Saying No is your first line of defence in trade negotiations with #Amazon . ✋ N
By Martin Heubel · April 22, 2026 · Curated by George's Blog
Saying No is your first line of defence in trade negotiations with #Amazon.
✋ No to increasing base accruals.
✋ No to mid-year margin support requests.
✋ No to one-sided price protection agreements.
✋ No to agreements guaranteeing Amazon's Net PPM.
✋ No to pallet ordering charges when Amazon already orders by the pallet.
Whether it's during or outside AVNs, the instinct to protect the relationship by saying "Yes" is one of the most expensive habits a vendor can have.
But No is just the starting point.
When Amazon asks for an investment, there's usually a reason behind it:
🔻 Declining category margins
🔻 Promotional headwinds eroding Net PPM
🔻 A shortfall against internal profitability targets
Understand these before agreeing anything.
A firm No creates the space to ask the right questions and helps you diagnose the root cause of Amazon’s request.
That’s what turns a funding request into a solution-oriented conversation that actually addresses the commercial problem.
Saying Yes skips all of that.
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