Retail arbitrage on Amazon has allowed Kim and Perry Coghlan to sell over 8 figures in a single year selling shoes and clothing They manage a team of about 20 people across two cities while raising 13 kids. In this deep-dive interview, they reveal the exact systems, processes, and management philosophies that make it all work.CONNECT WITH KIM AND PERRY

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0:00 - Introduction and episode overview

2:15 - Kim and Perry's business overview (10 years, 8 figures, 20 employees)

4:30 - Shifting focus from top line revenue to bottom line profit

6:00 - Why employees wanted data and metrics

8:00 - Ecom Toolbox community and podcast launch

11:00 - Helping intermediate sellers scale sustainably

12:00 - The retail arbitrage renaissance

14:30 - Know your numbers: why financial foundations matter first

16:30 - Top metrics every Amazon seller should track

17:30 - Velocity and cash flow management

20:00 - Tracking stale inventory and learning from bad buys

23:00 - The business scorecard explained (EOS framework)

26:00 - Scorecard metrics: sales, spend, inventory value, margin

28:00 - Returns tracking and seasonal variations

31:00 - Finding the right tempo for tracking your numbers

33:00 - Using AI in their Amazon business

36:00 - Lean operations and spaghetti mapping explained

39:00 - Real examples of process improvement

41:00 - Bringing in a lean consultant for company-wide training

43:00 - The eight wastes and eliminating extra processing

44:00 - Mindset shift: accepting your process is wrong

47:00 - Being the boss you never had

49:00 - Elon Musk, staying in the weeds, and the Gemba

51:00 - Book recommendations (Walter Isaacson, Ron Chernow)

52:00 - Building systems through crisis response, not planning

55:00 - Complete hiring process and personality testing

59:00 - Phone screening, core values introduction, and filtering

1:01:00 - Shopper training program overview

1:04:00 - Warehouse training before field work

1:07:00 - What makes a shopper field-ready

1:09:00 - Compensation structure: item count vs percentage of spend

1:11:00 - Bonus structure and incentivizing profitable behavior

1:12:30 - Buying criteria for shoes and clothing (minimums, ROI)

1:15:00 - Subcategories to avoid (dress shoes, small sizes)

1:16:00 - Repricing strategy: buy box anchoring, not ROI-based

1:18:00 - The rodeo jeans revelation: market doesn't care what you paid

1:19:00 - Aging inventory repricing (30-day and 90-day rules)

1:22:00 - Using ScanPower Mobile for pricing decisions

1:23:30 - Holding inventory strategy and merchant fulfilled hack

1:26:00 - Supplier profitability report as backbone of shopper metrics

1:28:00 - Cross-collaboration and company averages

1:30:00 - Honey holes and competitive bonuses

1:31:00 - The four core values (TACO framework)

1:34:00 - Quarterly conversations and the people analyzer

1:36:00 - Embedding core values through repetition

1:37:00 - Importance of outside perspectives and continuous learning

1:39:00 - How lean and EOS clicked for them

1:40:00 - EOS as the administrative equivalent of lean

1:43:00 - Ecom Toolbox elevator pitch and who it's for

1:44:00 - Where to find Kim and Perry

1:45:30 - Time travel question: advice to their younger selves

1:48:00 - Setting boundaries and not letting the business consume you

1:48:30 - Recent impactful learning (Musk biography, learning to play)