Latest / Let's talk Marketplace / Bootstrapped on marketplaces -it's possible! #LTM120

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Bootstrapped on marketplaces -it's possible! #LTM120 · Let's talk Marketplace

• 0:00
  Today
• 0:00
  at
• 0:00
  let's
• 0:00
  Talk
• 0:01
  Marketplace,
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  we
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  talked.
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  About
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  the
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  Marketplace
• 0:03
  story
• 0:03
  of
• 0:04
  the
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  German
• 0:04
  supplements
• 0:05
  brands
• 0:05
  BabyFORTE,
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  MascuPRO
• 0:07
  and
• 0:07
  PuriaFAM.
• 0:08
  Founder
• 0:09
  Anna
• 0:09
  Maria
• 0:10
  Silinger
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  told
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  us
• 0:11
  how
• 0:11
  she
• 0:11
  uses
• 0:12
  Amazon,
• 0:12
  Doc
• 0:13
  Morris
• 0:13
  and
• 0:13
  Shop
• 0:13
  Apotheke
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  as
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  her
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  main
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  sales
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  channels
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  and.
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  Why
• 0:16
  she
• 0:17
  withdrew
• 0:17
  her
• 0:17
  products
• 0:18
  from
• 0:18
  the
• 0:18
  brick
• 0:18
  and
• 0:18
  mortar
• 0:19
  pharmacies
• 0:19
  after
• 0:19
  those
• 0:20
  retailers
• 0:20
  stole
• 0:21
  her
• 0:21
  Amazon
• 0:21
  buy
• 0:22
  box.
• 0:22
  Have
• 0:23
  fun
• 0:23
  listening.
• 0:28
  Let's
• 0:29
  Talk
• 0:29
  Marketplace.
• 0:30
  The
• 0:30
  Marketplace
• 0:31
  podcast
• 0:31
  with
• 0:32
  Ingrid
• 0:32
  Lommer
• 0:32
  and
• 0:33
  Valerie
• 0:33
  Dichtl.
• 0:37
  Hey,
• 0:37
  everyone.
• 0:37
  Great
• 0:38
  you
• 0:38
  tuned
• 0:38
  in
• 0:38
  again
• 0:39
  to
• 0:39
  Let's
• 0:39
  talk
• 0:39
  Marketplace.
• 0:40
  And
• 0:40
  today
• 0:41
  we
• 0:41
  have
• 0:41
  a
• 0:41
  topic
• 0:41
  for
• 0:42
  you
• 0:42
  that
• 0:42
  we
• 0:43
  don't
• 0:43
  touch
• 0:43
  on
• 0:44
  that
• 0:44
  often
• 0:45
  or
• 0:45
  haven't
• 0:46
  even
• 0:46
  featured
• 0:47
  it
• 0:47
  yet,
• 0:47
  because
• 0:47
  we're
• 0:48
  going
• 0:48
  to
• 0:48
  talk
• 0:48
  about
• 0:48
  supplements.
• 0:50
  Do
• 0:50
  you
• 0:50
  think,
• 0:50
  Valerie,
• 0:51
  did
• 0:51
  we
• 0:51
  touch
• 0:51
  upon
• 0:51
  that?
• 0:52
  We
• 0:52
  touched
• 0:53
  upon
• 0:53
  it
• 0:53
  once
• 0:54
  a
• 0:54
  little
• 0:55
  bit
• 0:55
  in
• 0:55
  our
• 0:55
  episode
• 0:56
  with
• 0:56
  my
• 0:56
  friend
• 0:56
  Gregor
• 0:58
  where
• 0:58
  we
• 0:58
  talked
• 0:58
  about
• 0:59
  the
• 0:59
  healthcare
• 0:59
  industry
• 0:59
  on
• 1:00
  Marketplaces
• 1:00
  and
• 1:01
  especially
• 1:01
  on
• 1:02
  Amazon.
• 1:02
  So
• 1:03
  what
• 1:03
  do
• 1:04
  you
• 1:04
  have
• 1:04
  in
• 1:04
  mind
• 1:04
  today?
• 1:05
  I
• 1:06
  thought,
• 1:06
  because
• 1:07
  when
• 1:07
  we
• 1:08
  talked
• 1:08
  with
• 1:08
  Gregor,
• 1:09
  it
• 1:09
  was
• 1:09
  his
• 1:09
  perspective
• 1:10
  of
• 1:10
  a
• 1:11
  supplier,
• 1:11
  of
• 1:11
  a
• 1:12
  service
• 1:12
  provider.
• 1:13
  And
• 1:13
  today
• 1:14
  I
• 1:14
  thought
• 1:14
  it
• 1:14
  would
• 1:14
  be
• 1:14
  great
• 1:15
  to
• 1:15
  get
• 1:15
  a
• 1:15
  brand's
• 1:16
  point
• 1:16
  of
• 1:16
  view
• 1:16
  on
• 1:16
  the
• 1:17
  topic.
• 1:17
  And
• 1:17
  that
• 1:18
  is
• 1:18
  fitting
• 1:18
  really
• 1:18
  good
• 1:19
  because
• 1:19
  it
• 1:19
  gives
• 1:19
  me
• 1:19
  the
• 1:20
  opportunity
• 1:20
  to
• 1:20
  bring
• 1:20
  in
• 1:21
  a
• 1:21
  guest
• 1:21
  on
• 1:21
  the
• 1:21
  show
• 1:21
  that
• 1:22
  was
• 1:22
  in
• 1:22
  my
• 1:22
  list
• 1:22
  for
• 1:23
  quite
• 1:23
  a
• 1:23
  while.
• 1:24
  She
• 1:24
  is
• 1:24
  the
• 1:24
  founder
• 1:25
  of
• 1:25
  the
• 1:25
  supplement
• 1:25
  brands
• 1:26
  BabyFORTE,
• 1:27
  MascoPRO
• 1:28
  and
• 1:28
  PuriaFAM.
• 1:29
  And
• 1:29
  she's
• 1:29
  been
• 1:29
  active
• 1:30
  in
• 1:30
  the
• 1:30
  German
• 1:30
  Amazon
• 1:31
  scene
• 1:31
  for
• 1:32
  over
• 1:32
  10
• 1:32
  years,
• 1:33
  I
• 1:33
  think.
• 1:33
  And
• 1:34
  I
• 1:34
  think
• 1:34
  she
• 1:35
  is
• 1:35
  the
• 1:35
  only
• 1:35
  brand
• 1:36
  owner
• 1:36
  who
• 1:36
  has
• 1:37
  ever
• 1:37
  told
• 1:37
  me
• 1:37
  that
• 1:38
  she
• 1:38
  has
• 1:38
  removed
• 1:38
  her
• 1:39
  products
• 1:39
  from
• 1:39
  the
• 1:39
  brick
• 1:40
  and
• 1:40
  mortar
• 1:40
  sales
• 1:41
  channels
• 1:41
  because,
• 1:42
  and
• 1:42
  I
• 1:42
  quote,
• 1:43
  the
• 1:43
  distribution
• 1:44
  over
• 1:44
  those
• 1:44
  classic
• 1:45
  retailers
• 1:45
  cannibalized
• 1:46
  her
• 1:46
  Amazon
• 1:47
  strategy.
• 1:48
  So
• 1:48
  I
• 1:48
  think
• 1:48
  that
• 1:48
  is
• 1:48
  a
• 1:49
  nice
• 1:49
  starting
• 1:50
  point
• 1:50
  for
• 1:50
  a
• 1:50
  conversation.
• 1:51
  So
• 1:51
  welcome,
• 1:52
  Anna
• 1:52
  Maria
• 1:52
  Silinger.
• 1:53
  Hi.
• 1:54
  Hi.
• 1:54
  It's
• 1:55
  great
• 1:55
  to
• 1:55
  be
• 1:55
  here.
• 1:56
  Thank
• 1:56
  you
• 1:56
  for
• 1:57
  inviting
• 1:57
  me.
• 2:00
  Yeah,
• 2:00
  welcome,
• 2:01
  Anna
• 2:01
  Maria.
• 2:01
  It's
• 2:02
  really
• 2:02
  nice
• 2:02
  to
• 2:02
  meet
• 2:02
  you.
• 2:02
  I
• 2:03
  know
• 2:03
  Ingrid
• 2:03
  has
• 2:03
  been
• 2:03
  connected
• 2:04
  with
• 2:04
  you
• 2:04
  for
• 2:04
  quite
• 2:05
  a
• 2:05
  while
• 2:05
  already,
• 2:05
  but
• 2:06
  we
• 2:06
  haven't
• 2:06
  had
• 2:06
  the
• 2:06
  pleasure
• 2:07
  yet.
• 2:08
  And
• 2:08
  that
• 2:08
  was
• 2:08
  an
• 2:08
  interesting
• 2:09
  introduction
• 2:10
  just
• 2:10
  now,
• 2:10
  which
• 2:11
  opens
• 2:11
  a
• 2:11
  lot
• 2:12
  of
• 2:12
  questions,
• 2:12
  I
• 2:12
  would
• 2:12
  say.
• 2:13
  But
• 2:14
  before
• 2:14
  we
• 2:14
  dive
• 2:14
  into
• 2:15
  those,
• 2:15
  why
• 2:16
  don't
• 2:16
  you
• 2:16
  introduce
• 2:17
  yourself
• 2:17
  a
• 2:17
  little
• 2:17
  bit
• 2:17
  more?
• 2:18
  So
• 2:18
  who
• 2:18
  are
• 2:19
  you?
• 2:19
  Anna
• 2:19
  Maria?
• 2:21
  Yeah,
• 2:21
  I
• 2:21
  mean,
• 2:21
  I'm
• 2:21
  Anna
• 2:22
  and
• 2:22
  I'm
• 2:22
  the
• 2:23
  founder
• 2:23
  by
• 2:23
  now
• 2:24
  of
• 2:24
  three
• 2:24
  D2C
• 2:25
  brands,
• 2:25
  which
• 2:26
  are
• 2:26
  Babyforte,
• 2:28
  which
• 2:28
  is
• 2:28
  the
• 2:28
  product
• 2:29
  line
• 2:29
  for
• 2:30
  women
• 2:31
  before
• 2:31
  and
• 2:32
  during
• 2:32
  pregnancy.
• 2:33
  Then
• 2:33
  we
• 2:33
  have
• 2:34
  Mascopro,
• 2:35
  which
• 2:35
  is
• 2:35
  a
• 2:35
  product
• 2:36
  line
• 2:36
  for
• 2:37
  men,
• 2:37
  especially
• 2:39
  for
• 2:39
  fertility.
• 2:40
  And
• 2:41
  then
• 2:41
  we
• 2:41
  have
• 2:41
  a
• 2:42
  product
• 2:42
  line
• 2:42
  by
• 2:42
  now,
• 2:42
  a
• 2:43
  third
• 2:43
  one,
• 2:43
  which
• 2:43
  is
• 2:44
  called
• 2:44
  puriaFum,
• 2:45
  which
• 2:45
  addresses
• 2:45
  women's
• 2:46
  health
• 2:46
  beyond
• 2:47
  pregnancy.
• 2:48
  And
• 2:48
  like
• 2:48
  you
• 2:49
  said,
• 2:49
  I
• 2:49
  mean,
• 2:49
  we
• 2:50
  exclusively
• 2:51
  sell
• 2:51
  D2C,
• 2:52
  so
• 2:52
  especially
• 2:53
  on
• 2:53
  Amazon,
• 2:53
  but
• 2:54
  also
• 2:54
  on
• 2:54
  other
• 2:54
  marketplaces
• 2:55
  and
• 2:56
  in
• 2:56
  our
• 2:56
  own
• 2:56
  shops.
• 2:58
  And
• 2:59
  how
• 2:59
  did
• 2:59
  you
• 2:59
  come
• 3:00
  up
• 3:00
  with
• 3:00
  this
• 3:00
  topic?
• 3:01
  I
• 3:01
  mean,
• 3:02
  I
• 3:02
  think
• 3:02
  you
• 3:03
  just
• 3:03
  stood
• 3:03
  up
• 3:04
  one
• 3:04
  day
• 3:04
  and
• 3:04
  said,
• 3:04
  like,
• 3:05
  okay,
• 3:05
  now
• 3:05
  I'm
• 3:05
  doing
• 3:05
  those
• 3:06
  brands
• 3:06
  and
• 3:06
  sell
• 3:07
  it
• 3:07
  reseller
• 3:07
  on
• 3:08
  Amazon.
• 3:08
  And
• 3:08
  how
• 3:09
  did
• 3:09
  that
• 3:09
  happen?
• 3:11
  Well,
• 3:11
  I
• 3:11
  mean,
• 3:11
  I
• 3:12
  was
• 3:12
  already.
• 3:12
  I
• 3:12
  had
• 3:12
  a
• 3:13
  connection
• 3:13
  on
• 3:13
  a
• 3:13
  professional
• 3:14
  level.
• 3:15
  I
• 3:15
  worked
• 3:15
  in
• 3:15
  a
• 3:15
  company
• 3:16
  where
• 3:16
  we
• 3:16
  sold
• 3:16
  Quick
• 3:17
  tests
• 3:17
  before,
• 3:18
  so
• 3:18
  it
• 3:18
  was
• 3:18
  not
• 3:18
  really
• 3:19
  that
• 3:19
  far
• 3:19
  off.
• 3:21
  But
• 3:21
  then
• 3:21
  I
• 3:21
  had
• 3:22
  the
• 3:22
  idea
• 3:23
  in
• 3:23
  a
• 3:23
  personal
• 3:24
  moment.
• 3:24
  So,
• 3:24
  you
• 3:25
  know,
• 3:25
  I
• 3:25
  was
• 3:25
  sitting
• 3:26
  there
• 3:26
  with
• 3:26
  a
• 3:26
  friend
• 3:26
  who
• 3:27
  was
• 3:27
  starting
• 3:28
  her
• 3:28
  family
• 3:28
  journey.
• 3:29
  She
• 3:29
  and
• 3:29
  her
• 3:29
  husband,
• 3:30
  they
• 3:30
  wanted
• 3:30
  to
• 3:31
  have
• 3:31
  a
• 3:31
  baby.
• 3:32
  And
• 3:32
  she
• 3:32
  told
• 3:33
  me
• 3:33
  that
• 3:34
  she
• 3:34
  deliberately
• 3:35
  decided
• 3:36
  not
• 3:37
  to
• 3:37
  take
• 3:37
  any
• 3:37
  of
• 3:38
  the
• 3:38
  well
• 3:39
  established
• 3:40
  big
• 3:40
  brands
• 3:41
  or
• 3:41
  products
• 3:41
  from
• 3:42
  one
• 3:42
  of
• 3:42
  these
• 3:42
  brands
• 3:42
  because
• 3:43
  she
• 3:43
  said
• 3:43
  that
• 3:44
  many
• 3:44
  of
• 3:44
  them,
• 3:44
  and
• 3:45
  I
• 3:45
  think
• 3:45
  she's
• 3:45
  right,
• 3:45
  they
• 3:46
  use
• 3:46
  a
• 3:46
  lot
• 3:47
  of,
• 3:47
  you
• 3:47
  know,
• 3:47
  artificial
• 3:48
  colorants,
• 3:49
  they
• 3:49
  use
• 3:49
  unnecessary
• 3:50
  fillers,
• 3:51
  you
• 3:51
  know,
• 3:51
  coatings
• 3:52
  around
• 3:52
  the
• 3:52
  tablets
• 3:52
  that
• 3:53
  make
• 3:53
  them
• 3:53
  look
• 3:53
  very
• 3:54
  shiny.
• 3:55
  And
• 3:56
  so
• 3:56
  what
• 3:56
  she
• 3:56
  did
• 3:56
  was
• 3:57
  she
• 3:58
  bought
• 3:58
  a
• 3:59
  lot
• 3:59
  of
• 3:59
  different
• 3:59
  supplements,
• 4:00
  like
• 4:01
  individual
• 4:01
  products.
• 4:02
  And
• 4:02
  she
• 4:03
  was
• 4:03
  basically
• 4:03
  opening
• 4:04
  a
• 4:04
  drawer
• 4:04
  and
• 4:04
  I
• 4:04
  thought,
• 4:05
  wow,
• 4:05
  that's
• 4:05
  really
• 4:05
  a
• 4:05
  lot.
• 4:07
  And
• 4:07
  I
• 4:08
  think
• 4:08
  for
• 4:08
  her
• 4:08
  it
• 4:08
  was
• 4:08
  very
• 4:09
  complex
• 4:09
  to
• 4:10
  decide,
• 4:10
  decide
• 4:10
  which
• 4:11
  products
• 4:11
  to
• 4:11
  take,
• 4:11
  you
• 4:12
  know,
• 4:12
  and
• 4:12
  some,
• 4:12
  you
• 4:12
  know,
• 4:12
  they
• 4:13
  had
• 4:13
  a
• 4:13
  bit
• 4:13
  of
• 4:13
  a
• 4:14
  funny
• 4:14
  smell
• 4:15
  or
• 4:15
  she
• 4:15
  said
• 4:15
  that
• 4:15
  she
• 4:16
  didn't
• 4:16
  tolerate
• 4:17
  some
• 4:17
  of
• 4:17
  them.
• 4:17
  And
• 4:17
  so
• 4:18
  I
• 4:18
  thought,
• 4:18
  well,
• 4:18
  maybe
• 4:18
  that's
• 4:19
  a
• 4:19
  good
• 4:19
  idea.
• 4:19
  I
• 4:19
  think
• 4:19
  I
• 4:20
  can,
• 4:20
  I
• 4:20
  can
• 4:20
  do
• 4:20
  that
• 4:20
  better.
• 4:21
  And
• 4:22
  yeah,
• 4:22
  that's
• 4:22
  how,
• 4:23
  how
• 4:23
  I
• 4:23
  came
• 4:24
  to
• 4:24
  the
• 4:24
  concrete
• 4:25
  idea
• 4:25
  of
• 4:26
  Baby
• 4:26
  Forte.
• 4:27
  Wow.
• 4:28
  But
• 4:28
  you
• 4:28
  don't
• 4:28
  have
• 4:28
  any
• 4:29
  background
• 4:29
  in
• 4:29
  medicine
• 4:30
  or
• 4:30
  something
• 4:30
  like
• 4:30
  that?
• 4:31
  No,
• 4:31
  I
• 4:31
  think,
• 4:32
  I
• 4:32
  mean,
• 4:32
  I
• 4:32
  just
• 4:32
  dove
• 4:33
  into
• 4:33
  that,
• 4:33
  you
• 4:33
  know,
• 4:34
  from
• 4:34
  a
• 4:34
  marketing
• 4:34
  perspective
• 4:35
  mainly,
• 4:36
  and
• 4:36
  I
• 4:36
  had
• 4:36
  some
• 4:37
  idea
• 4:37
  because
• 4:37
  Quick
• 4:37
  Tests
• 4:38
  are
• 4:38
  medical
• 4:38
  products
• 4:39
  as
• 4:39
  well.
• 4:40
  So,
• 4:40
  you
• 4:40
  know,
• 4:40
  I
• 4:40
  had
• 4:40
  some
• 4:41
  like.
• 4:42
  Yeah,
• 4:42
  I
• 4:42
  mean,
• 4:42
  I
• 4:42
  had
• 4:42
  some
• 4:43
  professional
• 4:44
  idea
• 4:44
  about
• 4:44
  that.
• 4:45
  But
• 4:45
  then
• 4:46
  again,
• 4:47
  I
• 4:47
  think
• 4:47
  I
• 4:48
  understood
• 4:49
  also
• 4:49
  that
• 4:49
  I
• 4:50
  need
• 4:50
  to
• 4:50
  find
• 4:50
  very
• 4:51
  professional
• 4:51
  partners
• 4:52
  to
• 4:52
  live
• 4:52
  up
• 4:53
  to,
• 4:53
  you
• 4:53
  know,
• 4:54
  the
• 4:54
  standards
• 4:54
  of
• 4:54
  quality
• 4:55
  management
• 4:55
  and
• 4:56
  compliance
• 4:56
  in
• 4:56
  that
• 4:57
  respect.
• 4:57
  So
• 4:57
  we
• 4:57
  build
• 4:57
  on
• 4:58
  that
• 4:58
  quite
• 4:58
  early.
• 4:58
  Yeah.
• 5:00
  And
• 5:00
  how
• 5:00
  long
• 5:01
  is
• 5:01
  this
• 5:01
  a
• 5:01
  go?
• 5:03
  Well,
• 5:03
  that
• 5:03
  was
• 5:04
  actually,
• 5:04
  I
• 5:04
  think
• 5:04
  15
• 5:05
  years
• 5:05
  ago.
• 5:06
  So
• 5:07
  that
• 5:08
  was
• 5:08
  definitely
• 5:09
  quite
• 5:09
  a
• 5:09
  while.
• 5:10
  Yeah.
• 5:10
  Okay,
• 5:11
  great.
• 5:12
  And
• 5:13
  what
• 5:13
  would
• 5:13
  you
• 5:13
  say
• 5:14
  are
• 5:14
  you
• 5:14
  doing
• 5:14
  best
• 5:14
  in
• 5:15
  the
• 5:15
  marketplace
• 5:15
  business?
• 5:18
  I
• 5:19
  mean,
• 5:19
  I
• 5:19
  think
• 5:19
  what
• 5:19
  we
• 5:19
  are
• 5:20
  doing
• 5:20
  best,
• 5:20
  it's
• 5:21
  always
• 5:21
  difficult
• 5:21
  to
• 5:22
  say.
• 5:22
  There
• 5:22
  are
• 5:22
  a
• 5:22
  lot
• 5:22
  of
• 5:22
  people
• 5:23
  who
• 5:23
  do
• 5:23
  a
• 5:23
  lot
• 5:24
  of
• 5:24
  very
• 5:24
  good
• 5:25
  things,
• 5:25
  you
• 5:25
  know,
• 5:26
  very
• 5:26
  professional
• 5:27
  strategies.
• 5:27
  But
• 5:27
  I
• 5:28
  think
• 5:28
  that
• 5:29
  one
• 5:29
  thing
• 5:30
  that
• 5:30
  we
• 5:30
  did
• 5:30
  very
• 5:31
  well
• 5:31
  is
• 5:31
  that
• 5:32
  we
• 5:32
  understood
• 5:32
  quite
• 5:33
  early
• 5:33
  what
• 5:34
  a
• 5:34
  chance
• 5:35
  marketplaces
• 5:36
  could
• 5:36
  be.
• 5:37
  Because
• 5:37
  in
• 5:37
  the
• 5:37
  end,
• 5:37
  I
• 5:38
  think
• 5:38
  a
• 5:38
  brand
• 5:38
  is
• 5:38
  a
• 5:39
  very
• 5:39
  strong
• 5:39
  asset.
• 5:39
  And
• 5:40
  I
• 5:40
  think
• 5:40
  when
• 5:40
  you
• 5:40
  sell
• 5:41
  on
• 5:41
  Amazon,
• 5:43
  you
• 5:43
  know
• 5:43
  that
• 5:44
  better
• 5:44
  than
• 5:44
  I
• 5:44
  do.
• 5:44
  There
• 5:45
  are
• 5:45
  a
• 5:45
  lot
• 5:45
  of
• 5:45
  categories
• 5:46
  where
• 5:46
  it's
• 5:46
  difficult
• 5:47
  to
• 5:47
  get
• 5:47
  in
• 5:48
  later
• 5:48
  on
• 5:48
  because
• 5:49
  there
• 5:49
  are
• 5:49
  such
• 5:50
  strong
• 5:50
  sellers
• 5:51
  with
• 5:51
  so
• 5:52
  many
• 5:52
  reviews.
• 5:52
  And
• 5:52
  so
• 5:53
  I
• 5:53
  think
• 5:53
  that
• 5:54
  what
• 5:54
  we
• 5:54
  did
• 5:54
  quite
• 5:55
  smart
• 5:55
  is
• 5:55
  that
• 5:55
  we
• 5:56
  understood
• 5:57
  the
• 5:57
  importance
• 5:57
  of
• 5:58
  marketplaces
• 5:58
  in
• 5:59
  a
• 5:59
  very,
• 5:59
  very
• 5:59
  early
• 6:00
  stage.
• 6:02
  Okay,
• 6:03
  and
• 6:03
  then
• 6:03
  let's
• 6:03
  come
• 6:03
  to
• 6:03
  the
• 6:04
  more
• 6:04
  fun
• 6:04
  part.
• 6:06
  So
• 6:06
  tell
• 6:06
  us
• 6:07
  a
• 6:07
  fun
• 6:07
  fact
• 6:07
  about
• 6:08
  you,
• 6:08
  Anna.
• 6:09
  Could
• 6:09
  also
• 6:09
  be
• 6:10
  a
• 6:10
  private
• 6:10
  one.
• 6:11
  A
• 6:12
  fun
• 6:12
  fact
• 6:12
  about
• 6:13
  me?
• 6:14
  Let
• 6:14
  me
• 6:14
  think
• 6:15
  about
• 6:15
  it.
• 6:18
  That's
• 6:18
  a
• 6:19
  difficult
• 6:19
  question.
• 6:23
  I
• 6:23
  will
• 6:23
  tell
• 6:23
  you
• 6:23
  one
• 6:24
  fact
• 6:24
  about
• 6:24
  me.
• 6:25
  I
• 6:25
  will
• 6:25
  tell
• 6:25
  you
• 6:25
  about
• 6:26
  my
• 6:26
  favorite
• 6:27
  KPI
• 6:27
  that
• 6:28
  I'm
• 6:28
  obsessing
• 6:28
  about
• 6:29
  and
• 6:29
  that
• 6:29
  I'm,
• 6:29
  I
• 6:30
  think,
• 6:30
  getting
• 6:30
  on
• 6:31
  my
• 6:31
  team's
• 6:31
  nerves
• 6:32
  about
• 6:32
  with
• 6:32
  every
• 6:33
  week.
• 6:33
  I
• 6:34
  love
• 6:34
  looking
• 6:34
  at
• 6:35
  the
• 6:35
  CTR
• 6:35
  and
• 6:36
  I'm
• 6:36
  constantly
• 6:37
  getting
• 6:38
  on
• 6:38
  my
• 6:38
  team's
• 6:38
  nerves
• 6:39
  that
• 6:39
  we
• 6:39
  have
• 6:39
  to
• 6:39
  look
• 6:39
  at
• 6:40
  ctrs.
• 6:40
  Every
• 6:41
  day
• 6:41
  I'm
• 6:41
  comparing
• 6:42
  products.
• 6:42
  I'm
• 6:42
  really
• 6:43
  obsessed
• 6:43
  with
• 6:43
  that
• 6:45
  because
• 6:45
  I
• 6:45
  always
• 6:46
  say,
• 6:46
  guys,
• 6:46
  you
• 6:46
  know,
• 6:47
  we
• 6:47
  don't
• 6:47
  need
• 6:47
  to
• 6:47
  think
• 6:47
  about
• 6:48
  conversion
• 6:48
  rate
• 6:49
  if
• 6:49
  nobody
• 6:49
  visits
• 6:50
  our
• 6:50
  product
• 6:50
  page.
• 6:51
  So
• 6:51
  please
• 6:51
  look
• 6:51
  at
• 6:51
  the
• 6:52
  ctr.
• 6:54
  I'm
• 6:54
  challenging
• 6:55
  all
• 6:55
  the
• 6:55
  time.
• 6:55
  So
• 6:56
  I
• 6:56
  think
• 6:56
  when
• 6:56
  you
• 6:57
  ask
• 6:57
  anybody
• 6:57
  from
• 6:58
  my
• 6:58
  team,
• 6:58
  you
• 6:58
  know,
• 6:58
  what's
• 6:59
  Anna's
• 7:00
  favorite
• 7:00
  thing
• 7:00
  to
• 7:01
  talk
• 7:01
  about?
• 7:01
  It's
• 7:01
  the
• 7:02
  ctr.
• 7:02
  The
• 7:02
  ctr.
• 7:04
  Nice
• 7:05
  one.
• 7:07
  Very
• 7:07
  nice.
• 7:07
  Anna.
• 7:08
  Then
• 7:08
  we
• 7:09
  have
• 7:10
  been
• 7:10
  getting
• 7:10
  to
• 7:11
  know
• 7:11
  you
• 7:11
  a
• 7:11
  bit
• 7:11
  better
• 7:11
  now
• 7:12
  and
• 7:12
  I
• 7:13
  think
• 7:13
  you
• 7:13
  are
• 7:14
  just
• 7:14
  the
• 7:14
  right
• 7:14
  person
• 7:15
  to
• 7:15
  dive
• 7:15
  into
• 7:15
  this
• 7:16
  topic.
• 7:16
  Supplements
• 7:17
  on
• 7:17
  marketplaces.
• 7:18
  So
• 7:18
  it's
• 7:18
  great
• 7:19
  that
• 7:19
  you're
• 7:19
  here
• 7:19
  but.
• 7:20
  And
• 7:20
  yeah,
• 7:21
  we'll
• 7:21
  do
• 7:21
  that.
• 7:21
  We'll
• 7:22
  dive
• 7:22
  into
• 7:22
  that.
• 7:22
  But
• 7:23
  before,
• 7:23
  before
• 7:23
  we
• 7:23
  do
• 7:23
  that,
• 7:23
  a
• 7:24
  very
• 7:24
  short
• 7:24
  advertising
• 7:25
  break
• 7:25
  in
• 7:26
  which
• 7:26
  we'll
• 7:26
  talk
• 7:26
  about
• 7:26
  something
• 7:27
  that
• 7:27
  some
• 7:27
  people
• 7:27
  might
• 7:28
  not
• 7:28
  like
• 7:28
  to
• 7:28
  talk
• 7:28
  so
• 7:29
  much
• 7:29
  about
• 7:29
  and
• 7:29
  that
• 7:29
  is
• 7:30
  taxes.
• 7:35
  Today
• 7:36
  I
• 7:36
  would
• 7:36
  like
• 7:36
  to
• 7:36
  introduce
• 7:37
  you
• 7:37
  to
• 7:37
  our
• 7:37
  sponsor
• 7:38
  and
• 7:38
  partner.
• 7:38
  Taxdoo.
• 7:39
  The
• 7:39
  service
• 7:40
  provider
• 7:40
  aims
• 7:40
  to
• 7:41
  make
• 7:41
  life
• 7:41
  easier
• 7:41
  for
• 7:42
  marketplace
• 7:42
  users
• 7:43
  by
• 7:43
  automating
• 7:44
  unpleasant
• 7:44
  tasks
• 7:45
  such
• 7:45
  as
• 7:45
  sales
• 7:45
  tax
• 7:46
  compliance
• 7:46
  and
• 7:46
  accounting.
• 7:47
  Taxdoo
• 7:48
  was
• 7:48
  founded
• 7:48
  in
• 7:49
  Hamburg
• 7:49
  in
• 7:49
  2016
• 7:50
  and
• 7:50
  now
• 7:51
  employs
• 7:51
  160
• 7:52
  people.
• 7:53
  Managing
• 7:53
  director
• 7:54
  Roger
• 7:54
  Gothmann
• 7:55
  was
• 7:55
  himself
• 7:56
  a
• 7:56
  tax
• 7:56
  manager
• 7:57
  at
• 7:57
  the
• 7:57
  Federal
• 7:57
  Central
• 7:58
  Tax
• 7:58
  Office
• 7:59
  and
• 7:59
  now
• 7:59
  enjoys
• 8:00
  explaining
• 8:00
  the
• 8:00
  special
• 8:00
  circumstances
• 8:01
  of
• 8:01
  E
• 8:02
  commerce
• 8:02
  for
• 8:02
  two
• 8:03
  tax
• 8:03
  advisors
• 8:04
  for
• 8:04
  which
• 8:04
  German
• 8:05
  and
• 8:05
  European
• 8:05
  tax
• 8:06
  law
• 8:06
  was
• 8:07
  not
• 8:07
  really
• 8:07
  developed.
• 8:08
  Taxdoo
• 8:09
  offers
• 8:09
  a
• 8:10
  comprehensive
• 8:10
  platform
• 8:10
  for
• 8:11
  online
• 8:11
  retailers
• 8:11
  who
• 8:12
  need
• 8:12
  to
• 8:12
  carry
• 8:12
  out
• 8:12
  legally
• 8:13
  compliant
• 8:13
  and
• 8:14
  efficient
• 8:14
  sales
• 8:15
  tax
• 8:15
  reporting
• 8:15
  and
• 8:16
  accounting
• 8:16
  processes.
• 8:17
  The
• 8:17
  software
• 8:18
  analyzes
• 8:18
  all
• 8:19
  Sales
• 8:19
  fees
• 8:20
  and
• 8:20
  payments
• 8:20
  and
• 8:21
  resulting
• 8:21
  in
• 8:21
  a
• 8:21
  transparent
• 8:22
  and
• 8:22
  audit
• 8:23
  proof
• 8:23
  solution.
• 8:24
  The
• 8:24
  Taxdoo
• 8:25
  platform
• 8:25
  is
• 8:26
  seamlessly
• 8:27
  integrated
• 8:28
  with
• 8:28
  many
• 8:28
  marketplaces
• 8:29
  and
• 8:29
  can
• 8:29
  handle
• 8:30
  all
• 8:30
  EU
• 8:30
  and
• 8:31
  UK
• 8:32
  sales
• 8:32
  tax
• 8:33
  processing,
• 8:34
  including
• 8:34
  OSS
• 8:35
  exports.
• 8:36
  Yeah,
• 8:36
  so
• 8:36
  if
• 8:37
  you
• 8:37
  want
• 8:37
  to
• 8:37
  make
• 8:37
  tax
• 8:37
  a
• 8:38
  bit
• 8:38
  easier
• 8:38
  and
• 8:38
  have
• 8:39
  less
• 8:39
  to
• 8:39
  do
• 8:39
  with
• 8:39
  bureaucracy
• 8:40
  in
• 8:40
  the
• 8:40
  future,
• 8:41
  you
• 8:41
  might
• 8:41
  like
• 8:41
  to
• 8:42
  take
• 8:42
  a
• 8:42
  look
• 8:42
  at
• 8:42
  Taxdoo's
• 8:43
  solution.
• 8:43
  And
• 8:44
  if
• 8:44
  you
• 8:44
  want
• 8:44
  to
• 8:44
  know
• 8:45
  more
• 8:45
  about
• 8:45
  that,
• 8:46
  read
• 8:46
  our
• 8:46
  blog
• 8:47
  article
• 8:47
  which
• 8:47
  is
• 8:48
  quite
• 8:48
  in
• 8:48
  depth
• 8:48
  actually.
• 8:49
  We'll
• 8:49
  link
• 8:49
  it
• 8:49
  in
• 8:49
  the
• 8:50
  show
• 8:50
  notes
• 8:50
  and
• 8:50
  you'll
• 8:51
  also
• 8:51
  find
• 8:51
  a
• 8:51
  full
• 8:51
  table
• 8:52
  of
• 8:52
  all
• 8:52
  vit
• 8:53
  rates
• 8:54
  in
• 8:54
  the
• 8:54
  eu,
• 8:55
  UK
• 8:55
  and
• 8:55
  Switzerland.
• 8:57
  So
• 8:57
  that
• 8:57
  might
• 8:57
  be
• 8:57
  helpful.
• 9:04
  Okay,
• 9:05
  so
• 9:06
  right
• 9:06
  Anna,
• 9:07
  let's
• 9:07
  talk
• 9:07
  a
• 9:08
  bit
• 9:08
  about
• 9:08
  your
• 9:08
  first
• 9:09
  brand
• 9:09
  about
• 9:09
  BabyForte.
• 9:10
  That's
• 9:11
  where
• 9:11
  you
• 9:11
  started
• 9:11
  with
• 9:12
  and
• 9:12
  you
• 9:12
  started,
• 9:12
  as
• 9:13
  you
• 9:13
  said,
• 9:13
  as
• 9:14
  a
• 9:14
  pure
• 9:14
  Amazon
• 9:15
  brand
• 9:15
  10
• 9:16
  years
• 9:16
  ago.
• 9:17
  Why
• 9:18
  did
• 9:18
  you
• 9:18
  start
• 9:18
  there?
• 9:18
  I
• 9:19
  mean
• 9:19
  this
• 9:19
  is
• 9:19
  not
• 9:19
  like
• 9:19
  the
• 9:20
  normal
• 9:20
  point
• 9:21
  of,
• 9:21
  of
• 9:22
  sales
• 9:22
  that
• 9:22
  people
• 9:23
  10
• 9:23
  years
• 9:23
  ago
• 9:23
  would
• 9:24
  think
• 9:24
  about
• 9:24
  when
• 9:24
  they
• 9:25
  thought
• 9:25
  about,
• 9:26
  yeah,
• 9:26
  pregnancy
• 9:27
  supplements.
• 9:28
  So
• 9:28
  why
• 9:28
  Amazon?
• 9:30
  I
• 9:30
  mean
• 9:30
  in
• 9:31
  the
• 9:31
  end
• 9:31
  I
• 9:31
  think
• 9:31
  where
• 9:32
  we
• 9:32
  are
• 9:32
  that,
• 9:32
  you
• 9:32
  know,
• 9:32
  we
• 9:33
  are
• 9:33
  in
• 9:33
  a
• 9:33
  market
• 9:34
  where
• 9:34
  the
• 9:34
  established
• 9:35
  brands
• 9:36
  they
• 9:36
  traditionally
• 9:37
  sell
• 9:37
  via
• 9:38
  pharmacies.
• 9:39
  And
• 9:39
  so
• 9:40
  I
• 9:40
  understood
• 9:41
  quite
• 9:41
  early
• 9:41
  that
• 9:41
  it's,
• 9:42
  it's
• 9:42
  very
• 9:43
  difficult
• 9:43
  as
• 9:43
  a
• 9:43
  new
• 9:44
  brand
• 9:44
  to
• 9:44
  really
• 9:45
  still
• 9:45
  enter
• 9:45
  that
• 9:46
  game.
• 9:46
  You
• 9:46
  know.
• 9:46
  And
• 9:47
  then
• 9:47
  when
• 9:48
  Amazon
• 9:48
  started
• 9:48
  growing,
• 9:49
  I
• 9:49
  mean
• 9:49
  in
• 9:49
  the
• 9:50
  first
• 9:50
  years
• 9:50
  you
• 9:50
  could
• 9:50
  already
• 9:51
  see
• 9:51
  the
• 9:51
  success
• 9:52
  that
• 9:52
  they
• 9:52
  had
• 9:52
  with
• 9:53
  books.
• 9:53
  And
• 9:53
  I
• 9:54
  understood,
• 9:54
  okay,
• 9:54
  this
• 9:55
  might
• 9:55
  really
• 9:55
  be
• 9:55
  an
• 9:55
  advantage
• 9:56
  in
• 9:56
  E
• 9:56
  commerce
• 9:57
  that
• 9:57
  they
• 9:58
  take
• 9:58
  over
• 9:58
  this
• 9:59
  very
• 9:59
  fast
• 9:59
  shipping
• 10:00
  with
• 10:00
  fba.
• 10:01
  And
• 10:01
  I
• 10:02
  saw
• 10:02
  that
• 10:02
  the
• 10:02
  marketplace
• 10:03
  was
• 10:03
  growing.
• 10:04
  So
• 10:04
  I
• 10:04
  guess
• 10:05
  at
• 10:05
  first,
• 10:05
  you
• 10:05
  know,
• 10:05
  it
• 10:06
  was,
• 10:06
  it
• 10:06
  was
• 10:06
  pretty
• 10:07
  much
• 10:07
  a
• 10:07
  guess
• 10:07
  that
• 10:07
  this
• 10:08
  could
• 10:08
  become
• 10:08
  something
• 10:09
  big.
• 10:09
  But
• 10:10
  I
• 10:11
  thought
• 10:11
  at
• 10:11
  the
• 10:11
  time
• 10:12
  that
• 10:12
  it
• 10:12
  was,
• 10:13
  it
• 10:13
  was
• 10:13
  worth
• 10:13
  a
• 10:13
  try.
• 10:14
  And
• 10:14
  then
• 10:15
  I
• 10:15
  had
• 10:15
  the
• 10:16
  brand
• 10:16
  already,
• 10:16
  I
• 10:17
  had
• 10:17
  the
• 10:17
  product,
• 10:17
  I
• 10:17
  just
• 10:18
  had
• 10:18
  one
• 10:18
  product
• 10:18
  at
• 10:19
  that
• 10:19
  time
• 10:20
  and
• 10:21
  so
• 10:21
  I
• 10:21
  decided
• 10:22
  to
• 10:23
  launch
• 10:23
  and
• 10:24
  when
• 10:24
  we
• 10:24
  did,
• 10:25
  I
• 10:25
  was
• 10:25
  still
• 10:26
  the
• 10:26
  CEO
• 10:26
  of
• 10:26
  a
• 10:27
  different
• 10:27
  company.
• 10:27
  So
• 10:28
  you
• 10:28
  know,
• 10:28
  at
• 10:28
  first
• 10:29
  it
• 10:29
  was
• 10:29
  really
• 10:29
  a
• 10:29
  side
• 10:30
  project.
• 10:30
  So
• 10:30
  I
• 10:30
  just
• 10:31
  hired
• 10:31
  two
• 10:31
  part
• 10:32
  time
• 10:32
  employees,
• 10:33
  launched
• 10:33
  the
• 10:33
  product
• 10:34
  on
• 10:34
  Amazon
• 10:34
  and
• 10:35
  that's
• 10:35
  pretty
• 10:35
  much
• 10:35
  what
• 10:35
  I
• 10:35
  did.
• 10:36
  And
• 10:37
  what
• 10:37
  I
• 10:37
  saw
• 10:37
  was
• 10:38
  that
• 10:39
  the
• 10:40
  product,
• 10:40
  the
• 10:41
  turnover
• 10:41
  of
• 10:41
  the
• 10:42
  product
• 10:42
  was
• 10:42
  developing
• 10:43
  quite
• 10:44
  positively,
• 10:44
  especially
• 10:45
  you
• 10:45
  know,
• 10:45
  as
• 10:46
  we
• 10:46
  just,
• 10:46
  I
• 10:47
  mean,
• 10:47
  I
• 10:47
  mean
• 10:47
  it's
• 10:47
  not
• 10:48
  that
• 10:48
  we
• 10:48
  did
• 10:48
  nothing
• 10:48
  but
• 10:49
  we
• 10:49
  didn't
• 10:49
  really
• 10:49
  do
• 10:49
  a
• 10:50
  lot.
• 10:50
  We
• 10:50
  mainly
• 10:50
  listed
• 10:51
  the
• 10:51
  product
• 10:51
  and
• 10:51
  you
• 10:52
  know,
• 10:52
  did
• 10:52
  some
• 10:52
  groundwork,
• 10:53
  some
• 10:53
  accounting,
• 10:53
  you
• 10:54
  know,
• 10:54
  shipped
• 10:54
  the
• 10:54
  products
• 10:54
  there.
• 10:55
  And
• 10:56
  so,
• 10:56
  you
• 10:57
  know,
• 10:57
  the
• 10:57
  more
• 10:57
  I
• 10:57
  observed
• 10:58
  that,
• 10:58
  the
• 10:58
  more
• 10:59
  I
• 10:59
  got
• 10:59
  the
• 10:59
  idea,
• 11:00
  okay,
• 11:00
  this
• 11:00
  could
• 11:01
  really
• 11:01
  be
• 11:01
  a
• 11:02
  new
• 11:02
  approach
• 11:02
  to
• 11:03
  the
• 11:03
  market
• 11:03
  and
• 11:04
  maybe
• 11:04
  for
• 11:04
  us,
• 11:04
  for
• 11:04
  our
• 11:05
  Brand
• 11:05
  a
• 11:05
  chance
• 11:06
  to
• 11:07
  get
• 11:07
  in
• 11:07
  there,
• 11:07
  you
• 11:08
  know,
• 11:08
  next
• 11:08
  to
• 11:08
  these
• 11:09
  very
• 11:09
  established
• 11:10
  brand.
• 11:10
  And
• 11:11
  so
• 11:11
  that
• 11:11
  was
• 11:12
  how
• 11:12
  I
• 11:13
  got
• 11:13
  that
• 11:13
  idea.
• 11:15
  So
• 11:15
  how
• 11:15
  did
• 11:16
  that
• 11:16
  market
• 11:17
  change
• 11:17
  for
• 11:17
  you
• 11:17
  in
• 11:17
  the
• 11:18
  last
• 11:18
  10
• 11:18
  years?
• 11:18
  I
• 11:18
  mean,
• 11:19
  when
• 11:19
  you
• 11:19
  started
• 11:19
  out
• 11:19
  there,
• 11:20
  you
• 11:20
  said
• 11:20
  yourself
• 11:23
  your
• 11:23
  classic
• 11:23
  competitors
• 11:24
  would
• 11:25
  normally
• 11:25
  only
• 11:26
  go
• 11:26
  through
• 11:26
  pharmacies.
• 11:27
  Has
• 11:27
  that
• 11:28
  changed?
• 11:28
  Is
• 11:29
  the
• 11:29
  market
• 11:30
  now
• 11:30
  more
• 11:30
  competitive
• 11:31
  than
• 11:31
  it
• 11:31
  used
• 11:31
  to
• 11:31
  be
• 11:32
  10
• 11:32
  years
• 11:32
  ago?
• 11:32
  Yeah,
• 11:33
  it's
• 11:33
  a
• 11:34
  lot
• 11:34
  more
• 11:34
  competitive.
• 11:34
  I
• 11:35
  mean,
• 11:35
  when
• 11:35
  we
• 11:35
  started,
• 11:36
  I
• 11:36
  think
• 11:37
  we
• 11:38
  basically
• 11:38
  had
• 11:38
  the
• 11:39
  only
• 11:39
  products
• 11:40
  that
• 11:40
  you
• 11:40
  could
• 11:40
  take
• 11:41
  seriously.
• 11:42
  I
• 11:42
  mean,
• 11:43
  the
• 11:44
  platform
• 11:44
  was
• 11:45
  there,
• 11:45
  there
• 11:45
  were
• 11:46
  not
• 11:46
  really
• 11:46
  any
• 11:47
  regulatory
• 11:48
  issues.
• 11:49
  You
• 11:49
  just
• 11:50
  listed
• 11:50
  a
• 11:50
  product,
• 11:50
  you
• 11:51
  showed
• 11:51
  the
• 11:52
  front
• 11:52
  and
• 11:52
  the
• 11:52
  back
• 11:52
  and
• 11:53
  off
• 11:53
  you
• 11:53
  went.
• 11:54
  So
• 11:54
  that
• 11:54
  was
• 11:55
  the
• 11:55
  start.
• 11:55
  And
• 11:56
  I
• 11:56
  mean,
• 11:56
  today
• 11:56
  that
• 11:57
  is
• 11:57
  completely
• 11:57
  different.
• 11:58
  And
• 11:58
  I
• 11:58
  think
• 11:59
  also
• 12:00
  a
• 12:00
  difference
• 12:01
  today
• 12:01
  is
• 12:01
  that
• 12:02
  when
• 12:02
  you
• 12:02
  look
• 12:02
  at
• 12:02
  the
• 12:03
  list
• 12:03
  of
• 12:03
  the,
• 12:03
  let's
• 12:04
  say,
• 12:04
  100
• 12:04
  most
• 12:05
  successful
• 12:06
  sellers
• 12:06
  on
• 12:06
  Amazon,
• 12:07
  you
• 12:07
  will
• 12:08
  find
• 12:08
  several
• 12:09
  big
• 12:09
  online
• 12:09
  pharmacies
• 12:10
  there.
• 12:10
  So
• 12:11
  it's
• 12:12
  a
• 12:12
  huge
• 12:13
  shift.
• 12:14
  And
• 12:15
  also
• 12:15
  in
• 12:15
  regard
• 12:16
  to
• 12:16
  how
• 12:17
  we
• 12:17
  need
• 12:17
  to
• 12:17
  understand
• 12:18
  the
• 12:18
  marketplace,
• 12:19
  how
• 12:19
  professional
• 12:20
  you
• 12:20
  need
• 12:20
  to
• 12:21
  be
• 12:21
  there.
• 12:21
  I
• 12:21
  think
• 12:22
  back
• 12:22
  then
• 12:22
  I
• 12:23
  started
• 12:23
  my
• 12:23
  business
• 12:23
  with
• 12:24
  €4,000.
• 12:25
  I
• 12:25
  think
• 12:25
  today
• 12:26
  that
• 12:26
  would
• 12:26
  be
• 12:26
  very,
• 12:26
  very
• 12:27
  difficult
• 12:27
  because
• 12:27
  you
• 12:28
  need
• 12:28
  more
• 12:29
  upfront
• 12:29
  investments
• 12:30
  and
• 12:30
  reviews
• 12:31
  with
• 12:32
  Amazon,
• 12:32
  vine
• 12:32
  or
• 12:34
  in
• 12:34
  advertising.
• 12:35
  So
• 12:35
  I
• 12:35
  think
• 12:36
  today
• 12:36
  it's
• 12:36
  a
• 12:36
  whole
• 12:37
  different
• 12:37
  story.
• 12:37
  And,
• 12:38
  and
• 12:38
  we
• 12:38
  experienced
• 12:39
  that
• 12:39
  also
• 12:39
  because
• 12:40
  we
• 12:40
  launch
• 12:40
  different
• 12:40
  brands
• 12:41
  now.
• 12:41
  So
• 12:41
  when
• 12:42
  I
• 12:42
  think
• 12:42
  of
• 12:43
  the
• 12:43
  early
• 12:43
  days
• 12:44
  of
• 12:44
  BabyForte,
• 12:46
  the
• 12:46
  early
• 12:47
  days
• 12:47
  of
• 12:47
  PuriaFam,
• 12:48
  it's
• 12:48
  a
• 12:48
  whole
• 12:48
  different
• 12:48
  story.
• 12:50
  And
• 12:50
  how
• 12:51
  many
• 12:51
  different
• 12:51
  products
• 12:51
  are
• 12:52
  you
• 12:52
  selling?
• 12:54
  I
• 12:54
  think
• 12:54
  right
• 12:54
  now
• 12:55
  we
• 12:56
  have
• 12:57
  around
• 12:57
  40
• 12:57
  products
• 12:58
  in
• 12:58
  our
• 12:58
  portfolio,
• 12:59
  but
• 12:59
  also
• 13:00
  with
• 13:00
  different
• 13:00
  package
• 13:01
  sizes.
• 13:02
  So
• 13:03
  that
• 13:03
  was
• 13:03
  an
• 13:03
  important
• 13:03
  point
• 13:04
  for
• 13:04
  us.
• 13:04
  When
• 13:05
  you
• 13:05
  sell
• 13:05
  on
• 13:05
  marketplaces,
• 13:06
  you
• 13:06
  also
• 13:07
  need
• 13:07
  a
• 13:08
  certain
• 13:08
  amount
• 13:08
  of
• 13:09
  average
• 13:09
  baskets.
• 13:10
  So
• 13:10
  we
• 13:10
  thought,
• 13:11
  okay,
• 13:11
  maybe
• 13:11
  it's
• 13:11
  good
• 13:11
  to
• 13:12
  not
• 13:12
  just
• 13:12
  have
• 13:12
  one,
• 13:12
  but
• 13:13
  to
• 13:13
  have
• 13:13
  different
• 13:13
  package
• 13:14
  sizes
• 13:14
  and
• 13:15
  then
• 13:15
  we
• 13:15
  can
• 13:15
  also,
• 13:16
  you
• 13:16
  know,
• 13:16
  discount
• 13:17
  them
• 13:17
  for
• 13:17
  our
• 13:18
  customers
• 13:18
  a
• 13:18
  little
• 13:18
  bit
• 13:19
  more.
• 13:19
  So
• 13:20
  that
• 13:20
  was
• 13:21
  quite
• 13:21
  good.
• 13:21
  But
• 13:21
  I
• 13:21
  think,
• 13:21
  you
• 13:22
  know,
• 13:22
  for
• 13:22
  us
• 13:22
  it's
• 13:22
  not
• 13:23
  really
• 13:23
  about
• 13:24
  having
• 13:24
  a
• 13:24
  huge
• 13:25
  product
• 13:25
  portfolio.
• 13:26
  It's
• 13:26
  more
• 13:26
  about
• 13:27
  really
• 13:27
  finding
• 13:28
  a
• 13:28
  good
• 13:28
  fit
• 13:29
  for
• 13:29
  our
• 13:29
  customers.
• 13:31
  So.
• 13:31
  Yeah,
• 13:32
  yeah,
• 13:32
  yeah,
• 13:33
  yeah,
• 13:33
  definitely.
• 13:36
  So
• 13:36
  how
• 13:36
  did
• 13:37
  that
• 13:37
  company
• 13:38
  of
• 13:38
  yours
• 13:38
  evolve
• 13:39
  all
• 13:39
  the
• 13:39
  time?
• 13:39
  Because
• 13:40
  before,
• 13:41
  when
• 13:41
  we
• 13:41
  talked
• 13:41
  a
• 13:41
  bit
• 13:41
  about
• 13:42
  how
• 13:42
  we're
• 13:42
  going
• 13:42
  to
• 13:43
  set
• 13:43
  up
• 13:43
  this
• 13:43
  podcast,
• 13:43
  you
• 13:44
  told
• 13:44
  me
• 13:44
  that
• 13:44
  one
• 13:44
  of
• 13:44
  your.
• 13:46
  You
• 13:46
  feel
• 13:46
  like
• 13:46
  as
• 13:47
  you
• 13:47
  are
• 13:47
  at
• 13:47
  the
• 13:47
  moment,
• 13:48
  mostly
• 13:49
  trying
• 13:49
  to
• 13:50
  get
• 13:50
  your
• 13:50
  startup
• 13:51
  to
• 13:51
  change
• 13:52
  into
• 13:52
  a
• 13:52
  mature
• 13:52
  company.
• 13:53
  So
• 13:53
  what
• 13:54
  do
• 13:54
  you
• 13:54
  mean
• 13:54
  by
• 13:54
  that?
• 13:55
  What
• 13:55
  has
• 13:56
  changed
• 13:57
  in
• 13:57
  your
• 13:57
  internal
• 13:58
  setup?
• 13:58
  And
• 13:58
  also
• 13:58
  for
• 13:58
  you,
• 13:59
  as
• 13:59
  a
• 13:59
  founder
• 14:00
  of
• 14:00
  a
• 14:00
  marketplace
• 14:01
  driven
• 14:01
  company,
• 14:02
  what
• 14:02
  makes
• 14:02
  a
• 14:02
  mature
• 14:03
  marketplace
• 14:03
  company?
• 14:05
  I
• 14:05
  mean,
• 14:05
  I
• 14:06
  think
• 14:06
  in
• 14:06
  the
• 14:07
  end,
• 14:07
  you
• 14:07
  know,
• 14:07
  when
• 14:07
  I
• 14:08
  look
• 14:08
  back
• 14:08
  and
• 14:08
  when
• 14:08
  I
• 14:08
  look
• 14:09
  at
• 14:09
  the
• 14:09
  journey
• 14:09
  from
• 14:10
  where
• 14:10
  I
• 14:10
  started
• 14:11
  to
• 14:11
  where
• 14:11
  I
• 14:11
  am
• 14:12
  today,
• 14:12
  I
• 14:12
  think,
• 14:13
  you
• 14:13
  know,
• 14:13
  at
• 14:14
  first
• 14:14
  it
• 14:14
  was
• 14:14
  this,
• 14:15
  this
• 14:15
  time
• 14:16
  where,
• 14:16
  like,
• 14:17
  I
• 14:17
  would
• 14:17
  say
• 14:17
  the
• 14:17
  first,
• 14:18
  I
• 14:18
  don't
• 14:18
  know,
• 14:18
  like
• 14:19
  one,
• 14:19
  two
• 14:19
  years,
• 14:19
  it
• 14:20
  was
• 14:20
  really
• 14:20
  about
• 14:20
  understanding
• 14:21
  the
• 14:21
  marketplace,
• 14:22
  understanding
• 14:23
  customers,
• 14:24
  understanding,
• 14:25
  you
• 14:25
  know,
• 14:25
  okay,
• 14:26
  what
• 14:26
  sort
• 14:26
  of
• 14:27
  products
• 14:27
  do
• 14:27
  customers
• 14:28
  really
• 14:28
  want
• 14:28
  and
• 14:29
  how
• 14:29
  does
• 14:29
  the
• 14:29
  marketplace
• 14:30
  work.
• 14:31
  And
• 14:31
  I
• 14:31
  think
• 14:31
  when
• 14:32
  you
• 14:32
  want
• 14:32
  to
• 14:32
  be
• 14:32
  successful
• 14:34
  online
• 14:34
  and
• 14:35
  on
• 14:35
  marketplaces,
• 14:36
  an
• 14:36
  environment
• 14:37
  with
• 14:37
  a
• 14:37
  lot
• 14:37
  of
• 14:37
  reviews,
• 14:38
  you
• 14:38
  need
• 14:39
  to
• 14:39
  be
• 14:39
  obsessed
• 14:40
  with
• 14:40
  product
• 14:40
  quality
• 14:41
  because
• 14:41
  otherwise
• 14:42
  it
• 14:42
  doesn't
• 14:42
  work
• 14:42
  in
• 14:43
  the
• 14:43
  long
• 14:43
  term.
• 14:43
  So
• 14:43
  I
• 14:43
  think
• 14:43
  that
• 14:44
  was
• 14:44
  really
• 14:45
  the
• 14:45
  start.
• 14:47
  And
• 14:47
  then
• 14:47
  I
• 14:48
  think
• 14:49
  the
• 14:49
  next
• 14:50
  thing
• 14:50
  that
• 14:50
  came
• 14:50
  or
• 14:51
  the
• 14:51
  next
• 14:51
  milestones
• 14:52
  that
• 14:52
  came
• 14:52
  along
• 14:53
  the
• 14:53
  way
• 14:53
  were
• 14:53
  that
• 14:55
  we
• 14:55
  realized,
• 14:55
  okay,
• 14:56
  I
• 14:56
  mean,
• 14:56
  having
• 14:56
  a
• 14:57
  brand
• 14:57
  new
• 14:57
  for
• 14:58
  women,
• 14:58
  for
• 14:59
  pregnancy
• 14:59
  is
• 14:59
  a
• 15:00
  very
• 15:00
  good
• 15:00
  start.
• 15:00
  But
• 15:01
  in
• 15:01
  the
• 15:01
  end
• 15:01
  it
• 15:01
  has
• 15:02
  a
• 15:03
  certain
• 15:03
  limitation.
• 15:03
  We
• 15:04
  realized,
• 15:04
  okay,
• 15:05
  men
• 15:05
  also
• 15:05
  want
• 15:06
  something
• 15:06
  for
• 15:06
  fertility.
• 15:07
  So
• 15:08
  the
• 15:08
  next
• 15:09
  milestones
• 15:10
  were,
• 15:10
  on
• 15:10
  the
• 15:10
  one
• 15:11
  hand,
• 15:11
  enlarging
• 15:12
  the
• 15:12
  product
• 15:12
  portfolio,
• 15:13
  also
• 15:13
  thinking
• 15:14
  about,
• 15:14
  okay,
• 15:15
  what
• 15:15
  can
• 15:15
  we
• 15:15
  do
• 15:15
  for
• 15:16
  men
• 15:16
  who
• 15:17
  also
• 15:17
  have
• 15:17
  similar
• 15:17
  issues?
• 15:18
  So
• 15:18
  we
• 15:18
  launched
• 15:19
  the
• 15:20
  second
• 15:20
  brand
• 15:21
  and
• 15:21
  the
• 15:22
  third
• 15:22
  brand.
• 15:22
  And
• 15:23
  I
• 15:23
  think
• 15:24
  once
• 15:24
  that
• 15:24
  was
• 15:25
  done,
• 15:25
  it
• 15:25
  was,
• 15:25
  in
• 15:25
  the
• 15:26
  end,
• 15:26
  you
• 15:26
  know,
• 15:27
  sounds
• 15:27
  simple,
• 15:28
  but,
• 15:28
  you
• 15:28
  know,
• 15:28
  in
• 15:28
  the
• 15:28
  end
• 15:28
  it
• 15:29
  was
• 15:29
  a
• 15:29
  matter
• 15:29
  of
• 15:29
  scaling,
• 15:30
  you
• 15:30
  know,
• 15:30
  so
• 15:30
  it
• 15:30
  was
• 15:31
  this,
• 15:31
  this
• 15:31
  journey
• 15:32
  from
• 15:32
  becoming
• 15:33
  a
• 15:33
  solo
• 15:33
  entrepreneur
• 15:34
  to
• 15:34
  really
• 15:35
  building
• 15:35
  a
• 15:35
  team,
• 15:36
  building
• 15:36
  structures,
• 15:37
  launching
• 15:37
  on
• 15:38
  more
• 15:38
  platforms.
• 15:40
  And
• 15:40
  so,
• 15:41
  yeah,
• 15:41
  I
• 15:42
  mean,
• 15:42
  looking
• 15:42
  back,
• 15:42
  I
• 15:43
  think
• 15:43
  this
• 15:43
  time
• 15:44
  of,
• 15:44
  like,
• 15:44
  groundwork
• 15:45
  of
• 15:45
  really
• 15:46
  understanding
• 15:46
  how
• 15:47
  does
• 15:47
  that
• 15:47
  work
• 15:47
  to
• 15:47
  sell
• 15:48
  on
• 15:48
  marketplaces,
• 15:48
  that
• 15:49
  was
• 15:49
  really
• 15:50
  the
• 15:50
  base
• 15:50
  for
• 15:50
  everything.
• 15:51
  And
• 15:52
  since
• 15:52
  then,
• 15:53
  we
• 15:53
  have
• 15:54
  1
• 15:54
  million
• 15:54
  growth
• 15:55
  pains
• 15:55
  all
• 15:56
  along
• 15:56
  the
• 15:56
  way.
• 15:56
  Always,
• 15:57
  you
• 15:57
  know,
• 15:57
  that's
• 15:57
  everyday
• 15:58
  life
• 15:58
  of
• 15:58
  an
• 15:59
  entrepreneur,
• 16:00
  I
• 16:00
  would
• 16:00
  say.
• 16:00
  Who
• 16:01
  hasn't?
• 16:01
  Yes,
• 16:02
  who
• 16:03
  hasn't?
• 16:03
  That's
• 16:03
  right.
• 16:05
  But
• 16:05
  in
• 16:05
  the
• 16:05
  end,
• 16:05
  I
• 16:06
  think,
• 16:07
  yeah,
• 16:07
  once
• 16:08
  you
• 16:08
  really
• 16:08
  understand
• 16:09
  Amazon,
• 16:10
  you
• 16:10
  know,
• 16:10
  as
• 16:10
  the
• 16:10
  mother
• 16:11
  of
• 16:11
  all
• 16:11
  German
• 16:12
  marketplaces,
• 16:12
  I
• 16:13
  would
• 16:13
  say
• 16:13
  then,
• 16:13
  you
• 16:14
  know,
• 16:14
  from
• 16:14
  then
• 16:14
  on,
• 16:14
  it's.
• 16:15
  Yeah,
• 16:16
  I'm
• 16:16
  not
• 16:16
  sure
• 16:17
  if
• 16:17
  it
• 16:17
  really
• 16:17
  gets
• 16:17
  easier,
• 16:18
  but
• 16:18
  at
• 16:18
  least,
• 16:18
  you
• 16:18
  know.
• 16:19
  I
• 16:19
  wouldn't
• 16:19
  say
• 16:19
  it
• 16:20
  gets
• 16:20
  easier,
• 16:20
  but
• 16:21
  you
• 16:21
  have
• 16:22
  the
• 16:22
  base,
• 16:23
  a
• 16:23
  really
• 16:23
  good
• 16:23
  base.
• 16:24
  Right.
• 16:24
  And
• 16:24
  a
• 16:25
  long
• 16:25
  base
• 16:25
  for
• 16:25
  your
• 16:25
  products.
• 16:26
  When
• 16:26
  did
• 16:27
  you
• 16:27
  start
• 16:27
  with
• 16:27
  the
• 16:27
  last
• 16:27
  brand?
• 16:29
  Yeah,
• 16:30
  the
• 16:30
  last
• 16:30
  brand.
• 16:30
  We
• 16:31
  started
• 16:31
  it,
• 16:32
  I
• 16:33
  think,
• 16:34
  about
• 16:34
  three
• 16:34
  years
• 16:34
  ago.
• 16:36
  And
• 16:36
  to
• 16:37
  be
• 16:37
  honest,
• 16:37
  it
• 16:37
  grew
• 16:38
  much
• 16:38
  slower
• 16:38
  than
• 16:38
  expected.
• 16:40
  Not
• 16:40
  because
• 16:40
  it
• 16:40
  was
• 16:40
  not
• 16:41
  successful.
• 16:41
  Not
• 16:42
  successful.
• 16:42
  But
• 16:42
  I
• 16:43
  think,
• 16:43
  you
• 16:43
  know,
• 16:43
  what
• 16:43
  happened.
• 16:44
  Was
• 16:44
  that
• 16:45
  the
• 16:45
  competition
• 16:45
  was
• 16:46
  bigger.
• 16:46
  No,
• 16:47
  I
• 16:47
  think
• 16:47
  that
• 16:48
  actually
• 16:48
  Baby
• 16:48
  Volta
• 16:49
  and
• 16:49
  Mascarpo,
• 16:50
  they
• 16:50
  sort
• 16:50
  of
• 16:50
  outperformed
• 16:51
  it,
• 16:51
  you
• 16:51
  know,
• 16:52
  So
• 16:52
  I
• 16:52
  think
• 16:52
  Baby
• 16:52
  Forte
• 16:53
  and
• 16:53
  Mascarpo
• 16:54
  were
• 16:54
  So
• 16:55
  much
• 16:55
  stronger
• 16:55
  than
• 16:57
  we
• 16:57
  expected.
• 16:58
  So
• 16:58
  they
• 16:58
  grew
• 16:58
  a
• 16:59
  lot
• 16:59
  faster
• 16:59
  and
• 17:00
  we
• 17:00
  had
• 17:00
  to
• 17:00
  put
• 17:00
  a
• 17:00
  lot
• 17:00
  of
• 17:01
  focus
• 17:01
  on
• 17:01
  them.
• 17:03
  And
• 17:03
  so
• 17:03
  I
• 17:03
  think
• 17:04
  now
• 17:04
  we
• 17:04
  are
• 17:04
  at
• 17:05
  a
• 17:05
  point
• 17:05
  where,
• 17:06
  I
• 17:06
  mean,
• 17:06
  yes,
• 17:07
  Puia
• 17:07
  Farm
• 17:08
  is
• 17:08
  not
• 17:08
  small
• 17:08
  anymore,
• 17:09
  but
• 17:09
  in
• 17:09
  comparison
• 17:10
  to
• 17:10
  the
• 17:10
  other
• 17:10
  brands,
• 17:11
  it
• 17:11
  is
• 17:12
  smaller.
• 17:12
  So
• 17:13
  now
• 17:13
  we
• 17:13
  are
• 17:13
  at
• 17:14
  a
• 17:14
  time
• 17:14
  where
• 17:15
  we
• 17:15
  can
• 17:15
  really
• 17:15
  say,
• 17:16
  okay,
• 17:17
  now
• 17:17
  we
• 17:17
  have
• 17:17
  the
• 17:18
  time
• 17:18
  to
• 17:18
  really
• 17:19
  build
• 17:20
  up
• 17:20
  the
• 17:20
  product
• 17:21
  portfolio
• 17:22
  and
• 17:22
  differentiate
• 17:23
  more
• 17:23
  internally
• 17:24
  between
• 17:25
  the
• 17:25
  teams.
• 17:25
  Especially
• 17:26
  when
• 17:26
  it
• 17:26
  comes
• 17:26
  to
• 17:26
  content
• 17:27
  marketing,
• 17:28
  it
• 17:28
  is
• 17:28
  a
• 17:28
  success.
• 17:29
  We
• 17:29
  have
• 17:29
  the
• 17:30
  knowledge
• 17:30
  about
• 17:30
  marketplaces.
• 17:32
  But
• 17:32
  I
• 17:32
  thought,
• 17:32
  okay,
• 17:33
  by
• 17:33
  now
• 17:33
  we
• 17:33
  would
• 17:33
  have
• 17:33
  at
• 17:34
  least
• 17:34
  10
• 17:34
  products
• 17:34
  and
• 17:35
  we
• 17:35
  are
• 17:36
  launching,
• 17:36
  I
• 17:36
  think
• 17:36
  the
• 17:37
  fourth
• 17:37
  one
• 17:38
  next
• 17:38
  week.
• 17:40
  So
• 17:40
  how
• 17:40
  have
• 17:41
  you
• 17:41
  structured
• 17:41
  that
• 17:42
  within
• 17:42
  your
• 17:42
  company
• 17:42
  with
• 17:43
  these
• 17:43
  three
• 17:44
  brands?
• 17:44
  Is
• 17:45
  that
• 17:45
  like
• 17:46
  all
• 17:46
  the
• 17:46
  teams
• 17:46
  are
• 17:47
  responsible
• 17:47
  for
• 17:47
  all
• 17:47
  the
• 17:47
  brands
• 17:48
  or
• 17:48
  do
• 17:48
  you
• 17:48
  have
• 17:49
  specific
• 17:49
  brands,
• 17:50
  brands,
• 17:51
  teams
• 17:51
  that
• 17:51
  might
• 17:52
  even
• 17:52
  be
• 17:52
  in
• 17:52
  competition
• 17:53
  against
• 17:53
  each
• 17:53
  other
• 17:53
  at
• 17:53
  the
• 17:54
  moment?
• 17:55
  No,
• 17:55
  I
• 17:55
  mean,
• 17:55
  right
• 17:55
  now
• 17:56
  they're
• 17:56
  not
• 17:56
  in
• 17:56
  competition
• 17:57
  with
• 17:57
  one
• 17:57
  another.
• 17:58
  I
• 17:58
  think
• 17:58
  what
• 17:58
  we
• 17:59
  do
• 17:59
  or
• 18:00
  what
• 18:00
  the
• 18:00
  plan
• 18:00
  will
• 18:01
  be
• 18:01
  is
• 18:01
  that
• 18:01
  we
• 18:01
  have
• 18:04
  certain
• 18:05
  fields
• 18:05
  in
• 18:05
  the
• 18:06
  company
• 18:06
  that
• 18:06
  we
• 18:06
  combine
• 18:07
  for
• 18:07
  all
• 18:07
  three
• 18:08
  brands.
• 18:08
  So
• 18:08
  hr,
• 18:09
  accounting,
• 18:10
  supply
• 18:10
  chain,
• 18:10
  I
• 18:11
  think
• 18:11
  that's
• 18:11
  something
• 18:12
  that
• 18:13
  you
• 18:13
  can
• 18:13
  easily
• 18:15
  centralize.
• 18:17
  And
• 18:18
  for
• 18:18
  us
• 18:19
  right
• 18:19
  now,
• 18:19
  we
• 18:19
  didn't
• 18:19
  really
• 18:20
  split
• 18:20
  the
• 18:20
  team
• 18:21
  because
• 18:22
  I
• 18:22
  think
• 18:22
  I
• 18:22
  told
• 18:23
  you
• 18:23
  before,
• 18:25
  we
• 18:25
  are
• 18:25
  a
• 18:25
  bootstrapped
• 18:26
  company.
• 18:27
  So
• 18:28
  for
• 18:28
  us,
• 18:29
  what
• 18:30
  is
• 18:30
  really
• 18:30
  a
• 18:30
  premise
• 18:31
  in
• 18:31
  all
• 18:31
  of
• 18:31
  our
• 18:32
  activities
• 18:32
  is
• 18:33
  that
• 18:33
  we
• 18:34
  only
• 18:34
  scale
• 18:35
  marketing
• 18:36
  campaigns
• 18:37
  when
• 18:37
  we
• 18:37
  can
• 18:38
  be
• 18:38
  break
• 18:38
  even.
• 18:39
  First
• 18:40
  sale,
• 18:40
  after
• 18:41
  contribution
• 18:42
  margin,
• 18:42
  3.
• 18:43
  So
• 18:43
  after
• 18:43
  marketing.
• 18:45
  And
• 18:45
  this
• 18:46
  means
• 18:46
  that
• 18:46
  we
• 18:47
  always
• 18:47
  need
• 18:48
  in
• 18:48
  the
• 18:49
  end,
• 18:49
  you
• 18:49
  know,
• 18:49
  because
• 18:49
  performance
• 18:50
  marketing,
• 18:51
  especially
• 18:51
  performance
• 18:52
  marketing,
• 18:52
  is
• 18:53
  expensive.
• 18:53
  We
• 18:54
  always
• 18:54
  need
• 18:55
  certain
• 18:55
  amounts
• 18:56
  of
• 18:56
  basket
• 18:56
  sizes.
• 18:57
  So,
• 18:57
  you
• 18:57
  know,
• 18:58
  that
• 18:58
  we
• 18:58
  even
• 18:58
  have
• 18:58
  the
• 18:58
  chance
• 18:59
  to.
• 18:59
  So
• 18:59
  for
• 19:00
  us
• 19:00
  a
• 19:00
  first
• 19:01
  step
• 19:01
  is
• 19:01
  always
• 19:01
  that
• 19:02
  we
• 19:02
  build
• 19:02
  the
• 19:03
  product
• 19:03
  portfolio
• 19:04
  to
• 19:04
  a
• 19:04
  certain
• 19:04
  extent,
• 19:05
  you
• 19:05
  know,
• 19:05
  that
• 19:05
  we
• 19:06
  achieve
• 19:07
  certain
• 19:07
  basket
• 19:08
  sizes
• 19:08
  that
• 19:08
  we
• 19:09
  see,
• 19:09
  you
• 19:09
  know,
• 19:09
  in
• 19:10
  small
• 19:10
  tests
• 19:11
  that
• 19:11
  we
• 19:12
  can
• 19:12
  meet
• 19:12
  our
• 19:13
  goals
• 19:13
  in
• 19:13
  regard
• 19:14
  to
• 19:15
  the
• 19:15
  break
• 19:15
  even
• 19:16
  and
• 19:16
  then
• 19:16
  we
• 19:16
  scale.
• 19:17
  So
• 19:17
  right
• 19:17
  now
• 19:19
  we
• 19:19
  mainly
• 19:20
  invest
• 19:20
  in
• 19:20
  building
• 19:21
  up
• 19:21
  the
• 19:21
  product
• 19:21
  portfolio.
• 19:22
  But
• 19:23
  when
• 19:23
  I
• 19:23
  look
• 19:23
  at
• 19:23
  it
• 19:23
  like,
• 19:24
  you
• 19:24
  know,
• 19:24
  in
• 19:24
  the
• 19:24
  future,
• 19:24
  when
• 19:25
  I
• 19:25
  see
• 19:25
  the
• 19:25
  brand
• 19:26
  in
• 19:26
  12
• 19:26
  months,
• 19:26
  then
• 19:27
  I
• 19:27
  think
• 19:27
  that
• 19:27
  what
• 19:28
  we
• 19:28
  will
• 19:28
  definitely
• 19:29
  split
• 19:30
  is
• 19:30
  the
• 19:30
  social
• 19:30
  media
• 19:31
  and
• 19:31
  content
• 19:31
  marketing.
• 19:32
  Because
• 19:32
  I
• 19:32
  think,
• 19:32
  you
• 19:32
  know,
• 19:33
  in
• 19:33
  the
• 19:33
  end,
• 19:33
  performance
• 19:34
  marketing,
• 19:34
  I
• 19:34
  think
• 19:35
  an
• 19:35
  account
• 19:36
  manager,
• 19:36
  performance
• 19:37
  marketer,
• 19:37
  he
• 19:37
  can
• 19:38
  work
• 19:38
  on
• 19:38
  different
• 19:38
  campaigns.
• 19:39
  In
• 19:39
  the
• 19:39
  end
• 19:39
  he
• 19:40
  knows
• 19:40
  about
• 19:40
  KPIs.
• 19:41
  But
• 19:41
  I
• 19:41
  think
• 19:41
  when
• 19:41
  you
• 19:42
  really
• 19:42
  want
• 19:42
  to
• 19:42
  dive
• 19:42
  into
• 19:43
  the
• 19:43
  brand
• 19:43
  and
• 19:43
  really
• 19:44
  create
• 19:44
  educational
• 19:46
  content,
• 19:47
  then
• 19:48
  I
• 19:48
  think
• 19:48
  it's
• 19:48
  good
• 19:48
  when
• 19:49
  people
• 19:49
  really
• 19:49
  have
• 19:50
  a
• 19:50
  focus.
• 19:50
  On,
• 19:51
  on
• 19:51
  one
• 19:51
  topic,
• 19:52
  yeah,
• 19:52
  that's
• 19:53
  a
• 19:53
  different
• 19:53
  game.
• 19:53
  That's
• 19:53
  true.
• 19:54
  But
• 19:54
  I
• 19:54
  Find
• 19:54
  it
• 19:54
  interesting
• 19:55
  that
• 19:55
  you
• 19:55
  as
• 19:55
  an
• 19:55
  Amazon
• 19:56
  brand
• 19:56
  say
• 19:56
  that,
• 19:56
  okay,
• 19:57
  I
• 19:57
  want
• 19:57
  to
• 19:57
  be
• 19:57
  profitable
• 19:58
  from
• 19:58
  the
• 19:58
  first
• 19:59
  sale
• 19:59
  on.
• 19:59
  Because
• 20:00
  this
• 20:00
  is
• 20:00
  what
• 20:01
  I
• 20:01
  often
• 20:01
  heard
• 20:01
  from
• 20:02
  D2C
• 20:02
  brands,
• 20:03
  especially
• 20:03
  those
• 20:03
  that
• 20:04
  start
• 20:04
  out
• 20:04
  only
• 20:04
  on
• 20:05
  Amazon.
• 20:05
  Yeah,
• 20:06
  well
• 20:06
  you,
• 20:06
  you
• 20:07
  just
• 20:07
  have
• 20:07
  to
• 20:07
  go
• 20:07
  in
• 20:08
  for
• 20:08
  the
• 20:08
  first
• 20:08
  half
• 20:09
  year.
• 20:09
  You
• 20:09
  will,
• 20:09
  won't
• 20:10
  be
• 20:10
  profitable
• 20:11
  at
• 20:11
  least
• 20:12
  for
• 20:12
  six
• 20:12
  months
• 20:12
  or
• 20:12
  maybe
• 20:13
  for
• 20:13
  12
• 20:13
  months
• 20:14
  because
• 20:14
  you
• 20:14
  need
• 20:14
  to
• 20:14
  push
• 20:15
  that
• 20:15
  product
• 20:15
  first
• 20:16
  through
• 20:16
  marketing
• 20:17
  costs.
• 20:17
  But
• 20:18
  so
• 20:18
  this
• 20:18
  is
• 20:18
  something
• 20:18
  that
• 20:18
  you
• 20:19
  wouldn't
• 20:19
  do.
• 20:21
  I
• 20:21
  mean
• 20:21
  it
• 20:21
  depends
• 20:22
  on
• 20:22
  the
• 20:22
  strategy.
• 20:22
  In
• 20:22
  the
• 20:23
  end,
• 20:23
  it's
• 20:23
  always,
• 20:24
  I
• 20:24
  think,
• 20:24
  a
• 20:25
  question
• 20:25
  of
• 20:25
  priorities.
• 20:26
  What,
• 20:27
  what
• 20:27
  is
• 20:27
  more
• 20:27
  important
• 20:28
  to
• 20:28
  you?
• 20:28
  Is
• 20:28
  it
• 20:28
  in
• 20:29
  the
• 20:29
  end
• 20:29
  top
• 20:29
  line
• 20:30
  growth
• 20:30
  or
• 20:30
  is
• 20:31
  it,
• 20:31
  you
• 20:31
  know,
• 20:31
  that
• 20:31
  you
• 20:31
  want
• 20:32
  to,
• 20:32
  that
• 20:32
  you
• 20:32
  want
• 20:33
  to
• 20:33
  build
• 20:33
  like
• 20:33
  a
• 20:33
  piece
• 20:34
  profitable
• 20:35
  business.
• 20:36
  So
• 20:37
  I
• 20:37
  think,
• 20:37
  you
• 20:37
  know,
• 20:37
  when
• 20:38
  you
• 20:38
  have
• 20:38
  a
• 20:38
  brand
• 20:38
  and
• 20:39
  you
• 20:39
  say,
• 20:39
  okay,
• 20:39
  I
• 20:39
  want
• 20:40
  to
• 20:40
  take
• 20:41
  a
• 20:41
  couple
• 20:41
  of
• 20:41
  investors
• 20:42
  on
• 20:42
  board,
• 20:42
  I
• 20:43
  want
• 20:43
  to
• 20:43
  show
• 20:43
  a
• 20:44
  growth
• 20:44
  story,
• 20:44
  then
• 20:45
  I
• 20:45
  think
• 20:45
  you
• 20:45
  don't
• 20:45
  need
• 20:45
  to,
• 20:46
  you
• 20:46
  know,
• 20:47
  you
• 20:47
  can
• 20:47
  burn
• 20:47
  money.
• 20:48
  I
• 20:48
  think
• 20:48
  it's
• 20:48
  okay.
• 20:48
  And
• 20:48
  I
• 20:49
  think
• 20:49
  in
• 20:49
  the
• 20:49
  end
• 20:49
  that's
• 20:49
  what
• 20:50
  an
• 20:50
  investor
• 20:50
  wants
• 20:50
  to
• 20:51
  see.
• 20:51
  They
• 20:51
  want
• 20:51
  to
• 20:51
  see
• 20:51
  that
• 20:52
  there
• 20:52
  is
• 20:52
  traction
• 20:52
  in
• 20:52
  it.
• 20:53
  So
• 20:54
  then
• 20:54
  I
• 20:54
  would
• 20:54
  say
• 20:54
  it's
• 20:55
  a
• 20:55
  different
• 20:55
  story.
• 20:57
  And
• 20:57
  I
• 20:57
  mean,
• 20:58
  I'm
• 20:59
  from
• 20:59
  Berlin,
• 20:59
  you
• 20:59
  know,
• 21:00
  so
• 21:00
  that's
• 21:00
  where
• 21:00
  a
• 21:01
  lot
• 21:01
  of
• 21:01
  equipment
• 21:02
  commerce
• 21:02
  companies
• 21:02
  come
• 21:03
  from.
• 21:03
  And
• 21:03
  I
• 21:03
  think
• 21:03
  there
• 21:03
  are
• 21:04
  so
• 21:04
  many
• 21:04
  businesses
• 21:05
  that
• 21:05
  are
• 21:06
  very,
• 21:06
  very
• 21:06
  big,
• 21:07
  they
• 21:07
  make
• 21:07
  a
• 21:07
  lot
• 21:07
  of
• 21:07
  millions
• 21:08
  and
• 21:08
  suddenly
• 21:09
  they
• 21:09
  realize,
• 21:10
  unfortunately
• 21:11
  we
• 21:12
  can
• 21:12
  make
• 21:12
  a
• 21:12
  lot
• 21:12
  of
• 21:13
  turnover
• 21:13
  but
• 21:13
  we
• 21:13
  can't
• 21:14
  really
• 21:14
  earn
• 21:14
  money
• 21:15
  and
• 21:15
  then
• 21:15
  in
• 21:15
  the
• 21:15
  end
• 21:15
  they
• 21:15
  are
• 21:16
  too
• 21:16
  big
• 21:16
  to
• 21:16
  fail.
• 21:18
  So
• 21:18
  in
• 21:19
  our
• 21:19
  case
• 21:20
  as
• 21:20
  we
• 21:20
  are
• 21:20
  bootstrapped,
• 21:21
  I
• 21:21
  think
• 21:21
  that
• 21:22
  it's
• 21:22
  a
• 21:23
  different
• 21:23
  matter
• 21:23
  for
• 21:24
  us.
• 21:24
  Yeah,
• 21:25
  it's
• 21:25
  also
• 21:25
  your
• 21:26
  overall
• 21:26
  goal.
• 21:26
  Right.
• 21:27
  And
• 21:27
  I
• 21:27
  also
• 21:27
  have
• 21:27
  the
• 21:28
  feeling
• 21:28
  that
• 21:29
  if
• 21:29
  women
• 21:29
  doing
• 21:30
  businesses,
• 21:30
  this
• 21:30
  is
• 21:31
  what
• 21:31
  we
• 21:31
  hear
• 21:31
  more
• 21:32
  often.
• 21:32
  I
• 21:32
  mean
• 21:32
  this
• 21:33
  could
• 21:33
  also
• 21:33
  be
• 21:33
  our
• 21:34
  talk
• 21:34
  right
• 21:35
  now.
• 21:35
  It
• 21:35
  could
• 21:35
  also
• 21:35
  be
• 21:36
  like
• 21:36
  hell,
• 21:36
  we
• 21:36
  are
• 21:37
  bootstrap.
• 21:37
  We
• 21:37
  don't
• 21:37
  want
• 21:38
  to
• 21:38
  scale,
• 21:38
  we
• 21:38
  don't
• 21:38
  want
• 21:39
  to
• 21:39
  scale
• 21:40
  to
• 21:40
  the
• 21:40
  moon.
• 21:40
  We
• 21:41
  want
• 21:41
  really
• 21:41
  to
• 21:41
  like
• 21:43
  organically
• 21:43
  grow
• 21:44
  and
• 21:44
  grow
• 21:45
  healthy
• 21:45
  and
• 21:46
  grow
• 21:46
  profitable
• 21:48
  and
• 21:48
  we
• 21:48
  don't
• 21:49
  want
• 21:49
  an
• 21:49
  investor,
• 21:49
  etc.
• 21:50
  So
• 21:51
  yeah,
• 21:51
  it's
• 21:51
  a
• 21:52
  different
• 21:52
  kind
• 21:52
  of
• 21:52
  business
• 21:53
  what
• 21:53
  you
• 21:53
  have
• 21:53
  and
• 21:53
  what
• 21:53
  we
• 21:54
  have,
• 21:54
  but
• 21:54
  it's
• 21:55
  the
• 21:55
  same.
• 21:58
  Yeah,
• 21:58
  definitely.
• 21:59
  I
• 21:59
  mean,
• 22:00
  I'm
• 22:00
  not
• 22:00
  sure.
• 22:00
  I
• 22:01
  mean
• 22:01
  I've
• 22:01
  worked
• 22:01
  before.
• 22:01
  This
• 22:02
  is
• 22:02
  my
• 22:02
  first
• 22:02
  company.
• 22:03
  I
• 22:03
  founded
• 22:03
  several
• 22:04
  companies
• 22:05
  previously
• 22:05
  and
• 22:05
  this
• 22:06
  is
• 22:06
  the
• 22:06
  first
• 22:06
  time
• 22:07
  I'm
• 22:07
  working
• 22:07
  without
• 22:08
  investors.
• 22:08
  And
• 22:09
  I
• 22:09
  always
• 22:09
  think
• 22:09
  it's
• 22:10
  still
• 22:10
  an
• 22:10
  option.
• 22:10
  You
• 22:11
  know,
• 22:11
  I
• 22:11
  wouldn't
• 22:12
  exclude
• 22:13
  the
• 22:13
  idea.
• 22:14
  It's
• 22:14
  not,
• 22:14
  you
• 22:14
  know,
• 22:14
  that
• 22:14
  I
• 22:15
  categorically
• 22:16
  never
• 22:16
  work
• 22:16
  with
• 22:17
  investors.
• 22:17
  But
• 22:18
  right
• 22:18
  now
• 22:19
  I
• 22:19
  think,
• 22:19
  I
• 22:20
  mean
• 22:20
  we
• 22:20
  are
• 22:20
  growing
• 22:21
  and
• 22:21
  there
• 22:21
  are
• 22:21
  so
• 22:21
  many
• 22:22
  things
• 22:22
  that
• 22:22
  we
• 22:23
  know
• 22:23
  that
• 22:23
  we
• 22:23
  can
• 22:24
  do
• 22:24
  without
• 22:24
  taking
• 22:25
  millions
• 22:25
  in.
• 22:26
  So
• 22:26
  why
• 22:27
  I
• 22:28
  mean
• 22:28
  it's
• 22:28
  always
• 22:28
  a
• 22:29
  matter
• 22:29
  of
• 22:29
  how
• 22:29
  much
• 22:29
  time
• 22:30
  do
• 22:30
  you
• 22:30
  want
• 22:30
  to
• 22:31
  dedicate
• 22:31
  also
• 22:32
  to
• 22:32
  managing,
• 22:33
  like
• 22:34
  to
• 22:34
  shareholder
• 22:35
  management
• 22:35
  and
• 22:35
  how
• 22:36
  much
• 22:36
  time
• 22:36
  do
• 22:36
  you
• 22:36
  really
• 22:37
  want
• 22:37
  to
• 22:37
  invest
• 22:37
  in
• 22:37
  the
• 22:38
  business.
• 22:38
  So
• 22:39
  I
• 22:39
  think
• 22:40
  it's
• 22:40
  both
• 22:41
  possible
• 22:42
  options
• 22:43
  for
• 22:43
  strategies,
• 22:44
  but
• 22:44
  right
• 22:45
  now
• 22:45
  I'm
• 22:45
  choosing
• 22:46
  the
• 22:46
  bootstrapped
• 22:46
  one
• 22:47
  and
• 22:47
  we
• 22:47
  are
• 22:47
  growing
• 22:47
  so
• 22:48
  there's
• 22:48
  no
• 22:48
  need
• 22:49
  really
• 22:49
  to
• 22:49
  do
• 22:49
  that.
• 22:51
  Well,
• 22:52
  I
• 22:52
  would
• 22:52
  say
• 22:53
  we
• 22:53
  should
• 22:53
  continue
• 22:54
  this
• 22:54
  conversation
• 22:54
  after
• 22:55
  another
• 22:55
  short
• 22:56
  break
• 22:56
  and
• 22:56
  just
• 22:56
  a
• 22:57
  quick
• 22:57
  word
• 22:57
  on
• 22:58
  our
• 22:58
  partner
• 22:58
  and
• 22:58
  sponsor
• 22:59
  MediaMarktun.
• 23:05
  So
• 23:05
  I
• 23:05
  know
• 23:05
  it's
• 23:05
  summer,
• 23:06
  but
• 23:06
  do
• 23:06
  you
• 23:07
  know
• 23:07
  what
• 23:07
  you
• 23:07
  should
• 23:07
  be
• 23:07
  doing
• 23:08
  apart
• 23:08
  from
• 23:08
  enjoying
• 23:09
  the
• 23:09
  sunshine
• 23:10
  that
• 23:10
  is
• 23:10
  plan
• 23:10
  the
• 23:11
  Cyber
• 23:11
  Week
• 23:12
  because
• 23:12
  the
• 23:12
  time
• 23:12
  between
• 23:13
  November
• 23:13
  24
• 23:14
  and
• 23:14
  December
• 23:14
  1
• 23:15
  is
• 23:15
  not
• 23:15
  just
• 23:16
  a
• 23:16
  sales
• 23:16
  boost,
• 23:17
  it's
• 23:17
  a
• 23:17
  full
• 23:18
  on
• 23:18
  operational
• 23:19
  challenge.
• 23:19
  At
• 23:20
  least
• 23:20
  that
• 23:20
  what
• 23:20
  Alexander
• 23:21
  Klinger
• 23:22
  from
• 23:22
  mediamark
• 23:22
  Zeton
• 23:23
  told
• 23:23
  us
• 23:23
  in
• 23:23
  our
• 23:23
  latest
• 23:24
  interview
• 23:24
  with
• 23:24
  him.
• 23:25
  He
• 23:25
  is
• 23:25
  responsible
• 23:26
  for
• 23:27
  all
• 23:27
  the
• 23:27
  partner
• 23:28
  business
• 23:28
  on
• 23:28
  the
• 23:28
  Cyber
• 23:29
  Week
• 23:29
  on
• 23:29
  the
• 23:29
  Marketplace
• 23:30
  Media
• 23:30
  and
• 23:30
  the
• 23:30
  Media
• 23:31
  Marketplace.
• 23:33
  And
• 23:33
  he
• 23:33
  said
• 23:33
  if
• 23:34
  sellers
• 23:34
  don't
• 23:34
  scale
• 23:34
  up
• 23:35
  their
• 23:35
  fulfillment
• 23:35
  and
• 23:36
  customer
• 23:36
  service
• 23:36
  in
• 23:37
  time,
• 23:37
  November
• 23:38
  can
• 23:38
  quickly
• 23:38
  become
• 23:38
  a
• 23:39
  nightmare.
• 23:39
  Now
• 23:40
  the
• 23:40
  most
• 23:40
  common
• 23:41
  mistakes
• 23:42
  not
• 23:42
  enough
• 23:42
  stock,
• 23:43
  no
• 23:43
  prep
• 23:44
  for
• 23:44
  returns
• 23:44
  and
• 23:44
  customer
• 23:45
  inquiries,
• 23:46
  poor
• 23:46
  product
• 23:47
  content
• 23:47
  and
• 23:48
  shipping
• 23:48
  KPIs
• 23:48
  all
• 23:49
  over
• 23:49
  the
• 23:49
  place.
• 23:50
  So
• 23:50
  what
• 23:50
  should
• 23:50
  seller
• 23:51
  do?
• 23:51
  What
• 23:52
  shall
• 23:52
  what
• 23:53
  should
• 23:53
  sellers
• 23:54
  do?
• 23:54
  Start
• 23:55
  now,
• 23:55
  even
• 23:55
  if
• 23:55
  Cyber
• 23:56
  Week
• 23:56
  still
• 23:56
  feels
• 23:57
  far
• 23:57
  away.
• 23:58
  And
• 23:59
  that
• 23:59
  means
• 23:59
  plan
• 23:59
  early.
• 24:00
  Mary
• 24:00
  maxatun
• 24:01
  Shares
• 24:01
  Participation
• 24:02
  Details
• 24:03
  four
• 24:03
  to
• 24:03
  six
• 24:03
  weeks
• 24:04
  ahead.
• 24:04
  So
• 24:05
  secure
• 24:05
  visibility,
• 24:06
  top
• 24:06
  homepage
• 24:07
  deals,
• 24:08
  everything's
• 24:08
  handpicked.
• 24:09
  Only
• 24:10
  sellers
• 24:10
  with
• 24:10
  strong
• 24:11
  KPIs
• 24:11
  and
• 24:12
  competitive
• 24:12
  prices
• 24:13
  stand
• 24:13
  a
• 24:13
  chance.
• 24:14
  And
• 24:15
  you
• 24:15
  can
• 24:15
  use
• 24:15
  retail
• 24:15
  media
• 24:16
  wisely.
• 24:16
  Of
• 24:16
  course
• 24:17
  they
• 24:17
  work,
• 24:17
  but
• 24:18
  only
• 24:18
  if
• 24:18
  you
• 24:18
  book
• 24:18
  them
• 24:19
  earlier.
• 24:19
  If
• 24:20
  you
• 24:20
  want
• 24:20
  to
• 24:20
  go
• 24:20
  from
• 24:21
  peak
• 24:21
  stress
• 24:21
  to
• 24:21
  peak
• 24:22
  performance,
• 24:23
  don't
• 24:23
  wait
• 24:23
  until
• 24:24
  October.
• 24:24
  The
• 24:25
  time
• 24:25
  to
• 24:25
  get
• 24:25
  ready
• 24:25
  is
• 24:26
  now.
• 24:26
  For
• 24:27
  more
• 24:27
  practical
• 24:27
  tips,
• 24:28
  see
• 24:28
  our
• 24:28
  interview
• 24:28
  on
• 24:29
  Marketplace
• 24:29
  Universe.
• 24:30
  We
• 24:30
  will
• 24:30
  share
• 24:30
  the
• 24:30
  link
• 24:31
  in
• 24:31
  the
• 24:31
  show
• 24:31
  notes.
• 24:36
  Okay,
• 24:37
  so
• 24:37
  Anna
• 24:38
  Maria,
• 24:38
  let's
• 24:38
  go
• 24:38
  back
• 24:38
  to
• 24:39
  the
• 24:39
  topic
• 24:39
  of
• 24:39
  marketplaces,
• 24:40
  which
• 24:40
  you
• 24:40
  know
• 24:40
  if
• 24:40
  you
• 24:41
  it's
• 24:41
  called
• 24:41
  let's
• 24:41
  Talk
• 24:41
  Marketplace.
• 24:42
  So
• 24:42
  let's
• 24:42
  talk
• 24:42
  a
• 24:43
  bit
• 24:43
  more
• 24:43
  about
• 24:43
  Marketplaces
• 24:44
  today.
• 24:45
  So
• 24:46
  of
• 24:46
  course
• 24:46
  Amazon
• 24:47
  is
• 24:47
  your
• 24:47
  key
• 24:48
  or
• 24:48
  central
• 24:49
  platform,
• 24:49
  but
• 24:50
  you
• 24:50
  have
• 24:50
  been
• 24:51
  opening
• 24:51
  up
• 24:52
  to
• 24:52
  other
• 24:52
  platforms
• 24:52
  as
• 24:52
  well.
• 24:54
  Are
• 24:54
  you
• 24:54
  doing
• 24:54
  that
• 24:54
  in
• 24:54
  the
• 24:55
  same
• 24:55
  way
• 24:55
  that
• 24:56
  you
• 24:56
  say,
• 24:56
  okay,
• 24:56
  every
• 24:56
  sale
• 24:57
  on
• 24:57
  every
• 24:57
  new
• 24:58
  platform
• 24:58
  has
• 24:58
  to
• 24:58
  be
• 24:59
  profitable
• 25:00
  from
• 25:00
  day
• 25:00
  one?
• 25:00
  Or
• 25:01
  are
• 25:01
  you
• 25:01
  a
• 25:02
  bit
• 25:02
  more
• 25:02
  lenient
• 25:02
  when
• 25:02
  you're
• 25:03
  trying
• 25:03
  out
• 25:03
  new
• 25:03
  platforms
• 25:05
  and.
• 25:05
  When
• 25:05
  we
• 25:05
  try
• 25:06
  out
• 25:06
  more
• 25:06
  platforms,
• 25:07
  generally
• 25:08
  we
• 25:08
  are
• 25:08
  more
• 25:09
  lean.
• 25:09
  But
• 25:10
  to
• 25:10
  be
• 25:10
  honest,
• 25:10
  what
• 25:11
  we
• 25:11
  experience
• 25:12
  is
• 25:12
  that
• 25:13
  on
• 25:13
  many
• 25:13
  of
• 25:14
  the
• 25:14
  other
• 25:14
  platforms
• 25:16
  you
• 25:16
  don't
• 25:16
  need
• 25:17
  as
• 25:17
  much
• 25:17
  advertising
• 25:18
  these
• 25:18
  days.
• 25:18
  I
• 25:19
  mean,
• 25:19
  so
• 25:19
  we
• 25:19
  sell
• 25:19
  also
• 25:20
  on
• 25:20
  Doc
• 25:20
  Morris
• 25:21
  and
• 25:21
  on
• 25:21
  Shopapoteca
• 25:22
  and
• 25:22
  there
• 25:22
  are
• 25:22
  not
• 25:23
  even
• 25:23
  as
• 25:23
  many
• 25:23
  options
• 25:24
  to
• 25:26
  run
• 25:26
  campaigns.
• 25:28
  So
• 25:28
  you
• 25:29
  know,
• 25:29
  on
• 25:29
  the
• 25:29
  one
• 25:29
  hand
• 25:30
  my
• 25:30
  attitude
• 25:31
  would
• 25:31
  be
• 25:31
  okay,
• 25:31
  maybe
• 25:32
  we
• 25:32
  can
• 25:32
  just
• 25:32
  try,
• 25:32
  you
• 25:32
  know,
• 25:33
  marketplace
• 25:33
  and
• 25:33
  see
• 25:34
  at
• 25:35
  first
• 25:35
  and
• 25:35
  don't
• 25:36
  need
• 25:36
  to
• 25:36
  earn
• 25:37
  money
• 25:37
  in
• 25:37
  the
• 25:37
  first
• 25:37
  place.
• 25:38
  Place.
• 25:38
  But
• 25:38
  at
• 25:39
  this
• 25:39
  point
• 25:39
  it
• 25:40
  was
• 25:40
  not
• 25:40
  really.
• 25:41
  I
• 25:41
  mean,
• 25:41
  we
• 25:42
  had
• 25:42
  investments,
• 25:43
  you
• 25:43
  know,
• 25:43
  to
• 25:43
  integrate
• 25:43
  the
• 25:44
  marketplaces
• 25:44
  into
• 25:45
  our,
• 25:46
  into
• 25:46
  our
• 25:46
  IT
• 25:46
  structure
• 25:47
  and
• 25:47
  our
• 25:47
  back
• 25:48
  end
• 25:48
  structure
• 25:48
  and
• 25:49
  our
• 25:49
  supply
• 25:49
  chain.
• 25:50
  But
• 25:50
  apart
• 25:50
  from
• 25:50
  that
• 25:51
  there
• 25:51
  were
• 25:51
  not
• 25:51
  so
• 25:51
  many
• 25:52
  options
• 25:52
  to
• 25:52
  spend
• 25:53
  money.
• 25:55
  Okay,
• 25:56
  so
• 25:57
  that's
• 25:57
  mostly
• 25:57
  Doc
• 25:58
  Morris
• 25:58
  and
• 25:58
  Choprapatik
• 25:59
  at
• 25:59
  the
• 25:59
  moment
• 25:59
  or
• 25:59
  any
• 25:59
  other
• 26:00
  marketplaces
• 26:00
  as
• 26:00
  well?
• 26:01
  No,
• 26:01
  I
• 26:01
  mean
• 26:02
  for
• 26:02
  us
• 26:02
  it's
• 26:03
  mostly
• 26:03
  those
• 26:03
  three.
• 26:04
  We
• 26:04
  are
• 26:04
  negotiating
• 26:05
  with
• 26:05
  some
• 26:05
  other
• 26:06
  marketplaces,
• 26:06
  we
• 26:07
  are
• 26:07
  looking
• 26:07
  into
• 26:08
  some.
• 26:09
  But
• 26:09
  I
• 26:09
  mean
• 26:10
  when
• 26:10
  we
• 26:10
  pick
• 26:11
  a
• 26:11
  marketplace,
• 26:12
  it's
• 26:12
  also,
• 26:13
  you
• 26:13
  know,
• 26:13
  a
• 26:13
  lot
• 26:13
  of
• 26:13
  administration,
• 26:15
  a
• 26:15
  lot
• 26:15
  of
• 26:15
  effort
• 26:15
  for
• 26:16
  integration.
• 26:16
  So
• 26:17
  you
• 26:17
  know,
• 26:17
  I
• 26:17
  think,
• 26:18
  I
• 26:19
  mean
• 26:19
  there
• 26:19
  are
• 26:19
  different
• 26:19
  approaches.
• 26:20
  Some
• 26:20
  people
• 26:20
  say,
• 26:21
  okay,
• 26:21
  I
• 26:21
  just
• 26:21
  want
• 26:21
  to
• 26:22
  be
• 26:22
  everywhere
• 26:22
  and
• 26:23
  you
• 26:23
  know,
• 26:23
  maybe
• 26:23
  in
• 26:23
  the
• 26:23
  future
• 26:24
  I
• 26:24
  really
• 26:24
  start
• 26:25
  selling
• 26:25
  significant
• 26:26
  amounts
• 26:26
  of
• 26:26
  products
• 26:27
  there.
• 26:27
  I
• 26:27
  see
• 26:28
  it
• 26:28
  a
• 26:28
  little
• 26:28
  bit
• 26:28
  different.
• 26:28
  I
• 26:29
  pick
• 26:30
  marketplaces
• 26:30
  and
• 26:31
  I
• 26:31
  think,
• 26:31
  okay,
• 26:31
  well
• 26:32
  if
• 26:32
  we
• 26:32
  launch
• 26:33
  on
• 26:33
  a
• 26:33
  marketplace,
• 26:34
  there
• 26:34
  needs
• 26:34
  to
• 26:35
  be
• 26:35
  a
• 26:35
  good
• 26:35
  chance
• 26:36
  for
• 26:36
  a
• 26:36
  relevant
• 26:37
  turnover.
• 26:38
  So
• 26:38
  for
• 26:39
  us,
• 26:39
  I
• 26:39
  mean
• 26:40
  a
• 26:40
  very
• 26:40
  important
• 26:41
  sales
• 26:41
  channel
• 26:41
  for
• 26:42
  us
• 26:42
  is
• 26:42
  also
• 26:42
  our
• 26:43
  own
• 26:43
  online
• 26:43
  shop.
• 26:44
  You
• 26:44
  know,
• 26:44
  it's,
• 26:44
  it's
• 26:44
  not
• 26:44
  a
• 26:44
  marketplace,
• 26:45
  but
• 26:45
  that's
• 26:45
  in
• 26:46
  the
• 26:46
  end,
• 26:46
  you
• 26:46
  know,
• 26:46
  very
• 26:47
  a
• 26:47
  core
• 26:48
  asset
• 26:48
  I
• 26:48
  think
• 26:49
  for
• 26:49
  a
• 26:49
  brand
• 26:49
  also
• 26:50
  and
• 26:50
  also
• 26:50
  important
• 26:50
  for
• 26:51
  marketplaces.
• 26:51
  You
• 26:52
  know,
• 26:52
  I
• 26:52
  think
• 26:52
  customers
• 26:53
  just
• 26:53
  want
• 26:53
  to
• 26:53
  see
• 26:54
  an
• 26:54
  online
• 26:54
  presence
• 26:55
  no
• 26:55
  matter
• 26:55
  where
• 26:56
  you
• 26:56
  sell,
• 26:56
  on
• 26:56
  social
• 26:57
  media,
• 26:57
  on
• 26:57
  the
• 26:57
  shops.
• 26:58
  So
• 26:58
  that's
• 26:58
  really
• 26:58
  we,
• 26:59
  where
• 26:59
  we
• 26:59
  invest
• 27:00
  in.
• 27:00
  Yeah,
• 27:01
  that's
• 27:01
  the
• 27:01
  current
• 27:02
  state.
• 27:03
  And
• 27:03
  how
• 27:03
  do
• 27:04
  you
• 27:04
  ship
• 27:04
  the
• 27:04
  products?
• 27:05
  Do
• 27:05
  you
• 27:05
  have
• 27:06
  like
• 27:06
  a
• 27:06
  central
• 27:06
  warehouse
• 27:07
  at
• 27:07
  your
• 27:07
  own
• 27:08
  place
• 27:08
  or
• 27:09
  how
• 27:09
  do
• 27:09
  you
• 27:09
  do
• 27:09
  this?
• 27:10
  Yeah,
• 27:11
  we
• 27:11
  actually
• 27:11
  ship
• 27:12
  ourselves.
• 27:12
  I
• 27:12
  mean
• 27:13
  Amazon,
• 27:13
  you
• 27:13
  know,
• 27:14
  we
• 27:14
  make
• 27:14
  use
• 27:14
  of
• 27:14
  fba.
• 27:15
  I
• 27:15
  think
• 27:15
  we
• 27:15
  have
• 27:15
  the
• 27:16
  perfect
• 27:16
  products
• 27:16
  for
• 27:16
  that.
• 27:17
  They
• 27:17
  are
• 27:17
  small
• 27:17
  and
• 27:17
  light,
• 27:18
  so
• 27:19
  that's
• 27:19
  always
• 27:20
  good
• 27:20
  for
• 27:20
  fba.
• 27:22
  But
• 27:22
  yes,
• 27:23
  actually
• 27:23
  apart
• 27:23
  from
• 27:24
  that
• 27:24
  we
• 27:24
  ship
• 27:24
  ourselves.
• 27:25
  And
• 27:25
  that
• 27:25
  has
• 27:25
  several
• 27:26
  reasons.
• 27:26
  I
• 27:26
  mean,
• 27:27
  I
• 27:27
  mentioned
• 27:28
  before,
• 27:28
  we
• 27:29
  usually
• 27:29
  have
• 27:30
  different
• 27:31
  package
• 27:31
  sizes,
• 27:32
  you
• 27:32
  know,
• 27:32
  and
• 27:32
  in
• 27:32
  our
• 27:32
  case
• 27:33
  the
• 27:33
  capsules
• 27:33
  are
• 27:34
  usually
• 27:34
  in
• 27:34
  these
• 27:34
  blisters,
• 27:35
  you
• 27:35
  know,
• 27:35
  that
• 27:35
  where
• 27:35
  you
• 27:36
  push
• 27:36
  them
• 27:36
  out.
• 27:36
  So
• 27:37
  when
• 27:38
  we
• 27:38
  get
• 27:39
  our
• 27:39
  capsules,
• 27:40
  we
• 27:40
  just
• 27:40
  get
• 27:40
  the
• 27:40
  capsules
• 27:41
  in
• 27:41
  the
• 27:41
  blisters.
• 27:42
  And
• 27:42
  then
• 27:42
  we
• 27:43
  produce
• 27:43
  the
• 27:43
  products
• 27:44
  ourselves.
• 27:44
  So
• 27:45
  we
• 27:45
  need
• 27:45
  a
• 27:45
  warehouse
• 27:46
  anyway.
• 27:46
  And
• 27:47
  that
• 27:47
  is
• 27:47
  quite
• 27:47
  good
• 27:48
  for
• 27:48
  us
• 27:48
  because
• 27:48
  we
• 27:48
  can
• 27:49
  react
• 27:49
  quite
• 27:49
  flexible
• 27:50
  to,
• 27:50
  you
• 27:50
  know,
• 27:51
  what
• 27:51
  package
• 27:51
  sizes
• 27:52
  do
• 27:52
  we
• 27:52
  need,
• 27:52
  where,
• 27:53
  which
• 27:53
  markets
• 27:54
  do
• 27:54
  we
• 27:54
  need
• 27:55
  to,
• 27:57
  for
• 27:57
  which
• 27:57
  markets
• 27:58
  do
• 27:58
  we
• 27:58
  need.
• 27:58
  Products,
• 27:59
  which
• 27:59
  packaging,
• 28:00
  etc.
• 28:00
  Yeah,
• 28:01
  yeah,
• 28:01
  that's
• 28:01
  right.
• 28:02
  So
• 28:03
  that's.
• 28:03
  So
• 28:03
  we
• 28:03
  have
• 28:03
  a
• 28:04
  warehouse
• 28:04
  anyway
• 28:05
  and
• 28:05
  you
• 28:06
  know,
• 28:06
  then
• 28:06
  the
• 28:06
  step
• 28:06
  for
• 28:07
  fulfillment
• 28:07
  for
• 28:07
  us
• 28:08
  was
• 28:08
  not
• 28:08
  so
• 28:09
  big
• 28:09
  maybe.
• 28:12
  And
• 28:12
  where
• 28:12
  would
• 28:13
  you
• 28:13
  say
• 28:13
  do
• 28:13
  you
• 28:13
  have
• 28:13
  like
• 28:14
  the
• 28:14
  biggest
• 28:15
  regulatory
• 28:16
  or
• 28:16
  operational
• 28:17
  challenges
• 28:17
  for
• 28:18
  supplements
• 28:18
  or
• 28:18
  marketplace
• 28:19
  business?
• 28:21
  I
• 28:21
  think
• 28:21
  to
• 28:22
  be
• 28:22
  honest,
• 28:22
  for
• 28:23
  us
• 28:23
  it
• 28:23
  was
• 28:23
  comparatively
• 28:24
  easy
• 28:27
  because
• 28:27
  you
• 28:27
  know,
• 28:28
  we
• 28:28
  sell
• 28:29
  supplements
• 28:30
  for
• 28:30
  pregnant
• 28:31
  women
• 28:31
  and
• 28:31
  in
• 28:32
  a
• 28:32
  legal,
• 28:32
  like
• 28:33
  from
• 28:33
  a
• 28:33
  legal
• 28:33
  understanding
• 28:34
  it's
• 28:34
  a
• 28:34
  so
• 28:35
  called
• 28:35
  very
• 28:35
  vulnerable
• 28:37
  customer.
• 28:39
  So
• 28:39
  for
• 28:40
  me
• 28:40
  I
• 28:40
  think
• 28:40
  it
• 28:41
  was
• 28:41
  clear
• 28:41
  that
• 28:41
  if
• 28:42
  I
• 28:42
  want
• 28:42
  to
• 28:42
  get
• 28:43
  into
• 28:43
  that
• 28:43
  business
• 28:44
  I
• 28:44
  need
• 28:45
  to
• 28:45
  invest
• 28:45
  in
• 28:46
  compliance
• 28:47
  and
• 28:47
  quality
• 28:47
  management
• 28:48
  from
• 28:48
  the
• 28:48
  start.
• 28:49
  You
• 28:49
  know,
• 28:49
  it's
• 28:49
  not
• 28:49
  just
• 28:50
  a
• 28:50
  legal
• 28:50
  obligation,
• 28:51
  but
• 28:51
  I
• 28:51
  think
• 28:51
  it's
• 28:51
  so
• 28:52
  also
• 28:52
  something
• 28:52
  as
• 28:52
  a
• 28:53
  founder
• 28:53
  where
• 28:53
  I
• 28:53
  convinced
• 28:54
  if
• 28:54
  I
• 28:55
  was
• 28:55
  pregnant
• 28:56
  I
• 28:56
  just
• 28:56
  want
• 28:56
  to
• 28:56
  be
• 28:57
  able
• 28:57
  to
• 28:57
  rely
• 28:58
  on
• 28:58
  the
• 28:58
  quality
• 28:58
  of
• 28:59
  the
• 28:59
  product.
• 28:59
  So
• 28:59
  that
• 28:59
  was
• 29:00
  something
• 29:00
  I
• 29:00
  really
• 29:00
  invested
• 29:01
  in
• 29:02
  from
• 29:02
  the
• 29:02
  start
• 29:02
  on.
• 29:03
  And
• 29:03
  so
• 29:03
  when
• 29:04
  Amazon
• 29:05
  was
• 29:05
  starting
• 29:05
  to
• 29:06
  ask
• 29:06
  for
• 29:06
  more
• 29:07
  documentation
• 29:07
  or
• 29:08
  other
• 29:08
  marketplaces,
• 29:09
  I
• 29:10
  mean
• 29:10
  of
• 29:10
  course
• 29:10
  we
• 29:10
  had
• 29:11
  to
• 29:11
  compose
• 29:11
  the
• 29:11
  documentation,
• 29:12
  we
• 29:12
  had
• 29:13
  to
• 29:13
  understand
• 29:14
  what
• 29:14
  form
• 29:15
  does
• 29:15
  the
• 29:15
  marketplace
• 29:17
  want
• 29:17
  to
• 29:17
  have
• 29:17
  it,
• 29:18
  but
• 29:18
  we
• 29:18
  had
• 29:18
  it
• 29:18
  all
• 29:19
  anyway.
• 29:19
  And
• 29:19
  you
• 29:20
  know
• 29:20
  we
• 29:20
  are,
• 29:21
  we
• 29:21
  have,
• 29:22
  we
• 29:22
  have
• 29:22
  documentation
• 29:23
  about,
• 29:24
  you
• 29:24
  know,
• 29:24
  having
• 29:24
  vegan
• 29:25
  products.
• 29:26
  We
• 29:26
  are
• 29:26
  testing
• 29:27
  like
• 29:27
  we
• 29:27
  run
• 29:28
  lab
• 29:28
  tests
• 29:29
  all
• 29:29
  the
• 29:29
  time
• 29:29
  anyway.
• 29:30
  So
• 29:30
  that
• 29:30
  was
• 29:31
  for
• 29:31
  us
• 29:31
  that
• 29:32
  part
• 29:32
  was
• 29:32
  easy.
• 29:34
  So
• 29:34
  I
• 29:34
  think
• 29:35
  we
• 29:35
  had
• 29:36
  sometimes
• 29:36
  more
• 29:37
  of
• 29:37
  a
• 29:37
  challenge
• 29:38
  because
• 29:38
  on
• 29:39
  marketplaces
• 29:39
  there
• 29:40
  are
• 29:40
  so
• 29:40
  many
• 29:41
  automations,
• 29:42
  you
• 29:42
  know,
• 29:42
  and
• 29:42
  sometimes
• 29:43
  an
• 29:43
  algorithm
• 29:44
  picks
• 29:44
  up
• 29:44
  on
• 29:44
  something
• 29:45
  like
• 29:45
  you
• 29:45
  say,
• 29:46
  like
• 29:46
  you
• 29:46
  write
• 29:46
  a
• 29:47
  word
• 29:47
  in
• 29:47
  your
• 29:47
  listing
• 29:48
  and
• 29:48
  suddenly
• 29:49
  you
• 29:49
  get
• 29:49
  an
• 29:49
  email,
• 29:50
  your
• 29:50
  listing
• 29:50
  is
• 29:51
  suspended
• 29:51
  because
• 29:52
  you
• 29:53
  wrote
• 29:53
  something
• 29:53
  that
• 29:53
  is
• 29:54
  not
• 29:54
  compliant
• 29:55
  and
• 29:55
  you
• 29:55
  don't
• 29:55
  know
• 29:55
  which
• 29:56
  word
• 29:56
  it
• 29:56
  is.
• 29:56
  Right.
• 29:57
  And
• 29:58
  you
• 29:58
  sit
• 29:58
  there
• 29:58
  as
• 29:58
  a
• 29:58
  sound.
• 29:59
  Ah,
• 30:00
  really?
• 30:01
  So
• 30:02
  you
• 30:02
  look
• 30:02
  at
• 30:02
  your
• 30:03
  listing
• 30:03
  and
• 30:04
  sometimes,
• 30:04
  you
• 30:04
  know,
• 30:05
  it's
• 30:05
  really
• 30:06
  like
• 30:06
  you
• 30:06
  sometimes
• 30:07
  have
• 30:07
  to
• 30:07
  guess
• 30:07
  and
• 30:07
  I
• 30:08
  think
• 30:08
  that's
• 30:08
  something
• 30:09
  this
• 30:09
  is
• 30:10
  a
• 30:10
  little
• 30:10
  bit
• 30:10
  company
• 30:11
  know
• 30:11
  how
• 30:11
  you
• 30:12
  know.
• 30:12
  I
• 30:12
  think
• 30:12
  this
• 30:12
  is
• 30:12
  also
• 30:13
  about
• 30:14
  having
• 30:14
  some
• 30:14
  connections
• 30:15
  to
• 30:15
  account
• 30:15
  managers
• 30:16
  from
• 30:16
  Amazon,
• 30:17
  having
• 30:17
  some
• 30:17
  experience
• 30:18
  with
• 30:18
  that.
• 30:18
  So
• 30:18
  I
• 30:18
  think
• 30:19
  that
• 30:19
  was
• 30:20
  a
• 30:20
  bit
• 30:20
  of
• 30:20
  a
• 30:20
  challenge
• 30:21
  to
• 30:21
  learn.
• 30:21
  Okay,
• 30:22
  how
• 30:22
  do
• 30:22
  we
• 30:22
  avoid
• 30:23
  listing
• 30:24
  suspensions
• 30:25
  and
• 30:25
  if
• 30:25
  there
• 30:26
  is
• 30:26
  a
• 30:26
  suspension,
• 30:27
  what
• 30:28
  do
• 30:28
  we
• 30:28
  do
• 30:28
  in
• 30:28
  order
• 30:29
  to
• 30:29
  free
• 30:29
  the
• 30:30
  listing
• 30:31
  shortly
• 30:32
  Again.
• 30:34
  Interesting.
• 30:36
  So
• 30:37
  I'm
• 30:37
  looking
• 30:37
  a
• 30:38
  bit
• 30:38
  at
• 30:38
  the
• 30:38
  time,
• 30:38
  but
• 30:38
  before
• 30:39
  we're
• 30:39
  closing
• 30:40
  down
• 30:40
  I
• 30:40
  have
• 30:40
  to
• 30:41
  get
• 30:41
  back
• 30:41
  to
• 30:42
  what
• 30:42
  I
• 30:42
  said
• 30:42
  in
• 30:42
  the
• 30:42
  beginning.
• 30:43
  And
• 30:43
  that
• 30:44
  is
• 30:44
  your
• 30:44
  brief
• 30:46
  expansion
• 30:46
  into
• 30:47
  physical
• 30:48
  pharmacies
• 30:49
  because
• 30:49
  you
• 30:50
  did
• 30:50
  partner
• 30:50
  for
• 30:51
  a
• 30:51
  while
• 30:51
  with
• 30:52
  physical
• 30:53
  pharmacies
• 30:53
  and
• 30:53
  then
• 30:54
  pulled
• 30:54
  your
• 30:54
  products
• 30:55
  back.
• 30:55
  So
• 30:55
  what
• 30:56
  happened
• 30:56
  there?
• 30:58
  Yeah,
• 30:58
  I
• 30:59
  mean,
• 30:59
  in
• 30:59
  the
• 30:59
  end
• 30:59
  I
• 31:00
  think
• 31:00
  what
• 31:00
  happened
• 31:01
  is
• 31:02
  from
• 31:03
  our,
• 31:03
  from
• 31:03
  our
• 31:04
  mission,
• 31:04
  you
• 31:04
  know,
• 31:05
  as
• 31:05
  a
• 31:05
  company,
• 31:06
  of
• 31:06
  course
• 31:06
  we
• 31:06
  want
• 31:07
  to
• 31:07
  be
• 31:07
  where
• 31:08
  our
• 31:08
  customers
• 31:08
  are
• 31:09
  at.
• 31:10
  And
• 31:10
  in
• 31:10
  the
• 31:10
  case
• 31:11
  of
• 31:12
  supplements
• 31:13
  that
• 31:13
  have
• 31:13
  a
• 31:14
  little
• 31:14
  bit
• 31:14
  of
• 31:15
  a
• 31:15
  medical
• 31:15
  touch,
• 31:16
  you
• 31:16
  know,
• 31:16
  like
• 31:16
  pregnancy
• 31:17
  vitamins
• 31:18
  are
• 31:19
  something
• 31:19
  that
• 31:19
  doctors
• 31:20
  often
• 31:20
  recommend.
• 31:21
  You
• 31:21
  know,
• 31:22
  it's
• 31:23
  well
• 31:23
  known
• 31:24
  pharmacies
• 31:24
  have
• 31:25
  it
• 31:25
  on
• 31:25
  their
• 31:25
  shelves.
• 31:26
  So
• 31:26
  for
• 31:26
  us
• 31:27
  it
• 31:27
  was
• 31:28
  very
• 31:28
  likely
• 31:28
  that
• 31:29
  we
• 31:29
  said,
• 31:29
  okay,
• 31:29
  well
• 31:30
  if
• 31:30
  that's
• 31:30
  where
• 31:31
  pregnancy
• 31:32
  vitamins
• 31:32
  are
• 31:33
  sold,
• 31:33
  then
• 31:33
  we
• 31:34
  need
• 31:34
  to
• 31:34
  be
• 31:34
  there.
• 31:36
  And
• 31:36
  so
• 31:37
  what
• 31:37
  we
• 31:37
  did
• 31:37
  is
• 31:38
  that
• 31:39
  we
• 31:39
  listed
• 31:39
  with
• 31:40
  one
• 31:40
  of
• 31:40
  the
• 31:41
  wholesalers.
• 31:42
  So
• 31:42
  that's
• 31:43
  how
• 31:43
  the.
• 31:43
  Maybe
• 31:43
  a
• 31:43
  little
• 31:44
  bit
• 31:44
  of
• 31:44
  a
• 31:44
  background.
• 31:44
  In
• 31:45
  Germany
• 31:45
  you
• 31:45
  usually
• 31:46
  don't
• 31:46
  make,
• 31:48
  you
• 31:48
  don't
• 31:48
  partner
• 31:49
  with
• 31:49
  single
• 31:49
  pharmacies,
• 31:50
  but
• 31:51
  you
• 31:51
  sell
• 31:51
  your
• 31:52
  products
• 31:52
  to
• 31:52
  the
• 31:52
  wholesaler
• 31:53
  and
• 31:53
  the
• 31:53
  whole
• 31:53
  sellers
• 31:54
  then
• 31:54
  again
• 31:55
  deliver
• 31:55
  it
• 31:55
  to
• 31:55
  the
• 31:55
  local
• 31:56
  pharmacy.
• 31:56
  So
• 31:56
  that's
• 31:57
  what
• 31:57
  we
• 31:57
  did.
• 31:59
  And
• 31:59
  the
• 31:59
  first
• 32:00
  problem
• 32:00
  that
• 32:00
  we
• 32:00
  faced
• 32:01
  when
• 32:01
  we
• 32:01
  were
• 32:02
  a
• 32:02
  new
• 32:03
  and
• 32:03
  a
• 32:03
  young
• 32:03
  brand
• 32:04
  was
• 32:04
  that
• 32:05
  the
• 32:05
  local
• 32:06
  pharmacies,
• 32:07
  they
• 32:07
  were
• 32:07
  not
• 32:08
  exactly
• 32:09
  thrilled
• 32:09
  about
• 32:10
  our
• 32:10
  products.
• 32:11
  You
• 32:11
  know,
• 32:11
  they
• 32:12
  said,
• 32:12
  okay,
• 32:12
  well
• 32:12
  what's
• 32:13
  your
• 32:13
  marketing
• 32:13
  budget?
• 32:14
  Why
• 32:14
  should
• 32:15
  we
• 32:15
  recommend
• 32:15
  your
• 32:16
  product?
• 32:16
  How
• 32:17
  many
• 32:17
  customers
• 32:18
  do
• 32:18
  you
• 32:18
  have?
• 32:19
  And
• 32:19
  I
• 32:19
  think,
• 32:20
  you
• 32:20
  know,
• 32:20
  they
• 32:20
  just
• 32:21
  prefer
• 32:21
  to
• 32:22
  really
• 32:22
  sell
• 32:22
  the
• 32:23
  well
• 32:23
  known
• 32:23
  and
• 32:24
  trusted
• 32:24
  brands.
• 32:24
  I
• 32:24
  think
• 32:25
  it's
• 32:25
  just
• 32:25
  easier
• 32:26
  for
• 32:26
  them.
• 32:26
  And
• 32:27
  to
• 32:27
  be
• 32:27
  honest,
• 32:27
  personally
• 32:28
  I
• 32:29
  can
• 32:29
  relate
• 32:29
  to
• 32:29
  that
• 32:29
  also.
• 32:31
  So
• 32:31
  we
• 32:31
  thought,
• 32:32
  okay,
• 32:32
  well
• 32:32
  maybe
• 32:33
  we
• 32:33
  just
• 32:33
  need
• 32:33
  to
• 32:33
  do
• 32:33
  some
• 32:33
  advertising
• 32:34
  and
• 32:34
  then
• 32:35
  we
• 32:35
  will
• 32:36
  get
• 32:36
  this
• 32:36
  process
• 32:36
  running.
• 32:38
  Well,
• 32:38
  what
• 32:38
  we
• 32:39
  then
• 32:39
  experienced
• 32:40
  was
• 32:40
  that
• 32:40
  one
• 32:40
  day
• 32:41
  we
• 32:41
  logged
• 32:41
  into
• 32:42
  Amazon
• 32:42
  and
• 32:43
  we
• 32:43
  realized,
• 32:43
  oh,
• 32:44
  we
• 32:44
  lost
• 32:44
  our
• 32:45
  buy
• 32:45
  box
• 32:45
  pretty
• 32:46
  much
• 32:46
  for
• 32:46
  all
• 32:46
  of
• 32:47
  our
• 32:47
  products.
• 32:48
  Because
• 32:49
  what
• 32:49
  happened
• 32:49
  was
• 32:50
  that
• 32:51
  the
• 32:52
  big
• 32:52
  online
• 32:52
  pharmacies,
• 32:54
  they
• 32:54
  started
• 32:55
  listening
• 32:56
  our
• 32:56
  products
• 32:56
  on
• 32:57
  Amazon.
• 32:57
  Of
• 32:57
  course
• 32:58
  they
• 32:58
  appreciated
• 32:59
  that
• 32:59
  we
• 32:59
  had
• 32:59
  campaigns
• 33:00
  running
• 33:00
  on
• 33:01
  brand
• 33:01
  keywords
• 33:01
  as
• 33:02
  well.
• 33:02
  And
• 33:02
  then
• 33:02
  they
• 33:02
  sold
• 33:02
  the
• 33:03
  products.
• 33:04
  So
• 33:05
  then
• 33:05
  we
• 33:05
  said,
• 33:05
  okay,
• 33:06
  what
• 33:06
  are
• 33:06
  we
• 33:06
  going
• 33:06
  to
• 33:06
  do
• 33:06
  now?
• 33:07
  So
• 33:07
  we
• 33:07
  lowered
• 33:07
  the
• 33:08
  price
• 33:08
  a
• 33:08
  little
• 33:08
  bit,
• 33:09
  which
• 33:09
  I
• 33:09
  was
• 33:10
  not
• 33:10
  happy
• 33:10
  about.
• 33:10
  You
• 33:11
  know,
• 33:11
  when
• 33:11
  you
• 33:12
  sell
• 33:12
  a
• 33:12
  premium
• 33:12
  brand,
• 33:13
  you
• 33:13
  need
• 33:13
  to
• 33:13
  be
• 33:13
  very,
• 33:14
  very
• 33:14
  careful
• 33:15
  with
• 33:15
  discounts.
• 33:16
  But
• 33:16
  we
• 33:16
  tried.
• 33:17
  And
• 33:17
  then
• 33:18
  in
• 33:18
  return,
• 33:18
  the
• 33:19
  few
• 33:19
  local
• 33:20
  pharmacies
• 33:21
  that
• 33:21
  sold
• 33:21
  our
• 33:21
  products,
• 33:22
  I
• 33:22
  mean
• 33:22
  we
• 33:22
  had
• 33:22
  them
• 33:23
  on
• 33:23
  the
• 33:23
  phone
• 33:23
  and
• 33:23
  they
• 33:23
  said,
• 33:24
  guys,
• 33:24
  you
• 33:24
  know,
• 33:24
  you
• 33:25
  can,
• 33:25
  you
• 33:25
  can't
• 33:25
  sell
• 33:26
  below
• 33:26
  your
• 33:26
  own
• 33:27
  recommendation
• 33:28
  because
• 33:28
  when
• 33:28
  you
• 33:28
  do
• 33:29
  that,
• 33:29
  you're
• 33:29
  not
• 33:29
  our
• 33:30
  partner
• 33:30
  anymore,
• 33:30
  you're
• 33:31
  not
• 33:31
  our
• 33:31
  supplier
• 33:31
  anymore,
• 33:32
  but
• 33:32
  you
• 33:32
  become
• 33:32
  our
• 33:33
  competitor.
• 33:35
  And
• 33:35
  I
• 33:35
  think
• 33:35
  that
• 33:35
  was
• 33:35
  the
• 33:36
  point
• 33:36
  Where
• 33:36
  I
• 33:36
  thought,
• 33:36
  okay,
• 33:37
  at
• 33:37
  least
• 33:38
  with
• 33:38
  a
• 33:38
  young
• 33:39
  new
• 33:39
  brand
• 33:41
  these
• 33:41
  strategies
• 33:42
  can
• 33:42
  really
• 33:43
  conflict.
• 33:45
  So
• 33:46
  would
• 33:46
  I
• 33:46
  see
• 33:46
  it
• 33:46
  the
• 33:47
  same
• 33:47
  today?
• 33:48
  I'm
• 33:48
  not
• 33:48
  sure.
• 33:48
  Maybe
• 33:49
  with
• 33:49
  a
• 33:49
  more
• 33:49
  established
• 33:50
  brands,
• 33:50
  a
• 33:50
  different
• 33:50
  approach.
• 33:51
  I
• 33:51
  mean
• 33:52
  there
• 33:52
  are,
• 33:52
  you
• 33:53
  know,
• 33:53
  there
• 33:53
  are
• 33:53
  brands
• 33:54
  that
• 33:54
  for
• 33:54
  example,
• 33:54
  say
• 33:55
  okay,
• 33:55
  I
• 33:56
  sell
• 33:56
  in
• 33:56
  retail
• 33:57
  or
• 33:57
  in
• 33:57
  pharmacies,
• 33:58
  my
• 33:58
  small
• 33:58
  package
• 33:59
  size,
• 33:59
  then
• 33:59
  on
• 34:00
  marketplaces,
• 34:00
  all
• 34:01
  package
• 34:01
  sizes
• 34:02
  and
• 34:02
  in
• 34:02
  my
• 34:02
  shop
• 34:03
  I
• 34:03
  also
• 34:03
  offer
• 34:04
  certain
• 34:04
  discounts
• 34:04
  and
• 34:05
  bundles.
• 34:05
  You
• 34:05
  know,
• 34:05
  I
• 34:05
  mean,
• 34:07
  there's
• 34:07
  different
• 34:07
  strategies
• 34:08
  also
• 34:09
  to
• 34:09
  cope
• 34:09
  with
• 34:09
  that.
• 34:10
  But
• 34:11
  yeah,
• 34:11
  in
• 34:11
  the
• 34:11
  end
• 34:11
  I
• 34:12
  think
• 34:12
  it
• 34:13
  needs
• 34:13
  to
• 34:13
  be
• 34:13
  well
• 34:16
  thought
• 34:16
  through
• 34:17
  decisions
• 34:17
  because
• 34:18
  what
• 34:18
  sounds
• 34:18
  easy
• 34:19
  is
• 34:19
  in
• 34:19
  practice
• 34:20
  sometimes
• 34:22
  a
• 34:22
  lot
• 34:22
  more
• 34:22
  complex.
• 34:26
  Interesting
• 34:26
  story
• 34:26
  here.
• 34:28
  Right?
• 34:29
  So
• 34:29
  maybe
• 34:30
  to
• 34:30
  close
• 34:30
  this
• 34:30
  up
• 34:31
  because
• 34:32
  we
• 34:32
  are
• 34:32
  over
• 34:32
  our
• 34:33
  time
• 34:33
  already,
• 34:33
  even
• 34:33
  though
• 34:34
  I
• 34:34
  do
• 34:34
  enjoy
• 34:35
  very
• 34:35
  much
• 34:35
  talking
• 34:35
  to
• 34:36
  you
• 34:36
  and
• 34:36
  hearing
• 34:36
  about
• 34:37
  your
• 34:37
  founder
• 34:37
  story.
• 34:38
  But
• 34:38
  still,
• 34:39
  so
• 34:39
  maybe
• 34:39
  I
• 34:39
  look
• 34:39
  in
• 34:40
  the
• 34:40
  future,
• 34:40
  what
• 34:40
  are
• 34:40
  you
• 34:41
  working
• 34:41
  on
• 34:41
  at
• 34:41
  the
• 34:41
  moment
• 34:42
  and
• 34:42
  where
• 34:42
  do
• 34:42
  you
• 34:42
  see
• 34:43
  your
• 34:43
  brands
• 34:43
  in,
• 34:43
  in
• 34:44
  a
• 34:44
  few
• 34:44
  years
• 34:44
  time?
• 34:45
  What
• 34:45
  are
• 34:45
  you
• 34:46
  going
• 34:46
  for?
• 34:46
  More
• 34:46
  marketplaces
• 34:47
  or
• 34:47
  international
• 34:48
  expansion,
• 34:48
  which
• 34:49
  I
• 34:49
  can
• 34:49
  guess
• 34:50
  is
• 34:50
  difficult
• 34:50
  in
• 34:51
  your
• 34:51
  field.
• 34:52
  So
• 34:52
  what
• 34:52
  is
• 34:52
  your
• 34:54
  road
• 34:54
  to
• 34:54
  growth?
• 34:56
  Yeah,
• 34:56
  I
• 34:56
  mean
• 34:56
  right
• 34:56
  now
• 34:57
  we
• 34:57
  have
• 34:58
  three
• 34:58
  brands
• 35:00
  and
• 35:01
  we
• 35:01
  are
• 35:01
  selling
• 35:02
  right
• 35:02
  now
• 35:03
  in
• 35:03
  the
• 35:03
  Dach
• 35:03
  region
• 35:04
  and
• 35:04
  also
• 35:04
  in
• 35:04
  Italy.
• 35:06
  So
• 35:07
  I
• 35:08
  mean
• 35:08
  I
• 35:09
  have
• 35:09
  more
• 35:09
  ideas
• 35:09
  for
• 35:10
  brands
• 35:10
  but
• 35:10
  to
• 35:10
  be
• 35:10
  honest,
• 35:11
  I
• 35:11
  think
• 35:11
  when
• 35:11
  I
• 35:11
  look
• 35:12
  to
• 35:12
  the
• 35:13
  next
• 35:13
  five
• 35:13
  years,
• 35:13
  I
• 35:14
  think
• 35:14
  for
• 35:14
  us
• 35:14
  it's
• 35:14
  really
• 35:15
  more
• 35:15
  important
• 35:16
  to
• 35:16
  dive
• 35:16
  deeper
• 35:17
  into
• 35:17
  these
• 35:17
  markets.
• 35:18
  I
• 35:18
  think
• 35:18
  we
• 35:19
  can,
• 35:19
  we
• 35:19
  can
• 35:20
  launch
• 35:20
  more
• 35:20
  products
• 35:21
  for
• 35:21
  Puriya
• 35:22
  Farm.
• 35:22
  I
• 35:22
  think
• 35:22
  there
• 35:22
  are
• 35:23
  also
• 35:23
  some
• 35:23
  marketplaces
• 35:24
  that
• 35:24
  are
• 35:25
  already
• 35:25
  interesting
• 35:26
  for
• 35:26
  us
• 35:26
  or
• 35:26
  that
• 35:27
  could
• 35:27
  even
• 35:27
  become
• 35:28
  more
• 35:28
  interesting.
• 35:28
  I
• 35:29
  mean,
• 35:29
  there's
• 35:29
  a
• 35:29
  lot
• 35:29
  happening,
• 35:30
  you
• 35:30
  know,
• 35:30
  in
• 35:30
  the
• 35:30
  market
• 35:31
  with
• 35:31
  supplements
• 35:32
  and
• 35:32
  pharmacies.
• 35:33
  So
• 35:33
  I
• 35:33
  think
• 35:33
  there
• 35:34
  are
• 35:34
  some
• 35:34
  quite,
• 35:35
  quite
• 35:36
  interesting
• 35:38
  chances
• 35:38
  that
• 35:38
  we
• 35:39
  have.
• 35:39
  I
• 35:39
  think
• 35:40
  we
• 35:40
  also,
• 35:40
  we
• 35:40
  can
• 35:40
  build
• 35:41
  more
• 35:41
  on
• 35:41
  our
• 35:42
  shop
• 35:42
  because
• 35:43
  of
• 35:43
  course
• 35:43
  marketplaces
• 35:44
  are
• 35:44
  important
• 35:45
  because
• 35:45
  like
• 35:45
  I
• 35:45
  said,
• 35:45
  that's
• 35:46
  where
• 35:46
  the
• 35:46
  customers
• 35:47
  are.
• 35:48
  Customers
• 35:48
  love
• 35:48
  marketplaces.
• 35:49
  But
• 35:49
  shop
• 35:50
  is
• 35:50
  also
• 35:50
  important.
• 35:51
  So
• 35:51
  that's
• 35:51
  really
• 35:51
  one
• 35:52
  very
• 35:52
  important
• 35:54
  strategic
• 35:55
  goal.
• 35:57
  And
• 35:57
  in
• 35:57
  the
• 35:57
  end,
• 35:57
  I
• 35:58
  mean,
• 35:58
  what
• 35:58
  I
• 35:58
  can
• 35:58
  say
• 35:59
  is
• 35:59
  I
• 35:59
  think
• 36:01
  me
• 36:01
  as
• 36:01
  a
• 36:01
  founder,
• 36:03
  I
• 36:04
  think
• 36:04
  I'm
• 36:04
  very
• 36:04
  connected
• 36:04
  to
• 36:05
  my
• 36:05
  brands.
• 36:05
  I
• 36:06
  like
• 36:06
  working
• 36:07
  on
• 36:08
  products,
• 36:10
  products
• 36:10
  that
• 36:10
  I
• 36:10
  can
• 36:10
  relate
• 36:11
  to
• 36:11
  and
• 36:11
  on
• 36:11
  product
• 36:12
  topics
• 36:12
  that
• 36:13
  I
• 36:13
  like.
• 36:13
  And
• 36:14
  I
• 36:14
  can
• 36:14
  really
• 36:14
  say
• 36:14
  that
• 36:15
  my
• 36:15
  connection
• 36:16
  with
• 36:16
  the
• 36:16
  three
• 36:16
  brands
• 36:17
  that
• 36:17
  we
• 36:17
  have
• 36:18
  is
• 36:19
  very
• 36:19
  intuitive
• 36:20
  and
• 36:20
  heartfelt.
• 36:21
  I
• 36:21
  really
• 36:21
  like
• 36:22
  it.
• 36:22
  So
• 36:22
  what
• 36:22
  I
• 36:23
  hope
• 36:23
  is
• 36:23
  that
• 36:23
  in
• 36:24
  the
• 36:24
  next
• 36:24
  years
• 36:25
  we
• 36:26
  get
• 36:26
  the
• 36:26
  chance
• 36:28
  to
• 36:29
  be
• 36:29
  part
• 36:29
  of
• 36:29
  people's
• 36:30
  lives,
• 36:30
  to
• 36:31
  make
• 36:32
  people's
• 36:32
  lives
• 36:32
  maybe
• 36:33
  easier
• 36:33
  with
• 36:33
  our
• 36:33
  products
• 36:34
  and
• 36:34
  also
• 36:34
  to
• 36:35
  create
• 36:35
  more
• 36:35
  educational,
• 36:36
  informative
• 36:37
  content
• 36:37
  about
• 36:38
  the
• 36:38
  brand
• 36:38
  topics.
• 36:39
  Because
• 36:39
  I
• 36:39
  think
• 36:40
  people
• 36:40
  really
• 36:41
  seek
• 36:42
  for
• 36:42
  information
• 36:43
  and
• 36:44
  yeah,
• 36:44
  we
• 36:45
  have
• 36:45
  a
• 36:45
  great
• 36:45
  chance
• 36:45
  to
• 36:46
  provide
• 36:46
  a
• 36:46
  little
• 36:47
  bit
• 36:47
  about
• 36:47
  that
• 36:48
  in
• 36:49
  our
• 36:49
  shops,
• 36:49
  in
• 36:49
  our
• 36:50
  social
• 36:50
  media
• 36:50
  channels.
• 36:51
  So
• 36:51
  that's
• 36:52
  really
• 36:52
  what
• 36:53
  I
• 36:53
  really
• 36:53
  love
• 36:53
  about
• 36:54
  my
• 36:54
  job.
• 36:57
  Thank
• 36:58
  you
• 36:58
  very
• 36:58
  much
• 36:58
  for
• 36:58
  your
• 36:58
  insights,
• 36:59
  Anne
• 36:59
  Marie.
• 36:59
  It
• 36:59
  was
• 37:00
  really
• 37:00
  great
• 37:00
  having
• 37:01
  you
• 37:01
  with
• 37:01
  us
• 37:01
  today
• 37:01
  and
• 37:02
  talking
• 37:02
  about
• 37:02
  your
• 37:03
  three
• 37:03
  brands
• 37:03
  and
• 37:03
  your
• 37:04
  inspiring
• 37:04
  story.
• 37:05
  Thank
• 37:05
  you.
• 37:05
  Yeah,
• 37:06
  thank
• 37:06
  you
• 37:06
  very
• 37:06
  much
• 37:06
  for
• 37:07
  inviting
• 37:07
  me.
• 37:09
  Yeah.
• 37:10
  And
• 37:10
  if
• 37:10
  you
• 37:10
  like
• 37:11
  listening
• 37:11
  to
• 37:11
  us
• 37:12
  today,
• 37:12
  you
• 37:12
  could
• 37:12
  make
• 37:13
  us
• 37:13
  very
• 37:13
  happy
• 37:13
  by
• 37:14
  following
• 37:14
  us
• 37:14
  and
• 37:14
  rating
• 37:15
  our
• 37:15
  podcast
• 37:15
  and
• 37:15
  Spotify,
• 37:16
  Apple
• 37:16
  Podcasts,
• 37:17
  YouTube
• 37:17
  or
• 37:18
  wherever
• 37:19
  you
• 37:19
  are
• 37:19
  listening
• 37:19
  to
• 37:20
  us.
• 37:20
  And
• 37:20
  of
• 37:20
  course
• 37:20
  by
• 37:21
  tuning
• 37:21
  in
• 37:21
  again
• 37:21
  next
• 37:22
  time.
• 37:22
  Next
• 37:23
  week
• 37:23
  we
• 37:23
  will
• 37:23
  look
• 37:24
  into
• 37:24
  all
• 37:24
  the
• 37:24
  most
• 37:25
  important
• 37:25
  things
• 37:25
  that
• 37:25
  happened
• 37:26
  in
• 37:26
  the
• 37:26
  Marketplace
• 37:26
  industry
• 37:27
  in
• 37:28
  our
• 37:28
  monthly
• 37:29
  news
• 37:29
  review.
• 37:29
  So
• 37:30
  don't
• 37:30
  miss
• 37:30
  out
• 37:30
  on
• 37:31
  that
• 37:31
  and
• 37:31
  thanks
• 37:31
  for
• 37:32
  your
• 37:32
  support
• 37:33
  and
• 37:33
  bye
• 37:33
  bye.
• 37:34
  Bye
• 37:35
  bye.
• 37:42
  You
• 37:42
  listened
• 37:43
  to
• 37:43
  let's
• 37:43
  Talk
• 37:44
  Marketplace,
• 37:44
  the.
• 37:45
  Marketplace
• 37:45
  podcast
• 37:46
  with
• 37:46
  Ingrid
• 37:46
  Lommer
• 37:47
  and
• 37:47
  Valerie
• 37:47
  Dichtel.