From the work I've completed, Amazon's average trade terms increase is between 1
By Ant Finch · September 21, 2026 · Curated by George's Blog
From the work I've completed, Amazon's average trade terms increase is between 100 - 175bps YOY
It sounds small..but it isn't..
On £3m of net receipts, 100bps is £30,000 and once they have it..it usually becomes next year's starting point.
What I often see vendors get wrong with numbers like this is treating the ask as a percentage to haggle over, rather than a P&L impact to model.
The same 1% can be different depending on what sits underneath it.
On a healthy catalogue it's annoying.
On an account where a third of the sku's are already below margin target, it's the change that pushes the account into the red.
Before the AVN invite lands I'd want three things in front of me:
➡️ Net margin by ASIN, after everything Amazon takes
➡️ The £ impact of each possible ask, modelled separately, not as one blended number
➡️ The point where the answer becomes no
If you can't put a £ figure on 50bps today, you're not ready to negotiate it.
What would 100bps cost you?
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