By Martin Heubel, Amazon Strategy Consultant at Consulterce
Most Vendor Managers lack empathy for the brands they manage.
So here’s a 5-step plan to better manage the transactional relationship with Amazon:
1. Use data
Data helps you underline your position in negotiations. Your VM has to meet quantitative targets. They’ll not be convinced by qualitative arguments.
2. Accept their job function
It’s to improve Amazon’s wider category performance. So they’ll not support you in reinstating the Buy Box. Use AVS or Vendor Central instead.
3. Ask for strategy sessions
This will help you to raise common challenges and discuss possible solutions with them.
4. Be clear about their role in your trading relationship
Concisely outline the support you need from them during the year in your annual negotiations.
5. Understand their commercial position
Instead of rejecting any of their recommendations outright, share possible solutions that are acceptable to your business.
For further information and support, contact Martin Heubel here
