Ecomm Breakthrough Podcast

Yoon Kim, Yoon is an anti-social hermit that's been grinding away for the last 17 years working as the president of Nutricost. Yoon joined Nutricost during his 3rd year of law school, going to classes in the morning and working until 2 am at Nutricost. He joined the Nutricost team as the 4th employee and joined the founders. Nutricost has since grown to over 540 million dollars in annual revenue and over 900 employees working across 14 warehouses and offices through 3 different states. In the last 3 years, Nutricost has had 9 figure growth each and every year. 

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> Here’s a glimpse of what you would learn…. 

• Building a sustainable e-commerce business with a long-term operational mindset.
• Strategies for scaling a business to nine figures in revenue.
• The importance of focusing on quality and customer feedback in product development.
• Navigating the challenges of cash flow management and inventory control.
• The significance of maintaining a strong company culture and team dynamics.
• Ethical practices in e-commerce, particularly on platforms like Amazon.
• The role of data-driven decision-making in optimizing business operations.
• Timing and strategic decisions in capitalizing on market trends.
• The balance between short-term gains and long-term growth strategies.
• Insights on personal development and effective communication within teams.
   

In this episode of the Ecomm Breakthrough Podcast, host Josh Hadley interviews Yoon Kim, president of NutriCost, who shares his journey of scaling the company to over $540 million in annual revenue. Yoon emphasizes the importance of a long-term operational mindset over short-term exit strategies. He discusses the significance of product quality, customer feedback, and ethical practices in building a sustainable business. The conversation also highlights the necessity of focusing on core operations before diversifying, effective cash flow management, and the value of a strong, dedicated team. This episode provides actionable insights for entrepreneurs aiming for substantial growth.

Here are the 3 action items that Josh identified from this episode:

1. Prioritize Long-Term Growth Over Quick Wins – Instead of focusing on an exit strategy, build a business designed for sustainability. Invest in quality, avoid shortcuts, and develop efficient systems that support long-term operations.

2. Strengthen Your Company Culture for Retention & Growth – Retaining a dedicated team is crucial for scaling. Create a positive work environment, offer professional development, and establish core values that guide decision-making and foster loyalty.

3. Master Cash Flow & Inventory Management for Scaling – Sustainable growth requires strong financial oversight. Assign a team member to monitor financial metrics, optimize inventory to prevent stockouts, and ensure sufficient cash flow to support expansion.

Resources mentioned in this episode:

• Josh Hadley on LinkedIn
• eComm Breakthrough Consulting
• eComm Breakthrough Podcast
• Email Josh Hadley: [email protected]
• Amazon
• Market Pulse
• eBay
• ChatGPT
• Profit First
• Crucial Conversations
• Ezra Firestone on LinkedIn

Special Mention(s):

• Adam “Heist” Runquist on LinkedIn
• Kevin King on LinkedIn
• Michael E. Gerber on LinkedIn

Related Episode(s):

• “Cracking the Amazon Code: Learn From Adam Heist’s Brand Scaling Secrets” on the eComm Breakthrough Podcast
• “Kevin King’s Wicked-Smart Tips for Building an Audience of Raving Fans” on the eComm Breakthrough Podcast
• “Unlocking Entrepreneurial Greatness | Insider Secrets With E-myth Author Michael Gerber” on the eComm Breakthrough Podcast

Episode Sponsor

Sponsor for this episode...
This episode is brought to you by eComm Breakthrough Consulting where I help seven-figure e-commerce owners grow to eight figures. 

I started Hadley Designs in 2015 and grew it to an eight-figure brand in seven years.

I made mistakes along the way that made the path to eight figures longer. At times I doubted whether our business could even survive and become a real brand. I wish I would have had a guide to help me grow faster and avoid the stumbling blocks.

If you’ve hit a plateau and want to know the next steps to take your business to the next level, then go to www.EcommBreakthrough.com (that’s Ecomm with two M’s) to learn more.

Transcript Area

Josh Hadley 00:00:00  Welcome to the Ecomm Breakthrough podcast. I'm your host, Josh Hadley, where I interview the top business leaders in e-commerce. Past guests include Kevin King, Aaron Cordovez and Michael E Gerber, author of the E-myth. Today I'm speaking with Jung Kim, and he is going to be talking about building a business to run and not to sell. We're going to be diving deeper because this guy is selling nine figures on Amazon. Last year they did over 500 million itself. So this is turn up the volume. Make sure you dive in because he's going to be sharing some wicked smart strategies with all of us to help us understand what does it take to really build a business that is generating nine figures in annual revenue? This episode is brought to you by Ecomm Breakthrough, where I specialize in investing in and scaling seven figure e-commerce brands to eight figures and beyond. If you're an ambitious e-commerce entrepreneur looking for a coach or a consultant who can help you take your business to the next level. My team and I bring hands on exper...

Fred started Cosmetic Solutions.com online store in 1996 and was one of the first third party sellers in Beauty on Amazon starting in 2003. Cosmetic Solutions is on the gorilla list of Biggest All Time Amazon Sellers in the top 260. Cosmetic Solutions’ first 10 years were dedicated to selling everything at one time boasting over 100,000 sku's and offering everything from professional beauty and what you would find at your local drugstores.  Now as the business on Amazon has evolved Cosmetic Solutions is dedicated to selling its Brands as the authorized reseller and brands rights holder like skin care brand Dermactin and hair care brand Difeel and nail care brand Barielle.

> Here’s a glimpse of what you would learn…. 

• Challenges of counterfeiting on Amazon and brand protection strategies.
• The evolution of selling on Amazon and adapting to marketplace changes.
• Importance of innovation and product development for competitiveness.
• Strategies for maintaining healthy profit margins amidst rising costs.
• Role of customer service in identifying product issues and enhancing satisfaction.
• Necessity of monitoring key performance metrics for business success.
• Building strong customer relationships to inform product offerings.
• Importance of delegation and team building for business growth.
• Navigating unexpected challenges in the e-commerce landscape.
• The significance of having a clear vision for business direction and growth.

In this episode of the Ecomm Breakthrough Podcast, host Josh Hadley interviews Fred Adler, founder of Cosmetic Solutions and a seasoned Amazon seller with over two decades of experience. Fred shares invaluable insights on tackling counterfeiting, maintaining competitiveness, and leveraging customer service for product development. He emphasizes the importance of a robust distribution strategy, constant innovation, and attentive customer service to stay ahead in Amazon's dynamic marketplace. The episode concludes with actionable takeaways on protecting profit margins, optimizing operations, and engaging with customer feedback to drive business growth.

Here are the 3 action items that Josh identified from this episode:

1. Proactively Monitor and Protect Your Listings from Counterfeits

• Regularly check your product listings for inaccuracies, such as image swaps or unauthorized changes, to prevent sales loss.
• Implement unique SKUs for different sales channels (Amazon, retail, DTC) to help distinguish your authentic products from counterfeit ones.
• Consider working with legal experts to safeguard your brand against counterfeiters and unauthorized resellers.

2. Optimize Operational Costs to Protect Profit Margins

• Track daily metrics, including FBA fees, cost of goods sold (COGS), and overhead costs, to identify areas for optimization.
• Work directly with shipping carriers and explore alternative fulfillment strategies to reduce logistics expenses.
• Conduct regular audits of product classifications and Amazon’s warehousing fees to avoid unexpected financial losses

3. Leverage Customer Insights for Product Innovation and Service Improvement

• Actively engage with customer feedback to identify pain points and improve product offerings before issues escalate.
• Use customer input to develop new product variations or features that competitors may overlook.
• Advocate for better direct communication tools on Amazon to enhance customer service and build brand loyalty.

Resources mentioned in this episode:

• Ecomm Breakthrough
• Amazon Transparency
• Project Zero
• Edison IP
• Amazon
• Shopify
• Meta Ads
• Amazon FBA (Fulfillment by Amazon)
• Snow Crash
• Moby Dick by Herman Melville
• L'Oreal
• Alex Ramos's Podcast
• ChatGPT

Special Mention(s):

• Adam “Heist” Runquist on LinkedIn
• Kevin King on LinkedIn
• Michael E. Gerber on LinkedIn

Related Episode(s):

• “Cracking the Amazon Code: Learn From Adam Heist’s Brand Scaling Secrets” on the eComm Breakthrough Podcast
• “Kevin King’s Wicked-Smart Tips for Building an Audience of Raving Fans” on the eComm Breakthrough Podcast
• “Unlocking Entrepreneurial Greatness | Insider Secrets With E-myth Author Michael Gerber” on the eComm Breakthrough Podcast

Episode Sponsor

Sponsor for this episode...
This episode is brought to you by eComm Breakthrough Consulting where I help seven-figure e-commerce owners grow to eight figures. 

I started Hadley Designs in 2015 and grew it to an eight-figure brand in seven years.

I made mistakes along the way that made the path to eight figures longer. At times I doubted whether our business could even survive and become a real brand. I wish I would have had a guide to help me grow faster and avoid the stumbling blocks.

If you’ve hit a plateau and want to know the next steps to take your business to the next level, then go to www.EcommBreakthrough.com (that’s Ecomm with two M’s) to learn more.

Transcript Area

Josh Hadley 00:00:00  Welcome to the Ecomm Breakthrough podcast. I'm your host, Josh Hadley, where I interview the top business leaders in e-commerce. Past guests include Kevin King, Aaron Cordovez, and Michael E Gerber, author of the E-myth. Today I am speaking with Fred Adler, and we're going to be talking about the three biggest lessons that he has learned after selling on Amazon...

Oz Merchant is a leader and coach in the fields of sales and customer success for B2B SaaS and ecommerce companies. Oz is passionate about helping businesses grow and thrive. He is the former VP of Sales, Success, and Support at Viably. Currently he is the founder and CEO of Ecom Sellers HQ, a platform that could help you to start or scale your ecommerce business with the best software tools, service providers, and funding options.

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> Here’s a glimpse of what you would learn…. 

• Current challenges of margin compression in e-commerce, particularly on Amazon.
• Strategies for navigating cash flow challenges in the evolving e-commerce landscape.
• The importance of adopting an omnichannel approach for e-commerce brands.
• Insights on the transition from Viably to E-commerce Sellers HQ and its impact on sellers.
• The significance of understanding FBA fees and optimizing supply chain operations.
• The necessity of financial acumen and establishing clear Key Performance Indicators (KPIs).
• The disconnect between perception and reality in business performance metrics.
• Managing overhead expenses and identifying major expense buckets for e-commerce businesses.
• The implications of seeking external funding and understanding cash flow dynamics.
• The role of technology and automation in the future of e-commerce.

In this episode of the Ecomm Breakthrough Podcast, host Josh Hadley interviews Oz Merchant, founder and CEO of E-commerce Sellers HQ. The discussion centers on the pressing challenges faced by e-commerce brands, particularly those selling on Amazon. Key topics include margin compression, cash flow management, and the importance of an omnichannel approach. Oz shares his transition from Viably to E-commerce Sellers HQ, emphasizing the need for financial acumen and strategic cost management. The episode also explores the future of e-commerce, highlighting the potential impact of AI and automation. This insightful conversation offers valuable strategies for scaling e-commerce businesses to eight figures and beyond.

Here are the 3 action items that Josh identified from this episode:

1. Optimize Profitability to Combat Margin Compression
   1. Regularly audit your Total Advertising Cost of Sale (TACoS) and aim for 15% or lower.
   2. Negotiate with suppliers for better pricing on bulk orders to lower Cost of Goods Sold (COGS).
   3. Monitor FBA fees and optimize packaging to reduce unnecessary costs.
2. Prioritize Financial and Operational Efficiency
   1. Conduct regular overhead expense audits to eliminate wasteful spending.
   2. Streamline operations using automation tools to reduce manual workload and improve efficiency.
   3. Set clear Key Performance Indicators (KPIs) to track financial health and operational performance.
3. Leverage Technology and Community for Growth
   1. Invest in AI-driven tools for inventory management, customer service, and marketing automation.
   2. Engage in e-commerce communities, networking events, and industry conferences to stay ahead of trends.
   3. Follow industry leaders for insights on best practices and evolving e-commerce strategies.

Resources mentioned in this episode:

• Josh Hadley on LinkedIn
• eComm Breakthrough Consulting
• eComm Breakthrough Podcast
• Email Josh Hadley: [email protected]
• E-commerce Sellers HQ
• AWP (Amazon Warehouse Program)
• Hello Profit
• Seller Board
• Gorilla ROI
• Amazon FBA Fee Reimbursement
• Amazon
• Walmart
• Shopify
• TikTok
• ChatGPT
• Leadership and Self-Deception by The Arbinger Institute

Special Mention(s):

• Adam “Heist” Runquist on LinkedIn
• Kevin King on LinkedIn
• Michael E. Gerber on LinkedIn

Related Episode(s):

• “Cracking the Amazon Code: Learn From Adam Heist’s Brand Scaling Secrets” on the eComm Breakthrough Podcast
• “Kevin King’s Wicked-Smart Tips for Building an Audience of Raving Fans” on the eComm Breakthrough Podcast
• “Unlocking Entrepreneurial Greatness | Insider Secrets With E-myth Author Michael Gerber” on the eComm Breakthrough Podcast

Episode Sponsor

Sponsor for this episode...
This episode is brought to you by eComm Breakthrough Consulting where I help seven-figure e-commerce owners grow to eight figures. 

I started Hadley Designs in 2015 and grew it to an eight-figure brand in seven years.

I made mistakes along the way that made the path to eight figures longer. At times I doubted whether our business could even survive and become a real brand. I wish I would have had a guide to help me grow faster and avoid the stumbling blocks.

If you’ve hit a plateau and want to know the next steps to take your business to the next level, then go to www.EcommBreakthrough.com (that’s Ecomm with two M’s) to learn more.

Transcript Area

Josh Hadley 00:00:00  Welcome to the Ecomm Breakthrough podcast. I'm your host, Josh Hadley, where I interview the top business leaders in e-commerce. Past guests include Kevin King, Michael Gerber, author of The E-myth, and Matt Clark from ASM. Today I'm speaking with Oz Merchant, and we are going to be talking about how to prevent the margin compression happening right now on Amazon, navigating cash flow challenges, and the mindset that you need to have to win in e-commerce in 2025. This episode is brought t...

Sean Travis is a former LA firefighter for 14 years, built and scaled multiple eCommerce brands allowing for retirement and pursuing eCommerce full time. Now, he’s operating these brands, coaching other first responders how to build the same, and working with a PE fund to do roll ups with recurring revenue eCommerce brands.

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> Here’s a glimpse of what you would learn…. 

• Transitioning from traditional careers to e-commerce entrepreneurship.
• Building and scaling multiple e-commerce brands.
• The significance of recurring revenue models for business sustainability.
• Strategies for enhancing e-commerce businesses through private equity and partnerships.
• The importance of mentorship and character in business success.
• Exploring innovative subscription models in traditional product categories.
• The necessity of diversifying revenue streams beyond platforms like Amazon.
• Conducting due diligence when forming partnerships with other brands.
• Understanding the financial implications of recurring revenue on business valuation.
• Celebrating small wins to maintain motivation and momentum in entrepreneurship.

In this episode of the Ecomm Breakthrough Podcast, host Josh Hadley welcomes Sean Travis, a former LA firefighter turned e-commerce entrepreneur. Sean shares his journey of building and scaling multiple e-commerce brands, coaching first responders, and collaborating with a private equity fund to acquire businesses with recurring revenue models. The discussion focuses on strategies for enhancing e-commerce businesses through private equity, partnerships, and investments, emphasizing the critical role of recurring revenue for long-term success and investment appeal. Sean offers actionable insights on creating synergistic partnerships, exploring subscription models, and aligning business strategies with end goals.

Here are the 3 action items that Josh identified from this episode:

1. Work Backwards: Define your end goal and ensure your strategies align with it. Whether aiming for a $100 million exit or a lifestyle business, your approach will differ significantly.
2. Explore Recurring Revenue: Look for opportunities to implement a subscription or membership model in your business. This can provide financial stability and enhance your business's valuation.
3. Partner with Other Brands: Consider forming partnerships with complementary brands or even competitors. This can lead to shared resources, expanded customer bases, and increased revenue potential.

Resources mentioned in this episode:

• Josh Hadley on LinkedIn
• eComm Breakthrough Consulting
• eComm Breakthrough Podcast
• Email Josh Hadley: [email protected]
• Fresh Clean Threads (FCT)
• Rihanna's Savage x Fenty
• Amazon
• Shopify
• Woocommerce
• TikTok Shop
• Costco
• Functional Hero
• Buy Back Your Time by Dan Martell
• The E-Myth by Michael E. Gerber
• Alex Hormozi on LinkedIn
• Leila Hormozi on LinedIn

Special Mention(s):

• Adam “Heist” Runquist on LinkedIn
• Kevin King on LinkedIn
• Michael E. Gerber on LinkedIn

Related Episode(s):

• “Cracking the Amazon Code: Learn From Adam Heist’s Brand Scaling Secrets” on the eComm Breakthrough Podcast
• “Kevin King’s Wicked-Smart Tips for Building an Audience of Raving Fans” on the eComm Breakthrough Podcast
• “Unlocking Entrepreneurial Greatness | Insider Secrets With E-myth Author Michael Gerber” on the eComm Breakthrough Podcast

Episode Sponsor

Sponsor for this episode...
This episode is brought to you by eComm Breakthrough Consulting where I help seven-figure e-commerce owners grow to eight figures. 

I started Hadley Designs in 2015 and grew it to an eight-figure brand in seven years.

I made mistakes along the way that made the path to eight figures longer. At times I doubted whether our business could even survive and become a real brand. I wish I would have had a guide to help me grow faster and avoid the stumbling blocks.

If you’ve hit a plateau and want to know the next steps to take your business to the next level, then go to www.EcommBreakthrough.com (that’s Ecomm with two M’s) to learn more.

Transcript Area

Josh Hadley 00:00:00  Welcome to the Ecomm Breakthrough podcast. I'm your host, Josh Hadley, where I interview the top business leaders in e-commerce. Past guests include Kevin King. Matt Clark from ASM. And Michael E Gerber, author of the E-myth. Today I'm speaking with Sean Travis, and we are going to be talking about how to play the game of e-commerce at a much higher level through private equity and partnerships and even investments. This episode is brought to you by Ecomm Breakthrough, where I specialize in investing in and scaling seven figure ecommerce brands to eight figures and beyond. If you're an ambitious e-commerce entrepreneur looking for a coach or consultant to help grow your brand, I bring the hands on experience, strategic insights, and the resources needed to fuel your growth. So if you or someone you know is ready to scale, reach out to me directly at Ecomm Breakthrough. That's with two M's and let's turn your dreams into reality. But today I am super excited to introduce you all to Sean Travis. Sean is a former L.A. firefighter. He worked there for 14 years, and he built and scaled multiple e-commerce brands, allowing him to retire and pursu...

Mike is the owner & founder of Bullseye Sellers.  Founder of Impression Check at market research survey tool, and 5 new Amazon brands. He started off selling products at trade shows and eventually transitioned into selling on Amazon. In 2 months, he was able to grow to $30,000 per month in sales. In the first year, he made $80,000 per month. In his second year, $100,000 per month, and he kept doubling it every year after that.

> Here’s a glimpse of what you would learn…. 

• Strategies for identifying trending products on TikTok for e-commerce.
• The importance of adapting products based on social media trends.
• Utilizing surveys and AI tools for product validation and design insights.
• The shift from traditional Amazon product discovery to social media-driven approaches.
• Market verification processes for assessing product viability.
• The significance of effective packaging and marketing strategies.
• Building a loyal customer base through engagement and feedback.
• The role of social commerce and user-generated content in modern e-commerce.
• Common mistakes in product development and the need for market alignment.
• Leveraging technology and software tools to enhance business operations and presentations.

In this episode of the Ecomm Breakthrough Podcast, host Josh Hadley interviews Michael Estey, founder of Bulls Eye Sellers and Impressions Check. They discuss leveraging TikTok to identify trending products and adapting these trends for e-commerce success. Michael shares his strategies for spotting trends on social media, using surveys, and AI tools to refine products for his brands. He highlights the importance of evolving marketing strategies, building a loyal customer base, and utilizing AI-driven tools like Gamma for efficiency. The episode offers actionable insights for scaling e-commerce businesses by embracing social media trends and innovative technologies.

Here are the 3 action items that Josh identified from this episode:

1. Leverage TikTok for Trend Discovery and Social Commerce
   • Stay updated on trending products by actively engaging with TikTok content.
   • Encourage user-generated content and influencer collaborations to increase product visibility.
   • Use TikTok as a primary marketing platform, not just for ads but for organic engagement and brand storytelling.
2. Prioritize Strong Branding and Marketing Investment
   • Invest in high-quality packaging and branding to make products stand out.
   • Diversify marketing strategies beyond Amazon, utilizing platforms like TikTok, Instagram, and YouTube.
   • Be confident in your product by allocating a budget for strategic marketing rather than relying on PPC hacks.
3. Analyze Market Demand and Adapt Quickly
   • Conduct competitor analysis to understand why certain products succeed.
   • Reevaluate and relaunch stagnant products with better marketing, packaging, or positioning.
   • Build a direct relationship with customers through surveys, engagement, and community-building to sustain long-term growth.

Resources mentioned in this episode:

• Ecomm Breakthrough

• PickFu

• TikTok

• ClickFunnels

• Helium 10

• Google Analytics

• Keyword Planner

• Amazon Archetype

• Bullseye Sellers

• Gamma

• Matt Clark

• Ezra Firestone

Special Mention(s):

• Adam “Heist” Runquist on LinkedIn
• Kevin King on LinkedIn
• Michael E. Gerber on LinkedIn

Related Episode(s):

• “Cracking the Amazon Code: Learn From Adam Heist’s Brand Scaling Secrets” on the eComm Breakthrough Podcast
• “Kevin King’s Wicked-Smart Tips for Building an Audience of Raving Fans” on the eComm Breakthrough Podcast
• “Unlocking Entrepreneurial Greatness | Insider Secrets With E-myth Author Michael Gerber” on the eComm Breakthrough Podcast

Episode Sponsor

Sponsor for this episode...
This episode is brought to you by eComm Breakthrough Consulting where I help seven-figure e-commerce owners grow to eight figures. 

I started my business in 2015 and grew it to an eight-figure brand in seven years.

I made mistakes along the way that made the path to eight figures longer. At times I doubted whether our business could even survive and become a real brand. I wish I would have had a guide to help me grow faster and avoid the stumbling blocks.

If you’ve hit a plateau and want to know the next steps to take your business to the next level, then email me at [email protected] and in your subject line say “strategy audit” for the chance to win a $10,000 comprehensive business strategy audit at no cost!

Transcript Area

Josh Hadley 00:00:00  Welcome to the Ecomm Breakthrough podcast. I'm your host, Josh Hadley, where I interview the top business leaders in e-commerce. Past guests include Kevin King, Aaron Cordovez and Michael E Gerber, author of the E-myth. Today I am speaking with Michael Estey, and he's going to be talking about how he finds trending products on TikTok, how he then is able to modify them using surveys and AI intelligence tools to be able to make them your own and your own brand, and how he's just seeing explosive success with those. This episode is brought to you by Ecomm Breakthrough, where I specialize in investing in and scaling seven figure ecommerc...