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Product reviews on Amazon can increase your sales, which, in turn, increases your need to sell more competitively and efficiently. Let’s take a lot at some of the reasons why they are important.
The Importance of Amazon Product Reviews
Here are five reasons why product reviews matter so much:
- They can help boost sales: Customers don’t have the luxury of inspecting a product in person and asking the merchant questions about it in real time. So, they rely on the experiences of others by reading their reviews. If you have a cadre of (good) reviews, then it helps increase your chances of ‘convincing’ a consumer to buy a product.
- They can help build trust in your reputation and brand: When it comes to selling online, reputation is almost everything. And if you have a good one by virtue of almost all buyers saying excellent things about you, then it stands to reason future buyers will feel more positively about taking a chance on you, too.
- They can help to build customer loyalty: It’s been shown time and time again that shoppers will pay higher prices for the same or similar product if the service they receive is exemplary. And they’ll keep shopping there if they feel valued as a person and not just as a dollar sign.
- They can lead to more money being spent: When you have pages of excellent reviews, you have more justification in charging more for your products, thereby increasing your revenue and profit margins. People so badly want to feel important that they’re happy to fork over money for a more humanising and personal experience.
- They can be the difference-maker for an on-the-fence consumer: Let’s say you’ve got a shopper, Bob. Bob is down to two final merchants who are selling the thingamabob he’s interested in. Merchant A has mixed reviews, with half the people saying they were pleased and the other half warning others to stay away. Meanwhile, Merchant B has one glowing review after another. Which seller do you think Bob is going to go with? There are a lot more Bobs out in the world than you may think.
Seller reviews have to do with how you handled the transaction, whether it was answering questions promptly or being open and honest about things every step of the way.
Product reviews, on the other hand, are concerned only with the product itself.
- Was it as accurate as advertised? Did it arrive in good condition?
- Or was it damaged because of improper/not enough packaging?
- Was it durable, or did it fall apart shortly after receipt?
Put Yourself in the Customer’s Shoes
Let’s go back to Bob for a second.
He’s looking to get his daughter a gift and has decided on a hooded jumper. Bob is an old-school guy and has usually shopped in person, but his daughter has convinced him online is the way to go. He’s understandably a little nervous, partly because he’s not used to buying women’s clothing and can’t ask a salesperson for help, and partly because he’s unsure if the products he’s looking at will be liked by his daughter.
So, Bob settles on your page and is looking through a line of hooded jumpers you feature. He knows red is his daughter’s favourite colour, so he focuses on those.
Now, will you be ready to help Bob by writing that the jumpers are ‘just’ red, or that they’re scarlet?
- Will you post a sizing chart so Bob can translate his daughter’s size into the appropriate jumper?
- Will you feature plenty of photos of the jumpers on real people so Bob can see if his daughter’s body type/size will look good in the jumper?
- Is the jumper okay to wash with hot water, or does it need a cold water wash?
It turns out you have and Bob buys the jumper for his daughter. Now what?
Now, you have to message Bob and prompt him to leave a product review so he can add his experience to that of others’, and so you can use that in the future to convince other Bobs to buy from you. Because Bob isn’t used to shopping online, he might not be aware that the process isn’t quite finished just yet and sending a short, friendly email is the best way to get Bob to rate your product and say a few words about it. And just in case Bob was unhappy about the product, emailing him gives you a chance to fix the problem before he leaves a negative review.
Get More Product Reviews
No matter if you’ve got plenty of Bobs or just plenty of buyers period, you’ll need a system in place to ensure product reviews are handled in an organised, efficient way. Check out FeedbackExpress’ Amazon feedback tool. Free for 30 days. No credit card required.
Related: How to Get Amazon Reviews Legally
- They can help boost sales: Customers don’t have the luxury of inspecting a product in person and asking the merchant questions about it in real time. So, they rely on the experiences of others by reading their reviews. If you have a cadre of (good) reviews, then it helps increase your chances of ‘convincing’ a consumer to buy a product.
When selling online, you’re only as good as your reviews. Reputation is everything, considering shoppers don’t have a chance to see you and your products in person. When it comes to finding the perfect Amazon feedback software, FeedbackExpress has you covered.
1. Check Out the Support System
One of the biggest reasons Amazon does as well as it does is because its customer support is amazing. Buyers feel very comfortable using the site because they know their needs will be taken care of to a great degree.
You should look for the same with feedback software. You’re a customer using a service, and one of your top priorities should be that if you need help with anything, it’ll be there. And like any customer, you want to be treated like a person and know there’s a live human on the other end helping you out instead of a generic FAQ section.
2. Essential Features You Need and Ones That Could Come in Handy in the Future
When selecting a feedback software for Amazon, you should approach it in two ways: how will it help you right now, and how will it help you in the future?
For your immediate concerns, those features are a must-have. If you can’t rely on your software to ably handle your needs, it won’t be much use to you. And if you can’t rely on it now, then it’ll be really hard to jump to the next level.
Once you have the first set of criteria met, it’s time to think a little more abstractly and picture what needs you’ll have in the future. A good feedback software will be able to grow with you.
3. The Level of Customisation That Works For You
Think of the smartphone divide as an example. iOS users value the clean-cut interface and plug-and-play usability. Android users, on the other hand, tend to want more control and customisation. Neither operating system is good or bad in its own respect; it’s more a matter of what you’re looking for.
Likewise, feedback software can be divided into the same camps. There are some programs that will offer ease-of-use at the cost of control, and some that will offer more options at the cost of a steeper learning curve.
4. It Has Its OWN Good Reviews
Look at what past users have to say. It’ll be rare to find one Amazon feedback software that only has stellar reviews, as that will usually indicate something brand new that hasn’t really been tested. But if you find a software where the majority of people have great things to say, you’ll know that the bad reviews are probably isolated incidents.
Also pay attention to what people are saying. If you notice a common theme of complaints cropping up, consider if that area is important enough that it’ll affect you adversely. Also look at how the software designers have responded. If they seem to really pay attention to what people are saying and make an attempt to better the situation, then it’s definitely a good sign.
5. You Can Use it on Multiple Amazon Marketplaces
Let’s say you live in the UK, but sell in the Amazon India marketplace. If you don’t speak Hindi or Bengali, how are you going to appropriately ask buyers there for a review? Google Translate has progressed leaps and bounds but the last thing you want to do is make an unintentional language gaffe.
This option is crucial if you sell in multiple marketplaces. Being able to communicate with a buyer in their mother tongue shows you’re making an effort to give them the best experience possible and that always goes a long way. Make sure to find a feedback software that supports multiple marketplaces so you can expand your reach.
If the thought of googling and reviewing tons of Amazon feedback software programs fills you with dread, we’ve got the perfect solution: FeedbackExpress. We support multiple marketplaces, we offer small and large degrees of customisation and we have fantastic and personable support staff on the other end. People love us! But don’t just take our word for it and try it for yourself. As a bonus, start things off with a 30-day free trial.
Learn how to become an ace seller using Amazon repricing software in five easy steps.
Step 1: Identify Your Competition
Contrary to popular belief, you’re not in competition with every single seller on Amazon. Rather, you want to pick out the sellers who are:
- Selling and/or shipping to the same areas as you so you can aggressively and accurately configure your prices. Why compete with sellers selling out of their own backyard if you’re not and have to work in border tariffs?
- Selling similar or identical items as you. It’s no good to find every Amazon seller listing, say, t-shirts, as there can be a huge variance in quality, brand name, and therefore price.
Related: Pricing Strategies for Amazon Sellers
Step 2: Set Your Min and Max Values
One of the worst things you can do is create a race to the bottom, so avoid setting your min prices too low—the only beneficiary will be the buyer, as you’ll lose profits. And for min prices, remember to factor in the product’s landed price, which is the price that includes shipping.
Conversely, when setting max prices, don’t make them so steep they’ll scare off buyers. Look at what the highest price for the kind of product you’re selling is, and go a teensy bit below that. Amazon won’t like your listing if your price is set too high either, and may delist your SKU if it’s not within an acceptable price range.
Related: How to Avoid a Price War
Step 3: Sell as Though the Buy Box is Always the Reward
What we mean by this is a few things, and it’s more of a mindset than following concrete steps. Yes, price is one of the biggest factors when it comes to winning a Buy Box, but so many other things also depend on it, like:
- Stellar seller metrics and positive seller feedback.
- Having a fast shipping time — essentially, the faster, the better.
- Aiming to get a perfect score on orders every single time, which includes things like great customer support and fast responsiveness.
- Shipping things in good condition, or at least accurate to how they’re listed.
- Trying to have as few cancelled orders as possible.
- Having the item in stock.
- Using FBA instead of shipping it yourself.
Related: How to Increase Your Buy Box Percentage
Step 4: Set Your Pricing Rules
This is when research and analytics really come in handy.
For example, if you’ve studied the shipping history of your items and notice they tend to move more slowly on certain days, you can set a pricing rule where you’re more aggressive on those days. Or if you sell on more channels than just Amazon, you can make a pricing rule that ensures parity replication across the board. The more you can identify patterns, the more you can customise the rules for maximum benefit.
Related: Pricing Rules for Amazon Sellers
Step 5: Get Your Inventory Synced
If you haven’t already linked your inventory to your repricer, you’ll want to do that pronto. Why? Because if things like running out of inventory happen, you can stay on top of it without getting penalised and decreasing your chances of landing a Buy Box.
Say you do run out of a particular item. If you’ve synced your inventory, then they can be automatically repriced to what their current market value is once they are back in stock. This means you don’t lose any precious time having that item selling at a non-competitive price.
Try for Free
Enough talking and reading — the next step is to reprice and sell. And if you’re reading this post, it’s because you have a hunch RepricerExpress is the best way to go…and you’d be right for thinking that! But in case you need a bit of proof, here’s some: when you sign up now, you get the first 15 days of use totally free. What are you waiting for?
One of the toughest problems Amazon and other online sellers have is sourcing great products at reasonable prices. Finding a supplier that works for you on many levels is like getting a winning lottery ticket: it can take a long time, but the reward is so, so sweet. Luckily, RepricerExpress has gotten wind of some awesome wholesale sources you can use for yourself so you can cut out the middleman that is research.
Most Popular Wholesale Suppliers in the US
America’s got a pretty big population, and with that comes ample choice and variety. While we still encourage you to scout them out to see if they’ll be a good fit for you, these suppliers are among some of the most-established.
- Liquidation.com: This supplier is one of the largest, with a gross merchandise volume of about $7 billion and over 500 categories to choose from. They offer items in all sorts of conditions, ranging from brand new to salvage. And they can do this because they deal with companies that are about to close down, are facing (or faced) bankruptcy, or even just companies with leftover pieces they don’t want to deal with.
- Tuesday Morning: While the previous supplier is a neat find based on breadth and volume, Tuesday Morning is cool because it’s like an online yard sale. When you keep a keen eye out on a regular basis, you’re bound to score an amazing deal probably not found elsewhere. And if you’re in the business of selling electronics, toys, luggage or home and garden stuff, this can be a great site for you. One tip we strongly recommend is calling up the shops because they don’t have the greatest product management system in place.
- SaleHoo: This supplier is a paid directory service, but paying for it is like paying on a dating site — money usually separates the pretenders from the contenders. When you join the service, you get access to genuine suppliers and their awesome wholesale prices. Plus, some of the suppliers know that Amazon and eBay merchants shop there, and they’ve tailored their items specifically for them. Oh, and you can also become a premium member and get access to extra information, like market data on specific products or niches.
- Big Lots: Tying onto the Amazon and eBay-specific theme of the above supplier, Big Lots is great because they offer a tonne of items that are authentically branded. This means that all you have to do is look at what Big Lots has in stock, and either get it online or pick it up in person. It’s that easy.
Most Popular Wholesale Suppliers in the UK
There are a few neat wholesale suppliers we really like that are found right here in the UK.
- The Wholesaler UK: This one got started the same year as the first major webcast courtesy of Victoria’s Secret fashion show, Blogger, Jeff Bezos was named Time’s Person of the Year, and the release of Blackberry. Yup, 1999 was a good year. But getting back on topic. What we like about this wholesaler is they’re free (they sustain themselves by charging suppliers to be listed) for buyers, and suppliers have to undergo a strict vetting process to weed out the scammers.
- The Trader: The online version of the print magazine, The Trader is also totally free. If you feel overwhelmed browsing all the things suppliers have listed, you can always check out their auctions or bargains of the week.
- Gem Wholesale: When customers return something, Gem Wholesale is one place where those products can end up at wholesale prices. And speaking of products, they belong in plenty of categories and you’d be hard-pressed to not find what you’re looking for. If you do end up having more questions, there’s helpful customer support to give you a hand.
- eSources: There are two tiers of membership on eSources, free and paid, so every buyer has access to at least something. The upsides of the premium membership are access to heaps more suppliers and an unlimited number of contacts but test out the free version first to make sure it’s something that works for you. With more than 1 million products added in their 10-year lifespan, it’s pretty easy to come across something you need or want.
Have you got used to writing an ‘8’ at the end of the year yet? No? Maybe this post will help. In it, us seers at FeedbackExpress will take a look at all the new things you can reasonably expect to see from Amazon this year. Buckle up, because you’re in for a wild ride.
1. Sponsored Ads Will Get Bigger and Go To Infinity and Beyond
At the end of 2017, Amazon introduced Extended Ad Network, which means that ads for Sponsored Products will appear on sites outside of Amazon. The program is in beta right now and only available to those sellers that Amazon emailed (and only for auto campaigns), but we predict that it’s only a matter of time before it becomes a commonplace option.
2. Amazon Will Increase Its Value By More Than 50%
Before Christmas hit last year, Amazon was worth $600 billion with each share worth about $1,000. But according to Business Insider, which took its notes from Morgan Stanley, it’s entirely within the realm of possibility for Amazon to increase its value to $1 trillion (!!!) by the end of the year, with each share worth about $2,000.
3. They’ll Muscle In Even More on Netflix’s Territory
Prime members already get access to movies and TV shows, but Amazon isn’t stopping there. For 2018, they’ve got three custom-produced sci-fi series in the pipeline: Lazarus, which is based on the comic book by Greg Rucka where 16 rival families duke it out with a hitman in their family for protection (a “Lazarus”); Snow Crash, a one-hour production based on Neal Stephenson’s novel; and Ringworld, a series based on Larry Niven’s book that takes place in an Earth that is far superior, technologically, to the world we’re living in today.
4. Newer and Fancier Devices
First came the Kindle. Then the Echo. And in between was a blackhole where Amazon tried — and failed — to make their own smartphone. But if there’s one thing Amazon doesn’t like, it’s having their strategies disappear into a void, so keep your eyes peeled for news that Amazon is getting back into the smartphone world.
5. More Places Will Get Same-Day Delivery
It didn’t take long for same-day delivery to become a roaring success, with the Prime shipping option available in more than 8,000 cities worldwide. Amazon’s pretty good about re-investing their profits back into their business and ensuring buyers are happy, so look for many new markets to get same-day delivery in 2018.
6. Relations With Google Will Get Even Frostier
Google and Amazon are competitors, but the kind of competitors that can’t really stand to be in the same room as each other. See: Google having blocked YouTube access on Amazon devices. As much as we’re all about goodwill and world peace, sadly, we think matters will get even more strained between the two.
7. More Amazon Private Label Brands
It’s no secret that Amazon squashes out competitors on its own marketplace so it can sell its own brands and take a bigger share of the pie. This means that in 2018, you’ll likely see even more Amazon products sold under its own private label brands.
8. Video Reviews?
Video has become an integral part of Amazon, so it’s more than likely that we’ll start to see it make its way into reviews. Until that happens, FeedbackExpress is more than happy to handle getting buyers to leave reviews the old-fashioned way.
9. Smarter Eating
It was a pretty bold idea that Amazon rolled out in terms of shopping for groceries by auto-charging buyers for the items they picked up. Although that style of grocery shopping is only available in Seattle to a subset of Amazon employees, there’s a good chance the program will broaden its reach. Especially since Amazon bought Whole Foods.
One of the most fun things about a new year starting is wondering about all the fresh hopes and changes the blank calendar carries. But one thing that isn’t going anywhere is needing to be on top of coaxing reviews from your buyers. And for that, your top choice is FeedbackExpress. While you’re eagerly awaiting what comes next from Amazon, take this time to register and enjoy the first 30 days absolutely free.
Think you know everything there is about pricing items on Amazon? Think again! RepricerExpress has a few FBA pricing strategies you should be looking at more deeply. Using the right strategy at the right time can mean more sales, and that extra profit can lead to that much-deserved beach vacation you’ve had your eye on.
1. Use Psychology to Guide Your Pricing Rules
If psychology didn’t play any sort of part in buying, then all item’s prices would always stay the same. There wouldn’t be any specials or discounts, there wouldn’t be different colours used on different products, and there wouldn’t be product photos.
But psychology does play a role in selling, and here are some valuable tips you should be taking advantage of.
- Keep numbers small and easy to pronounce. By shortening how many syllables you use in numbers (i.e. eighteen or fifteen instead of seventeen, or twelve instead of seventy-nine), you can increase your chances of landing a sale.
- Show different prices for similar products. Let’s say you’re selling socks. A good way to use this strategy is to feature two different pairs: one could be something high quality, like durable hiking socks, and the other could be regular gym socks (which are the ones you actually want to sell). By showing the lower price of the regular socks beside the higher-priced hiking socks, you can increase your chances of moving more pairs of the ordinary socks because people think they’re getting a deal.
- Ending numbers in 9. This one is a pretty common strategy, but for a couple reasons. One, people see the price as being lower than it is because it doesn’t appear rounded up. Two, they see it as belonging in a lower price category, even if the difference is only a penny.
If you don’t know who your audience is or how to reach them, your chances of selling something to them are almost nil. Every successful seller on Amazon understands a fair deal about who they’re trying to reach, and asks themselves the following questions.
- Who buys my products, and where do they live?
- How much do they spend on my products, and what’s their cut-off line?
- What’s their usual method of choosing products and then purchasing them?
- How much, and what kind, communication do they want with me?
- What appeals to them, and what turns them off?
3. Not Staying Married to Just One Strategy
If you’re really lucky, you’ll have found one or a couple pricing strategies that really make business boom. But if you’re like the other 99.9% of Amazon sellers, you’ll need to experiment around a little bit to settle on the ones that work best for you. There are oodles of them out there, but let’s stick to the ones that are best known and most efficient.
- Discounting: You can lower prices for a variety of reasons, such as keeping up momentum in the post-holiday slump, or to make a name for yourself if you’re just starting out.
- Loss Leaders: This strategy is perhaps most used by grocery stores where they’ll advertise, on the front page of their flyers, insanely priced foods. It’s all in a bid to get you in the door so you end up buying — and spending — more out of convenience.
- Competition: If you notice Tom, Dick and Harry have lowered their prices, then you may want to do the same so you don’t stick out in a bad way. Alternatively, if Tom, Dick and Harry have raised their prices, you might want to as well. If you keep your prices lower than theirs, you might grab more sales, but it’ll be at the cost of a higher profit margin.
- Bundling: This is when you group a bunch of similar products, or products that can be used in conjunction with each other, for a cheaper price than if they were all bought individually. As a bonus, show buyers how much they can save if they buy the bundled product.
- 5. MSRP: By using the Manufacturer’s Suggest Retail Price, you’re taking a lot of the guesswork out of the equation. The manufacturer has already done all the hard work of figuring out what the item should cost and what the profit margin is.
So you see, repricing isn’t just a matter of making things cost less or more! There’s a whole lot more involved and knowing the finer details can help get you ahead. Once you’ve figured out how to move forward, you’ll want to use RepricerExpress to take care of the grunt work. And while you’re doing that, take one more thing off your mind by enjoying the first 15 days for free when you sign up now.
Related reading: Amazon Repricing Strategies Every Seller Needs to Know
Guest post by Amazon FBA Seller, Jeff Roth
I don’t want to go overboard on their platform but its hard not to with the positive experience we’ve had thus far. I just completed a 30 minute phone conversation with their technical support team who gladly attended to detailed questions I had on the settings and technical aspects of their platform.
Other sales related questions over the past weeks have been quickly answered via email which I can say without pause does NOT happen with other FBA related businesses, a real problem in our industry. Those are user experiences that make the difference between yes and no for me and whether or not I will maintain usage of such product and RepricerExpress is on top of their game in this regard.
Why FBA Sellers Should Use Amazon Repricing Software
There’s no doubt in my mind that 90% of part time (and 100% of full time) FBA sellers should be using repricing software in their business model. 90% might sound high for those with potentially limited funds doing FBA part-time but what you need to realize is that the cost of using such service easily pays for itself many times over within that month to get the churn of sales and money back into the business.
The ability to adjust settings based on the individual items allows you—the seller—complete control over your inventory and how you want to compete against others and importantly the Buy Box. The 10% who I feel should not be using a repricer are those who are purchasing very low (poorly) ranked but high priced items with no competition that they simply don’t want to reprice and they are willing to wait it out for those potential sales.
The main stopping points we’ve heard from those who have yet to dive in and start a repricing trial is that they either:
- Don’t have enough inventory (in their minds) FBA Repricer.
- Are convinced they won’t set up the rules properly and this will affect them in a negative manner once the repricing begins.
- Don’t want to lose $$ on sales and would rather hold onto the items in hopes of gaining larger margins down the road.
- It costs too much.
1. Don’t Have Enough Inventory to Justify Amazon Repricing
50 is the Magic Number
If you have more than 50 items in your inventory you’re ready for a repricer. Why 50? Because 50 is a number that you will find difficult to manage manually without pulling your hair out. Brand new sellers with 20 items inventoried might be a bit too soon.
What you’ll notice as a newer Amazon seller is by the time the items you purchased with sheer exuberance in store are prepped, shipped, checked in and inventoried by Amazon that your competition has increased. When you scanned it in the store and it had 3 other FBA sellers with a $15 net profit, alas now there are 10 FBA sellers who have undercut the price down to a $11 net profit and more sellers will be jumping on soon. Uh oh. If the rank of that item isn’t super strong and you don’t reprice, you’ll now need to wait for an undetermined amount of time to sell your items.
Now you have three ways to go:
- Keep your price the same, stay the course to get that $15 profit which may not happen for many months if not longer.
- Manually reprice your item to compete with other sellers (wasted time).
- Use the RepricerExpress free 15-day trial to take care of the tedious nature of repricing your entire inventory.
2. Setting Up the Repricing Rules Properly
This is a notable area of worry for many sellers as they simply don’t know what settings would work best for them once they do get started. However, this is not a reason to avoid using this type of service because there is a learning curve for any software service large or small.
Anyone who desires to succeed using RepricerExpress or another repricer needs to spend some time with it to understand the settings. It’s not a hands-off solution from the start nor should it be since it will be controlling YOUR inventory that you bought with your own money. That said, there is a Safe Mode available which won’t upload new prices your live listings and template rules which are preset and will get you going without worrying that any settings are wrong.
But once you do get the repricing settings and rules set up it properly it will become an extremely user-friendly experience.
3. Losing Potential $ in Margins By Lowering the Amazon Price to Sell
The thought of losing potential money by lowering prices to get more sales is undoubtedly the #1 reason FBA sellers don’t use a repricer in their business. On a small scale it makes sense. You put a lot of time and effort into sourcing and when you do find those winners you want to reap the full rewards of those potential high margins. The great thing about a platform like RepricerExpress is that you can pick and choose which items you want to hold out on and which ones you’re ready to sell off.
This concern is exactly why I recommend our business model of including thrift store finds in your strategy. When I can consistently buy well ranked items for $20 and sell for $150 in less than a week, my willingness to accept $5 instead of $10 net profit on other products goes way up knowing that I just made $100 on that thrifting find.
If your inventory is of a substantial amount then you will understand when I say that consistent sales is the key to sustaining and growing an FBA business. We all would love to make fast sales with huge margins and no competition but that’s not realistic in any model. Take that $5 profit (maybe you have 20 of these items = $100) and reinvest it into something else you found online. This is what trying a trial period on RepricerExpress will give you for now and into the future.
4. No other FBA product gives you the value that RepricerExpress does
If you have under 2,500 SKUs which a majority of my readers do, RepricerExpress only costs £39 per month. That’s around £1.00/$1.5 per-day to reprice your entire inventory. I pay for a number of FBA programs and software that help in our business but without hesitation there’s no other FBA product that gives you the value that RepricerExpress does for that price, guaranteed. If you’re a power seller the prices go up to £49 per month for 5,000 SKUs.
Don’t forget: You’re spending money in the business of FBA to make money. Adding this small expenditure to your business will help you grow instantly and is the main reason why FBA Sellers should use Amazon repricing software.
Now that all of your concerns have been addressed, its time to get started using a repricer. Of course our platform of choice is RepricerExpress and with a free 15-day trial available, what are you waiting for?
Have you considered expanding your business and selling on new marketplaces? Amazon Europe is a great opporunity for a lot of sellers. Here are four things your need to think about before selling on Amazon Europe.
1. Unified Marketplaces in One Location
Instead of selling separately on the UK, France, Germany, Italy and Spain marketplaces, you can aggregate your listings and keep them in one spot. This makes product creation and management a lot more streamlined, especially if you sell with FBA.
It can also cut down on costs, as you can select European shipment centres for your products to be sent to, as opposed to shipping it from some place like the US, where costs would be much higher. You can still sell on Amazon Europe with FBM, but then you’re responsible for storing, picking and shipping items
However, you will still need to pick a ‘home’ marketplace if you choose FBA. You have to choose an overseas marketplace, but you have the option of selling to a single country or multiple countries.
2. Choose Which Fulfillment Method to Go With
You can select either Amazon to handle everything (FBA) or to go it alone (FBM), each with their pros and cons. Using FBA takes all the weight off your shoulders, but with a fee attached for it. FBM, on the other hand, means no fees going to Amazon and possibly lower shipping fees across the EU, but you have to look after everything from how and where to store it to who’s going to ship the products and for how much. Going with FBM can also mean that you might not be Prime-eligible.
Usually, taking the FBA route is the best option. And if that’s what you choose, there are three ways of going about it.
- European Fulfillment Network (EFN): Items will be Prime-eligible, and you can select which Amazon EU distribution centre the item is shipped from.
- Multi-Country Inventory (MCI): This is when items are stored in different countries’ distribution centres. Products are Prime-eligible if they sell in a country where the stock is held.
- Pan-Euro FBA: Items will be Prime-eligible in all five countries. However, Amazon can (and will) distribute stock around to other countries’ inventories based on supply and demand.
Selling across borders means different legal requirements in different countries, despite how open and inclusive the EU is. There are many things to consider, like taxes, warranties, product labelling and compliance, restrictions and more that can differ drastically from one country to the next. Depending on your strengths, the learning curve can vary from fun to steep and is definitely a personal choice as to how involved you get.
Choosing whether to handle it yourself or contract it out is akin to the difference between FBA and FBM: one option means, for a fee, you can have an expert (like a lawyer) take care of the details in international law you might not be aware of. But if you’re on a tight budget and have the time, researching the different legal obligations is certainly something you could take on yourself.
Whether you plan on taking this on yourself or hiring a lawyer, one thing that needs to be done is assigning Value Added Tax (VAT) and Economic Operator Registration and Identification (EORI) numbers. The only exception is if you’re using FBM and selling from the US; then you only need the EORI number. You might be able to do without applying for a VAT number if you’re selling products with low profit margins, but again, this is a legal area that you’ll need to do your due diligence in.
4. Language Requirements for Each Country
For each listing, it has to be written in the language it’s being sold to. For instance, if you’re listing on Amazon.fr, then the listing has to be in French. While we offer options for to satisfy both necessity and budget constraints, this is one area where we strongly recommend hiring someone. Using Google Translate can result in some pretty bad errors, and when you sell on different marketplaces you want to do everything in your power to stand out from the crowd in a good way.
Another linguistic thing to keep in mind is the local slang. If you’re used to selling in the US, then you’ll probably want to change your spelling to match that found in the UK. You’ll also want to research what products are called in different places so you don’t miss out on keyword searches.
Customer support. If you use FBA, then you don’t have to worry about a thing. Amazon’s team will take care of that for you, using the language of the marketplace you’re selling in. But if you opt for FBM, be prepared to answer questions and send emails in a language you might not be totally comfortable with. You can always hire someone to do this for you, but how fast will they be able to translate for you? Timeliness matters a lot when it comes to customer support on Amazon so it’s up to you to decide if your translator (or your own language skills) is up to the task.
Lastly, keep in mind local quirks, like which countries use which currency and what the conversion rate is. And if you’re selling from the US, forget everything you’ve learned about imperial and start becoming a master at the metric system.
Selling on Amazon Europe can open you up to a lot more sellers in far-flung locales, giving you the opportunity to increase your presence as a seller. One way to prove your worth is by showing off the great reviews buyers have left for you. If you’re having trouble with that or if you just don’t want to deal with all the details, the FeedbackExpress can help. And when you sign up now, you start things off with the first 30 days free.
One of the most annoying emails for FBA sellers to receive from Amazon starts “Refund initiated for order #102-12345-67890.” Getting a return notification is not only annoying, but it can sometimes spark a few fearful questions.
- Is this return one of the high priced items I just sold?
- Is the buyer going to say that the item was defective (which will ding my seller metrics)?
- Is the returned item able to be resold, or has it been damaged by the customer?
- Is the buyer going to leave me negative feedback now?
- What do I do to protect my account because of this return?
So, what do you need to do to protect your account when a customer returns an item saying they no longer want it?
Here are six steps to take for every returned item on Amazon:
1. Keep a record of the return notification email from Amazon.
When a customer initiates a return of an item ordered via Prime shipping, Amazon immediately issues that refund, without waiting for the item to be returned. Amazon will notify you that the refund has been issued from your account. You should keep a folder in your email app to organize these emails so you will have record of this refund and can verify that the return actually occurs within 45 days.
2. If you find that an item was not returned within the 45-day limit, request a reimbursement from Amazon.
Again, see checking if “returned” items are actually returned to FBA for more details.
3. Protect your seller feedback score by contacting the buyer.
Sometimes after a buyer requests a refund, one of the next things they do is leave feedback for you the seller. No matter if they left you negative feedback or not, I think it’s a good idea to contact the buyer and personally apologize for the customer’s negative experience.
I would say something like,
“Amazon just notified me that you have requested a return for item X. I’m so sorry that the item did not meet your expectations. Since this was a Prime order, Amazon is supposed to provide you with an immediate refund, so I am following up to make sure the refund was successful. I would also like to know if there is anything I can do to make things better. Thank you for taking the time to read this message and have a great day.”
Sometimes just sending that email will stop the buyer from leaving you negative feedback. If negative feedback has already been left, then this email opens up the door for the customer to see you as a helpful person and they might consider removing the feedback.
4. Have returned items sent back to you for inspection.
When the item shows back up at the Amazon warehouse, a warehouse worker will inspect the item to see if it should be returned to your inventory as fulfillable or unfulfillable. If they see that an item has been opened by the customer, they will mark it as “Customer Damaged,” and it cannot be put back in your fulfillable inventory. If an item was returned as “Defective,” it cannot be put back in your fulfillable inventory. But if the warehouse worker decides an item hasn’t been opened by the customer, the packaging isn’t damaged, and it wasn’t returned as “Defective,” they will decide to add it back to your sellable inventory.
Regardless of their decision, you should have all returns sent back to you for personal inspection. The warehouse workers are trying to do their job at a high speed, and they might miss something in their inspection. If an item is listed in new condition, even the packaging must be in new condition. Even a small tear in the box or a missing piece of shrink wrap could cause a customer to doubt the new condition of your item. And if that future customer returns an item and reports it as a used item that you’re trying to sell as new, you would get a huge ding on your seller account, even if the warehouse worker was the one to make the determination of the condition after the return. You want to be the one to make that decision. Don’t leave it to the warehouse worker.
Note: If you have multiples of an item returned and put back in your inventory as sellable, then it’s up to you to decide if it’s worth it to have them all removed for inspection. For me, I’ll remove up to 3 items for inspection, but if I have over 3 in stock and one is returned as sellable, I’ll usually just make a note of it. That way, if I’m ever someday accused of selling an open/used item as new, then I’ll have proof that the item was deemed as sellable by a FBA warehouse worker and returned to my inventory and I am without fault.
5. For all items returned to the FBA warehouse, find out the reason for the return.
You can run a report to find out the reason by following these steps:
- Log in to Seller Central.
- Under Reports, choose Fulfillment, then Customer Concessions, then click on Returns.
- I usually run the report for 30 to 60 days, depending on how long ago the item was returned.
- Find the item in question on the report, and determine the reason given for the return.
6. Inspect the items that are returned to you.
If you inspect a returned item and find that it’s unopened and still in new condition, you can send it back to Amazon to sell it. It takes time, effort, and a small amount of money (less than $1) to have these items returned to you for inspection before sending them back in, but you want to spend that time and money in order to protect your selling account.
One more layer of protection is to check on the reason for the return. Customers can choose a variety of reasons for returning an item, including accidentally ordered, no longer needed, unauthorized purchase, description on website is not accurate, or wrong item was sent, among other reasons. Some of the reasons for return require the customer to pay return shipping. Some of the reasons do not.
Because of this free return shipping issue, you want to verify whether any items returned as “Defective” are in fact defective. It’s sad but true that some buyers will choose “Defective” as their reason for return solely to get free return shipping. They have no idea that this action harms third-party sellers on Amazon. They just want to save $5 on shipping, and that’s the easiest way to do it.
If you find that an item has been returned to you as “Defective” but it’s never been opened, or you test it and find that it is not defective in any way, you should immediately open a ticket with Seller Central. In your message, tell them that the item was returned as defective but you have no doubt that it is NOT defective, and you suspect the customer was trying to get free shipping. Along with your message, include a photo of the returned item with the return packing slip from Amazon, as well as a close-up photo of the packing slip with the numbers and text visible.
Note: ONLY take these actions if you are absolutely beyond-a-shadow-of-a-doubt positive that the item is not defective. If an item truly is defective, you must take responsibility as a seller for finding out why and then stop selling that defective item.
When I’ve taken the above steps with non-defective items in the past, I’ve received one of two responses from Amazon:
- A message stating they can tell from my photo that the item is unopened or not defective; thanking me for calling this to their attention; and letting me know they are adding a note to the customer’s account about this incident (if a customer continues this “buyer abuse” behavior, their buying account can be cancelled).
- The above message plus a statement that they are requesting a reimbursement on my behalf for this item.
Following these steps will help protect your account from any dings that could trigger the suspension bots every Amazon seller fears. You don’t have to fear returns, as long as you are diligent to be proactive in protecting your account.
*This blog originally appeared on RepricerExpressIWTP likes this.
Like it or not, Christmas is really creeping up on us. And for all you Amazon elves working hard, the upcoming holiday season represents a period where you can dramatically increase your sales. If the sound of that is music to your ears, then FeedbackExpress has four ways you can prepare yourself.
1. Start Your Holiday Specials Early in the Season
A lot of sellers wait until Black Friday/Cyber Monday to start advertising their holiday deals, but we feel that’s too late. Although it may raise ire with Christmas purists, getting started as early as September can have good kickbacks for you. If you think that’s too early, then the beginning of October is another option. Getting your name out there before the masses can have valuable potential for your store.
While you’re probably not going to see many, if any, sales in September, shoppers will be scouting out sellers to make mental notes of future purchases. And if you’re one of the few they look at, you’ll stick out in their minds a lot more than if you’re trying to compete with plenty of sellers two months later.
A good strategy to employ is to release teasers of your specials through email, apps and social media sites. And if you have your own site — with its own blog on it — then that’s even better.
2. Invest Heavily in the Mobile Market
We know we sound like a broken record every time we say this, but more and more shoppers are making their purchases on mobile devices. And if you’re not investing time, energy and money into nabbing those eyeballs, you’ll be losing out in a massive way. If you’ve got your own site, carve out time right now to make sure it’s optimised for mobile viewing. Shoppers will not spend time pinching and zooming to check out everything you’re offering; they’ll simply go to a seller that already has that in place.
Another tip? Look at emerging technologies and see you can leverage them for your own use. Amazon’s made big inroads that way with the likes of Alexa, Echo and Dash. And if you really want to be off to the races, make sure your products are Prime-eligible.
3. Become a Master Email Marketer and Advertiser
Forbes says the average person checks their email 15 times a day. And of the 5,000+ people quizzed, two-thirds reported that one of the first things they did in the morning when they got up was check their email. This translates to plenty of chances you have at reaching shoppers and aiming for higher sales.
But to get there, you have to make crafty use of your email marketing campaigns and make sure you’re using time-tested conversion techniques. Here are some of the most common ones to use:
- Calls-to-action: This is simply a line you put at the bottom that says something like, ‘Click here to save 15% right now’. And this is a conversion technique you should always be using.
- Personalisation: If you’ve been starting off your emails with ‘Dear buyer’, stop. Stop that right now. And if you haven’t, opting to go with ‘Dear Mike’ or ‘Hi Kelly’ and personalising them, then good job and keep up the good work.
- Images: This can include basic things like company logos, or fancier things like product thumbnails. Just make sure you’re using images consistently.
- Deals: If you’re not sending out emails that contain deals in them, then you shouldn’t be sending out emails at all. Buyers don’t want to hear updates of your store — not unless they’re stakeholders. Talk about a couple of deals you’ve got going on and how shoppers can take advantage of them.
There are two ways of selling: waiting for the buyer to come to you and selecting a product (passive selling), or suggesting item ideas and describing ways they can save money/get good bargains (active selling). It is always, always better to be an active seller, particularly when you’ve got the holiday season to consider.
Think of how Amazon does things. When a user searches an item, there’s a spot at the bottom that suggests related items and/or items other shoppers have searched for. It’s very easy to get stuck inside the box when thinking of things to get, and seeing those suggestions are very often just the trick to convert a search into a sale.
And because you know your inventory and brand best of all, there’s no better expert than you to suggest products to your shoppers.
No matter if it’s the holiday season or not, one thing you should always be prepping yourself for is getting (good!) reviews after each and every sale. But if that’s not your cup of tea, then this is where FeedbackExpress comes in. We make it oodles easier to amp up your Amazon seller rating by taking care of all the necessary details that come along with garnering great reviews, and you hardly have to do a thing.
In fact, all that’s required right now is for you to sign up, and we’ll even start you off with a free 30-day trial. Use promo code BLACKFRIDAY10 and get 10% off your first month’s bill.
We’ve produced some great content over the last 11 months (even if we do say so ourselves), so we thought it would be a good idea to collate the ten most popular blogs of 2017 so far in one place. So here they are, our top 10 blogs for Amazon sellers this year to date. Enjoy!
Just click on the title to learn more about that topic.
1. An Expert Guide to Help You Smash Retail Arbitrage on Amazon
2. Four Ways to Find Hot Products to Sell on Amazon
3. How To Remove Negative Feedback on Amazon
4. Four Great Tips for Drop Shipping on Amazon
5. 12 Great Amazon FBA Tools for Sellers
6. What to Do If Your Amazon Account Gets Suspended
7. How To Find Out of Stock Products on Amazon
8. How to Get Approval in Amazon Restricted Categories
9. Nine Tips for SEO and Keyword Research for Amazon Sellers
10. Your Free Guide to Amazon’s Best Sellers Rank
Wishing for all a wonderful Christmas and a successful 2018.
As a reader of RepricerExpress, you know we’re all about helping you optimise the price of your products. But one topic that doesn’t come up often enough is the psychology of pricing items on Amazon. There are certain Jedi mind tricks you can employ to help bring in more sales to your corner, and we’ve got five you should start testing out right now.
1. Lower the Left Digit by One
Say you’ve got a price in mind, like $10. When you lower that by one to $9.99, you’re practicing charm pricing, which has been shown over and over again to increase the conversion rate. However, it’s important you focus on the left digit. A one-penny decrease between other numbers, like $3.79 to $3.78 doesn’t really matter because people don’t perceive it as anchoring the magnitude of the decrease. Lowering the left digit by one feels like a bigger decrease than any other one-cent reduction.
2. Emphasise the Product’s Prestige and Uniqueness
At the opposite end to charm pricing is prestige pricing, which means you round up prices to the nearest rounded figure, like $99 to $100 or $149 to $150. This makes buyers think a price feel right. As well, consumers tend to equate price with quality. Just look at Starbucks and their higher-than-average prices. Their coffee isn’t any better than the hipster spot down the street, but Starbucks’ prices make it seem like it is.
3. Make Your Prices Easy and Quick to Pronounce
The more syllables and tongue-twisters a price contains, the more a person has to use their brain to think about the cost. And the more someone thinks about how much something costs, the more expensive it feels to them (and the fewer syllables, the more affordable a price feels). Try it yourself by saying these prices to yourself: $27.79 (eight syllables) and $30.49 (five syllables). Although the latter is higher in price, it feels lower because it’s easier and quicker to say.
Another way to use this is to remove the comma and drop the cents off after the decimal. It contains fewer syllables, making it seem less expensive.
4. Reduce Price Pain Points
There are a few different ways you can the price seem not-so-painful to pay.
- Put the price into a different perspective. Look at car dealers as the perfect example. One of their main questions is, ‘What’s your monthly budget?’ They’ll stick to that number, but increase costs in other areas so you end up paying more overall. But using this tip in a more ethical way, you can reframe costs by pointing out monthly subscription costs instead of the all-around yearly cost, even when they’re exactly the same. Similarly, you can reframe the price on a daily equivalence to make it seem even cheaper.
- Emphasise the smallness of things, like saying “small $2 fee, instead of just a $2 fee.
- Point out the utility or pleasure of the product, based on the demographic. If you’re targeting conservatives, focusing on the product’s utility helps sway the buyer. For liberals, focusing on the pleasure aspect is more effective.
- Bundle items together instead of listing them separately. Let’s go back to the car dealer. Buyers are more likely to purchase a package of upgrades because they see it as one single price, as opposed to paying for each upgrade separately (even when it works out to the same).
If you’re selling higher-end products, put the product to the left of the price. Because English is read left-to-right, people will focus on the product’s qualities first. And if you’re selling more economically, then place the price before the product so that’s what buyers’ initial focus will be on.
The psychology of Amazon pricing is fascinating and includes so much, but we wanted to share with you 5 of the most important practices you can try. What’s great about these is you can integrate them easily with RepricerExpress to get the best of both worlds. And if you want to start seeing results, then the only thing left is to sign up right now and enjoy the first 15 days absolutely free.
*A version of this blog first appeared on RepricerExpressClicks Online Business likes this.
If you’re a seller onAmazon, you’ll know the importance on winning the Buy Box. We’ve put together seven quick tips to help you grab your share of the Buy Box and increase your sales and profits.
1. Become Buy Box Eligible
It’s simple: although not all sellers who’ve achieved Buy Box Eligibility (previously Featured Merchant) status will win a Buy Box, those sellers who are not Buy Box Eligible are not eligible to win a Buy Box. To get there, you need to have been selling for at least three to six months (the timeline depends on which category you sell in) and have a better-than-average seller rating.
2. Have Star-Level Metrics in Your Seller Central Account
Let’s say you’ve got a seller rating above 90% and really good numbers in all the categories. But you still haven’t won aBuy Box. Why’s that? It could very well be because there’s a seller you’re competing with you has better numbers in each category. Amazon uses an algorithm in determining which sellers get a Buy Box, which means it follows certain rules. And one of those criterions is how good the buyer experience is — which reflects on how good you are at making that experience good.
3. Using a Repricer
Know how we just talked about Amazon’s Buy Box algorithm being rules-based? Well,repricersare the same. You set the rules, and the repricer follows them. If you can tweak those rules so they result in the best possible shopping experience, like factoring in the shipping cost (so it’s possibly free for buyers?) and sending a message to prompt for feedback, then Amazon will take notice of your increased sales and ratings.
4. Send Out Personalised Emails to Get More Feedback
Buying online has so much to do with trust. Shoppers want to see that previous buyers have only good things to say about you, and your feedback section is where they look. But many shoppers are lazy, and only leave a review if they’re really upset with the process. Usingfeedback software to automate the processis one of the easiest ways of emailing your buyers and asking them to leave a review, which tells other buyers that you can be trusted.
5. Use FBM
In nearly all instances, going the FBA route is preferred for multiple reasons. But when it comes to the Buy Box, if you really have your heart set on winning one, then going FBM can come in handy. This is because FBM merchants take care of (and pay) the fulfilment costs themselves, and can reduce their minimum price accordingly to edge out competitors. By offering a lower price, they can potentially draw in more sales. However, be careful of this approach, as you have to weigh the importance of a Buy Box against profit margins.
6. Always Keep Your Inventory Stocked
If you run out of an item, there’s no way Amazon will give you a Buy Box. And why would they? It doesn’t make much sense on their end to give buyers a direct link to a product that’s unavailable.
7. Keep Your Order Defect Rate as Low as Possible
The three things that comprise the ODR (negative customer feedback, A-to-z guarantee claims, service chargebacks) are areas you want to avoid as much as possible. It measures how well you take care of the buyerafterthe order’s been placed and how satisfied the shopper is at the end of the day. Essentially, you want your reviews to be higher than three stars out of five, as few returns as possible, and as few credit card chargebacks as possible.
There are tonnes more tips out there when it comes to winning a Buy Box, but this will set you on the path for now. But keep tuning intoRepricerExpressto learn all you can about rockin’ it on Amazon. And to keep your sales climbing,sign up today and get things started with a 15-day free trial.
On Amazon, there are two kinds of reviews you can get: seller reviews and product reviews. The former has to do with your abilities, while the latter deals with the quality of items you sell. If you’re a reader of FeedbackExpress then we know you concern yourself highly with top-notch work, which is why we want to focus on garnering great product reviews. For starters, try not to sell anything that unnecessarily contains lead or mercury.
When You Want to Ask for Product Reviews
There are basically two reasons why product reviews are something you should focus on: if you’re a particular kind of seller, or you’re selling a particular type of product. For the former, these are the most important seller types that should be looking for product reviews:
Private Label Sellers: It almost goes without saying, but when you’re selling your own label, you need all the positive buzz you can get. You don’t have the luxury of a multi-million dollar marketing team to trumpet your label’s benefits, and you don’t have the luxury of being able to persuade buyers in person because you sell online.
Related: 5 Ways Private Label Sellers Can Get More Amazon Reviews
Known Established Brands: At the opposite end of the spectrum are sellers who sell known brands, as opposed to your own label. While it may seem like working hard to get product reviews has no direct impact on you (i.e. why bother boosting another brand instead of focusing on your reputation?) But look at it this way: when you successfully sell a brand and get good feedback on it, word spreads and that’ll attract more buyers. And the more buyers that get interested in a label you’re selling, the more potential sales you’ll get.
Closely tied to the above type of seller is if you’re branching out into niche products under the umbrella of an established brand. While the label name might be known, the exact type of product may not be and you could be facing a bit of an uphill climb in moving those items. The same principles apply, though, so work on politely urging your buyers to comment positively.
So if you’re one of these types of sellers, the next way to narrow things down is based on the type of product you’re selling.
Immediate Use Products: What we mean by this is the kind of items that people will take out of the packaging and start using right away, like toilet paper, smartphones, chargers or batteries. What you want to capitalise on is their fast use and reaction while the impression is still fresh in their mind. The longer you wait, the more comfortable they’ll become with it and the less able they’ll be to comment critically and honestly on its quality.
Send an email as soon as possible.
Recent Use Products: Instead of buyers ripping off the tape and using their purchase right away, we’re talking about items that are used within the first week of arrival. Products that qualify are things like earbuds, boots or razors, the sort of things that you might not need right away but will use pretty quickly. They can also be things that are used right away, but need to be used a few times to really get a feel for.
Send an email before the week is up, but give a couple of days at first to let the dust settle.
Longer Use Products: The last category of items you should be highlighting as necessitating a product review email is that which takes two-to-four weeks to really see the benefits of. You’re looking at items like personal care products, over-the-counter supplements (e.g. vitamins), and anything else where buyers need a few weeks to really see how the item works for them.
Send an email before the month is up, but do so in the latter half of the month.
How You Want to Ask for a Product Review
Now that you’ve gone through this sort of flowchart of figuring out if product reviews should be on your to-do list, the last item on your list is how to format your query for the best possible, and fastest, response. Luckily, it’s super simple and really formulaic so all you have to do is master the first one and you’re good to go.
The easiest way to do this is by using a template in FeedbackExpress, which allows you to just fill in the blanks. The downside of this is it gives you little ability to separate yourself and add a degree of warmth, so you’d be best off using this as a jumping off point instead of your regular go-to.
Once you’ve picked up the rhythm of a product review template, it’s time to start making your own. This is a fantastic way to inject your own personality into the process and really appeal to a buyer’s emotions and feelings, so just keep the following points in mind.
- A link to the product makes it easy for buyers to comment directly for what they’ve purchased.
- Alternatively, various hyperlinks with happy-okay-unhappy options simplify things for buyers who just want to leave a quick review.
- Using a logo (as in, using a logo variable for a template) can help jog the buyer’s memory for what they bought, especially if they’re regular Amazon users.
- Asking open-ended questions (e.g. ‘how did you find…?’) instead of an imperative, or command, sentence (e.g. ‘please leave your feedback here’) will almost always lead to more in-depth feedback.
- Make clear to your buyers you’re there to address any questions or concerns they have. If your consumers feel like there’s a real listening ear ready for them, it’ll enhance their positive impressions of you and the product.
If you want to check out the other templates and increase your seller rating and product reviews on Amazon, you may want to consider signing up for a FREE 30-day trial of FeedbackExpress, Amazon feedback software.
*A version of this blog first appeared on the FeedbackExpress website
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