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By Martin Heubel Ā· July 29, 2025 Ā· Curated by George's Blog
If your teams grant #Amazon more trading terms each year, chances are your margins are in the deep red. š©
So if you're worried about your profitability, it's time to take a firmer stance in your annual negotiations.
Why? Because Amazon does the same.
The reason Vendor Managers are so effective in annual negotiations is a brutally applied playbook.
Your buyer is expected to apply disincentives when they reach defined trigger points in the AVN.
They include:
š« Delays in reaching an agreement
š« Repeatedly inadequate trade proposals
š« Lack of access to senior decision-makers
š« Missed deadlines
š« Etc.
While your teams might prefer a collaborative approach, this backfires with Amazon.
You want to lead your negotiations, not be steered by Amazon's pressure tactics.
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Need a proven playbook to turn your negotiation objectives into reality? Send me a PM!
#amazonvendor #amazonstrategy