By Martin Heubel, Amazon Strategy Consultant at Consulterce
- There are no shortcuts to success on Amazon 1P.
- Never break the following rule: Gross Margin > Net PPM.
- A 3P/hybrid approach won’t solve your pricing problem on Amazon.
- Stop trying to trick customers into paying more for a product on Amazon than anywhere else. It won’t work.
- Amazon won’t accept your cost increase if you don’t help them stabilise their Net PPM.
- Focus on the basics before anything else.
- You already lost if you don’t know your ASIN-level profitability.
- Don’t invest in trade terms you don’t understand.
- Review your Amazon sales and margin developments weekly.
- Relationships with your Vendor Manager only get you so far. Start connecting with Amazon’s leadership teams.
- AI is overhyped. Stop chasing shiny objects.
- Build defensive sales strategies to protect your sales (rank) during difficult trade negotiations.
- If you can’t control your distribution, you can’t control prices on Amazon.
- Multipacks are not exclusive products. Amazon will price-match them to the single unit.
- Use data in any conversation with Amazon. No data = no conversation.
For further information and support, contact Martin Heubel here
