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Why “Brand Management” Is The Biggest Untapped Opportunity For Amazon Sellers

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Are you an Amazon seller looking to scale your business beyond the capital constraints of wholesale? 

Brand management might be the solution you’ve been searching for. 

Today, we’re breaking down what brand management is, how it differs from wholesale, and whether it’s the right move for your Amazon business.

Why Is Brand Management Such a Big Opportunity?

Brand management is often the natural evolution for successful Amazon wholesalers. 

But what exactly go

“The difference between wholesale and brand management is in wholesale, we buy and sell under our storefront,” TWF Coach David says. “In brand management, you never actually buy anything—the brand sells under their own storefront and you manage that on the back end for a commission.”

This fundamental shift changes everything about your business model.

Wholesale vs. Brand Management: Key Differences

Capital Requirements

  • Wholesale: You purchase inventory upfront, tying up your capital.
  • Brand Management: No inventory purchases required—the brand owns the inventory.

Scalability

“With brand management, most of the logistics are under the brand, so you’re not having to handle any of that,” Coach Kendra points out. “You’re not using your own capital to buy products, so you’re actually able to expand a little bit more with the amount of brands you’re working with.”

Relationship Dynamics

  • Wholesale: The brand is your supplier; you are their customer.
  • Brand Management: The brand is your client; you provide them a service.

Responsibility Level

“Once you’ve got agreements in place, you’ve got to be the one who’s the problem solver,” Coach Joel emphasizes. “This is a client of yours and you are now servicing a client. Client Experience is more important for renewals than initial profits in the B.M. model”

Is Brand Management Right for You?

Not every Amazon seller is ready for brand management. Our experts unanimously agree: you should have some wholesale experience before beginning.

Before considering brand management, make sure you have:

  1. Experience with Amazon: You need a deep understanding of Amazon’s ecosystem.
  2. Established Brand Relationships: The strongest brand management opportunities often evolve from existing wholesale partnerships.
  3. Systems and Processes: As Coach Kendra advises, “Make sure you have your systems and processes set up internally before you take on any brand management clients.”
  4. Team Support: Brand management requires more hands-on management than wholesale.

Why Brands Say “Yes” (or “No”) to Brand Management

Some brands embrace brand management because:

  • They want Amazon presence without the headache of managing it
  • They recognize your expertise can drive better results
  • They want to sell directly to consumers without building an in-house team

Others may decline because:

  • They’re comfortable with their existing wholesale model
  • They prefer selling by the pallet
  • Their product doesn’t have enough Amazon search volume to justify the model
  • They prefer immediate cash flow from wholesale orders

Making Money with Brand Management

The typical compensation structure involves:

  • A commission percentage of sales (typically 3-10%)
  • A minimum monthly fee (floor) to ensure consistent income in case of any issues with brand onboarding, or future obstacles for the brand.

As our experts recommend: always work with an attorney to create a proper contract that clearly outlines all responsibilities and compensation structures.

How to Transition from Wholesale to Brand Management

  1. Build Strong Relationships: “Make sure you’re having conversations, talking with them, checking in with them, see how their business is going,” Coach Hillary suggests.
  2. Demonstrate Value: Show the brand what you’ve accomplished as their wholesaler, or as other brands’ manager.
  3. Plant Seeds: “They may not be receptive to it the first time you talk to them about it,” notes Coach Kendra. “It may be something where you kind of plant that seed in their head.”
  4. Solve Specific Problems: Coach David recommends highlighting concrete ways brand management could solve their current challenges: “We could ramp this up… if you’re brand management, now your margins are 30 percent higher and we have 30 percent more to advertise.”
  5. Consider New Prospects: Don’t limit yourself to existing relationships. Look for brands already selling on Amazon but not doing it well.

Final Thoughts On Amazon Brand Management

Brand management represents a natural evolution for many successful Amazon wholesalers. While it eliminates the capital constraints of the wholesale model, it demands a higher level of expertise, responsibility, and client service.

By understanding when and how to make this transition, you can scale your Amazon business beyond what would be possible through wholesale alone.

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Ready to take your Amazon business to the next level? Sign up for our Waitlist at https://www.thewholesaleformula.com/waitlist/  to learn more about our community! Come join our successful sellers to learn advanced strategies for both wholesale and brand management.

Shipping Directly from Your Manufacturer to Amazon

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Having your manufacturer ship directly to your Amazon account is a simple process. However, for the first shipment, we recommend sending it either to yourself or a prep center to ensure your manufacturer follows Amazon’s shipping guidelines.

To avoid common issues, keep these best practices in mind:

  • Ship only one product per shipment. Sending multiple products in the same shipment can lead to errors. A single ASIN reduces the chance of errors. 
  • Avoid mixed cases. Mixed cases can create confusion and cause receiving problems at Amazon’s fulfillment centers. Case-packed ASINs with one ASIN per box are ideal.
  • Ship in case quantities. This helps prevent unnecessary shipment splits. Identical boxes are best practice, for easier math and tracking of invoicing. 

With these principles in mind, here’s a step-by-step guide to setting up your shipment.

Step-by-Step Guide to Manufacturer Shipments

Step 1 – Log In to Your Amazon Seller Account

Step 2 – Add the Product to Your Inventory

Follow the same process you use for any new product listing.

Step 3 – Go to “Manage FBA Inventory”

Step 4 – Create a Shipment

  • Select the SKU you want to ship.
  • Click “Edit” and choose “Send/Replenish Inventory.”

Step 5 – Update the Ship-From Address

  • Change the address to your manufacturer’s location by clicking “Ships from another address.”
  • Select “Case-Packed Products” when prompted.

Step 6 – Enter Case and Unit Quantities

Fill in the required quantities as usual.

Step 7 – Labeling Options

If the product requires labels, we recommend selecting “Amazon” to have them handle the labeling for you.

Step 8 – Enter Box Dimensions and Weight

Get these details from your supplier and enter them in the system.

Step 9 – Complete the Order

  • Save the FBA Labels and Shipping Labels as PDFs.
  • Email the labels to your manufacturer with instructions (e.g., ensure labels are not applied over box seams).

Shipping via Pallet (LTL)

If shipping by pallet, follow the same steps above with these additional instructions:

Step 1 – Click “Work on Shipment”

Step 2 – Select “Less Than Truckload (LTL)” as the shipping method

Step 3 – Choose an Amazon-Partnered Carrier (if applicable)

Step 4 – Select Shipment Packaging

  • Choose “Multiple Boxes” or “Everything in One Box.”
  • If using multiple boxes, upload box content information.

Step 5 – Enter Pallet Dimensions and Weight

  • Measure height from the floor to the top of the pallet.
  • Add up the case weights and include approximately 50 lbs for the pallet itself.

Step 6 – Set Freight Details

  • Choose a Freight Ready Date (we suggest three days out to allow time for processing).
  • Select a Freight Class (use an estimator tool if unsure: Freight Class Calculator).
  • Set the Declared Value to match your actual cost of goods.

Step 7 – Print & Send Labels

  • Save labels as a PDF and email them to your supplier.
  • Instruct them to attach shipping labels to each side of the pallet.

Amazon is currently testing a streamlined version of this process. 

We’ll provide updates as soon as more details become available!

Why NOW (2025) Is The Best Time to Become an Amazon Seller

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Ready to have your mind blown?

Did you know that if you had invested just $1,000 in Amazon stock back in 1997 then, it’d be worth around $2,000,000 today?

Take a second to let that sink in.

Think about what that kind of money could do for you. 

Maybe you’d be free from student loans. Maybe you’d be driving a better car, taking more vacations, or finally living in that dream home with the big backyard and a three-car garage.

Okay, deep breath. No need for regrets. We get it.

The good news? 

Even though most of us missed out back then, you haven’t missed out now. 

Amazon isn’t just making billionaires out of investors—it’s also paying everyday people tens of billions of dollars every year. 

In 2018 alone, it was around $40 billion, and that number has skyrocketed since. Amazon is still growing at an insane rate, and it’s creating the biggest money-making opportunity our generation has ever seen.

And here’s the thing—anyone can be a part of it.

What Most Amazon Shoppers Don’t Know

You’ve probably bought plenty of things on Amazon—anything from phone chargers to furniture. And how often has someone asked, “Where’d you get that?” and you casually replied, “Oh, Amazon.”

But here’s what most people don’t realize: over half of everything sold on Amazon isn’t actually sold by Amazon—it’s sold by people like you.

That coffee table? Could’ve come from a stay-at-home mom running her own Amazon business. That hoodie? Maybe a college student flipping products between classes. That cool wall clock? A regular guy trying to escape the 9-to-5 grind.

These aren’t big-time millionaires or e-commerce wizards. 

They’re everyday people who saw an opportunity and ran with it. And if they can do it, why not you?

Why Now is the Time to Start Selling on Amazon

Let’s be real: Amazon isn’t slowing down. 

Every year, their revenue jumps by 30-40%. By 2030 (which, let’s be honest, feels like tomorrow), Amazon is projected to pull in nearly $800 billion a year.

That’s massive.

And while some people might think it’s “too late” to start selling, the reality is that Amazon needs more sellers. The demand is outpacing the supply. And a lot of new sellers? They have no idea what they’re doing.

The market is wide open for people who are serious about building a real business. 

And there’s no cap on what you can earn. Whether you just want some extra spending money or a full-time income, this can be your shot at real financial freedom.

Think this is just a side hustle? Maybe. But did you know that one in five Amazon sellers is doing at least $1 million in sales a year? 

And that number doubled from 2017 to 2018.

But How Do You Actually Get Started?

If your head is spinning with questions—Where do I start? What do I sell? How do I even find products?—you’re not alone. 

There’s a ton of info out there, and everyone seems to have a different opinion on the “best” way to sell on Amazon.

  • Private Label? Huge potential, but it’s expensive and risky.

  • Retail & Online Arbitrage? Easy to start, but tough to scale.

  • Dropshipping? Amazon’s cracking down, making it less and less reliable.

So what’s the best way in? We’ve got the answer. 

It’s a low-risk, high-reward method that’s been proven to work time and time again.

The Secret? Reverse Sourcing Wholesale

We didn’t start with a million-dollar business.

We started with a simple goal: make enough money to support our families. And we figured it out—starting with just $600, we turned that into millions.

How? 

By perfecting a strategy called reverse sourcing wholesale.

Instead of gambling on new products and hoping they’ll sell, we reverse engineer the process. 

We start by finding products that are already selling like crazy on Amazon, then track down the suppliers and lock in deals that make us profit.

This strategy has helped us and our students generate over $1 BILLION in Amazon sales. 

Some of them have even flipped their businesses for six-figure paydays. And the best part? It doesn’t take endless hours of work. We’re talking about a business model that can make you money while you sleep.

You’re Not in This Alone

We get it—jumping into something new is scary. But here’s the thing: we’ve already made all the mistakes, so you don’t have to.

We’ll be with you every step of the way. 

That’s why we put together a free Wholesale Formula online workshop, where we break down our exact Reverse Sourcing Wholesale method so you can start your own Amazon business without the guesswork.

Selling on Amazon isn’t some get-rich-quick scheme. But it’s also not impossible. With the right tools, resources, and support, you can absolutely do this.

The opportunity is there. It’s just waiting for people who are ready to take action.

Are you one of them?

7 Concepts That Will Grow Your Business

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We talk to business owners at all levels all the time, and one thing we’ve noticed is that a few key habits separate the high achievers from those who struggle. 

Some of this comes from what we’ve learned about ourselves over the years and put into practice in our own business.

Before we dive in, I’ve been thinking a lot lately about strategy vs. tactics. And I’ve realized—we’re all about strategy. 

We don’t get bogged down in tactics; we focus on solutions that move us forward.

1) You’re in Control of Your Own Path

This is something we see all the time. 

Some people believe they have no control, but the truth is, you always do. The clearest example? When people say, “I got suspended for no reason.” 

Nope. 

If your account got suspended, something happened—whether you knew about it or not.

Every decision you make has consequences. Every action (or inaction) affects your business. The key is owning it. When you understand that you have the power to change things, it’s a game-changer.

Bottom line: Your choices matter, so make them count.

2) Focus on Solutions, Not Problems

It’s easy to get stuck obsessing over problems. But the truth is, every problem is an opportunity to find a creative solution and move forward.

Some common headaches and how to handle them:

  • Customer returns: If you can fight it, file a case. If not, donate, destroy, or write it off. Either way—move on.
  • Amazon lost your inventory: File a claim, send the invoices, and keep going. This isn’t an exception; it’s part of the game.
  • Performance warnings: Play by the rules. If you get a warning, take it as a sign to adjust and do better.
  • Price wars: Don’t get emotionally attached to a product. It’s a unit. Make the best decision based on market conditions and move forward.
  • Services like TWFrefunds.com can take these tasks off your plate for a small percentage of the refunds you receive, make sure to explore all software options before tackling these obstacles alone! 

3) Think Big. Focus on Where You’re Going, Not Where You Are

The biggest obstacle between you and your goals? 

You. 

If you think something isn’t possible, you won’t even try. But if you map out a strategy, you’ll get there.

Don’t limit yourself by focusing on what you have right now. Instead, set a goal and figure out how to get the resources you need along the way.

4) Take Action. Stop Overthinking

More businesses fail because of inaction than anything else. 

We pride ourselves on doing. 

We evaluate, decide if something aligns with our goals, and then execute.

We don’t waste time overanalyzing. 

Most decisions aren’t irreversible, so why not take action and adjust as you go? Real growth comes from trying, failing, and learning—not from waiting for the perfect plan.

5) Help Others, and You’ll Grow Too

Too many people ask, “What’s in it for me?” We used to be the same way—keeping everything private. 

But once we started networking and sharing, our business took off.

Helping others brings valuable insights, feedback, and connections. Don’t be a taker. Offer value, collaborate, and you’ll see the benefits come back tenfold.

6) Get Things Done Without Doing Them Yourself

This is all about outsourcing and automation. Too many business owners try to do everything themselves. 

But time is your most valuable asset.

Find ways to delegate and automate. The more time you free up, the more you can focus on what actually grows your business.

Services like TWFsidekick.com can match you with a list of VA candidates to hire. One upfront cost and then no additional monthly fees or agency complications once matched. 

Simply paying your VA directly for hourly work, this service will save you tons month to month with your international employee. 

7) Cut Out Negativity

Negative people attract each other. 

They focus on what’s wrong, complain, and drag others down. 

Being around them will kill your motivation.

We realized this early on. The moment we stopped engaging with negativity, our outlook and performance improved. Surround yourself with people who are driven, positive, and ready to succeed. It makes all the difference.

I hope this gave you a fresh perspective—or at least reinforced what you already knew. Thanks for reading, and if you find yourself stuck remember to email support@thewholesaleformula.com with any questions day or night!

This 1 Sentence Transformed Our Content Strategy…

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In December 2014, our co-founder Dylan was working as a printer repair technician, making $40,000 a year. Growing up in one of America’s poorest counties, his future seemed limited.

Then one insight changed everything.

Within six months of this breakthrough, Dylan had generated over $120,000 from content creation. Within 18 months, he became a millionaire.

Before turning 30, he was a multi-millionaire.

The insight that transformed everything? It’s deceptively simple:

Every decision your customers make relates to survival, and once you understand this, you can transform your Amazon business forever.

Now, this can be implemented into MANY aspects of your Wholesale business. But there’s one place in particular where it can make a HUGE difference.

Your content creation.

This Is A Total GAME-CHANGER For Content Creation

Think about the last purchase you made.

While you might think it was just about getting a product you wanted, deeper forces were at work.

Your brain was asking: “How will this help me survive and thrive?”

On Amazon, your customers are asking the same question.

They might not realize it, but every scroll, click, and purchase decision is driven by this primitive instinct. Understanding this changes everything about how you position your products and build your business.

Sales Is 100% About Psychology – Get Inside Your Customers’

Your customers’ brains have one primary objective: survival and advancement.

Of course, this is different than it was 100,000 years ago. Today, “surviving” has a much different meaning. Right now, this translates to…

  • Saving money
  • Saving time
  • Reducing stress
  • Improving status
  • Enhancing security
  • Creating better lives for their families

When you understand THIS, your product listings transform from mere descriptions into powerful tools that speak directly to these fundamental needs.

Maximizing Your Content’s Impact (& Driving Sales)

Alright, so what are the QUICK ways to start implementing this? Check it out…

1. Storytelling That Sells

Your product listings aren’t just about features and specifications.

They’re about telling a story that connects with your customers’ survival instincts.

For example, don’t just list your product’s features – show how each feature makes their life better, safer, or more successful.

This is an EASY switch to make, and it will have a lasting impact on your conversion rates.

2. The Power of Giving First

At The Wholesale Formula, we’ve seen this principle create extraordinary results.

When you focus first on providing value to your customers, you build trust that translates into loyal, repeat buyers.

This isn’t just good karma – it’s good business.

3. Creating Genuine Urgency

While artificial scarcity can backfire, genuine scarcity is a powerful motivator.

Your brain is programmed to act quickly when resources are limited. Use this ethically by being honest about limited stock or special offers.

Taking Content Creation To The Next Level

Here’s the MOST IMPORTANT part – and where most Amazon sellers go wrong.

You might understand your product perfectly, but if you can’t communicate its value simply and clearly, you’ll lose sales.

Think about it this way:

  • If you’re an expert, your knowledge is at level 10
  • You might think you’re simplifying to level 6
  • But customers make buying decisions at levels 1-2

The key? Strip away complexity until your message is crystal clear. Remember: You’re not dumbing it down; you’re making it accessible.

Putting It Into Practice

Want to transform your Amazon listings? Start by doing this…

  1. Examine each listing from your customer’s survival perspective:

    • How does this product make their life better?
    • What problems does it solve?
    • How does it help them thrive?

  2. Simplify your message:

    • Can a 12-year-old understand it?
    • Have you eliminated all jargon?
    • Is the benefit immediately clear?

  3. Build trust through value:

    • Are you focusing on customer benefits?
    • Have you proven your reliability?
    • Are you telling a compelling story?

Your Next Steps

Dylan’s journey from printer repair technician to multi-millionaire wasn’t about having special advantages or connections. It was about understanding these fundamental principles about human behavior and applying them consistently.

You can start applying the EXACT same techniques.

Start by reviewing one of your product listings right now. Ask yourself:

  • Does this speak to my customer’s survival instincts?
  • Is my message crystal clear?
  • Am I building trust through value?

The answers to these questions could transform your business, just like they transformed ours.

Remember: The clearest communicator wins. And now that you understand the survival instinct driving every purchase decision, you have the power to communicate more effectively than ever before.

The Wholesale Formula Team

From Almost Quitting to $1.5 Million… 

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 It doesn’t matter who you are, where you’re from, or what kind of background you have.

There is ONE THING that holds so many people back from their true potential.

Fear of failure.

And this doesn’t just affect beginners either. This fear hits ALL of us at some point in our lives. Whether you’ve never sold a dime online or you’ve made 8-figures.

It’s a fact of life.

But how you deal with it is what truly matters.

When we first met Cheryl, she was battling that fear herself.

Today, she runs a thriving seven-figure Amazon business – even topping $1.5 million in sales one year. But her story almost ended before it began. Now, her story is an inspiring lesson for anyone looking to run their own business…

When “What Do I Have to Offer?” Meets a Million-Dollar Opportunity

“What could I possibly offer?”

That’s what Cheryl kept asking herself after discovering The Wholesale Formula on Facebook.

Despite her fears, something made her take action. She invested a significant portion of her savings into the program – a decision that would later prove transformative, but at the time felt terrifying.

Like many people starting their own business, Cheryl’s early journey wasn’t always smooth.

She “fell flat on her face over and over again,” as she puts it. But unlike many others who let failure stop them, Cheryl kept pushing forward, even when her doubts screamed loudest.

The Dinner That Changed Everything

We’ll never forget the night Cheryl nearly gave up.

During a TWF event, she sat next to Dan at dinner and confessed she was ready to throw in the towel. This was remarkable because, as she puts it, “I’ve never given up on anything – I am a fighter.”

But sometimes even fighters need someone to believe in them.

Dan saw what Cheryl couldn’t see in herself at the time. “You’re smart, you’re well-spoken, you’re educated,” he told her. “But you don’t even need to be all those things to be successful at this. You just don’t have the confidence.”

That conversation became the turning point in Cheryl’s journey.

When Numbers Tell a Story of Transformation

What happened next still amazes us:

  • First year: $40,000 in sales
  • Second year: $400,000
  • Third year: $1.2 million
  • Fourth year: $1.5-1.6 million

But here’s what makes us proudest: Cheryl’s success isn’t just about the numbers. As she told us recently, “I never imagined I would be talking about these kind of numbers in my life.”

The Real Definition of Success: Finding Freedom

Today, Cheryl enjoys what she calls true freedom for the first time in her adult life.

“I have freedom of finances, I have freedom of time,” she said.

Perhaps most remarkably, she considers herself “semi-retired” after just four years – something she never thought possible.

But what moves us most is how she’s transformed internally.

The woman who once questioned what she had to offer now faces her fears head-on.

“Your fears are just that – they’re not real,” she tells other members of our community. “I didn’t face them for a long time. I ran away. Now I am like full-bore, let’s go for it!”

A Transformation Beyond Price

When Cheryl tells us we changed her life, we always remind her that she did the work. We simply provided the tools.

As she puts it, “Whether we implement it or not, or how we implement it, it is up to us. But you don’t know what you don’t know, and they gave me that.”

Her story embodies everything we believe at The Wholesale Formula – that with the right tools, support, and determination, transformation isn’t just possible – it’s inevitable. Every time we see Cheryl at events now, we’re reminded of why we do what we do.

Never forget, sometimes the biggest success stories come from those who almost gave up. Sometimes the most powerful transformations happen when someone finally believes in themselves.

And sometimes, all it takes is the courage to try one more time.

That’s what The Wholesale Formula community is all about. And we couldn’t be prouder to have Cheryl as part of our billion-dollar success story.