Buying and Selling On Amazon – Maximizing your Profits – Price Management – Reimbursements and Restocking with Hai Mag
Kris Gramlich and Dustin Kane welcome new guest Hai Mag from Eva.guru on the show. Learn how AI can help your business if you are buying and selling on Amazon.
Hai Mag is the CEO of Eva.guru, 7 Figure Amazon seller for a decade, and former Group Vice President of Oracle. Hai and his team created Eva.guru to combine advanced technology skills, data intelligence based on millions of products and Amazon Sellers experience into one platform for Profit Maximization.
Learn More and Start Your Free Trial: Eva.guru – Use Code: SELLOZO1000R for $1000 Free Amazon Reimbursement Credit.
Listen To – Two Amazon Sellers And A Microphone Podcast On These Platforms:
Find Us On Social Media:
➜ Facebook: https://www.facebook.com/sellozo
➜ Instagram: https://www.instagram.com/sellozoofficial
➜ LinkedIn: https://www.linkedin.com/company/sellozo
➜ Pinterest: https://www.pinterest.com/sellozooffi
➜ Twitter: https://twitter.com/sellozoofficial
➜ YouTube: https://www.youtube.com/c/Sellozo
Other Helpful Articles:
Read The Full Text Below:
Buying and Selling On Amazon – Maximizing your Profits – Price Management – Reimbursements and Restocking with Hai Mag
– Hello, everyone. And welcome to episode 94 of Two Amazon Sellers and a Microphone brought to you by Sellozo. Today, Kris and I are excited to bring on Hai Mag with us. He’s the CEO of Eva guru. And Hai, welcome to the show. Thanks for coming man.
– Hey, thanks for having me. And now we are three Amazon sellers.
– I love it, yeah. And we’re gonna pick your brain. That’s why we do this. We love talking . So we’re looking forward to learning more about that. But we were talking before and you’re in San Diego. Must be nice down there.
– Absolutely, yeah. I mean, we are working really hard nowadays like 16 hours a day. But everyday, like when I do surfing like one hour or two that really helps a lot for us to re-energize. So the whole team is super happy to work a lot. That’s great.
– That is nice. Surfing sounds better than what I do. My little jog around my neighborhood in Kansas City. Not a lot of surfing going on out here where Kris and I are but.
– Not a lot.
– The ocean is super great. When you are next to the ocean, you feel like you are, you understand what Amazon is? It’s like Pacific Ocean, it’s too big, you know? And there is a lot to do. And whatever you do you will never do it. There is money and a lot of things to do for everybody. So that’s what I see.
– A lot of piece of pie for everybody in this area.
– That’s right.
– And you can’t conquer it all. I love the analogy. That’s a great analogy, Hai. Alright, real quick, before we dive in, cause we wanna talk about just everything you’ve got going on over there at Eva and all the things you’re doing to help sellers. Just real quick, can you give us a background on you, how you got into this space. You mentioned that you’re an Amazon seller and now you’re starting to Eva. Give us a little brief background of you.
– Absolutely yeah, thanks for that. So, I have this two careers in parallel. So, one is more like the corporate guy. I was working for Oracle for a long time. Which is a software company and I was managing Middle East and Africa for Oracle, that was my last role. But I worked in China, Russia, UK, Europe, North America for Oracle. So that was like my career. And 10 years back, I met with Barry, he was my co-founder. And he was like kind of creating his Amazon business at the time. And we decided to be partners at the time. Like I was kind of an investor and helping with the sales advisors. But he ended up being like a seven figure seller, like after eight years. And at the same time, I was always like, yeah, I’m coming, I’m coming. But I was then never coming to the business because I was like promoting to the next level on Oracle. And at some point when I was the vice-president, like I finally decided, that’s enough corporate life I’m going to do those startup because Barry was already struggling with couple of things. And we thought like, these are like great things that we can bring the whole knowledge of computer engineering. My Oracle knowledge, he’s Amazon selling knowledge and we bring it together and we created Eva. And that’s almost now 24 months, it’s like a day for me. Like the Jeff Bezos says, like it’s a new day, the first day every day. I mean, for me it’s like one day. I mean, I don’t know like what happened between that time because we worked so hard. There’s so many things happened and it’s so much exciting, but yeah, that’s how we ended up with Eva that girl. And yeah, today that’s what we do.
– And what year was that when you first got started with Amazon when you started to explore Amazon with Barry?
– Well, yeah, the things always start the same way. Like we looked at the retail arbitrage, that was like 10 years ago. And by the way, even it was a much better situation then but for us it was like not very sustainable. We like the profits but it was not sustainable. Online arbitrage a bit, but finally, like finding the right suppliers and starting with reselling really helped us for many years to grow the business to seven figures. And once we kind of started lounging a few private labels, that also helped with the profits. So that’s kind of our journey. I think it’s kind of a standard journey now on Amazon but we also make a lot of money from reselling too. So not a bad business, it’s great. But private label is ultimately the best way I think.
– Yeah. I mean, that’s how it started. I think that’s everybody starts, is they start doing some retail arbitrage and some online arbitrage and the next thing you know they’re doing their own labels. So I think that’s how everybody gets into it.
– Yeah. I mean the easiest one was like, just like pick the things from Walmart and sell it on Amazon, so easy. I remember that like we were making some good deal of money, but yeah, once you want to reach to more than a million they own the way is, I think a private label or you need suppliers to have a sustainable business.
– No doubt. Yeah. It’s pretty hard to scale going to Walmart every day.
– And even different Walmart’s because you cannot find the same item in the same old Marshall. You need to travel all the way, you know, exciting stuff. It’s a good way to start with, let’s put it in this way.
– Oh for sure. That my wife and I did that when I first started, we’d go around all over the place and do it. It really helps you learn. I mean, if you start just private label you really doing starting that way gives you an eyeopening experience to everything that Amazon offers and all the things that you need to be aware of. I feel like, it is a great way to start. And then, so fast forward, obviously you started Eva, there must’ve been some pain points in your business that you wanted to solve and it turned into what you’re doing now. I’d love to dive into that a little bit more, what you’re doing with Eva right now. How it’s helped you selling.
– Yeah. Actually it was two years ago, we were looking at like, now we have a good understanding, like a decade of an understanding of Amazon, what are the major challenges? And I graduated as an AI expert but that was 20 X years ago. And my major was artificial intelligence as a computer engineering. Barry was, you know, my partner has also computer engineering background. We thought like, let’s identify the pain points and let’s create something like, let’s use this AI like an assistant to fix that problem. Like that’s our first of all the foundation of thinking. How can we do that? Then obviously we find out a couple of problems that are important to look at. Number one is advertising PPC. We thought that there are some great companies doing that, why should we do that? So we let it the great company to do that. And the other couple of problems that we find out is like, one is like pricing, that nobody’s especially on the private label side Amazon is using dynamic pricing a lot. Like Amazon has hundreds of brands today. All of them are dynamic to the price. We think like, if we are able to incorporate like dynamic pricing into private labels, we can increase the profits by 20, 30% at least that was kind of our major goal. The second problem that we find was restocking. Which is like, we have seen that all during the COVID or Q4, the forecasting, the FBA restocking is always a big issue. And we kind of focused on that one. And finally, we thought like, Amazon is doing a lot of things which can be done. Like there are some damaged inventory, lost them inventory. So there’s a good possibility of reimbursing a lot of things. So we thought like, can we use also AI to cover the reimbursement? So repricing, that’s how we call it, repricing, re stocking and reimbursing became the idea. And then we started from repricing, continued with reimbursing and now we are also doing restocking too for our customers.
– You mentioned something on price rise. What’s that like? I’ve never heard that before.
– Yeah. I mean, think about that like today, many of the private label sellers, they want to launch a product. They decide like how much ROI they should get and then they put a static price, like, let’s say $49.99 as a price. Now we think that in the e-commerce world, that type of like aesthetic price doesn’t make much sense because like demand is changing all the time. The inventory is changing, the competition is changing and the seasonality is also different. Like even like during the same day, we analyze that even in the morning and evening, on the noon time, the prices can be different. Now Amazon allows you to do that. And we were already doing it for many years because if you look at the resellers, Amazon lets you to change the price almost every two minutes. And Eva is able to do that. So changing the price based on all these different factors can increase the profits a lot.
– Okay. So I got an item that I sell and every now and then I’ll sell more like on a Thursday I’ll sell more on a Saturday, what’s going to happen to my price. Is it gonna go up a little bit? Like what’s that difference? Is it just a dollar different? Is it 50 cents different? What does that look like if I started to get a lot of demand how much higher is my price going to go?
– No, that’s a great question. Well, what we are trying to do is, like for the same sales velocity, we are maximizing the profit by finding the best price point for the given sales velocity. Now that’s what AI is doing and how AI is doing that. Because AI is looking at yesterday’s data, like one week before the last eight weeks, last 12 weeks, last year, similar items the inventory levels and all that stuff. And then AI will come back with the best price point for the same sales velocity. So that’s what we do. Now, we limit that changes to minus three, two to 3% every day. So we are not trying to change it a lot because we want the pricing to follow advertising. So first, like I mean, we are almost like a price second company. So the most important element in creating demand is advertising. So once the advertising is done, we get the results and then we increase the price if the results are good, which means that also reduce the costs at the same time as well.
– Hmm. I have..
– I’ve got to check that out.
– yeah. I have so many questions because this is actually really fascinating to me. Typically when sellers like Kris and I think about repricing we think exclusively resellers. You’re trying to win the buy box, that’s why you do it. You’re manipulating your price so you get the buy box, so you get the sale. Private label sellers. I do change my price, but it is not very often it’s not dynamic and it’s always for whatever reason. If I’m launching a product, I put my price a little lower to help the launch. It slowly goes up, occasionally you reduce it. But this dynamic pricing is fascinating to me. And really, I mean you’re opening my mind to this whole concept right now of it. And I just have a ton of questions because it’s amazing. Now you mentioned that you did the 3% I’m assuming because I’ve made the mistake of raising my price too much and I lose the buy box on Amazon slaps me.
– Yeah. That’s called the buyback suppression. And I mean, by the way, like first of all, whenever I meet with a private label, I asked this question. Anybody is like selling on your listing and they always say, no, never I’m a private label, nobody’s on my listing. I’m telling you that 50% of the time there is somebody on that listing, 50%. And in some situations, 50 of the 50% it’s Amazon, its selling. And they’re like, how come Amazon is selling my private label? Well, I don’t know, but they do. Well, there are some reasons how they can do it but that’s not going to that much but there’s also retail arbitrage or wholesale arbitrage. There are some ways to get the same listings. And so there was always somebody in that listing too. So Eva, also Eva or we call it, she, because she is the one doing that, right? So she’s taking care of hijackers even if it is Amazon, that’s important. You can’t compete with Amazon, it’s normal. The other thing is, yeah, I mean that’s one point. I think that is important to mention. The other point is, sometimes Amazon thinks that you are selling things for a higher price on Amazon and maybe you’re selling it lower price on Shopify or Walmart, and that’s when Amazon suppress the buy box. Again, when I asked many private label sellers they think that they always have the buy box. And then I tell them like, have you checked Amazon seller central? Oh yeah. It’s 92%, so where is my 8%? Well, because it’s suppressed. Now, She, Eva will always go and check if anybody box is suppressed, it will also lower the price. Because it is better to lower the price and get the buy box rather than keep the same price and have a suppressed buy box. Because then the sales will go definitely 20 to 30% down. Nobody clicks two times to buy anything on Amazon. Everybody wants one time click. And if they don’t see the buy box they think maybe something is wrong. I mean, you know that like 30% of sellers think, sorry, buyers think, something is wrong with that, that’s why there is no buy box and they don’t buy.
– It’s really cool. I mean, I’m just trying to wrap my head around what all that’s happening here. And so how quickly is she detecting that you lose the buy box and making those adjustments?
– Well, it will be between five to 10 seconds. And in 100 seconds it will act in 125 seconds you will get the buy box. That’s how it works. So she’s super fast, especially if there are hijackers or if you lose the buy box. But if we are talking about private label pricing for sales velocity or inventory which has also like two important business cases, then it will be once a day. Because you don’t need to change the price every day, I mean more than once a day, but that’s more once a day. If there is a suppression, two minutes.
– In what circumstances is she raising the price? Like how is she knowing that it’s a good chance to lock in more profits right now?
– Yeah, let’s assume that we have a private label customer using is Sellozo, and Sellozo is like doing great job with PPC and as a result of that the sales velocity is increasing. So there are more products are sold. And as soon as Eva sees that, like there is a trend that the demand is increasing, it will gradually start increasing the price based on that. So that will be like one reason but it’s not the only thing that Eva is looking at. If the right season is coming and Eva knows that based on last year’s data, that this type of a product will sell better in the next month, then Eva will start gradually increasing the price and test how the things work. And these are kind of the main situations. Another one is, what if like, it’s Q4, your inventory level is going down and Eva understands that your inventory is less than seven days left, like let’s say. And then Eva will think like, as there is no restocking coming Eva will start increasing the price to maximize the profits but also delay the stackup. Because once you’re out of stock, your ranking will go down. Like your customers will be dissatisfied if they are looking for your product. So it’s always better to avoid it or delay it. Now, avoidance is more about restocking and delaying is more about pricing it in the right way.
– There’s so much opportunity here I think for private label sellers because…
– I think we lost Kris there.
– on guilty agent much, right? We’re worried about other things. So I think there’s a lot of opportunity here for that. But another one that you guys do is reimbursements. What’s that look like on your end? What do you guys do there?
– Well, because like the AI starts with data. Now, because we started doing pricing and we want to do it for private labels. I mean, today we are doing pricing on 10 million Amazon products, roughly, it’s huge. Okay. 10 million is huge. Now, but you need to have almost like billion data points to do the pricing because you need to know the competitors, order inventory and everything. Now, once we have all the data, we look at the older data and we kind of figure out that, Amazon is doing six, right? And there are like reimbursement companies, they are only focused on reimbursement and they are like overcharging the customers and it’s a manual service. We thought like, why don’t we use our AI and detect this anomalies super fast because we kind of detect it almost like instantly if anything happens, like for example, Amazon there is a lost in the inbound or there’s a verus problem, or Amazon reimburses something which is not the right amount. There’s like 28 to 30 cases that we’ll look at it. So we do it very fast but there is an Amazon policy, which says, you cannot like automate reimbursement. That’s why we have a huge theme but they like manually open the cases and follow up on that. But because we automated the whole discovery because we have all the data, it’s faster, cheaper and we are able to cover a lot more than anybody else can cover. And that’s called escrow reimbursements. Typically, if a private label is doing a hundred thousand dollars a month, you can assume the reimbursement can be between two to $4,000. And that’s what we have seen. We have seen even five 6% of the revenue can be reimbursed from Amazon.
– I think people are shocked, when the first time they do something with reimbursements and they realize how much Amazon owes them. I mean, it’s a no brainer to be doing that. And it’s really interesting that you’re using all that data from what you’re doing with repricing everything and it makes a good fit for the reimbursements. For someone who’s using your service, how are you charging for that? Are you charging a percentage of the reimbursements or is it a part of the flat fee or what is it?
– Yeah, I mean, what we try to do is really we want to make this reimbursements free for the Amazon sellers. I think we have seen companies charging 25%, 30% and they are not even addressing like 50% of the reimbursements that can be done. And for us, like we are more interested in subscriptions and loyal customers. So we welcome them. And if they join, we give them a lot of thousands of dollars of reimbursements are free, if they join and use our pricing or restocking features. And beyond that it’s 20% that we also charge. But in total it, because we do a lot of free reimbursements maybe they pay 10% of what has been recovered because they’re our customers.
– And I see here on your site, you got a good trial. That’s nice to see, you can look at demos as well which we’re big fans of, that’s what we do as well. So we love that. But what’s next, what’s coming down the pipeline there. I mean, we know we’re both software companies we’re always working on new features. Where do you see Eva going and how much more smarter can she get?
– Well, I mean, the next thing the thing we haven’t talked about is the restocking and that’s really a pain for most of the private labels and resellers who are FBA sellers. Okay. The audience is the FBA sellers and what we want to do with this is right now and we are just launching it this month. I mean, we already have a masterminds group like they do between 500 K to $3 million a month, the private labels and they are using the restocking module and we are launching it kind of next week, actually. So thank you for having me again. So with restocking, first of all at the SKU level, we’re going to say, how many units needs to be restocked and when? I mean, at any point of time the seller will have that visibility. The reason again why our forecast is more accurate, is because we are the one doing the pricing. So we know exactly what the sales velocity, not just the past sales velocity, we know the forecast that sales velocity has as well. So that’s one thing. But even more complex than that, which she will make it really simple. We rank the products based the profit that the seller can get per SKU, okay? And that information doesn’t exist on Amazon because Amazon doesn’t know the cost. Now we know the cost, we know the sales velocity, we incorporate all together in a balanced inventory algorithm and then she will find the balance of restocking the most profitable items and also ensuring that all the rest of the items are not going to be out of stock for a certain period of time. So that’s the kind of a great optimization problem to solve. That’s what she’s working on right now, Eva. And hopefully next week we have some great customers, they are loyal customers of us, and they are very happy with that. And they are asking us not to release it because it’s a great differentiator, but we want to release it to the whole community and hopefully everybody will like it. So then we can kind of complete the picture of repricing, restocking and reimbursement. That’s what are our focus is.
– The restocking you’re talking about just that again is opening my mind to a lot of opportunities. I have made this mistake so many times about investing my capital and probably the wrong products that I sell when I could be getting a higher profit margin on something else. And this to me is really interesting especially the more and more SKUs that you’re offering. It could be a mistake allocating your capital to, even though the product is a good seller you could be making more money with that money if you had the right product going. So this year, that’s the first time I’ve heard of that sort of analysis of where to allocate your capital and what product you should be putting in. That is really interesting to me. So you’ve opened my mind the two things today, private private-label repricing, and then also this restocking forecasting, really I mean.
– I mean restocking like, the first time like two years ago when we were like putting a vision together, I was thinking that Amazon is nothing, not very different than NASDAQ. So there are stocks you need to know in which stock to invest, you need to know like what should be the price. So that’s why I mean like, it’s like, we already figure out the stock pricing right now and the next thing is like, which stock to invest. I mean, that’s what we are doing with restocking. So we kind of take this analogy. And even today, everyday we are having almost like for 10 million products we are roughly having like 500 million transactions. We’re going to hit to a billion very soon. It’s almost working like a bank now, the whole Eva. And a lot of data is helping us to come up with decisions around this three major things that I think that can help Amazon sellers a lot so that they can focus on growth with advertising or sourcing and manufacturing the right products. That’s what we are trying to do.
– Well, I’m a big fan of trying new software. I think I sign up for everything really. So you can probably see my name come through pretty shortly after this podcast, because I mean, I’m really curious to check out the pricing. That’s something that really got my attention. I just assumed it was repricing for just like.
– Yeah, yeah.
– Maximize profits and stuff. I’m gonna check it out.
– Yeah, sure. I mean like, we try to keep it really cost-effective like many of like, I mean it’s a Silicon valley based company, so we have investors and all the time even venture capitalists are pushing like, you should focus on the large sellers. We don’t do that. Like, we try to help the ones that are just starting their journey and they can start with Eva, as like for $24 a month. And many people think like, oh, is it a joke? Like you’re talking about all this stuff and billion things and transactions at $24? Not really, you know like we think that all these small sellers, I mean some of them will fail, but some of them will make sure that, they find enough money to have their freedom. And then some others will become like a million dollar sellers. That’s how the million dollar sellers were also started with a lot less capital, right? So, and then it goes up to like a $500 charge even beyond the $250,000 a month. So it’s very cost-effective to use Eva and we are happy with that. We are more in like helping people and they all appreciate the price so far. And our customers love to stay with Eva that’s also one thing that I very much like to see.
– Yeah. I’m sold too. You’re going to see another name come through your system, besides Kris’s after this. And I want to go before we use up all your time, I want to touch real quick. Okay. So as a seller, as a private label seller, I hook up Eva and she’s managing the pricing of my private label product. What am I doing? Am I putting in just parameters? Like I’m willing to be 29, 99 to 36? Or is it open-ended or am I putting in my cost of goods or what parameters are we working on, on this pricing?
– Right. So, first of all, we always say that we are the Netflix of Amazon world. What does it mean like? We want you to watch Eva. Like it’s more about like, I mean, this is not like a webinar that I showed you what Eva is but it’s pretty much like visualizing everything that you need to see. For example, when we talk about pricing, you’re going to be having like seven days, what’s going on with the price. What happened if you had any competitors or even Amazon entered to your account or not. You’re going to be seeing your orders, inventory, everything. So you just watch how it works. The only thing that you need to put there is, what is your cost and what’s the ROI that you want to get? These are the kinds of the two things that is important. The rest is taken care of by Eva. You don’t need anything else. By the way, one of the design principles with Eva, is what we call the laziness, okay? It’s important, like my CTO is a lazy guy. I hope he’s not watching us. But you know, he’s like, he’s thinking like, I mean, I’m an Amazon seller. Of course, he doesn’t look at it from the laziness but he wants to make sure that the software is doing this stuff rather than putting a lot of parameters and everything because all the data is already on Amazon. We can fix that three problems by just use… But I cannot like take the best picture of the product, right? So we want the Amazon seller to focus on best manufacturer or supplier, best price when buying something and also the right video, the right picture. These are the things that requires the intelligence of the Amazon seller. The rest she can take care I mean, Eva.
– Sounds like Eva needs to meet Sellozo.
– They focus on the same stuff.
– Yes, let’s arrange the first date .
– First date.
– We have a lot of sellers using Sellozo and I mean, they are very happy with that. And they’re also happy that their restocking and pricing problems are sorted out. So I think it’s a great combination like Sellozo and Eva, it’s a great combination. It’s a great complimentary product. So our sellers can focus on their brand value.
– You’re a hundred percent right. There’s nothing that kills an advertising campaign faster than going out of stock. And you’re ranking, where you’re trying to rank your product, it dies. But yeah, I’m sold. I’ll say what, I love the passion that you have. It’s really fun to talk to, I mean, Kris and I are pretty passionate about this business and all this. And I would say to a degree, I’m that lazy type. I mean it’s the whole reason why this business model is attractive. I don’t want to run a warehouse. I don’t want it. I mean, Amazon FBA allows you to make decisions and sell worldwide, you can be a one man show and do it. Because you’re letting Amazon take care of a lot of the work. This is just one more thing, one more tool in your belt if you can price competitively. I’ve really got to think. I mean, I’ve really got to sit on this, this pricing has got me really thinking about opportunities that I’ve missed. I’m trying to think all the way through like, product launches how I just maybe cut my price too low, too long or all these different things I could’ve done differently to maybe have better success. I got to meet Eva, that’s what I going to do.
– Absolutely. Like Eva is waiting for you. She’s available today evening. But you know, I fully agree with you. Yeah. So I’m very really glad that you invited me and it’s an honor to be on your podcast and for sure that Sellozo and Eva can do, like it’s a great combination for the sellers. And one will push for the growth, the other will take care of all the profitability and ensure that the right profit is coming. It’s a great combination.
– I love it. It really is. And now before we jump off, tell everybody out there they’re listening right now. They’ve sold on it, they want to meet Eva now, how do they go about signing up and what do they do to get in contact with you?
– Yeah. It’s pretty easy. I mean, Eva that girl is the name of the company, as well as Eva that girl is the name of the website. So if you go to Eva that girl there is a start 15 days trial button and that will take like three minutes. And once the data is downloaded, then it will be ready to go for pricing and everything. And if anybody wants to reach out to me, as my name is also pretty simple as hai.mag@Evathatgirl will be my email. And for, I think we should do something special for sellers or user, listeners like users, as well as the listeners. I think that will be great. So we’re gonna, if anybody says they are using Sellozo, then we’re gonna give a thousand dollars reimbursement for free. And if they connect with Eva, I think that will be a great start. At least we give a thousand dollars cash and that will help the sellers to go and it will be like couple of months of free software, that’s pretty much .
– If you’re listening and you use Sellozo, that is free cash.
– Please take it.
– Oh my gosh. You might get a lot of sign up.
– And that is simple.
– Yeah, we’ll be happy with that.
– That’s absolutely fantastic. We really appreciate it. We’ll put that in the show notes as well and make sure everyone knows that they can do that. But Hai, we really appreciate you coming on. We’re getting you back on. So maybe in a month or two months we’ll get you back on here. We’ll talk about whatever else you got going on. It’s the Amazon world changes every day, so, it’s nice to keep chatting with everybody, but unbelievable. Thanks so much for the time.
– Absolutely. Always a pleasure to be your guest for sure.
– Well, thanks for coming on.
– Yep. And everybody listening out there, thank you for tuning in. If you’d like content like this, if you want to just be on Facebook and all of a sudden a video pops up where somebody is giving you a thousand dollars free reimbursement credit, this is what you need to be sure to subscribe to Sellozo Facebook page, to Sellozo those YouTube channel. Make sure you turn on notifications so you know when we go live, we go live almost every day. Also stay tuned, Kris and I are doing a special project called operation launch, where we are from start to finish, opening up a brand new Amazon account, sourcing a brand new product, launching it fully transparent. It’s like a docuseries where you get to watch us do things right, and do things wrong. It’s going to be a lot of fun. Hai, we’re going to get you involved. Once we launched that product, we’re going to do some pricing on that. So we’ll bring you in on that as well. So everyone stay tuned for that. Thanks for tuning in. And we’ll be back at this again on Monday. Have a great day.