by Martin Heubel, Amazon Strategy Consultant at Consulterce
Here’s a simple, yet powerful tip for your negotiations with Amazon:
Trade your quick pay discount for a trade term reduction.
What sounds like a bad deal for Amazon is accepted by many Vendor Managers.
That’s because they get tasked to raise terms with suppliers.
Paradoxically, payment terms don’t form part of this objective.
So Vendor Managers often accept the removal of a quick pay discount in exchange for a lower (but for them incremental) trade term.
Note: This tactic won’t work 100% of the time.
Experienced Vendor Managers have learned to say No to these requests.
But it’s still an effective way to table a creative solution that most vendors don’t even consider.
