Best Practices for FBA Investors


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By Joseph Hansen and James Thomson. Discovered by Player FM and our community — copyright is owned by the publisher, not Player FM, and audio is streamed directly from their servers. Hit the Subscribe button to track updates in Player FM, or paste the feed URL into other podcast apps.

Dr. Oliver Dlugosch is the Co-founder and Senior Vice President of Operations at Razor Group, a Berlin-based company that buys Amazon FBA merchants. Before this, Dr. Dlugosch worked as a Senior Consultant at McKinsey & Company and managed the marketing for Fortuna Düsseldorf, a German soccer club. He earned his Ph.D. in Economic Sciences from The University of Freiburg (Albert-Ludwigs-Universität Freiburg) and his master’s and bachelor’s degrees from the University of Düsseldorf.

Brian Strini is the Senior Vice President of the North American branch of Razor Group. Prior to joining Razor Group, he worked in venture capital and private equity M&A roles at firms such as Anheuser-Busch, Goldman Sachs, and Quintana Capital Group. He holds a BBA from The University of Texas at Austin and an MBA from London Business School.

In this episode…

Since the beginning of the pandemic, there has been an enormous increase in e-commerce businesses across industries. This has led to a rise in competition for investors, and many firms have resorted to cold-calling brands in order to make a deal. However, this typically leaves brand owners feeling bombarded and overwhelmed with offers. So, what is the best outreach approach for aggregators looking to make a valuable investment?

According to Dr. Oliver Dlugosch and Brian Strini, it’s important for FBA aggregators to consider a brand owner’s needs and desires when contacting them about a sale. At their firm, Razor Group, the team avoids cold-calling and instead opts for other forms of outreach, such as email. This way, the brand owner has time to process the offer — and prepare for a profitable sale.

In this episode of the Buy Box Experts podcast, James Thomson is joined by Dr. Oliver Dlugosch and Brian Strini from Razor Group to discuss the best ways to contact FBA brand owners about a sale. Together, they compare Razor Group’s process for investing in US brands versus European brands and explain their tried-and-true outreach approach. They also share their expert advice for current FBA investors. Stay tuned.

138 episodes