The one thing brands have in common when losing margins in #Amazon negotiations?
By Martin Heubel · April 24, 2026 · Curated by George's Blog
The one thing brands have in common when losing margins in #Amazon negotiations?
✋❌ They don't obsess over numbers to build their business case.
It's a subtle difference that makes many of my clients uncomfortable at first. But has a big impact over the course of their negotiations.
Whether you're discussing cost prices, margin support, or annual trade terms.
Speaking in numbers matters.
A lot.
Your Vendor Manager will help you far more if you quantify what you're asking for:
𝗢𝗻𝗹𝘆 𝘁𝘄𝗼 𝗼𝗳 𝘆𝗼𝘂𝗿 𝗽𝗿𝗼𝗱𝘂𝗰𝘁𝘀 𝗮𝗿𝗲 𝗮𝗳𝗳𝗲𝗰𝘁𝗲𝗱 𝗯𝘆 𝗮 𝗰𝗼𝘀𝘁 𝗽𝗿𝗶𝗰𝗲 𝗶𝗻𝗰𝗿𝗲𝗮𝘀𝗲?
👉 Quantify the annual sales and margin impact to build your case.
𝗪𝗮𝗻𝘁 𝘁𝗼 𝘀𝗵𝗶𝗳𝘁 𝟮𝟬% 𝗼𝗳 𝘆𝗼𝘂𝗿 𝘁𝗼𝗽 𝘀𝗲𝗹𝗹𝗲𝗿𝘀 𝘁𝗼 𝗱𝗶𝗿𝗲𝗰𝘁 𝗶𝗺𝗽𝗼𝗿𝘁?
👉 Quantify the Net PPM uplift and sales impact Amazon can expect from the switch.
𝗪𝗮𝗻𝘁 𝗯𝗲𝘁𝘁𝗲𝗿 𝘀𝘂𝗽𝗽𝗼𝗿𝘁 𝗳𝗿𝗼𝗺 𝗔𝗩𝗦?
👉 Quantify the impact of missed ordering deadlines on your operational KPIs and on Amazon's Net PPM due to AVS unresponsiveness.
You're wasting time and energy begging your Vendor Manager to accept what's "fair".
Quantify your pain points instead.
Then communicate them to Amazon.
👉 Want more negotiation insights?
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