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

Building an eight-figure matcha brand requires a transition from generic e-commerce sourcing to establishing deep, trust-based partnerships with specialized Japanese suppliers. Founders Sam and Singchuen of Naoki Matcha emphasize that product quality and taste profiles are non-negotiable, often requiring years of iterative feedback with tea houses to meet international market demands. During supply chain disruptions, maintaining stable pricing and prioritizing brand loyalty proved more effective than aggressive price hikes. Beyond supply chain management, growth stems from a strategic shift toward upper-funnel marketing, including Meta ads and TikTok, which correlates with increased branded search volume on Amazon. By leveraging data tools like Helium 10’s search query performance and reverse-ASIN lookups, the founders optimize their competitive positioning, allowing them to scale from a small, side-hustle operation to a global brand serving hundreds of thousands of customers.