In this episode of The Seller’s Edge, host Jonathan welcomes Daniel Hannig, a content marketing expert at SellerLogic, one of the foremost SaaS companies helping Amazon sellers automate and optimize their businesses. Daniel shares powerful insights about how successful Amazon sellers think beyond simple product tools by embracing a holistic approach—factoring in niche expertise, geopolitical influences, and smart product sourcing strategies.

You’ll hear the fascinating story of a 21-year-old Amazon seller who made a fortune selling glass aquariums, proving the power of niche mastery and deep product knowledge. Daniel also reveals how overlooked areas like FBA reimbursements and pricing automation can make a tremendous difference in your bottom line. Learn how “small” seemingly insignificant errors and lost inventory claims, when tracked and recovered properly, can add up to thousands or even hundreds of thousands of euros.

Daniel highlights the importance of automation to handle tedious tasks such as pricing optimization and reimbursement claims, especially as sellers scale beyond dozens of SKUs. He explains why partnering with service providers who prioritize your profitability matters in Amazon’s buyer-first ecosystem.

If you’re an Amazon brand owner looking to reclaim lost revenue, streamline your business operations, and expand internationally with confidence, this episode delivers actionable tips and deep industry expertise to help you sell smarter and grow faster in 2025.

💡Key Topics Covered:

- Global and political factors shaping product demand  

- Niche mastery and strategic product sourcing  

- SellerLogic’s automation for pricing and reimbursement claims  

- FBA reimbursement processes and common seller mistakes  

- Tools to maximize time efficiency and business growth  

- Challenges of international market entry and VAT compliance  

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🕒 TIMESTAMPS:

[00:00] Introducing SellerLogic with Daniel Hannig

[01:17] Cultural Approaches to Product Discovery

[02:41] How To Position Your Brand In A Niche

[04:03] Selling Breakable, High-Risk Items

[04:48] Advice For Expanding Into International Markets

[07:32] Pricing Optimization

[08:25] Reimbursement Claims

[09:53] All the Money Adds Up

[11:11] Walking Through A Reimbursement Scenario

[12:22] Inbound Shipment Claims

[13:54] Lost Items & Missing Returns

[14:29] The Complexity of Amazon FBA

[17:07] Recap and Closing Remarks

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Why Watch This Episode?

✔ Learn how to multiply small FBA reimbursements into significant revenue  

✔ Discover the power of automation in pricing and inventory management  

✔ Understand how geopolitical trends affect sourcing and sales  

✔ Gain insights into scaling beyond manual processes with 60+ SKUs  

✔ Real-world examples of profitable, niche-focused Amazon selling  

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👤 ABOUT DANIEL HANNIG & SELLERLOGIC:

Daniel Hannig is a seasoned marketing professional and Content Marketing Specialist at SellerLogic, a SaaS company specializing in automation tools that empower Amazon sellers to optimize their businesses. With a Master of Laws (LL.M.) in International Law and extensive experience in marketing, legal consultancy, and e-commerce, Daniel combines deep industry knowledge with practical insights into pricing strategies, reimbursement recovery, and automation.

SellerLogic is a Düsseldorf-based e-commerce technology company that provides advanced software solutions designed to help Amazon sellers reclaim lost FBA reimbursements, implement dynamic pricing strategies, and save time on manual tasks. Their flagship tools, including the SellerLogic Repricer and Lost & Found reimbursement system, enable sellers to maximize profitability and streamline operations in a buyer-centric marketplace.

Visit SellerLogic website: https://www.sellerlogic.com/en/

The Real Product Development Blueprint for Amazon Sellers

In this episode, host Jonathan dives deep with product design and brand strategy expert Kyle MacDonald, who brings over a decade of experience helping e-commerce brands launch successful products on Amazon and beyond. Kyle, currently leading product innovation at Aromatherapist LLC and formerly a design lead at Thrasio, shares a no-nonsense framework for building products that truly connect with customers and avoid the costly pitfalls most sellers face.

If you’re an Amazon brand owner or e-commerce entrepreneur wondering how to validate your product ideas, navigate manufacturing timelines, or craft compelling brand stories rooted in real customer needs, this episode is packed with actionable insights for you. Kyle breaks down the complete product development process—from dedicating at least 16% of your budget to frontline research to the iterative testing and synthesis required to get your design right before manufacturing.

Listeners will learn why “feature bloat” is a silent killer of competitive products, how to tap into customer rituals to build loyalty, and why the timing and collaboration with manufacturers can make or break your launch. Discover how marrying product design with marketing storytelling leads to authentic brands that outperform on Amazon’s crowded marketplace.

Episode highlights include:

• The critical role of deep market, consumer, and technical research before investing in inventory

• Why precision and narrow focus beat trying to please everyone with product features

• A breakdown of stages: research, prototype development, validation, design for manufacturing, and launch

• How “fail fast” means smart, iterative testing—not rushing to ship

• Aligning authentic customer feedback with your marketing message for genuine brand stories

• Insider tips on working with overseas manufacturers to ensure quality and speed

Equip yourself with the tools and mindset to take your Amazon product from idea to bestseller, saving time, expense, and costly mistakes. Whether you’re launching your first product or scaling an established brand, Kyle’s expertise will inspire you to build smarter, faster, and with real customer connection.

👤 ABOUT KYLE MACDONALD:

Kyle MacDonald is a product designer and brand strategist with over a decade of experience helping e-commerce, CPG, and lifestyle brands bring winning products to market. He has held key roles at Thrasio, one of the leading Amazon acquisition companies, where he applied his expertise in research-driven design and customer validation. Kyle has also served as a design instructor at the University of Utah, where he teaches the principles and methodologies that separate successful product launches from costly failures. His approach emphasizes focused product development, strategic prototyping, and building authentic brand stories grounded in real customer needs.

## 🕒 TIMESTAMPS:

[00:00] Introduction

[00:49] Everyone Rushes Products

[01:42] Manufacturing Can Be Tricky

[03:04] Fatal Product Flaws

[07:58] Seller Blindspots

[10:26] Leveraging Failures

[11:58] You Have To Prove Yourself Wrong

[12:49] 3 Kinds of Research

[15:13] Turning Insights Into Innovation

[17:28] Get A Headstart on Marketing

[20:04] Design Vs. Technical Feasibility

[23:15] Skipping A Step Can Be Fatal

[25:03] Ensure Your Product Is Manufacturable

[27:11] Timeline For Tooling & Production

[33:05] The Most Problematic Part of The Process

[35:45] Balancing Product & Marketing

[40:32] Small Changes, Massive Impacts

[46:37] Recap and Closing Remarks

In this episode of The Seller’s Edge, Jonathan welcomes Matthew Stafford, Managing Partner at Build Grow Scale, a leading expert in e-commerce conversion optimization with more than 27 years of experience helping online brands scale. Matthew dives into the critical website strategies that Amazon sellers and direct-to-consumer brands need to master to maximize conversions, reduce cart abandonment, and build lasting customer trust.

Listeners will discover why simplifying your website is often more powerful than adding more features, how to use post-purchase feedback surveys to uncover hidden customer roadblocks, and why limiting product choices can actually boost sales. Matthew also explains how AI-driven insights from platforms like GA4 and Shopify help brands optimize their sites with real data, and why showcasing authentic reviews—even the critical ones that show your brand’s responsiveness—builds customer loyalty.

This episode covers essential topics such as effective FAQ design, balancing sales versus brand building, popup timing that doesn’t disrupt user experience, user testing to identify surprising pitfalls, the importance of clear, customer-focused CTAs, and best practices for meaningful A/B testing.

Whether you’re building your first e-commerce store or optimizing a growing Amazon brand’s DTC channel, Matthew’s actionable advice offers practical steps to create a frictionless shopping experience that drives sales and strengthens your brand identity.

What You’ll Learn:

• How to identify and fix website friction points using real customer data

• Why simplicity and clarity lead to better shopper engagement and sales

• The paradox of choice and how fewer product options convert better

• Tips for writing effective CTAs that gently guide, not overwhelm

• The surprising conversion power of showcasing responsive, mixed reviews

• How to time popups and forms to reduce abandonment and improve user experience

👤 ABOUT MATTHEW STAFFORD & BUILD GROW SCALE:

Build Grow Scale specializes in helping e-commerce businesses increase their revenue, profit, and growth. They offer a proprietary "Revenue Optimization™" system through two main services: a "Done For You" service where their experts handle execution, and a "Mentorship" program with educational courses and workshops. The company claims to have helped generate over $400 million in e-commerce sales and works with businesses of all sizes and on various platforms. They provide free strategy sessions with trained specialists to diagnose business problems.

Visit the Build Grow Scale website: https://buildgrowscale.com/

## 🕒 TIMESTAMPS:

• [00:00] Matthew Stafford from Build Grow Scale

• [00:44] Common Issues with D2C Websites

• [02:28] Recent Shifts In Website Optimization

• [03:59] Short Term Boosts Vs. Long Term Brand Building

• [06:01] Unconventional Strategies

• [08:32] Avoid “Banner Blindness”

• [09:42] Using Website Pop-Ups 

• [11:03] Ways To Identify Issues with UX

• [12:58] Surprising Feedback From Users

• [14:44] Most Effective Use of CTAs

• [18:16] Building Trust With A Website

• [20:04] Content Optimization 

• [21:25] Search Terms Vs. Keyword Implementation

• [22:22] Strategies To Reduce Cart Abandonment

• [24:33] Limit Product Offerings

• [26:10] A/B Testing Pages

• [28:14] The One Thing Sellers Should Focus On

• [29:27] Recap and Closing Remarks

In this episode of The Seller’s Edge, we’re joined by Hamish McKay, co-founder of OrderEditing—a groundbreaking tool revolutionizing how e-commerce brands handle post-purchase order changes. Hamish brings firsthand experience from managing multimillion-dollar fashion brands and high-profile merchandise campaigns, sharing deep insights into common operational headaches that impact customer experience and profitability.

If you run an Amazon or Shopify brand, or any online store, this conversation is a goldmine. Hamish explains why order mistakes at checkout—like wrong addresses, product variants, or sizes—can lead to soaring returns, wasted fulfillment costs, and negative brand reputation. He dives into how giving customers a simple grace period to update or cancel orders before they ship can dramatically cut return rates by up to 10% and reduce thousands of support tickets.

Beyond fixing errors, Hamish reveals how strategic post-purchase upsells integrated directly into the order editing flow can add thousands of dollars in daily revenue—without additional ad spend. Tune in for practical advice on integrating order edits with backend ERPs like NetSuite, managing inventory risks, and handling seasonal surges like Black Friday or Mother’s Day flawlessly.

Whether you’re scaling your D2C brand or optimizing your Amazon storefront, you’ll walk away with actionable strategies to improve operational efficiency, elevate customer satisfaction, and boost your bottom line.

What You’ll Learn:

• Why many brands struggle with costly post-purchase order mishaps

• How self-service order edits reduce returns and improve CX

• The hidden revenue upsell opportunities after checkout

• Best practices for inventory sync and preventing overselling

• Managing critical order workflows during peak shopping seasons

• Insights from a founder dedicated to solving the “unsexy” but vital e-commerce problems

👤 ABOUT HAMISH MCKAY:

Hamish McKay built eCommerce software that over 250,000 shoppers use every month. As CEO and Co-founder of Order Editing, he's enabled online shoppers to make amendments to their order after purchase without contacting customer service. In 12 months, he scaled from a $50K angel cheque to seven figure revenues and 30% profit margins.

Order Editing is trusted by brands generating $5B+ in combined annual sales like Kitsch, Hexclad, and Oh Polly. His journey began at 20 in customer service at MrBeast's empire, where frustration with manual order changes sparked the idea that became a multi-million dollar solution.

Visit Order Editing website: https://orderediting.com/

Connect with Hamish on LinkedIn: https://www.linkedin.com/in/hamish-mckay/

Order Editing Shopify App: https://apps.shopify.com/order-editing

## 🕒 TIMESTAMPS:

[00:00] Introduction

[01:05] Common Challenges with Orders

[03:29] Inventory Strategy & Returns

[09:04] Native Tools on Shopify

[11:52] What Inspired Order Editing

[14:18] Profitable Upselling Feature

[20:34] Customer Experience Vs. Operational Efficiency

[23:17] Automation Is Killing Loyalty

[26:11] Trends In Product Categories

[28:15] Trends In Seasonality

[31:06] Seamless Integration of Order Editing

[32:29] Overselling and Inventory Discrepancies

[34:13] Upselling Opportunities

[37:43] Upcoming Order Editing Features

[40:40] Recap and Closing Remarks

Are you an Amazon brand owner struggling with rising costs, tightening ad budgets, and the challenge of building authentic social proof? In this powerful episode of The Seller’s Edge podcast, host Jonathan sits down with Joy Pak, the CEO at GetReviews, a leading SaaS platform designed to help Amazon sellers automatically generate compliant, verified customer reviews.

Joy brings over ten years of marketing experience focusing on ecommerce growth and compliance within Amazon’s complex ecosystem. Together, they dive into the critical importance of customer reviews for winning on Amazon in 2025,  revealing eye-opening statistics (like how 93% of shoppers depend on reviews before buying), practical tactics to quickly grow review volume, and the realities of navigating Amazon’s strict policies around review solicitation.

Learn why review quantity matters just as much as ratings, how to use compliant package inserts effectively, and why embracing negative reviews can actually boost your brand’s authenticity. Joy also explains how AI and Amazon’s evolving algorithms now weigh reviews differently, and how sellers can optimize their listings with detailed, keyword-rich customer feedback.

If you want to transform social proof into your greatest conversion tool, protect your Seller Account from TOS violations, and adapt to the newest Amazon marketplace challenges, this episode is a must-listen. Whether you’re launching a new product or scaling an established brand, Joy’s tactical insights and real-world examples provide a roadmap for sustainable growth and competitive advantage.

What you’ll learn:

• The “100 Review Rule” and why hitting that benchmark drives trust and sales

• Compliant review generation methods that Amazon allows (and those it doesn’t)

• How to turn negative reviews into a positive brand asset

• The role of AI in review summarization and ranking factors

• How GetReviews helps automate and optimize review collection safely

## 🕒 TIMESTAMPS:

[00:00] Introduction to Joy Pak from GetReviews

[01:10] The Importance of Social Proof

[02:26] Tariffs Causing Sellers to Cut Corners

[04:41] Compelling Case Studies

[06:47] Why Products Need More Than 100 Reviews

[07:46] How Reviews Support PPC

[09:51] Bad Reviews Can Be Good

[11:18] Do Star Ratings Matter More than Reviews?

[15:26] The Challenge of Getting Reviews

[20:18] Competitors & Black Hat Tactics

[22:35] How AI Shopping Assistants Work

[25:30] How GetReviews Helps Sellers

[28:54] Walkthrough Demonstration of GetReviews

[38:03] Joy’s Advice to Brand Owners

[39:59] Recap and Closing Remarks

👤 ABOUT JOY PAK & GETREVIEWS:

Joy Pak is the CEO of GetReviews, helping e-commerce sellers (Amazon, Shopify, Walmart and more) collect more reviews via package inserts, QR codes, and surveys. Learn more at https://www.getreviews.ai/ and use the code: VL15 to get 15% off your first three months.

With deep expertise in ecommerce marketing and seller compliance, GetReviews is a trusted partner for brands seeking authentic growth and improved product discoverability.

Are you ready to future-proof your Amazon business? In this episode of The Seller’s Edge, host Jonathan sits down with Joanna Lambadjieva—founder of Ecom Optimized and a leading expert in AI-driven Amazon strategies—to explore how artificial intelligence is transforming product listing optimization and what that means for e-commerce sellers in 2025 and beyond.

Joanna brings a wealth of experience working with top e-commerce brands across Europe and North America, helping them leverage cutting-edge AI tools like ChatGPT, Claude, and Amazon’s new AI, Rufus. Together, Jonathan and Joanna dive deep into the shifting puzzle that is Amazon SEO, the evolving role of keywords, and the rise of AI gatekeepers that now influence what products customers see.

In this episode, you’ll discover:

• Why traditional keyword stuffing is no longer enough for Amazon success

• How to use customer reviews, Reddit threads, and backend attributes to create listings that resonate with both shoppers and AI algorithms

• Actionable strategies for optimizing your listings for Amazon’s Rufus AI

• How to identify and target your core customer persona for higher conversions

• The ethical considerations of using AI-generated content and synthetic UGC

• Jo’s predictions for the future of agentic AI and what sellers should do now to stay ahead

Whether you’re a seasoned Amazon seller or just starting your e-commerce journey, this episode is packed with actionable advice, real-world examples, and expert commentary on what’s working now—and what’s coming next.

Key Topics Covered:

• AI-powered Amazon listing optimization

• Using data from reviews and Reddit for deeper customer insights

• The impact of Amazon’s Rufus AI on product discovery

• The future of keywords and backend attributes

• Personalization and niche targeting strategies

• Maintaining authenticity and ethics in AI marketing

• Preparing your brand for the next wave of e-commerce automation

👤 ABOUT JOANNA LAMBADJIEVA:

Joanna Lambadjieva is the founder of Amazing Wave, an agency specializing in AI-driven ecommerce solutions for Amazon and online brands. With deep expertise in marketing and technology, Joanna helps businesses seamlessly integrate AI, streamline operations, and train teams for the future of ecommerce. Her mission: empower sellers to unlock growth and stay ahead in the AI-powered marketplace.

Visit the Amazing Wave website: https://amazingwave.digital/

## 🕒 TIMESTAMPS:

• [00:00] AI In Ecommerce

• [00:55] AI Has Transformed Listing Optimization

• [03:07] How Does AI Understand Listings

• [04:47] Leveraging Reddit

• [05:31] Aggregating Insights with GummySearch

• [07:01] Backend Optimization and Keywords

• [09:40] Leveraging AI for Keyword Optimization

• [10:31] Titles Should Be Written By Humans

• [11:08] Discussing Rufus Patent 

• [11:58] The Key To Optimizing Titles

• [12:50] Brandon Young’s Optimization Framework

• [14:28] Highlighting Benefits In The Title

• [16:24] Appealing To Specific Demographics

• [19:27] Disconnect Between Listing Elements

• [22:14] Pain Points For Implementing AI

• [24:30] Ethical Concerns

• [26:07] How AI Can Hurt Brand Reputation

• [27:45] What’s Next For AI In Ecommerce?

• [30:44] Recap and Closing Remarks

If you’re an e-commerce seller tired of seeing your ideas and hard work ripped off by knockoffs, this conversation is your playbook for real brand protection and growth.

Our guest, Shannon Roddy, is the VP of Sales & Marketing at Avenue7Media—a powerhouse agency with over 450 years of combined Amazon and Walmart experience. Avenue7Media helps brands win with everything from advanced Amazon advertising (DSP & CTV) to catalog health, customer engagement, and competitive strategy. Shannon has worked with over 250 companies and empowers entrepreneurs to launch, grow, and defend their brands online.

In this episode, you’ll learn:

• Why “dupe culture” is exploding and how to fight back as an Amazon seller

• The difference between protecting your product and protecting your brand—and why the latter matters more

• How to trademark your brand, secure patents, and use intellectual property as a strategic defense

• Actionable steps for creating a memorable brand name and logo that stand out in any category

• How to build emotional connection and loyalty through storytelling and customer experience

• Proven strategies to go premium, add value, and make your brand impossible to ignore—even in crowded markets

Whether you’re just starting out or running an established Amazon storefront, Shannon’s insights will help you outsmart imitators, safeguard your brand, and build a business that lasts.

Key topics covered:

• Amazon brand protection

• E-commerce strategy and growth

• Trademarks, patents, and IP for sellers

• How to stop copycats and hijackers

• Building brand equity and emotional connection

• Avenue7Media’s 7Avenues™ framework

• Real-world tips for Amazon and Walmart sellers

👤 ABOUT SHANNON RODDY & AVENUE7MEDIA:

Vanessa is a true thought-leader in the Amazon community with years of hands-on experience working with brands of all shapes and size. In addition to lending her voice to ecommerce discourse, Vanessa is also the founder of Online Seller Solutions. 

Whether you’re a new seller needing ad hoc support or a Fortune 100 brand seeking custom solutions, Avenue7Media’s comprehensive approach and proven track record make them the trusted choice for over 10,000 brands. 

Visit the Avenue7Media website: https://avenue7media.com

 🕒 TIMESTAMPS:

• [00:00] Build An Unbeatable Amazon Brand

• [01:04] The Rise of the Dupe Culture

• [04:39] Brand Protection Vs Brand Identity

• [06:44] Brand Trademarks

• [10:45] What Prospective Sellers Should Consider

• [15:28] Defending Against Knockoffs

• [17:51] A Moat of Defensibility

• [21:38] New-To-Brand Customers 

• [22:51] Amazon Brand-Tailored Promotion

• [24:01] Converting Bad Customer Experiences

• [29:00] The Right Way to Engage Customers

• [30:45] Product Assortment

• [35:15] Customer Preferences Are Always Changing

• [37:07] How Can Legacy Brands Compete with Knockoffs?

• [41:06] Customer Loyalty Is At An All-Time Low

• [46:44] Recap and Closing Remarks

In this episode of The Seller’s Edge podcast, we look at the top mistakes that can derail even the most promising Amazon businesses, and reveal how savvy sellers use market intelligence to stay ahead. Our expert guest, Erika Van Rampelbergh, a seasoned e-commerce strategist, shares real-world insights on why so many Amazon sellers go broke and how you can fix it with advanced market research and data-driven decision-making.

Learn how to spot and capitalize on emerging Amazon trends before your competitors even notice, avoid product launch disasters, and prevent costly overstocking mistakes. We discuss the market intelligence formula top sellers use to achieve consistent profits, and why launching another product without this knowledge could put your brand at risk. You’ll also discover how to use market intelligence to outperform competitors and unlock massive growth on Amazon.

We spotlight DataHawk, a leading analytics and optimization platform trusted by top brands and agencies. DataHawk empowers Amazon sellers to automate data collection, track trends, and make smarter, more profitable decisions across Amazon, Walmart, and other major marketplaces. Recently acquired by Worldeye Technologies, DataHawk continues to set the industry standard for tools that drive visibility, profitability, and operational excellence.

Whether you’re a new seller or a seasoned pro, this episode is packed with actionable strategies, practical tips, and expert advice to help you avoid common pitfalls and achieve long-term success on Amazon.

👤 ABOUT ERIKA VAN RAMPELBERGH:

Erika is an expert when it comes to e-commerce selling and how analytical data stacks can optimize brand performance. She has over a decade of hands-on experience selling on various platforms, including Amazon, but also helping grow small businesses and enterprise brands.

Visit the DataHawk website: https://datahawk.co

Connect with Erika on LinkedIn: https://www.linkedin.com/in/erikavanrampelbergh

 🕒 TIMESTAMPS:

• [00:00] Erika Van Rampelbergh from DataHawk

• [01:09] The Importance of Market Intelligence

• [02:36] Improving Business Decisions

• [06:48] Impact of Product Variations

• [10:24] Complementing Intuition & Experience

• [12:45] Ensuring Successful Product Launches

• [15:29] Tracking Product Category Health

• [19:36] Benchmarking Competitors

• [22:29] Assessing Investments & Acquisitions

• [27:25] Predicting Broader Market Impacts

• [28:04] Monitoring Positive Trends

• [30:49] Maintaining the Highest Data Accuracy

• [35:29] Recap and Closing Remarks

Key Topics Covered:

• Why Market Intelligence Is Critical for Amazon Sellers

• How to Avoid Product Launch Disasters with Smart Market Research

• Spotting and Capitalizing on Profitable Amazon Trends

• Overcoming Overstocking Nightmares and Inventory Management Mistakes

• Outperforming Competitors with Data-Driven Strategies

• How DataHawk and AI-Powered Analytics Transform Amazon Businesses

Who Should Listen: Amazon FBA sellers, e-commerce entrepreneurs, Amazon brand owners, and anyone looking to grow their business on Amazon with data-driven insights.

Keywords for SEO: Amazon seller, market intelligence, FBA seller, Amazon brand, market research, product launch, profitable trends, overstocking, data-driven, competitor analysis, DataHawk, AI analytics, Amazon trends, inventory management

Guest Bio: Our guest is a respected e-commerce strategist with extensive experience helping brands succeed on Amazon. With a passion for data-driven growth and a track record of building profitable online businesses, they bring actionable insights and real-world examples to every discussion.

In this essential episode of The Seller’s Edge, host Jonathan welcomes Kiri Masters—Amazon strategy expert, author, and digital retail innovator—to unpack the future of Amazon search and what it means for e-commerce brands and Amazon sellers.

Are you ready for the next big shift in Amazon’s marketplace? Amazon’s new AI shopping assistant, Rufus, is transforming the way customers find products, moving beyond keyword-based search to a more conversational, personalized, and intuitive experience. But what does this mean for your product listings, advertising strategies, and overall success as an Amazon seller?

👤 ABOUT KIRI MASTERS:

Kiri Masters is a leading authority in Amazon strategy and digital retail, with over a decade of experience helping brands succeed on Amazon. She’s the founder of Bobsled Marketing (acquired by Acadia), a published author, and a frequent contributor to industry publications. Kiri brings a wealth of knowledge on Amazon algorithms, e-commerce trends, and the practical steps sellers need to stay competitive.

Visit her website: https://kirimasters.com

In this episode, you’ll learn:

• What Rufus AI is and how it’s different from Amazon’s traditional search algorithm

• Why keyword stuffing is becoming obsolete—and what to do instead

• How click training data and real shopper behavior are shaping which products get seen and purchased

• The growing importance of accurate product attributes, compelling imagery, and authentic customer reviews

• How AI-driven personalization is changing product rankings and making old rank-checking tools less reliable

• What the future holds for Amazon advertising, retail media, and the evolving relationship between brands, consumers, and AI agents

 🕒 TIMESTAMPS:

• [00:00] Rufus Is Changing Everything

• [01:05] How Does Rufus AI Work?

• [03:56] Are Keywords Obsolete?

• [07:36] What Will Replace Keyword Ranking?

• [09:47] What Impact Will Rufus Have On Ads?

• [12:44] Does Rufus Prioritize Specific Listing Elements?

• [14:45] The Science Behind Click-Training Data

• [15:26] Visual Label Tagging

• [16:33] Keywords In The Image Stack

• [18:20] Leveraging Fringe Use Cases in Customer Reviews

• [21:00] Which Product Categories Will Rufus Impact Most?

• [23:46] How Will Rufus AI Evolve In 6-12 Months?

• [25:04] Open AI Operator’s Retail Capability

• [26:06] The Way Loyalty Programs May Change

• [29:25] Has This Altered Your Approach To Retail Media?

• [32:34] What Does This All Mean For The Future?

• [37:42] Recap and Closing Remarks

Key Takeaways:

• Focus on clear, accurate, and detailed product information

• Optimize listings for engagement and conversion, not just keywords

• Leverage customer reviews and real-world use cases to enhance your product’s appeal

• Prepare for a future where AI and personalization dominate Amazon search

• Stay agile and keep learning as the e-commerce landscape evolves

Episode Summary:

Are you an Amazon seller or e-commerce brand owner grappling with the ever-changing landscape of tariffs, supply chain disruptions, and rising costs? In this can't-miss episode of The Seller's Edge, host Jonathan teams up with global logistics expert Akbar Jessani to equip you with actionable strategies to not only survive but thrive in today's tumultuous market.

Discover the common pitfalls that Amazon sellers are falling into, and learn how to avoid them with proactive, creative solutions. From renegotiating contracts to exploring alternative sourcing strategies, this episode delivers the insights you need to protect your brand and bottom line.

Why You Should Listen:

Navigating the complexities of global sourcing and logistics can feel like a constant battle. In this episode, you'll gain a competitive edge with:

• Proven Tactics: Learn how to renegotiate rates with suppliers, warehouses, and 3PLs to cut costs.

• Sourcing Secrets: Explore alternative sourcing destinations like Vietnam, India, and Mexico, and discover the benefits of nearshoring and bonded warehouses.

• Market Share Protection: Understand why maintaining market share is crucial, and how to weather short-term losses for long-term gains.

• Compliance Strategies: Navigate customs compliance, HS codes, and invoice audits with confidence.

Key Takeaways:

• Don't rush into switching suppliers without conducting thorough due diligence.

• Prioritize market share even if it means absorbing some increased costs.

• Explore alternative sourcing and assembly options to reduce tariff impact.

• Renegotiate contracts with suppliers, warehouses, and fulfillment partners.

• Audit your invoices and HS codes to avoid overpaying on duties and prevent delays.

• Leverage expert partners for customs, logistics, and fulfillment.

*🔥 SPECIAL ANNOUNCEMENT:* 

Viral Launch has just released a free tariff calculator specifically designed for Amazon sellers. Calculate the exact impact of tariff increases on your products at https://viral-launch.com/tariffs

 🕒 TIMESTAMPS:

• [00:00] Introduction to Recent Tariff Increases

• [01:17] Common Mistakes Sellers Are Making

• [03:32] The Response to Tariffs

• [05:42] Moving Stock to Avoid Price Hikes

• [07:44] Brands Battling for Market Share

• [08:59] Innovative Approaches to Streamline Inventory

• [11:28] How Universal Shipping Supports Sellers

• [14:55] Understanding Access Codes for Shipments

• [16:28] Mistakes Related to Customs & Import Regulations

• [18:56] How Sellers Can Prepare for Trade Uncertainties

• [24:26] Ways That AI Can Revolutionize Inventory

• [25:17] Advice for Overwhelmed Sellers

• [28:52] The 3 Things Sellers Should Focus On

• [32:05] Sourcing Materials for Products

• [36:47] Recap and Closing Remarks

👤 ABOUT AKBAR JESSANI:

Akbar Jessani is a highly-experienced supply chain and logistics expert with over 20 years of experience in global sourcing and distribution. As the founder of Universal Shipping, Akbar has helped thousands of e-commerce brands optimize their international supply chains, working previously with corporate giants like Unilever before focusing his expertise on supporting D2C sellers.

Visit Universal Shipping website: https://www.usiship.com/about-us/