#415 - How a Lufthansa Pilot Turned His Passion into a Million-Dollar Amazon Business

In this episode, get expert Amazon-selling insights! Let’s discover winning strategies for organic search ranking, PPC optimization, and how AI is transforming Amazon search.   Join us as we welcome Brian Johnson to the AM/PM podcast, where we reflect on nearly a decade of experiences and insights in the Amazon-selling space. Brian and Kevin go way back to around 2014-2015, meeting at local meetups and SellerCon, and even sharing a mastermind group with some industry legends. Listen in as we reminisce about the evolution of mastermind groups, the significance of collaboration, and the transition from learning various tactics to transparent data practices in Amazon strategies. We celebrate Brian's dedication to sharing his expertise openly and his remarkable journey in e-commerce.   In this engaging episode, Brian and Kevin discuss the challenges and creativity required to succeed in the competitive Amazon marketplace. From launching a Julian vegetable peeler to mastering Amazon PPC advertising, we share our entrepreneurial journeys and the innovative strategies that emerged from them. We explore how tracking factors for search rank optimization can significantly boost organic sales and revenue, while also emphasizing the power of data in providing actionable insights. Brian's transition into the Amazon PPC realm, the evolution of strategies, and his exit from a PPC software venture are some highlights of our conversation.   As we look towards the future, the episode explores the transformative impact of AI on search technology and user behavior. We discuss how AI is changing search processes, leading to clickless searches and streamlining research tasks. Despite changes in search results, we emphasize the importance of staying adaptable to new technologies. The episode wraps up with reflections on the value of networking and wisdom in the e-commerce industry, and Kevin encourages listeners to stay tuned for more exciting episodes. Whether you're a seasoned Amazon seller or new to e-commerce, this episode offers valuable insights and inspiration from Brian Johnson's experiences and expertise.   In episode 420 of the AM/PM Podcast, Kevin and Brian discuss: 00:00 - Decade-Long Relationship and E-Commerce Insights 09:58 - Amazon Organic Ranking Strategy and DeepM 11:19 - Entrepreneurial Philosophy and Competition 15:23 - Organic Rank in Amazon 19:48 - Amazon Search Rank Optimization Strategy 22:49 - Amazon SEO and Deep Learning Analysis 27:41 - Optimizing Search Rank Factors for Sales 27:45 - Amazon Search Optimization Strategies 31:23 - Rank Destroyers in Amazon Search Marketing 34:49 - Secrets of Amazon Ranking Factors 45:22 - Future of Search Engine Optimization 45:55 - Future of AI in Search Optimization 49:56 - Dynamic Titles in Amazon Search 54:32 - Kevin King's Words of Wisdom

In this episode, let’s supercharge your Amazon listings! Discover expert tips on A+ content, visual storytelling, and creative optimization to boost sales and captivate customers. E-commerce listing wizard Daniela Bolzmann joins us to uncover the secrets to mastering Amazon listing optimization. From her tech beginnings to becoming a trailblazer in e-commerce optimization, Daniela shares her incredible journey, revealing how she discovered her passion. Her insights on the pressures and freedoms of transitioning from startup life to following passion-driven ventures paint a vivid picture of today’s evolving work culture. Our conversation dives into powerful strategies for Amazon advertising and branding, challenging the status quo of product marketing. Starting with creative development, Daniela emphasizes capturing consumer attention through sound-infused product presentations and consistent branding. We explore the structured processes that help brands elevate their content, from sharp data analysis to creative briefs, and discuss the importance of split testing. The episode dives into the various levels of support brands require, whether they’re seeking full autonomy or ongoing collaboration. The art of enhancing Amazon listings and A+ content through creative optimization and visual storytelling is another focus, highlighting the role of specialized teams in transforming product imagery into engaging stories. Daniela sheds light on AI and advanced search tools reshaping product discovery, and the importance of embedding metadata in images for visibility. We discuss the power of premium A+ content, featuring innovative strategies like hotspots and carousels, to boost engagement. This episode promises to inspire listeners with actionable insights to elevate their Amazon presence and drive sales growth. In episode 419 of the AM/PM Podcast, Kevin and Daniela discuss: 00:00 - Mastering Amazon Listings With Daniela Bolzmann 01:59 - Speaking at Amazon Accelerate Event  08:25 - Amazon Sellers Lack Marketing Psychology 09:13 - Amazon Advertising Strategy and Branding 11:28 - Elevated Content Creation and Process Implementation 15:32 - Enhancing Amazon Listings Through Creative Optimization 17:09 - Amazon SEO Optimization Fundamentals 19:38 - Google Image Traffic for Amazon Products 23:12 - Optimizing Amazon Listings for Search 24:25 - Future of Image-Based Search Tools 27:12 - Common Mistakes in Image Creation 30:23 - Optimizing Amazon Listings With Visual Storytelling 32:45 - Utilizing User-Generated Content for Marketing 36:46 - Seamless Image Design Techniques 42:41 - Exploring Peruvian Cuisine and Fusion 48:11 - Kevin King's Words of Wisdom

Imagine tapping into a market that has the potential to skyrocket your e-commerce business. What if Latin America could be the next big frontier for growth? Join us as Christie Rugh and AJ Hernandez from SkyPostal bring their expertise to the table, offering a roadmap for businesses looking to thrive in this promising region. With projections indicating a leap from $195 billion to $270 billion by 2028, they highlight how Sky Postal's logistics solutions provide a cost-effective and reliable alternative to expensive express carriers and challenging postal services, making it easier for businesses to venture into Latin America.   From navigating Brazil's protective economic policies to capitalizing on the rising middle class across Argentina and Colombia, we cover the strategies you need to succeed. Our conversation takes a closer look at how mobile phones are transforming shopping habits and how financial landscapes are evolving with the increased use of installment payments. Learn about the pivotal role platforms like Mercado Libre and Amazon play in facilitating cross-border sales, with Sky Postal ensuring timely deliveries and localized support to bridge language and currency barriers.   For those contemplating expansion, the Latin American market is not only less competitive but also offers lucrative opportunities like cheaper ad buys. Whether you're a seasoned seller or facing challenges in the U.S. market, this episode equips you with actionable insights and strategies to enhance your brand's presence and sales. Plus, listen to a personal tale of customs woes that underlines the importance of understanding international trade nuances. Don't miss out on uncovering the untapped potential of Latin America with SkyPostal as your ally.   In episode 418 of the AM/PM Podcast, Kevin, Christie, and AJ discuss: 00:00 - Expand Your E-Commerce Business to Latin America  01:33 - Latin America E-Commerce Logistics Solutions  06:05 - Expanding Latin America Market Reach  11:08 - Expanding Into Emerging Latin American Markets 13:05 - Navigating Trade in Latin America 16:38 - Options for International E-Commerce Expansion  20:49 - International Shipping Rates and Domestic Services 24:21 - Liquidation of Super Bowl Merchandise 25:49 - Expanding to Latin America Logistics Opportunities 27:54 - Cross-Border Marketing Strategies 32:57 - Cost-Saving Fulfillment From Mexico to US 35:27 - Latin America Logistics With SkyPostal 40:44 - International Shipping on Amazon Prime 46:45 - Kevin King's Words Of Wisdom

In this episode, our guest talks about YouTube growth, image optimization, selling internationally on Amazon, overcoming challenges, and top e-commerce strategies. Welcome to an insightful journey into the dynamic realms of e-commerce and content creation. In this episode, we're joined by Helium 10 Elite member David Quintieri, who shares his wealth of experience as a seasoned YouTuber with over 100 million views. Listen in as we explore the exciting intersection of YouTube and Amazon, uncovering strategies for leveraging video and user-generated content to boost e-commerce success. We highlight staggering success stories, like those of the Kelsey brothers and Joe Rogan, to illustrate the untapped potential of monetization on podcast platforms. David offers a unique perspective on bridging content creation with e-commerce, sharing valuable insights for both aspiring and established sellers.   Join us as we discuss essential strategies for enhancing your Amazon FBA business, from effective image usage in product listings to transitioning from a YouTube career into Amazon FBA selling. Learn about the importance of storytelling and emotionally resonant language in marketing images, and hear personal experiences about transitioning from selling generic products to building a unique brand. We also explore the value of educational resources and small paid groups in overcoming challenges and inspiring entrepreneurship, emphasizing the need to understand the intricacies of the Amazon selling process.   Additionally, we examine the cultural differences in entrepreneurship between the US and other countries, exploring how understanding the American consumer is crucial for international sellers. Our conversation also touches on the innovative use of AI tools for enhancing product images and Amazon listings, offering insights into staying competitive in the evolving e-commerce landscape. Finally, we reflect on the impact of relationship quality on personal and professional growth, encouraging listeners to invest in nurturing connections. Tune in for an episode packed with actionable strategies and inspiration for e-commerce success.   In episode 417 of the AM/PM Podcast, Kevin and David discuss: 00:00 - E-Commerce Strategies and Monetizing YouTube 07:07 - Utilizing YouTube Shorts And It's Algorithm 11:29 - Importance of Quality Photo Composition 13:28 - Amazon FBA Business Journey 16:51 - Scaling Business With Amazon Selling 23:10 - Building Confidence in E-Commerce Business 27:33 - Transitioning From Nine to Five Jobs 29:23 - Business Opportunities in Canada vs USA 32:47 - Advantages of Pursuing Opportunities in the US 36:57 - Utilizing AI Tools in E-Commerce 38:08 - Amazon Comprehend for Image Analysis  43:54 - Benefits of Helium 10 Elite Membership 49:15 - Kevin King's Words Of Wisdom

Gina Perez, former competitive college athlete and sports enthusiast, graces our podcast with her vibrant tales from the recent Olympics in France. But it’s not just about the sports; Gina also shares her adventures in the dynamic pet brand industry, weaving in stories of her entrepreneurial success and strategies in e-commerce.   Transitioning from a corporate career in the sporting goods sector, Gina talks about her move to e-commerce, providing a candid narrative of embracing change and entrepreneurship. Her story is rich with insights on navigating corporate restructuring and diving into Amazon selling. With humor and heart, Gina outlines the challenges and triumphs of launching her own brand, offering invaluable lessons on Amazon private label, inventory management, and financial strategy.   In the bustling world of pet products, Gina’s focus on unique offerings and brand differentiation shines through. With an emphasis on community and storytelling, she highlights how all-natural pet products can foster customer loyalty. The episode also explores the profound impact of the Helium 10 Elite mastermind group, which supports her with continuous learning and networking opportunities. Gina candidly shares how this community aids her growth, emphasizing the importance of mastermind groups and thoughtful networking in steering clear of bad advice. In episode 416 of the AM/PM Podcast, Kevin and Gina discuss: 00:00 - A Trip to France and the Olympics 06:42 - Supporting Women's Sports With Custom Shirt 11:33 - Entrepreneurship Journey in E-Commerce 12:07 - Transitioning to E-Commerce Success 15:16 - Navigating Career Transitions in Business 23:04 - Pet Products E-Commerce Growth Strategy 24:38 - Entrepreneurial Risk and Investment Amount 28:33 - Entrepreneurial Approach to the Pet Industry 31:35 - Pet Product Marketing Strategies 33:58 - Brand Storytelling and Connection 41:21 - Switching from Jungle Scout to Helium 10 41:37 - Helium 10 Elite Community Benefits 48:02 - Value of Peer-to-Peer Learning 50:48 - Entrepreneurial Community Support and Goals 51:22 - The Importance of Collaboration in Business 53:16 - More Membership Benefits of Helium 10 Elite 59:06 - Networking Benefits for Entrepreneurs 59:47 - Kevin's Words Of Wisdom

Ever wondered how a commercial airline pilot could pull off a million-dollar Amazon business success? Join us as David Lang, the Lufthansa pilot turned e-commerce entrepreneur, shares his incredible journey from the cockpit to conquering the Amazon marketplace. Learn the secrets behind his dual career, and discover how the meticulous systems and numbers-driven strategies in aviation perfectly translated to his booming online business.   Peel back the curtain on aviation myths and misconceptions with David, who demystifies common fears like turbulence and clarifies the dynamic roles of captains and co-pilots. His unique story of balancing a demanding airline career with academic pursuits and a project management role at Lufthansa sets the stage for his leap into the world of e-commerce. From reverse-engineering a product failure to a game-changing success, David reveals the strategic planning and keyword wizardry that skyrocketed his sales to $1.2 million in just five days.   As we wrap up, David takes us through the exhilarating process of selling his business and achieving financial freedom. Is life after a successful Amazon FBA business exit all it's cracked up to be? Hear about the ongoing thrill of e-commerce, the benefits of strategic business networks, and future plans like his appearance at the Billion Dollar Seller Summit in Iceland. Don’t miss this inspiring episode brimming with actionable advice and captivating stories from David’s dual careers. In episode 415 of the AM/PM Podcast, Kevin and David discuss: 00:00 - From Commercial Pilot to E-Commerce Success 04:49 - Commercial Pilot License Requirements and Opportunities 09:53 - Pay Discrepancies in the Airline Industry 11:52 - Misconceptions About The Aviation Industry 14:24 - Perceptions of Pilot Profession  16:53 - Entrepreneurship While In The Airline Industry 22:18 - Achieving Success Through Reverse Engineering 25:26 - Calculated Risk Pays Off Big  26:59 - Amazon Keyword Manipulation for Brand Success 31:03 - Working With 8Fig for Business Funding 38:36 - Life After a Successful Business Exit 43:40 - Distressed Amazon Seller Turnaround Plan 44:45 - Business and Aviation  50:11 - Kevin King's Words Of Wisdom

Picture this: Two pharmacists trading their lab coats for entrepreneurial hats, diving headfirst into the world of Amazon FBA. Janine and Brian's journey from selling closeout tanning lotion and books on eBay to becoming successful Amazon sellers is nothing short of inspiring. This episode captures their transition, highlighting how their complementary skills—Brian’s keen analytical mind and Janine’s marketing flair—propelled them to success. You'll hear about their experiences at a brainstorming event with Perry Belcher in Las Vegas, where open and honest discussions led to breakthrough business insights.   We also explore their story as Amazon entrepreneurs who scaled their business to an impressive $5 million in annual revenue through strategy and grit. The path wasn’t always smooth; from facing major safety complaints and grueling IP disputes to navigating a nightmare Amazon business exit, every challenge presented a learning opportunity. This journey emphasizes the importance of resilience and problem-solving in the ever-evolving e-commerce landscape.   Beyond Amazon, we dive into the diverse world of entrepreneurship. Janine and Brian share their adventures in turning around a struggling Amazon brand that they acquired after their exit and managing multiple Airbnb properties. They reveal their plans to leverage their pharmacy backgrounds by starting IV hydration clinics, illustrating their knack for balancing multiple ventures while maintaining steady income streams. This episode is packed with practical advice and motivational stories, underscoring the power of partnership, resilience, and the human connections that drive business success. Don't miss out on this episode full of entrepreneurial wisdom!   In episode 414 of the AM/PM Podcast, Kevin, Brian, and Janine discuss: 00:00 - Brian and Janine's Amazon FBA Business Success 03:24 - Amazon Sellers Share Insights at Event 06:01 - From Pharmacists to Amazon Entrepreneurs 10:33 - Success Story of Taking Action 14:20 - Immediate Business Success Stories 15:25 - Navigating Amazon Growth and Selling Journey 20:14 - Advice to Sell Brand and Grow 22:31 - Amazon Brand Suspension and Patent Dispute 31:02 - Negotiation for Brand Acquisition 32:20 - Resolving IP Dispute With Faithful Conversation 35:58 - Business Dispute Resolution Conversations 40:42 - Turning Around a Nightmare Amazon Business Exit 40:46 - A New Brand Acquisition for $40,000 45:53 - Airbnb, Amazon, and New Entrepreneurial Ventures 49:37 - Damage Control Strategies 52:07 - Business Networking and Persistence in Amazon 53:11 - Maximizing Amazon-Selling Success 53:40 - Kevin King's Words of Wisdom

Listen to this insightful episode as we chat with Steve Yates, the founder of Prime Guidance, who brings a wealth of experience from his time at Dick's Sporting Goods, Amazon, and Woot. Steve shares valuable strategies for liquidating inventory, controlling the buy box, and optimizing brand presence on major platforms like Amazon, Target, and Walmart. We explore the benefits of using Woot for your inventory liquidations and discuss effective methods for brands to establish and enhance their e-commerce footprint.   In our discussion, we cover the intricacies of e-commerce consultancy and growth strategies, highlighting the options available for liquidating or donating excess inventory and the benefits of each approach. Steve explains how Prime Guidance supports sellers in optimizing their marketplace presence by providing tailored consultancy services, training internal teams, and offering strategic advice. We also touch on the challenges brands face when transitioning to Amazon and the importance of channel control policies and managing their own sales to improve profitability.   Finally, we talk about the complexities of inventory and pricing strategy, discussing the importance of channel control, product serialization, and the Amazon Transparency program. Steve shares insights on maintaining good relationships with retail giants and the significance of product differentiation in retail success. We also explore the emerging e-commerce opportunities on platforms like Walmart.com and TikTok, emphasizing the need for brands to adapt their strategies to each platform's unique algorithms and consumer expectations. Tune in to learn how to navigate the ever-evolving e-commerce landscape and accelerate your brand's growth. In episode 413 of the AM/PM Podcast, Kevin and Steve discuss: 00:00 - Opportunities in E-Commerce for Big Brands 01:38 - Amazon's Acquisition of Woot.com 06:16 - Retail Strategy of Daily Deal Website 08:26 - E-Commerce Consultancy and Growth Strategy 14:40 - Revenue-Based vs. Fixed Fee Agency Services 17:21 - Navigating Resistance to Amazon Marketplace 20:25 - Strategies for Brand Channel Control 26:11 - Controlling Inventory and Pricing Strategy 28:50 - Dealing With Amazon Resellers 32:54 - Channel Strategy and Marketplace Differentiation 33:59 - Business Strategies for Retail Success 37:35 - Key Price Points for Product Placement 40:40 - Brand Strategy in E-Commerce Marketplaces 45:21 - Branding Strategies for Amazon Success 47:27 - Emerging E-Commerce Opportunities 50:59 - Optimizing Walmart Listings for Success 54:20 - Unscripted Conversations on AM/PM Podcast

Join us for an engaging and insightful conversation with Melanie Shabangu-Katsaris, co-founder of Avask, as we explore the vast opportunities in expanding global e-commerce. Melanie shares her expertise on why sellers should consider expanding their operations beyond their current markets, whether moving from the U.S. to Europe or vice versa. She provides an overview of how Avask supports sellers with critical aspects such as taxes, shipping, and compliance. We also reminisce about the close-knit nature of the Amazon-seller community, highlighted by memorable industry events like an unforgettable evening at a Beyoncé concert.   Listen in as we navigate the complex landscape of global e-commerce regulations, focusing on the differences between selling on Amazon in the U.S. versus Europe. Melanie sheds light on the regulatory challenges sellers face, including VAT registration and customs documentation, and explains why the maturity of the U.S. market often leads American and Chinese sellers to prioritize it over Europe. Despite these challenges, Melanie emphasizes the significant opportunities available in Europe and offers valuable insights to encourage more sellers to expand internationally.   Finally, we discuss the comprehensive services Avask offers to help sellers achieve international compliance, particularly in the UK and Europe. From VAT compliance to the Extended Producer Responsibility (EPR) eco-contribution, Melanie explains how Avask simplifies these complexities for sellers. We also touch on recent changes in European regulations, such as Amazon's new VAT on Amazon initiative, and how Avask collaborates with Amazon to ensure seamless compliance for sellers. This episode is a must-listen for anyone looking to broaden their e-commerce horizons with expert guidance from Avask. In episode 412 of the AM/PM Podcast, Kevin and Melanie discuss: 00:00 - Expanding Global E-Commerce With Avask 02:42 - VIP Experience at Beyonce Concert 08:01 - Leveraging Technology for Business Growth 13:59 - Navigating Global E-Commerce Regulations 18:37 - Marketplace Regulations 20:24 - Navigating European E-Commerce Tax Regulations 23:29 - Amazon's Market Expansion in Europe 27:16 - EU VAT Compliance Regulations Impact Sellers 32:11 - International Tax Compliance and Reporting 34:23 - Navigating International Tax and E-Commerce 36:48 - Declaring Taxes and Customs 42:33 - Expanding International E-Commerce Compliance 43:21 - Global Shipping and Customs Impact 47:39 - Amazon's VAT Program Conclusion 49:23 - Amazon Sellers Facing Compliance Changes 56:13 - Kevin King’s Words of Wisdom

Join us as we welcome Josh Coleman, a Helium 10 Elite member, who shares his inspiring journey of launching and growing his brand on TikTok. After attending a Helium 10 Elite workshop in late 2023, Josh and his wife decided to experiment with TikTok, drawing from their unique blend of design and data-driven strategies. Listen in as Josh discusses how his passion for analytics helped him understand their audience better and the collaborative dynamic with his wife that propelled their brand to success.   We also explore the experiences of a couple who transitioned to full-time e-commerce with Amazon in late 2022, achieving seven-figure revenue within a year despite having no prior experience. Their story highlights the importance of focusing on building a brand and audience, navigating supply chain challenges, and understanding the difference between revenue and profit. Additionally, we discuss the misleading promises of easy success in e-commerce and the evolving complexities of the industry.   Finally, the episode touches on maximizing sales across multiple platforms, emphasizing the value of learning from those with practical experience. We discuss the impact of TikTok Shop, the strategic alliance between Amazon and TikTok, and the growing influence of influencer-driven sales. For those looking to transition from Amazon to TikTok Shop, we offer practical steps and highlight the importance of having a hero product and effective inventory management. Join us for a comprehensive look at the future of e-commerce and influencer marketing, and discover how you can stay ahead in this dynamic landscape. In episode 411 of the AM/PM Podcast, Kevin and Josh discuss: 00:00 - TikTok Sales Boost E-commerce Business 03:51 - Helium 10 Elite Workshop To TikTok Success 08:09 - Building a Successful Amazon Business 13:57 - Long-Term Strategy for Amazon Business 15:58 - Maximizing Sales Across Multiple Platforms 20:50 - Comparing TikTok and Amazon Sales 32:48 - TikTok Influencers Boost Amazon Sales 35:43 - Maximizing TikTok Shop With Creators 42:24 - TikTok Creators and Agency Partnerships 45:01 - Leveraging Influencer Agencies Strategically 47:47 - Optimizing Hero Products for TikTok 51:27 - Future of E-Commerce and Influencer Marketing 56:18 - How To Get In Touch With Josh Coleman 58:36 - Kevin King's Words Of Wisdom