The Smartest Amazon Seller

Episode 327 - The Reality of Running a Business on Amazon Right Now

Cajua and Josh have been selling on Amazon since 2017. They started with private label and also tried each of the popular models, including Retail Arbitrage, Online Arbitrage, and Wholesale Distribution.Now they focus on being a brand-direct growth partner (aka an Accelerator) for small brands. They've generated millions in revenue for their brand partners, host the Ecom Unlimited Podcast, and help run The Wholesale Network. A community for people growing their wholesale businesses on Amazon. You can connect with them on their social platforms here.
 
Episode Notes:
00:09 - Meet Kaja and Josh from E Comm Unlimited
01:30 - Starting with eBay flips, YouTube, and private label
02:38 - Early private label lessons from a crowded product launch
03:20 - Finding a better opportunity with bat boxes
04:27 - Early sales, COVID inventory issues, and bootstrapping limits
05:31 - Moving into retail arbitrage
06:19 - The Goodwill book flip that proved arbitrage could work
07:16 - Shifting from arbitrage to wholesale
08:09 - Why online arbitrage was hard to scale
08:55 - How supply chain issues led to brand direct
09:56 - Why smaller brands create strong Amazon opportunities
10:16 - Using SmartScout to find overlooked brands
11:26 - Expo West and trade show opportunities
13:15 - Finding brands with clear Amazon pain points
14:40 - Common brand objections to Amazon sellers
15:42 - Building relationships at trade shows
16:46 - Why timing and follow-up matter
18:24 - Educating brands on Amazon supply chain issues
20:18 - DTC brands and Amazon confusion
21:30 - Why smaller brands may need brand-direct partners
22:06 - Why consumables remain exciting on Amazon
23:24 - Why Amazon is still growing despite seller fatigue
24:37 - The skills sellers need to win today
25:40 - Why trade shows keep sellers excited
27:04 - The Wholesale Network and brand-direct education
28:32 - Where to find E Comm Unlimited
 
Related Post:Top 5 Ways to Increase Reviews on Amazon Products
 
Podcast:
YouTube: https://www.youtube.com/@ecom.unlimited
Instagram: https://www.instagram.com/ecomunlimited.io/
 
Cajua:
Twitter: https://twitter.com/CajuaRobinson
Instagram: https://www.instagram.com/cajuarobinson/
LinkedIn: https://www.linkedin.com/in/cajuarobinson/
 
Josh:
Twitter: https://twitter.com/Joshua_Dambman
Instagram: https://www.instagram.com/joshua_dambman
 
Scott’s Links:LinkedIn: linkedin.com/in/scott-needham-a8b39813X: @itsScottNeedhamInstagram: @smartestsellerYouTube: www.youtube.com/@smartestamazonseller2371Newsletter: https://www.smartscout.com/newsletter-sign-upBlog: https://www.smartscout.com/blog

Episode 326 - Inside Amazon Arbitration: What Every Seller Needs to Know

In this episode, we have Mario Simonyan of ESQ Go, an attorney who brings a rare operator-first perspective to the table.Having built and sold his own brands, Mario understands the high stakes of the Amazon ecosystem in a way most lawyers don't. He frames arbitration as the "car crash" of the business world. It is a situation most sellers hope to avoid but must understand before a crisis hits. His dual background as a former seller and a legal expert allows him to ground complex strategy in the operational realities of running a high-revenue brand.A major takeaway is that arbitration isn't reserved exclusively for account suspensions. Many cases involve active sellers who are still trading but facing serious issues like missing inventory or frozen capital. This shifts the focus from simply keeping an account live to protecting the assets and cash flow that keep a business solvent. Because the process is long, expensive, and can take over a year to resolve, Mario positions it as a definitive last resort. It is a path to be taken only after standard appeals, executive escalations, and pre-arbitration efforts have been completely exhausted.Looking ahead into 2026, the discussion highlights the necessity of proactive risk management as enforcement around compliance and authenticity tightens. The cost of mistakes is rising, making it vital for sellers to understand their legal pathways before they are forced to use them.Whether through better documentation, channel diversification, or a clearer grasp of the arbitration process, preparation is the best defense. Ultimately, the sellers who treat legal strategy as a core part of their business rather than an afterthought will be the ones best positioned to survive a major dispute.
 
Episode Notes:
00:09 - Introduction: Amazon Suspensions and the “Afterlife”
01:00 - Why Arbitration Matters for Amazon Sellers
01:41 - Mario’s Background as an Amazon Seller Turned Lawyer
02:24 - Arbitration as the Last-Resort “Nuclear Option”
02:49 - Is Arbitration Only for Suspended Seller Accounts?
03:28 - Lost Inventory, Damaged Inventory, and Held Funds
04:06 - Scott’s Example: Missing Inventory and Monthly Storage Fees
06:23 - How the Arbitration Process Starts
06:37 - Demand Letter, AAA Filing, and Amazon’s Response
08:03 - Arbitrator Selection and Preliminary Hearing
09:55 - Discovery, Documents, and Settlement Signals
10:57 - Pre-Hearing Briefs and Zoom Arbitration Hearings
12:12 - Cross-Examination and Amazon Risk Department Witnesses
13:35 - Policy Questions Around Reselling and Inauthentic Claims
14:28 - Arbitration Timeline and Confidentiality
15:11 - What Sellers Should Do Before Arbitration
15:44 - Plan of Action, Appeals, and Escalations
16:28 - Pre-Arbitration Demand Letters
17:25 - Appealing for Fund Release Instead of Reinstatement
18:31 - Why Arbitration Often Doesn’t Make Sense Under $50K
19:39 - 2026 Trends: Resellers, Inauthentic Claims, and Marketplace Pressure
22:20 - Walmart Marketplace Growth and Seller Suspension Issues
23:41 - Walmart Account Access, Category Suspensions, and Seller Center Challenges
26:21 - Private Label Risks: Listing Suspensions, Trademark Issues, and Compliance
27:01 - Closing Thoughts on Arbitration and Seller Risk
28:41 - Final Takeaway: Staying Prepared in 2026
 
Related Post
10 Jungle Scout Alternatives in 2026 (Free & Paid, Tested)
 
How to Reach Mario:
EMAIL: mario@esqgo.com
Website: www.esqgo.com
Phone: (424) 363-6233
LinkedIn: linkedin.com/in/mario-simonyan-a26927176
 
Scott’s Links
LinkedIn: linkedin.com/in/scott-needham-a8b39813X: @itsScottNeedhamInstagram: @smartestsellerYouTube: www.youtube.com/@smartestamazonseller2371Newsletter: https://www.smartscout.com/newsletter-sign-upBlog: https://www.smartscout.com/blog

Episode 325 - How Brands Grow Beyond Amazon With TikTok Shop and Multichannel Commerce

Scott talks with Maciej Stanski, US CEO of Base.com and a former Amazon logistics operator, about what growth looks like now that Amazon is no longer the only serious game in town.Maciej's Amazon middle-mile logistics background gives the episode an operational focus. He explains how inventory movement, consolidation, and shipping speed built Amazon’s FBA advantage, while Scott ties that to today’s reality where FBA is still powerful but harder to depend on as a single-channel strategy.The conversation then shifts to the 2026 commerce environment. Amazon still leads, but fee pressure, cash flow friction, and rising complexity are pushing brands to look harder at Walmart, TikTok Shop, DTC, and other channels.TikTok stands out as a real growth engine, especially for smaller brands that can earn attention instead of just outspending competitors.The core takeaway is that multichannel success is not just about opening more storefronts. It depends on operational discipline, catalog hygiene, clean product data, and a single source of truth, especially as AI-driven discovery and contextual shopping keep evolving.On AI, both take a balanced view. They see its value, but reject hype for hype’s sake. Their message is clear: use AI to solve real business problems, but focus first on fundamentals. Brands that get their operations in order will be better positioned to win.
 
Episode Notes
00:09 - Introduction: Expanding Beyond Amazon
00:58 - Insights from Amazon Logistics
03:31 - The Omnichannel Shift & Changing Marketplace Dynamics
04:45 - Pressure Points for Amazon Sellers
05:48 - TikTok Shop: Social Commerce in Action
08:14 - The Rising Complexity of Multichannel Operations
10:52 - Agentic AI and Evolving Discovery in Ecommerce
15:41 - Operational Discipline: Fundamentals Over Fads
22:24 - Who Benefits Most from Multichannel Management Software?
25:31 - Planning for Multichannel from the Start
27:09 - The Surprising Demographics of Social Commerce
28:12 - Closing Thoughts and Industry Outlook
 
Related Watch
“Death of the Amazon Seller”
How to Reach Maciej:
LinkedIn: linkedin.com/in/maciejstanski
 
Scott’s Links:
LinkedIn: linkedin.com/in/scott-needham-a8b39813
X: @itsScottNeedham
Instagram: @smartestseller
YouTube: www.youtube.com/@smartestamazonseller2371
Newsletter: https://www.smartscout.com/newsletter-sign-up
Blog: https://www.smartscout.com/blog

Episode 324 - Trend-Driven Opportunities

Scott shares a few 2026 updates shaping the Amazon landscape... plus a key reminder that opportunity is still real, but it’s shifting.He challenges the “Amazon is dead for new sellers” narrative. Michael White (a longtime SmartScout teammate) left to launch his own Amazon brand and has already crossed $1M in revenue after launching in August. This was driven by patient sourcing and a clear trend thesis.From there, Scott zooms out to the more sobering macro view behind his YouTube documentary “Death of the Amazon Seller”: fewer new sellers are entering, and incremental marketplace growth is increasingly captured by large brands, large sellers, and Chinese sellers.
using creatine as the example, Scott leans into what he’s most bullish on: trend-chasing done intelligently. While the overall creatine market is booming, the real edge is spotting sub-trends inside the trend (like gummies, Creapure, and women-focused positioning) that are growing faster than the broader category.He closes with a data point on Chinese sellers shifting their “country of business” (often to Hong Kong or the U.S.) and a new research tool he’s excited about: ECDB, a global e-commerce database founded by a former Statista leader, aimed at mapping retail and marketplace performance worldwide.
Episode Notes
00:31 - A real-world counterpoint to “Amazon is too hard now”: a SmartScout teammate launches and hits $1M+ revenue fast
01:48 - Why Scott’s documentary argues Amazon is consolidating: fewer new sellers, more share captured by big players
03:00 - Why Scott is still bullish on trend-based product selection, especially in fast-moving categories
03:55 - Creatine as the case study: macro growth is strong, but sub-trends are where the outsized opportunity lives
05:00 - Practical takeaway: “find a trend inside the trend” and build positioning around the faster-growing slice
06:45 - New data insight: large Chinese sellers changing business location (often Hong Kong or U.S.)
07:50 - Why: conversion optics and rising pressure around revenue reporting and compliance
09:25 - Tool spotlight: ECDB and what global marketplace data reveals about Amazon vs. China-based giants
11:08 - Scott’s outlook: Still optimistic on growth, but the game is changing
Related Watch
“Death of the Amazon Seller” 
Related Post
Top 10 Chinese Sellers That Have Changed Countries
 
Scott’s Links:
LinkedIn: linkedin.com/in/scott-needham-a8b39813
X: @itsScottNeedham
Instagram: @smartestseller
YouTube: www.youtube.com/@smartestamazonseller2371
Newsletter: https://www.smartscout.com/newsletter-sign-up
Blog: https://www.smartscout.com/blog

Episode 323 - Amazon Listing Optimization Just Changed — Here’s How

Amazon sellers are entering a new era of product discovery, and AI visibility is becoming part of the playbook.In this episode, Scott sits down with Yona, founder of Amazon Growth Lab, to break down how brands can improve visibility across both Amazon’s ecosystem (Rufus, Cosmo, organic search) and external LLMs like ChatGPT and Perplexity.Yona explains why traditional keyword stuffing is fading, how Amazon is evolving toward context and use-case relevance, and why listing content now needs stronger sentiment alignment across titles, bullets, A+ content, and images.They also dig into the difference between Amazon visibility and LLM visibility. Since LLMs often do not scrape Amazon product pages directly, Yona shares why off-Amazon signals like press, community mentions, and helpful content can influence whether products get recommended in AI answers.The conversation also covers a practical conversion playbook for 2026, including CTR optimization, image testing, PickFu workflows, conversion benchmarking, reviews, and iterative A/B testing for infographics and A+ content.If you want a clear breakdown of what’s changing in Amazon search, AI discovery, and conversion strategy, this episode is packed with actionable ideas.
Episode Notes:
00:09 - Intro to the 2026 AI visibility conversation and guest intro (Yona, Amazon Growth Lab)
02:32 - The core question: how brands show up in LLMs for high-intent prompts
03:19 - Why LLM visibility is easier for DTC/Shopify than Amazon
04:30 - Robots.txt explained in simple terms and why it matters for AI indexing
04:50 - Why Amazon blocks LLM scraping and the threat of agentic commerce
06:48 - How Amazon products still get recommended via off-Amazon sources
08:32 - Why old Amazon SEO tactics are fading (keyword stuffing vs relevance)
11:56 - Images, A+ content, and infographics as SEO/AI signals
12:31 - Underused Seller Central tools: Search Query Performance and Product Opportunity Explorer
14:14 - Using customer sentiment language in content to improve Rufus indexing
15:32 - Why CTR and conversion rate are still the strongest Amazon visibility levers
18:03 - Amazon platform visibility vs LLM visibility: different strategies
18:49 - Off-Amazon visibility drivers: press releases, Reddit, Quora, and brand mentions
24:27 - Amazon’s long-term concern: customer control and ad dollars shifting to AI
26:30 - Why blogs still matter, and how visuals/structured content help brands stand out
29:24 - AI visibility tracking tools (Profound, Surfer, Scrunch AI) and why using multiple tools helps
31:45 - 2026 conversion strategy: building a funnel for CTR and conversion improvement
32:09 - PickFu testing workflow for improving main images and click-through rate
36:28 - Conversion levers: pricing, reviews, creator content, infographics, A+ content, and split tests
41:03 - Enterprise scaling: automating creative production and localization across thousands of listings
43:43 - Yona’s closing advice and where to connect with Amazon Growth Lab
Related Post
AI Visibility for Amazon Products: Are ChatGPT and Rufus Recommending You?
Guest Link
Amazon Growth Lab: AmazonGrow.com
Scott’s Links
LinkedIn: linkedin.com/in/scott-needham-a8b39813
X: @itsScottNeedham
Instagram: @smartestseller
YouTube: www.youtube.com/@smartestamazonseller2371
Newsletter: https://www.smartscout.com/newsletter-sign-up
Blog: https://www.smartscout.com/blog
 

Episode 322 - Amazon AI Visibility, Cosmo, and the New Rules of Product Discovery in 2026

AI is changing how shoppers discover products, and Amazon sellers need to pay attention now.
In this episode, Scott breaks down the rise of AI-driven product discovery through tools like Amazon Rufus and ChatGPT, and explains why visibility in AI answers is becoming a new layer of competition for sellers.
He unpacks Amazon’s Cosmo framework, including the key product-understanding questions AI systems use to evaluate listings, and introduces SmartScout’s new tools built for this shift: the Amazon AI Scorecard and the AI Visibility Monitor.
Scott explains how the scorecard audits your listing content across bullets, A+ content, and images to measure how well your product answers AI-relevant questions. He also shows how the visibility monitor tracks how often your products appear in ChatGPT recommendations over time, even when AI responses are inconsistent.
Scott also shares how sellers can improve AI visibility through better listing content, stronger online presence, and a more intentional long-term strategy for LLM discovery.
If you want to know whether your brand is winning the AI visibility race in your category, this episode lays out the framework.
Episode Notes:
02:00 - Amazon Rufus adoption and what it could mean for product discovery
03:10 - ChatGPT shopping behavior and why AI shopping queries still matter
04:06 - Why AI shopping accuracy is not perfect yet, but still important
04:34 - Amazon Cosmo and the product questions AI systems use to understand listings
07:00 - The shift from keyword-only thinking to AI-ready product content
07:32 - SmartScout’s Amazon AI Scorecard and how it evaluates listing quality
08:10 - How the scorecard creates a feedback loop for continuous improvement
10:23 - SmartScout’s AI Visibility Monitor and tracking LLM recommendation share
12:40 - Why ChatGPT results are non-deterministic and how visibility percentage helps
14:53 - Creatine example: measuring AI visibility by niche and query type
16:23 - How to improve AI visibility through listing content and off-Amazon signals
17:44 - Why this matters for sellers, brands, and teams in 2026
 
Related Post
Top 10 Amazon FBA Reimbursement Services to Recover Your Funds
 
Scott’s Links:
LinkedIn: linkedin.com/in/scott-needham-a8b39813
X: @itsScottNeedham
Instagram: @smartestseller
YouTube: www.youtube.com/@smartestamazonseller2371
Newsletter: https://www.smartscout.com/newsletter-sign-up
• • Blog: https://www.smartscout.com/blog

Episode 321- Amazon’s AI Agent and the New Rules of Selling for 2026

Amazon’s new AI shopping agent could reshape how people discover and buy products online.Scott breaks down Amazon’s “Buy for Me” initiative, which is an AI-driven shopping flow that can surface off-site products and redirect shoppers to external stores. He unpacks what it could mean for conversion, attribution, and Shopify seller economics.Learn how it works in practice, and why it matters for sellers who rely on traditional storefront traffic. If the shopping experience starts on Amazon and finishes elsewhere, the rules around discovery, trust, and conversion can shift fast.Scott also explains agentic commerce, where AI drives more purchase decisions, and why the impact will vary: small businesses can adapt faster, while larger organizations face more friction.Zooming out to 2026, Scott weighs bearish risks, such as white-collar layoffs, against bullish tailwinds that could keep demand strong and create new e-commerce opportunities.
Episode Notes:
00:40 - Amazon’s Buy for Me AI Agent
04:51 - Agentic Commerce & Human-in-the-Loop vs. Human-Out-of-the-Loop
05:59 - Widespread AI Adoption and Its Impact
10:45 - Amazon Reviews: Policy Update
12:31 - Bear Case for Amazon & E-Commerce in 2026
15:13 - Bull Case for Amazon & E-Commerce in 2026
 
Related Post: Top 10 TikTok Marketing Agencies for DTC and CPG Brands
 
Scott’s Links:
LinkedIn: linkedin.com/in/scott-needham-a8b39813
X: @itsScottNeedham
Instagram: @smartestseller
YouTube: www.youtube.com/@smartestamazonseller2371
Newsletter: https://www.smartscout.com/newsletter-sign-up
Blog: https://www.smartscout.com/blog

Episode 320 - AI Visibility in the New Era of Amazon Selling

Scott returns from a month of trade shows to break down what he’s seeing on the front lines of e-commerce, and why we’re entering a new era of “AI visibility” for Amazon sellers.He shares how the largest brand client his team has ever signed actually found them through ChatGPT, and what that means for agencies, software tools, and brands trying to stand out online.Scott walks through the major eras of selling on Amazon, from early booksellers and repricers to retail and wholesale resellers, the private label boom with Jungle Scout, the rise of Amazon advertising and analytics tools, TikTok Shop’s rapid growth, and now AI business agents and shopping assistants.He explains how AI tools like ChatGPT and Gemini already influence which Amazon products, agencies, and software tools get recommended, and why strong written content, clear bullet points, and smart keyword strategy matter more than ever.
 
Episode Notes:
 
00:30 - Signing Up a Large Corporation
01:30 - The Evolution of Amazon Selling: Era by Era
06:50 - The Dawn of AI Visibility
07:29 - Understanding AI Visibility on Amazon
10:05 - Building Amazon Visibility
11:19 - Amazon vs. AI Shopping Agents
13:47 - Content Optimization for the AI Era
16:02 - Keyword Ranking by State
16:55 - SmartScout’s Feedback Tool
 
Related Post: The Ultimate Guide to Amazon Selling Tools (and How to Choose the Right One)
 
Scott’s Links:
LinkedIn: linkedin.com/in/scott-needham-a8b39813
X: @itsScottNeedham
Instagram: @smartestseller
YouTube: www.youtube.com/@smartestamazonseller2371
Newsletter: https://www.smartscout.com/newsletter-sign-up
Blog: https://www.smartscout.com/blog

Episode 319 - Simplifying Success & Finding Your Fit with Scotty O.

Discover why simplicity might be the ultimate Amazon strategy. This is straight from an industry veteran who’s seen it all.In this episode, Scott sits down with Scotty O. of Quickfire and Always Off Brand podcast to unpack decades of experience navigating Amazon’s third-party marketplace.From working with iconic brands like Columbia Sportswear and North Face to building agencies and embracing straightforward solutions over flashy tech, Scotty O. shares practical wisdom for sellers at every stage. They dive into the realities of ad management, finding your ideal client fit, surviving category competition, and why Amazon Business is suddenly a hot topic.
Episode Notes:
00:11 - Scotty O Introduction
03:08 - Scott Ohsman's Retail Journey
05:15 - Entering the Agency World06:22 - Life at Quickfire
09:51 - Tech, Tools, and Agency Value
10:40 - Audience Awareness and Communication Styles13:43 - Niche Services and Transparent Relationships
15:49 - The Realities of the Amazon Marketplace
17:39 - The Seller's Dilemma: Guarantees and Incremental Wins
21:15 - Pricing and Competition: Can Small Brands Win?
26:00 - Chinese Sellers, External Traffic, and Ad Tech
27:54 - Amazon Business: The Sleeping Giant
 
Related Post: How to Know Amazon Market Share by Category: What Brands Are Winning on Amazon and Why
 
How to Reach Scotty O:
LinkedIn: linkedin.com/in/scott-ohsman-861196a6
Website: quickfirenow.com
Always Off Brand Podcast: Spotify  | Apple Podcast
 
Scott’s Links:
LinkedIn: linkedin.com/in/scott-needham-a8b39813
X: @itsScottNeedham
Instagram: @smartestseller
YouTube: www.youtube.com/@smartestamazonseller2371
Newsletter: https://www.smartscout.com/newsletter-sign-up
Blog: https://www.smartscout.com/blog

Episode 318 - AI Agents for Sellers with Nick from Aiometrix

Nick from Aiometrix explains how agentic AI can automate busywork and boost results for Amazon brands.
He began in a California garage with retail arbitrage, then expanded into wholesale and manufacturing during the COVID surge. Today, his team builds AI agents that connect to WMS and ad APIs to make real-time decisions on bids, budgets, and inventory so operators can focus on strategy.
Scott and Nick cover Amazon’s AI roadmap for sellers and shoppers, why large companies move slowly, then fast, and how to use copilots without losing human judgment. The conversation also touches on advances in image generation, including Google’s Nano Banana update, and what these developments could mean for PDP creative.
 
Episode Notes:
00:15 - Nick Bahr Introduction
01:35 - Nick’s Personal Background and Journey
03:04 - The Shift During Covid and Evolution in E-Commerce
05:15 - Amazon's Announcements and AI Adoption
07:24 - The Changing Landscape of AI in E-Commerce
09:20 - The Role and Potential of AI Agents
11:30 - Enhancing Workflow and Decision-Making with AI
13:40 - Specific Use Cases and Technology Developments
16:32 - The Complexity and Regionality in AI Applications
17:45 - Aiometrix: A ChatGPT for Amazon Sellers
18:45 - Education and Mastery in AI Interaction
20:10 - AI for Image Generation
22:15 - Aiometrix Special offer: FREEAGENTS30
 
Related Post: Top 10 Amazon Quotes From the Operators Podcast
 
How to Reach Nick:
LinkedIn: linkedin.com/in/nick-bahr-47346b9a/
Website: https://aiometrix.com/
 
Scott’s Links:
LinkedIn: linkedin.com/in/scott-needham-a8b39813
X: @itsScottNeedham
Instagram: @smartestseller
YouTube: www.youtube.com/@smartestamazonseller2371
Newsletter: https://www.smartscout.com/newsletter-sign-up
Blog: https://www.smartscout.com/blog