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By Martin Heubel ยท December 15, 2025 ยท Curated by George's Blog
Are you setting realistic growth ambitions with #Amazon for your AVNs?
Without a solid data foundation, you risk building a fantasy rather than a defendable business plan.
Avoid setting 2026 growth targets based on your:
๐ซ Gut-feeling
๐ซ Past growth performance
๐ซ Unrealistic leadership expectations
Instead, follow this simple 3-step framework:
1๏ธโฃ โ ๐๐ผ๐บ๐ฝ๐ฎ๐ฟ๐ฒ ๐๐ผ๐๐ฟ ๐ด๐ฟ๐ผ๐๐๐ต ๐๐ ๐๐ต๐ฒ ๐๐ถ๐ฑ๐ฒ๐ฟ ๐ฐ๐ฎ๐๐ฒ๐ด๐ผ๐ฟ๐
Start by comparing your growth performance vs the broader category. Use market research reports to understand whether you're leading or lagging your competitors.
2๏ธโฃ โ ๐จ๐ป๐ฑ๐ฒ๐ฟ๐๐๐ฎ๐ป๐ฑ ๐๐ผ๐๐ฟ ๐บ๐ถ๐๐๐ฒ๐ฑ ๐๐ฎ๐น๐ฒ๐ ๐ผ๐ฝ๐ฝ๐ผ๐ฟ๐๐๐ป๐ถ๐๐
Next, understand your lost sales opportunity due to stockouts, suppressions, catalogue errors, and a lost Buy Box. Ask yourself: If you can fix 50% of them, what revenue can you unlock?
3๏ธโฃ โ ๐๐ ๐๐ฟ๐ฎ๐ฝ๐ผ๐น๐ฎ๐๐ฒ ๐๐ต๐ฒ ๐ฅ๐ข๐ ๐ผ๐ณ ๐ฎ๐ฑ/๐ฝ๐ฟ๐ผ๐บ๐ผ ๐ถ๐ป๐๐ฒ๐๐๐บ๐ฒ๐ป๐๐
Then, identify the ROI from existing advertising and price promotions. For example, an ROI of $4 means an extra $500K could yield $2MM in growth.
โ ๐๐ผ๐ป๐๐: Don't forget about EOL listings! Account for these as a growth headwind unless you expect to fully offset the lost sales.
How are you setting data-driven sales targets for 2026?
Let me know in the comments!
#amazonvendor #amazonstrategy