🫸❌🫷 How to (successfully) push back on your Vendor Manager's Net PPM demands i
By Martin Heubel · October 20, 2026 · Curated by George's Blog
🫸❌🫷 How to (successfully) push back on your Vendor Manager's Net PPM demands in AVNs:
If you're selling as a vendor to Amazon, you know that Vendor Managers love referring to Net PPM targets, making them the centre of annual negotiations.
Worse, Vendor Managers make them a moving goalpost. As soon as you're approaching the previously agreed Net PPM level, your Vendor Manager will ask for an even higher percentage the following year.
You may find this frustrating, but it's part of a system designed to never let vendors win a margin debate.
That doesn't mean you have to accept Amazon's margin framing. You just have to become more assertive in how you position the margin narrative.
What do I mean by that?
Well, just think of all the initiatives your business has implemented but never got any Net PPM credit for:
Lowering c-returns by improving PDP content. Reducing inbound inefficiencies by improving process compliance. Cutting Amazon's shipping costs by growing the number of SIOC/SIPP eligible products.
All these initiatives create cost savings for Amazon that you can quantify. Often with Amazon's own numbers:
👉 FBA discounts reveal the value of SIPP.
👉 Chargebacks reveal the value of process compliance.
👉 Lower c-returns reveal a proportional DA% discount opportunity.
Yet most vendors never put a price tag on the initiatives that improve Amazon's P&L without showing up in Net PPM.
If that's you, I implore you to change the margin framing in your next AVN.