By Martin Heubel, Amazon Strategy Consultant at Consulterce
Some leaders want to move to 3P because they think Amazon isn’t profitable. Others want to stay on 1P because they value T2T meetings with Amazon.
The problem is:
In most FMCG organisations, you’ll find more opinions than facts about Amazon.
And 99% of these opinions are either incorrect or outdated. 🚩
So when starting a new role on the Amazon account, make sure to understand:
- Amazon’s GP% performance vs other retailers
- Price dynamics in the wider market segment
- Number of online-exclusive SKUs
- Usage of distribution control mechanisms
- Etc.
Your job as a KAM is to use data to inform your decisions.
Not blindly listening to your leadership team.
And yes, this means you must educate your organisation and speak up when false statements are circulated about Amazon.
For further information and support, contact Martin Heubel here
