Overview

In early 2022 two Amazon power sellers, Ankit Patel and Huy Nguyen, disclosed that their combined 2021 revenue topped $20 million. Their discussion on the Serious Sellers Podcast revealed the precise levers—product discovery, ad efficiency, and inventory automation—that drove the surge. Replicating these tactics can help other sellers break out of the mid‑four‑figure plateau and protect margins while scaling.

Key Points

• $20 M combined sales — The duo’s brands together generated more than $20 million in 2021, placing them within the top 1 % of Amazon merchants.
• 45 %–60 % YoY growth — Each seller reported a revenue lift of roughly half again compared with the prior year, largely thanks to expanding their SKU line‑ups.
• Advertising cost cut — By redesigning their PPC structures, they drove ACoS down from about 30 % to under 20 % without sacrificing sales velocity.
• 70 % fewer stock‑outs — A predictive restocking system trimmed out‑of‑stock events by seven‑tenths, preserving the buy‑box and steady cash flow.
• Quarterly product launches — Introducing two to three complementary items every quarter added $1.5 million–$2 million of incremental revenue per seller.
• Automation time savings — Leveraging Helium 10’s inventory and keyword monitoring tools reduced manual oversight by roughly 60 %, freeing time for strategic work.

How They Scaled

1. Data‑first product scouting — Both entrepreneurs relied on Helium 10’s Black Box and Xray to pinpoint niches with high demand and low competition. For instance, Ankit discovered a “premium silicone kitchen utensil” segment that logged 12 k monthly searches yet had fewer than 200 active listings, allowing him to capture market share in under three months.
2. Keyword‑rich listing creation — After selecting a product, they used Scribbles and Frankenstein to embed the most valuable search terms into titles, bullet points, and backend fields. Huy’s “eco‑friendly water bottle” listing featured 15 primary keywords, boosting its conversion rate by roughly 25 % versus the category average.