Demo Mondays #24 – Skubana – automate your eCommerce channels
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Demo Mondays #24 – Skubana – automate your eCommerce channels


Hello, everyone. Welcome back to another session of Demo Mondays. Demo Mondays is a video series published on
Mondays where I invite founders, creators and representatives of different softwares
which are designed for Amazon sellers. And today, my guest is Skubana. And Skubana is presented by its co-founder,
Chad Rubin. Hello, Chad. Hey, thanks for having me. Nice to see you here. So can you briefly introduce us to Skubana? What is it and what problem does it solve
for Amazon sellers? Sure, sure. We started Skubana because I was a seller
myself, and as I started to scale and grow things that massively complex using siloed
applications to run my business — a separate shipping software, separate inventory software,
separate FBA software, separate 3PL (third-party logistics) connector — there were tons of
fail points. So we created a unified operations platform
to not just run your business, but to automate your business as well, to get rid of all the
low value tasks that you do throughout the day so you can focus on true scalability and
doing the high value activities that are making the most money. That sounds exciting. What kinds of e-commerce business owners are
you targeting? Yeah, so it’s a lot more advanced. It’s somebody that’s typically multi-channel
or they want to expand off Amazon going multi-channel. So we support all the major marketplaces and
shopping carts — think Amazon, all the international channels including Australia, China, Italy,
Germany, Spain, Canada, and then we do eBay, Sears, Rakuten, Overstock, Groupon, you name
it. We support it along with all the shopping
carts — Shopify, BigCommerce and Magento. And then we have an “App Store” which I’ll
share with you momentarily. Great. So let’s see it. Typically, it’s an advanced seller, right? So he’s doing above a million dollars to run
that wants to really automate their business. Wow, that’s cool. So let’s see how Skubana works. Great. Skubana, like I said, is on the cloud. You never have to download anything to your
computer. Again, you can work remotely from Aruba or
Panama or anywhere else. You can see that this is actually a live account,
so I’m synced with all these accounts right now from my own account. So the first part of our software is really
the “Settings.” It’s the foundation of running your business. And so you set up everything in the back end
here. So for me, if you look here, everything in
green is coming out of my 3PL (third-party logistics) in New Jersey. So if I had multiple 3PLs, I can actually
drag and drop where I want items to ship out of on a global level. If I have customers ordering from me out of
my Texas warehouse, I would want that to be shipped out of Texas. This is a global rule you can set up. We connect every 3PL through FTP. If they don’t support FTP, we also have an
API, and we have an App Store. You can drop on orders automatically in whatever
file format you want. They can drop on tracking and inventory. We suck that in and we spit that out to all
the different channels you sell on. Now, if you don’t have a 3PL, or you have
a 3PL and maybe you have your own warehouse as well, simultaneously, we replaced just
a regular shipping software. Imagine a shipping software with a lot more
steroids — that’s what we’ve built. You can set up how you want to print your
shipping labels. There’s nothing to download. How do you want your packing slips to look. We do bundle breakdowns as well. We can break down bundles. I do a ton of key unbundling and then [inaudible]. So once you get the warehouse set up, you’d
go to Sales Channels. These are all the channels I’m on. Natively, we have all the major shopping carts
in marketplaces here. If you’re an Amazon seller, you come in, you
put in your credentials, you enable FBA, we’ll create you an FBA warehouse on the Inventory
screen. If you’re on Jet.com, all you gotta do is
put it in — there’s no custom development, there is no extra plumbing required — now
you’re on Jet. So you do this for all the channels. Now, if you see a channel we don’t support
— for example, Groupon or Overstock or Houzz — you come into our App Store. I’ll show you that momentarily. Our “App Store” helps you extend the functionality
of our software. Before I get there, I’m going to show you
the shipping providers. We support all the major shipping carriers,
and you’ll see two fun ones down here for those Amazon sellers for your community. First of all, we support “Amazon Seller-Fulfilled
Prime.” You can create as many warehouses you want,
you can use Skubana to get 2-day shipping without paying the 2-day shipping price. The other thing that you’ll see here is “Amazon
Preferred Shipping.” We actually do all the Amazon FBA workflow
inbound into Amazon directly from our system without having to go into Seller Central. So again, we’re taking all these fragmented
applications that are out there and we’re combining them into our solution. Make sense? Yes, of course. Any questions so far? We’re just rocking and rolling. Are we good? You said that you can avoid paying for the
2-day shipment. It was quite fast. Can you repeat the explanation? Yeah. Seller-Fulfilled Prime is a program from Amazon,
but essentially, if you’re in New Jersey and you’re doing 2-day shipping to California,
you’d have to pay for 2-day shipping, right? Because from New Jersey to California, you
have to pay for 2-day shipping. But if you actually split up your warehouses
across the United States into different locations, you now can get Seller-Fulfilled Prime without
paying 2-day shipping, and you can use that with our Inventory Allocation Shipping Zones. You can drag and drop where you want items
to ship from and we integrate it to Amazon Seller-Fulfilled Prime to actually get 2-day
shipping without paying the 2-day shipping prices. So it introduces a lot of manual work. Especially now since Jeff announced a $0.50
a unit, in August, for inventory storage fees. Launcher and fees are going up, fees in general
are growing up, and Amazon doesn’t want you stuffing their warehouse with items that aren’t
selling. So this is a great way to sort of tackle that
problem, especially if you’re selling maybe oversized goods or just goods that probably
wouldn’t be profitable at FBA. Yeah, that sounds great. So you’d have your vendors into the software. We have another function called Orderbots. Orderbots are “if-then” statements to run
your business. So you can say “if this, then this.” So I can say “if the Sales Channel equals
Jet, then I want to have Amazon fulfill it.” So you can set Amazon to fulfill your packages
for you, right here. So we do “Multi-Channel Fulfillment” as well. That’s what I’m saying, that we are extremely
flexible to actually automate the heck out of your business without using fragmented
applications. The other thing I want to mention is that
you can use “Auto Split Order.” So if you have two warehouses in your dropshipping,
you can split orders automatically. Skubana can actually do Rate Shopping for
you in the back end to apply the best rates. All these things are done in our Orderbots
Automation Fulfillment sequences here. So you set up your “Email Templates”, your
“Packing Slip Templates”, your “P.O Templates.” You have “User Administration” and “Permission.” You can come in here and you can edit who
has access to what. For example, our “Analytics” — we’re going
to show you at the end, it will blow your mind — you can segment who sees the Analytics
because it’s very, very confidential. And the last piece that I mentioned is we
have an “App Store.” So the App Store allows you to extend the
functionality of Skubana. You can integrate other applications into
it. You’ll see here we have WMS (Warehouse Management
Software), we have CRM (Customer Relationship Management) softwares, we have repricers,
we have Zapier, we have QuickBooks, we have additional marketplaces that you wouldn’t
have natively in Skubana. If you ship something and you want to send
somebody a text message, you can use Zapier SMS. We have 3PLs that are already pre-wired in
the App Store. We have a ton of functionality here for you
to scale very, very quickly. And it’s all one click by the way, I forgot
to mention that. So you come in here, you click a button and
now you’re integrated. It’s just like a regular Shopify app. Cool? Yes, of course. There are lots of integrations. And you mentioned Email Templates and Packing
Slip Templates. What are those for? Yeah. So those are all customizable. Let’s just say you sell on eBay and you want
to have a different email template for an order that was shipped for eBay versus Sears,
you can customize them. If you have different purchase orders and
you want to have different terms for different vendors, you can actually customize those
templates in our software and create those templates and make them look however you want
them to look. It’s completely flexible and up to you. So it’s basically emails which you are using
to follow up with your customers, right? It’s an email for when an item is shipped
if you’re not an FBA, if you’re just a Merchant-Fulfilled or if you’ve different fulfillings out of
a warehouse of a 3PL. We have email notification joined to the customer
saying, “Hey, your order has just shipped.” And we customize the text, the copywriting,
etc., to make sure that they’re awesome. Great. And do you integrate with third party warehouses
or small warehouses? Yeah, as many as you want. Like I mentioned in the Warehouses section,
you can actually customize your integration to the 3PL outsourced warehouse right here. We support FTP natively. We also have an open API that I can give to
clients along with 3PLs that are pre-built natively into our software. Ah, alright. So Skubana will generate the CSV file and
will upload to the Warehouses. Yup, exactly. Actually, I’m gonna show you all of that. You’ve got visibility or inventory string
to everywhere you have inventory. You’ll see exactly where your inventory is
in one unified application. Alright. So from Settings, which is the foundation,
we’ll head over to “Products.” First thing to note here is that you can see
all your SKUs. In order to get into our system, you can click
“Build From Channel.” You pick your “Master” channel that has the
most amount of your SKUs and you suck them into our platform. You import them in, we ingest them into the
platform. And when you click on that SKU, you have your
“Basic Information” — the Name, the UPC, the Manufacturer Partner, the Buyer, the Brand,
the Category, the Label. You have the “Image Gallery”, and then you
have all the “Listing SKUs” for that SKU. Here’s my Master SKU, but on Amazon, I’d have
as many ASINs as I want for that SKU. On eBay, I can have three different listings
for that SKU. You map them here, and this is how we juggle
the inventory across channel — this architecture that I’m showing you right here. So on Amazon, it’s called a Merchant SKU. On eBay, it’s called a Custom Label. On Shopify, it’s called the SKU. You just map them to the Master SKU so that
you’re actually tracking the same inventory item and making sure you’re pushing the right
inventory to the channels. The last tab here is “Vendor Products.” So you assign a Vendor, you assign the Minimum
Units by a given time, the Lead Time and the Price. And you can have as many vendors as you want
in the system, you just have to tell Skubana who your preferred vendor is for that product. All of this functionality here is very, very
important to forecasting and demand planning, and we actually have our algorithmic purchase
orders — which I’m going to show you — that take into account how many to buy so you buy
them at the right time based on the correct lead time, based on the right price. One other thing I wanted to show you here
is not only can you sort everything by Category, by Label here — kind of like Gmail labels
— you can actually set up kits and bundles. So this vacuum belt actually comes as a one-pack. So on the channel, let’s just say “Amazon
Augustas”, I can actually create more bundles and kits. They’re called virtual kits and bundles, so
I can increase the real estate space of what I’m taking up on Amazon. But it doesn’t come pre-assembled from Asia. I have a 2-pack, a 4-pack, an 8-pack, a 10-pack. You’ll see here how we do kits and bundles. It’s actually quite genius. So we have all the 2-pack listing SKUs right
here. These are all the 2-packs on all the channels. And every time I had 2-pack sales, we communicate
to our Warehouse to put your hand into the cookie jar twice, pulled 2 pieces. So now, you’re able to expand and explode
your counts by just creating different variations of kits and bundles assigned to the system. So from Products, you can see quick and dirty
what your performance is for the product, you can even see the history for every product,
of who touches a product, right here in the “History.” There’s an audit trail, so you never have
to ask who did what, you just have to ask, “Why did you do it?” There’s a user, the time stamp and the date
that it happened. And of course, you can filter your SKUs here
on the left. We support variations as well if you’re selling
apparel. So from Products, now things are going to
start to get spicy. Now we’re going to go to “Orders.” So remember, we take all the shipping functionality. We have five different ways to ship on our
software. The first way to ship on our software is you
can print shipping labels. Come in here, you can print your shipping
labels, your packing slips right from here. You can do multi-channel fulfillment from
our system. That’s number two. You can see here, you can see that the orders
are being routed to my 3PL. They’re coming in from Sears, from Overstock,
from eBay, from Walmart, and they’re all being sent to my 3PL so they can pick and pack it. On top of that, we also do the dropshipping. And then, we have FBA flowing into the software. Why would we have FBA flow into the software? Well, we need to make sure that you can forecast
the main plan for those SKUs, and make sure you’re profitable on those FBA items. So we do everything you need for FBA as well. We also do Returns from here — I’m not gonna
get into that now. If people want more information, they can
feel free to reach out to us. But the last thing I want to show you is really
“Amazon FBA Workflow.” Inbound FBA shipments. So let’s just call this “Demo Mondays”, select
the Warehouse where it’s going to, join to Amazon US, and hit “Continue.” Now, this is where the money shot is. All the prep and planning for FBA. That’s because the rising costs, you need
to make sure that you’re making the most money. So here, you have every criteria you need
to make a decision for Amazon. So you say, “I want to look back at Amazon
for the past 30 days. I want it to be in stock at Amazon FBA for
the next 30 days.” You can sort it based on vendor, based on
“instock days” as well. And you’ll see here, every criteria, you need
to make a decision. But a lot of sellers make decisions based
on velocity, and now, there’s a paradigm shift. You can actually make decisions based on what
you should send to Amazon — that’s going to make you the most money. And you can prioritize that rigorously. So I can sort this and say, “OK, these are
the things you’re going to run out of stock right away. Let’s send these items first.” These are all the things that are losing money
at FBA, so I can see what’s losing money. Now, if I go to the left here, here’s another
little nugget. It’s called “SKU Labels”, or “FnSKUs.” In the old days, you’d essentially print out
on an “Avery label.” It’s a 30-label sheet. There’s three columns and 10 rows, and you’d
print your labels, and you can print them right from here. But we’ve actually added some functionality
in Skubana where you can actually print those labels on a thermal printer. And now, you can put them into a label gun
and increase your efficiency for FBA. You can print them on a thermal printer and
I’ll show you here, 30. Here’s the thermal printer labels. You can print them and put them in a gun,
and again, increase your FBA workflow efficiency by 70 percent. On top of that, you can add the SKUs you want
into the system right here. And now, it’ll essentially take you through
FBA workflow with the least amount of clicks possible. So it will deduct the Inventory from your
warehouse, and then you can do all your FBA workflow inside of Skubana. Pretty cool, right? So from Orders, I’m going to take you to “Inventory.” So right away, you have your inventory as
many as you have across as many warehouses that you have in your inventory sitting. You have complete visibility in one platform. You have your “On Hand” inventory, you have
anything that’s “Allocated” — meaning, you have orders that are pending — and then
you have “In Transit” to show you what’s available across all your warehouses. But on the right hand side is your warehouse
drilled down. It’s the breakdown of where your inventory
is sitting across all your warehouses. In my 3PL, in my outsourced warehouse, my
third party logistics company, I can see my inventory, it will tell me when I’m going
to run out of stock and when I have to order more of this inventory. I can see my FBA inventory as many ASINs that
I have. I can see when it’s going to run out of stock
and when I need to order more. And then on top of that, you have your “Min
Level.” The min is the minimum units you have on hand
so you don’t run out of stock. So Skubana, in the old days, you could put
in a number. But if you run a “Lightning Deal” or if you
run a “Facebook Offer”, your Min Level changes because of the velocity change. It’s a living, breathing number, so Skubana
will continuously calculate your minimum inventory level across all your warehouses that you
have inventory sitting up. On top of that, we can show the correct amount
of inventory numbers to all the channels. So if you’re creating a kit or a bundle, right
here, it’s actually calculating how many kits or bundles you can make in that SKU and showing
the correct number to the channel. Now, Augustas, you may say, “Chad, what is
this based on? How does it know when I’m going to run out? How does Skubana know when I need to order
more or what my minimum level is?” So for every SKU, you put in the rules, you
define the rules of how you want the system to operate. So here are my rules. I want to look back on the past 150 days and
I want this product to be in stock for at least a hundred days based on the formulas
and the lead time that we set up on the product — all of these stuff. Skubana will take these rules, tell you when
you’re gonna run out of stock, when you need to order more, it will calculate your minimum
level for you, but it will do one additional thing. It will algorithmically create “Purchase Orders”
for you, awaiting approval. So you can see here, Skubana is a 24/7 employee. It’ll create a P.O. (Purchase Order) for you, awaiting approval
with a nice little bow on top, at the right place, at the right time, with the right quantities,
waiting for your team’s permission. So it replaces your team from having to do
low-value manual task of having to look through all the reports and deciding how many to buy. This, to me, is one of the best pieces of
automation — using technology for what it’s built for. Because we unify everything in one place,
you have all the data in one place to make decisions and let the technology make the
decisions for you. And you can just have approval, authorization,
permissions and privileges to come in here and authorize that P.O. You can print the P.O. from here, you can
authorize it, it gets sent to the vendor. You have all the details. You can change any of the details for this
Purchase Order right from here. “Milestones”, meaning, “I put 70 percent down,
I wanna make sure that we have 30 percent remaining.” Or I want to put in “Landed Costs.” The Landed Costs goes into our Profitability
Analytics. Or if you want to change formats here or templates,
you can customize anything you want. If you want to change the cost of something,
you can come in here and change the cost right from here. If there’s a discount, Skubana will tell you
how many you should send to FBA as well when you receive it in stock. It’s a complete Purchase Order Workflow for
you to systemize your business. You mentioned a few times that Skubana will
tell us that the inventory is running out. Do users get email notification? How does it work exactly? You can actually sort your inventory to see
what’s going to run out of stock. You can pick your warehouse and you can say,
“I want to see everything that’s an FBA, that’s below the minimum.” Meaning, all this stuff needs to be replenished
right away. Because if you’re an FBA seller, if you lose
the buy batch or you’re no longer on Prime, you’re no longer relevant. We give you the tools necessary to make sure
you’re always constantly in stock. So the best practice is to log in to Skubana
and check the statements. We have an API, you can do a ZAP that says,
“Every time the Inventory is below the minimum, I want to get an email.” You can do that through our App Store. But right now, natively, I’m just trying to
really show you exactly what’s the core of Skubana that is all happening here today. So from P.Os, I showed you a purchase order
and again, there’s a whole workflow you’ve actually received from here as well. So I can come in here, “Pending delivery”,
I can receive it into stock right from here, and I can keep track and make sure that that
vendor is essentially not shorting me any items, make sure that they’re giving me the
exact items. And we’re actually tracking to make sure that
there’s no discrepancies. And if there is a discrepancy, there is a
whole entire process for that discrepancy. And you update the inventory right from here
as well. So from “Purchase Orders”, we’re going to
go right to “Analytics.” So in the Analytics module, Skubana will show
you everything that’s happening in your business in real time. We’re not estimating any costs, we’re showing
you real time of what’s happening across every channel, across every SKU, including every
cost. When you’re looking at the profitability here,
this is including every single commission cost and every hidden fee — I’m going to
show you momentarily from Amazon. This Dashboard is showing you, number one,
your “Items Sold” for the past 30, 60, 90 days; your “Total Sales”; your “Profit”, whether
it’s gone up or down; your “Margin”; and your “Unit Margin.” It will also calculate what you need to do
to make more money. It’s constantly working on your behalf to
show you what you can do to make more money and what needs to be liquidated from your
inventory. And the bottom right hand corner here is like
really your “Forensics” — what hasn’t sold or what has sold, what percentage of my SKUs
haven’t sold in the last 30 days? 20 percent. OK. We have over 50 reports to choose from to
understand and look at your worst sellers [and know that] that’s the reason why it hasn’t
sold. I can see “Year-Over-Year Growth” for certain
SKUs. But right now, a lot of softwares can show
you your “Top Sellers”, “Worst Sellers” or your Year-Over-Year Growth. I can go to Year-Over-Year Growth, I can pick
a SKU, and I can see what has or hasn’t sold across all the channels, the “Quantity”, “Sales
Amount.” But most importantly, you want to know on
a SKU by SKU level, for a date range, if I’m making money. So we have something called “Listing Profitability.” A lot of Amazon sellers, they only know what
they make. They don’t know what they keep because there’s
all these fees at Amazon. So you’re filling up the bucket. You’re advertising like crazy, and there’s
water coming out the bottom. So if you look here, this is FBA for the past
30 days, it’ll show your “Net Profit” and your “Unit Margin” for the past 30 days and
it’ll show you all the SKUs that you’re losing money on, and most importantly, the SKUs that
you’re making money on so you can double down on those SKUs. You can click on any of these SKUs and it
will show you every order that contributed to that negative profitability. So we’ll pull in not only the retail price,
we’ll pull in the commission fee, we’ll pull in your “pick and pack” fee, your storage
fee, your short-term fee, the long-term storage fee, your return fee, and also your Sponsored
Ad costs. And based on all those fees, we’re showing
you your true profitability of what’s happening at FBA. So it’s real time across every single channel
that you sell on, you’d actually see the “Fee Breakdown.” Every single fee you need to know about. And not just for Amazon. We’re not just a one-trick pony. You can see it across Amazon FBA, off FBA,
and every single other channel out there. Because we believe that Amazon could be a
great place to begin, but it’s never a great place to end. So on top of that, you’d go into “SKU Profitability”
and you can see every SKU you sell, where you’re making money, where you’re losing money
across every SKU every channel. You can see “Inventory Analysis.” So, what’s aged. You can see a snapshot of your inventory here
of what’s going on, the “Total Inventory Value.” And you can actually go back in time. We are FIFO, or “First In, First Out” cost
accounting, which is the best practice. You can do “Variability Replenishments” so
you can see, “OK, based on sales in the last 30 days, I want to see what’s going to run
out of stock in the next 90 days.” So you can create these Variability Forecast
Reports and customize them. And then of course, you can see “FBA Forecasting.” You can pick a destination based on a date
range, and you can see not only what your Best Seller Rank is, but also every single
criteria you need to make a decision on that SKU, what’s going to make the most money for
you and where you’re losing money. And then of course, lastly, Augustas, you
have the “Customer Information”, like your “Lifetime Value”, you want to see who is your
repeat customers at Amazon, you can see that right here. You want to see your “Biggest Spenders”, who’s
spending the most with you at FBA. You can see that right from here. And then, all the accounting information to
give off to your accountant to do these ledgers, the bookkeeping in QuickBooks or Zero or any
other platform you’re using. For the European marketplaces, do you integrate
VAT (Value Added Tax) calculations? Everything in our platform right now is actually
denominated in US currency. So it’s all in US dollars right now. But we do connect to all the channels internationally,
but everything right now is converted into US dollars. It’s converted at the exchange rate of the
date through the Google Foreign Exchange API. And then, you can actually export all these
reports as well if you want to, or you can actually use our App Store to help convert
as well. And that’s kind of the grand tour. I did it very quickly. I’m sure people are going to have a lot of
questions, but I want to make myself available to the questions of your audience and to your
users. In theory, how many marketplaces can you integrate
with your software? As many as you want. Really? So basically, there are no limits. That’s perfect. There are no limits. There’s unlimited scalability in the platform. Alright. And what is the pricing of this tool? Sure. Remember, this platform is built for advanced
sellers. Our pricing is based on usage. It’s based on SKU count and order volume. If you’re just doing FBA, our minimum price
to come onto our software is $799, and it goes all the way up. So it’s really driven based on how much you’re
using our platform. There is no “rev share” (revenue sharing),
it’s a fixed price. It’s a monthly fee and it’s a one year commitment. Can you reveal to us some future features
which you are planning to implement? Sure. So we just launched FBA Workflow, and so we’re
building out more functionality for LTL (Less Than Container Load shipments), but right
now, we support all the Amazon Preferred Carriers like UPS and FedEx. On top of that, we have some fun things coming
down the pike. We just launched Orderbots Order Splitting. So if you are a dropshipper and you have an
order coming from two different warehouses or two different dropshippers, you can actually
automate that order splitting process. We’re moving pretty aggressively to make our
platform more robust. That sounds nice. And the semifinal question is about the Support. How can people get support? So that’s one of the things that we pride
ourself on. We have dedicated account managers and developers
all here in the United States. We’re all working together and so in my opinion,
we have a white glove service. First of all, to get support, you got a dedicated
account manager to walk you through the entire part of the onboard process. Any questions that come up or available, you
can see here, we have in-app chat as well, so you can chat with account managers as you’re
working. We are working on Eastern Time, but we’re
fully available and committed to helping you be successful on our platform. The sale really begins when you use our software. It doesn’t end. When you work with us, it begins. Because we want to make sure you get the best
results. Wow. And final question, do you have any offer
for Demo Mondays viewers? Yeah. So we talked about this earlier before we
joined. I think we had discussed that we’re going
to do a coupon code for Demo Mondays. They just have to email in to Skubana. They can live chat on Skubana.com. They can email me directly — [email protected],
and what was the offer, Augustas? 20 percent. 20 percent. Boom. So 20 percent using “Demo Mondays”. You can chat our team. You can email me. I’m very approachable. If you want to learn more, if you want a specific
tailored demo based on your own used case, please feel free to reach out. Perfect. Thanks a lot, Chad, for introducing this complex
software. And good luck in your business. Bye bye. Thank you. Thank you.

One Comment

  • Daniel Aaron

    … Absolutely amazing i am sold.

    In the beginning I didn't believe all of what you were saying, but after you explained more around 8-12 minutes I was impressed. Thanks

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