Brandon Young is an eight-figure Amazon seller and the Owner of Global Import US, Inc. He is also the Founder of Seller Systems, where he offers private label selling courses that teach entrepreneurs how to succeed on Amazon.
After starting his career at Morgan Stanley, Brandon quickly realized that his passion lied in entrepreneurship and strategic business management. Now, he is a leader in Amazon product marketing and an award-winning private label expert. Brandon holds a bachelor’s degree in Finance from Nova Southeastern University and an MBA in Entrepreneurship from Kaplan University.
Here’s a glimpse of what you’ll learn:
- A day in the life of Brandon Young
- Brandon’s coaching strategy and how he helps his clients plan for business success
- How Brandon evaluates entrepreneurs before investing in their businesses
- The common reasons that many entrepreneurs fail
- Brandon’s experience selling on Amazon and building his online business
- How Amazon brands looking to exit can increase their multiples
- Key metrics to look at when analyzing Amazon products to sell
- What private label sellers should do to boost their quality score on Amazon
- Where to learn more about Brandon Young and his courses
In this episode…
Although the Amazon marketplace has grown tremendously over the last couple of years and many sellers have reaped the rewards, not everyone has been so successful. So, what has caused some entrepreneurs to fail while others succeed?
There are many factors that may hinder an Amazon seller’s success. According to Amazon private label expert Brandon Young, these can range from a lack of effort and consistency to a missing drive and desire to succeed. Additionally, many sellers don’t know the best strategies for evaluating product categories, creating listings, and launching their products. Luckily, Brandon has some tips for skyrocketing the sales and success of your Amazon brand.
Brandon Young, the Founder of Seller Systems, joins Eric Stopper in this episode of Buy Box Experts to share his insights into how to build a strong and successful Amazon brand. Brandon talks about how he built his eight-figure Amazon business, the top coaching strategies for entrepreneurs, and what private label sellers can do to increase their revenue. Stay tuned.
Resources Mentioned in this episode
- Buy Box Experts
- Seller Systems
- Product Selection Master Class
- Discount Code for Brandon’s Masterclass: stayhome
- Brandon Young on LinkedIn
- Eric Stopper’s interview with Derrin Hill from RevRoad
- Eric Stopper’s interview with Chris Shipferling from Global Wired Advisors
- The E-Myth: Why Most Small Businesses Don’t Work and What to Do About It by Michael E. Gerber
- Helium 10’s Black Box
- Viral Launch
Sponsor for this episode…
Buy Box Experts applies decades of e-commerce experience to successfully manage their clients’ marketplace accounts. The Buy Box account managers specialize in combining an understanding of their clients’ business fundamentals and their in-depth expertise in the Amazon Marketplace.
The team works with marketplace technicians using a system of processes, proprietary software, and extensive channel experience to ensure your Amazon presence captures the opportunity in the marketplace–not only producing greater revenue and profits but also reducing or eliminating your business’ workload.
Buy Box Experts prides itself on being one of the few agencies with an SMB (small to medium-sized business) division and an Enterprise division. Buy Box does not commingle clients among divisions as each has unique needs and requirements for proper account management.
Learn more about Buy Box Experts at BuyBoxExperts.com.
Welcome to the Buy Box Experts Podcast we bring to light the unique opportunities brands face in today’s e-commerce world.
Eric Stopper 0:18
Hey welcome to the Buy Box Experts Podcast. This is Eric Stopper. Today’s episode is brought to you by Buy Box Experts. Buy Box Experts takes ambitious brands and makes them unbeatable. We’ve got a team of consultants, I am one of them, go to buyboxexperts.com, click on the free analysis button at the top and you’ll be connected with me or a member of my team. It is a weird time to be selling products online. And I’m sure that you are just stressed out of your mind, please come and talk to us no strings attached buyboxexperts.com/freeanalysis. Today, I am so pleased to be joined by Brandon Young, an eight figure amazon seller and owner of global import USA Inc. and seller systems private label selling courses and a variety of a whole bunch of different marketing, product development and venture capital companies. I want to get to the bottom of all of them with Brandon on the show. He started his career at Morgan Stanley, and figured out pretty early on that the world of e-commerce and entrepreneurship was called a little more convincingly than the financial advice world. We’re happy to have Brandon on the show. Brandon, welcome.
Brandon Young 1:22
Thanks for having me, Eric.
Eric Stopper 1:23
So a lot, a lot of different things that I want to talk about with you before this were we were just discussing like agencies and values. And I’ve said on the show in the past, like I want to figure out how to make money by just moving my lips, right and I’m doing a decent job at it. But you and lots of sellers like you have figured this out over the years. But the thing that I want to touch base with you on first is I just want to know about your day. Because I look on your LinkedIn, I listened to the podcast and you’re doing a lot. And it seems almost an infeasible side just like telling everybody you wake up in the morning. And then like what are you? What do you start with?
Brandon Young 2:07
Yeah, so typically, I’m up pretty late, because I keep more of a Asia time frame where I’m up pretty late. So I might get up at 11. In the morning. I’ll work on coaching for the first few hours. So I’m answering messages by eating breakfast and getting ready. I prepare, you know, discuss some things with some students, answer any questions, make sure that our agenda is straight. And as far as that goes, plan any content, we’re starting to really get into a position where we’re starting to promote, for the first time, almost all of I have over 550 students in my inner circle, which is more of a college level course and mastermind. But all of those students came from organic reach whether I was on a podcast or whether I spoke at an event, whether they saw a free youtube video, I’ve never really run ads, like a lot of these other guys do. So what I’m trying to do now is start running ads, right, I need to figure that part of it out. So we’re in the process of planning content and figuring out how that goes. But then my afternoon shifts, and I start thinking about my team in China and how I’m going to prepare for them. So three or four nights a week, I’m on training calls or calls with them. I’ve got eight employees in China. I’ve got two here in the States, besides my wife and I. And you know, I’ve got to just balance like you said, there’s a lot that I’m juggling. And so I spend maybe 20 plus hours a week on coaching and 40 to 50 hours a week on actually selling on Amazon.
Eric Stopper 3:52
Now the hours of coaching. It’s It’s very, it’s very interesting to me the amount of content that is out there in the world and the amount of stuff that we’re able to provide to people listening. And so I’m, I’m curious as to what you know, what’s the long tail strategy of all this content, you’ve already got this, this eight figure Amazon business. And it seems to me that you’re just like giving, now you’re getting to the point where you just want to, like you want to promote the fact that you’re giving away a bunch of this stuff. Talk to me about your strategy. Where’s your head at in terms of this the strategy of your coaching courses? Yeah,
Brandon Young 4:32
so I mean, obviously, it’s not 100% altruistic, right, like giving, you know, I make a little bit of money with the coaching and it’s great. But for me, the end game is to build up a portfolio of companies that I’m investing in. So where I’m actually an equity owner. So I’ve been able to groom some of my students that come in, you know, I’ve got over 100 guys that are already doing seven figures. For example, I Wouldn’t be buying a percentage of their business. But I’ve got a ton of students that come in that have one product that may have failed. And now they’re launching their next product. But through the weekly calls with them, like I do, a weekly asked me anything that I do deep dives on courses, and you say I do have a lot of content already recorded, probably hundreds of hours. But I re record it regularly as well, because things are constantly changing and Amazon and I’m constantly learning and getting better and sharing my experiences and seeing more data. So I constantly improve the content rerecorded anyway, forever the process of private label. Now the goal is to identify talented entrepreneurs that I can invest in. And the way that that looks is I get a really good multiple because it includes my time and coaching. And it includes a membership in my inner circle, my time personally, and my ability to lower their costs through economies of scale, like I can help them with sourcing, I can help them with logistics, I can help them bring their product in cheaper, I can help them with PPC knowledge and over oversight. All of those things will help a company become more profitable immediately. And then that extra guidance can help them with product selection and launching and things like those things that I already teach in the inner circle every student even if I’m not invested. Now, the way I do math is if I invest in 100 students, let’s say I invest $25,000, and 100 students over the next three years, I’ve got $2.5 million that I’ve invested. Now I can drive if I if I invested at a valuation of let’s say $100,000, because most of those businesses maybe only had one product, and they were only doing $100,000 in profit a year or you know, I can buy in at a one x multiple, they call it a one x multiple of profit of EBITDA right now. Immediately, I can sell that business turnaround. And it’s worth it if you sell an Amazon business and e-commerce business, even if it’s only Amazon, and it’s consistent for six or more months, you can typically sell it for two and a half x. So I’m making an arbitrage I’m making money and building wealth based on the arbitrage of that multiple, even if that student doesn’t continue to grow the business, which they will, that infusion of cash and that extra coaching is to grow the business, I think with an 80% success rate, which is typically what my students see and what we see with our business with choosing products and launching them and, and things that suck, I can bring 100 businesses to an average of $2 million in valuation inside two years. So what does that mean for me? 80 of them, right? Because we’re talking about 80% signal on an average, some might fail, some might be more than 2 million, some will be less, right. So I think an average of 2 million is pretty realistic. Okay, and conservative. But let’s say I bring them to an average of 2 million. And remember, that’s a four x multiple if I roll them up, because higher multiples and more brands rolled up together, higher is a higher valuation when you go to exit. So I can roll up five businesses and get a four to a six x multiple. So I think a four x multiple doing $500,000 profit in a year, I haven’t had to grow that business very much to get there. That’s a few more products, right? It’s only a few skews, depending on the skews you launch. So let’s bring them the $2 million valuation, I’ve got 100 that’s $200 million in total valuation that I own a quarter of. I’ve turned my two and a half million and 250 million dollars in net worth.
Eric Stopper 8:21
Now have you had it happen?
Brandon Young 8:23
Yeah, I’ve been invested in two students already. Okay, as trials, nice, and one of the students came in. And I invested a little earlier than I wanted to because she wasn’t quite familiar with a lot of the systems. But she was so talented with product design, which is one of my biggest weaknesses is like the visualization of designing a beautiful, beautifully designed product. She’s a former designer for Vogue magazine. Pretty good. So she comes into the business and she’s got a product that’s absolutely fantastic. But she had some personal issues and was running low on cash and I and I wanted to get an investment into her business right away. So I invested, got some paperwork, you know, together with her and, and she’s already doing, you know, well over 1500 dollars a day in profit less than six months after the investment. And I own a nice percentage of the business. And so there was another business that we’ve invested in that’s doing well, it’s much better than it was when we first started. But like that’s a rockstar example where you’ve got somebody that within six months of investment, they’re now doing 1500 dollars a day in profit. So you’re talking about, you know, $500,000 a year in profit. You’re talking about someone that’s worth 1.5 million and I bought in somewhere around you know, hundred thousand so I’ve already 15 times my money on this one investment. And she’s happy because it saved her business. She didn’t have the cash to continue. And I’ve taught her the finer parts of the business like PPC and optimization and the numbers and analytics. The things that she wasn’t good at now. So it’s a different approach than just acquiring businesses and running them, which is like what thrass. io does, and a couple of these other companies, a lot of these PE firms that are going in acquiring businesses, to me, that’s not scalable because you start to run those businesses, I don’t want to have to run 100 or 200, or 500. Businesses, what I want to do is empower entrepreneurs to set themselves free. And so if I can give them a little bit of caching guidance, and get a nice percentage of the business, and still let them make the majority of the decisions on a day to day basis, and still allow them to grow their business, that’s a win win for everybody.
Eric Stopper 10:38
Do you typically lay out the horizon that they should be expecting? Do you help them plan for, you know, how many units do you need to order in order to get X amount of revenue in order to get X amount of valuation? Are you working with them on stuff like that?
Brandon Young 10:52
Yeah, that’s all that’s all like standard stuff that I teach anyway, right. So I’ve got hundreds of hours of content on every aspect of the business, which is your product selection and data analysis for, you know, for choosing the right products based on real data, real keyword analysis. I’ve got, you know, everything from sourcing and optimizing your packaging and design so that, you know, you can optimize your listing and get the most credit when you make a sale, understanding the algorithm launches PPC, many chat chat bots and driving traffic building a brand off of Amazon. So the goal is to basically feed them through the inner circle course, which is like I said, like a college level fully integrated course. And I don’t have to answer all those questions individually, they can be on a weekly call with the rest of the students and ask a question, they can ask a question in the inner circle, they can. And then once a month, I can get on with them for an hour, personal time and really dig into the finer points of the business. In the beginning, it’s a little bit more the first few months like I really want to dig in. And I really want to set the tone for the direction of the business like you’re asking, right. But after that, if they become the expert, they become the driver of that business.
Eric Stopper 12:05
Yeah, I’ve found that in the folks that I’ve talked to who dabble in this business and personal development side of the world that I love, right? It’s my favorite thing, people helping people and people making money. They typically have some set criteria in determining who would be a good fit to invest in. Yeah, for instance, we had Derrin Hill from RevRoad. He’s a venture capital management, awesome firm here in Utah. And he has the five H’s, which I will bring up here in a second when I find the notes. But do you have anything like that where it’s like if you identify the person, you evaluate them in some various matrix, and then that tells you if they’re a good investment.
Brandon Young 12:54
You know, I wish it was more scientific, but it’s really, when I discuss the greater concepts, we have the finer points of private labels, it’s very easy for me to understand whether they get it, right. So it’s, it’s like, I can look at the data analysis sheet that they put together. So we call it a master keyword list, you really can look at the top 10 sellers of any given product. And you can reverse ace in those and then push them together into a master keyword list that shows you pretty much 90-95% or more of the keywords that are generating sales for that given product. Okay, and then in that master keyword list, you’re going to be able to identify which of those competitors are on the first page for each of those keywords. So the example might be that the best seller is only on 70% of those keywords, and the next seller is only on 50%. And the third best seller is only 40%, and so on. And then that allows you to understand what the opportunity and risk of doing that product is. And if you only have 10 keywords that are generating sales, and the majority of the top 10 sellers are on all of them. That’s a terrible product. Yeah, right. So understanding that seeing the way they do the analysis, when I make them present a potential product to me, and watching them already launch a product and then asking them questions, I can tell whether the person truly gets it. And whether I’m going to be risking my capital, or whether it’s a safe investment. Sure, I think that, you know, you’re going to find people that are driven, the work ethic that are honest, right, those things matter to me more than anything. And then the aptitude. The ability to actually learn the concepts and execute is just the final component of that.
[continue to page 2]