Strategies for product launching / Jason Mastromatteo

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Our guest on the sellerboard show was Jason Mastromatteo – account director at My Amazon Guy agency, Amazon Seller Central agency. He started his professional Amazon career in 2014 breaking into the Amazon scene selling by means of RA and private labeling.

We talked about:

  • The problems of slippery November;
  • How’s the competition in 2022;
  • Jason’s favorite niches on Amazon;
  • Mistakes of small sellers
  • …and much more!

Watch the full video here.

Speaker1: [00:00:08] Hello. Welcome. This is Fernando, your host from the sellerboard show. I have a very special guest today. He’s a director at my Amazon guy. His name is Jason Mastromatteo. He’s very clever. He’s very funny. And you guys are going to love this show. Enjoy. Hello, everybody. Welcome to the sellerboard show. I’m here with one of my favorite persons on the Amazon space. His name is Jason Mastromatteo. His name is Hard to speak. He’s a director at my Amazon guy. Jason, thank you so much for being here.

Speaker2: [00:00:47] Always happy to to come on a podcast with other members of the community, especially ones that I’ve worked with before. So good to see you, man.

Speaker1: [00:00:55] Thank you so much, man. It’s a pleasure to see you. Jason, can you tell us a little bit of your story?

Speaker2: [00:01:02] Oh, boy.

Speaker1: [00:01:06] First question.

Speaker2: [00:01:08] Uh, yeah. Okay. I guess like my Amazon story. So I was four years. I was a bartender, restaurant manager. And then on my off time, I would always go to garage sales. Kind of like Gary Vee, I guess. And thrift stores and. And buy things and have a whole room full of stuff still and sell them on eBay to make extra money on. Then that kind of graduated into retail arbitrage where I was on the flipping forums and Reddit and stuff like that say all these people are making a ton of money on Amazon. Was selling. I started with CD’s and DVDs, right? That was before they gated everybody out of the categories. And then I would go to Clearances, Barnes and Noble. Every quarter they slashed everything to like 90% off and I’d buy everything every Barnes Noble I could drive to and send it to FBA.

Speaker1: [00:02:20] And you. Are you San Diego, right?

Speaker2: [00:02:22] Yeah, Yeah. I’m in Orange County. So in between San Diego or Los Angeles. Okay, cool. Yeah. Yeah, there’s. Yeah, there’s a lot of stores around here. And then same thing. Go to like Target, buy clearance stuff, go to Walmart and, and then just FBA that stuff. So 2014 I think was like my biggest year as far as gross sales. And then they started gaining a lot of things, especially name brand stuff that you would get on clearance. It started to. It started to be where eBay was. I was making more money on eBay than I was on Amazon, where it was the opposite for a couple of years. So I started like I put my name out there on Craigslist, like, Hey, I can help you, you know? I didn’t know anything about SEO or PPC or anything like that. Really? No, no. I mean, this is like 2014. 2015.

Speaker1: [00:03:22] Oh, yeah. Nobody.

Speaker2: [00:03:23] Yeah. So, I mean, it’s like seven years ago I knew how to make FBA shipments and I knew how to assist with, like, product sourcing. And that’s where I got a lot of consulting business initially. Then I went to go work for a distributor and a major action support distributor in Southern California, and I was doing their eBay business.

Speaker1: [00:03:49] Remote or not.

Speaker2: [00:03:51] Yeah. No, this was before COVID. This was I was going to the office every morning. 45 minute drive there, 45 minute back. And I was doing I got hired to do their eBay business because I knew eBay, like one of the highest rated videos I have on YouTube is is an eBay flat file upload.

Speaker1: [00:04:10] Nice. I did not know that.

Speaker2: [00:04:14] So I knew eBay. So I did that and still kept selling. But I dwindled my Amazon business down to I stopped doing the wholesale and retail arbitrage. And then their vendor central guy, quit and they said, Hey, Jason, you need to do the vendor Central. And I was like, I don’t know how to do that, but I’ll figure it out, right? And that’s actually where I learned Amazon Flat Files was originally the first vendor Central. It was on the vendor Central flat file, which is a lot more robust and verbose.

Speaker3: [00:04:55] Yeah.

Speaker2: [00:04:58] And then, yeah, so I was working there for a while and then I started I left because of COVID and then I was doing consulting a lot of small businesses. I still have a couple client side clients that off work hours that they’re small, they’re small clients, but I helped them upload a listing once in a while and they pay me a couple hundred bucks or whatever. And so then COVID happened and I all the thrift stores closed. There was no garage sales. Their consulting business, as far as what my knowledge was at the time, was not enough to feed me. So I started looking around for Amazon job. I didn’t even know Amazon agencies existed. I mean, and I think I typed in like, indeed, like Amazon seller, central management or something like that. And it’s weird that I remember at the time, every time you typed in Amazon seller Central. Most of the jobs that came up were actual jobs at Amazon. You know, like they want like a full stack developer or something like that. And I’m like, I don’t know how to do that. But then my Amazon guy popped up and when I when I’m when I, I guess when I was job hunting and stuff, I’m pretty.

Speaker2: [00:06:29] Unmotivated. I think most people are when they really have to sit down and try it. So I have to say that I probably only applied to like two jobs even though I really needed a job. Worst case scenario, I was just going to go. Normally worst case scenario. I can always go back a restaurant industry. But all the restaurants were closed, right? Yeah. There’s no bars open. There’s none of that. And Dustin reached out to me and I started. They offered me a job. 20th January 2021. So this will be my second year here. And I started off as like, just like a specialist, like helping people out and not actually managing accounts or anything like that. Two months in, I learned a lot and I got promoted account manager. Six months in, I was a director and then then I got promoted to senior director. And that’s where I’ve been ever since. And I’m doing the YouTube channel managing a lot of multi million, hundreds of million dollar clients with my team and never thought I would be in a position where I could be this comfortable and happy and work with cool people and the community. Sorry, that was a long origin story.

Speaker1: [00:07:57] No, no, it was awesome. And I had the experience to work with Jason and it’s amazing to see how knowledgeable he is and also how he makes people like he is going, you know, everybody is at ease with him. So it’s a nice conversation. And he just like slams everybody and but everybody’s happy at their ends. Jason Yes, go ahead.

Speaker2: [00:08:22] I get that a lot. I’m the, uh, I’m the Steven says a. So what was that? There was a there was a fun game in the in the chat in Slack the other day. It’s like a circle. You had to draw a whoever could draw the most perfect circle and it would score you right. And people are like trying 98% where it says draw circle, draw a circle. I drew a box and then I drew a star. And then I went into the console to try and find a script if it was available to try and manually or program the perfect circle in thing. And Steven’s like, Jason’s always trying to break things.

Speaker1: [00:09:08] Thank God you’re good with pacifiers. Thank God. Because if you break it, you can just upload the fire, fix everything. Jason, tell me something. I need you like you have. You have so much experience with all these accounts that you manage. Tell me like three mistakes that you see that are most common people are doing that. The sellers that are watching our our video or podcast can can fix.

Speaker2: [00:09:36] Wow. I mean, there’s a lot. Most common. I mean, not not doing any PPC. Thinking that organic is just going to. You can’t just slap something on Amazon and hope it sells, right? Wow. There’s a lot of that. Initially, not so much anymore. But you do see it from time to time. You’ll get on a coaching call or a new client. Like, I haven’t ran PPC. I’ve been in business for 30 years. We never had to do it. And like, Well, you’re never going to grow if you don’t have if you’re not driving any additional traffic to the listings, that one, a catalog one, probably people uploading their products before their brand registered and then having to do the brand name changes after the fact.

Speaker1: [00:10:29] That stuff.

Speaker2: [00:10:31] That’s always a pain. It’s I mean, it’s do it. You can fix it, but it’s like wait to get brand registered and then upload the products with your correct brand name. Then you’ll avoid a lot of issues, especially when it comes down the line to trying to attach a plus content brand store, stuff like that. What else? Most common mistakes. Uh, man, I have, like, all these things swimming through my head, But I’m trying to think of, like.

Speaker1: [00:11:01] Does this the next one?

Speaker2: [00:11:02] Yeah, Those two are big. And then. Just not understanding. And this isn’t anybody’s fault. But not understanding Amazon, some terminology, terminology, stuff like that, where there can be confusion, where, for example, a client will ask, Oh, I want to merge this asin with this ASIN. And you have to be like, No, no, no. You want to parent. You want to parent those Asians. So you don’t ask Amazon to merge these things because sometimes clients will we tell them, hey, we’ll handle everything, but they’ll, oh, I made a ticket to merge these two things. Like, No, no, no.

Speaker3: [00:11:42] No, no, no.

Speaker2: [00:11:46] No. It’s not what you want. No stuff like that. There’s obviously lots of other common mistakes people make, but.

Speaker1: [00:12:02] Do you think we are in a recession and it’s reflecting on Amazon or no?

Speaker2: [00:12:08] So people have to I mean, just look at unless you’re selling Halloween, let’s let’s face this. Do I think we’re in a recession? Probably. You know, it’s going to be a slower year. You can just see the news and all that stuff. Am I a doom and gloom or. No. Am I saying go buy, you know, a 90 gallon barrel water and a an electric generator or anything like that? I don’t think so. But you can I mean, on the Amazon side, unless you’re selling Halloween costumes or candy right now, just look at last year, in the year before, during this time, most categories, most keywords, this is the lowest point of the season And in October or early November. Yeah, this is when everybody’s not shopping. They’re saving their money. You’ll see. Go to helium ten or whatever tool you use. Look at the historic metrics on your your top keywords, even your branded keywords.

Speaker1: [00:13:07] You’ll see the trends. It’s so red.

Speaker2: [00:13:11] It’s at the the literal bottom. Like right now, this week is the literal bottom.

Speaker1: [00:13:18] Do you think do you think this week is going to is worse than like the week before Black Friday?

Speaker2: [00:13:26] But the week before Black Friday will be significantly better than this two weeks from the end of October. Yeah.

Speaker1: [00:13:35] I thought like I thought like the week before Black Friday, there were a lot of window shoppers and no sales.

Speaker2: [00:13:41] There is. But if you look at search volume, though, the the doldrums is right now. And there’s a lot of people worrying. And then it didn’t help that Amazon slashed everybody’s restock limits 60% the last couple of days like saying that 90% of the accounts that we manage all got random no notification restock slashes didn’t matter.

Speaker1: [00:14:07] If we had the truth. Yeah.

Speaker2: [00:14:08] Yeah. It didn’t matter if their IP score is 800 or 300 is completely random.

Speaker1: [00:14:15] Yeah. And thanks to Stephen Pope. Video. I was like I call everybody said cheap everything now because we’re going to have problems.

Speaker2: [00:14:28] Start start turning on those m listings.

Speaker1: [00:14:31] Yeah yeah. Are you seeing lots of copycats on the products?

Speaker2: [00:14:41] I mean, yeah, I mean, it happens. You have to. I mean, tapping on one particular client, their product isn’t patented. It’s not very hard to manufacture if you look at it. And when they started in July, it was just them and one competitor that had a different design. And if you go and type in their top keywords now there’s 20 other sellers selling the exact same thing. It’s almost like a fidget spinner situation and they are struggling because basically we’re only clinging on to the brand right now. And as far as where we’re getting sales and we cannot compete on price because these other Chinese sellers are 899 compared to our 1999, and that’s like they’re barely making any profit on that price point. So they are going to make a new product, but this product is likely over, right?

Speaker1: [00:15:47] So. Do you think that’s going to be more and more problem in the future, problematic in the future?

Speaker2: [00:15:54] The more unique your product is and the more your your brand has clout, the less at risk you are to situations like this.

Speaker1: [00:16:04] Yeah. The problem is when you make something unique and you don’t make a patent, you start to get people copying it.

Speaker2: [00:16:11] Yep.

Speaker1: [00:16:12] That’s the problem.

Speaker2: [00:16:14] I agree. The the issue is going to be something that and it has been something that everybody has to deal with. And that’s why I say you win on branding. If if you can overcome and Fernando’s, you know, what are we selling Fernando’s yo yos. I’ve got a yo yo here. Fernando’s yo yos here. This brand magic. Yo yo. This is a this is a popular brand. It’s not Duncan, but there’s a million of these type of aluminum, super sleek, fast yo yos out there and magic Yo, yo, trade trademark. I don’t know if they have a patent. They probably do. But if we came in with Fernando’s yo yos selling the same thing, we’re gonna have a we’re gonna have a harder time. So there’s still there’s still a cost fallacy and. For these other. Or even if it’s the Chinese manufacturer coming in, they have to put PPC into it. They have to test it out and they have to see if they can break through based solely on price because their branding is always really bad at some random brand name. That doesn’t make sense.

Speaker1: [00:17:36] It’s unpronounceable in the United States.

Speaker2: [00:17:39] Yeah, the the pictures. And they’re getting a little bit better at the photos and stuff like that. But for the most part, like really bad Photoshop, you know, the the SEO, I know the bullets. I always say the bullets are for the bots, but you can definitely tell that, you know, an English speaking person did not write the copy and it’s literally just like copy pasted keywords And the thing they’re not making A-plus content, they’re not making brand stores, they’re not doing customer engagement, they’re not doing social posts, they’re not doing everything else that gives you the upper hand, as well as having a brand, even if you’re at a higher price, you know?

Speaker1: [00:18:22] And do you think they are having any profit or just just want to like take over the first position and then start making a profit?

Speaker2: [00:18:30] You’ll see what happens. You’ll see this sometimes. Where? Two random sellers will come on a listing and they’re not really selling your product or selling something similar to your product. But it just doesn’t make any sense. Like the price will be like really high and you’re like, What is this? And and it’s similar to my product, but it’s not. And what they’re doing is they’re testing the the.

Speaker1: [00:18:57] Elasticity of the markets.

Speaker2: [00:18:59] If they can get in there next to your product essentially. Right. And the organics and they’ll run PPC campaigns on on your ascent as well, but like super low bid. But to answer the question, what was the question? I’m excited to meet you.

Speaker1: [00:19:18] Conversation goes somewhere. We forget about the questions. I’m thinking like, if they really make any profit or just trying to take over the number one seller and then make a profit later.

Speaker2: [00:19:29] Yeah. Ideally, I would assume their goal is to make profit. They probably also I mean, I’m not going to say probably there is versions of Chinese aggregators that now, hey, the manufacturers say created these listings and they say, Hey, we’ve got traffic, we’ve got reviews and they sell off these these, you know, pseudo brands to these people. Doesn’t even have to be an aggregator. They sell them off to actual Chinese investors or on websites or whatever. Here’s a, here’s a yoyo brand, Fernando’s Yoyo brand look, it’s number one for this keyword and we sold X amount of units and we can also manufacture it for you for this much. And here’s what we’re asking for, you know, so.

Speaker3: [00:20:21] Crew.

Speaker1: [00:20:29] Do you think the small business badge is the climate friendly badge are good should generate more business?

Speaker2: [00:20:36] So there’s. There’s. There’s some, uh. There’s some. Controversy on this. So it’s with the small business one. On. The there’s there’s there’s internal reasons in your business why you would not want the small business badge. And here’s why. Because Amazon considers a small business. Somebody that I can’t remember the number but I think it’s a business that makes less than 5 million.

Speaker1: [00:21:12] I guess year. Something like.

Speaker2: [00:21:15] This. Yeah. So if you are a business that has aspirations or are a large business that’s making way more than that in gross revenue yearly, it could be detrimental. To you Do I think it has any effect on conversion? It does. But not because you’re a small business or because you’re green or whatever else. It just it can add increased conversion because it has a eye catching little green lettering there. Didn’t wouldn’t matter what the heck it said. It could say, yeah, this is true. So for the most part, most sellers. Yeah, but we pursue them on any client that qualifies, that wants it. There’s no real problems with it as far as I see. But if you are a large business and or a business on the cusp and your plan is to sell that business or something like that, it’s there’s no better way to contradict your your numbers or your future by saying, Oh, yeah, we’re a small business on an Amazon like.

Speaker1: [00:22:47] Got it. Got it. If you have a small company with limited budgets, would you rather distribute them in sponsored product brands and display? Put everything a sponsored product, everything. Sponsored video sponsor, brand video. What what would you what would be your strategy if you don’t have enough daily budgets?

Speaker2: [00:23:10] I’m so. How many SKUs?

Speaker1: [00:23:15] Just like a couple to three double SKUs.

Speaker2: [00:23:18] All right. Esp probably like 80%. And then if you have a good video and you’re in a category, that video works, which is most then the rest and SB obviously will want to make some of those. Auto campaigns as well, so that we can get get some data. I mean, you’re much better at answering this question. I would be.

Speaker1: [00:23:47] No, but I want to hear your experience because.

Speaker2: [00:23:49] Yeah, yeah, yeah. Small budget. I love video. I, I think everyone does. But video is my favorite because it converts very well and most people are. I always do this demonstration, you know. Go on your phone. Type in something in the app. Look how much space the video takes up compared to all the other sponsored products. Love it. Right. Sponsored products. Tiny headline. Tiny on the app display or recommended Tiny. Same size as the rest of it. And then you scroll, scroll, scroll. And then the video is like here, right? If you have a video that’s like flashes in the screen real quick, someone’s going to click on that. It doesn’t matter what the hell you’re selling.

Speaker1: [00:24:33] Like like it, like it. What’s your favorite niche on Amazon?

Speaker2: [00:24:39] This is my favorite niche.

Speaker1: [00:24:40] Yes.

Speaker2: [00:24:41] Grocery and auto parts. Why On. Grocery because I like food and it’s it’s it’s a really easy I shouldn’t say easy. It’s a really. It’s a really calculated category that has historical data. People always need to eat. People want snacks and people want food. You know, there’s always going to be demand and it’s easier to grow, in my opinion.

Speaker1: [00:25:19] And it’s consumable.

Speaker2: [00:25:21] Exactly. And that’s the other thing. Subscribe and save keeps coming in, right? Auto parts. I like very complicated and large catalogs. I know that sounds crazy, right?

Speaker1: [00:25:33] Yeah, you. That’s why you’re chasing.

Speaker2: [00:25:36] So things that include having to deal with fitment type and all that stuff really, really gets me excited because once it all comes together, it’s like a big puzzle piece and it’s like completing the puzzle.

Speaker1: [00:25:51] What do you mean? Like. Like it works on these models of cars that those years, those manufacturers. You like those things? Oh, my God, you’re crazy.

Speaker2: [00:26:03] Luckily, there’s a service that you send your your Excel file to you, and they. They work with Amazon. But yeah, I just I like that. That’s another thing as far as like replacement auto parts and stuff like that that people will always need. There’s always a need for it. So to answer your question, in general, I like niches and products that people need, not people want.

Speaker1: [00:26:33] Like, it’s really like that. That’s really important. All right. Do you think it’s impossible to launch a supplements brand today on Amazon?

Speaker2: [00:26:43] No, you just have to have either a really, really, really good branding in a combination of something that is unique. If you ask me, Hey, Jason, is it great? A great idea to launch the vitamin C powder this year? And I’d say you’re going to you might take the money, go in your backyard, dig a hole. Right now, if you’re selling a vitamin C supplement that has a really nice branding and it also has incarnation and lemon or something like that.

Speaker1: [00:27:22] And that’s how you.

Speaker2: [00:27:23] Right? Yeah, of course you can have success for sure it’s targeted toward. Women between the ages of 22 to 38. That’s the thing with supplements you have to break down. You cannot hit every demographic. I mean, there’s people that try and there’s people that have had success. But you need to break down the demographics and figure out to the T who is your target audience. Is it women ages 22 to 35 that are single, that go to the gym three days a week? Or is it, you know, men who are married and are having intimate issues or something like that? You know, like you cannot just blanket a supplement. You can’t just be like, yeah, this is our inclination and it’s for everybody, right? You will get killed. You’re absolutely killed, you know.

Speaker1: [00:28:21] Yeah. If you are launching a brand supplement brands and it’s stuck between 300 and 499 reviews so it doesn’t have that social proof and you struggle to get it profitable. What do you suggest for the people that are like in the middle way, ending their launch, getting trying to get to a thousand reviews?

Speaker2: [00:28:44] This is also.

Speaker1: [00:28:45] Assuming they assuming the product can keep the 4.3 stars. So it shows 4.5 stars.

Speaker2: [00:28:51] Yeah. I mean, this is just all going to be on your assuming everything’s perfect, your your main images. All your images are good. You’ve got video, you’ve got you’ve got a good price point compared to all the other competition. Your capsule count is the same. That’s a big one. I always see. It’s like, Oh yeah, my price is the same. But yeah, you’re only selling 30 capsules in yours and the competition is 80, right? Yeah. So your price point is significantly higher. But assuming everything’s good there, then, you know, this is, this is where you going to get your take more of a bite out of the pie. Right. And this is where your search, especially this is. You’ve been launched, you’ve got data. This is your search query performance going in there. Go to your funnel, see where you’re getting card ads and purchases first, then take a look and go over and see if those impressions were you. Where are you in those impressions? This you know, you’re getting car ads and purchases for these products. Where are we organically for these keywords? A lot of times those top ones are going to be your branded keywords. Obviously, someone puts in your brand and your product name. They’re looking for you. They want to buy your product, right? Higher conversion, find those other those other keywords in there at the ACE level where they’re longer tail. A lot of times not so much search volume as you know, vitamin C supplement, but that’s where you need to target. You need to you need to take that over. This is my keyword. There’s only 60,000 search volume or there’s only 10,000 search volume a month on this. But this is mine. I’m already getting 50% brand share. I’m already getting 90% purchase rate on this. When when they click on or when they cart ad, this is the one. And then you continue and you keep looking. Right. So that’s where you build that specific.

Speaker1: [00:30:44] Good way to grow to catch the 1000 reviews like it. I knew you. I knew you would give me some good answers today.

Speaker3: [00:30:52] I knew it.

Speaker2: [00:30:54] Ever since that search career performance came out, like, there’s so much you can do with that. Like, it’s just. It’s insane. And that’s the way I’ve been using it for four. Exactly. And it works, man.

Speaker1: [00:31:07] You have a video on it?

Speaker2: [00:31:09] Yeah, There’s a 40 minute video on on our website. No, it’s Steve. Steve.

Speaker1: [00:31:14] Oh, Steve. So go search my Amazon guy on YouTube. Search Query by Stephen Pope. Watch that video. I’m going to watch it, too. We got to watch this. We’ve got to make sure we’re using search query performance guys. Do you have experience working with GSP? Do you like it?

Speaker2: [00:31:34] I don’t. I have no experience with DSP zero.

Speaker1: [00:31:37] All right. Influencers on Social media. High influencers on social media.

Speaker2: [00:31:45] Yeah we have clients that that hired tick tock agencies and stuff like that. I’ve never done it, but it works. It can work. We’ve had plenty of clients that did it and one of one of one of face clients the day of. You should see the graph. It’s crazy. Really. They sold out like, while we were like. Like because we didn’t have a chance to, like, raise the price. Like, it was.

Speaker1: [00:32:17] Fast. We were sold out.

Speaker2: [00:32:18] It was like 2800 units or something like that because of some TikTok video.

Speaker1: [00:32:22] Do you know that they were looking to TikTok agency?

Speaker2: [00:32:26] No, no, this was this one was a specific influencer that deals with Apple products. Oh, yeah. So but yeah, crazy. I don’t know how much they paid that person, but it was probably worth it.

Speaker1: [00:32:41] I mean, everybody’s talking a lot about it. I’m very curious to see TikTok. All right. What are the three most difficult types of clients and how do you manage them? Because your social skills are amazing. So how do you what are the three types of difficult clients? How do you manage them?

Speaker2: [00:33:01] So there’s there’s there’s all kinds of different people. And I try I get along with everybody. You do it really I but there are out there difficult clients that my aim is on. Guy One thing that we do not accept or condone or allow is clients that are over the line. As far as if a client ever yells at an employee, they’re gone. If a client ever cusses out an employee in a in a threatening or aggressive manner or anything like that, not joking around, cussing obviously. But unless the the the the brand manager is uncomfortable with that, they would bring it to the director. But yeah aggressive anything like that putting down that’s happened before where we’ve fired a client. So basically that would be one category of client just you know.

Speaker1: [00:33:59] If we’re putting down what do you now. What do you mean?

Speaker2: [00:34:04] We fire the client.

Speaker1: [00:34:05] Okay. All right.

Speaker2: [00:34:06] On the spot. Okay. Right. Yeah. If one of my brand managers says, Hey, you know.

Speaker1: [00:34:12] He’s being rude.

Speaker2: [00:34:13] This client just said this to me, and I’ll email or reach out to the client or call him on the phone and say, Hey, did you just say this to my brand manager? And then tell Steven, and the client’s gone so nice.

Speaker1: [00:34:26] And what about, like, Mike’s clients? But they have different expectations. How do you manage that?

Speaker2: [00:34:32] Yeah, so, so so we’ll, we’ll put that one. The one I talked about before, that’s a separate right so there’s, there’s the ones that are, are, are heavily involved in their account but are damaging themselves because of it. These are the clients that no matter what you say or ask or or plead, they’re the ones in their ad campaigns at 1:00 in the morning, changing bids and adding adding keywords and not telling us about it. Right. And then the results come out for the the next day or the week. And they’re like, What happened to my ACCOST? And we look at our change logs and we see, Hey, we never added any of these campaigns. What is going on? Oh, I added those. Those are good keywords. Well, no, they’re not doing that. So the clients that are too hands on, we do not want hands in the cookie jar. Too many hands. And the cookie jar causes chaos, right?

Speaker1: [00:35:29] They love.

Speaker2: [00:35:29] It. The opposite end of the spectrum, the clients that don’t respond to anything, you send them an email, you call them, you send them multiple emails. Hey, can we get your permission to do this? Nothing. Just weeks. And then you have to like, hope that they’re alive still and then they’ll randomly pop up like a month later and respond to like one of the, like 50 emails you sent them. And they’ll either be like, super happy, like, Oh, everything’s going great, guys, sorry I was on vacation, or they’ll be like, What is going on? How come nothing’s gotten done?

Speaker3: [00:36:06] Wow.

Speaker2: [00:36:10] Wow, There’s that one. And then there’s obviously they think they know better than new clients and these are usually clients that they’ll always pre face with. With. Hey, you know what? Before we get started, I just want you to know that I. I was in the VP of a marketing agency for 50 years, and I know everything about Google SEO, so we’re going to use Google SEO. My research instead of whatever you guys come up with, with Amazon. Right? And those are the clients. You just have to prove it to them usually. So one of two things will happen. They will either submit and see the results if you can get it pushed through or you just do what they tell you to. And the the growth fails and they leave.

Speaker1: [00:37:09] Oh, my God. Those are tough. Those are very.

Speaker3: [00:37:12] Tough.

Speaker1: [00:37:14] All right. Yes, I’m taking a lot of your time. So let’s let’s wrap this. Do you have any final tips for the sellers? These should end of 2022, beginning of 2023.

Speaker2: [00:37:26] Don’t go out of stock.

Speaker1: [00:37:27] Don’t go to stock prices.

Speaker2: [00:37:31] And if you’re getting limited by these restock limits, it’s going to be the same type of strategy if you were actually out of stock. If you are not able to have an HBM back up and you’re seeing that you’re going to not be able to restock your top sellers, start raising the price. Total revenue coming in will still increase or stay the same. Units sold will decrease, which is what you want. Bsr will be preserved. Ad Spend a little bit and get through this restock thing. Hopefully Amazon comes with an announcement on what the heck is going on. We reached out to literally everybody, people that I have on my LinkedIn connections that are working in Seattle that normally respond to me like pretty quickly, completely ignoring my messages this week. So something’s going on over there with this whole thing. Wow. Yeah. So. Rough.

Speaker1: [00:38:32] Final question, Jason. How do people connect to you? How they hire you? My Amazon guy.

Speaker2: [00:38:38] So you can connect with Steven and myself on on LinkedIn, if that’s as far as just we like connections, but we have my, we’re a full service marketing agency focusing on Amazon. We do everything nuts to bolts Amazon people.

Speaker1: [00:38:55] They’re really good.

Speaker2: [00:38:55] I recommend that SEO catalog troubleshooting. We have a full, complete design department. We can do premium A-plus content if you’re eligible for that. Vendor Central Seller. Central Amazon Affiliates, Kindle Direct, everything. You go to my, we have coaching there. We have all our service offerings as well as you can get into contact with one of our sales professionals to see if we are right fit for full service management for your brand.

Speaker1: [00:39:26] Wow. Ladies and gentlemen, that was Jason Mastromatteo. Jason, thank you so much for being here. It was a pleasure to see you again.

Speaker2: [00:39:35] Awesome, man. I appreciate it. Miss you, Fernando, And we’ll talk soon, okay?

Speaker1: [00:39:39] Miss you. Bye bye. And that was our interview with Jason Mastromatteo. Thank you so much for watching. I hope you like that. What you have, should you right now. Don’t forget, go to, click on demo and test the software. If you are an Amazon seller and if you need full control of your profits, Ppc Optimization, Inventory Management, Refunds for lost inventory, cash flow. Go there. Right now. You’re going to love the software. You can test it. And if you want it, you can start right now. Plug into your Amazon seller Essential and you’re good to go. Thank you so much, guys, and I’ll see you in the next video. Bye bye.