There's no denying it: #Amazon is maturing its Pan-European Vendor Management structures in FMCG categories.

Vendors who refuse to work with Amazon on a regional level will face major challenges in 2025/26:

❌ Expansion into new markets will be put on hold
❌ Smaller markets will be left without Vendor Manager support
❌ Limited access to EU initiatives and programs

So how should brands react?

» 𝗕𝘆 𝘁𝗿𝗮𝗻𝘀𝗳𝗼𝗿𝗺𝗶𝗻𝗴 𝘁𝗵𝗲𝗶𝗿 𝗮𝗰𝗰𝗼𝘂𝗻𝘁 𝗺𝗮𝗻𝗮𝗴𝗲𝗺𝗲𝗻𝘁 𝘀𝘁𝗿𝘂𝗰𝘁𝘂𝗿𝗲𝘀 𝘄𝗶𝘁𝗵 𝘁𝗵𝗲 𝗼𝗻𝗹𝗶𝗻𝗲 𝗿𝗲𝘁𝗮𝗶𝗹𝗲𝗿. «

This doesn't mean you have to change your internal P/L ownership structures.

But it means that you must grant a central team the mandate to negotiate terms on behalf of EU markets.

So if you want to create an effective Pan-European Amazon management, you need to know how to separate tasks between your local and regional teams:

🇩🇪🇬🇧🇪🇸 𝗟𝗼𝗰𝗮𝗹 𝘁𝗲𝗮𝗺𝘀 𝘁𝗮𝗸𝗲 𝗼𝘄𝗻𝗲𝗿𝘀𝗵𝗶𝗽 𝗼𝗳:
1- Selection management
2- Shopper activation campaigns
3- Local P/L account management

🇪🇺 𝗥𝗲𝗴𝗶𝗼𝗻𝗮𝗹 𝘁𝗲𝗮𝗺𝘀 𝘁𝗮𝗸𝗲 𝗼𝘄𝗻𝗲𝗿𝘀𝗵𝗶𝗽 𝗼𝗳:
1- Annual vendor negotiations
2- Supply chain and cost-saving initiatives
3- Portfolio innovation and reporting workstreams

Need clarity on your roadmap to a pan-European account management structure with Amazon? Feel free to get in touch.

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How are you responding to Amazon's push for Pan-EU ownership structures?

Let me know in the comments.