Want to stop bleeding margin to #Amazon? Then equip your teams with the right to
By Martin Heubel · June 18, 2026 · Curated by George's Blog
Want to stop bleeding margin to #Amazon? Then equip your teams with the right tools! Legacy sales tactics stopped working years ago:
❌ Following a more-for-more investment approach
❌ Unlocking investments against joint growth targets
❌ Negotiating with a partnership mindset
❌ Offering Volume Incentive Rebates
❌ Thinking profit cycles are temporary
With Amazon, you need to allow your sales team to launch initiatives that protect your margins during negotiations.
You can do this by:
✅ Launching online exclusives
✅ Improving packaging (SIPP)
✅ Removing counterfeits via Transparency
✅ Improving distribution control to win back Buy Boxes
✅ Premiumising your portfolio (ASP targets)
✅ Reducing Vendor Lead Times
✅ Removing the need for chargeback waivers
✅ Optimising PDP content to reduce customer returns
✅ Onboarding to SCM initiatives like Direct Import, Vendor Flex, Pallet Ordering, …
These actions all build leverage and you don't need to wait for permission from your Vendor Manager to start.
If you're concerned about Amazon's impact on your ecommerce P&L, ask yourself:
Am I allowing my teams to access the tools they need to succeed with the online retailer? Or am I trying to force legacy sales tactics into a channel that no longer works that way?
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#amazonvendor #amazonstrategy