Episode 29 – How To Sell On Amazon Europe + A Proven Amazon Product Launch Strategy For Europe By International Seller

If you’ve heard worried e-commerce sellers speculate about the “closing” of Amazon opportunities and you wonder if this rumor mill might be true, then this podcast is sure to give you the much-needed confidence that opportunities to thrive on Amazon still exist. Especially if you’re willing to venture out to learn how to sell on Amazon Europe and tap into those opportunities to skyrocket your FBA business.

In episode 29 of the Serious Sellers Podcast, Helium 10’s Director of Success, Bradley Sutton welcomes international Amazon selling leader, Chris Rawlings (CEO and Founder of Judo Launch) to the microphone. Listen in as Chris shares how he scaled his Amazon business internationally and hear his proven Amazon product launch strategy for Europe amongst other selling tips to crush it in the world marketplace.

In this episode, Bradley and Chris discuss:

• 01:10 – Chris’s Eclectic Background
• 03:40 – Chris’s Amazon Journey
• 06:55 – Why Entrepreneurship Appeals To Chris
• 08:20 – The Basis For Chris’s Decision To Leave His Job
• 10:20 – Chris’s Philosophy On Making A Big Life Change
• 16:30 – How Chris Started Selling on Amazon & Scaled Internationally
• 21:00 – Why Chris Got Into Software – How Judo Launch Was Started
• 23:30 – Estimating Your European Revenue Based On Your U.S. Revenue
• 25:10 – The Opportunities In Amazon Europe
• 29:00 – Judo Launch – Foreign Optimization and Foreign Launches
• 29:40 – Questions On How To Do Amazon Business In Europe
• 31:50 – How To Contact Chris / Judo Launch

Enjoy this episode? Be sure to check out our previous episodes for even more content to propel you to Amazon FBA Seller success! And don’t forget to “Like” our Facebook page and subscribe to the podcast on iTunes, Google Play or wherever you listen to our podcast.

Want to absolutely start crushing it on Amazon? Here are few carefully curated resources to get you started:

• Freedom Ticket: Taught by Amazon thought leader Kevin King, get A-Z Amazon strategies and techniques for establishing and solidifying your business.
• Ultimate Resource Guide: Discover the best tools and services to help you dominate on Amazon.
• Helium 10: 20+ software tools to boost your entire sales pipeline from product research to customer communication and Amazon refund automation. Make running a successful Amazon business easier with better data and insights. See what our customers have to say.
• Helium 10 Chrome Extension: Verify your Amazon product idea and validate how lucrative it can be with over a dozen data metrics and profitability estimation. 
• SellerTradmarks.com: Trademarks are vital for protecting your Amazon brand from hijackers, and sellertrademarks.com provides a streamlined process for helping you get one.

Transcript

Bradley Sutton: Learn from one of the most interesting seven-figure Amazon sellers ever. He was a physics major in college, self-proclaimed hippie and was even in a popular rock band, and then started his own business and also learned all his tips and tricks on how to sell in Amazon Europe.

Bradley Sutton: How’s it going, everybody? This is Bradley Sutton, and this is The Serious Sellers Podcasts. And in this episode, I got my buddy Chris from Judo Launch here. Chris, we’ve known each other off and on for a couple of years now. We actually were in the same mastermind; it used to be called Zon Squad back in the day. So now we’ve come full circle, and I’m here with Helium 10, and you’ve got Judo Launch. I just love to have people get know a little bit more about you, and your story about how you started as an Amazon seller and in the software space as well. Anyways, just welcome to the show. How’s it going?

Chris Rawlings: Thanks, dude. Yeah, I know it’s great to circle back. I remember being in those groups, especially when I was just for selling and wondering where these people would end up in a couple of years and where I would end up. And it’s so awesome to link back up with people like you and see where Paul Miller has gone – and Joe, Six Leaf, and all of that. It’s great to follow people’s journeys. I was telling you before we started recording that I’m a hippie at heart. Probably pisses people off, but I like hugs, and I like community, and I like supporting one another. That’s just how I am. And I just love keeping contact and sense being close to you guys. But yeah, it’s been a wild ride. Yeah. Like you said.

Bradley Sutton: Now you used to be, or still are, a musician, weren’t you?

Chris Rawlings: Seven years. I was playing bass. I am singing. It’s called the Waffle Stompers. That is SKA. It’s SKA Music. Fun live. We had one viral YouTube video. It was the most random thing. But it was us all playing one ukulele, all six of us, and it was kind of a parody of Somebody That I Used To Know viral video where everyone’s playing one guitar, but we did it with a ukulele. It’s pretty hilarious. I’ve got a couple of million views and it got passed around for a while.

Bradley Sutton: You need to make parody videos using your musical expertise about Amazon and things like that. There’s a good market right there—

Chris Rawlings: That’s a niche audience. Talking about nerding out—

Bradley Sutton: Some SKA songs about Jeff Bezos or about Seller Central, so I could totally see some—. There used to be a band here in California that was into SKA. It’s not the Blink 182 but another one. Oh my God. I can’t think of their name. But anyway, I’m just listening to – in my head – one of the songs, but I could totally see you doing a parody about Amazon and all about it. We got to brainstorm after this call or something.

Chris Rawlings: Let’s do it man; let’s do another brainstorm after this. We’ve got to set our next meeting.

Bradley Sutton: Let’s do it. Let’s go back a few years. You’re doing SKA music, and then, this is before Amazon, before you decided to sell on Amazon, and then you kind of have an interesting story about how you just kind of on a whim, dressed up and said, “You know what, YOLO.” YOLO before there was such thing as YOLO. So tell me about your YOLO experience – about how you got started selling on Amazon.

Chris Rawlings: YOLO was already a thing. And as a singer of my band, Jeff likes to say “YOLO – best years of our lives.” That was his version of YOLO.

Bradley Sutton: Okay. So how did that get started for you? How did you pivot from SKA to Amazon?

Chris Rawlings: Yeah, so actually, I was playing SKA, but I was also working as an Electrical Engineer in a solar company. I just got a degree in physics.

Bradley Sutton: Whoa. Hold on. So, we got a hippie here who plays SKA music and was an Electrical Engineer and was a physics major in college?

Chris Rawlings: Yeah, that’s right.

Bradley Sutton: I love it. I love it. Keep going. Keep going.

Chris Rawlings: I’m an interesting character, Bradley. We’re going to unravel.

Bradley Sutton: Remember, I don’t know how much you know about me, but I’m a Zumba instructing, sumo wrestling, data nerd.

Chris Rawlings: Sumo wrestling, I didn’t know. I knew the Zumba instructing. I looked up the YouTube video.

Bradley Sutton: Yes, yes. That was why I was such a popular Zumba instructor. It was because of my story about how I used to be a sumo wrestler and then went dancing Zumba. So, I’d say that’s pretty much on a level of a physics person going to SKA and then Amazon. So tell us a little bit more about that. I keep interrupting you, but this is so fun to me.

Chris Rawlings: Dude, we’re kindred spirits. We’ve got to be together and be the weirdos of the world. So the story that you’re alluding to is that, after coming out of my college experience with a technical degree, I started working in electrical engineering, and I wasn’t a PE, I couldn’t seal drawings myself, but I was doing electrical engineering work for commercial-scale solar systems. And what I learned there after sitting at my computer and just doing whatever job was put on my desk was that if I want it to control my own destiny, I needed to learn business or as I like to call it, the physics of human organizations. And that’s how my brain understood it: How do you take this complex system, that is, complex adaptive system, that is a human organization and get it to do things, get it to solve problems, get it to make an impact, get it to make money. So, I turned and directed my mind from trying to solve problems in physics to solving problems in human organizations and learning the business. And so I started running a division. Luckily, my dad was the owner of the solar company I was working for. So nobody said no to me when I said, “Hey, I’m running this division of the company now,” even though my dad would have never been cool with that—you know, fresh out of college grad running this very important division that was handling the sales of this new IP. But no one said no to me, because I was the owner’s son. So I kind of hacked that and learned the business school of hard knocks. But after doing that—I know ownership in this business—I really wanted to connect, and this is a key. I think this is really what makes people placid and keeps people from really awakening their motivation and their inner spirit, their inner tiger: your results are not connected to your efforts. When you get out there in the world, the jungle of business, and there’s a direct feedback loop from your efforts to your results in terms of the money you make, the size of your business, the fulfillment that you have, the impact you have, everything else. You’re not just a cog in a larger machine cranking the gear. You now are the machine, and there’s a direct feedback loop between what you do each day and what you gain from doing that each day. And having that feedback loop is the best way to wake up I’ve ever experienced before. It just suddenly enlivens the inner tiger in the spirit inside of you. It makes you realize, “Oh, I’m in the jungle with a machete. Time to go find out where the food is.” And I wanted that because I’ve gained confidence in my own abilities from a few of my experiments in business going from a science person to a business person in my early twenties, and so, I decided to start a brand, and I came up with the concept. I generated a logo myself.

Bradley Sutton: Now, were you still working for the solar company at this time, or you had stopped and just fully immersed yourself into this new endeavor?

Chris Rawlings: No, I was. I was doing this in my spare time for about a month, and I had nowhere near actually gotten traction or even launched a product when I decided on a whim. During the workday, I had a kayak, kayak.com, and I was looking at a one-way ticket to New Zealand. I literally googled the most beautiful countries in the world. I was just feeling so stuck, showing to the same place every single day—no, of the week. And being such wanderlust,  I googled most beautiful places in the world and Columbia showed up, Norway, and New Zealand. I chose New Zealand, because that’s where they filmed Lord of the Rings, and I knew that was beautiful. I had a one-way ticket up on my screen, and I just clicked book now—literally at that moment without any plans where I would live or what I would do or how I would say “bye” to all my friends and stuff. But once I had made that commitment, they completely set me on the journey of leaving my job, selling all of my possessions except for a kayak and a surfboard that I kept in my mom’s garage, and leaving my house, that dome that I lived in with a couple of my friends in the woods, and moving to New Zealand and starting this new business. I had a little bit of savings.

Bradley Sutton: You lived in a dome in the woods?

Chris Rawlings: I did. I lived in a dome in the woods.

Bradley Sutton: It keeps getting more and more interesting. I love it.

Chris Rawlings: Yeah. I’ll show you a picture after this. You can put it in the show notes. Yeah, yeah. We grew all our own food, and stuff—not all our food—but we have a garden where we grew much food. Yeah, we lived.

Bradley Sutton: So then you put in your two-week notice to your dad and just like, “Hey, I’m going to go to New Zealand and find my path, try and develop my brand.” And let me guess, not everybody was a hundred percent supportive and was like “Oh, this is the best decision ever. “

Chris Rawlings: No, dude, this is one of the biggest things that I still grapple with, but this is something that I love. What I would love the listeners to hear is that there’s a balance between being grateful what’s in your life, which is extremely important, but then also knowing when it’s time to change. And those two things pull you in opposite directions. Being grateful for the things you have makes you want to stay still and the hunger for more and the thirst to make an impact or to control your own destiny or to take your life in your own hands or to experience more of the world or whatever it makes you want to step forward and to move. And the problem is when you take that choice to move in any direction, everybody that’s in your existing ecosystem doesn’t want you to do it. Your friends don’t want you to do it; your family doesn’t want you to do it; your best friend doesn’t want you to do it. And this might not be true across the board. I’m just saying that this is a phenomenon that happens to a lot of people; it certainly happened to me. Your significant other would be against that. “Hey, this isn’t you. What are you doing? You’re acting unlike yourself. Why are you suddenly acting like someone I don’t know.” They’ll be really convincing just to stop you from making a change that you want to make in your life. But you have to listen to your own self and your spirit, not them. It’s not their fault. They’re not trying to hold you back, even though that is what they’re doing. They just love you, and you’re part of their reality, and they don’t want you to break up their reality by changing and being a different person. They are not comfortable with that different person. That’s a stranger; they’re comfortable with you. That’s a nice comfy known spot that they like, and they’re comfortable, and they’re secure with you being you. But if you really feel that you’re not living up to your potential and your destiny, you have to change as a person. For me, part of that was actually changing my environment and going to a completely foreign country that I don’t know anybody in and don’t know anything about. But it might not be that for someone else; it might just be leaving their job, or joining a group, or starting a business, or whatever it is. Everything in your life, all the people, all the systems are going to try to hold you where you are. And it takes an enormous amount of energy to break out of that. That’s why I love that the listeners get to listen to conversations like this – that you and I are having now so they’ll know that there are people out there that do it. That said, “Hey, I know this hurts your feelings that I’m leaving or that I’m doing this. I know that this might be hard to handle that I’m changing, but this is my path, and I’m not here to be a mirror for you to reflect yourself into. I’m here to live my destiny and to take my own path, and to make my own choices, and to build my life the way I want it.” Because you only live eighty years and then you’re dead for the rest of the light of the universe, which is going to be a couple of tens of trillions, possibly hundreds of trillions of years. You’re going to be dead most of that time. You have a very tiny slice of the life of the universe where your life exists, and that’s a very precious time for you to spend, and it shouldn’t be spent reflecting other people the way they want to be reflected. It should be spent reflecting yourself the way you want to be reflected.

Bradley Sutton: So in a nutshell, people need to do a little self-analysis and see what step they need to do to take that next step in and kind of get out of the mold that they’d been molded into – doing something or being this person that they don’t really feel as for them. Now, Chris is not saying here, “If you’re married with two kids, go and leave them and go to New Zealand or something.” Obviously, he had the circumstance where he was single, living at home, and living in a dome. So for him, that worked, but it might be something else for somebody else. Interesting.

Chris Rawlings: It’s not always that drastic. But the point is that you got to be who you want you to be, not who everyone else wants you to be. And it’s really easy. It’s so sneaky because it sneaks in. I have to catch myself all the time being, “Why am I acting like this?” I’m in a conference right now, and I’m walking around to the different booths in my toy fair, walking to the different booths, drumming up business and partnerships and things of that nature. And sometimes, somebody frames their mental map of the world or of how relationships work or whatever, and it’s different than mine. And it might be so strong that it makes me act a different way. I might feel, “Oh, everyone’s wearing ties. Everyone’s very like official here.” I shouldn’t curse.  I should present myself, more officially and less offensively, because I’m from New Jersey, I curse a lot. And then I’m like, “Wait, what am I doing? I’m myself. I didn’t start a business to wear a tie and act like these stiffs. I started a business so I could continue being myself and express myself in an ultimate way 100% all the time.” And I have to catch myself because subconsciously I will, I’ll start conforming to other people’s world views and their own realities. And I have to constantly remind myself, “Wait for a second, I got to be me. I have to live my truth, my destiny. It’s not up to them to dictate how I act. In any case, we went off the rails here, Bradley. But you know what? I’m glad we did.

Bradley Sutton: Let’s bring it back. This is all very valuable, but then it’s kind of useless unless there’s an ending to the story. So there is one, because you did that change, and it actually worked out. So, tell us how did it work out and how did that help jump-start the next stage of your life as far as Amazon goes—that moved to New Zealand is what I’m talking about.

Chris Rawlings: It did. Well, alright. So I’ll say, I think that opportunities are getting more and more frequent, not less and less. As scary as it might sound when people talk about the Amazon marketplace consolidating and competition getting too crazy and stuff, that’s all nonsense. E-Commerce is still 10% of retail that’s going to 90%we’re still in day one. So for me, it was a unique time though, because it was fairly early in the evolution of the Amazon ecosystem. This was the beginning of 2015, so four years ago. So still kind of the wild west. You could still pay for reviews; you could still get a thousand sales in one day, and rank a product to number one and it would stay there. It was definitely a different universe and all of that’s still possible today. It’s just different strategies are needed. But in any case, we did quite well. So I designed these products. I was lucky that I had some design experience with AutoCAD, and I designed some products for spinal health. Being in a rock-and-roll band for seven years and playing over a thousand live shows, I jacked up my back pretty good. I had a herniated L5-S1, so I knew about spinal health products. I had all these bed wedges and cushions and posture supports and stuff like that, and I created a brand that sold spinal health products, and I designed them. I found a producer on Alibaba. I betted about 30, got samples from about 15, started conversations with 4, whittled it down to 2, and then finally did business with 1. And all that work was paid off because 4 years later, I’m still using them. They’re still the top quality and best price, best communication supplier in this space. And so I’m glad I did my due diligence there and worked with their engineering team to get my designs produced. The first product that I produced, it wasn’t really a unique design; it was just a very small change that made it slightly unique. And then the subsequent products were actually my design soup to nuts. And we did quite well. We grew into a seven-figure brand, and I launched in a number of different countries. I launched in Germany, the UK, France, Italy, Spain, Japan, and turn this into, at least for me at the time, an international empire. And I was making a good living off of it too. And I was able to travel anywhere in the world I wanted. I’ve lived in Manila, in the Philippines, in Manila and Cebu and then in Bali. And I was in and out of China constantly. I’ve canoed in Norway with my little brother went to Greece and had just kind of a wild ride. But then eventually, I kind of found out— and this is going to hurt people to hear—but I definitely got a little bit restless even in that scenario, because I found out, thank God, one of my biggest fears was loneliness. That I would leave and I would be lonely because I wouldn’t have a community or a family or network of friends to tap into. But I found that there’s a network of digital nomads around the world that really share a very similar culture and work in a similar set of values, and work in a similar way that you can kind of tap into anywhere you go just by joining the local coworking space. And for me, I was staying in hostels where everyone eats together at a big giant dinner table and meets one another and stuff like that. So it was really actually much easier than I thought to tap into loving, supportive, ambitious communities while traveling.

Bradley Sutton: You are such a hippie, I swear. Oh my God. You need to change your days as to sunshine old or something like that.

Chris Rawlings: No, because even after—it’s funny because I’m kind of a walking paradox because yeah, I am a hippie, but I’m also a cutthroat in business at the same time. But I do believe in community, but anyway, what happened was I loved running the brand. It wasn’t fantastic, but it didn’t move at my speed. This is a great business opportunity for people, especially a certain type of person—but I really wanted to get into software and services that were more quickly iterative. I was sending back and forth prototypes with the factory, and it can take weeks or even months to get new products designed. And then, of course, there’s the logistics, the production time, and then the time on the sea. The timeline was too slow for me. So I want it to get into software, and that’s how Judo Launch got created. And I moved to Silicon Valley, and then I was reminded of this because you said that I am such a hippie: I actually lived in what the outside world would call a hippie commune, but we just call it cooperative living. We all chipped in for food plan. So we all shared food expenses. We would all just pay a set dollar amount a month, and somebody would buy food for the whole house that everyone ate. So it turned into a real communal situation where the kitchen is the heart of the house. You go in and there’s just bountiful fresh fruit, fresh vegetables, fresh fish, and meats all over the place.

Bradley Sutton: You wouldn’t go a week without bathing or anything like the stereotype is though. Right?

Chris Rawlings: Oh no, well—

Bradley Sutton: I hear some pauses in here, I don’t know.

Chris Rawlings: I see what direction this is—

Bradley Sutton: It’s all good. Just going backward, though. You talked about Europe, and I know that’s one of your specialties, not just with Judo Launch, but you talked about what you launched in all those countries. Now give me maybe a lot of Americans sellers or even people who are from other countries, but they’re primarily selling in the USA. “Hey, that makes sense. The USA is the number one Amazon marketplace.” But for all of those who have not tried to branch out—let’s say that there is a market for this thing, not everything that sells in the USA is going to sell in another country, because maybe it’s just completely not applicable, but let’s say it’s something that has kind of universal appeal. If somebody is selling, I don’t know, a hundred grand worth of product in the USA, what kind of sales could they expect if they went and expanded to the 5 European marketplaces? Are we talking if we sell a hundred grand in the US, maybe they’ll sell 5 grand between the five marketplaces, or maybe they’ll sell 20 grand, is there a rule of thumb baseline that you would say?

Chris Rawlings: It does depend on the space, but you can reasonably expect that you could—at this point in the abolition of the ecosystem that you could add another hundred grand.

Bradley Sutton: Wow. I had no idea. Between the 5 European marketplaces.

Chris Rawlings: Between all of them, put them all together, but it’s been mostly in Europe. It’s really mostly about Germany and the UK. France and Italy together don’t make the next biggest one, which is the UK. So, there’s still great marketplaces, and then you could ship to 26 countries in Europe. But that’s the moral of the story:  you can make up to the same amount, and that’s what happened with my brand. We matched our US sales, especially with the help of Germany. And the reason is this, in the US, there is such a high amount of competition, especially in certain categories like cosmetics and supplements that you end up just eating each other’s lunches. There’s an insane amount of price cutting. Over half of the sellers are now Chinese on the amazon.com marketplace. You end up with this situation where your margins get squeezed super tight. You end up having to do promotions constantly. Your paid advertising has to be real tight. We managed, because of the high degree of competition, and the market is still growing exponentially. So there’s still more and more opportunity as well. But all I’m saying is there’s a lot of sophisticated strategies happening in the US because it’s by far the biggest market. Like the US, last year, Amazon did around 250 billion in marketplace revenue in the States. The next biggest marketplace in Germany, which did around 25 billion estimated. And so it’s smaller, but you get to be a big fish in that smaller pond if you’re used to these aggressive launch strategies that you do with States who come in there and they’re not used to it. I can tell you, you really clean up in Germany and the UK and even in Japan, but Japan, you get a lot more Chinese sellers. Just a warning there. But yeah, you can really clean up. And the thing is, especially with Germany, which the second biggest marketplace in the world, most sellers are afraid of it because of the language barrier. But if you get over that and realize there are resources out there that are completely commoditized to get over that completely—Judo Launch being one of them—you get over that perceived barrier and realize, “Oh that wasn’t that hard at all. That was like two days’ worth of my time and now I’m completely sad.” For a product that you never could have imagined getting the best seller badge for that in amazon.com, you can get within a couple of weeks in Germany because they’re not used to your aggressive style of launching and promoting.

Bradley Sutton: So, a lot of the ways in order to get on page one for European marketplaces is very similar as far as the USA goes. Right? As far as the algorithm work in the same, “Hey, it’s about PPC. It’s about maybe doing a blast, or using URLs.” Basically what works in the USA is similar to what works in Europe, right?

Chris Rawlings: Yeah. That’s the beauty of it. They do tests of algorithmic changes in foreign marketplaces first before bringing them to the US. We’ve seen that a lot because it’s lower risk for them and they can see how the ecosystem responds to it. So sometimes you see some walkie things, but in general, it is pretty much the same. And that’s the beauty of it. So one on one commerce, which is a company that’s buying up a bunch of Amazon brands and bundling them together, the owner, Richard wants to sell the whole portfolio company or take it public or something. I don’t know what he’s going to do. But bundling a bunch of these companies together to increase the multiple and evaluation and then sell the whole set. So he gobbled up his first couple of businesses and made us or a portfolio. And the first thing he did, and I haven’t heard this firsthand from Richard, but from a mutual friend of ours, Kevin, was take the brands internationally and that was the first thing he did to grow the revenue because it’s the easiest. You’re not developing new products. You’re not learning a new channel like how to get into Walmart or how to do Shopify or whatever. You’re still on Amazon. It’s the same game for the algorithm, same fulfillment, same everything. You literally just choosing a different marketplace and it’s all the same. It’s the easiest way to expand the brand: expand to new Amazon geographic markets. So that’s how Judo Launch ended up having this kind of niche, helping brands expand, and helping them do foreign listing optimization of foreign launches, and all of that because people were coming to me for that when I was running my brand. When we were in these masterminds you were just talking about earlier, people were, “Oh, I heard about your success in Germany.” Yeah, and so we ended up helping hundreds of brands expand to Europe. I still believe in it the wholeheartedly. It really is the most straightforward way of expanding horizontally.

Bradley Sutton: All right, so we’re almost out of time here, but I just want to kind of maybe do some rapid-fire quick question and answer about some of the most common questions about Europe. So number one, do you have to be incorporated or have a Europe-based business to start?

Chris Rawlings: No, you don’t. You can the same entity. The only thing is if you are incorporated then up to the VAT threshold, you don’t have to pay VAT versus if you’re a foreign entity, you have to pay VAT as long as you have inventory stored in the country immediately.

Bradley Sutton: Speaking of VAT, that’s the second question I think I always get. Is it okay if you only have a UK VAT or do you now have to have a VAT wherever you do business in?

Chris Rawlings: No, you can have just a UK VAT if that’s the only place you store inventory, and you can ship to all the countries from there. As long as that’s the only place you’re storing inventory and shipping product to, then you can just have that one EORI number. It’s called an EORI number. And that’s how you identify yourself from that perspective in Europe.

Bradley Sutton: All right. Do you have to have a European-based bank to get money from Amazon?

Chris Rawlings: No, you don’t. They’ll convert the currency for you. But if you use a partner like Payoneer or what is it, World First, they will give you a better currency conversion rate. So you just hook them in, and they’ll increase your conversion rate by about one to two percent. So you can save a couple hundred or a couple thousand bucks a month by doing that.

Bradley Sutton: Alright. And the last question, the Pan European fulfillment or just the regular fulfillment, do you suggest?

Chris Rawlings: It depends. If you do Pan European, there are certain countries that’ll really ding you for having inventory stored in their country. Other countries will not enforce that. But some will force you to start paying that in that country if you do. So it’s up to you. I would recommend if you’re just starting out, just not doing the Pan European fulfillment just to start and to test the waters, and then see if there’s a market that really digs in your products or you find, “Hey, I’m really ahead in Italy.” Then you can change them and make a bigger commitment there.

Bradley Sutton: All right, well, Chris, this was great. Obviously, that’s just scratching the surface of the kind of questions that some people have about selling in Europe, launching Europe, all of which you guys are experts on. So if people want to contact you, find out, ask more questions perhaps, get your help on some of their launches in Europe. How can they reach you? How can they find you guys?

Chris Rawlings: Yeah, so they can go to judolaunch.com or they can email [email protected]. And that’s the best way.

Bradley Sutton: All right. And then if they sign up with Judo Launch, will you personally serenade them with the SKA Song?

Chris Rawlings: If they request it, I will. If somebody signs up and request that, I’m going to commit right now on this podcast live that I will personally serenade them. I won’t have my bass with me, but I will sing, I will sing.

Bradley Sutton: There you guys go. We don’t have a special affiliate link or anything with Judo Launch. Here’s your bonus. Bonus number one of signing up with Judo Launch and mentioning Helium 10, is you get a personal SKA serenading by the dome-living community, non-showering. Oh no, we didn’t confirm that part but, from Chris himself guys. Anyways, it Chris, thank you so much. This has been a very fun episode in. You brought a lot of knowledge about, and far from just, I love the part about your personal development. Regardless of where you’re going to sell. Sometimes people need to make that leap in that big life change in order to get where they want to go. And you did that and you show that it works, and so I really appreciate the information you went over today and we’ll hopefully have you again on this show in the future.

Chris Rawlings: Absolutely, man, it’s been really fun doing this with you. We’ve done this a couple of times now. Hopefully, we’ll do it again soon and we can do a completely different topic then go down a different rabbit hole that time.

Bradley Sutton: Absolutely. All right. Thanks a lot, Chris. We’ll see you later.