Hello, everyone, and welcome to episode 50 of “Two Amazon Sellers and a Microphone.” I’m Dustin Kane, and with me, as always, Kris Gramlich. What’s up, Kris?

– Not much. How are you?

– I’m doing great. It’s 2021, man.

– We made it. We made it. We made it till the end of the line. 2021.

– We survived. Well, we’ll spend a little time talking about 2020 ’cause we learned a lot of things in 2020 that’s gonna help us move forward here in 2021. But, yeah, it is. There’s snow on the ground here in Kansas City. The Chiefs are the number one seed going into the playoffs. It’s a good time right now.

– Yeah, speaking of snow, I went out there and shoveled. Threw my back out. I went to the chiropractor today. First time I’ve ever been to a chiropractor. I’ve never been before. I always thought it was a hoax. But the guy, he put it back in line. I can walk now. So, yeah, it was terrible. So I’m in the market for a snowblower even though it probably won’t snow again, but I’m never gonna shovel manually ever again.

– Is that your new product you’re gonna launch?

– Yes, giant-ass snow blowers. That’s right.

– Oh, man. Oh, well, it’s gonna be fun to talk today ’cause today’s episode, Kris and I just wanna talk a little bit about some of the things that we’ve learned through 2020 and also our goals and projects that we’re planning on working on for 2021. I think we say this a lot when we talk, but this business changes constantly, and you gotta constantly be staying on your toes. I mean, with Sellozo, just in the advertising world, there’s new advertising options that Amazon rolls out all the time. They’re rolling out some new ones still and changing the way they… Sometimes they show their metrics and competition ebbs and flows. You just gotta stay on your toes with this business, and that’s what makes it fun. So we’ll definitely talk about some of the things that we’re looking at for our personal businesses in 2021 based on some of the things that we’ve learned for 2020.

– Yeah, we saw a bunch happen in 2020. A bunch of new ad things came out new ad types, different targeting types. I would imagine more, but Amazon rolled out a ton of stuff for advertising in 2020, and it seems like they’re still pushing that. So I’m excited. Should be some cool stuff.

– Oh, yeah. I’ll go ahead and start with one thing, that it’s bittersweet, but for me in 2020, I officially ended every product that I started my business with that made my Amazon business what it was, which was the right decision for sure, but painful. And I think that’s one of the hardest things. Just a little context for this, for my main product. And I know we’ve talked about this before. You and I both started around the same time, 2014, 2013, that time. The first product that I launched to date from when I started has sold well over a million dollars in revenue, which is mind-blowing to think of. And it’s also mind-blowing to think that I just let that die. I mean, the last couple of months, I’ve sold out my last remaining inventory, and it was just the right move. Maybe then that product, I guess I can talk about the reasons why, and it might be a good tale just to talk about why it actually cost me. I should have done that probably in 2019. And I lost money. I lost the ability. I had capital held up in a product that’s margins were slipping, the competition was too much, and it was just too hard to compete, And my capital was tied up in there. So that’s why I’m letting it sort of die. And we can talk about maybe somehow to revive it later. But, essentially, when I started selling that product, I was selling it for almost $20 a unit. It’s in the fitness category. It’s fairly commoditized. Now today, well, I’m out now, but I was selling at the end. I was selling it for 7.99. Mine was a three-pack. There were other people out there that were selling five and six-packs for the same price, 7.99. No matter what I was doing, advertising, trying to stay up, I just couldn’t make the margins work, but it hard to let go of that. I mean, I quit my job in 2017 because of that one product, and it’s hard to let go, but that’s gonna free me up to really do these things I’m looking forward to in the future.

– Yeah. It’s hard to do that. We were talking earlier before this. I have like 50 units left of the first product that I launched, and I’m excited to let it go. I’m ready to move on from that. I mean, it had a lot, it got me into this business, but you put a lot of effort into these, right? You’re always trying to make your listing better. You’re always trying to make your PPC better. Trying to make your images better. You’re trying to get more reviews. And no matter how much you try and try and try, the competition still comes in, and you’re getting killed on pricing, and then your ranking gets lower. And you try to give away more units, but that doesn’t stick, so you don’t know what’s like… It’s just a constant battle. So it’s one of those things where you’ve done all you can for it, right? You’ve as hard as you can. And I think you and I both have probably learned valuable lessons that now when we go pick new products, price is gonna be a big factor. We’re not gonna play around with cheap price anymore, cheap cost item. We’re gonna know how to launch a product correctly. We’re gonna know how to get good images. Whereas when we first started, it was kind of like fly by the seat of your pants, right? You’re just kinda going and hoping it all works out.

– Oh, for sure. Yeah. But that fly by the seat of your pants is what I love about this. I mean, that’s essentially what we’re doing now when we’re testing new stuff out, is just we’re going out there and we’re seeing what sticks. I mean, we’ve had a lot of success, and we can parlay that knowledge into other things. But, for me, it’s difficult to give up. I mean, you’re talking about a listing that’s got thousands of reviews, in my case. You just feel like you could do something. You could make it work. I can scroll about 40 to 50 pages on Amazon and see the exact same product as mine. And I’ve got thousands of reviews, but some of the other top sellers have 25, 30,000 reviews, and it’s just my profit margin’s squeezed to less than a dollar a unit, so I just made the decision. Why do I wanna be tied up in this? I can apply that to something else and be more effective. So that’s where I am now. That was it. So there’s a lot of things that were sad in 2020 and letting… And that wasn’t the only listing I let die. I’ve let four or five others that have been solid products for me for a long time, but they’re just in that same category, and it is time to go, “Bye.”

– Move on. Yeah, time to move on.

– It’s like decluttering a house. It’s like that.

– Yeah, move on and get rid of that stuff and start fresh. That’s what I can’t wait for, is when the last units are outta here, I’m like, okay, that’s done with. Let’s move on to the next one. And now I know, if this ain’t gonna, if I’m not gonna hit the goal that I need to get to that, let’s say, 15, 20 units a day, if I don’t get it to that amount within two or three months, maybe it’s time to move on and get rid of it now rather than drag this on and try to put so much money into it. So I think we both learned our lesson there. So what would be your, what’s your goal now for 2021? Now that that product’s gone in 2020, now that we’re in 2021, what are some things you are more focused on store-wise?

– Yeah, well, number one, I’m gonna take some of the other products that I have that I’m not trying to let die and see if I can improve those with tactics we’ve been talking about since we started this podcast, better listings, et cetera. I’m also experimenting with different ways to launch new products much cheaper with much lower budgets that I maybe play in my… Right now, try to launch multiple products that don’t cost as much to launch which could be equivalent to spending all of that on one launch that can be risky. That’s the one thing I’ve definitely learned so far, is, I mean, if all of your eggs are in one or two baskets and those baskets fall apart, you’re in big trouble.

– Or the eggs hatch.

– You’re in big trouble. But I’m also, well, I’ll talk about a little story about a project that I’ve been working on right now and launching. It’s been interesting to see. But also I’m looking a lot into wholesale. I think you and I have just talked to a lot of people that are in the wholesale. It wasn’t on my radar. I knew it existed, but I felt like the big bucks were in private label, and I’m not so sure that doing both isn’t the right idea.

– Yeah, and I’ve talked to you about it before, trying to add wholesaling to my offering, like do private label and wholesaling. I think a lot of people do that. I think a lot of sellers are, especially private labelers, are like, “Hey, I wanna do private label, but what’s this wholesaling thing all about?” in the background. And I think it also goes back the other way. I’ve talked to wholesalers that are more like, “What’s private label all about?” I actually think wholesaling, it gives you more of an advantage because you’re selling items that are already selling, and you already know if something’s gonna sell. Like, you’re already selling something really well, let’s just say cotton swabs. Just a bad example, but let’s just say. You’ve already been selling that, so you already know the market. You’ve already seen how many you have to order. You can take that knowledge, like, “I’ll go make my own brand of cotton swabs,” or something better.

– Exactly.

– I think wholesaling gives you that advantage where you can test out a lot of products, relatively cheap, maybe. I mean, you may have to have some minimum order quantities, but you’re gonna get a lot of market knowledge, and then you can go launch products without doing it blindly. I know you’re gonna do product research, but you’re gonna get validation with the wholesale market.

– 100%, and I think that there’s a lot of crossovers, just like you said. Number one, they’re gonna fund each other. I mean, if you have some wholesale products that are doing really well, you can take that capital and launch private label products and vice versa. It’s going to help diversify your portfolio, for sure. I mean, there’s only so many private label products you can launch at a time, and typically you’re stuck into a brand. So if it’s seasonal or anything like that, you’ve got downtime where wholesale can make up for that. I think wholesale will be easier to get in and out of products much faster than a lot of wholesale will be, domestic sourcing. We’re in the U.S., so that can cut back a lot of that. But there is a totally different advertising strategy involved. There’s repricing to get involved. So I just think it’s gonna help and be fun to really explore that. And right now the way that I’m looking at getting into wholesale is, we’ve talked about these guys before. They came onto our radar. It’s a company called Source of Goods. So I am now signed up with Source of Goods, and this, I’ll be reporting on this ’cause I don’t wanna say that they’re amazing. I don’t know yet. We’ll find out. But what’s attractive about this is you only pay for the products once they sell, and they actually fulfill all the orders within Amazon’s Seller Fulfilled Prime criteria. So it’s really, I’ll be able to list products essentially risk-free. If they sell, everything gets fulfilled. And so at the way it sounds, sounds good, and I’ll be able to take advantage of their 3 million-plus products that they have.

– Yeah, I’m interested to see this.

– Yeah, this was the first… There’s a lot of different wholesale models out there. There are wholesale clubs you can get involved in where there are upfront fees. There’s basically drop shipping wholesale, which is a little risky, especially if you’re dropshipping from another retailer where it’s almost online arbitrage. There’s wholesale where you’re buying the inventory in bulk and then reselling it. So for me right now, I feel like this is a good way to get involved in the wholesale with this sort of less upfront capital risk, and I can just explore different products and also be able to use it for product research. I mean, ’cause this is the other thing that I’m trying to do right now at the same time I’m doing wholesale, is to find ultra nichey products. We talk about a niche, and we’ve talked about in the past where we’re looking for a certain amount of search volume, et cetera. I’m kinda going further than that. Like, does something make maybe one sale a day? And is there limited competition? And can I find a supplier with who I can just quickly get inventory in? ‘Cause, there’s so many things happening now on Amazon. And I know I talked about this before, but I needed a part for my dryer. And it was the tiniest little piece of plastic with metal in it, and it was like 14 bucks. And there’s no way that costs much. And it’s ultra nichey, and people look for it, and people that sell this stuff have never attempted to make a good listing or any of the stuff that we know how to do. So maybe a hundred ultra nichey products like that, which I can talk about this one I just did here in a second after we talk about some of your goals, but I really think that a combination of that, experimenting with that, experimenting with unique PPC product launches with ultra-niche products, as well as really going after this wholesale and seeing what that can do is gonna be really exciting for 2021. And especially because another reason why wholesale is so exciting is that our favorite campaign to tell anybody about is a catch-all campaign, a low bid catch-all campaign, and that is exactly what I’m gonna do with hundreds and hundreds of wholesale products, is throw ’em all into a low bid catch-all campaign because we’ve never seen those campaigns not work. And I just need to have enough products to put into our low bid catch-all campaign. So the wholesale’s exciting in that regard.

– Yeah, wholesale’s fun. I did look into it briefly, and what I always come up against as the roadblock is I’ll contact these brands, and like, “Hey, let’s do it.” And they got good stuff, and I’m ready to buy, but then they want your warehouse. Like, “Where’s your warehouse located at?” Or I’m like, “Oh, it’s residential.” “Oh, we don’t ship to residentials.” Like, “Okay, no way I can order the product?” Like, “I’m ready to buy a couple of grand worth, at least.” And, “No, we don’t ship to residential. We only ship to warehouses.” And it’s like, “All right.” So that’s the biggest thing I haven’t been able to conquer. And we do have some people local that I wanna talk to. I know we mentioned it before, but they’ve run into that same problem, and I’m curious to see what they did. ‘Cause I know they have a warehouse now, but I wanna know what they did before that. Did they just move on to another brand and just focus on other brands that would allow residential deliveries? And then once they scaled up to be able to buy a warehouse, contact those guys again and then get the products in? I’m not sure. So that’s the biggest kind of a roadblock I’ve got, as they don’t wanna ship to residentials.

– Sure, well, that’s why I think this Source of Goods, at least from what I’ve been looking at, looks interesting because it avoids that. I mean, they are going to… You’re not committed until you’ve already made the sale, and it seems like all their, I mean, if what they say about their shipping times and actually taking the order fulfillment straight from Amazon and reuploading tracking and all that stuff, if all that works as smoothly as it looks like it might, then I think it’s just gonna be a matter of me finding the products that they have that there’s the actual margin on that I can list and make it. So it’s gonna be fun. I’m excited about the challenge. I mean, I think that’s another thing you and I talk about. You and I don’t shy away from just saying “yes” and doing something.

– Yeah, well, this site you’re talking about, Source of Goods, I hope… I mean, if their results look as good as their website does, then you might be on to something. They have a really nice website. It’s not just Amazon. They do eBay too.

– And you can use your own website. I mean, if you have a Shopify, you can do it as well, so there’s lots of products that you can start selling throughout all different platforms. But I think this is gonna be a good way for me to get my feet wet in the wholesale market. See what it’s like. See what it’s like managing that many listings. That could be a challenge. I’ll figure that out as I go. But, yeah, so that’s a big goal for me, is that. So how about you, Kris? What do you got going on for 2021? What’s the goal for you?

– Yeah, mine are pretty basic. I wanna get to 100K a month in revenue by the March Madness championship game. That’s my goal. So with three of them, that’s the end of March. So by the end of March, the first week of April, I wanna hit 100K in revenue. The way I’m gonna do that is I’ve got three products in the pipeline now. I’m just waiting for them to arrive. Listings are ready, images are ready. I just gotta get them on there. That should help. I have launched 10 new products last year. It’s really one product with 10 variations but sold out of those really, really quick. So that’s gonna be another one that’s gonna help me out, I think, get to that 100K a month. That would be nice. I’ve always gotten close. You get the 80, 85, 90, like, I’m almost there, and it would just be a milestone for me, so I’d like to get that. And then another one is social media. I wanna hire a social media manager. I wanna hire somebody who can manage all the social media accounts, Instagram, Pinterest, Facebook. Grow my ManyChat list. Grow my following on both those channels, Facebook and Instagram, use Pinterest, blog posts, drive traffic to the website, all that kind of stuff. That are the two biggest ones. I plan on using Amazon Live. I think Amazon Live is gonna be a big focus, not only for Amazon but for sellers in 2021. I think Amazon Live is gonna be nice. People are gonna be able to see your product. So I’m going to play around with Amazon Live. I know we talked about it on a few podcasts, but I’m also gonna try and play with Amazon Live. But, yeah, mine are gonna be just revenue-based, get to 100K a month. That’s great. And then social media. I think with those two, hope for that, that’ll happen. So we’ll see.

– Yeah, that’s exciting. I mean, that’s really where you, when you start doing the social media and driving traffic to your website and just branding, that’s where it can make a really big impact on your ability to, that’s where you have, you’re getting all those, all of your customers to follow you off of Amazon so that those are the people that you can launch new products constantly too. So, yeah, I think that’s great. That’s another thing that I think with some of these products that have died, I have those assets in place. I have a big social media following. I have the traffic to the website, brand awareness. And so finding new products in there, just like you’re talking about, allows you to do better launches on different products in those brands. But that’s exciting ’cause that-

– Yeah.

– Yeah, it’s a lot of work to bring somebody on.

– It’s super hard. And we’re all good at making PPC campaigns, get listings created, we can do all that, but it’s that’s social media. You gotta stay on it. It’s not like it was four or five years ago where you can post once a week or post once a day. You gotta be able to be really interactive. You gotta try to grow your audience. So like that, I don’t have time to do that anymore. It by me. Back a few years ago, I could do that, post every now and then, but it’s thrown by me, so I need to hire somebody out better. And then I can launch products to those people, and then try to get to that 100K, so they kinda go hand in hand. So we’ll see. We’ll see.

– For sure, yeah. There’s no question about it that social media, you don’t treat it the same way you did before, that where you would have like a meme a day go out with your logo on it, or some uplifting quote about whatever your brand is, and then they just keep going out. Nobody looks at that. What they want is they wanna comment, and they wanna see you comment right back. And so if you have people helping you out with that, you can do that. And I have a team of virtual assistants that does that from influencers, finding influencers and how you can… ‘Cause that’s the same thing. It’s contacting. It takes a lot of reaching out and effort to do that. Yeah, but that’s-

– We’ll see. So if you’re listening out there, and you have a social media manager that you would recommend, feel free to let us know. You can always drop us an email or check us out on sellozo.com and send your contact or whatever, but Dustin and I are pretty easy to get a hold of. Or if you do wholesaling now, we would love to have you on. I think we would both-

– Oh, for sure.

– Love to have you on and interview you and learn a little more about wholesale. We obviously know the concept of it, but there’s still things that we’re not really sure about. So if you do wholesale out there, and you’re comfortable being on camera and chatting about it, reach out to us. We’d love to have you on.

– Absolutely. All right, one last thing. We’ll talk in the vein of talking about how it’s gonna look for really nichey products and launch them, I have one that I’ve launched a little bit before Christmas. And just for anybody out there who is really, would like to get into Amazon but feel like you definitely have to have thousands and thousands of dollars upfront, I did this as a test to try to prove that wrong. And so far it seems no one’s gonna quit their job with this product. But if this is… You can get in and you can start driving money. Just a little background on this. I did some research with some different product research tools to try to find super, just not low traffic, but the opportunity was there. They were making a few sales. There were just a few competitors. Nobody really had any good reviews and nobody really had great images, but people were buying ’em, at least a few a day. That was sort of what I was looking for. Found this product. It’s sort of in a hobby, crafty type niche. It fit the criteria. Everyone’s picture looked the same. It looked like the standard Alibaba image. They didn’t even try. It was just that. I looked ’em up on Alibaba. There was a profit margin to be made. I was able to buy them for about two bucks apiece. They were shipped. They were about $3 apiece. So I said, “Well, let me buy 30 of ’em.” So I bought 30 of ’em straight from Alibaba. Didn’t even talk to the supplier. It was through the little checkout deal, so I wasn’t even sure what I was gonna get. So it was 90 bucks in, got 30 of ’em. Made my listing. Of course, that’s where I feel like I’ve got, I’m able to make really good listings. And then, interestingly, my son has been working with Photoshop. So we had a guest on not too long ago who was talking about 3D rendering on the images, and I told my son as a challenge, and I’m like, “Can you do some 3D images on this?” And sure enough, he did. So I was able to get images made for free. Well, I paid my son something.

– He has a roof over his head. That’s what he has.

– Yeah, he has a roof over his head. But everything is different about this product. And it’s the exact same product, but everything looks different. It’s super high-quality photos. Did all the QR testing. And then I launched it super high priced. So most of them were in the $12 range. I launched it at about 20, and I put a $10 off coupon. So I was experimenting with what a crazy discount would be. So I made it look premium, it is really good quality, and then I put a really attractive coupon on it, and I did launch PPC for two keywords. That’s it. The two main keywords, exact matches. I did it through Sellozo. Put my target date cost at 200% just so I could show up on top of that. Interestingly, I’m looking inside Sellozo right now at our product view, which is great because it breaks down all the data so I don’t have to do all these calculations. It’s breaking out the PPC spend. It’s breaking out everything else on it. And each unit, right now I have, including the $10 off coupon and everything else, I’m a little over breaking even on every unit that sells, and it’s ranked top 10 for my main keywords, and so it’s rolling. We’ll see what happens. I mean, I’ve got also, the other thing is, I’ve got two five-star reviews. I find it phenomenal ’cause I’ve only sold like 15 or so, which is a great ratio. But that goes to the fact that if you use that Request Review button, I really feel like that works so much better than anything else.

– I do too. And I haven’t mentioned it yet. Over the holiday, I got suspended for email notification. So Amazon sent me an email saying, “Your email notification is gonna be suspended for 30 days.” Okay. No problem. I immediately pivoted and went to the Request Review button, and I’ve gotten way more reviews than I’ve ever gotten through an email. Now I don’t get to control the message, I don’t get to add a personal brand message, but I’m gaining more reviews than I was or one that I was getting from my follow-up sequence. So I’m gonna turn that off ’cause I don’t wanna deal with that anymore. I’m just gonna deal, I’m just gonna solely just do the Request Review button. So it’s easy, it’s just a star. And we’ve talked about it. You and I have talked about it, where it’s just they click a button, and it just rates it, and that counts as a review. Or they can rate it, and then they can write about something. So I think I’m done with email just because I think that’s what Amazon is trying to prevent anyway. They’ve limited their comments on reviews now. You can’t comment on reviews. They’re eliminating how we contact customers, so they’re obviously trying to stop all that, and might as well just move on.

– Yeah, sure. I love it. I think it’s just getting a better review rate for me. I’m getting better reviews, a better review rate. I don’t look spammy, for anybody who feels like that is what happens when they get an email from somebody. And this is a $98 product launch that has broken even. And if I sell the remaining of ’em, I’ll have enough to order more. And then if that’s a way that somebody wants to start, I mean, you could learn how to do images, you can learn how to do this, and worst-case scenario, you lose a hundred bucks. It’s not like you’re out a ton. And I think that that’s, yeah. I mean-

– What I like about it is you just did it, right? You just went on Alibaba, and you’re like, “I’m gonna buy 30 units as a test.” And we’ve talked about this before. Test it out and that’s what you’re doing there now. You’re testing it out. So you’re almost at a point where you can either scale it, like, “I’ll get more and be the best seller in this category and sell that product,” but you didn’t commit to a thousand units, right? You just bought 30 and gave it a test. So just let this be a lesson. You can test numerous products over and over. Just keep testing products. Buy ’em on Alibaba, pay the shipping. You’re gonna pay more per unit, but you’re gonna save your tail on the backend.

– Mm-hmm, and that’s why I’m excited about doing wholesale because I can launch wholesale products over and over again. Assuming the Source of Goods works, then I’ll be able to do it without investing in inventory, and I will be able to use all that data and maybe find opportunities to launch a private label product right next to it. I mean, it’s gonna be really fun. So I’m excited for 2021. I’ve knocked the dust off of some things that happened in 2020 and prior that you just learn. I mean, anybody who’s out there who’s selling on Amazon that tells you they haven’t made mistakes are crazy or they haven’t had ups and down is crazy. So those are the things that we’re working on. We’re gonna keep you guys posted. We’ll definitely keep you guys posted on the wholesale venture. I think there’s a lot to learn about wholesale and a lot to investigate in how to best advertise for that because I think there’s a lot of opportunities to advertise wholesale products and do it really successfully. So I think that can be, that’d be really fun just to take a look at these. Other products we’ll launch, we’ll keep you posted on that. And, of course, we’re going to be having a ton of guests come on this year. Would this count as episode one of season two?

– Right? I think so, right?

– We’ll call it episode one of season two even though it is our 50th episode. That’s another thing that I’ve thought 2020 was great. Us starting this podcast. I think it’s a little bit outside of our comfort zone just to jump out in public and start talking. I think that gives anybody a little bit of hesitation, but that single-handedly, I think, that decision to start this podcast. And we did it just to meet people, learn more about the industry, try to be a resource for those coming on that are new. Let people know about Sellozo and get real in-depth. These tools that are out there, I mean, sometimes it can be scary to get involved with them unless you see them in action all the time, So that’s what we wanted to talk about. But this has been the best experience for me and for the business just because I’ve learned a lot of options that are out there and opportunities and people’s stories and encouragement, like Mina, the energy from people. That’s what’s fun, and that’s what I’m excited about carrying over into this new year.

– Yeah, me too. I’m glad we did it. Sometimes my stubbornness gets in the way, and I don’t wanna do something, or I just wanna be to myself, but, no, I’m glad we did it. It’s been fun. And we’re by no means gurus. We’re not, I hate that word, but we’re just kinda documenting our own journey and then talking to other people who are smarter than us and trying to get the word out about Sellozo. We both use it, and it’s been great. We’re just trying to keep it moving.

– Exactly, well, if you guys are watching us live on LinkedIn, Facebook, YouTube, wherever, there is a link where you can book a time with either Kris or myself. We’d love to show you around Sellozo, show you how we can help you automate and optimize your ads on Amazon. It’s a really powerful tool. There’s a lot of reporting features. That’s how I was able to give you my numbers on my product real quick, calculating in all the coupons and discounts and promotions and ad spend and cost of goods sold and be able to tell you exactly what my profit margin is with one glance. That’s because of Sellozo. So we’d love to talk to you guys about that. You can book a time with us at that link. If you’re on the podcast listening right now, just go to sellozo.com, and you can request a demo, and that will be with either Kris or myself. So, anyway, we’d love to have you on a call and learn more about your business and just chat. We obviously love chatting about Amazon. And we are excited about 2021. It’s gonna be a great year. The Chiefs are going to win the Super Bowl, and we are going to have a lot of new experiences in the Amazon world. So, everybody, we’ll see you probably tomorrow for our next episode, and everyone out there, have a great day. See you.

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