Welcome to the AM/PM Podcast hosted by Kevin King! Where we explore opportunities in E-commerce, we dream big, and we discover what’s working right now. This is the podcast where money never sleeps! Join Kevin as he sits down with top experts and sellers to talk about all things E-commerce and entrepreneurship. The things discussed in this ‘must listen’ podcast you won’t find anywhere else. New episodes are released every Thursday. Subscribe today.
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#465 - Ghosts, Goblins, & $50 Million: The E-commerce Business of Halloween Costumes
Episode 465
Thursday, September 18, 2025 • Duration 01:02:44
Unmask the secrets of a $50M costume empire. From million-dollar days to seasonal surges, discover what Halloween sellers can teach every Amazon entrepreneur.
Fraser Smeaton, the mastermind behind a $50 million costume empire, joins us to unveil the fascinating world of seasonal business success. With Halloween just around the corner, Fraser spills the beans on capturing 15% of annual revenue in just four days leading up to the spooky celebration. We explore the cultural evolution of Halloween, from its roots with Scottish and Irish immigrants to its booming presence across the U.S., Canada, the UK, and Europe. Fraser also shares how confectionery companies have sweetened Halloween's appeal in the UK over the past 15 years, and offers a nostalgic look at traditional celebrations like guising in Scotland.
The journey from a bedroom startup to a global costume phenomenon is nothing short of inspiring. Fraser recounts how writing the website URL on Morphsuits turned customers into living billboards, and how harnessing early Facebook advertising created waves in the e-commerce ocean. As the business scaled rapidly, they navigated the storm of market saturation and competition, pivoting towards direct-to-consumer sales on Amazon. Fraser emphasizes the significance of e-commerce tools like Helium 10 and the wisdom gained from networking events, which transformed their operation from $15 million to a $50 million powerhouse.
Talking about the operational side, we uncover the complexities of managing a seasonal costume business. From intricate retail partnerships with giants like Spirit Halloween and Target to the art of balancing high-end and budget-friendly offerings, Fraser reveals the strategic intricacies of thousands of SKUs. He sheds light on the international demand for costumes, highlighting the year-round efforts involved in product design and inventory management. As tariffs fluctuate and international expansion beckons, Fraser's insights provide a roadmap for navigating economic challenges while maintaining a festive spirit in the vibrant world of costume sales.
In episode 465 of the AM/PM Podcast, Kevin and Fraser discuss:
09:09 - Seasonal Business Challenges and Strategy
11:16 - From Bedroom to Global Success
13:23 - Year-Round Dressing Up Culture in Europe
18:28 - Navigating Business Challenges
23:05 - Networking Across Different Industries
25:04 - Retail Strategy for Costume Sales
26:16 - Standard vs. Licensed Costumes
29:22 - Product Complexity and Growth Strategies
34:38 - Seasonal Costume Sales Strategy
36:17 - Seasonal Business Planning and Inventory Management
42:24 - US Tariffs and Halloween Inventory Challenges
45:22 - Inventory Challenges and Adaptations During Shipping
48:59 - Christmas Party Collaboration With Interactive Costumes
50:14 - Expanding Costume Business Internationally
56:10 - Opportunities for Costume Market in Japan
1:01:01 - Analyzing Past Trends for Future Projection
1:01:42 - Utilizing Helium 10 for Costume Sales
#464 - Hooks, Affiliates, and UGC: TikTok Shop Tactics That Convert with Stephanie Tramicheck
Episode 464
Thursday, September 11, 2025 • Duration 01:04:38
Discover why TikTok Shop and social commerce must be a core in your e-commerce strategy. Actionable tactics on affiliates, creators, and scaling beyond Amazon.
Step into the vibrant world of TikTok Shop and social commerce with our distinguished guest, Stephanie Tramicheck. With an impressive track record that includes pioneering one of France's first fashion and craft blogs, and helping establish Etsy and Pinterest in Europe. She shares her journey into the social commerce sphere, offering valuable insights on the explosive potential within TikTok's ecosystem. Discover how brands and creators can harness data and analytics to excel, as she discusses her work with a Korean conglomerate and her agency.
Influencer marketing takes center stage as we explore the nuanced strategies that resonate on TikTok. Stephanie introduces an influencer masterfully blending product promotion with genuine lifestyle content. This approach not only strengthens trust but also enhances product interest organically. We navigate the evolving relationship between brands and influencers, emphasizing the importance of aligning values and tapping into audiences on a personal level. This shift from traditional advertising underlines the need for a modern mindset in today's dynamic digital landscape.
Our conversation expands to cover the innovative terrain of affiliate marketing and live shopping on TikTok. Stephanie sheds light on the power of compelling, shoppable content that drives impulse buying, supported by insightful data analysis. As we contrast the cultural nuances of live shopping between the US and China, the call for engaging, story-driven experiences becomes clear. With discussions on spark ads, creator collaborations, and TikTok's significant economic influence, we paint a picture of social commerce as a transformative force poised to surpass traditional e-commerce. Tune in to gain a treasure trove of insights and strategies for thriving in the ever-evolving world of TikTok.
In episode 464 of the AM/PM Podcast, Kevin and Stephanie discuss:
#463 - Margins, Moats, & Purple Cows: How to Actually Profit on Amazon with Steven Selikoff
Episode 463
Thursday, September 4, 2025 • Duration 01:06:48
This FBA pioneer seller reveals how to win on Amazon: profit-first math, margins, real differentiation, smarter China sourcing, and IP + NNN protection. Plus, wild origin stories!
What if understanding financial fundamentals could transform your Amazon selling journey from mediocrity to profitability? Join us as we uncover the entrepreneurial insights of Steven Selikoff, a trailblazer in Amazon's original FBA program, who began his journey selling homemade firecrackers and transitioned to a successful career in the wholesale market. Steven's diverse experiences, from fashion photography in New York City and Italy to his no-nonsense business approach, provide invaluable lessons for anyone striving to succeed in the competitive world of online selling.
Steven sheds light on the often-overlooked aspects of e-commerce, emphasizing the importance of prioritizing profitable sourcing over merely chasing top-line sales. Many sellers find themselves entangled in the allure of impressive gross merchandise volume, only to realize profitability has slipped through the cracks. Through compelling anecdotes and real-life examples, Steven highlights how understanding your financial numbers and strategic sourcing can drastically shift the trajectory of your business, moving beyond superficial metrics to achieve sustainable success.
As we explore the significance of product differentiation, Steven shares his expertise on crafting unique market strategies. From premium dog treats to pillowcases for pet owners, he illustrates how catering to unmet customer needs can set you apart from the competition. Learn about securing your market advantage through effective strategies, including NNN agreements, intellectual property protection, and rigorous factory inspections. This episode promises a treasure trove of actionable advice for those ready to rethink their approach to online entrepreneurship and gain a competitive edge.
In episode 463 of the AM/PM Podcast, Kevin and Steven discuss:
#462 - Inside China’s Amazon Seller Schools: 4,000 Students & One Mission
Episode 462
Thursday, August 28, 2025 • Duration 56:26
Many Amazon sellers from China excel at supply chain and operations, but struggle with branding and Western culture. This episode uncovers the hidden gap and how bridging East and West can change the game.
Join us as we welcome Feng Xiaoxiao, a distinguished leader in the Chinese e-commerce community and a driving force behind 4,000 Amazon sellers in Shenzhen. Known as Professor Xiaoxiao, Feng shares her compelling journey from Shenzhen to New York, where she is currently pursuing a master's in integrated marketing at NYU. Feng provides insightful perspectives on the hurdles Chinese Amazon sellers face, such as high advertising costs and cultural misunderstandings, which impede their efforts to establish robust brands in the U.S. market. Her dedication to bridging these cultural gaps offers a unique lens into the e-commerce challenges faced by both Chinese and American sellers.
Listen in as we explore the complexities of intellectual property (IP) awareness among Chinese sellers, heightened by Amazon's strict IP policies. Through education and adaptation, many are now prioritizing innovation and registering patents, although IP infringement remains a significant issue. We discuss the contrasting strengths of American and Chinese sellers, where Americans shine in innovation and branding, and Chinese sellers excel in product enhancement and cost reduction. This episode also touches on the misconceptions Americans may have about modern China and the potential for cross-cultural learning to enhance e-commerce strategies on platforms like Amazon.
In a fascinating conversation about cross-cultural marketing, we dive into the intersection of Chinese and American e-commerce sellers, emphasizing the necessity of mutual learning. Feng shares success stories and highlights the importance of cultural understanding and aesthetic alignment in improving brand appeal. We also discuss strategies for targeting specific U.S. audiences, using tools like Facebook data to find unique market positions. As we wrap up, the discussion turns to the opportunities for collaboration between Chinese and American sellers, aiming to foster fair competition and mutual growth in the competitive landscape of global e-commerce.
#461 - Counterfeits, Hijackers, & IP Nightmares: Protecting Your Brand on Amazon with Daren Garcia
Episode 461
Thursday, August 21, 2025 • Duration 01:01:06
Counterfeits, hijackers & knockoffs are killing brands. In this episode, learn proven legal tactics and e-commerce strategies to protect your IP, defend your sales, and secure your Amazon business.
Imagine a world where your brand’s value is constantly under threat from unauthorized sellers and counterfeiters. In an era where e-commerce is a competitive battleground, protecting your brand has never been more crucial. Join us as Daren Garcia from Vorys, an international law firm, shares his expertise on the delicate interplay between brand protection and intellectual property strategies in the digital marketplace. Learn what can brands can do to maintain their market presence and integrity.
Navigating the legal maze of e-commerce is no small feat. We explore how giants like Amazon and eBay position themselves as mere facilitators, avoiding accountability for third-party seller actions such as counterfeiting. The episode dives into the nuanced legal concepts like the "first sale doctrine" and how these impact both the brand and the marketplace. Through Daren’s insights, discover the rigorous process of securing trademarks and combating infringement, particularly in challenging terrains like China, while understanding the pivotal role of cease and desist letters in safeguarding your brand.
Brand protection is an ongoing battle, demanding strategic resource management and proactive measures. From securing injunctions to leveraging AI for trademark protection, we unravel the complexities of modern brand defense strategies. Hear stories of entrepreneurs turning adversity into opportunity by innovating within legal confines, and glean valuable lessons on the importance of securing a robust legal framework before enforcing restrictions globally. Whether you're facing the challenges of counterfeits or unauthorized sales, this episode offers actionable insights and expert guidance on how to effectively safeguard your intellectual property in the digital age.
In episode 461 of the AM/PM Podcast, Kevin and Daren discuss:
00:00 - Brand Protection Strategies in E-Commerce
07:16 - Online Marketplaces and Legal Immunity
10:18 - IP Infringement on Online Marketplaces
#460 - Affiliate Armies, Viral Videos, & the TikTok Shop Playbook with Tommy Lynch
Episode 460
Thursday, August 14, 2025 • Duration 01:08:00
From living in a school bus to running a TikTok Shop agency, today’s guest shares affiliate secrets, viral content tips, and social commerce strategies to grow your brand online.
Tommy Lynch, the creative force behind Cult Content, joins us to share his extraordinary journey from crafting furniture at just 15 to becoming a social commerce marketing maestro. As we explore the vibrant landscape of TikTok Shop and e-commerce, Tommy reveals the blend of patience and tenacity required to overcome the hurdles of slow sales and costly shipping. His tale is a testament to resilience, navigating through early Amazon-like tactics to gain traction and establish his niche in the e-commerce space.
Embark on Tommy's adventurous transition from almost being banned from school premises to embracing a nomadic lifestyle, living out of a bus while traversing 35 states. The story turns from his initial sales roles to an unexpected career in content creation and freelancing. By harnessing the power of networking, Tommy's path led him to collaborate with brands, beginning with a hard seltzer company and eventually finding his footing in LA. His narrative underscores the profound impact of building genuine connections while highlighting the adaptability needed to thrive in both creative and entrepreneurial pursuits.
Dive into the strategic world of digital marketing as Tommy shares insights on leveraging TikTok's potential to drive e-commerce success. From working with major brands like Infinity Hoop to the birth of his own agency, Cult Content, he uncovers the secrets behind crafting viral-worthy content and the importance of a strong hook. Explore the unpredictable dynamics of the TikTok shop environment, the strategic use of affiliates, and how creating a community can lead to transformative growth. Whether you're an aspiring content creator or an established marketer, there's something for everyone in Tommy's compelling story.
In episode 460 of the AM/PM Podcast, Kevin and Tommy discuss:
#459 - Why Being a Brand Matters More Than Ever in E-Commerce with Cara Sayer
Episode 459
Thursday, August 7, 2025 • Duration 57:22
In this episode, we will discuss e-commerce growth, branding, AI, and customer loyalty strategies. We will also share tips from our guests’ 15+ year journey selling on Amazon and building a sustainable business.
Join us on this captivating journey with Cara Sayer, a seasoned entrepreneur thriving in the online marketplace since 2009. Listen in as Cara shares her inspiring evolution from an Amazon seller to a brand owner, emphasizing the importance of brand identity in standing out amidst the crowded e-commerce space. Cara's story began with a simple yet innovative idea, a blackout blind and shade for strollers inspired by her desire to help her daughter sleep better on the go. Her narrative is a testament to a problem-solving mindset and determination to bring innovative products to market, even during the early days of social media.
As we continue the conversation, Cara provides insights into the challenges and successes she faced transitioning from a traditional retail model to a direct-to-consumer approach on Amazon. We discuss the necessity of taking control by eliminating resellers, navigating Amazon's category system, and adapting to market demands. Cara shares the strategic moves she made, such as transitioning from Vendor Central to Seller Central to manage better pricing and inventory, and the importance of maintaining a flexible team of freelancers to accommodate the seasonal nature of the business. Her story highlights the balance between scalability and maintaining operational efficiency, offering valuable lessons for aspiring entrepreneurs.
Throughout our discussion, we explore the evolving e-commerce landscape and the importance of branding over mere product selling. Cara's passion-driven approach is evident as she shares how she balances business growth with quality of life, emphasizing customer interaction and flexible work hours. We touch on the transformative potential of AI in retail and the shifting consumer habits across different generations and platforms. The conversation concludes with a focus on maintaining a presence outside of Amazon, the potential impact of competitors like TikTok entering the e-commerce space, and the necessity of understanding marketing fundamentals. This episode is a treasure trove of insights for anyone looking to succeed in the dynamic world of e-commerce.
#458 - Beyond China: Smart Sourcing Strategies with Vietnam Insider Jim Kennemer
Episode 458
Thursday, July 31, 2025 • Duration 01:05:09
Vietnam is becoming the go-to sourcing hub for e-commerce sellers. Today's guest shares insights on tariffs, factory clusters, supplier vetting, and scaling beyond China.
Curious about global sourcing dynamics amid trade wars and tariffs? We have Jim Kennemer from Cosmos Sourcing on board to unpack these complexities. Discover how businesses have been navigating the trade landscape since the Trump administration, with Vietnam emerging as a strategic alternative to China. Jim shares his expert insights on why having a backup plan is crucial in this unpredictable environment and how companies have effectively dealt with unexpected tariff changes. Dive into the fascinating shifts in manufacturing, where Chinese companies are setting up shop in Vietnam, preserving factory setups to ensure business continuity.
Join us as we explore the vibrant landscapes of Vietnam and China from a cultural and economic perspective. From the bustling streets of Ho Chi Minh City to the incredible garment industry in Hoi An, Jim's personal experiences shed light on the evolving manufacturing scene. We also discuss the industrial clusters in Vietnam and its reliance on Chinese raw materials, offering a glimpse into Vietnam's potential as a burgeoning manufacturing hub. With anecdotes and insights, we bring to life the realities of working in these dynamic regions, including Vietnam's growing prowess in textile and apparel production.
Looking ahead, we touch on global manufacturing shifts and future trends with Jim's expert forecasts. From Mexico to Africa, we examine the potential and limitations of various regions in the evolving manufacturing landscape. Discover how robotics might revolutionize the industry and why Africa is seen as a promising future hub as wages rise in Vietnam. For anyone keen on understanding international trade, sourcing tips, or the promise of Vietnam as a reliable partner, our discussion with Jim offers vital insights to stay nimble and informed in today's global market.
In episode 458 of the AM/PM Podcast, Kevin and Jim discuss:
#457 - Retail Arbitrage Isn’t Dead & How Charles Chakkalo Built a Private Label Powerhouse
Episode 457
Thursday, July 24, 2025 • Duration 51:45
From retail arbitrage to private label success, this episode dives into brand building, niche strategies, AI tools, and the truth about standing out in a crowded Amazon marketplace.
Can you imagine turning a schoolyard hustle into an 8-figure Amazon empire? Charles Chakkalo did just that, and his journey from selling Coke cans to becoming a private label giant offers invaluable lessons for aspiring entrepreneurs. Join us as we explore the highs and lows of his entrepreneurial path, including a hilarious tale of juggling business opportunities with personal commitments. Charles also shares insights into building a brand in today's competitive e-commerce landscape, all while emphasizing the power of networking at industry hotspots.
For those with a knack for nostalgia, you'll love the stories of entrepreneurial beginnings, featuring school days filled with selling Billboard Top 40 albums and the many trials of early retail arbitrage. These experiences didn't just pad their pockets; they laid the groundwork for understanding the challenges and potential of retail arbitrage today. From dealing with counterfeit goods to early suspensions, the lessons learned have been instrumental in shaping mature business practices that stand the test of time.
Running a family business presents its own set of challenges and rewards, especially in the e-commerce and warehousing sectors. We explore the dynamic of managing operations with family, highlighting the benefits of maintaining control without third-party logistics. Gain insights into strategies for differentiating commodities in a flood of knockoffs, and the significance of first mover advantage. With expert advice, discover the potential of integrating branding and community building into business models. Plus, navigate the complexities of information overload and learn how to strategically consume information to stay ahead in the ever-evolving e-commerce space.
In episode 457 of the AM/PM Podcast, Kevin and Charles discuss:
00:00 - Entrepreneur Journey and Amazon Brand Building
09:51 - From Coke Cans to Amazon Retail Arbitrage
#456 - Built for the Female Body: Two Entrepreneurs Disrupt the Athleticwear Industry
Episode 456
Thursday, July 17, 2025 • Duration 01:01:36
Two bold founders share how they're revolutionizing period wear for active women. From startup struggles to wearable innovation, this is a story of purpose, power, and persistence.
Join us as we sit down with two extraordinary entrepreneurs, Alayne and Angie, who are on the verge of launching an innovative product that merges functionality with empowerment in customized clothing. Alayne shares her remarkable journey from being a ballroom dancer to overcoming severe scoliosis, defying medical odds, and returning triumphantly to the dance floor. Angie's story is equally inspiring, as she talks about founding Pulse Body, a company aimed at providing practical period solutions for young dancers, inspired by her own daughter's experiences. Together, they are addressing a significant gap in the market, and their passion for empowering women is palpable throughout their journey.
Our conversation also explores the strategic aspects of building a new brand in the e-commerce space, focusing on the integration of period liners into athletic clothing. We discuss the intricacies of patent and manufacturing logistics, including collaborations with overseas manufacturers and navigating patent protections. Alayne and Angie share their multi-faceted approach to brand growth, which includes direct-to-consumer sales, licensing to educational institutions, and retail expansion. Their dedication to creating a female-friendly brand that empowers athletes is evident, and their plans for future growth include moving some production to the US and securing exclusive patents.
We wrap up with insights into their grassroots marketing strategies, highlighting the power of community-driven efforts and the importance of building a supportive network for new entrepreneurs. The episode covers creative approaches to social media marketing, the impact of relatable content, and the value of engaging smaller influencers to reach niche communities. Through early user feedback and innovative storytelling, Alayne and Angie are committed to refining their product and messaging, all while building a movement around women's empowerment. Their story is a testament to resilience, creativity, and the entrepreneurial spirit, offering inspiration and valuable lessons for aspiring e-commerce business owners.
In episode 456 of the AM/PM Podcast, Kevin, Alayne, and Angie discuss:
00:00 - TikTok Shop and Social Commerce
00:35 - E-Commerce Opportunities With Stephanie Tramicheck
04:53 - Exploring Social Commerce Opportunities on TikTok
