Episode Number:

53

December 1, 2025

In this episode of The eCom Growth Show, Danan Coleman sits down with Abe Chomali, founder of XP Strategy, to break down what’s changed in ecommerce, what hasn’t, and why the sellers who treat Amazon like a real business are the ones who win. Abe has been selling since before Amazon existed, and his perspective reveals exactly how to survive the chaos of modern eCommerce.

Meet Abe: The Operator Who’s Seen Every Era of Selling

With three decades of selling experience spanning magazine ads, ecommerce, and Amazon’s evolution, Abe Chomali has watched the game transform from slow-moving print deadlines to hyper-optimized digital systems.

Today, Abe runs XP Strategy, an Amazon-focused marketing agency helping brands scale by aligning ads with the broader ecosystem of listing quality, operations, and strategy. He also leads RightClick Advisors, a systems training program for growth-ready brands.

Amazon Has Changed—But Business Fundamentals Haven’t

Abe explains that although Amazon feels harder today, it’s actually just catching up to what real-world retail has always required.

What’s different now:

  • Verification, compliance, and onboarding are far more complex.
  • “Side hustle” selling is fading. Amazon now demands real operational rigor.
  • Advertising is intertwined with every part of the platform.

What’s the same:

  • Success still depends on planning, inventory discipline, and treating your business like… a business.
  • Larger brands entering Amazon adapt quickly because they’re already built for operational precision.
Key Insight: Amazon didn’t suddenly become difficult—it's finally acting like the rest of retail.

The #1 Mistake Sellers Still Make With Ads

Abe doesn’t mince words: most brands don’t actually manage their ads. Where sellers fail:

  • No regular bid adjustments
  • No search term negations
  • No housekeeping on wasted spend
  • Campaigns left running for months with zero oversight

He’s seen accounts where 50–80% of search terms generate zero sales—all because no one looked.

Smart Move: Treat ads like a living system that requires ongoing attention, not a set‑and‑forget lever.

Winners Don’t Wait—They Manage

When asked what separates high‑performing sellers from the rest, Abe’s answer was clear:

Winners:

  • Treat Amazon as a real business
  • Expect change and plan ahead
  • Understand their numbers
  • Delegate tasks while maintaining visibility

Everyone else:

  • Gets caught off guard
  • Outsources responsibility instead of leadership
  • Reacts emotionally instead of operationally
Big Theme: Sellers win when they stop being hustlers and start being operators.

What Abe Checks First in Any Struggling Account

Every audit starts with a single question: “Where is the wasted spend?”

Abe looks at 60‑day search term reports to identify the leak points. Even one quick cleanup can dramatically improve profitability. Why it matters:

  • Wasted spend drains margin quietly.
  • Fixing it creates instant breathing room.
  • It reveals how healthy (or unhealthy) the ad structure really is.
Quick Win: If you haven’t checked wasted spend in months, you’re probably lighting money on fire.

Heading Into 2026: Cash Is Your Survival Tool

Abe’s closing advice was simple and sobering: Keep a real rainy-day fund.

With geopolitical uncertainty, tariffs, supply chain volatility, and unpredictable Amazon changes, liquidity is the difference between surviving and shutting down. Abe’s Recommendation:

  • Minimum: 3 months of expenses
  • Ideal: 6 months
  • Best: 12 months

If you run lean and keep cash reserves, you can survive anything.

Connect With Abe Chomali

👉 Abe’s New Program: RightClick Advisors – Systems training for scaling brands

Final Thoughts

Abe’s career spans everything from magazine advertising to modern AI-driven eCommerce and his message is consistent: the tools may change, but the fundamentals don’t.

If you plan ahead, manage your systems, and run your Amazon business like a real company, you won’t just keep up—you’ll stay ahead.

Stay tuned for more episodes of The eCom Growth Show, where experienced operators break down the strategies that turn chaotic ecommerce into scalable systems.