Amazon 1P vs 3P selling secrets and strategy ideas – Dr. Robin Gaster Ep92
Release Date: 04/23/2021
From $7M to $280M — How Whisker Scaled Smart with Jacob Zuppke
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In this episode of The Eight Figure Product Show, Luke Peters sits down with Jacob Zuppke, CEO of Whisker—the innovative brand behind Litter-Robot and other smart pet products. Jacob joined Whisker when it was a $7M company and helped scale it to over $280M by 2022. This is a no-fluff conversation about: Transitioning from operator to CEO Building a scalable product roadmap Partnering with a founder without friction What it really takes to grow a product business at speed If you’re a founder, product leader, or aspiring CEO—this is a masterclass in operational scale and...
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The New Cold War? What Tariffs Really Mean for U.S. Businesses
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In this episode, Luke Peters breaks down what most business owners and investors are missing about the new wave of tariffs on China. This isn't just a trade dispute—it’s a global reset in how business is done. You’ll learn: Why this is not about leveling the playing field—it's about national strategy The real reason behind rising tariffs and what the administration is signaling How U.S. businesses importing from China are at serious risk if they don’t adapt What Scott Bessent's remarks reveal about the shift from Wall Street to Main Street Why this could mark the start of a...
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Selling the World's First Privacy Company — Featuring Lance Cottrell
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In this episode of The Eight Figure Product Show, Luke Peters sits down with Lance Cottrell, a seasoned entrepreneur and expert in security, privacy, and scaling tech-driven businesses. Together, they dive into the tactics that actually work when building and exiting a successful company—from early product strategy to leadership evolution and preparing for acquisition. You’ll learn: The biggest mistakes founders make in early growth How to think about product-market fit in technical industries Why leadership structure determines scale And how Lance built and sold his company...
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Inbound vs. Outbound: Why Most SMBs Are Leaving Growth on the Table
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Most small to mid-sized businesses rely almost entirely on inbound sales—and it’s holding them back. In this episode, Luke Peters explains why companies stuck at $3M to $15M often plateau and how adding outbound sales can be the growth catalyst you’ve been missing. You'll learn: The two biggest reasons founders avoid outbound Why doing the same thing at $10M you did at $2M is a red flag How cold outreach can add real fuel to your growth strategy Why executive talent—not just hustle—is key to outbound success If you’re not hitting new revenue levels, this episode shows you...
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High Payoff Activities: What CEOs Should Really Be Working On
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Most founder-CEOs are stuck in the weeds—busy, overwhelmed, and still not moving the business forward. In this episode, Luke Peters breaks down what’s really holding you back: low margins, reactive thinking, and no system for focusing on what actually matters. You'll learn: Why low margins are the root of burnout and chaos What “high payoff activities” (HPAs) actually look like How to shift your mindset from task manager to strategist Why hiring a true sales leader is often the #1 growth lever A simple way to execute strategy using OKRs If you're grinding hard but not...
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Margin Expansion: The Overlooked Key to Selling Your Business for More
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Thinking about selling your business? If you're relying on a standard EBITDA multiple, you're probably leaving money on the table. In this episode, Luke Peters breaks down multiple expansion—how boosting margins and reducing risk can increase both your earnings and the multiplier buyers are willing to pay. You'll learn: Why recurring revenue and consumables drive higher valuations How improving from 10% to 15% EBITDA can boost your multiple The difference between running a lifestyle business and building a sellable asset Simple ways to shift your business model—without...
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What Are You Tracking? Why Most CEOs Measure the Wrong Things
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Too many founders obsess over dashboards and KPIs—yet still miss what actually drives long-term growth. In this episode, Luke Peters breaks down the difference between lagging indicators and the leading inputs that move the needle. You’ll learn: Why real financial truth comes from monthly accrual reviews—not real-time dashboards The most overlooked metrics that shape future success How tracking too much is just as bad as tracking too little And why a Garmin watch might be smarter than your KPI report If you’re a CEO stuck in the weeds, this episode is your blueprint for...
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Now’s the Time to Hire: Why Downturns Are Gold for Finding Talent
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Most CEOs sit on their hands when the economy slows. Not Luke Peters. In this episode, he explains why this market is a rare chance to level up your team—especially when it comes to key hires like a Head of Sales or COO. You’ll learn: Why top talent is finally back on the market The mindset shift founders need to grow in tough times Why your bottleneck might not be your product—it’s your people And how hiring smart now can pay off when the economy rebounds If you're stretched too thin or stuck in a sales rut—this episode is your wake-up call.
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How to Lead Through Uncertainty: A CEO’s Take on Hard Times
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Uncertain times can crush a business—or create an opening. In this short episode, Luke Peters shares how he navigated major disruption, from tariffs to financial crises, and why most CEOs focus on the wrong things. He explains: Why optimizing a bad situation is a losing game How to avoid getting stuck in a red ocean The power of long-term thinking in short-term chaos And why starting a business during tough times can actually be a huge advantage If you're a founder or CEO dealing with market pressure, supply chain issues, or global noise—this episode is for you. Clear. Tactical....
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Your Margins Are Too Low! Here’s How to Fix Them Fast
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Most businesses struggle with pricing—charge too little, and you're stuck in a race to the bottom. Charge too much without offering more, and customers walk. So how do you set prices that maximize margins without killing demand? In this episode, Luke Peters, founder of a multi-million dollar appliance brand, breaks down value-based pricing—what works, what doesn’t, and the exact strategies he used to scale to $80M+ before selling to private equity. You'll learn: The real reason brands fail at pricing (and how to fix it) Why niching down boosts margins and lowers stress How to test price...
info_outlineDr. Robin Gaster: How to Approach Selling on Amazon for Business Success
Is it time for you to make the exclusive brands’ partnership program with Amazon? How will having a deal with Amazon to market your brand on their marketplace benefit your brand? Is it worth it or even smart to completely leave it to Amazon to handle your brand on their platform?
In this episode of the Page One Podcast, we have Dr. Robin Gaster to discuss Amazon’s exclusive brands, 3P vs. 1P, and Amazon’s private label. He’s the CEO of Incumetrics, a data and analytics firm focused primarily on innovation, and a visiting scholar at George Washington University. He has a master’s degree in philosophy and a PhD in political science from Berkeley.
Listen in to learn why you should focus on building and strengthening your brand outside of Amazon to become successful. You will also learn why going 3P on Amazon will lead to more success in your business than selling 1P.
Key Takeaways:
- Why you shouldn’t rely on Amazon to build your brand.
- How to avoid the risk of 1P on Amazon by making 3P successful for your business.
- Why the possibility of Amazon’s private-label going away is high leaving it a marketplace only.
- The importance of building and owning your brand outside of Amazon.
Episode Timeline:
- [1:35] Robin describes the strategy and data evaluation work he does for government agencies.
- [5:53] Understanding why Amazon is building exclusive brand partnerships.
- [10:50] The disadvantage of Chinese manufacturers selling directly to US consumers through Amazon.
- [16:38] Why the idea of Amazon’s idea of building exclusive brand partnerships will not benefit your business.
- [26:40] Why Amazon is pushing companies from 1P to 3P and why you should make your 3P successful.
- [29:58] Amazon’s private-label business and its difference from the exclusive brands’ program.
- [33:23] Why Amazon’s exclusive brand partnerships are more of Amazon’s business rather than building brands.
- [39:20] Why Amazon’s private label isn’t significantly growing due to its low unit price.
- [42:17] Dr. Robin explains why there’s no possibility of a worthy Amazon competitor now and in the future.
- [43:42] Why Amazon should focus on healthcare in the next 5 years.
- [45:03] Dr. Robin talks about his book and how it explores the topic of Amazon.
Quotes:
“Make sure you got the right team and don’t try and overpower the team as the founder.”- Robin [4:19]