Inventory Management For Amazon Sellers w/ SoStocked Founder Chelsea Cohen – #02

Ben Donovan  00:05
Welcome to another episode of The Brand Builder Show. Today, we’re talking all things inventory management. It might not sound like the sexiest of topics, but it is absolutely essential for the growth of your business. And joining me today is Chelsea from SoStocked. Chelsea, great to have you on the show today!

Chelsea Cohen  00:21
Yeah, thanks so much.

Ben Donovan  00:23
We’re going to talk, like I say, all things inventory management, which you are I want to say an expert in, obviously. You guys have built this amazing software system that I am a user of and absolutely love it. And we get great feedback on the processes that it helps put in place. So we’re going to dive into all of that. Why don’t you catch the listeners up on your journey with selling on Amazon. When did you get started? And how that sort of transitioned into what you’re doing now?

Chelsea Cohen  00:48
Sure, yeah. So my husband and I started selling in 2014, a private label business. We had some friends who had taken a course so we took the same course and got started selling right away. The product that we launched was a success, pretty immediately. And so we were able to, in the next six or seven months, quit our jobs and go full time. We’ve been full time in the Amazon space ever since. And yeah, just along the way I found that my biggest passion is actually helping other entrepreneurs. So you know, selling physical products to me was an exciting way to come into this space. Then I found more and more. We started becoming mentors, started being asked to speak in different places so that has become a really big passion as well. We still have our Amazon business but obviously we are doing other things as entrepreneurs as well.

Ben Donovan  01:48
Yes, so good. I was going to ask actually if you’re still actively selling on Amazon. What are your plans for the long term? Are you all aboard the exit train or are you holding on to it for a long time? 

Chelsea Cohen  01:58
Yeah, we’re gonna hold on to it for now. It’s very educational as well. You know, as you’re building, I don’t understand sometimes when people build softwares to serve someone when they don’t, in fact, use the tool themselves or understand that. So it’s been, you know, a great, I mean, it’s funny to say it’s been great the last 18 months to have to suffer through all the things that have been going on in the inventory in the logistics space. But it’s been great to be part of that for research purposes. So anything that goes wrong in our business, I just turned to my husband and say “This is great research. We’re learning how to fix these problems for other people too”.

Ben Donovan  02:42
That’s true. We have a course, do some coaching and stuff. And I often think, how do some people do this? You know, after selling, or as, we’re not even selling at all? You know, it’s like, it is such an industry where you need to stay on the cutting edge that I would definitely struggle with that. But that’s great for you, guys. And obviously, that’s led to part of what you’re doing now with SoStocked. Talk to us a bit about that journey. How did you decide you wanted to get into the software space?

Chelsea Cohen  03:11
Yeah, I don’t have any background in software. I mean, I didn’t have a background in Amazon, but it’s kind of how it goes for entrepreneurs, recognizing the problem in my own business. I have a background in bookkeeping work for a financial management firm. So I really enjoyed digging into numbers and wanting to understand what was happening with my margins. You know, as time went on, profit margins getting slimmer, certain things you can’t control, Amazon raising their prices. You can’t control the market getting crowded and prices coming down. All of these things, the fees, all of those things you can’t control. But the thing that I could control was I was stocking out, and then I was having to air freight or I was having to relaunch and all of these things that just really make it very expensive to run a business on Amazon. So you know, all those extra costs to just get back in stock, the lost revenue. Those were things I could get a better handle on was the inventory side of things. How can I make sure that I don’t over order? How can I make sure that I don’t under order and get it right most of the time? That’s kind of how I started out with the concept that I needed to do something in that.

Ben Donovan  04:27
Yeah, and obviously SoStocked, as it has evolved over time. Tell us a little bit about what it does for those that are listening that maybe have never used inventory management software. What is it that this tool does that you’d have to do manually otherwise?

Chelsea Cohen  04:41
Yeah, so the thing that I noticed, I had tried some other softwares and they didn’t seem to work so well. They would work for some products, not for others. And I was talking to friends of mine, “What are you guys using in these masterminds that I was a part of?” And they said, “We’ve tried things, nothing seems to work well. We’re back to spreadsheets”. So that kind of was a lightbulb moment of, even though people are building software for inventory, spreadsheets are the choice of seven and eight figure sellers over the automation of a software because it’s not accurate enough. 

Chelsea Cohen  05:17
And so we really wanted to jump in. That was in 2018, I actually met my business partner. We built out a platform and launched in July of 2019 to 25 sellers and we basically incubated and found out – What is it about the spreadsheets that’s working? What is it that’s not working? How can we streamline this? And it was once we had gotten that narrowed down, it took about six months to get that kind of dialed and we ripped out the original forecast and put in a new forecast. And at that point, the word of mouth started picking up. And so essentially, it’s taking all of that data. Inventory is really simple and it’s complex. It’s simple in that you basically want to know two things. You want to know “How much do I order?” and “By when do I order it?” 

Chelsea Cohen  06:05
So that’s the simplicity of it to kind of break it down. The complexity comes into how to get to those two numbers – the order date, and the quantity. And so the software takes all these different variables. How much are you selling? How fast are you selling? How long it takes for your stuff to get from your supplier to being live on Amazon? What you have planned in terms of marketing, which was a huge piece there, marketing was missing in pretty much the whole Amazon space. I’ve worked with eight figure sellers who wouldn’t plot their marketing against their inventory, and will cause stock outs simply by being so marketing aggressive without vetting their inventory. And so all of those variables, then basically, inside of the software, you’re able to put all those variables in and figure out those those two numbers that how much and when,

Ben Donovan  07:04
Yeah. And I’ve noticed from using the software, it is very, very flexible in that and it does help you forecast so much more than any spreadsheet might. It even allows you to forecast for different shipping methods, you know, you can ship some goods by express method and some via longer method. And it’s so flexible enough so you’ve done a great job with that. Talk to me just a little bit briefly, just our personal interest there, the software building journey, how’s that been?

Chelsea Cohen  07:35
It’s been interesting because I didn’t want to go and find someone to hopefully build something. I had no experience. I could go and hire a developer, and they could just lie to me and take forever, and all of that. So the way that I actually got started was I decided, “Well, I’ll just have to meet somebody”. You know, very, very casually just kind of have this thought, I’ll just have to meet somebody. And then two weeks later, I spoke at an event and the co-founder of Thomason was there. And we ended up going out and hanging out in a little group of us during the weekend. And I knew his software, I used it in 2015. And we got along during this little event. And he kept saying, “I’m so bored, I need a new software project”. And so I kept pitching to him, I’m like “there’s this problem in the Amazon space”. And he was just like, Oh yeah, you kind of, you know, brush it off. And then my husband went back to me and said, “She wants to build it with you, she doesn’t want to just have you build it.” Because he didn’t really know much about space. 

Chelsea Cohen  08:45
So it was this idea of this combination between him knowing the software side and me knowing the Amazon side, and us getting together. And so I basically plugged into his system. He had his developers that built his other software, software companies. And his partner, who’s now my partner who was brilliant in marketing. And so he had everything and he was just looking for the next project to launch and I happened to convince him that this was enough of a need, and enough of a market that this is something that we could go out and do. And so we started on that, we launched very organically with like I said, 25 people and then the word of mouth started picking up. And it really has been just the fact that the first year and a half we were live, I on-boarded personally hundreds of sellers. I was the only one talking to sellers getting them into the software. Dan, my business partner, was the only one doing the help desk tickets. So the only people talking to and getting feedback from the sellers for the first year and a half, we’re now two years live, a little over two years live, were the founders. And so we got that direct feedback and figured out how to get it into the software as quickly as possible,

Chelsea Cohen  08:56
I’m pretty sure Dan’s the only person I spoke to with any challenges I’ve seen or any things that I’ve needed help with in the software so I can attest to the truth of that, for sure.

Chelsea Cohen  10:10
Yeah, yeah. We’re now expanding. My husband now runs all of the helpdesk tickets. We’ve got a couple of other people but we always wanted to be very connected with the sellers as we grew. I feel like that’s the time when you get into trouble. when you have this kind of barrier between support and the actual user. Because we had people say, “Oh, I told this software company that I wanted it to be this way. I’ve told them for the past two years, and you guys, I told you, and you had it three months later”. So that’s been kind of the magic bullet for us. You know, go figure listening to the people that you’re serving.

Ben Donovan  10:53
And that’s a huge thing, I think, for private label sellers, as well, because the closer you are to your target audience, and you’re hearing what they’re saying, and you iterate based on what they’re saying, it’s huge for your business. I remember a video editing software that we were using, and I said to the founder, “It’d be great if you could do this with it”. And he literally had it shipped within a few days, you know. And I was like, “Wow, you’ve got a customer in me because of that”. You guys are the same and it helps build long term customers. And yes, super, super powerful, great insight there in building a business in any industry, I think.

Chelsea Cohen  11:24
Yeah, true.

Ben Donovan  11:26
So talk to us a bit about strategy, inventory management then aside from the software side of it. Your software, obviously, you’re a great software, you’re a big proponent of it, but do you recommend it for brand new sellers? At what point does it become like a useful tool for a seller in their journey?

Chelsea Cohen  11:43
Yeah, so I usually say, once you’ve got more than a couple of SKUs, it’s good to start with a more refined software like ours. There are other tools that have an inventory piece built into it, they’re not very flexible. But if you’re just starting out, that’s going to be fine, no cost becomes a real issue. So not wanting to get yourself invested in too many monthly payments when you’re still trying to launch your product, you’re still trying to figure everything out, can tend to be a distraction. So, you know, if you’re signed up for Manage By Stats, or one of the software suites, they have these tools built into them. You can use that for a while but it’s when you’re starting to launch multiple, multiple products or you’re finding that you’re stocking out and you don’t know why, some of the formulas that are used are a little bit less sophisticated. And so they can cause you to stock out. Or maybe you want to do marketing planning within your inventory. And so we usually start working with people who are a couple of products deep into their business just specifically for what we’re doing. But anyone should start early on to get a handle on how to track inventory.

Ben Donovan  13:07
Yeah, because it’s so much more than just tracking the numbers, right? Because what we get complimented on, I think I’ve mentioned it to you. But, one of our three peers recently said, “Oh, the process is great, what is to say, well done on the process”. And I’m like, well, I’d love to take the credit for it. But you know that what you guys have built is the end to end because there’s so much more to inventory management than just how many units we’ll have in stock and when do I need to re-order. It’s shipping 2 or 3PL, shipping plans and Amazon selling real. And so that’s where I think having that specialist help is good. And not that I’m trying to make this whole episode about promoting SoStocked but at the same time, you know, you’ve got to think about the cost of stocking out and the cost of not having those things in place. So when you begin to scale up, I think that’s helpful. Because we’ve got a smaller brand and I don’t use it on that yet. We just have a spreadsheet, whereas the bigger parameter managers honestly I couldn’t live without it. So what would you say when it comes from your experience with inventory, inventory management for those newer sellers, maybe they’re not using a software tool yet, what are some of the best practices that you could recommend – here are some key things to make sure you’re doing to stay on top of this.

Chelsea Cohen  14:23
Yeah, so the two things that I always say have been missing in Amazon, like coming into building a software, I started to realize how little education and understanding there was around that and what are those basics that even like I mentioned, eight figure sellers did not have. And so, you know, we all are marketers first and then kind of the rest of the business follows the marketing. And so it’s us trying to kind of catch up to that educationally – the cash flow, the logistics, and the inventory. So the two things that if you only did these two things would be extremely impactful, the first would be buffer stock also known as safety stock. So for anyone that doesn’t know what buffer stock is, it’s essentially saving extra stock and pretending like when you hit that buffer stock, you’ve actually stocked out. So everything is dependent upon you getting your inventory to arrive at, let’s say FBA, before you start eating into that buffer stock. So that anything that goes wrong, that buffer stock can act as a cushion kind of like when you’re driving a car and your empty light comes on, you’re not literally running out of gas, you have enough to get to the station to fill up your tank, buffer stock is like that.

Ben Donovan  15:53
Yeah, that’s really good. And I’ve definitely noticed a real help with having that as well, having that in there it’s so helpful to not only just upload your stock, but just have a bit of peace of mind, right?

Chelsea Cohen  16:06
Yeah exactly. Because things happen like, you know, is it the power outages that are going on in China or you got a storm that you weren’t predicting. All of these things that are out of your control, at least you have that extra cushion to kind of make up for that

Ben Donovan  16:26
Yeah, and for much newer sellers, I think I saw you have a spreadsheet on your website that you’ve made that can be downloaded so they can get started with that if they’re not ready yet?

Chelsea Cohen  16:37
Yes, exactly that I know something a lot of the best practices that are in the software, we’ve put into the the spreadsheet as well so you can start learning and applying the inventory best practices like buffer stock and like tracking your marketing, which is the the other thing that I would recommend to any new seller. It’s starting to figure out how does your marketing need to be accounted for in your inventory orders because if you’ve got say 90 days or more in terms of your lead time – the time it takes from the order being placed to being live on Amazon, you need to know that your marketing, if you do a big sale, how are you going to recover from that? Some big sale happens and you didn’t plan for it, well then you have to wait. There’s that huge gap. It’s not like you know “okay, we’ll get on the phone and order, then have it ripped and replenished in a week.” So marketing, I call it inventory-minded marketing, actually. I created that kind of catchphrase just to drive home to people that this is actually something that needs to be thought through every time you start marketing as you need to remember that inventory needs to know this as well.

Ben Donovan  17:52
Yeah. Especially as you’re scaling your business, right? And you’ve got team members and you’ve got a marketing guy that’s like yeah, let’s launch these campaigns and sell loads of products and you got inventory over here that says “No, slow down.”

Chelsea Cohen  18:03
Yes and the interesting thing is like I’ve talked to many different people. Sometimes, it’s the same person, sometimes the person who does the marketing is the husband, the person who does the inventories is the wife. And they lay their head down on a pillow next to each other every single night and yet don’t coordinate this point. They live in the same house, they work in the same house but they don’t coordinate that because there’s so much going on and also there’s just not a system in place to be able to do that, not a standard operating procedure for every time I put a marketing plan together this is what I’m gonna do.

Ben Donovan  18:35
It’s really good. Talking about when it comes to scaling obviously, we talked about newer sellers, what about when you are starting to scale your business? You’re starting to do 50,000 or 100,000 a month with lots of SKUs. Have you got any more sort of insight that you can give to what are the best practices at that stage?

Chelsea Cohen  18:51
Yeah, so one of the things that I recommend at that point is really starting to understand your logistics and your cash flow better. Those are the things I’m becoming more obsessed with and that’s kind of the direction that SoStocked will be headed and we’ll be getting into more than cash flow and logistics. But really kind of dialing in your marketing and dialing in beyond just the marketing team tells the inventory team what their plans are and the inventory team makes sure that those plans can actually be  properly executed without stocking out. 

Chelsea Cohen  19:29
Now it’s the inventory team that should be creating these reports, creating something called an overstock report, which is you know, what products do I have sitting at Amazon for example, that say 90 days, overstocked, right? Create an overstock report, send that to the marketing team, create a slow seller report, which could be arranged. It could be any product that sells over five units but under 20 units is a slow seller, and that’s kind of a make break off. Either make this product more successful or it’s going to fall into the liquidation zone. And then you have the liquidation report, which is anything, for example, under five units a day is something that we have to liquidate and get rid of. That’s not going to be a product that’s going to be extremely viable. Of course, it depends on your business what those numbers are. But those reports should be created by your fight inventory and sent to marketing so that marketing can essentially market across the entire catalog, which we have not been used to doing up until restock limits and IPI limits became an issue because we could just put stuff in there and if it sold, it’s sold; if it didn’t, it didn’t, didn’t really matter. There were storage fees but we didn’t really care much about them. We wanted to push our bestsellers and drive revenue. Now we have to drive revenue and drive sell-through.

Ben Donovan  20:52
Yeah, which is a perfect segway to the next topic. And this really is where it comes into “gone are the days of just being able to know how to rank a product on Amazon”, right? You need to be able to build a business, understand these different aspects of business and that is a big part of it now is restock limits. Obviously, you got your IPI, the performance index. You’ve got your restock limits at both account level and SKU level. And then, storage limits, which is not the same as restock limits. Talk to us a bit about these things. As sellers, how can we get our head around these things? What should we be concerned about and not concerned about?

Chelsea Cohen  21:27
Yes, so it can get very confusing. What do I focus on? Which one’s the most important? And honestly, it all boils down to one thing and that’s sell through. Sell through basically when you look at restock limits, you look at IPI limits, IPI limits touch the four points of IPI – the IPI score sell through, in stock rate, excess inventory, and stranded inventory. And all of those have something to do with sell-through. Sell-through is basically two things. It’s sales velocity, right? How many total sales did you have? It’s actually not sales velocity, it’s total sales within the 90 day period. And then utilization, how much inventory are you actually keeping at Amazon, and that equates into your sell through rate. So you can actually calculate what your sell through rate is, and you want that sell through rate to go up because your restock limits will go up. Your restock limits will go up when you increase your sales. And your IPI will go up when you increase your sales and you reduce the amount of excess inventory, the amount of stranded inventory. All of these things touch sell through. So that’s basically what Amazon is most concerned about. And so everything that we’re looking at in terms of all these different, maybe confusing rating systems, and limitations are all connected to that.

Ben Donovan  23:01
Yeah. Yeah, it’s a balance to find, isn’t it? Because I know, you know, we just had our limits on one marketplace drop, you know, a bit. And I probably could have caused that because I was sending two big shipments directly to Amazon from our supplier. But we had lots of room to send it as far as all those send it because it saves us the three PL costs, you know, but then you do that, and then it affects your limit. And so it really is a balancing act, isn’t it where the extra costs that you incur sending it to a three bill just to send it to Amazon? And then you got to think about those restock limits, especially coming into seasons like Q4 is a big deal, right? Yeah. For sellers to increase those restock limits you’re saying so sell-through is the big thing so send smaller amounts that sell quicker?

Chelsea Cohen  23:49
Yeah, and you know, one of the things that I kind of had is this great realization, probably about a week or two ago, was I’ve been talking about FBM. You know, I do FBM sell-through, have a backup system of FBM. I’ve been talking about it for almost two years now that you need to have that as a backup system. But the interesting realization that I had is we know FBM contributes to restock limits. It contributes to sell-through because Amazon’s looking at – you have sell through, you have the total sales, and then you have how much inventory is that FBA. The total sales includes anything that’s sold through Amazon, through FBA. Anything that’s sold through FBM, it also includes anything that is sold through another channel that fulfills through FBM so that’s where you get all your sales. 

Chelsea Cohen  24:46
So if you have a multi-channel fulfillment, where you’re sending Shopify sales through Amazon, if you sell through Amazon but you’re not keeping the stock there, you’re keeping it at a fulfillment center. All of these things contribute to the sell through. The one thing to keep in mind, the realization that I had was if you have inventory that you can keep at FBM, that’s keeping your utilization down while increasing your sales on Amazon. So it’s actually something where, if you want to increase your restock limits even more, if you have a product that is light and inexpensive to fulfill, it might make sense to move it through an FBM channel to help to increase that restock limit potentially.

Ben Donovan  25:35
Yeah, that’s really great. It’s almost like a little bit of a hack to that.

Chelsea Cohen  25:40
Yeah. I’m like, oh, you know, actually, if you understand sell through. That’s why understanding some of these, you know, what does Amazon call sell through? What are they looking at? Understanding those things really helps you to kind of get clever about knowing what are those levers to pull, to improve the situation.

Ben Donovan  26:00
So give us those four points against those, obviously, in stock, stranded, what was the other two? 

Chelsea Cohen  26:05
Yeah. So with IPI, it’s a sell-through. And then you have in-stock rate so when you’re not in stock that’s going to affect your sell-through because you’re out of stock on something that used to positively impact your sales. And then you have excess inventory, which is just bloating your utilization. And then you have stranded inventory, which is also hurting your utilization because it’s inventory that literally can’t, it’s not attached to a live listing so it’s not going to be able to sell. So all of those things have an impact on sell-through.

Ben Donovan  26:40
Yeah, well, I’ve noticed about stranded inventory is that actually, Amazon will still fulfill it if you sell it through Shopify or something like that. So that’s another little thought if you’re struggling with stranded inventory because we had an issue with something like a pesticide thing, which is completely ridiculous because it’s not related in any way. But you know, Amazon, and so we’re still able to sell on Shopify and fulfill it through Amazon so there’s a potential there as well. 

Chelsea Cohen  27:05
Interesting. It doesn’t make sense when you think about it because it’s just that they don’t want the liability of selling it through their platform. But they are very, very eager to get it out of there.

Ben Donovan  27:14
Exactly. Crazy. Good, okay, and then just coming into Q4 now, time of recording, who knows when anybody’s listened to this. But just coming into busy seasons where you’re going to be picking up sales, any particular tips there anything people can do?

Chelsea Cohen  27:32
Yeah, so like I said, having an FBM system is extremely important. Having any sort of backup so that if your stuff is not getting checked into Amazon on time, you still have a way of fulfilling it because you can still take on sales. I like to say you know even if Amazon’s your only sales channel, which means where you take sales from, it shouldn’t be your only distribution channel. You shouldn’t have Amazon be the only one that can send products to your customers so that’s kind of the first and the foremost. The other one that I say to people and it’s very, very common for people to stock out, even larger sellers to stock out, because they essentially put all their eggs in one basket. So the golden rule is “Don’t let anyone have all your stuff”, right? Don’t put all your stuff on one boat. Don’t put all your stuff in one truck, LTL. Have something held back as a backup. So nowadays, we put most of our stuff on a boat and then we will have inventory that we can airfreight over only if needed so you’re only incurring the cost if it’s going to prevent a stock out. Otherwise, you continue to produce your next order and then you send it on the next boat and you hold some back. If you can work with your supplier to negotiate that you only pay them for what you ship and they sometimes can store, say an extra month worth of inventory without cost, you are then able to control your cash flow a little bit better so you can increase that order to be able to hold back that extra inventory.

Ben Donovan  29:18
Some great thoughts there, really good. It’s very helpful coming into those busy seasons. Before we close up I know you’re super busy, got lots of things to do so I’ll let you get off. But any other final tips for things that you would say to anyone just that we haven’t covered already?

Chelsea Cohen  29:32
Yeah, so one of the things that… I’ve been talking with a friend of mine, he owns a warehouse and I haven’t talked too much about this. But very interesting right now, especially coming into the fourth quarter, there are specific ways that Amazon checks inventory into their warehouses. There’s sending things LTL and you know there’s just you get a truck, it arrives, it’s got a trailer and there’s two things that could happen. That trailer could either be dropped off and the truck leaves and then they’ll get to it when they get to it or that trucker has an agreement that says “I’m only bringing my truck when I can pull it up to the dock and unload it”. You can kind of see in terms of what I like to refer to as net check in time, right? Maybe the trucker who can just drop off his stuff and leave gets a quicker checking or a quicker appointment to bring his truck into Amazon but the guy who gets a later appointment and actually gets his stuff removed from the truck and put into the warehouse immediately could have a faster check in time even though he’s got a much later appointment time. 

Chelsea Cohen  29:33
So it’s important to understand. I would say talk to your Warehouse Manager to find out what he knows about which companies to use. One of the companies right now is a company called TForce. It used to be UPS freight, was purchased by a Canadian company and is now TForce. They won’t drop off their trailers, they’ll dock it. So LTL or right now I think they’re doing LTL. Small parcel delivery is the same. It’s more expensive but it’s the same so that’s another one that goes against the rules of “Don’t let anyone have all your stuff”. But anyone that’s using Amazon freight right now, a new system Amazon freight, they own a bunch of trailers and they let other truckers, trucking companies use these trailers. Amazon freight those trailers get dropped and so it was a great system until they got backlog and now that system of Amazon freight becomes a danger in terms of your stuff just sitting in a trailer, in a parking lot maybe till after Christmas which happened to me one year.

Ben Donovan  31:58
And you’re definitely worth checking with warehouse operatives and their insight. Our 3PL in the UK told us recently that UPS was backwards and taking two to three weeks to check in. Whereas other companies were a lot quicker and that was super, super helpful so yes, that’s just really good thoughts so check on that for sure.

Chelsea Cohen  32:17
Yep.

Ben Donovan  32:18
Oh, man! I feel like you’ve given us loads of nuggets and you know loads of thoughts to take away that are so so helpful. Where can people find out more about you, SoStocked and that kind of thing? 

Chelsea Cohen  32:29
Sure. Yeah sostocked.com is where you can learn more about the tool. And then if you want to reach me, I do webinars, there’s a free demo. You go to sostocked.com/connect and you’ll be able to find my contact information if you have any questions for me, find the demo, and my webinar where I go deeper into some of these topics as well.

Ben Donovan  32:56
Perfect. It’s amazing. Well, like I say, I am a very happy user of SoStocked. I know that a lot of people out there are going to get a lot out of it. So listen, thank you so much for coming on and sharing your time and your thoughts with us. It’s been super, super valuable. 

Chelsea Cohen  33:08
Sure, yeah. Anytime. 

Ben Donovan  33:10
Awesome, guys. Thanks for joining us on today’s episode. If you want to check out SoStocked, make sure you do it. So we’ll leave the link in the show notes below, sostocked.com. And if you have liked the episode, do give us a five star review. That’d be super, super helpful. And we’ll see you in the next episode really soon. Awesome. Thank you so much.