I've worked with a lot of Amazon vendor teams over the years. And the one thing
By Ant Finch · May 12, 2026 · Curated by George's Blog
I've worked with a lot of Amazon vendor teams over the years.
And the one thing I see most often in accounts doing £2m+ in sales?
Strong sales...poor margin.
It's not because the team isn't doing a good job, it's because their Amazon pricing structure was based on a historical trade price file and agreed not knowing that the cost of doing business on Amazon is higher than most other customers.
So nobody sat down early enough and asked the right question.....
What does growth actually cost us?
Here's what I've found works:
Start with your top 10 ASINs by revenue.
For each one, work out the true net margin after every deduction, every funding contribution, every chargeback, every cost to serve.
What you'll usually find is that 3 or 4 of those ASINs are carrying the catalogue. And a couple are leaking margin even though sales look fine.
Don't worry this is normal..that's just what an Amazon account look like when they've grown without a margin lens attached.
The good news? Once you can see it clearly, it's very fixable.
If you ran that exercise on your account today, what do you think you'd find?
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🚀 I help Amazon vendors increase their margins by 5-20% in 90 days.