60: Mastering Multichannel Selling and Marketplaces w/Sellbrite

Mike Ugino from Sellbrite joins the Llama Commerce Show to give his expert advice on how merchants can sell more by utilizing multichannel & marketplace tools.


Brett C.:
[00:01:00] Hello and welcome to another edition of the Llama Commerce Show. I am your host Brett Curry, lead strategist here at Classy Llama. Our podcast/video show exists to demystify eCommerce into actionable bites. Today we are talking about a topic that should be near and dear to every online merchant’s heart. This is one of those topics that can definitely move the needle, make a huge difference in your business. As we look at our agency, clients we build sites for or run SEO or Paid Search campaigns for, the majority are selling through marketplaces and are multichannel. Some are in the process of becoming multichannel and getting on marketplaces, but everybody’s thinking about it, everybody’s considering it. How do we maximize it? How do we make the most of marketplaces? We brought on an expert. This guy lives, eats, breathes, sleeps marketplaces. He has other hobbies too. I don’t want to mislead you on that. Really excited to have the co-founder of Sellbrite, Mr. Mike Ugino, on the show today. Mike, welcome to the show. How’s it going?

Mike U.: Thank you Brett. That really is my only hobby, multichannel selling.

Brett C.: Is that true?

Mike U.: That is.

Brett C.: No surfing?

Mike U.: No, that’s all we do here. Thank you Llama Commerce viewers and listeners. I’m excited to be here with you guys today. Yeah, excited to talk with you a little bit about multichannel.

Brett C.: Yeah, it’s going to be awesome. I will confess, I don’t have all that many hobbies either. I’ve got a big family. I’m taking care of kids and thinking about eCommerce or search marketing. That’s what I do. There could be worse things for sure.

Mike U.: Yeah. Absolutely.

[00:02:00] Brett C.:
Maybe we need hobbies, maybe not. Maybe listeners could advise us on hobbies. If they have some recommendations, we may have to consider that. We’re talking about how to maximize multichannel and maximize marketplaces. Before we do that I think it’s always fascinating for people to get a little bit of the background. You’ve got this awesome piece of software that we’ll dive into. We’ll talk about tips and specifics on how to get the most from different marketplaces. Before we do that, what’s your background? What led you to get into this business?

Mike U.:

[00:03:00] Yeah. Well I got started in eCommerce in 2008. Actually a really, really cool opportunity … I started working for an online retailer that was in the home improvement space selling power tools, big appliances and industrial stuff like that. They had a really interesting business model. They would partner with manufacturers to build them their own website, kind of like an outlet store that was just dedicated to that manufacturer. In doing so would sell a full line of inventory. All of the new product that, that manufacturer had as well as any returned, discontinued, excess or obsolete and refurbished product which is really pretty interesting. First of all I learned that refurbished inventory, distressed inventory can be made exclusive. As a retailer if you can get access to that inventory and no other retailer can, you can have a competitive advantage there. I learned a lot about how to try to negotiate or identify those types of opportunities to get that competitive advantage.

Brett C.: There’s a big demand for that type of merchandise as well right? There’s a lot of people looking for refurbished merchandise.

Mike U.:
[00:04:00] Yeah, absolutely. Huge. At the time it was still relatively unknown or undiscovered. Home improvement manufacturers rather in particular had millions of dollars of inventory that had been returned from the likes of Home Depot or Costco. A lot of which maybe have never been opened, but they didn’t really know what to do with it. Retailers didn’t really know to ask for it. There was just this pile of gold sitting there that this particular company was really able to identify which was pretty cool.

Brett C.: Yeah. Fascinating.

Mike U.:

[00:05:00] Yeah. On top of that because we were working directly with the manufacturer and building them a website devoted to them, we got to create a lot of different content for that brand. It was kind of the beginnings of what we know today as content marketing. We didn’t really realize that. We just looked at it as interesting programming or things to put on our website that people would click on, that would make the website more interesting. Learned a lot there and as that business grew … When I started they were doing about twenty-five million dollars a year. By the time I left we were doing about eighty million dollars a year. We were a top thirty Amazon and eBay seller, selling around the world. As that business grew I noticed as a buyer that more and more of my business was transitioning to these marketplaces. Or rather that business was picking up and comping against my same store sales on my website … Was more and more difficult. Particularly if I was trying to drive traffic through Google.
[00:06:00] I had to get more creative with my programming, leverage these other sales channels, come up with different types of distribution strategies. That’s where I became more familiar with what my future partner in Sellbrite was doing. My partners name is Brian, who was actually managing the marketplaces expansion side of that business. We met working for that company. The company was called CPO. He was responsible for moving us onto the marketplaces, dealing with all the technical challenges and merchandising challenges that came with that. Realizing that there was a bigger need to sell on those marketplaces, coupled with how hard it was to actually do, led us to branch off and start Sellbrite.

Brett C.: Interesting. I want to unpack just a couple of quick things in that story. We’ll dive into specifics, where marketplaces are today and how Sellbrite fits into that mix. You guys were doing content marketing before it was trendy, before it was cool and before it had some swagger behind that title.

Mike U.: Yeah. Before it was cool. Yeah. Also before we knew how to measure it too. I don’t want to make it sound like we were really ahead of the curve. We kind of stumbled into it.

Brett C.:

[00:07:00] Yeah. Right on. That’s impressive growth from twenty-five million to over eighty million. What percentage of that growth … I know this was in the past and so it may be fuzzy, but this would just be interesting. How much of the growth was fueled by marketplaces, versus the core eCommerce site sales that could have been driven by SEO or Paid Search or other channels?

Mike U.: Sure. A lot of it was. When I got started we were really just getting started. We were selling a little bit on Amazon. We were selling on eBay. In fact the business originally started on eBay. I’d say it was about ten percent of overall sales. By the time I left it was closer to forty percent of overall sales. When you think of that amount of growth and then looking at the business break down from the top level-

Brett C.: That’s just the one marketplace? That’s just Amazon?

Mike U.: No, that was all of them combined.

Brett C.: Okay.

Mike U.: All marketplaces made up about forty percent of the GMV portfolio. A lot of it was attributed to those marketplaces and the change in the consumer landscape. That’s still affecting us.

[00:08:00] Brett C.:
Yeah. Why do you think that is? I’ve got some theories and everybody does. Why are marketplaces so powerful? Why have they seen such explosive growth recently?

Mike U.:

[00:09:00] Well I mean think eCommerce is being democratized. I think it’s never been easier to start an eCommerce business. It’s also never been easier to start or try to identify an opportunity to try to draw in buyers and bring in merchandise that appeals to that buyer’s needs. Customers are quick to browse around. Customers like to find the next best place to buy product. They like to find a place where there is product available that maybe nobody else is aware of. Customer loyalty is weening I think, unless you’re really a big powerful brand that has some type of physical product advantage or a system where you’ve blocked your customer in. In addition to the marketplace being commoditized shopping carts are being commoditized as well. I don’t want to get away from the marketplaces. When we talk about marketplaces we’re seeing new channels pop up in specific verticals. For example, you’re seeing a marketplace like Howls in the home improvement vertical, or Bike Exchange which is just a bicycle marketplace. You’re seeing more of these boutique marketplaces.

Brett C.: Airbnb is a marketplace.

Mike U.: Yeah. The whole marketplace model is becoming incredibly attractive for not only physical product, but services as well. That’s because the technology is now here to where all you need is the access to supply and demand or the idea to bring the supply and demand together. If the timing is right you can make it happen.

Brett C.:

[00:10:00] Yeah, which is really interesting. Here you were, you and your soon to be business worker, working away on a ton of power tools, home improvement goods. What led you guys to start Sellbrite? What pain points were you experiencing? What were you seeing and finding that caused you to start Sellbrite?

Mike U.:

[00:11:00] Well for that particular company the pain of expanding on to the channels, listing your products, following the rules in syntax and in mapping that each channel requires, was difficult. We had skind of a homegrown inventory management system that we used. We needed to integrate that with the inventory APIs of these various channels. At the time even when we were doing fifty million dollars, we were looking at a channel advisor. In the home improvement business margins typically aren’t as great as they can be in other business and other verticals. For us the tax on percentage of sales … It kind of made it a nonstarter and it would have been incredibly expensive. There weren’t really many other solutions. There were like super high end ERPs. When I say high end I mean expensive really. They weren’t necessarily evolving fast enough to handle the changing ways of these channels, so we ended up building our own. We realized that we weren’t alone.

Brett C.: How did that conversation happen, just curious? Did somebody mention that idea and the other one said, “Well that’s crazy. We can’t do that?”

Mike U.:
[00:12:00] Well we ended up building our own at CPO, at our own company. We were fortunate to have a team of resources to do it. Brian and I realized we’re not alone. There are millions of smaller merchants that have a need for better tools as well. The technological advantage traditionally favors the wealthy. Even in our case … Our case being that company. A small company can be doing fifty million dollars a year and not be able to afford the right tools. The fact of the matter is marketplaces are really hard. Each marketplace should be viewed as its own business division, really of your company because it’s going to be managed different. It’s going to require different optimization, a different onboarding strategy. Maybe a different product mix, different pricing and promotional strategy. Inventory is hard. Inventory is probably the hardest thing in retail, managing the minutia of stock counts, your warehouse and what not. When you add multiple channels onto it, it just makes it a nightmare. Also seeing the bigger picture is hard. As a multichannel business sometimes you can’t pull out of the details because retail is all detail.

If you are constantly just trying to keep the engine going and you can’t see the macro trends, you’re going to not be able to make the right merchandising decisions or the right investment decisions to take you to the next level of growth. That’s why we started software because there’s tons of merchants out there that needed that help. Yeah. That’s what we wanted to do.

[00:13:00] Brett C.:
Yeah. It’s awesome. I love it. You identified pain points. You identified this major need, this gap in the market and you go after it. A couple more general marketplace questions. You want to just give like a brief overview of how Sellbrite makes this easy? Because I do think people are going to want to know, going to want to check it out. We’ll of course point them to you later. Just in a quick snapshot, how does Sellbrite kind of tie it all together.

Mike U.:
[00:14:00] Yeah, absolutely. Our view is that we want to make it easy to manage what you sell and where you sell it. As a merchant you have a [inaudible 00:13:38]. Pool of inventory. That inventory includes all the product metadata that you need to properly merchandise your products like your images, your descriptions and your features. Our goal is to build one tool for bringing that inventory data in and then streaming it out to all of your channels. We have built a very easy to use interface that’s fully hands-on. Without the need for any custom integration or any expensive onboarding training or really any training at all, you can get into our software, connect all of your sales channels. You can import your inventory, either from your own database or from any sales channel that you connect to Sellbrite. We can actually pull all those listings in and build your inventory record for you automatically. Everything will link together seamlessly. The onboarding and setup process is super simple. It can be done in as little as ten minutes.

[00:15:00] From there you have the flexibility to create and manage listings, pricing and inventory across all of your channels whenever you want. There’s no restrictions. You don’t have to format everything or list everything the same way. You have total customization and flexibility. We’ve built multichannel intelligence on top of it. The platform is designed to be super simple for understanding how your business is doing, exactly. The platform is super simple to use, super simple to get started. We have an awesome success team that helps our merchants learn the software if they need it, as well as show them features that they may not be using. We’re always talking to our customers, soliciting feedback from them to help make the product better. We’re always looking at new channels as they come on the roadmap and seeing where we can get them into our timeline because our customers are typically aware of new channels before we are. Yeah. That’s Sellbrite in a nutshell.

Brett C.:

[00:16:00] Yeah. It’s super intuitive, easy to use, reporting is beautiful. It’s awesome. We’ll tell people how to check that out in just a little bit. Let’s talk about marketplaces and obviously we’ve got to start with Amazon. They’re the biggest and it’s hard to over state what Amazon is doing in terms of growth, market share and innovation. I think a lot of people just kind of label Amazon as being all about low price, but that’s not true. There’s a lot of convenience issues. They’re pushing envelope and innovating. Prime Now with local delivery and all kinds of really cool stuff they’re doing. Obviously Amazon is huge and so you don’t want to miss that huge opportunity. Why else should a retailer consider going multichannel?

Mike U.:

[00:17:00] Well first of all because all their competitors are. A few years ago there was a survey done of about five hundred retailers selling I think between three and five million dollars a year. Not tiny retailers but not large, good sized businesses. Ninety percent of those retailers were either already on marketplaces or planning on expanding to marketplaces within the next year. The reason for that is because first of all customers are browsing on marketplaces. It’s super simple to shop on Amazon as everybody knows. It’s relatively easy to get products on to Amazon. Their product catalog continues to grow exponentially. It’s also a great opportunity just to expose your brand. If you are fortunate enough to manufacture your own product or private label your own product, you have the opportunity to use Amazon as kind of a showcase for demoing certain types of products. Or products that you maybe only want to make available on the Amazon channel, versus on your website. You can curate your product selection that way.

[00:18:00] If you’re a reseller of your product, just use that as additional mechanism to show off your brand. Say, “You know we also sell on Amazon,” and that can help you win the buy box with shoppers. It can also help strengthen your brand image for the future when somebody is shopping around, looking for the products that you sale. A lot of great reasons to sell on Amazon. The least of which is it’s a bargain. You pay a flat commission cost of sale that you can rely on. It’s always going to be the same so you don’t have to necessarily worry about trying to comp against your cost of sales from a marketing standpoint. You always know what those commissions are going to be. For the fifteen percent of commission that you pay, you have a massive wealth of traffic that comes to you just completely served on a platter. That’s kind of what I feel like goes in line with what retailers need to understand about selling on marketplaces, is that the bounty is there if you’re ready to play the game.
[00:19:00] You got to pay to play. You’re going to pay a commission to be on the marketplace. They’re providing traffic and a ready, excited customer base there for you to buy your products. Because their interest is in serving their customers. All marketplaces are buyer oriented, not seller oriented.

Brett C.: That’s the way it should be.

Mike U.: Exactly.

Brett C.: It’s the seller.

Mike U.: Absolutely. The sooner that you realize that they’re buyer oriented and adjust your business to fit the policies of the channel that you want to get on, the easier it will be for you. The more successful you’ll be and the more money that you’re going to make. Yeah.

Brett C.: You’re going to have to understand we’ve got to play by these rules. We’ve got to first understand the rules, understand what’s going on and then we’ve got to adjust our game to fit that.

Mike U.: Yep. Yeah. Just a couple of quick things that are important about all marketplaces, you want to keep accurate stock. If you over sale on a marketplace, that’s bad for business because the marketplace isn’t going to be happy. The customer’s not going to be happy. They’re not going to be able to get the product that they thought that they bought. Not having good control over your inventory is going to be a problem.

Brett C.: That could potentially be hard to recover from right? You have a couple of missteps in the beginning and you never recover from bad reviews.

[00:20:00] Mike U.:
Not only bad reviews, but we hear all the time merchants that have let their business processes slip and then they get suspended permanently. They lose their selling privileges on a channel. That can be a death nail for some businesses that are perhaps too dependent on a particular channel.

Brett C.: Right.

Mike U.: Another thing is shipping orders quickly. When a customer buys from you the last thing that they’re expecting is for there to be a delay before the product leaves their warehouse. The buyer is looking at what’s my delivery time? “Okay, it’s going to ship to me in this many days.” They’re not really thinking about handling time, unless you specifically mention in your listing these products are made to order or require extensive handling time. Shipping orders quickly is a actually a key evaluation method that a lot of the marketplaces will judge you on. If you’re not prepared to do that you might want to think about re expanding to marketplaces.

Brett C.:
[00:21:00] It makes sense because users now are used to the Amazon Prime model or something similar, where if I order a product I kind of want it in a few days or a week. I don’t want to wait weeks and weeks. It’s going to kill the experience.

Mike U.: Yeah. Lastly just to reiterate, put the customer first on the marketplace and take responsibility for any issues. Even if it’s something trivial that really wasn’t your fault, if you absorb the cost of an item that was lost in shipping or maybe a very, very small service issue with the product … Absorb that cost. It’s going to ultimately pay for itself in the end because again you’re paying to play. It’s part of the cost of doing business. Not all shoppers are the easiest to deal with necessarily. That’s the same in all retail businesses.

Brett C.: That’s the way it is in brick-and-mortar. Yeah. You want that good review. You want to keep the marketplace happy. That totally makes sense. I’m sorry did you have one more point on that?

Mike U.:
[00:22:00] [00:23:00] No. You asked about Amazon. I was going to try to give some ideas on how to better capitalize on various marketplaces. Yeah. On Amazon again you kind have two different types of retailing. You have reselling where you’re buying product that maybe other retailers have access to and you’re reselling it. You have selling as an original manufacturer or private labeling even, where it’s your own brand. That product isn’t available under that brand from anyone else. If you’re selling on Amazon as a reseller, it’s important to utilize the real estate that Amazon gives you. Amazon actually has probably the least amount of custom real estate for the marketplaces. They’re pretty buttoned up in how they allow sellers to describe their products. You do have a description field, you do have feature fields where you can talk a little bit about your product and add key words. Use those fields because they’re actually incredibly important. They give legitimacy to your listing along side other merchants listings. That can be the difference in earning a sale when you don’t have the buy box.

Brett C.: It helps with conversion. It also helps with discoverability. It helps with getting your products to rank in Amazon search.

Mike U.: Yeah. Particularly if you are one merchant that does use all of those fields and nobody else on the listing … If it’s a lesser known product. Is using them properly, you might be how that product gets found which ultimately helps you. Another thing to also keep in mind is that Amazon’s data is not perfect. In fact it’s kind of a disaster, but you could argue that any retail business or service provider’s data can be a disaster at times.

Brett C.: Sure.

Mike U.:
[00:24:00] On that point, there often times multiple ASINs that exist on Amazon for the same product. An ASIN is Amazon’s identification number for an item. If that’s the case that means that consumers are potentially buying the same item under multiple different listings and not really being aware of it. Or Amazon hasn’t consolidated them yet which they try to do from time to time. If you can identify to all those ASINs for the products that you sale, link them all together or rather list your items on all those ASINs, then you’ll be exposed anywhere somebody can buy that product on Amazon. Which is important because if the data is kind of messy you have the right to try to take advantage of that until it’s consolidated. You can also request those ASINs be consolidated.

Brett C.: Just to point out a little bit deeper. Why is it important that those ASINs are consolidated? How does that help the seller?

Mike U.: It helps the buyer really.

Brett C.: It helps the buyer.

Mike U.:
[00:25:00] It helps the buyer because when you are buying an item and you are seeing one listing for it that only has two sellers listed, but there’s also another listing that has ten and maybe includes some of the other better sellers, the buyer doesn’t have the option to buy from one of those higher ranked sellers. Excuse me. It’s important to have a good inventory management system that can help you manage that. Because you can understand that if I were to have just one listing managed, I sell out there and I have these other ones floating around on Amazon, I could potentially take orders for products that I don’t have, which can be dangerous.

Brett C.: Yeah. Absolutely. Other specific insider tips because I know you’re in these things all the time. Other tips for Amazon or for other marketplaces?

Mike U.:

[00:26:00] Yeah. Well if you are not using FBA, it’s always advisable if you’re testing Amazon to send some product to Amazon to ship FBA so that you can secure the Prime advantage. If you are private labeling product, one of the most important things to do prior to choosing which product you want to invest in, is doing research on Amazon to identify which category is potentially right for having new products into it. You can learn a lot by spending a couple of hours just digging into a category. Let’s talk about some other marketplaces. eBay is still globally one of the largest shopping destinations in the world. In fact it’s like the third largest shopping destination in the world behind Alibaba, Tow Bow and then actually one of the Indian … I think Snapcart.

Brett C.: eBay’s kind of lost maybe a little bit of their luster because Amazon is so hot, popular and everybody’s talking about them. eBay has had a couple of missteps with their app. People generally not liking the mobile app for eBay. There’s the Google penalty issue that they had, the organic issue. They lost a little bit of their luster, but man there’s still a ton of commerce that takes place on eBay. You can’t forget about them.

Mike U.:

[00:27:00] Yeah. If you’re on eBay it’s important to optimize your listing titles. eBay gives you a lot more flexibility. Include your SKUs, include keywords, include your brand or the brand of the product. That’s all really important for discoverability. Using custom templates, custom HTML templates is a really big part of improving conversion on eBay. It shows that you are a legitimate seller that invests in their business and it makes the listings look a lot more professional. One thing that a lot of people don’t know is that if you often revise your listings, if you keep your listings consistently changing, they will rank better in search. eBay’s algorithm is constantly changing. They are looking for merchants that are actively involved with managing their listings. One thing that’s a little bit more known but is incredibly important, is to try to keep your listings alive as long as possible. Because older listings have more weight and our considered to be more valuable listings in eBay’s algorithm as well.

[00:28:00] That may mean using eBay’s out of stock feature which allows you to keep your listings alive, but hide them so that the customer can’t buy anything from you until you receive more stock in. That may cost you a couple of months of listing fees, but be well worth it in terms of the sales that you get once you get your product back in stock. If you are in the position to ever reorder product it would be a wise thing to consider.

Brett C.: If there’s a chance you’re going to sell it again, pay the listing fee to keep that history? Keep that listing?

Mike U.: Yeah. Keep that listing active. Exactly.

Brett C.: Got it. Great advice.

Mike U.: Yeah. Etsy. You know Etsy offers a lot of ability to use product tags. I would identify your competition on Etsy and see how the best selling products are represented. Use those same product tags so you want to be associated with the best. Etsy gives you a lot more flexibility with imagery, so take lots of high quality images. That’s kind of a no brainer. That kind of goes the same for if you’re selling your own product on Amazon, you can add images and create a new ASIN, lots of high quality images, white background, that’s ideal.

[00:29:00] Brett C.:
Etsy is really expanding right? Because it used to be just hand made goods, correct?

Mike U.: Yeah. Absolutely. It’s a great time to actually reach out to Etsy and see if you can get on the marketplace. If you don’t think that it’s the right marketplace for you, I’d actually reach out to them. See if it’s the right opportunity for your products because they are growing and they are bringing on more categories. Ultimately that’s their M.O. as they continue to get bigger and you create a field of more shoppers. It never hurts to just reach out to them and say is their a fit for the type of products that I have. There might be an angle there.

Brett C.: We’ve got time for maybe one or two more insider tips.

Mike U.: Yeah. Just quickly I was going to say there are some other popular marketplaces. Rakuten is one that is actually really big abroad. Rakuten bought I.com. It’s now Rakuten shopping. Sears [inaudible 00:29:53]. Had a marketplace on their site. Newegg has long been a popular electronics dealer online.

[00:30:00] Brett C.:
People like Sears is kind of gaining some traction [crosstalk 00:30:04].

Mike U.:

[00:31:00] They’re betting the farm on marketplace. They are closing down brick-and-mortar doors and investing heavily in the digital experience which is smart. They do have a physical advantage in that you can pick up product at a nearby location. They can distribute and ship for it a little bit more affordably potentially. They have their fulfillment program as well which I encourage merchants to look into, fulfilled by Sears. There is a lot of opportunity in not only home improvement on Sears, but in other categories that are related to the home or even in apparel. They’ve been investing heavily in apparel merchants. With any of those … Rakuten, Sears, Newegg, I would just encourage merchants to test products, test different categories. If something doesn’t work don’t necessarily throw in the towel, try other products. Try different price points. The important thing to remember is that rise in tide lifts all boats. As our industry is growing all of these marketplaces are seeing increased sales.

Brett C.: Yeah. That’s fantastic. Let’s wrap up with a little bit of kind of general getting started advice. I know when you and I were talking earlier in the week you had some fantastic sage advice based on how to get started. Because I think what some merchants may tend to do … They hear the growth stories of other companies. They look at companies like CPO. You grew from twenty-five to eight million and so much of that growth was fueled by marketplaces. They look at it. They get wide eyed and they say, “Let’s get on every marketplace. Let’s just go for it all over, every single one.” What advice would you give to somebody? Maybe they’re new to marketplaces. How should they start? How should they go about doing this to get the most from it?

Mike U.:

[00:32:00] Yeah. There’s three main pieces of advice I’d say. First off before you do anything research where it is you want to go and why. One channel. Pick one channel, research it, determine if … Not necessarily because it’s the biggest, but what would be the best for you and maybe the easiest to manage? Understand what the requirements are to list on that channel, understand what category restrictions there are so you don’t do a lot of work and then get disappointed down the road. Second is go slow. Expanding your business should never be done quickly or hazardly. You want to take your time. After you identify the right channel you want to start small. You want to start with a handful of products. Feel out all the kinks in the process, understand where the pain points are in your workflow. Determine if there’s additional resources that you need to bring in. You’re never going to go from zero to a hundred miles an hour and be successful. You’re just going to get frustrated and whoever’s trying to help you is going to get frustrated as well.
[00:33:00] Go slow, pick a handful of products, pick a couple of categories. As you get more comfortable then ramp up. Lastly, once you’ve gotten a little bit of traffic on a sales channel it doesn’t mean that, that’s the time to pick your next sales channel. It means that you need to continue to make further optimizations. You need to do more onboarding of product under that sales channel. You need to reach out and build your relationship with the sales channel. Understand if there are additional opportunities available to you, maybe outside of just fulfilling and listing products. Maybe like advertising or maybe like any type of partnership that you can think of. Get familiar with the sales channel, reach out to them, optimize your listings, add keywords, add better imagery. You can always do better than you’re doing today. It’s important to remember that before you just try to look for the next spigot to turn on. Yeah. Research it, start small, optimize and then rinse, lather and repeat.

Brett C.:
[00:34:00] Right on. I love it. I love it, Mike. It’s fantastic. What I’d like to do sometime, I’d like to have you back on the show and maybe dig a little deeper to some more of the marketplaces. I think there’s probably some FAQs and some things that people don’t understand about marketplaces that we can dive in a little bit deeper. Your wealth and knowledge … People can check out more on your site. I’m sure people are wondering how can I learn more about Sellbrite or check out a demo? How can folks connect with you?

Mike U.: Yeah. Well you can find us at Sellbrite.com. I would encourage anybody that likes to read great insights on eCommerce to check our or blog. We have authors from around the world who have tons of eCommerce experience. Who contribute to our blog and talk about everything from the software side of things to actual strategies for negotiating with your suppliers. To pricing strategies, to channeling specific info, a lot of great knowledge there. You can find our contact information on Sellbrite.com. You can start a trial there and reach out to us for more if you’d like to see a demo.

[00:35:00] Brett C.:
Awesome. Getting started is super easy. You guys make the onboarding process as smooth as it possibly can be. Do check out the blog. If you’re in this stage, if you’re a merchant that’s not on any marketplaces and you’re saying, “I need to consider. Where should I start?” I love your advice of picking one. Determining which one fits your business, fits your categories, that you feel like you manage the best, start there. Read up on that, check it out at Sellbrite.com. Look at the blog, look at the info there and then take it slow. Love that advice. Mike, how could folks connect with you? Are you on Twitter, other places online?

Mike U.: Yeah. You can find me on Twitter, Michael Ugino. I’m not super, super active, but would love to converse with you there. Yeah.

Brett C.: Fantastic. Well this has been super informative. Mike, thanks for joining us. This has been a pleasure.

Mike U.: My pleasure. Thank you guys.

Brett C.:
[00:36:00] We’ll have to do it again. Yeah. You bet. As always let us know what would you like to hear more of, less of? Give us some feedback please, connect with Mike. Until next time, stay classy.

Mike U.: Thank you guys.

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