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By Martin Heubel · July 30, 2025 · Curated by George's Blog
Got an invite from your Vendor Manager to discuss your trade terms with #Amazon? Here's what you need to know:
1- Amazon will focus on Net PPM and operational performance improvements. If your offer doesn't move the needle there, it won't land.
2- Know your numbers inside out. Before your first meeting, review your profitability, cost-to-serve, and the commercial impact of every give.
3- Ignore Amazon's first ask. It's designed to anchor the conversation. Don't concede before you've framed your own value.
4- Build your trade architecture in advance. That means planning your gives, identifying decoy asks, and knowing your red lines.
5- Don't negotiate in silos. Loop in finance, ops, and leadership early. You'll need internal alignment when Amazon pushes back.
6- Focus on the long-term. Don't burn your margin to win a short-term deal. Your margins must support your business long-term, not just for the next 12 months.
Don't want to fight your AVN alone this year?
I offer 1:1 training and consultations to help your teams improve their negotiation success with Amazon. Send me a PM to learn more.
#amazonvendor #amazonstrategy