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Seller Sessions Amazon FBA and Private Label

Seller Sessions

Seller Sessions is the world's first dedicated marketing show for Amazon FBA and Private Label sellers. No need to pay for expensive courses or overpriced Masterminds. Every week we dive into tactics and techniques that are actionable and delivered in bite sized chunks; FOR FREE!

 
 
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  2. In-Depth with 7-Figure Amazon Seller Matt Kostan

In-Depth with 7-Figure Amazon Seller Matt Kostan

Feb 6, 2025

In-Depth with 7-Figure Amazon Seller Matt Kostan

In this in-depth episode of Seller Sessions, Danny McMillan sits down with Matt Kostan, a serial entrepreneur, to chart his rise from early business experiments to Amazon success and beyond. From selling on Groupon to building million-dollar brands, Matt shares his wins, failures, and insights into what makes an entrepreneur thrive.

Breaking into Business & Early Failures

  • First job: Marketing assistant at a small pharma company.
  • Quickly gained responsibility, launched direct-to-consumer websites, and caught the CEO’s attention.
  • Helped grow the company to millions in revenue before it was sold—but had no equity. A lesson learned.

The Leap into E-Commerce

  • Moved to a software start-up, gaining exposure to inventory management and online selling.
  • First Amazon product: An iPod dock connector adapter—went viral with minimal effort, leading to thousands in sales within weeks.

From Kickstarters to Seven-Figure Brands

  • Kickstarter entry: Launched a mosquito repellent bracelet based on successful Groupon sales data.
  • Year one on Amazon: Over $1M in revenue.
  • Built a travel accessories brand out of personal passion, leveraging email capture via product registration to build a loyal customer base.
  • Covid wiped out sales overnight. Adapted by launching a no-touch tool during the pandemic, raising nearly $100K on Kickstarter in 30 days.

The Dark Side of Amazon Success

  • Competing with big brands led to suppliers ghosting him—a factory was allegedly bought out by a large corporation.
  • Negative reviews killed a promising mosquito tent product—users found it too difficult to fold, despite clear instructions and videos.

Building Product Opinion & the Future of Amazon Selling

  • Noticing that top Amazon sellers systematically tested everything, Matt (with Andri Saldak) launched Product Opinion to bring qualitative testing to the Amazon space.
  • Lessons from CRO (Conversion Rate Optimisation):
    • The HiPPO effect: CEOs often force their opinions into decisions instead of relying on data.
    • Frankenstein images: Loading a main image with every “proven” tactic leads to disaster.
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