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“Tariff-Proof” Your Amazon Business: Wholesale Strategies That Thrive in Economic Downturns

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You can’t turn anywhere these days without hearing about tariffs.

As of April 2025, the U.S. and China have implemented 100%+ tariffs on each other, with no signs of either side blinking.

But here’s the thing – at The Wholesale Formula, we don’t follow politics closely or take sides. 

Full stop.

What do we do? We help keep you prepared for WHATEVER might come your way.

We adjust our businesses based on economic realities. 

For Amazon wholesale sellers, these developments create both challenges and opportunities.

While we can’t predict exactly how long these tariffs will remain in place or whether a recession will materialize, one thing is clear: being prepared is better than being caught off guard. 

This guide will help you position your Amazon wholesale business to not just survive but potentially thrive during economic uncertainty.

Economic Context & Relevance

How Economic Uncertainty Affects E-commerce and Amazon Selling

The current economic climate presents a complex picture for Amazon sellers. Economic uncertainty indices are at their highest levels since the pandemic, and this uncertainty has real effects on consumer behavior and business operations. For Amazon sellers specifically, tariffs create several immediate challenges:

Higher import costs are squeezing profit margins, particularly for private-label sellers sourcing from Chinese manufacturers. Many sellers are facing difficult decisions about whether to absorb these costs or pass them on to consumers through price increases.

Yet history shows that e-commerce often displays resilience during economic downturns. Some analysts predict Amazon could gain retail market share during this period as consumers hunt for better values and deals online. The platform’s vast selection and competitive pricing become even more attractive when consumers are price-sensitive.

Why Wholesale May Be More Resilient Than Other Amazon Business Models

The wholesale model offers several advantages during economic uncertainty:

  1. Lower Inventory Risk: Unlike private label, wholesale typically requires smaller initial investments and allows for more agile inventory management.
  2. Established Brand Demand: You’re selling products that already have market recognition and established demand, reducing the need to build brand awareness during a time when marketing budgets may be tight.
  3. Supplier Flexibility: Wholesale sellers can more easily pivot between products, categories, and even suppliers as market conditions change.
  4. Geographic Diversification: Wholesale sellers can often more quickly shift sourcing to different countries to avoid the highest tariffs, compared to private label sellers who may have significant investments in specific manufacturing relationships.

Consumer Behavior Shifts During Recessions

Understanding how consumer priorities change during economic downturns is crucial for Amazon wholesale sellers looking to maintain sales velocity.

How Spending Patterns Change

When economic uncertainty rises, consumer purchasing behavior shifts in predictable ways:

  1. Essential vs. Discretionary: Consumers prioritize necessities over luxuries. Basic items like toothpaste, deodorant, shampoo, and toilet paper remain in steady demand regardless of economic conditions.
  2. Trading Down: Shoppers seek less expensive alternatives within categories they still need to purchase. They may switch from premium brands to more affordable options while still purchasing within the same product category.
  3. Value Redefinition: The perception of “value” changes. Customers place greater emphasis on durability, multi-functionality, and cost-per-use rather than luxury features or status.

Categories That Typically See Growth During Economic Uncertainty

Some product categories actually see increased demand during economic downturns:

  1. Home Cooking Supplies: As consumers cut back on dining out, kitchenware and cooking essentials often see increased sales.
  2. DIY and Repair Products: Items that help extend the life of existing possessions become more popular than replacement purchases.
  3. Affordable Self-Care Items: The “lipstick effect” refers to the historical pattern where even during major downturns like The Great Depression, sales of small affordable luxuries like lipstick increased.
  4. Home Entertainment: Products that provide entertainment value at home typically perform well when people cut back on outside entertainment expenses.

Resilient Product Selection Framework

Adapting your inventory strategy for economic uncertainty requires a methodical approach to product selection.

Specific Categories That Historically Perform Well in Recessions

Based on historical data, these categories tend to maintain steady demand during economic downturns:

  1. Personal Care Essentials: Products like toothpaste, soap, shampoo, laundry detergent, dish soap, toilet paper, and paper towels are labeled “consumer staples” because they’re always in demand.
  2. Basic Food Items: Shelf-stable and essential grocery items typically maintain strong sales.
  3. Home Cleaning Products: Household cleaning supplies are essential for daily life and often overlooked when people are trying to save money.
  4. Budget-Friendly Children’s Items: Parents prioritize spending on their children even when cutting back elsewhere.
  5. Pet Care Products: Pet owners typically maintain spending on their pets regardless of economic conditions.

Price Point Considerations for Recession-Resistant Products

The sweet spot for recession-resistant products typically involves:

  1. Mid-Range Pricing: Products at extremely high price points face resistance, but the absolute cheapest options may raise quality concerns. Look for established brands with mid-range options.
  2. Value Pack Opportunities: Products that offer bulk savings or multi-packs often perform well as consumers calculate cost-per-unit more carefully.
  3. Cost-per-Use Ratio: Items with a lower cost-per-use (like a durable kitchen tool that will be used hundreds of times) maintain appeal even at slightly higher price points.

Diversification Strategies Across Multiple Categories

Retailers with broad and diversified product ranges are typically more recession-resistant as they can meet varied customer needs and adjust their offerings based on changing consumer preferences. Consider these diversification approaches:

  1. Essential/Discretionary Balance: Maintain a portfolio that includes both recession-resistant essentials and higher-margin discretionary items.
  2. Cross-Category Hedging: Diversify across categories that respond differently to economic conditions to create natural hedging.
  3. Price-Tier Coverage: Offer good/better/best options within categories to capture both trading-down and quality-conscious customers.

Marketing and Positioning Adjustments

During economic uncertainty, how you present your products becomes even more important than what you sell.

How to Adjust Product Listings to Emphasize Value

  1. Highlight Durability and Longevity: Emphasize quality construction and long-term reliability in bullet points and descriptions.
  2. Feature Multi-Functionality: Showcase how one product can serve multiple purposes, reducing the need for additional purchases.
  3. Showcase Cost-Effectiveness: Calculate and display the cost-per-use or savings over time compared to alternatives.
  4. Value-Based Comparisons: Without directly naming competitors, create comparison charts that emphasize your product’s value advantages.

PPC Strategy Changes During Economic Uncertainty

Your advertising approach may need adjustments:

  1. Focus on Converting Search Terms: Shift budget toward high-intent, transactional keywords rather than broad awareness terms.
  2. Bid Strategy Adjustments: Industry experts recommend careful monitoring of pricing strategies, as Amazon might suppress the buy box if prices are raised too quickly or too high.
  3. Essential Category Emphasis: Increase ad spend on your most recession-resistant categories while potentially reducing investment in highly discretionary offerings.

Customer Retention Focus vs. Acquisition

Retailers with strong brand loyalty can remain resilient during a recession, as loyal customers may continue patronizing the brand despite economic challenges. Consider these strategies:

  1. Post-Purchase Communication: Follow up with buyers to ensure satisfaction and build relationships.
  2. Repeat Purchase Incentives: Offer loyalty discounts or bundles to encourage existing customers to return.
  3. Customer Service Excellence: Outstanding service becomes an even stronger differentiator during economic uncertainty.

Preparing Your Business Now

The current tariff situation creates immediate challenges but also potential advantages for prepared Amazon wholesale sellers. As Amazon’s CEO Andy Jassy recently noted, many third-party sellers have flexibility to source products from outside China to avoid the highest tariffs.

By focusing on recession-resistant categories, emphasizing value in your marketing, and diversifying your product mix, you can position your Amazon wholesale business to weather economic uncertainty and potentially gain market share while less-prepared competitors struggle.

Remember, recessions don’t affect all businesses equally. 

Those who prepare thoughtfully often emerge stronger when economic conditions improve.

Supercharge Your Success: Personal Growth Secrets for Amazon Sellers in 2025

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In the rollercoaster world of Amazon selling, personal development isn’t just a nice-to-have — it’s your secret weapon for dominating the marketplace.

As 8-figure Amazon sellers who’ve weathered the storms and celebrated the victories, we’ve discovered that continual growth directly impacts your bottom line. 

And let’s be clear, there is NEVER a wrong time to level up your personal development game.

Beyond Tactics: Why Personal Growth Makes or Breaks Amazon Sellers

Let’s be honest—none of us knows everything. 

We’re all limited by our own experiences and perspectives.

By actively seeking new knowledge and fresh skills, you unlock innovative approaches that your competition misses completely.

For those of us crushing it on Amazon, personal development goes deeper than just business tactics. 

It transforms you into a more adaptable, strategic thinker who can pivot when Amazon changes the rules (again).

When we improve ourselves personally, we automatically become better business owners. I’ve seen this pattern repeated among every successful seller in our community.

I’d be happy to convert the blog from first person to second person. Here’s the revised version:

The Time Trap: How Top Sellers Make Growth Non-Negotiable

“I don’t have time for personal development” is the number one excuse we hear from struggling sellers.

But here’s the truth… 

Successful sellers don’t find time—they make time because they recognize personal growth as their ultimate competitive advantage.

Running an Amazon business can consume every waking moment if you let it. Trust us, we’ve been there—answering customer messages at midnight while researching products at dawn.

The breakthrough came when we started implementing intentional scheduling. By blocking specific times for personal development—whether reading, taking courses, or simply reflecting on your business—you ensure that growth remains your priority.

This defensive approach to time management prevents inventory issues and customer service fires from stealing every minute of your day.

Sleep: Your Secret Performance Enhancer Most Sellers Ignore

While everyone else obsesses over the latest Amazon hack, the highest performers recognize that sleep quality directly impacts decision-making and productivity.

We discovered this the hard way after making a $20,000 inventory mistake during a sleep-deprived week.

Creating a structured evening routine transformed our business performance. 

Consider implementing a “power-down hour” before bed—no screens, no Amazon metrics, just relaxation that prepares your brain for deep, restorative sleep.

For those struggling with consistent sleep, set a non-negotiable bedtime and wake time. Even when you don’t immediately fall asleep, maintaining this rhythm trains your body and mind over time.

Remember: Quality sleep isn’t a luxury—it’s your competitive edge in the Amazon jungle.

Breakthrough Strategies: How Smart Sellers Stay Ahead of the Curve

Challenge Your Assumptions: The Power of Opposing Viewpoints

One game-changing approach we’ve implemented is intentionally exposing ourselves to perspectives that contradict our own.

In the Amazon world, it’s dangerously easy to get trapped in an echo chamber where everyone follows identical strategies.

By joining communities with completely different approaches—even outside e-commerce entirely—we’ve identified unique opportunities that our Amazon competitors completely missed.

This cross-pollination of ideas led to our most profitable product line ever. When your strategies can withstand scrutiny from diverse perspectives, they’re typically stronger and more effective in the marketplace.

Cultivate Relentless Curiosity

Rather than obsessing over becoming the absolute best at one narrow aspect of Amazon selling, aim to become highly proficient across multiple areas.

This versatility became our superpower when Amazon suddenly changed their inventory limits last year.

We’ve personally benefited from learning phases—deeply exploring one topic for a few months before moving to another area. This approach has built a diverse knowledge base that helps us solve complex challenges in our business.

Bridge the Generation Gap for Maximum Insight

Some of our most valuable insights have come from intentionally connecting with sellers of different ages.

Younger sellers often bring fresh technological insights and consumer trends, while older generations offer wisdom about business fundamentals that transcend platform changes.

This cross-generational approach has helped us bridge the gap between timeless business principles and cutting-edge marketplace tactics.

Consider mentoring a younger seller or seeking guidance from someone with decades of business experience. 

The perspective shift alone is worth it.

Master Self-Understanding for Strategic Advantage

Understanding your unique strengths, weaknesses, and working style might be the most powerful competitive advantage on Amazon.

When we finally recognized our natural productivity patterns and structured our business accordingly, our profitability doubled within six months.

This self-knowledge determines which tasks to focus on personally and which to delegate. For example, if data analysis energizes you but customer service drains you, restructure your role to emphasize the former and outsource the latter.

Balance is key—while playing to your strengths makes sense, occasionally tackling challenging tasks builds the resilience every Amazon seller needs for long-term success.

Power Tools: Resources That Transform Amazon Sellers

Mind-Expanding Books for Marketplace Dominance

Several books have transformed our approach to Amazon selling:

“Extreme Ownership” by Jocko Willink revolutionized how we handle setbacks in our business.

“Eat Their Lunch” by Anthony Iannarino provided strategies for standing out in Amazon’s increasingly crowded marketplace.

“The Untethered Soul” and “Stop Doing That Sh*t” addressed the mental barriers that were secretly holding our business back from scaling.

Audio Education for Amazon Entrepreneurs on the Move

The MF CEO Project breaks down business principles in ways that transformed our Amazon operations.

Contrarian Cash Flow exposed us to business models outside the typical e-commerce box, revealing new opportunities within our existing Amazon business.

LinkedIn Learning offers hundreds of courses on both technical and soft skills that have helped us develop a more well-rounded approach to selling.

Daily Practices That Compound Into Amazon Success

Meditation starts our day with mental clarity before tackling the countless decisions of marketplace management.

Reading daily, even just 15 minutes, keeps us exposed to new ideas that we regularly apply to our Amazon business.

Scheduled breaks, like our sacred afternoon coffee time where we completely disconnect, prevent burnout and often lead to our most innovative business solutions.

Your Action Plan: Implementing Personal Development Into Your Amazon Business

Make personal development non-negotiable by scheduling it into your calendar—we block 7-9 AM daily for growth.

  • Prioritize sleep quality as the foundation for all your business decisions.
  • Seek out people who challenge your assumptions about Amazon selling.
  • Balance leveraging your strengths with occasionally pushing your comfort zone.
  • Create structured routines that maximize both productivity and rest.
  • Cultivate curiosity across multiple disciplines rather than narrow expertise.
  • Connect with sellers of different ages and backgrounds for perspective.
  • Understand your unique working style to optimize your business structure.
  • Read daily to expose yourself to new ideas and approaches.
  • Take regular breaks to prevent burnout and foster creativity.

By implementing these personal development practices, you’ll not only become a more effective Amazon seller but also build a business that sustains you for the long haul.

In the competitive Amazon battlefield of 2025, sellers committed to personal growth consistently outperform those focused solely on tactics and strategies.

We’ve witnessed this transformation in our own business and in the hundreds of sellers in our community who prioritize personal development alongside business skills.

What personal development practice will you implement first?

7 Proven Secrets to Win Lucrative Amazon Brand Partnerships (That Your Competitors Don’t Know)

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When we first started building relationships with brand owners, we were just like you – uncertain about how to stand out in a crowded marketplace.

Creating meaningful partnerships with brand owners changed everything for us. 

It’s the cornerstone of sustainable success in the Amazon ecosystem. As established 8-figure sellers, we’ve seen firsthand how providing exceptional value to brands can transform simple wholesale relationships into thriving long-term partnerships.

Let’s dive into what actually works.

1. Getting the Fundamentals Right

Position yourself as an extension of their brand rather than just another sales channel. This mindset shift transformed our business.

Key fundamentals to master:

  • Put the brand’s interests first to drive mutual success
  • Shift from being just a retailer to becoming a trusted consultant
  • Lead with education to demonstrate expertise
  • Start meaningful conversations with the right questions

The most successful Amazon sellers (ourselves included) understand that putting the brand’s interests first ultimately drives mutual success. When we made this switch, everything changed – suddenly we weren’t just retailers, we became trusted consultants and partners.

One of the most accessible ways to provide immediate value is through education. Many brand owners lack in-depth knowledge about the Amazon marketplace, its nuances, and optimization strategies.

To effectively begin this value-creation journey, start by asking the right questions.

“How can we help you?” might seem basic, but it opens the door for meaningful dialogue. For brands that aren’t sure what they need (which is common), try focusing the conversation on bigger picture objectives.

2. Moving Beyond Timidity

We remember when we were too afraid to be direct with brands.

Confidence-building approaches:

  • Transition from asking to recommending
  • Present specific strategies instead of open-ended questions
  • Position yourself as the expert they need
  • Tailor your recommendations to each brand’s priorities

As your experience grows, you’ll likely find yourself moving away from a timid approach to a more directive one. Initially, asking what the brand wants seems like the right move, but often they don’t know what they need to succeed on Amazon. 

That’s where your expertise becomes invaluable.

Instead of endless open-ended questions, consider presenting the brand with specific strategies and recommendations. This approach positions you as the expert they need and demonstrates confidence in your ability to drive results.

When first working with brands, you’ll likely focus on standard optimization tasks: evaluating listings, merging duplicates, addressing UPC and brand registry issues, and implementing comprehensive listing optimizations.

3. Creating Distinctive Value and Building Strong Relationships

Want to know how we beat out major agencies for brand partnerships?

Differentiation strategies that work:

  • Leverage your unique background and expertise
  • Emphasize personalized service over corporate approaches
  • Be more responsive than larger agencies
  • Maintain proactive communication, even for small updates

To truly stand out and develop lasting partnerships with brands, you need to move beyond the standard optimizations that every Amazon seller offers. This is where your unique background and expertise can become your greatest differentiator.

Everyone in this space brings a different set of skills and experiences to the table.

When competing against larger agencies, we’ve consistently won brand partnerships by emphasizing the personalized service that only a smaller operation can provide. While large agencies often use polished sales teams to acquire clients before passing them to junior account managers, we emphasize continuity and personal attention.

Responsiveness is another critical differentiator.

Brand owners deeply appreciate partners who handle issues promptly without needing to be prompted. This level of service creates a relationship where the brand feels comfortable reaching out directly with urgent matters, knowing they’ll receive immediate attention.

4. Beyond Amazon: Expanding Your Value Proposition

Some of our strongest partnerships have nothing to do with Amazon at all.

High-value expansion opportunities:

  • Shopify store development and optimization
  • Packaging redesign consultation
  • Expansion to other marketplaces like Walmart
  • Holistic business strategy beyond just Amazon

Some of the most successful value propositions extend beyond the Amazon marketplace. Helping brands with their Shopify stores, packaging redesigns, or expanding to other marketplaces like Walmart can significantly deepen your relationship.

When brands see that you understand their business holistically rather than just their Amazon presence, they’re more likely to view you as a strategic partner rather than a tactical service provider.

5. The Compensation Question: To Charge or Not to Charge?

This is probably the question we get asked most often.

Effective compensation models:

  • Incorporate services into your wholesale relationship
  • Use service fees for brands with limited sales volume
  • Consider pass-through costs for external resources
  • Set minimum ad spend requirements when managing ads
  • Include minimum payment provisions in commission structures
  • Explore cost-sharing models for shared investment

One of the most common questions among Amazon sellers is whether to charge brands separately for value-added services and, if so, how much. There’s no one-size-fits-all answer, but several models have proven effective.

The most straightforward approach is incorporating these services into your wholesale relationship. 

In this model, you don’t explicitly charge for services because you’re compensated through your margin on product sales.

For instance, if you generate $200,000 in gross profit from a brand annually through retail sales, it might be difficult to justify additional service fees. In such cases, positioning your services as investments rather than expenses can preserve the relationship while ensuring you’re adequately compensated for your work.

However, not every brand will generate sufficient revenue to justify this approach.

For newer brands with limited sales volume, a service fee structure might be more appropriate. In these cases, be transparent about costs and ensure your pricing reflects the actual work involved.

6. The Importance of Transparency and Communication

Let us tell you a story about when we got this wrong.

Communication best practices:

  • Detail all resources you’re investing in a brand’s success
  • Never make significant changes without consultation
  • Be clear about what’s included in your base offering
  • Distinguish between standard services and additional fees
  • Document everything in writing, even informal agreements

Regardless of your compensation model, transparency is paramount. 

If you’re investing resources in a brand’s success, make sure they understand the value of those investments.

Similarly, never make significant changes to a brand’s presence without prior consultation. Their brand is their identity, and they need to feel in control of how it’s presented. The goal is for improvements to happen for them, not to them.

When determining what services to include in your base offering versus what warrants additional fees, consider the scope of work originally discussed. Services like listing optimization might be standard, while creating a website or redesigning packaging would typically require separate discussion and compensation.

7. Key Takeaways for Building Valuable Brand Partnerships

Here’s what we’ve learned after years of building these relationships:

Essential partnership principles:

  • Position yourself as an extension of the brand
  • Provide education to demonstrate expertise
  • Listen carefully to understand priorities
  • Present confident recommendations
  • Leverage your unique background and skills
  • Emphasize personalized service and responsiveness
  • Maintain proactive communication
  • Consider expanding beyond Amazon
  • Be strategic about compensation models
  • Always maintain transparency
  • Respect brand ownership and identity
  • Calculate ROI for both parties

By thoughtfully applying these principles, you can transform transactional relationships into strategic partnerships that drive lasting success for both your business and the brands you represent.

Remember that in the Amazon ecosystem, your expertise and commitment to brand success are your most valuable assets—leverage them accordingly.

We didn’t know this when we started, but now we do. And so do you.

Top Amazon Seller Software Tools in 2025: The Ultimate Guide to Scaling Your Ecommerce Business

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In 2025, having the right software tools can mean the difference between a struggling store and a thriving e-commerce business.

Let’s make one thing clear. 

 These days, the right software tools can make ALL the difference to anyone’s success.

After years of trial and error working with thousands of sellers through The Wholesale Formula, we’ve compiled the ultimate beginner’s guide to the most essential software tools that will help you scout, source, manage, and grow your Amazon business.

The Amazon ecosystem has matured significantly since its early days.

What was once a rudimentary seller platform has evolved into a sophisticated marketplace requiring strategic approaches to inventory management, product research, and marketing.

However, this evolution has also led to a proliferation of software solutions – some essential, others unnecessary expenditures that can drain your capital and distract you from your core business activities.

It’s important to keep your tech stack lean when starting out, and avoid unnecessary bloat which will slow you down by learning more software tools and drain your capital for purchasing products. 

This guide will help you prioritize the tools that deliver the most value at each stage of your business growth.

Scouting and Product Research: SmartScout

Product scouting is the foundation of any successful Amazon business.

The ability to identify profitable products with sustainable demand patterns can make or break your wholesale operation.

While tools like Helium 10 have long been industry standards, we’re particularly excited about SmartScout. Unlike other platforms that were primarily designed for private label sellers, SmartScout is dynamically built for wholesale sellers.

Many Amazon sellers start with platforms designed for private label research, then attempt to adapt those insights for wholesale strategies.

This approach works, but it’s not optimal.

SmartScout addresses this gap by providing features specifically tailored to wholesale business models.

Key features of SmartScout include:

  • Precise wholesale account targeting
  • Advanced filtering capabilities
  • Intuitive user interface
  • Detailed market insights

What makes SmartScout particularly valuable is its ability to help you identify potential wholesale partners based on their current Amazon presence. Rather than just finding profitable products, you can discover which brands might be open to adding additional sellers or those that could benefit from your particular expertise.

Pro tip: Take advantage of their free trial for TWF students to test the platform’s capabilities and see how it can transform your product research strategy.

When evaluating scouting tools, consider your specific business model. 

If you’re exclusively focused on wholesale, specialized tools like SmartScout may provide better ROI than general-purpose solutions. However, if you’re running a hybrid business with both private label and wholesale components, a more comprehensive platform like Helium 10 might still be your best option despite its primary focus on private label sellers.

Email and Contact Discovery: NetHunt CRM and Snov.io

Finding and connecting with potential wholesale suppliers can be challenging. We recommend a two-pronged approach using NetHunt CRM and Snov.io.

The outreach process is where many Amazon wholesale sellers face their first major hurdle.

You may have identified promising brands through your scouting efforts, but how do you actually connect with decision-makers?

Cold outreach without the right tools often results in wasted time and missed opportunities.

NetHunt CRM

NetHunt offers a free trial perfect for managing brand contacts and tracking your outreach efforts.

It functions as the organizational backbone of your outreach strategy, allowing you to track conversations, set follow-up reminders, and analyze response rates to optimize your approach.

Its features include:

  • Contact management
  • Email tracking
  • Pipeline visualization
  • Integration with various email platforms

What sets NetHunt apart from generic CRM solutions is its seamless integration with email platforms. This integration allows you to maintain your outreach workflow without constantly switching between applications, making your process more efficient and reducing the likelihood of missed follow-ups.

Snov.io

For contact discovery, Snov.io remains a powerful tool.

Finding the right decision-maker’s email address is often the biggest challenge in outreach.

Snov.io addresses this by helping you identify and verify contact information for potential wholesale partners.

Its free version allows you to:

  • Find email addresses
  • Verify contact information
  • Track email campaigns
  • Generate lead lists

While other contact discovery tools exist, Snov.io’s balance of affordability and functionality makes it particularly well-suited for Amazon sellers who are still building their businesses. The platform’s verification features help ensure that your outreach efforts reach the intended recipients, increasing your chances of establishing productive wholesale relationships.

Pro Strategy: Use Snov.io to find contacts, then manage them systematically in NetHunt CRM. This combination creates a streamlined workflow where contact discovery feeds directly into your relationship management system, increasing efficiency and reducing the chance of promising leads falling through the cracks.

As your business grows, you might consider more sophisticated outreach tools like MindLead, which some of our more experienced sellers have reported success with as an alternative to Snov.io. The key is finding tools that integrate well with your existing workflow and provide reliable contact information without breaking your budget.

Inventory Management: So Stocked

Inventory management can make or break your Amazon business. While Amazon’s native tools have improved, they often fall short of providing comprehensive insights. As you grow your business, this may be one of your first paid tools you integrate.

Poor inventory management leads to two equally problematic scenarios: overstocking (which ties up capital and increases storage fees) or stockouts (which damage your search rankings and customer relationships).

Finding the right balance requires sophisticated forecasting and planning capabilities that go beyond Amazon’s built-in features.

So Stocked stands out as a game-changing inventory management solution. Its strengths include:

  • Advanced forecasting capabilities
  • Complex supply chain management
  • Handling intricate lead times
  • Precise restocking recommendations

What makes So Stocked particularly valuable for wholesale sellers is its ability to handle complex supplier relationships.

Unlike private label businesses that typically work with a single manufacturer per product, wholesale operations often juggle multiple suppliers with varying lead times, minimum order quantities, and reliability factors.

So Stocked’s robust feature set accommodates these complexities, allowing you to make data-driven inventory decisions.

For businesses with complicated sales patterns or multiple suppliers, So Stocked offers the granular control you need. 

Seasonal products, items with long lead times, or products sourced from multiple vendors can be managed effectively through its intuitive interface.

When evaluating inventory management solutions, consider your business’s specific needs. If you’re working with just a few products and suppliers, Amazon’s native tools might suffice initially.

However, as you scale beyond 50+ SKUs or begin working with suppliers who have inconsistent lead times, dedicated inventory management software becomes increasingly valuable.

Our experience with multiple inventory solutions has shown that most fall short in critical areas – either offering robust forecasting but poor supplier management, or vice versa. 

So Stocked’s comprehensive approach addresses both aspects, making it our preferred recommendation for serious Amazon sellers.

Pay-Per-Click (PPC) Advertising: Adtomic and Perpetua

PPC advertising is crucial for visibility, but manually managing campaigns is time-consuming and inefficient. 

This is where many more experienced sellers might purchase Helium 10 for their large suite of software tools ranging from scouting, analytics, inventory management, and more. Perpetua is higher level solution for PPC for more advanced sellers.

Effective PPC management represents one of the most significant opportunities for improving your Amazon business’s profitability.

However, it also presents a steep learning curve that can be intimidating for new sellers.

Automation tools help bridge this gap by providing guidance while still allowing you to maintain control over your advertising strategy.

Adtomic

Ideal for sellers who want guided, semi-automated management:

  • Intuitive interface
  • Decision support tools
  • Learning-friendly platform
  • Integrated with Helium 10

Adtomic strikes an excellent balance between automation and control.

Rather than completely automating your PPC management (which can be risky for beginners who are still learning the fundamentals), it provides recommendations and insights while allowing you to make the final decisions.

This approach helps you develop your advertising expertise while still benefiting from data-driven suggestions.

The integration with Helium 10 provides additional value if you’re already using their other tools. This integration creates a seamless workflow where your product research, keyword analysis, and advertising management all exist within a single ecosystem, reducing the time spent switching between platforms.

Perpetua

For those seeking full AI-driven optimization:

  • Artificial intelligence-powered campaign management
  • Automated bid adjustments
  • Comprehensive performance tracking
  • Suitable for advanced sellers

As your Amazon business grows, the complexity of managing multiple advertising campaigns across dozens or hundreds of products can become overwhelming. At this stage, fully automated solutions like Perpetua become valuable. By leveraging artificial intelligence to optimize bids and allocate budget across campaigns, Perpetua allows you to scale your advertising efforts without a proportional increase in management time.

The choice between semi-automated tools like Adtomic and fully automated platforms like Perpetua largely depends on your business’s scale and your personal preference for control. Some sellers prefer to maintain oversight of their advertising decisions regardless of business size, while others value the time savings that full automation provides.

Regardless of which approach you choose, investing in PPC automation becomes increasingly important as your product catalog grows. Manual campaign management quickly becomes impractical beyond 20-30 products, making automation tools essential for scaling your advertising efforts effectively.

Amazon Native Tools: The Underrated Powerhouse

Don’t overlook Amazon’s evolving Seller Central tools. Recent additions like Brand Analytics and Manage Your Experiments provide unprecedented insights that were previously only available through third-party software – often at considerable expense.

As competition in the Amazon ecosystem has intensified, Amazon has responded by developing more sophisticated tools for sellers.

These native solutions offer several advantages: they’re free, they use first-party data directly from Amazon, and they’re deeply integrated with the platform.

Taking full advantage of these tools can reduce your reliance on paid third-party solutions while providing valuable competitive insights.

Brand Analytics

Detailed search term performance:

  • Market share insights
  • Click and conversion data
  • Weekly/monthly/quarterly reporting

Brand Analytics represents one of Amazon’s most valuable offerings for serious sellers.

By providing direct insight into search term performance and competitive positioning, it allows you to make data-driven decisions about product selection, listing optimization, and advertising strategy.

Unlike third-party tools that estimate search volume and relevance, Brand Analytics provides actual data from Amazon’s internal systems. This first-party data offers unparalleled accuracy, making it an essential resource for optimizing your Amazon business.

Manage Your Experiments

Now allows A/B testing on:

  • Product titles
  • Main images
  • A+ content
  • Bullet points
  • Additional listing elements

The introduction of A/B testing capabilities marks a significant advancement in Amazon’s seller tools.

Previously, optimizing listings required educated guesswork or expensive third-party testing solutions.

With Manage Your Experiments, you can now test different elements of your listings and make decisions based on actual performance data rather than subjective preferences.

This feature is particularly valuable because it measures the impact of changes on actual purchasing behavior, not just clicks or impressions. By focusing on conversion rates and revenue, Manage Your Experiments helps you identify the listing optimizations that truly drive business results.

Pro Tip: Focus on experiments that directly impact revenue, not just aesthetic preferences. While visual appeal matters, the ultimate goal is increasing sales and profitability. 

Prioritize testing elements that influence purchasing decisions, such as benefit-focused titles or images that clearly demonstrate product features.

Project Management: Todoist and ClickUp

Effective project management is the backbone of a successful Amazon business.

As your operation grows, the number of tasks, deadlines, and team members increases exponentially.

Without proper project management tools, critical activities can fall through the cracks, leading to missed opportunities and operational inefficiencies.

Todoist

Perfect for individual sellers focusing on:

  • Beautiful, intuitive interface
  • Seamless integration
  • Zero-based scheduling
  • Productivity tracking

For solo entrepreneurs or small teams, Todoist offers an ideal balance of simplicity and functionality.

Its clean interface reduces the learning curve, allowing you to implement effective task management without a significant time investment.

The zero-based scheduling approach helps ensure that every moment of your workday is allocated intentionally, increasing productivity and reducing the risk of important tasks being overlooked.

Todoist’s integration capabilities allow it to connect with other tools in your workflow, creating a seamless experience that reduces the friction of task management. This integration is particularly valuable for Amazon sellers who typically work with multiple platforms and need a central hub for tracking responsibilities across different systems.

ClickUp

Ideal for teams needing:

  • Comprehensive project tracking
  • Team collaboration
  • Multiple view options
  • Task management across clients

As your Amazon business expands beyond a solo operation, more robust project management solutions become necessary.

ClickUp addresses this need by providing comprehensive team collaboration features while maintaining the flexibility to adapt to various workflow styles.

The multiple view options (including Kanban boards, calendars, and list views) allow team members to interact with projects in their preferred format, increasing adoption and effectiveness. The ability to manage tasks across different clients or brands makes ClickUp particularly well-suited for agencies or sellers managing multiple Amazon accounts.

When selecting a project management tool, consider your current needs and anticipated growth. If you’re operating independently with plans to remain solo, Todoist’s streamlined approach may be ideal.

However, if you anticipate adding team members or significantly increasing your operational complexity, investing in a more robust platform like ClickUp from the beginning can reduce the pain of transitioning later.

Pricing and Repricing: Keepa

Keepa’s free version offers invaluable price tracking and historical data:

  • Price history charts
  • Competitor pricing insights
  • Automated price drop alerts
  • Amazon sales rank tracking

Pricing strategy represents one of the most critical aspects of Amazon success, particularly for wholesale sellers competing with multiple other merchants for the Buy Box. Understanding historical pricing trends and competitive positioning can help you make informed decisions about when to adjust prices and how aggressively to compete.

Keepa provides this historical context through comprehensive price tracking and sales rank data. 

By analyzing how prices and demand have fluctuated over time, you can identify seasonal patterns, competitive trends, and opportunities for strategic pricing adjustments.

The automated price drop alerts are particularly valuable for wholesale sellers looking to source new products. By monitoring potential wholesale opportunities for price reductions, you can identify moments when profitability might increase or when competitors may be liquidating inventory (potentially signaling issues with the product that you should investigate before committing).

While Amazon offers its own repricing tools, they typically favor price reductions rather than strategic positioning. Keepa’s historical data provides the context needed to make more nuanced pricing decisions that balance competitiveness with profitability.

Final Thoughts: Strategic Software Selection

Remember, software should adapt to your process, not vice versa. Start with free trials, experiment methodically, and invest in tools that demonstrably improve your business performance. Prioritize tasks that lead to scouting, purchasing, and flipping products initially and only pick up new tools when you need a tech solution.

The temptation to adopt every new software solution can be strong, especially when facing challenges in your Amazon business. However, each new tool adds complexity to your operation: there’s a learning curve, integration challenges, and ongoing costs to consider. Before adopting any new software, clearly identify the specific problem you’re trying to solve and evaluate whether the solution justifies the additional complexity.

Our recommended approach:

  • Use free trials extensively
  • Track ROI for each tool
  • Be willing to switch if a tool isn’t serving you
  • Continuously educate yourself on new technologies

For new Amazon sellers, we recommend starting with just a few essential tools: a product research platform like SmartScout or Helium 10, basic contact discovery tools like Snov.io, and Amazon’s native analytics. As your business grows and specific operational challenges emerge, you can strategically add specialized tools to address those needs.

Remember that the most successful Amazon sellers aren’t necessarily those with the most sophisticated software stack. Rather, they’re the ones who effectively leverage a carefully selected set of tools to support efficient operations and data-driven decision-making.

The Amazon ecosystem moves fast. Stay agile, stay informed, and leverage technology to gain a competitive edge – but never let the pursuit of perfect tools distract you from the fundamentals of building relationships with suppliers and providing value to customers.

FULL GUIDE: How To Overcome The Most Common Objections From Brand Owners

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Building a successful Amazon wholesale business hinges on your ability to establish relationships with brand owners. 

But if you’ve spent any time reaching out to potential partners, you’ve likely encountered the dreaded “no” in various forms. 

These objections can feel like roadblocks, but experienced sellers know they’re actually doorways to opportunity — if you know how to navigate them.

In this comprehensive guide, we’ll explore the most common objections you’ll hear from brand owners and provide proven strategies to overcome them. 

Drawing from the experiences of successful Amazon sellers who have built seven-figure businesses, you’ll learn how to transform rejection into productive conversations and, ultimately, profitable partnerships.

Understanding the Common Objections

Before you can overcome objections, you need to recognize the most common ones you’ll encounter. 

More importantly, you need to understand what these objections really mean beneath the surface.

“We Don’t Accept Any More Amazon Sellers”

This is perhaps the most common objection you’ll hear, and it’s tempting to take it at face value and move on.

 However, experienced sellers know this statement rarely means what it appears to.

“To me, that just tells me that I need to understand or get at why they’re saying that,” shares one successful Amazon seller. “You can quickly get past that to a real objection, whether that’s logistical problems or their brand presence being trashed by crappy resellers.”

What this objection typically indicates:

  • They’ve had negative experiences with Amazon sellers in the past
  • Their brand is being misrepresented by current sellers
  • They feel their Amazon presence is out of control
  • They don’t know how to manage their Amazon channel effectively

“We Only Work with Brick and Mortar Stores”

This objection often comes from brands with a traditional retail mindset who haven’t adapted to the digital marketplace.

“Whenever I hear that objection, ‘we only sell to brick and mortar stores,’ I feel like with almost a 90 percent accuracy, I could tell you what their packaging looks like,” notes one seller, highlighting how this objection often correlates with outdated business practices.

What this objection typically indicates:

  • The brand has limited understanding of e-commerce
  • They value the physical shopping experience
  • They haven’t recognized how online and offline channels complement each other
  • They may have concerns about pricing conflicts between channels

The Hidden Objection: “I Don’t Understand Amazon”

Many objections mask a simpler truth: brand owners often find Amazon intimidating and complex.

“The brand owner has no concept of Amazon and that’s really scary,” explains a veteran seller. This lack of understanding creates fear, and that fear manifests as resistance.

What might indicate this hidden objection:

  • Vague or contradictory concerns about Amazon
  • Questions that demonstrate fundamental misunderstandings
  • Statements like “Amazon is out of control” or “Nobody can fix it”
  • References to isolated negative experiences with the platform

The Mindset Shift That Changes Everything

Before diving into specific tactics, it’s essential to approach objections with the right mindset. 

This mental shift is often what separates successful Amazon sellers from those who struggle.

Focusing on the Next Call, Not the Account

One of the most transformative approaches is changing your goal from “opening an account” to “getting the next call.”

“The goal of your call is to get the next call, not to open up a wholesale account. And that changes everything,” explains a successful seller. “It lowers the emotional anxiety that you’re going to have.”

This shift reduces pressure, making you more relaxed and authentic during conversations. 

It also positions you as a consultant rather than a salesperson, building trust that leads to stronger relationships.

Becoming a Problem Solver, Not a Seller

Successful Amazon sellers don’t view themselves as merely selling products – they see themselves as solving problems for brand owners.

“Our role is to uncover what their biggest problem is, and you never really know what it is until you ask,” shares a seller who regularly lands major accounts.

By repositioning yourself as someone who solves Amazon-related challenges, you transform the conversation from “Please let me sell your products” to “Here’s how I can help improve your business.”

Building Relationships vs. Making Transactions

The most successful Amazon wholesale businesses are built on relationships, not transactions.

“People want to work with people that they like,” notes one seller. “If you’re on a call and you’re chill and you’re having a good conversation, you’re not pushy or pitchy, you’re more likely to turn people from a standoffish or a no to a yes.”

Investing time in relationship-building might seem slower initially, but it yields stronger, more profitable partnerships in the long run.

Practical Strategies for Overcoming Objections

Now that we’ve covered the mindset approach, let’s explore specific strategies for addressing common objections.

The Pattern Interrupt Approach

When a brand owner says they don’t want more Amazon sellers, try this counterintuitive approach: agree with them.

“We’ve taken the pattern interrupt approach, which is to agree with them and say, ‘that’s exactly right. You don’t want more sellers, including even us potentially. But really what’s going on? How has Amazon and the current sellers hurt you or your brand?'”

This unexpected response disrupts the typical conversation pattern, creating an opening for a more productive discussion about their real concerns.

The Power of Asking “Why”

Simple but effective, asking “why” helps you dig beneath surface objections to uncover the true obstacles.

“Ask why until you can’t ask why anymore,” advises a seller who built his business with this approach. “Make them walk themselves towards their own solution.”

For example:

  • “We don’t want more Amazon sellers.” Why?
  • “Because they wreck our listings.” Why does that happen?
  • “Because they don’t follow our guidelines.” What guidelines are most important to you?

Each “why” gets you closer to understanding their real concerns, which is the first step to addressing them.

Defining Quality Partnership on Your Terms

When brand owners mention quality, take control of the narrative by defining what quality means.

“I object to them using that word quality,” explains one seller. “What is a quality Amazon seller? Here’s a really short checklist of things that your Amazon seller should be doing. Use that to square up your current sellers and see how they’re doing.”

By providing concrete criteria for what makes a good partner, you position yourself as knowledgeable while subtly highlighting the shortcomings of their current arrangements.

Pre-Call Research That Sets You Apart

Preparation demonstrates professionalism and allows you to identify problems the brand owner might not even be aware of.

“She goes into every call with what we call a PCR, pre-call research,” explains one seller about their process. “It’s just a quick 15-minute one-sheet that tells us the high points.”

Even basic research can yield powerful insights:

  • Who has the banner ad for their brand name?
  • Are their listings optimized?
  • Do their products have appropriate ratings and reviews?
  • Are there policy violations in their listings?

Identifying these issues gives you valuable conversation points to demonstrate your expertise.

Communication Tactics That Get Results

How you communicate with brand owners can significantly impact your success rate. Here are tactics that have proven effective for successful sellers.

The Simple Email That Gets Responses

Many sellers overthink their initial outreach. Sometimes, simplicity is the most effective approach.

“We start by sending just an opening email, just a real one-sentence, sign my name, no details,” shares one seller. “The goal is just to get a warm body to respond.”

This approach works because it doesn’t overwhelm the recipient and feels personal rather than automated. Once they respond, you can follow up with more information and a request for a call.

Moving From Email to Phone Call

While email is convenient, phone conversations are where relationships are built and objections are overcome.

“The second you get on the phone with somebody, everything changes,” emphasizes a seller who previously relied primarily on email. “They hear your voice. You can hear their energy, you match their energy.”

Even if you’re comfortable working through email, prioritize getting on the phone whenever possible, especially when facing objections.

Becoming “A Good Hang” (Likability Factor)

Personality matters in business relationships. Being someone people enjoy talking to can overcome many objections.

“You’re only going to get work if you’re a good hang, meaning people want to hang out with you,” explains a seller who came from the audio industry. “If you’re chill and you’re having a good conversation, you’re more likely to turn people from a standoffish or a no to a yes.”

This doesn’t mean being inauthentic, but rather bringing your best self to conversations—being personable, attentive, and genuinely interested in their business.

What to Do When You Don’t Know the Answer

Many sellers feel pressure to have all the answers immediately. 

Ironically, admitting when you don’t know something can build credibility.

“Don’t be afraid of telling a brand that you don’t know something,” advises one experienced seller. “The only people that are afraid of admitting their own deficit of knowledge is somebody that isn’t a master.”

Instead of guessing, say something like: “That’s a great question. I want to make sure I give you the most accurate information, so let me research that and get back to you tomorrow.”

Case Studies in Action

Let’s look at how these strategies play out in real situations:

Case 1: From “No More Amazon Sellers” to Brand Partnership 

A nutritional supplement company initially rejected all Amazon inquiries with their standard “no more Amazon sellers” response. 

Instead of accepting this, a seller asked why and discovered their primary concern was unauthorized sellers disrupting their MAP pricing.

The seller walked them through Amazon’s brand registry and demonstrated how a controlled wholesale relationship would actually help eliminate unauthorized sellers. After a presentation showing pricing violations by current sellers, the brand signed on for a test order, which has since grown into a six-figure partnership.

Case 2: Transforming “Brick and Mortar Only” to Omnichannel 

A legacy brand with a strict brick-and-mortar-only policy initially dismissed all Amazon inquiries. Rather than arguing, a seller acknowledged the importance of their physical retail presence but asked if they’d noticed customers checking their products on Amazon while in stores.

This question opened a conversation about how Amazon could actually support their in-store sales through reviews and brand awareness. The seller provided a simple analysis showing how their competitors were benefiting from an omnichannel approach. Three months later, the brand opened a wholesale account and has since expanded their e-commerce strategy.

Remember: Persistence Wins the Day

While tactics and strategies matter, the single most important factor in overcoming objections is persistence.

“The thing that makes people successful is not being skilled or talented. It’s just the most persistent, whoever tries the hardest wins,” emphasizes a veteran seller.

Every successful Amazon wholesale business has faced countless objections. 

What separates the winners is their willingness to keep going, to learn from each interaction, and to refine their approach continually.

Remember that each objection is an opportunity to demonstrate your value, to build understanding, and to establish yourself as a trusted partner. The brands that initially object the most strongly often become your most valuable accounts—because once you’ve overcome their concerns, you’ve proven your worth beyond doubt.

So the next time you hear “no,” don’t get discouraged. 

Get curious. 

Ask why. 

Find the real objection. 

And persist until you find the path forward that works for both you and the brand owner.

Your success in Amazon wholesale isn’t determined by how many objections you face, but by how effectively you transform those objections into opportunities.

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.