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Effortlessly Get Your Products Into Retail - Amazon Seller Tips with Talor Ofer - Part 1
March 28, 2022
Effortlessly Get Your Products Into Retail - Amazon Seller Tips with Talor Ofer - Part 1
Things we discussed in this session:

A. Part

B. Part 2

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Transcription in this episode:
[00:00:01] spk_1: Welcome to the seller [00:00:03] spk_2: roundtable e commerce coaching [00:00:04] spk_0: and business strategies [00:00:05] spk_1: with Andy, Arnott and Amy Wees, hey, what's up everybody, this is Andy are not with And this is seller round table # 137. We are super privileged, excited, ready to go with Taylor offered. Taylor, thank you so much for being with us today. [00:00:24] spk_0: Thank you for having me today. How are you doing everyone? [00:00:27] spk_1: Yeah, it is awesome to have you here. Um you know, Taylor, you have been my retail mentor for years now and we've done a lot of great things together and I'm just honored to have you on the seller roundtable here with Andy and I and um, you know, we're excited. You have an incredible story, but we always start off the show by asking you to give us a blood sample or whatever, you know you as much or as little as you want to tell us about, about you, tell us about you, your background, where you're from. You know, we require not only a blood test but a negative Covid test as well. You have to have that to be honest. I started, oh, we can talk about that later. I can go all day with that taylor. We have to put my tinfoil hat on, we can talk all day. [00:01:21] spk_0: Yeah, definitely for hours. That's the most smokable spoken topic on earth right now. Right Anyways, um, let's let's forget about Covid for at least for an hour if we can, we'll try our best to do so, but it's hard because it's like related to everything, but anyway, I'll start from the, from the end and then I'll go back to the beginning because I just, I'm just trying to do it more interesting in terms of how how I present myself and and you know with the time being a guest in in several podcasts, all of them, we're at the end of the day made by Amy because she was like, you know, introducing and doing the whole stuff for me. So as much as she's calling me a retail mentor, which I don't allow her, but she still calls me like that because I don't like the term mentor, I see her as a general mentor for me for so many things, so thank you for that in that chance Amy. Um so right now I'm working with a different uh a bunch of retailers in the USa mainly for the physical stores. I do also other channels as well and I'm selling like various different brands, the majority of them are actually amazon brands um or e commerce brands. Um we will explain later how that happened, but going back to the beginning of, you know, speaking about myself who really I am uh you know I have this very strong memory um I think it was, I don't know well quite a lot um quite quite many years ago when I was at about six years old or seven, something like that and my father was doing like he was dealing with education in schools. He was running schools and stuff. And we've been living in a school that is like internal one where you know that the students are sleeping in the school and we had volunteers coming from the U. S. A. They were coming you know to to learn about the country and the culture and so forth. All I knew that we have americans in this you know school and the school was home for me because we were literally living inside school because again it's like you know a small village. Um so anyway my father comes one day and says you know it's almost summer vacation by now and you have two options. Either you just spend your time doing nothing in the vacation and watching tv or you know hanging out with your friends or if you want you can work and earn money and I was like oh I want to work, I want to make money. And I was like six years old. And then he goes you know I thought about it, I think I'm gonna open like a small kiosk, you know a small store like grocery store or whatever you call it. And we're gonna sell some you know basic stuff to those american volunteers and two others as well. But mainly we're going to target them. What do you think about that. So I was like yeah dad I want that, I want that to happen. So in like no time he opened it in like a few weeks and then on the first day that it was open I was literally sitting there six years old knowing zero english and I was supposed to sell a lot of chocolates and and coke and sprite and stuff like that to americans, I don't speak the language, I don't know what's happening, not to mention that, I don't know numbers, I mean they could fool me all around but you know these were different days, not like unlike today but anyway that's where I started my my business road as far as I see it because I was like learning english and I was learning how to sell and how to communicate plus and that's the biggest I think thing like an um asset that I took from there is that I learned my english because if you, if you roll forward in my life and I was in school and I was quite doing quite good but the only thing I wasn't doing pretty much is going to english um you know english lessons because I thought like okay I know english, I don't need to learn that and indeed, I mean my english is not wow but it's quite good enough you know to manage in my life and it's funny because I never learned english in school only in that store anyway we were running that story for years and years. Yeah so moving forward the I did like the normal the road that we're doing back here in Israel. I live in Israel. I stay in tel Aviv that's my hometown. I was traveling around I think 12 years traveling plus living in different countries. I was living in China for seven years and Japan three years in Spain and the states and so forth. Um And yeah, I mean I was rolling um somehow into retail because when I got to, to to China and I was just coming you know, for a few days just to find a factory that was 2003. I think I was just searching for one factory for bags and then I ended up staying there for seven years because I was like you know, I was looking at what I'm seeing and I was like oh my God everything is here. Like this is this is like this is the gold, it's here [00:06:02] spk_1: and where were you in china at the time? Where did you live in china? [00:06:06] spk_0: I was living in Guangzhou. I don't want to say bad words about Guangzhou but I do have a lot of bad words because it's like it's one of the roughest place to live in. It's really, really tough, especially back in those days. I mean now it's a little bit more like shanghai in Beijing. But back in those days it was like you know and I it's hard to imagine because one million factories were existing only surrounding Guangzhou, not inside the city and inside the city you had a lot of you know pirates uh factories unregistered and stuff. So think about it, how much pollution and how much mess in the city. Anyway, I was somehow engaging with with a friend and he was working with big labels in the States, he was doing private label for walmart and he was doing for BCBG, he was also doing um darien jeans who was still belonged to Beyonce. Um So I was joining him and I started you know to learn how you do the little stuff because I knew about production because I was doing production even before that when I was living in Japan, I was producing in other countries in Thailand and Korea and so forth. But then I had you know my big lesson of how all right, you can produce, you can do everything uh in terms of the production and and and supply chain, but what about the selling side? Um So that's where I think [00:07:29] spk_1: people would say if you're, if you don't sell your nothing right? Because you can you can make products all day long but if you can't sell them then you're still stuck. Right. [00:07:37] spk_0: Exactly. Exactly. Exactly. I was coming actually from the sales part because what I was focusing on Japan was actually the cells not the production, the production was a side issue. It wasn't even an issue, you know, especially when I worked with Korea was much easier than than the chinese one, it was more expensive but much easier anyway, so I learned how to do the business with those retailers and I learned a lot and then rolling to 2000 I think 67 more or less, I started my own private label at the same time and I was doing electric items and I was selling them at Canada and Usa to Costco mainly. Um And then rolling again to 2010 I got back to Israel with my wife which I got to meet in China and she's literally living like 15 minutes from my house here in Israel but we met in China, it's funny like so anyway I just a side side note I offered her um a week after we met and to be honest with you I had at the same day we met we sat down and we were talking for like five hours I think and I was at the end of that I was like looking at her and and saying like you know I have something to tell you but I'm gonna wait for a week until I say that, I don't know why I said that. But anyway a week later I proposed her and and yeah, so anyway we got married [00:09:06] spk_1: a [00:09:07] spk_0: month, a month after that we were married in Israel anyway I got back to Israel and I thought you know I'm gonna travel obviously back and forth to the States and to china because of my business and everything and then I started to build a few other brands um and during those about 67 years between 2010 and 2017 I worked with approximately I guess 50 to 70 different retailers in the States, more or less we're talking about Macy's and target in Costco and obviously walmart a little bit, I don't like walmart that much but anyway no strong Neiman Marcus, you name it um [00:09:43] spk_1: Cbs your cbs, funder, Officemax, I've seen your, I've seen your invoices, I [00:09:54] spk_0: cannot mention all of them but right yeah definitely your [00:09:59] spk_1: your retail invoices make our amazon sales look [00:10:02] spk_0: sad, [00:10:05] spk_1: come on, [00:10:07] spk_0: I'm jealous of you guys, I mean you did the right step obviously but then you know I was I was looking at those, you know amazon things and e commerce things when they all started bucket I think 2000 and eight um and I even had a dinner and I had a good relationship with the made in china dot com owner, they were supposed to be the second alibaba but alibaba went you know super becoming a super high end, not high end but super successful company while made in china just went down and down, I don't know why but anyway Lawrence was one of the owners and I was in a good relationship with him but I couldn't, I couldn't get myself into read into the online thing because I was like all about retail because that's, you know, you know how to say, but you do something and you want to do it good, you have to go deeper and deeper rather than just, you know, spreading all around and you know, starting to do different things and then you don't, there's no like no focus anyway. So 2017, my last brand that I did, which was wearable tech accessories, was not really relevant anymore because like a lot of vendors came in and a lot of things happened. So I was like, all right, let's let's, you know, let's just close it step by step, Everything is good. We'll see what happens. Uh, and I really, I was wondering what's going to happen next because I have all these connections with the retailers and I want to use them. But I don't, I really wanted to produce because I also got tired from china. So luckily a few amazon sellers approached me hearing about me from other friends saying, hey, we have this beautiful products and we want to sell them in retail and we know that retail is huge. So we don't know how to sell them and who to talk with and all this stuff. You have any money, any idea about that. So I was like, yeah, sure why not. So I started to realize that there was a lot of potential with online sellers because when I was doing what I was doing and they were doing, you know their own online platforms, it doesn't matter amazon or Shopify whatever it is, they were learning the same thing that I was learning about supply chain, they know how to handle the chinese, they know how to do branding, at least basic one, they know how to pack the product, they know how to defer it from what is in the market, they know the language like it's it was the same language that I was speaking and I had no one to talk with about with that language until all the amazon seller came and in 2018 I was starting to expose myself to more sellers and I was like oh my God wow, there are so many of them out there. I I didn't have any idea about it. You know I wasn't, I mean I I never thought about it like what do I have to do with amazon and apparently a lot of brands, I just took them and started to see how I help them to become rich already brand because we'll talk about rich already, but just in general and in short if you want to sell your products, you have to be rich and ready if you're not really ready they're gonna smell oh this is an online vendor and they're afraid when I say they, I mean the retailers okay buyers, whatever title you choose by your assistant, it doesn't matter, there's like general merchandise officers and many different talents. But anyway, what they try to smell in the very first place, when you approach them is what what exactly is this company doing? Okay? They are showing us nice products, they look good, but then do they understand what it takes to be in retail? And that's, you know, something that I felt strongly. And it's funny because last week I got an email from ST club and I presented them a line and I was moving from bio two bio because I didn't have contact with a certain category, I needed a kitchen category and when I ended up finding the right person, she was like, the first question, she was like, hi, can you tell me who are you working with? Only in the brick and mortar? And she was like bowling that. And then she was putting on this side note, not on amazon, like I don't care what you do in amazon, show me what you're doing the brick and mortar and was like, oh my God, this is what I'm talking about for years, this is exactly and she, she nailed it in one sentence. She was a little bit rude, but I forgive her as long as she's giving me business. Uh so [00:14:05] spk_1: so I think that's what we have to focus on today is you know, it's it's all culminated to this is you know, you have this language that we online sellers, for the most part don't speak unless you teach us, right? But the the retail, brick and mortar wholesale sell your products wholesale language is different than the language we speak on online, right? And, and the business model is slightly different as well, because the pricing is different, the logistics are different. Um, but as you mentioned, the production is mostly the same. So, um, I think that we should talk about what are those key differences. So, in terms of, um, you know, if I'm selling online and I want to move my products [00:14:57] spk_0: to [00:14:58] spk_1: other channels, and and my next question is, what are those other channels? But if I want to move off of the amazon besides Shopify, right, we're talking about all the dot coms were talking about subscription boxes, we're talking about brick and mortar channels. Were talking about all of retail that isn't amazon, which is like 90% right? Not amazon and not dot com. So, you know, if I want to do that, what are the key things that people need to be focused on at a high level? [00:15:28] spk_0: Alright, so the way, thank you for the question. So the way I see it, and again, I'm not taking myself as a mentor or anything like that, and by the way, I'm trying not to do coaching or to teach anyone because I find that as a service, it's much easier for both sides. So six points is what I see as something that you need to consider. And to look at when you go to retail. It doesn't really matter if you go with me or with someone else or by your own. It doesn't really matter. And I encourage people to do so. And that was six points are points that I, you know, it's the way I see it from my experience. But most points, not most, all of them are being spoken all the time in the retail space. So the first thing, the first topic you will have to look at is branding. And I divide branding to mainly two things. Number one is your website and number two is your catalog. Now, the majority of us do not have any catalogs. So then you say, okay, catalog, no big deal. I'll create a catalog. But then there are, you know, certain principles that you want to have in that catalog. Now, it's very hard to find. I didn't manage to find until now an example of how a retail catalog looks like. And I was looking like insane for that online because I thought, let me try to refer to this as if I was an online seller. And I don't know what is written. I wanted to see how it looks from the other side. So, I was looking for the basics, right, for a retail catalog to show me an example. Let me find an example how that catalog looks like. And I'll do something creative, but I'll at least know what I should have tourists, right? Um, and I couldn't find, I couldn't find, I was doing a lot of different tests. I was trying to trigger and find like, you know, private label, good companies, very small one micro brands not huge. So that I could maybe, you know, trace their catalogs somehow. Nada, nothing. It's all happening, you know, under the ground. That's how it is. It's insane. Anyway. It's not it's not a bible. It's not, you know, something huge. But there are principles. You need to know both about the website and the catalog. We'll get to that later if you want. But then moving forward to the other four points. Then you have the brief and the brief is a term that I'm using for years to describe. How do I describe my brand now? I don't want to come up and say for instance, if Amy is my buyer and she's working at, let's say Williams Sonoma. I don't want to write her an email. Hey Amy, how are you doing? Can you check my, what do you think about those products that I have here. Do you like them? You want samples? No, it doesn't work like that. You have to talk at some kind of, you know, you have to give some kind of presentation and you want to give it, not about, you know, not about the products you want to give it about the brand, you want to explain in a very short sentence that this is a brand, like a micro brand, rather than just another company selling products importing and selling. Okay. And we all know the difference. The difference is branding, the differences, you know the mindset. The difference is that you don't buy from the chinese companies, factories, whatever a product and wrap it in in a shrink and just put it on your warehouse in the States, you're doing something different. That's why we have this amazing term that I love called rise of the micro brands, because most of the people who are selling on amazon or online in general are actually part of the rise of the micro brands. So yeah, the brief is another thing, Number four, we have to look at the packaging when you walk into a store, Doesn't really matter what store Bloomingdale or urban outfitter, you look at the products, some of them are naked on the shelf, That's right. But most of them, in most cases they're gonna be packed in a package. Now, if you are sending on online and you have whatever poly bag in your warehouse for your product, it's fine because nobody, nobody knows, nobody cares. As long as they get the product, when they get it, they already know what they're getting. That's what I'm saying. Well, when you walk into the store and you look at the product and if you see a box like that, normally you wouldn't know what's inside. Right? If there's no picture of the product here, for instance, you wouldn't know what it is. And even if there is a picture it has to be a very certain picture for a person to understand in a second what is inside. So the thing is, [00:19:47] spk_1: most amazon sellers just have like a brown box or white box or it's very it's it's not something that you could just put on the shelf and a lot of times it's meant just to protect the product and shipping. And so that's that is a big consideration. Right. [00:20:03] spk_0: Right. Exactly. So that's the packaging part. Again, we can go into details but I want to go through the six points in general for for the time being. Uh and the the other two points are actually kind of going together. So number one uh number five, I'm sorry is the research, like if I look at the product that I want to sell the brand. Okay, and I'm seeing your brand Isaac Jessica scott, caramel, Christine Vladimir, I'm looking at your brand and I'm thinking okay, I want to sell it. I know that it's good for retail now. How do I know what's happening in the retail space before I start selling it, I have to make a research now, I have to know who is my competitors, that's number one and number two, I want to know the competitors from the offline physical stores area, not from the online because these are two different platforms. I mean, I mean, yeah, when, when TJ Marks is buying goods that are buying it on one in one team, in one purchasing team for both online and offline. But they are kind of unique because if you look at Macy's, they have separated teams for the online and offline and singles for the most to most of the retailers, they're trying to separate, I mean, they do buy for both platforms, the same products, but not exactly there. Yeah, difference. Uh So that's the research we're looking for. We want to know what is our competitive competitor are doing in the offline side and that goes to the second to the six point, which is the last one, which is pricing, we want to know how to price our goods. Now, Amy knows pretty well about pricing, like normally MSR which is the retail price, the price you have an amazon uh is something around doubled in the wholesale price, meaning if you're selling a product for $50 msrp p $50 to the consumer on your amazon listing, then We start to calculate from $25 as a wholesale price. OK. We start, it depends on what, with what retailer we're talking with. So for instance, just for the for the example, TJ Marks are paying 25 of em srp up to 30 30 30%. Okay 30% out of $50 you can you're gonna get in somewhere into 15, around 14 $15. Now if your cost landed in. Usa for instance is $18 then you have no chance to work with DJ right? You're not gonna lose money anyway. If you look at Macy's they're working 50%. So you're gonna get 25% for 50% $50. Uh $25 or $50 product. And if you're looking at Neiman Marcus for instance, they work somewhere between 35 the lowest up to 60% I. M. U. Which is um initial markup. That's how they mark up the product. So at the end of the day you're gonna sell it for around 40 to 50 more or less off your M. S. R. B. Again it's deferring, it's it's different from from retailer to retailer bed bath and beyond are doing it's simple to just walk half an srp what I'm trying to say is that when you when you come to the table to them, you want to know the price up front. You don't want to give them price. That would be far from what you can get or far from what they would pay. Right? You want to be somewhere almost into the target as higher as you can as high as you can. So anyway that goes with the research because if I know how the pricing goes and looks like should look like I have to look at the at the at the research as well because if I find in the research that someone is selling much lower than me and I know more or less what's his whole surprise and I'm trying to to offer it for like 20% more than what am I doing here. If I have something special that's different. If I have a patent product or something super well designed, okay, it's different. But if I had more or less the same thing, I have to think, you know, strategic wise, I have to think about the right pricing and not to lose the buyer or the other side. So those are the six points. My answer is I [00:24:03] spk_1: love it. That's that's great. Six points to consider. Um So we gotta have the right website, we gotta have the right catalog, we need to have a brief understanding how we present ourselves to buyers. We gotta have packaging that is retail ready. And we need to do the research of our how our competitors products look in that store because we're not going to pitch a buyer without understanding how we can fit in their store. And we got to understand the pricing because we're gonna need to give them a quote and we don't want to be losing money. So we've got to we've got to look at it so that we can price it so where we're making money but we're also offering something competitive for them if we're selling bluetooth speakers and there's already a bluetooth speaker on the market that's taking up most most of their shelf space and we're not doing anything special, we're stuck. Right? So, um, that's, that's really, we gotta, we gotta have somewhere where we can edge ourselves in and that's why after all that, we've got to do the research and the right pricing. So love that. What about retail channels? Let's talk about. I think so many people just assume, you know, you mentioned you worked with CVS, Costco, Neiman, Marcus, Macy's, all the, all the brick and mortar channels. But what I've learned from you, um, is that there are so many cool channels you can sell in like gypsy, for example, a subscription box that you introduced me to That has like three million subscribers and their minimum order quantity is like 50,000 units. I don't think that people even realize, um, what this could do for their brand. Imagine getting an order. And I've seen, like I said, I've seen your invoices. So imagine getting an order of over $100,000 that comes straight from your supplier or come straight from your warehouse in the US if you're working with a smaller retailer, um, that's, it's just, it's really good. But let's talk about all the different channels, what are some of your favorite channels to to sell it. [00:26:01] spk_0: Okay. So yes, as you just explained like subscription box is a channel and it's a huge channel. We have to keep in mind that the retail space in general, all of those special channels on normal channels or whatever you call them, apart from the online, there are More than 80% of the market, the written market in the states, in the USA. Okay. And I'm looking only in the USA because obviously that's my market and, and that's it's huge because if you're selling, you know to 10 15% of the market and you're doing good, what would happen if you multiply that by 678. Alright. So anyway, uh, yes, subscription boxes are something very good because they have subscribers and for those who are not sure what is a subscription box, It's just companies that are sending monthly or do a weekly a box of gifts inside a box to like hundreds and thousands and millions of subscribers. Okay. On the top of them, you have tipsy and you have all true and you have a glossy box. And, and literally, I'm working with the top five or six, I think on the, what they do is they have those subscribers and they're selling them gifts. And that is based off demographic. Like it's not just, you know, if you amy would be signed to, let's say a gypsy and they would think that you are, I don't know, at that age and that gender, that, you know, certain type of person. Uh they would send you the wrong stuff that they're doing their homework and they know exactly how to catch what you like. So there's a whole thing about it. And if you open youtube and you click unboxing subscription, only those two terms, you would see tons of millions of videos with billions of views because it's, it's a big thing in the States at least. And I'm seeing that it's coming up in other countries as well. Um, I just had this email, I just was looking at it as you spoke about quantities. I can show screen. Um, Just to give you a quick idea. This is an email from Lindsay, she's from ultra. It's a very nice subscription boxes she's describing what's happening on 20 2022. This is from uh january 3rd, it's from yesterday, um, partner opportunities. So they have between 220,000 units as the one opportunity and then they have the deliveries, whatever in 23 months, you don't have to deliver it tomorrow. Obviously they give you time to prepare to produce whatever you need, budget and everything, how it works. Again, um, they give you like, typically they would give you one P. O. For one date and and they divided, like as a blanket order for 67 or sometimes even eight different dates, but at the end of the day, again, it's between 20,000 and 100,000 units. Typically with this company, with other companies, it's even more, I've seen much more than that in terms of quantities, but that's one channel to another channel is the dot com. Like if you look at the top 10 dot com channels in the states, obviously you're selling in the, in the number one amazon dot com, but then you have walmart, which again, walmart is not my field. I have to say that. I mean it's there's a lot of, you know, very talented people who is doing specifically with walmart. That's not, I'm not the address for that. I can work without walmart online. It's not a problem for me because I know the offline buyers, but it's not something that I uh [00:29:22] spk_1: well, and on walmart dot com, it's, it's just like amazon, it's third party fulfillment where your other dot coms like close dot com Home Depot dot com. A lot of those channels, Macys dot com there, you're selling your products wholesale to a buyer. It's, they're still doing the, the old fashioned. Uh, well, I don't want to say old fashioned, but the, the traditional brick and mortar side of things for the most part and some of them are moving over. I know like recently Home Depot and Lowe's Move to that 3rd party fulfillment as well. But for the most part, the top what 50 retailers in the us top 50 brick and mortar retailers also have websites. [00:30:03] spk_0: Right? And they buy and they and they shipped as exactly as you mentioned. And again yes home people is now doing the third party seller thing. And also um Macy's they also have that thing uh TJ Maxx, no T. J Maxx Marshalls HomeGoods I think even Tuesday morning I don't recall for sure. But most of these you know low end, I would say low end price or discounters, they would not do that. They would just buy from you and sell it on their own channel, the dot com and the offline as well. So this is like another block. Um Another another thing you have is like media and tv. I'm saying media because there's different opportunities in the market but if I focus on the T. V. Which is the main thing uh there are tv segments and I'm not talking about you know um those channels where they sell you 24 7 products. I'm talking about different stuff. For instance there's a show and let me know about that show because I'm talking about it a lot because I've been doing fun with them. Uh There's a show called Good Morning America in abc channel in the States. Quite known by Tory johnson. I happen to know her assistant were in a good relationship. So I'm showing her products from time to time and inside this um show Which is I think I think it's going to somewhere around the crowd. Yeah it's something around 100 5200 and 70 million in the States which is quite, you know huge in terms of how many people is gonna are going to see your products. And anyway, in that Good Morning America there's like a segment called deals and steals. There's another segment called The View and there's a third one. I don't recall the name. But anyway, showing your products in those in those segments is gonna bring you crazy traffic and you're gonna sell products in like crazy numbers in no time. Okay. It's [00:31:51] spk_1: and Q. B. C. As well, right? [00:31:53] spk_0: You have right write Q. B. C. A. Just sent us a lot of them. But I'm just talking about those that I constantly work with. Okay. I used to work with Q. B. C. I lost contact from some reason with them. But then yeah, with the Good Morning America is still going on. It's going good. Um, so this is another channel. Obviously there's also the traditional channel, which we spoke about quite a lot again, Amy and Me, which is the moms and pop stores. When you say mom and pop stores, um, Some people call it specialty stores in the States. You're referring to a standalone store, like a family store. You know, that's why they call it moms and Pops like mommy and Daddy has a store, they go in the morning, they opened the store, they sell toys, they sell gifts, They say whatever. It's a cute story. It's not a change story, you're not talking, you know to something huge. But the good thing about those, those stores that if you collect whatever, 102 3, 400 of them and each and one of them is ordering typically between five $100 to $3,000 a month because that's normally what, you know, they can scale. We'd then you have a nice business with them. And the good thing about them is that they have different payment terms, payment terms I guess is another question Amy is going to ask me at some point. So anyway, they're paying, they're paying cash before delivery. Okay. Cash before delivery means you can charge their credit card or bank wire or whatever it is. But they pay before they get the goods. And that's normal in terms of mom and pop stores, unlike the returners, [00:33:22] spk_1: which is next. So like they're paying you for your product wholesale price plus they're paying you for shipping and they're paying you up front. So all you're doing is delivering a pallet of goods to them or a couple of cases of products to them. And that's, it's just, it's wonderful to work with them because it's a very easy deal. You can get on the phone, you can call them up. Hey, you know, I've got a great product for you, send them a catalog, get in order that same day, ship it out and they pay for shipping. So it's it's a great versus like a big box retailer where you're gonna, there's a different payment terms. There's sometimes you have to wait for that payment. Sometimes there's different contracts, everything's negotiable as I've learned from galore, but but no matter what I mean, there's I looked just in my region, in the south region for pet stores and stores that sell independent retailers that sell um Pet supplies. And there was over 10,000 just in my region. So if I just go for if I cast a net just for 10% of those stores, right? You know, that's a significant income if I can, you know, multiply, like you said, you have yourself a nice little business if you're if you're supplying a few of these stores on a regular basis. [00:34:37] spk_0: Um [00:34:39] spk_1: So I love that. Okay, so we've got subscription boxes, we've got other dot coms. We've got um, Mom and Pops, and then of course we have chains and big box. Right? Um Anything else you want to say about channels before? I mean, there are [00:34:58] spk_0: more channels, but I just try to focus on on the interesting one. There's also flesh sites that you can do a nice business with and some other, you know, local wholesalers and it depends what you're saying, because I'm seeing [00:35:10] spk_1: distributors, right? Yeah. [00:35:16] spk_0: Yes. Sorry, I'm starting I started to sell a brand, which is like, you know, selling quite basic stuff, you know, shampoo and and stuff like that for the shower and and face treatment and stuff and all of a sudden I don't know from worse someone from my team came up with selling to Herod's and I was like what do I have to do with Herod's? They don't buy such things but it turned out that they do okay. So you have to think what I do think is trying to encourage people to think wider. Don't just think about you know only amazon or only retail or only both or whatever. It's open your mind. There's so many different businesses that might be good for your products. Sometimes you even miss that you don't even think about it and I'm I'm you know I'm struggling with the same thing, I'm like standing with my brands out there and thinking like where else could I sell? What did I not think about until now And I always find that there are more opportunities in channels selling schools selling kindergartens selling like you know there's so many options with different products out there in the market so just open your mind. Thanks for tuning into part [00:36:21] spk_1: one of this episode, join us every [00:36:23] spk_0: Tuesday at one PM Pacific [00:36:25] spk_1: standard time for live Q. And A. And bonus content after the recording at cellar roundtable dot com sponsored by the ultimate [00:36:32] spk_0: software tool for amazon sales and [00:36:34] spk_1: growth seller S. C. O. Dot com and amazing at home dot com