E-Com-Marke über 3 Millionen Dollar hinaus skalieren

0:00Unternehmer/Gast And we have a we sell two-way radios. Two-way radios, interesting. Okay, like Walkie-talkies, yeah. >> Like kids, like or adults? >> like professional and and hobbyists is what we sell. Yeah. How long how far away? I'm just curious. Like how how far do they reach? >> Yeah. Uh it's line of sight unless you have a repeater on a tower and then it's like regional. Sweet. Yeah.

0:21Alex Cool. Okay. Okay, so 80% B2C like hobbyists mainly and like 20% B2B. And so I would say for I mean we've had the business for like 20 years but for the last five we've done e-commerce with that 80% and when you talk about like more better best like I feel like we've like skinned that cat as almost as many ways as we possibly can.

0:44>> It's 3.5 million. Okay. Yeah. And so 80% of that so 300 sorry 3 million a year is coming from ads. Yeah. Okay. Um and and there may be like some more opportunity there but obviously the B2B just has like an explosive amount of opportunity opportunity comparatively. >> Uh-huh. So how do you know when and how to pivot? So it's a really good question because typically with e-commerce it's usually at like so do you have like a do you have a little bit of a brand a little bit of a following and people are like

1:13>> We definitely do on the hobbyist side but we don't have very much presence in the commercial market. >> Yeah, that's okay though. That's fine. Um we were who was my weed guy yesterday? I was yes, we were talking about weed stuff yesterday. So um when you're thinking about So normally and I to be very clear um I've only had one e-commerce business that got to like 20 ish a year. So I I hedge this answer is that's my only experience directly in e-commerce.

1:39Um but typically you get to about a million a month and then that's usually where people start to see the cap. Obviously depends on the size of the market but usually around a million a month is where it gets a little bit more difficult to scale. Again, not to say that there aren't AG1 who does a gazillion dollars like generally. And so that's when having wholesale distribution you just do it on top of that. And so the idea is that you run the B2C you know direct to consumer side and what that does is then you get all of these people basically the value proposition to the wholesaler is not please give me distribution it's I'm going to send people in the door to buy my product and they're going to buy other stuff at your store too.

2:15And so that's the shift in terms of the value proposition to the >> Well, I I think I need to re-explain a little bit. So it's not B2B in terms of distributing to consumers. >> Okay. >> It's B2B in terms of like actually selling to like firemen, county governments, hotels, warehouses, like that kind of thing. >> But 80% of your revenue is hobbyists? Yeah.

2:40Do you know how many like what the market size is for walkie-talkies? I know I'm I'm saying the wrong word but yeah. >> there's like 800,000 hobbyists in the United States and not all of those are into like exactly what we do but we know there's like how many a month that are doing the the get their DMR license? 2,000 a month that are getting a new license. So we know there's like a continuing amount of people.

3:05Alex >> So um what's the ticket size? Uh our like average order value it's about $275. Okay, so you're doing a thousand orders a month at like all the 1,200 orders a month call it that. Sound about right? Okay. >> Yeah. So you're doing 1,200 orders a month. So that's 40 a day. Does that limit I'd still want to go bigger like I just like if I mean like if I were you I'd be like how can I make this creative like that much better? That would probably like that would be probably like my first thing I would look at. Um and I would I would I would put really strong incentives around UGC which I'm guessing you guys

3:44>> We do that, yeah. >> Yeah. I just like put as much lubrication around that so that I could get like 50 ads a month in there. >> actually have a giveaway every month and part of the giveaways people send in their UGC content so it's like a constant stream. >> So I mean normally I'd still keep pushing but how how much do you know about the the B2B space in terms of acquiring customers there? Like you have 20% of your business that's there now. How did that come to be? So a lot of that is actually probably more referral because a lot of hobbyists are in businesses and so a lot of times we get it that way.

4:19Alex Um we have done just a little bit of like Facebook ads and things like that and we do have a tiny like email list on that side that we mine. So what else did you guys do? So you run ads on that side? >> on doors, too. Okay, so but you run ads on that side or not? We haven't done a lot yet. Yeah, the difficult the thing that I'm I'm so hesitant about with it is that most I would imagine most of the the walk I don't use a transistor radio. Is that is that what I did I say it wrong?

4:46Alex Uh it's called it would be like a handheld radio. >> Handheld radios, okay. Or two-way radio. >> I said it this so handheld radios. I would imagine that most of the handheld radio users or buyers would be government. A lot of them are, yeah. >> Right, it's it's such a different pro it's like it's a totally different business and that's why I like hesitate a little bit. Um I would I would pull out every single possible last stop on seeing if I can just push the 3 million to a million 3 million to 10 million a year personally.

5:18Um And like I think some of the stuff that I said earlier with like CRO, increasing creative, like all that stuff applies for you. Um adding upsells to the funnel so that you can increase average order value cuz that might like with the business I talked about yesterday like us doubling average order value 5x our ability to advertise. And so you probably there's probably are you only on one channel in terms of your advertising or where you advertising? We're everywhere. Facebook, Instagram, Google, on all the social platforms, Reels, YouTube, we have a YouTube channel, Amazon.

5:51Alex Yeah. I'm just so hesitant cuz it sucks. Yeah. >> It's just such a different process. >> Yeah. I I will say one thing there is some crossover because uh with really like the emergency services side because a lot of hobbyists help with like community emergency services and so sometimes that crosses over into like volunteer firemen or county governments or that kind of thing. So there is kind of maybe some segue there. >> is what I would do.

6:17Alex I have my idea. This is how I would bridge the gap. I would email cuz you probably have a massive list at this point on the on the hobby side. Did you already do this? We have a massive list. I don't know what you're going to say but >> I would ask the list if they know anybody who Do you know any law enforcement, firefighters, whatever? We're getting so much feedback. Um we would like to help our first responders get into this. If you have somebody or you work for one of those companies we'd love to figure out a way that we could make something that works for you. I would probably do that as my my trying to get the foothold in. And so you may end up finding out that one out of every hundred uh you know consumers that you sell has a tie directly or indirectly to one of those organizations. And so if you're selling 1,200 a month you might get 12 really qualified leads.

7:00Alex >> We do do that but one thing I thought of was wondering if we could give them an incentive like hey we'll give you a free radio if you do a deal. >> Yeah. You do what you want. Yeah. >> Yeah. So yeah, give someone a free radio absolutely. Give them two. Like If like if you think of like what's the cost to acquire a police department? If you give away your cost on a radio is probably like what 8 50 bucks or something like that? Yeah. Like would I pay $50 to get a I would I'd give them 10 of them, you know? I'd give them to all your friends you can hang out. Uh you know.

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