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How to Find Brand Suppliers for Your Amazon Business

Our Guide to Brand Direct Purchasing for FBA

Thomas introduces Alex, also known as FBABoys, to learn more about how to find brand direct suppliers for your Amazon business

Many wholesale FBA sellers will purchase their products from registered suppliers. As you may know, this offers more assurance regarding product quality, authenticity, and compliance with brand policies than regular online arbitrage. However, there is another way to master wholesale FBA. If you want to learn how to find brand suppliers for your Amazon business, look no further. I interviewed wholesale seller and brand direct buyer @FBABoys on the Fast Track FBA YouTube channel. Here are all his invaluable tips and tricks for purchasing directly from brands. 

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Table of Contents

Who Is @FBABoys?

FBABoy's Amazon business model involves seventy percent purchasing brand direct, and thirty percent sourcing from distributors

Alex Kay, also known as @FBABoys on social media, has been selling on Amazon since 2017. He started his business with just $500, yet made over $4 million in 2023. If you think that's impressive, he's on track to make $6 million in 2024. As well as FBA, he spends his time teaching new resellers how to find brand suppliers for their Amazon business.

 

However, Alex took quite an unusual path and started out selling wholesale. So, why dive straight into wholesale rather than standard OA like most beginners? For Alex, OA presents extra constraints such as order limits, and risks such as IP complaints. To avoid these potentially account-threatening situations, Alex favors brand direct FBA.

What Is Brand Direct FBA?

If you need to familiarize yourself with the term, brand direct means purchasing a brand's products directly from the brand rather than through a supplier or distributor.

 

Alex's wholesale FBA business is built on a 70/30 split between brand direct purchasing and distributor purchasing. And with profits like his, it's no surprise that he prefers it to traditional OA.

The Benefits of Learning How to Find Brand Suppliers for Your Amazon Business

FBABoys shares his main reason for learning how to find brand direct suppliers for his Amazon business is the favorable prices.

The potential income speaks for itself, but I was still interested in exactly why brand direct purchasing is Alex's go-to. Alex shared the three main benefits with me…

Better Prices

Like any resellers, distributors will add a surcharge to your purchases. Buying directly from the brand means you can avoid this extra cost. Additionally, many brands have Minimum Advertised Price (MAP) policies, meaning you won't have to worry about being undercut by your immediate competition.

Long-Term Relationships

Building a relationship directly with a brand has a lot of advantages. To start, you'll know your preferred products will always be waiting for your order, and you may get to avoid rising prices due to market fluctuations. Not to mention, you can collaborate for terms that work for your business, and even receive customized offers.

Exclusive Contracts

Long-term relationships with brands can lead to those coveted exclusive contracts. Rather than having an exclusive relationship with a distributor, an exclusive relationship with the brand means wiping out the competition entirely. It'll also give you serious sway when approaching other brands for contracts.

As an FBA seller focusing on OA, wholesale is probably the next step up for your business. While Alex's experience proves you can start out with wholesale, if your FBA business is already up and running, you may need to decide whether to make the switch.

Should You Switch from OA to Brand Direct?

FBABoys main reason for learning how to find brand direct suppliers for his Amazon business rather than doing online arbitrage is that OA is a constant hustle.

I asked Alex this exact question, and he admitted that adding brand direct purchases to standard OA selling can be a bit of a squeeze. Finding brands that will work for you, and are willing to work with you, takes up time you could spend purchasing from third-party suppliers.

 

You probably won't need to reach out to as many contacts as you will for brand direct purchases when it comes to OA. However, due to order volumes, you'll constantly be placing orders and looking for the next product or supplier. This is why brand direct takes some hard work at first, but that foundation will make it much easier to scale your business.

 

In Alex's opinion, the upfront work required to secure contracts directly with brands will pay off in the long term.

FBABoys' Tips for How to Find Brand Suppliers for Your Amazon Business

FBABoys explains how to find brand direct suppliers for your Amazon business by contacting thirty to forty brands for the next thirty days

Next, Alex and I got to the meat of the matter and discussed how to find brand suppliers for your Amazon business. Here are his tips and tricks: 

 

1. Avoid Big Brands – You won't get much luck by calling up Proctor & Gamble. In fact, in my experience, big brands will simply work through an internal supplier offering minimal margins—that's if they're willing to sell to you in the first place. Alex and I agreed that direct purchases from smaller brands are the way to go.

 

2. No Such Thing as Too Small – Alex prioritizes brands that may not have worked with eCommerce sellers. He even works with brands that aren't on FBA sellers' radars. This makes it much easier to demonstrate your worth and build a long-lasting relationship.

 

3. In-Person Meetings – Try to find brands in your local area whose products you can pick up from their warehouse. This will bag you some huge benefits, the main one being no extra shipping costs. As Alex said, if local brands weren't worth it, he'd be working from a beach in Florida rather than an office in New Jersey. 

 

4. Demonstrate Your Expertise – Alex explained that most brands can tell whether you're worth their time in the first two minutes of a call. So, share your experience, clearly outline how you can add value to their enterprise, and always use professional language.

 

5. Go Through Distributors – If there's a particular brand you want to work with but haven't yet ticked their boxes, you can go through a distributor. After you've placed a couple of orders, call the brand and show that you have knowledge of their products and experience selling them online. This way, you can even open a distribution account with the brand.  

 

6. It's a Numbers Game – If you want to break into brand direct FBA, Alex recommends finding 30 to 40 brands daily for the next 30 days. I was shocked to hear that only one or two of those brands would be good enough to purchase from. However, those brands will likely carry you through the next few years. 

No matter whether you're switching from OA to brand direct purchasing or starting out with wholesale, these tips will position your business to form lucrative partnerships.

 

However, if you want to combine OA with brand direct purchasing, hiring a Virtual Assistant will be a huge help. With the Fast Track FBA VA Academy, you'll get set up with a VA that matches your business model. If you find that it's not working out, we also offer a 12-week free replacement service so you can find your perfect assistant. Click here to find out more about the Fast Track FBA VA Academy

Dealing with Competition When Purchasing Direct from Brands

Any FBA seller is going to come up against competition. Learning how to find brand suppliers for your Amazon business offers protection against other sellers undercutting you. However, you'll still be up against other sellers vying for these advantageous contracts.

 

Here are three questions Alex says he always asks brands to get the lowdown on competition:

Do you have experience working with eCommerce sellers?

Avoid brands with a large number of resellers because you'll be up against too much competition. You want to get in early, ideally when under ten resellers are purchasing from them. Again, reaching out to small, local brands is the best way to do this.

 

Before you close a deal, do some research on the other FBA sellers who are purchasing from that brand. You may find that there is a larger seller than you. However, if there are a couple of sellers who are buying and selling less product than you intend to, Alex says the larger seller shouldn't be a problem.

 

If a brand has a certain number of resellers but has stopped offering new contracts, a large order will often sway their hand.

Do you offer tier pricing?

Most brands offer tier pricing with discounts depending on the size of an order. If you notice you're being undercut on products from a certain brand, it's probably because your competitors are placing larger orders. After you've made a few purchases from a brand, enquire about discounts for bulk orders.

What is your freight pricing?

Again, Alex suggests purchasing a few orders from a brand before you start seeking discounts on shipping costs. But bulk orders will often give you leeway with freight and tier pricing, so it's definitely worth checking out. 

As we mentioned earlier, when it comes to how to find brand suppliers for your Amazon business that are reliable, will continuously generate profit, and don't put you up against competition, exclusive contracts are the way to go.

Securing Exclusive Contracts with Brand Suppliers

FBABoys explains that the end goal when purchasing direct from brands is to talk them into exclusivity.

Even after purchasing directly from brands since 2017, Alex only has one exclusive contract and a few semi-exclusive contracts. That's to say, getting exclusive contracts isn't easy, no matter what you might see on Instagram. Despite this, you should always work toward exclusivity as your end goal in brand relationships.

 

Reiterating his earlier point, Alex told me that niche and local brands are your best bet for exclusive contracts. Make an effort to meet the owners or sales reps, buy them a coffee, build a rapport, and generally be on their radar. This is because smaller brands are far more likely to close their doors to resellers after securing a few contracts. If you're their most trusted reseller, you've got a good chance at an exclusive.

 

For more prominent brands, Alex suggests purchasing from them a few times and meeting them at trade shows. If you already have an in, you're way ahead of sellers looking for an exclusive contract who have yet to bother to build up a relationship beforehand.

Watch the full interview here:

You can find Alex on Instagram @FBABoys for more expert insights.

 

Now that you know how to find brand suppliers for your Amazon business, check out our other wholesale FBA guides: What Is Amazon FBA Wholesale, 7 Steps for the Best Amazon Sourcing Method, and How to Analyze Wholesale Supplier Lists

 

We also created a playlist on YouTube named the Amazon FBA Full Course 2024.

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