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:
โ Expansion into new markets will be put on hold
โ Smaller markets will be left without Vendor Manager support
โ Limited access to EU initiatives and programs
So how should brands react?
ยป ๐๐ ๐๐ฟ๐ฎ๐ป๐๐ณ๐ผ๐ฟ๐บ๐ถ๐ป๐ด ๐๐ต๐ฒ๐ถ๐ฟ ๐ฎ๐ฐ๐ฐ๐ผ๐๐ป๐ ๐บ๐ฎ๐ป๐ฎ๐ด๐ฒ๐บ๐ฒ๐ป๐ ๐๐๐ฟ๐๐ฐ๐๐๐ฟ๐ฒ๐ ๐๐ถ๐๐ต ๐๐ต๐ฒ ๐ผ๐ป๐น๐ถ๐ป๐ฒ ๐ฟ๐ฒ๐๐ฎ๐ถ๐น๐ฒ๐ฟ. ยซ
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:
๐ฉ๐ช๐ฌ๐ง๐ช๐ธ ๐๐ผ๐ฐ๐ฎ๐น ๐๐ฒ๐ฎ๐บ๐ ๐๐ฎ๐ธ๐ฒ ๐ผ๐๐ป๐ฒ๐ฟ๐๐ต๐ถ๐ฝ ๐ผ๐ณ:
1- Selection management
2- Shopper activation campaigns
3- Local P/L account management
๐ช๐บ ๐ฅ๐ฒ๐ด๐ถ๐ผ๐ป๐ฎ๐น ๐๐ฒ๐ฎ๐บ๐ ๐๐ฎ๐ธ๐ฒ ๐ผ๐๐ป๐ฒ๐ฟ๐๐ต๐ถ๐ฝ ๐ผ๐ณ:
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.