Stop Flipping Products: The Brand-Direct Move That Builds a Real Business

She's Been Sourcing Amazon Brands Since 2003 — Here's Her Trade Show Playbook

Most Amazon sellers source the same way everyone else does — and then wonder why every brand they email already has ten resellers. Diana Gershman doesn't have that problem. She's been doing brand-direct wholesale since 2003, and she sources where almost no one else is looking: the trade show floor. In this special part-podcast, part-webinar edition of Marketplace Mavericks, host @BuyBoxMaverick sits down with Diana Gershman — founder of Sellers United, the annual convention coming up in August — for a free-form, high-value breakdown of how she finds, networks, and closes brand accounts at trade shows. With 25 years in the space, Diana is a rare OG who has watched Amazon change over and over and kept mastering her craft the whole way through. This one is tactical and unscripted. Diana sits down with the host and students from their online class to walk through exactly how she builds her sourcing spreadsheets, how she preps for and attacks a trade show, how she networks a room without being salesy, and how she wins accounts by quietly adding value and solving brands' problems before she ever asks for anything. It's a masterclass in the relationship side of wholesale that spreadsheets alone can't teach. Whether you're brand new to Amazon or years into wholesale and looking for a sourcing edge nobody else is using, this is your roadmap to the trade show channel. WHAT YOU'LL LEARN: * Why trade shows are an underused sourcing channel for Amazon wholesale and brand-direct * How a 25-year veteran preps before walking the floor * The spreadsheet system Diana uses to organize and prioritize brands * How to network a trade show room without sounding like a salesperson * The "add value first" approach: fixing a brand's problems before asking for the account * How to turn a single conversation on the floor into a long-term brand partnership * What's changed — and what hasn't — in Amazon sourcing over 25 years * How mastering one craft over time compounds into a real competitive advantage * CONNECT WITH DIANA: Sellers United: [LINK] Sellers United Convention (August): [LINK] Instagram / LinkedIn: [LINK] FOLLOW MARKETPLACE MAVERICKS: Subscribe & turn on notifications: [LINK] Instagram / TikTok / YouTube: [LINK] Join Operation Amazon: [LINK] New episodes weekly. Like, subscribe, and share this with a seller who needs a better way to source. KEYWORDS: Amazon FBA, Amazon wholesale, brand direct, trade show sourcing, wholesale sourcing, Amazon selling, ecommerce business, brand partnerships, Amazon seller tips, scaling on Amazon, sourcing spreadsheet, networking, Sellers United, Diana Gershman, ungating, ecommerce entrepreneur #AmazonFBA #AmazonWholesale #BrandDirect #TradeShowSourcing #WholesaleSourcing #AmazonSeller #Ecommerce #AmazonBusiness #FBAWholesale #SourcingStrategy #SellersUnited #Entrepreneur #SellingOnAmazon #AmazonSourcing #MarketplaceMavericks

From Side Hustle to Brand Direct Empire: How Jonah Hodges Cracked the Amazon Wholesale Code

In this episode of Marketplace Mavericks, host John sits down with Jonah Hodges (@jonahhodges_) — a 15-year Amazon veteran who turned a high school side hustle into a full-blown brand direct wholesale operation. Jonah pulls back the curtain on how he went from reselling textbooks and used Apple products in 2010, to running a mini-agency with 12+ VAs, scaling exclusive brand partnerships, and coaching sellers inside The Wholesale Network. If you're a wholesale or brand direct seller — or you're stuck in OA/RA and wondering what's next — this conversation is loaded with practical gold. 🔑 What we cover: * Why Jonah ditched pure reselling after one too many listing cutoffs * How "fixing listings for free" became his secret door-opener with brands * The myth-busting conversation every Amazon seller needs to have with brands (you're NOT an agency) * Structuring deals: exclusives, contracts, buyout clauses & launch protection * Why phone calls and trade shows crush cold emails every single time * Brand launches that flop vs. brand launches that print — the difference is in the data * How Jonah uses AI without falling down the rabbit hole (rules: make money, save time, improve client journey) * Building VAs and a team that actually scale your business * The transactional vs. relationship mindset shift that separates wholesale from arbitrage * Distributors as gate-openers — and why you should be talking to them too * What's ahead for The Wholesale Network: more exclusives, AI tooling, and faster brand launches Whether you're doing $5K a month or $250K a month, Jonah's perspective on partnership, patience, and playing the long game will change how you approach your next pitch. 🔗 Follow Jonah: * Instagram → https://www.instagram.com/jonahhodges_/ [https://www.instagram.com/jonahhodges_/] * X / Twitter → https://x.com/jonahhodges_ [https://x.com/jonahhodges_] * YouTube → https://www.youtube.com/@jonahhodges_ [https://www.youtube.com/@jonahhodges_] 🎙 Next week on Marketplace Mavericks: Diana Gershman joins to break down how she sources and dominates trade shows — a must-watch on YouTube. If you got value from this episode, smash that like button, subscribe, and share it with someone who's tired of getting cut off listings. #AmazonFBA #BrandDirect #Wholesale #AmazonSellers #Ecommerce #MarketplaceMavericks #JonahHodges #TheWholesaleNetwork #AmazonBusiness #BrandPartnerships

Stop Flipping Products: The Brand-Direct Move That Builds a Real Business

Most Amazon sellers walk away from a brand after one "no." That instinct is exactly why they never land the accounts that change everything. In this episode of Marketplace Mavericks, host @BuyBoxMaverick sits down with wholesale operator Justin Taliaferro (@jett.llc [http://jett.llc]) to unpack the real mechanics of going brand-direct on Amazon — including the story of a seller who hadn't spoken to a brand in over a year, got a surprise call out of nowhere, and walked straight into an $80,000-a-month exclusive deal. This is a tactical, no-fluff conversation about making the jump from online arbitrage (OA) and retail arbitrage (RA) into Amazon wholesale and brand-direct selling — the model where you stop chasing the next product flip and start building an actual business. Justin and the host get into what scaling really takes: when to hire your first VA, why building systems too early will burn you, how to run 100–150 outreach calls a week, and how to structure deals that make brands want to work with you instead of around you. Whether you're three weeks into Amazon or a year into wholesale and grinding to scale, this one is a roadmap for turning a side hustle into a sustainable, partnership-driven business. WHAT YOU'LL LEARN: * Why wholesale and brand-direct beat retail/online arbitrage for building a repeatable business * The "Buy Back Your Time" mindset shift every solo seller needs * When to hire a VA and an ad agency — and why hiring slightly early unlocks scale * The #1 mistake new founders make: building systems and SOPs before the revenue exists to support them * Why outreach is a volume game — and why you should call, not email * "Follow up till they die": how timing turns dead leads into six-figure accounts * How transparent fee breakdowns (FBA, referral fees, advertising) build trust and close better deals * Why Amazon should be a premium sales channel — never your discount channel * How to evolve from "reseller" to a true brand partner who tells the brand's story #AmazonFBA #AmazonWholesale #BrandDirect #OnlineArbitrage #RetailArbitrage #AmazonSeller #Ecommerce #AmazonBusiness #FBAWholesale #SideHustle #Entrepreneur #AmazonTips #SellingOnAmazon #WholesaleSourcing #MarketplaceMavericks

EP43: Miami Sellers Conference 2026 Preview

The Miami Sellers Conference kicks off this Thursday and it's the party of the year for the Amazon space. Last year was Omar's first MSC. This year is mine. So we got on and broke down the whole thing — the schedule, the speakers, the panels, the after parties, the yacht, and the tips you actually need to make this trip worth what you're paying for it. Whether you're doing OA, RA, brand direct, wholesale, TikTok Shop, or you haven't sold your first product yet — there is something in that building for you. The lineup this year is stacked. We're talking Reezy Resell, Carter Maxwell, Joy Williams on Section 3, Bill Martlank (top eBay seller and top 10 on Amazon), Levy crushing Whatnot, Jonah on brand direct, the FBA boys, Stephen Does Business with $1.7M in OA in Q4, gift card legends Taylor Thomas and Friend, Emily Baker, Avery, Carter Maxwell on VAs, and a whole lot more. Omar and I are also on the Rookie of the Year panel — "$100K a Month in Your First Year" — hosted by Miles and Warner. So if you're new and want to know how guys like Bruce and Rich went from zero to $100K/month in their first three months, come find us. We get into Omar's tips that actually worked for him last year — walk in with goals, treat the lunch break like a workday, hunt the speakers down AFTER their session, and don't be shy. Most people in that building don't know anybody either. Walk up. Say hi. Start the momentum. We also talk about treating the trip like a real working week — sourcing, podding, even running Whatnot lives while you're down there. Brian Noll's idea about bringing one of each item and selling on Whatnot the whole trip is genius. If you're on the fence about going — go. If the yacht and VIP fits in your budget without putting you in a bad spot, get it. If not, the general ticket alone is worth every dollar. The networking is the ROI. The relationships you build at this thing pay you back six months, twelve months, two years later. WHAT WE COVER: * Why MSC has a different vibe than Sellers United * Omar's #1 tip: walk in with goals (any goals — just have them) * How to actually network if you're introverted (start with a "nobody" like us) * The yacht experience — is it worth it? Who should pay up for VIP * Full schedule walkthrough — Day 1, Day 2, both panel rounds * Speakers we're most fired up to see (Jonah, Reezy, Carter, Joy Williams, the FBA boys) * Why short 20-minute talks force speakers to drop the actual nuggets * Treat lunch as a workday — don't hide in your hotel room * How to maximize the trip: sourcing, podding, Whatnot lives in Miami * The Rookie of the Year panel — Jon, Omar, Bruce, Rich, Ashley with Miles & Warner * Why investing in conferences is one of the cheapest ways to invest in yourself * The gift card market crash story (17-20% down to 0.5%) DISCOUNT CODES: * 3+ tickets bought together = 30% off * Use code OMAR50 for an extra $50 off CONNECT WITH OMAR (The Gap King): Instagram: @TheGapKingOmar YouTube: search "The Gap King" CONNECT WITH JON: Instagram: @BuyBoxMaverick If you're heading to Miami — come find us. Walk up, say what's up, and we'll introduce you to the room. That's how this works. New episodes every week. Leave a review on Apple Podcasts or Spotify if you're getting value out of the show — it helps other Amazon sellers find us. #AmazonFBA #AmazonSeller #WholesaleAmazon #AmazonBusiness #FBATips #Ecommerce #OnlineArbitrage #BrandDirectWholesale #SellerCentral #AmazonPPC #MiamiSellersConference #MSC2026 #AmazonConference #AmazonNetworking #TheGapKing #BuyBoxMaverick #MarketplaceMavericks #WhatnotSeller #TikTokShop #EcommerceEntrepreneur

He Sold $10M on Amazon. Now He's Teaching Sellers How to Use AI | Corey Ganim

Corey Ganim was the first person I ever watched on YouTube when I started researching brand direct wholesale — so having him on the show is a full circle moment. Corey did over $10M in Amazon FBA wholesale before walking away from a $16M e-commerce business to build Return My Time, a company helping non-technical entrepreneurs use AI to get real leverage without writing a single line of code. In this episode, we dig into how AI fits inside a brand direct wholesale business — where the whole game is relationships, showing value, and winning exclusives. AI won't replace the phone call. But it will make everything you do to show value dramatically better and more impressive. And right now, nobody else in the brand direct space is doing this. We cover GPT Image 2 and why it's now the gold standard for Amazon product images and A+ content. We get into connecting Seller Central to Claude via MCP to pull your own sales data without touching a spreadsheet. We talk Claude projects for your exclusive brands, automated monthly brand reports that give you a reason to call your contact every single month, and using AI to build pitch decks and case studies that actually stand out. Corey also breaks down his four-level AI framework, we get into browser automation as the big prediction for the rest of 2026, and we cover what Open Claw did to the Mac Mini supply chain. If you're doing Amazon FBA wholesale or brand direct, this is the AI episode you've been waiting for. WHAT WE COVER: * Corey's 4-level AI framework: prompting, automation, vibe coding, AI agents * GPT Image 2 and what it means for Amazon listings and A+ content * Connecting Seller Central to Claude via MCP for real-time data * The automated monthly brand report nobody else is sending * AI pitch decks, case studies, and interactive brand presentations * How Jon won a brand doing close to $200K/month by showing value consistently * Claude projects as a knowledge base for each of your exclusive accounts * Why great VAs are MORE valuable in the age of AI * Where AI is headed for the rest of 2026 CONNECT WITH COREY: Website: https://returnmytime.com [https://returnmytime.com] YouTube: https://youtube.com/@coreyganim [https://youtube.com/@coreyganim] Instagram: https://instagram.com/coreyganim [https://instagram.com/coreyganim] X: https://x.com/coreyganim [https://x.com/coreyganim] LinkedIn: https://linkedin.com/in/coreyganim [https://linkedin.com/in/coreyganim] CONNECT WITH JON: Instagram: @BuyBoxMaverick New episodes every week. Leave a review on Apple Podcasts or Spotify if you're getting value — it helps other Amazon FBA sellers find the show. #AmazonFBA #AmazonSeller #WholesaleAmazon #BrandDirectWholesale #AmazonBusiness #FBATips #Ecommerce #SellerCentral #AmazonPPC #AIforAmazon #MarketplaceMavericks