Retail arbitrage on Amazon has allowed Kim and Perry Coghlan to sell over 8 figures in a single year selling shoes and clothing They manage a team of about 20 people across two cities while raising 13 kids. In this deep-dive interview, they reveal the exact systems, processes, and management philosophies that make it all work.CONNECT WITH KIM AND PERRY– Youtube: https://www.youtube.com/@EcomToolbox– Free Facebook group: https://www.facebook.com/groups/ecomtoolbox– Facebook page: https://www.facebook.com/ecomtoolbox1– Skool: https://www.skool.com/ecomtoolbox/about?ref=4adcf73740e949279874c4793504807c– Twitter: https://x.com/Pcoghlan, https://x.com/kimcoghlan4, https://x.com/ecom_toolboxRECOMMENDED TOOLS– SellerAmp SAS (14-day free trial): https://www.selleramp.com/oachallengeUse code OAC50 to save 50% off your first month.– Keepa Academy: https://www.oachallenge.com/keepa-academy– Boxem (14-day free trial): https://www.oachallenge.com/boxemTIMESTAMPS0:00 - Introduction and episode overview2:15 - Kim and Perry's business overview (10 years, 8 figures, 20 employees)4:30 - Shifting focus from top line revenue to bottom line profit6:00 - Why employees wanted data and metrics8:00 - Ecom Toolbox community and podcast launch11:00 - Helping intermediate sellers scale sustainably12:00 - The retail arbitrage renaissance14:30 - Know your numbers: why financial foundations matter first16:30 - Top metrics every Amazon seller should track17:30 - Velocity and cash flow management20:00 - Tracking stale inventory and learning from bad buys23:00 - The business scorecard explained (EOS framework)26:00 - Scorecard metrics: sales, spend, inventory value, margin28:00 - Returns tracking and seasonal variations31:00 - Finding the right tempo for tracking your numbers33:00 - Using AI in their Amazon business36:00 - Lean operations and spaghetti mapping explained39:00 - Real examples of process improvement41:00 - Bringing in a lean consultant for company-wide training43:00 - The eight wastes and eliminating extra processing44:00 - Mindset shift: accepting your process is wrong47:00 - Being the boss you never had49:00 - Elon Musk, staying in the weeds, and the Gemba51:00 - Book recommendations (Walter Isaacson, Ron Chernow)52:00 - Building systems through crisis response, not planning55:00 - Complete hiring process and personality testing59:00 - Phone screening, core values introduction, and filtering1:01:00 - Shopper training program overview1:04:00 - Warehouse training before field work1:07:00 - What makes a shopper field-ready1:09:00 - Compensation structure: item count vs percentage of spend1:11:00 - Bonus structure and incentivizing profitable behavior1:12:30 - Buying criteria for shoes and clothing (minimums, ROI)1:15:00 - Subcategories to avoid (dress shoes, small sizes)1:16:00 - Repricing strategy: buy box anchoring, not ROI-based1:18:00 - The rodeo jeans revelation: market doesn't care what you paid1:19:00 - Aging inventory repricing (30-day and 90-day rules)1:22:00 - Using ScanPower Mobile for pricing decisions1:23:30 - Holding inventory strategy and merchant fulfilled hack1:26:00 - Supplier profitability report as backbone of shopper metrics1:28:00 - Cross-collaboration and company averages1:30:00 - Honey holes and competitive bonuses1:31:00 - The four core values (TACO framework)1:34:00 - Quarterly conversations and the people analyzer1:36:00 - Embedding core values through repetition1:37:00 - Importance of outside perspectives and continuous learning1:39:00 - How lean and EOS clicked for them1:40:00 - EOS as the administrative equivalent of lean1:43:00 - Ecom Toolbox elevator pitch and who it's for1:44:00 - Where to find Kim and Perry1:45:30 - Time travel question: advice to their younger selves1:48:00 - Setting boundaries and not letting the business consume you1:48:30 - Recent impactful learning (Musk biography, learning to play)

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