E207: What Makes an FBA Business Attractive to Buyers Like Richard Jalichandra of 101 Commerce

Over the past few months I've been talking a lot about the mounting challenges of selling on Amazon. One of these conversations led to an introduction with Richard Jalichandra, today's podcast guest. Richard is the Founder and CEO of 101 Commerce, an ecommerce company that aims to become the next generation retailer by acquiring businesses that own "microbrands" primarily sold via FBA. In this episode Richard talks about their goal of acquiring 101 brands (they are currently at 14 after 6 months of operations), how they manage to still be comfortable with the mounting risks of selling on Amazon, and what they're looking for in an FBA business that makes them want to buy. He also gives tips on how to better prepare yourself if you plan to sell, how to increase your multiple, and why honesty and transparency can preserve your relationship with a buyer even if your business has problems. Want to sell your business? 101 Commerce is 87 brands away from their goal and they are on the look out for brands to buy. Below are the characteristics they're looking for in a brand: Is 100% or predominantly on Amazon Has brand potential and doesn't sell highly commoditized products Has a trademark and is on Brand Registry 2.0 Has good gross margins (around 70%) Has a good review structure (quantity and velocity) Has been around for at least 2 years, preferably 3 If your brand checks all these boxes, click this link and fill up the form to let Richard and his team know. Thanks for listening to this episode! Let us know what you think by leaving us a review on iTunes. Visit and like our Facebook page for more updates. Until the next one, happy selling!