#743 - From Childhood Friends To An 8-Figure Amazon Matcha Brand

In this episode of the Serious Sellers Podcast, hosts Bradley Sutton and the 'Matcha Bros'—Sam and Sing, co-founders of Naoki Matcha—share their inspiring journey from childhood friends in Singapore to building an eight-figure matcha brand. Starting with a simple glass teapot on Amazon in 2016, they pivoted to matcha after realizing the limitations of generic products and the high barrier to entry in grocery. Their success stems from deep product obsession, relentless focus on quality, and strong relationships with Japanese suppliers. Despite a major matcha supply shortage in 2024–2025, they maintained brand loyalty by refusing to raise prices, which helped them gain market share. They’ve expanded across Amazon US, Shopee Singapore, UK, and their own website, while investing heavily in in-house content and upper-funnel marketing via Meta and TikTok. Their long-term vision includes scaling supply chain control and capturing a larger share of the growing matcha market as a coffee alternative. Key takeaways include the importance of early branding and packaging, the power of supplier relationships in high-quality agri-products, the strategic use of Helium 10 tools like Cerebro and Search Query Performance for data-driven decisions, and the value of maintaining brand consistency during supply shocks. The episode underscores that sustainable e-commerce success comes not just from tools, but from patience, product integrity, and human-centric operations—even when scaling to eight figures.