’s only two more to do subscription boxes tend to go for smaller items, or do they also consider large items?

Taylor  59:12  

Well, yeah, they tend to go for smaller items. But it depends. Like if you look at causebox or what was the name forgot the name right now. Oh, my God. It was was something Indian forgot the name. So yeah, they usually look for like something small because it makes sense in terms of shipping and everything. But if you look at you know, pet supply companies like Starbucks, yeah, they they consider larger items. Because, you know, obviously, you would need to have larger items. So don’t think about you know, the size of the item is something that might get you failed Now, that’s not the case. Oh,

Kelsey  59:50  

yeah. Okay. Okay, great. From Kyle, how do I get my suppliers to do the GMP audit, so Costco and Walmart require. I’ve asked him They said that there are bsci certified, but they didn’t understand the other requirements for GMP and testing. Okay.

Taylor  1:00:10  

That’s a very, very, very good question. I love this question, Carrie, I believe that you know what you’re doing. If you’re asking with these terms, and I loved seeing these terms, I had so many issues with that. And I realized that, you know, it takes two to tango, right? I mean, if your suppliers just say, I don’t know, what is the BCS, I can’t do this GMP, you have to build a new supplier. It’s crazy, right? But that’s what you have to do. If your supply if you have two ways, if you’re, you’re already communicating with them in a very high level very, you know, went with them to karaoke back in 2019, or whatever, then fine, you can coach them, you can explain them, you can send them files, you can even land a QC company, because most of the QC companies knows these terms. And they could help it costs money, but you know, they could help with such a process. Like if you go to SGS, it wouldn’t be the right thing, because SGS are too big to handle such thing. But if you go to smaller like BSI, or all these, you know, QC companies local ones, then definitely they could help. If both ways of, you know, using external supplier for that and helping with all the paperwork and explaining to the supplier doesn’t work, you need a new supplier Anyway, you always need new suppliers because this is life business life. But I totally understand where you’re coming from in terms of audits, by the way, just so that, you know, this is a very gentle topic, I had this topic with Kate Spade, they were killing me with their audits they were coming, sending people from Kate Spade, China, you know, to check if the lights are really working in the toilet. I mean, come on, guys, everybody here is cool. Everybody had been to the toilet today who gives a damn about this slide, right. But they nearly checked out the markets in the box. So it might be sometimes very hard with them. But then there are also external audit companies in Hong Kong, not in China in Hong Kong. And you might be able to offer that I don’t know what relationship you had with Costco, Walmart, but you might be able to offer them to use an external company and not particularly particular their company or their supplier or themselves because Walmart themselves they have people on the ground. I remember that because I worked with them. And they were killing me in factories. But yeah. Okay. Like short, but yeah, this is a big topic. Alright, so that’s the last question kills.

Kelsey  1:02:36  

The last one, this is an easy one, I think you can do this one. Great show. How can I contact? You? Thank you. Yeah, well,

Norman Ferrar    1:02:47  

sorry, I was just gonna say, before we get to that that was going to be my question. But before we get to that, just, you know, we’re gonna be doing the we’ll have Kelsey, and probably about 30 seconds or so. So don’t forget just to hashtag we’ll have Kelsey, tag two people, and you get an extra entry. And also, hashtag we love rad, or we’ll have rad I’m not sure what he said. And that’s going to be for one of Red’s products. So anyways, now the big question. I’m sure there’s a ton of people wanting to know how to get ahold of you.

Taylor  1:03:23  

Right, happy to hear that. You’re both by email. Like, I could drop it somewhere. I guess. I think you have my email, right, Kelsey? Not my general, but I just

Kelsey  1:03:34  

don’t know if you wanted to post it or not?

Taylor  1:03:36  

Yeah, sure. No problem info at retail. chambray.com. Facebook, also on my website, you know, if you go to contact, you can text me on WhatsApp, LinkedIn, whatever, whatever platform that you want. It’s, you know, the most straightforward ways to contact me. It’s, I believe that, you know, in terms of fear, that’s exactly that. And thank you for that. And, you know, I believe that one of the most important things and critical thing about you know, being working with people working with companies, customers, everything, even with the retailers and everything, like being available all the time, right, we have our time to rest and everything. But I know that if I have all these different platforms to contact me on my contract, then I know that someone from my team would answer even if it wouldn’t be me. But at least because people sometimes say, Well, I want to talk with this person. I want to talk with this company. I want to hear more. They don’t want to wait for tomorrow. They don’t want to wait for later tonight. They want it now. Right? Like you know, it’s like McDonald, right? You want it right now. Big sighs Yeah.

Norman Ferrar    1:04:43  

Okay. So, I think we’ve got all everybody do you want to head over to the wheel?

Kelsey 1:04:50  

Okay, let’s do it. All right. All right. Here we go. Okay, all right. So yeah, lots of entries. And entries today, a shout out my friend Leah who is going to show and on port me, so I haven’t talked to her in a long time. But uh, hi, bleah Thanks for joining. But here we go. So we have two giveaways is the first one, this is for the consultation.

Norman Ferrar    1:05:32  

three to one. And thanks, Kyle. I’m glad you enjoyed the show. And Daniel.

Kelsey  1:05:41  

Oh, yeah, it was so near did say that if you want he’s going to give it to someone else. So I’m just going to redo it. All right. Yeah. Thanks near. Thank you. Who’s that? Tony did Tony Sager Get it? Yeah. Wow. All right. There you go, Tony. That’s nice.

Norman Ferrar    1:06:10  

And then our Tony’s already into retail, but he’s got an incredible brand way to talk to him. He’s been on the podcast. You’re gonna love it. Like he knows. He knows his stuff. Awesome. Can’t wait for that.

Kelsey  1:06:25  

All right, and for rads giveaway, which was only for US, Canada and Mexico. So I think some people entered but they weren’t from North America, so I had to not injure them. So that’s why you won’t see your name. But here we go. Marsha, okay. Here we go. Winner, I think red nose, Marcia. Fantastic. So how do people claim the prize Kells? All right, nice and easy. Just send me an email at K at lunch with norm calm, and I’ll do all the work. Just send me your shipping information. And for to Laura’s consultation, just send me an email and I’ll connect the two of them.

Norman Ferrar    1:07:13  

Alright, so thanks for watching the episode today. calore. If you want to stick around for a second afterwards, just wanted to talk to you for a sec. But hey, everybody, I hope you enjoyed the content today. Thank you so much for being on the podcast. Hello. And thank you for having me today. Man. Lots of great stuff. Okay, so that’s it for today. Now, Kelsey, what’s going on? Okay, so

Kelsey  1:07:39  

if you’re still around watching the show, hit those like buttons smash it as we like to say here. If you missed the episode, you can always find it on YouTube. Just head over to the Norman Farrar throw highlights full episodes are as well. And we have a show tomorrow too. It’s a very big show. Carlos Alvarez. Yep. So definitely come tune in tomorrow. Kind of

Norman Ferrar    1:08:05  

a longer theme to is going to be talking about product opportunities, platforms outside of Amazon. So we’ve got retail we talked about we had talked I’ve talked a bit about sub boxes. And Carlos is going to come in and fill in a few other blanks. So this is going to be great. Okay, so that’s it. I hope you enjoyed this show. Tune in every Monday, Wednesday, Friday, Eastern noon, Eastern Standard Time. Thank you, everybody, for showing up today. Thank you for being part of our community. We couldn’t do it without you. And we’ll see you later.

Transcribed by https://otter.ai