#138 – Don’t let quality issues kill your product -Tips from an Amazon seller who lost 200K last year because of that!

With most of our Amazon products coming from factories that we’ve never seen; quality issues are a problem.

Is it a question of trust? Or, it is more about creating a system or methodology that might go a long way towards making sure that it doesn’t become an issue?

Today on the Serious Sellers Podcast, Helium 10’s Director of Training and Customer Success, Bradley Sutton welcomes Richard Greenup. Richard is a former 7 figure Amazon seller who has great advice how to keep watch over your product’s quality issues.

Just one year ago he was on this same podcast telling Bradley about the great (7 figure) year he just had. Now, after a factory switch, quality issues and a few difficult lessons, he’s back to help make sure that the same thing doesn’t happen to you.

In episode 138 of the Serious Sellers Podcast, Bradley and Richard discuss:

• 01:50 – Back to Australia from Brazil
• 03:40 – A Factory Switch and Quality Issues Make 2019 a Down Year
• 05:30 – A “Double-Checking” Methodology
• 07:00 – Victimized by a Whispering Campaign
• 09:15 – It’s a Cliché, But the Lessons were Invaluable
• 10:45 – Building an Audience Through Facebook Marketing
• 12:30 – Losing a 7 Figure Product – Ouch!
• 15:00 – Influencers Organically Supporting a Product  
• 17:30 – Review Tactics
• 19:30 – Shopify’s Email List Helps It to Be More Profitable
• 21:50 – A Naming Dispute Leads to Problems on Amazon
• 24:40 – Getting Your Packaging Language Right is Important
• 26:15 – Fulfilling Shopify Orders Through Amazon
• 29:15 – Brazilian “Bum-Bum” Crème? 
• 31:13 – Richard’s 30 Second Tip
• 31:45 – How to Reach Out to Richard

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: A couple of years ago on Prime Day, this guest made a quarter of $1 million on one product. The very next year though, quality issues killed this product, which was selling over a million dollars a year. How sad is that? Pretty sad, I think?

Bradley: Hello everybody and welcome to another episode of the Serious Sellers Podcast by Helium 10. I am your host, Bradley Sutton, and this is the show that’s a completely BS free, unscripted, and unrehearsed organic conversation about serious strategies for serious sellers of any level in the e-commerce world. And we’ve got a serious seller on the line with us today. It’s the second time he’s been on the show. The last time was a little over a year ago: Richard. Richard, how’s it going?

Richard: Well thanks. How are you, Bradley?

Bradley: I’m doing delightful. Thank you. From what I hear from you, I see in Facebook, you are no longer living in Brazil. You’re actually in Australia now, right?

Richard: Yup. Back down under. Back in Brisbane.

Bradley: For those who didn’t hear his episode, he was on episode eight of this podcast. And it was interesting. He had a very up and down story. He went from people breaking their hip or something like that for one of his products, and problems going left and right. But he eventually made it to being a seven-figure seller. He even had, if I recall correctly, one Prime Day, you actually made $250,000 just in one day on products, and now, I’m bringing you back because, from what I hear, you didn’t have too great of a 2019, and I don’t know any details about it. That’s all I know—that it wasn’t too great, but I’m sure there’s something here that we can learn from. Let’s go ahead and fast forward. First of all, why are you back in Australia? Did things not go out with your ex-girlfriend or your girlfriend?

Richard: No, no. We’re actually engaged since then..

Bradley: Okay, so you’re still together. I thought maybe she kicked you out of Brazil. Did she come back to Australia with you?

Richard: 100% Buy Box. I converted her.

Bradley: 100 percent of Buy Box. You’re not sharing the Buy Box on that one? No hijackers involved.

Richard: That’s right. I converted that for my fiancé.

Bradley: Congratulations.

Richard: Thank you. She finished a PhD. There’s more opportunities in her field in Australia, so we’ve moved to Australia for that reason.

Bradley: Is that difficult for somebody from a Brazilian native to get a visa to live in Australia?

Richard: Yeah, correct. Yeah, it has been difficult, but we went to partner-visa route. It’s a bit more expensive, but it’s a bit more guaranteed in a sense.

Bradley: Okay. All right, cool. You’re back in Australia. Brisbane, is that on the East or West Coast?

Richard: That’s East Coast. It’s like 1,000 kilometers north of Sydney, so that’s a bit over 600 miles.

Bradley: Okay. Now, let’s talk about Amazon. Now, first of all, your best year was that 2018 or 2017?

Richard: 2018, I think.

Bradley: 2018. That’s when you had the higher sales figures. But usually, what we would do is maybe hear back from some of that we haven’t heard from many year, and now they’ve increased their sales. But if I’m not mistaken, was 2019 actually a down year for you?

Richard: Yeah, dropped down, so there were a few issues, but one of the biggest one was quality—we had quality issues.

Bradley: Let’s talk about that for a little bit. This is a product that you are already selling in 2018; you’re doing great. But did your factory just start taking shortcuts or you switched factories, or how can quality go down on an existing product?

Richard: Yeah, so they switched factories. And yeah, it started this quality issue that bubbled from there.

Bradley: Did you get bad reviews and returns or what happens?

Richard: Yeah, it killed the listing pretty much. And that’s slowed down all the momentum.

Bradley: In your peak, in 2018, when you were still using the old factory, what sales were you doing daily or monthly on that product?

Richard: Oh, it was a seven-figure product.

Bradley: One product was making seven figures? Wow. And then now, are you still selling it or did the whole listing just die?

Richard: Yeah, we’re slightly just trying to drown it out now. But yeah, it’s right down now. But  a really good lesson for the sellers out there: Quality. There’s quality, and then there’s quality control. If you have an amazing product, but if three, six, seven out of X are not up to  spec, then your product is terrible. I’d strongly consider what your checks are and then your checks of your checks. You might put checks in place, but who’s checking those checks?  If that makes sense.

Bradley: Yeah. I’m assuming, you’re an experienced seller, did you have inspections for every shipment or did you just take it easy a little bit and that’s why some bad product slipped through or what happened there?

Richard: Well, so the product wasn’t realized until after the fact, so we needed to create a new methodology for checking it. It caught us by surprise, and when they start to roll and then you’d have a big order, like 10,000 units, and then, within that, you’ve got the duds and then you can’t really. In hindsight, we probably should have recalled them actually. That’s probably what we should done.

Bradley: All 10,000 of this one order, that was the first order of the bad batch. Did it go directly to Amazon?

Richard: Yeah. Yeah. All.

Bradley: Maybe if you had used a 3PL or something, and you all sent 9,000 to 3PL and 1,000 to Amazon, would have it been a little bit better or would that have even made a difference at that point?

Richard: To be honest, probably looking hindsight, I should’ve just all pulled it out and fix it. Went over there and tested them myself and just really go to the root cause of it: any sort of process-management review system that those who know those processes. That’s we should have looked at sooner.

Bradley: Now, was there ever a chance to just go back to the original factory or was it too late with what the damage already done?

Richard: We just got Chinese whispers on that. It got really confusing really quickly.

Bradley: Oh, what is a Chinese whisper?

Richard: Well, like, “Hey, talk to him and that, talk to that.”

Bradley: And the factories there in China, they have the buddy system.

Richard: Yeah, we just got lost in translation to be honest.

Bradley: How much percentage of your overall business was that one product?

Richard: Ah, too much. Totally.

Bradley: That was your superstar product?

Richard: Yeah.

Bradley: Now, the rest of your products is still going strong or any increases or stays the same? Or did you launch any products last year, et cetera?

Richard: They’re going well. We’ve going quite strongly at the moment. That’s positive.

Bradley: Okay. For this one, is it  too late to start over from scratch, because it’s maybe more of a saturated market, and now, if you tried to start over with zero reviews, it would be very difficult to?

Richard: Yeah. And then we couldn’t patent that one. There’s probably about 50 to a hundred people, maybe 50 rather, with our exact same product. We really didn’t have any IP on that, and then recently, last year, we launched two new products with IP, the intellectual property. Sorry, I was speaking abbreviations.

Bradley: On those products, have there been anybody who tried to rip it off, and then you were able to attack them, or you haven’t had to deal with that yet?

Richard: Not yet. Not yet, I haven’t had that yet.

Bradley: Then what is the process? Let’s say, what you could do with that other product? Somebody comes up with something, and they’re just calling it a different brand with your patent, what are you able to do?

Richard: Ah, yeah. You need to send them a notice. I mean, it’s more serious if you do it through your lawyer. You can try and do it yourself, of course. But really, you need to send them a cease and desist letter—C&D.

Bradley: Okay, cool. All right. Let’s talk a little bit about, we’ll go back and forth, because that’s how all of our conversations go for you. The positive and the negative. Now everybody’s feeling bad for you, like, “Oh my goodness, Richard had to leave Brazil and now his wife is going to have to support him, because she’s the PhD,” and then we’re feeling bad for you. But tell us about something good that might’ve happened last year, other than being engaged, of course that’s a positive thing.

Richard: Oh, well the lessons we learned, yeah, Definitely. Lessons are just invaluable.  You can just put them to so many applications to life. Really just checking your checks. That would be the one thing I’d say new quality control. And you can use that system in your marketing. You can use that system in your supply chain, human resources. It doesn’t matter. Just because you’re checking something doesn’t mean it’s getting done. That would be a pretty valuable lesson from 2019.

 Bradley: You said you did those two products you patented, were those new launches for 2019 or those were existing products that you just patented or just something else?

Richard: Oh, no. We’re launching them now.

Bradley: Okay. Now that you’re doing a launch right now, what are you doing differently? It’s maybe been a while since you launched your product. What are you noticing that’s different about how Amazon works or how are you attacking this launch differently than maybe the ones that you did in 2017 or 2016?

Richard: Yeah, definitely the Search, find, buy, review system and then getting those initial reviews is just how completely different now as you probably realized. The listeners now you have to have your own audience. Also, you have to have an audience of your own. We strongly prefer our own, way more in control. That’s the real difference with launches at the moment.

Bradley: When you say you have your own audience, does that mean that you’re launching a product on one of your existing brands?

Richard: Correct, yeah.

Bradley: Okay. How did you build up your audience?

Richard: I mean, there were insert cards through the products, and then Facebook marketing as well. Facebook marketing is a really easy, quick way to do it.

Bradley: You’ve never been worried? Some people will say, “Oh, I don’t want to do insert cards because Amazon might not like it. They might suspend me.” Did you ever have issues with that, with your insert cards with Amazon?

Richard: No. No. Don’t be silly with them, but just give enough an effective incentive for them.

Bradley: I remember one I got was for every person who doesn’t leave a five-star review, a unicorn loses its horn or something like that. I’m like, “Are you serious?” You’re just asking for trouble.

Richard: Yeah. I remember Barcus has put up a post about someone. It was a mobile phone case. Give a five-star review and you get $20 gift card insert card. And I was a “Woah”

Bradley: Right, right. Now, how has your lifestyle at all changed? Because when you lose $1 million product, well, what was your profit margin on there: 15, 20%.

Richard: About 23?

Bradley: That’s like losing a doctor’s salary right there just in one blow.

Richard: Thanks for reminding me.

Bradley: Not to make you feel bad or anything, but then, now, living back in Australia, it’s even more expensive when you’re living as opposed to Brazil, I would assume. Did you have to cut back and go down to a Lexus instead of Lamborghini or anything like that?

Richard: Oh yeah, that’s tackled in my next info product video. I have to go down from the McLaren to the Ferrari.

Bradley: But in real life, what happens when somebody loses? You’re used to a certain income, based on Amazon, but then a huge thing happens to you. How has that affected your life, if at all?

Richard: Yeah, yeah. I’ve had to adapt by doing that. And I didn’t want to take more out of the business. I’m just doing word-of-mouth consulting at the moment. That’s really the difference. There are things I’m passionate about with the consulting. That’s been good. That’s the biggest change.

Bradley: Have you started selling in Amazon Australia yet?

Richard: No.

Bradley: Too small of a market for you?

Richard: Probably, yeah. For our particular brand it is, yeah, we think.

Bradley: Okay. All right. What’s on the agenda other than these two products? You’re in the launch phase right now. What’s your plan of attack to try and replace that income that you lost?

Richard: Yeah, so that’d be of uptake with this new product with YouTubers. I’ve been rolling them out recently about a month ago with close to 2 million worth of subscribers.

Bradley: I had to rewind a little bit here. Well you were saying something about YouTube and then you’ve got 2 million subscribers. What?

Richard: Sorry. Influencers. Their audiences were 2 million-ish. They’ve got that in a couple of weeks. And then, we’ve got one of the biggest review magazines, which has over a million views a month. I’m waiting for that press to come out and then trying to amplify that around.

Bradley: Is the product live on Amazon already?

Richard: Yeah. Yep. But we’ve pretty much stopped because of coronavirus.

Bradley: Okay. Basically what you did is you went looking for some influencers that are relevant to your brand, and you found a few that all of their subscribers total around 2 million people. Now, what was your strategy there? Did you have them do an unboxing video, and then they gave everybody an affiliate link or break that down a little bit?

Richard: Yeah. They haven’t done it yet. I’ve just got it out. The product’s been distributed but they’ve got schedules built up.

Bradley: What is the plan then? How are you going to leverage those 2 million people that these guys have?

Richard: Yeah. Part of their channel is they use products. They’ll just use it in situ in their content. One got a product and then he liked it. He got all products of ours. He bought it. He didn’t even let us send it to him. He bought it directly off our store.  And so, he’ll just use it in situ in his content and then see how it goes organically, because we want to see the organic reach, and then we’ll boost it around the world with Facebook and YouTube ads.

Bradley: Okay. Now is this something you’ve done before or you’ve heard of somebody doing or what prompted you to say, “Hey, let’s get some YouTube influencers to help with this launch.”

Richard: My business partner. He just said, “Go ask someone else for their audience instead of paying PPC. Because our PPC cost rose. I was like, “All right. There is some logic there.“ Yeah, pretty much the 10 seconds snapshot off it.

Bradley: Yeah. And then how are you going to leverage your own audience? Because you said you have your own list that you built up through those inserts and through different marketing. How are you leveraging that for your launch?

Richard: Yeah, they just bring in the foundation reviews to get kicked off really. That’s their purpose. I mean you could keep going. If you want to, you could just keep advertising and keep pushing it that way as well.

Bradley: These people, they bought your product, and so they’re passionate about the brand and then the repeat customers. Sand you figured, “Hey, these people, they would be more willing… Your rate of reviews from people who buy from your audience is going to be much higher than just random people.”

Richard: Yeah. Much higher.

Bradley: What social media have you built around this brand, like, Instagram, TikTok, Facebook, Twitter, Snapchat?

Richard: Mainly just paid Facebook and Instagram. The same platform. But I mean, we got 50,000 fans. But all of that sort of just came over time. We really didn’t built that, if that makes sense. 

Bradley: Do you do organic posts daily about something just general, not a sales pitch, just to keep people engaged and give value, or do you have any strategy as far as that goes?

Richard: No, we just have a live each week we have a law like content session. It’s a Q and A. That’s pretty much it. It’s like a Facebook live every Thursday at a certain time.

Bradley: Oh, that’s interesting. Okay. And then, so now once you’re going to ask them for these reviews, how do you do it in a way that will not get you in trouble with Amazon?

Richard: Well, I’ll tell them I have their address, and I’ll go visit them if they don’t give me a review.

Bradley: Hey, that’s technically not in terms of service. Hey, you should be okay there.

Richard: Yeah, we just use a bit of a polite copy. I guess one way of  saying it is one hand feeds the other. The quicker we can launch, the quicker we can get more products out to you. That’s one way. All the way to our customer service has scripts, like, “If you could leave a review and make me look good in my job.”  There’s a couple bits of copy that we have.

Bradley: I mean, you can’t really give discounts to them for buying it. At least me or maybe I’m just asking you, like me personally, if I do an email follow-up service or anything, I really don’t want people who I’ve given a discount to leave a review. Do you feel the same way? Are your customers buying full price? Okay.

Richard: We have the full price occur as well.

Bradley: Okay. Excellent. What about Europe? Have you expanded to Europe? I mean, it’s a lot bigger than Australia or is your product not attractive to Europeans?

Richard: We looked at Germany and then got bored with paperwork.

Bradley: It’s so boring; I got to answer all this information. Never mind.

Richard: Yeah. I am actually tempted just to run some Facebook tests here in Australia, first off because retail is still absolute beast here in Australia. But it’s down on my list of things to do.

Bradley: Is Amazon your only revenue stream for your current line or are you selling any off Amazon either online or offline?

Richard: We’ve got Shopify. It’s growing.

Bradley: What’s the break like: 90/10, 80/20, 50/50?

Richard: Yeah. 90/10.

Bradley: 90/10. Okay. But are you more profitable selling from Shopify due to the less Amazon fees or due to the fulfillment and more overhead that it comes out to a wash?

Richard: Yeah, it’s more profitable on Shopify based on the email list.

Bradley: How are you growing? What’s your plan in 2020 to grow your Shopify?

Richard: It’s just more Facebook ads, but I’m more using the content that we’re getting from influencers this year. It will be a big part of it.

Bradley: Okay. the influencers, in addition to boosting your Amazon, you’re going to have a lot of the influencers send traffic directly to your website as opposed to Amazon?

Richard: A bit of both. It depends on the YouTubers. Some have their Amazon affiliate stores, and one hand feeds the other side. The more sales we can drive to this store; then the more likely that to want to work with the site. There’s a bit of both. And then some don’t have affiliate at all, and they’re the ones who will try and drive directly to our site.

Bradley: Cool. Now, other than your big quality issue last year, were there any other big debacle or horror stories that you can tell us about or was that pretty much it?

Richard: Oh, it’s not a big one, but I mean a company, I’m not actually sure if I’m legally upset, but a big company that everybody’s listening knows everybody in the world that they challenged us out with our name.  We had to change names. And shout out to Bethany Patty, absolute legend.

Bradley: That’s Barcus’ wife, isn’t it?

Richard: Am I allowed to do a shout out?

Bradley: Yes, that’s fine.

Richard: Oh yeah. Shout out to her amazing lawyer. She could have pushed me down an alley and said keep paying money. But she was honest with me and tell me straight up; I’m not sure that she’s actually a lawyer now though. I’d have to check her credentials though. That was a joke.

Bradley: What’s the word? I was about to say debarred. I’m like, “No, disbarred. They disbarred her.” I was like, “Wait a minute. Debarred does not sound right.”

Richard: That was like a real pain in the neck. It’s a bit of a storm.

Bradley: Did you have to change your brand on Amazon and everywhere in your packaging?

Richard: Oh, yeah. That’s still going on, like, changing your name on Amazon is more or less impossible. I don’t even know what’s going on. We’ve been trying for months with my operations manager, but I still don’t fully know. I can’t tell you to this day what’s happened.

Bradley: For new shipments then, it’s going to have new packaging with a new brand.

Richard: Correct? Yeah. There’s new and old labeling. And then, yeah, but it’s, it’s fine.

Bradley: I don’t know, but you remember Kevin Rizer, right? I don’t know if you heard his podcast. It was a few episodes after years. He had a similar thing with Emmy because he named his dog Emmy, and then he was doing some pet products named Emmy after his dog. But then, the Emmy Awards was like, “Hey, you can’t use it because people can get confused.” And he’s like, “Well, how can people get an award show confused with dog products or something.” But I forget what exactly what came out with his, but that’s something. Did you know that it could have been a problem when you first came up with your name? Or did you just not realize that there was a company that had it or what?

Richard: They drew the longest bow in the world? It was like, so as I talked afterwards. Who was I talking to? You probably know them, but these companies just keywords scan when people are registering, and this private law firm then went to this said company and said, “Hey these guys…” This is what we think anyway. This was a really long bow. It was like, I don’t know, tea cup to orange. It’s not similar. It was terrible. Like Emmy and Emmy, I get straight away. Everyone gets that straightaway. I know they are two completely different things, but our verbiage, it was completely different. Anyway, classic; Fortune 500 company.

Bradley: That’s a shame. What else other than your two product launches are in store for you this year. You said you’re going to expand Shopify, working with influencers, launching two products.  Are you stopping there? Are you going to try and look for more, maybe start a new brand?

Richard: No, that’s enough. That’s enough for this year. I got my wedding, so that’s pretty big.

Bradley: Yeah. Minor details that we have going on here. Is the wedding going to be in Brazil or in Australia?

Richard: Brazil.

Bradley: Okay. Excellent. Now what about you’re consulting that you do? Do you have any cool stories, like, you help somebody go from here to here. We know your stories. Or maybe some of the negative things that you’ve seen since you’re now involved in more Amazon accounts, you’ve seen people make mistakes that you can warn us about or the opposite.

Richard: Yeah, just be right from that perspective. Just be very careful on your verbiage that you use.

Bradley: I didn’t even really think a packaging video obviously really go carefully on your packaging, the verbiage there, and then your email and just covering your tracks with that as well. Because you don’t want to write the rules, but you always want to push it if you go further. But that’s always up to the client’s discretion, but you really need to lay that out.

Bradley: Cool. What has been your experience on Shopify? I know it’s now up to 10%, you said, but what issues, if any, have you come up with there? Because again, you’re in Australia, you were living in Brazil; you’re not shipping product from Brazil or from Australia directly to customers in the USA. Did you use a 3PL or do you have a friend who had a warehouse or how did that work for you?

Richard: I just do fulfilling through Amazon at this stage. It kind of just keeps all the inventory management. Logistically, it’s much easier. It’s better with bundling to have a 3PL, but at this stage, is going to be too much time wasted on sticks as opposed to just selling.

Bradley: Okay. How does that work? How does somebody set up and link, I mean, I’m assuming it’s not a manual process; you don’t have somebody doing it manually. Does it automatically tie in via API or how does that work where you can fulfill Shopify orders through Amazon?

Richard: Yeah. You’ve got to set it up, but then, you can automatically do it, like you said, through API.

Bradley: Okay. What’s the rates? Obviously, Amazon’s not charging a 15% commission on it since it’s all off of Amazon, but how has the shipping rates are or what is their commission on that?

Richard: Yeah, so it’s a bit steeper than normal shipping. But it’s still within market. It’s not too bad. It is steeper than if it’s selling their own product. Of course, they’re going to look after themselves first.

Bradley: Yeah, of course. All right. Now, how many followers do you have on your Facebook business account now?

Richard: 30,000.

Bradley: Are all those organic or did you pay a company to increase those or how did you get to that number?

Richard: Oh, well it’s through paid advertising.

Bradley: What would be a paid ad? It wasn’t just, “Hey, get 90% off my product.” What is the call to action or what does the ad say that you got people to click and eventually sign up for you?

Richard: Yeah, so that was way back. When we were doing that, it was just purely page likes; there’s a call to action to a page like. Now when we run ads, we have the series of objectives on them anywhere from buy now to learn more or running a top of the funnel video ad and then retargeting on what percentage they’ve watched that. Yeah, it varies on what the result you want is.

Bradley: It doesn’t have to be some kind of discount to get people interested in something. You just do something interesting, and people still click and it makes them want more.

Richard: Yeah, definitely. You can definitely start with content. It all depends on your objective too. That was a content funnel for sales though, but you can have purely content lead capture or just to grow your reach. It really depends on your business objectives.

Bradley: Okay, cool. All right. Well I’m going to ask you for something new since the last time you were on this show. We do something called the 30-second tip were you are going to give something in 30 seconds or less  a cool strategy or hack or advice. Be thinking about that in the meantime. Before then, we’re going to go ahead and play the search-volume game. I’m going to give you three different words, keywords, and don’t have Helium 10 open, so don’t cheat. And then, I’m going to give you three search volumes in random order. You have to match the search volume, the monthly search volume, with the keyword. Okay? The three keywords are Brazil nuts, Brazilian wax kit, and Brazilian bum bum cream. Okay? Those are the three Brazil-related keywords. Alright?

Richard: Brazilian bum bum cream?

Bradley: Yes, Brazilian bum bum cream. Don’t go and ask your fiancé about this. All right. And now the three search volumes from least to most are: one of these keywords is searched for about 6,000 times a month. The next one is searched for about 9,000 times a month, and the most is searched for 20,000 times a month. Which one goes to which? Brazil nuts, Brazilian wax kit, and Brazilian bum bum cream.

Richard: I just don’t know locally. Well, I’m going to have to go with Brazilian wax kit at 20,000 and then just to be different, the Brazilian bum bum cream at 9,000 and the Brazil nuts at 6,000. I’m not confident.

Bradley: All right, you got one right. You got the Brazilian bum bum cream. I’m not sure if you use that for yourself. Actually hold on. Let me click on this to see if it is what it sounds like. I’m looking at this on Amazon right now, and I still don’t know what it does. “For your bum bum, legs, tummy, and arms all over; hydrates and softens.” All right, so there you go. For your Valentine’s Day, which already passed, you could have given this to your fiancé. Brazilian bum bum cream. But Brazilian wax kit is actually 6,000 and Brazil nuts is 20,000. That one I actually knew, Brazil nuts. My parents are like health freaks or they try to be in their old age, and I know my mom buys that for my dad, Brazil nuts. I’m not sure what the health benefit is from it, but hey, it is what it is. All right. Now, what is your TST or 30-second tip, some kind of a pep talk or some cool hack or strategy that you’re using with your consulting clients or in your own Amazon business or something that can be a benefit for our users in 30 seconds or less. Go ahead.

Richard: Really just get really clear on your goals and then work out a number. Go up to one number and reverse engineer from there. Cut out all the other distractions from that one number and target that, and things will fall into place sooner rather than later and if you’re not a numerically bound person, get to love them, because fortunately or unfortunately, numbers rule in business. That would be my 30-second advice.

Bradley: Awesome. Thank you so much, Richard. Now, if anybody wanted to reach out to you to get more information or contact you or see about your services, how can they reach you?

Richard: Yeah, I’m just mates to mates. I’m at rich[dot]greenup[at]gmail[dot]com. That’s R I C H  [dot] G R E E N U P [at] gmail [dot] com.

Bradley: And any of your high-paying clients get an invite to the wedding or how does that work?

Richard: My referrals will.

Bradley: Okay. Alright, Richard. Well, I hope that 2020 as far as Amazon goes is better than your 2019. Come 2021, you will be one of our first to have been on the podcast three times and hope you have some more success stories, so let us know how these launches went.

Richard: Look forward to talking to you then, Bradley.

Bradley: Quick note, guys, don’t forget that regardless where you are listening to this podcast, whether it’s on your iPhone or on Stitcher, on Spotify, that you hit the subscribe button so you can be notified every time we drop a new episode.