You Have To Get This Right To Sell On Amazon


You Have To Get This Right To Sell On Amazon


5′ read time


This is part four in our four part series on sourcing in modern times.  To read the other parts in the series, go here.


Selling products on Amazon today is incredibly difficult.  The influx of sellers and the explosion of products for sale on Amazon has made getting into the game harder than ever.  Running an e-commerce business has always been a challenge, but that challenge is ever more difficult to surmount, and you have to learn the game quick.  If you can’t adapt to changing conditions on the fly, your Amazon-built business will surely wither and die in the ambivalence of the Amazon swamp – also known as search results page 2. To keep on top of your game, you need to understand how to balance costs, manage your product and sourcing knowledge, and figure out what works best to get in front of your customers. All three of these considerations can be time consuming, but they’re also worth the time to understand and to get right.


Getting The Numbers Right


If your prices aren’t calculated correctly, one of two things will happen: either you lose money on every sale because you priced too low, or you don’t get any sales because you priced too high.  Do the math. If you’re not a math person, find a friend who is. But understand that Amazon changes 2.5 million product prices a day. Which means that you have to be on top of the price you’re offering versus what Amazon does to avoid losing money.  That can be very stressful. Luckily, Amazon has a direct solution for you. You can use their profitability calculator [here]( It will always be up to date with the current pricing and rule changes at Amazon.  And as long as you know the basics of your account (fulfillment costs, product cost to you, etc.) you can enter sales and shipping prices with impunity until you find the right balance for you.


Becoming Customer Facing


If your customers can’t find you, you aren’t selling.  And there are hundreds of ways to get in front of customers on Amazon – some more effective than others.  A few examples:


Have exactly what the customer wants.  This doesn’t mean another USB keyring.  Everybody has that for sale. This means building products, as we have mentioned several times in this series. If your customers can only come to you for what they want, then you have a corner in the market.


Paid ads.  Yup, you can pay to bump your products up the list. It comes complete with keywords, ad budgeting, and analytics. So you can perfect your ads and get yourself in front of people faster.


Customer reviews. On Amazon, customer reviews are everything.  If you aren’t showing positive reviews, no one will buy from you.  More than that, no one will even see your product, because you’ll be ranked under another seller with a better reputation.


Bundle products. To become a unique seller on Amazon can be as simple as taking several everyday items – pens, paperclips, and rubberbands, for example – and offering them together in one purchase.  When customers can find everything they need in a single click you’ve accomplished two goals: you made their life easier by keeping their purchase simple, and you’ve made yourself a resource for that kind of purchase.  They will come back.


Walk the $20-30 line. A product priced between $20 and 30 is easy to buy.  It’s a price that is just high enough to seem high quality, and just low enough to make purchasing easy. More sales, more visibility.


These are just some sample solutions to getting yourself in front of customers.  They’re diverse options, and by no means exhaustive. They can also be pretty basic.  In the fast changing world of Amazon FBA, you can’t settle for the basic solutions. You have to learn what worked and what didn’t from people who have already been in your shoes. What’s important and what’s not.  To stay up to date, then, you need collaboration. And the best, simplest, most modern way of collaborating is through social media. There are thousands of Facebook groups dedicated to teaching you the best methods for getting your Amazon business off the ground, and their different perspectives will all help formulate your plan.  Some of our favorites are: JungleScout, Project Life Mastery,, and Advanced Fulfillment By Amazon


Knowledge Management


Finally, and possibly most important of all, you need a way to manage product knowledge.  How do you find products to sell? Once you have, how do you manage the information about them, where they came from, who the supplier was, what your process was, and so on? As with all things, there’s more than one answer. You could spend hundreds of hours digging through suppliers you find online, hoping that a few have the answers (and products) you need.  You could also spend hundreds more hours entering all that information into a spreadsheet, hoping that the data is actually readable at the end. Then you might be able to use that list to find a suitable product or two.


But let’s be realistic.  In 2018, you need a tool that can take care of these problems for you. ShowSourcing is that tool.  It allows you to build your products database, keep records of everything that has happened with each one, communicate with suppliers, or even find new ones, all in the same environment.  Then you can take that data you just built and put it into a workflow, so you can make decisions on products far faster. This is easily the best tool to keep your life on Amazon organized. There is nothing like it.


Success on Amazon requires patience, discipline, experimentation, and organization.  You will be successful if you focus on these core aspects of making your business great.  Do the math (or get Amazon to do it for you), collaborate with other Amazon sellers, and keep organized, and you will be in a much stronger position to make money on Amazon.

Sourcing Offices Will Remain Key.  Here’s Why.

Sourcing Offices Will Remain Key.  Here’s Why.


5′ read time


This is part three in our four part series on sourcing in modern times.  To read the other parts in the series, go here.


In March, at the Made In Asia conference – the largest sourcing symposium in Hong Kong – the attendees listened to a plethora of different keynotes from many different business leaders.  But one speech has resonated long after the end of the event. You may have heard the phrase before, now repeated often in sourcing offices and the industry at large: “Sourcing Is Dead.” This phrase, echoed over and over during the speech, was not the crux of the argument, it was the antithesis.  The point being made was the same one we have made so far in this blog series: Sourcing isn’t dying, it’s changing drastically and fast. Which means that sourcing offices won’t die either. That is, unless they fail to adapt to the changing environment. The future of the modern sourcing office lies in its ability to change and adapt.


We have covered in some of our previous posts exactly why sourcing is changing – the instant gratification of end consumers and the rise of the Amazon seller have made the traditional methods of finding completed products effectively obsolete (for more information on this, see the first blog post in this series here). These changes are providing new, sink-or-swim style challenges for sourcing offices as well.  Edwin Keh, CEO of the Hong Kong Research Institute for Textile and Apparel, summarized this problem best:


“In the past the role of many sourcing offices was simply to buy goods and make sure these goods were actually shipped. Today, its role is much more complex, since buying offices find themselves dealing with quality standards, ensuring design and manufacturing specifications are accurate, as well as compliance, legal and tax issues.”


That complexity is further compounded by geo-political changes. Sourcing offices have traditionally benefited from China’s low labor costs and relatively lax regulatory environment, but even those benefits seem to be changing, forcing the most globally elastic sourcing offices to shift toward the developing world – places like Thailand, Vietnam, and Cambodia. The ones who have already moved away from China have clearly seen the future, and will find themselves at an advantage as China starts to tighten its laws and increase worker value.


But how can your sourcing office best adapt to this new world order?


The first and most vital change that needs to be made is a change of mindset.  Where a sourcing officer’s role was once a largely administrative function, it must, out of necessity, become more integrated with the business.  Sourcing officers will need to change their focus from one of procedure, to one of quality control, supply chain management, product fit, and unique design.  The sourcing office must be “another department” no longer, and shape itself as a core element of business functionality.


Second, rather than looking at relationships with suppliers as a simple exchange of goods for money, with no trust, or interest in establishing real connections, the sourcing office must look toward securing long term partnerships with its suppliers.  The central role of a sourcing office is, by the very nature of the shifting environment, moving toward one of true innovation. This means strong understanding of customers, and a proactive approach in understanding exactly what is needed in your products to make your customers lifelong ambassadors.


Finally, it is absolutely vital for sourcing offices to find ways to speed up the purchasing process while at the same time improving the value to the end user.  The most obvious first step to achieving these goals is complete process digitalization. By continuing to source products manually, you add far more steps than are needed into the process, guarantee redundancy, and increase costs.  There may be a “Tsunami of data coming at us” as Mr. Keh has mentioned, but it doesn’t have to be overwhelming. You just need the right systems to do the heavy lifting for you. And make no mistake, you are the one that has to make this change.  Manufacturers, especially Chinese manufacturers, have no interest in improving processes on their end. They do well enough the way things are now that they see no reason to adjust. This digitalization trend may move its way down the pipeline and force those manufacturers to change eventually, but you don’t have the convenience of time.  It has to be now, or you won’t be able to keep up with the revolution.


The revolution we keep mentioning is happening now. Sourcing offices have to jump in the mix and change the way they operate. Whether it’s been brought into the fold of the business yet or it’s still just some small administrative branch, the sourcing office, and the people that work there, can bury you if these changes aren’t made. Transform the way your buyers think, transform the way they operate, digitize your processes, and keep yourself successful.

Product Sourcing Is Dying. Here’s How To Adapt

Product Sourcing Is Dying. Here’s How To Adapt.

4 minute read time

In 2017, around the time ShowSourcing’s app was launching, people were still taking notes with pen and paper, frantically discussing products with their teams until all hours of the night, and their product pictures were jumbled in the photo albums of their phones. If this was the state of the industry in a modern age, we thought, it must not be moving very quickly.

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6 reasons to use a PLM to digitize and automate your sourcing processes

6 reasons to use a PLM to digitize and automate your sourcing processes

3’45 reading time

reasons to digitize your sourcing

Digital sourcing has been a growing trend in 2017, and is not about to stop. It doesn’t matter the industry your company is active in, the competitive landscape has been changing and digitalisation of processes is an answer to the threat. Because digitizing your sourcing strategy means leaner processes and shorter lead-time, it’s 2018 answer to maintaining your margins against your competitors.

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Why Amazon sellers should enter the Amazon EU market and how to be successful at it

Why Amazon sellers should enter the Amazon EU market and how to be successful at it

TL;DR – or why you should read this piece: Amazon is the largest e-commerce platform, it’s responsible for over 60% of the online purchasing growth, worldwide. Whether a small retailer or a hobbyist seller, establishing a shop on the Amazon Market Place simply makes sense. Here are the first steps to be amongst the most successful Amazon sellers.

Why should amazon sellers enter the EU market FBA

Amazon is a giant e-commerce platform with billions of dollars flowing freely through it. Customers love getting packages direct to their door, and purchases from Amazon have become so common, it is now a household name. This remarkable platform operates in as many as 180 different countries, and is responsible for over 60% of the online purchasing growth, worldwide.

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