Let’s face it: Most vendors dread the time of Annual Vendor Negotiations (AVNs). Every year, Amazon asks for more funding and Vendor Managers complain about your Net PPM. Your cost-to-serve keeps rising, margins keep shrinking and the relationship feels increasingly transactional.
Navigating negotiations has become complex. Yet, most advice out there is outdated. Because few have negotiated trade agreements end-to-end themselves. That’s why this negotiation training is built on real-world experience that gives your teams a structured approach to navigate annual negotiations, protect your margins, and handle AVNs with more clarity and confidence.
Proven negotiation advice that gets you results
I’ll teach you which trade terms create long-term value – and which don’t. How to reduce time spent on JBP preparation, manage Amazon’s asks effectively, and respond to pressure without defaulting to more spend. Most importantly, this training will help your team engage in more strategic discussions with Amazon.
Training Lessons
The State of Amazon
Understanding Amazon’s evolution of becoming an automation & algorithm-driven online retailer.
Commercial Implications
Why manufacturer brands cannot treat Amazon vendor negotiations like with any other retailer.
Profitability Management
Proven account development practices to help overcome your Vendor Manager’s Net PPM focus.
Negotiation Fundamentals
Industry-leading frameworks to help your teams prepare their negotiation business case.
Mastering the AVN Process
A detailed breakdown of how vendors can commercially leverage each negotiation phase.
Q&A
A 1-hour Q&A to discuss your business and answer any questions of your team.
Why this training is different
This isn’t a generic Amazon workshop or pre-recorded course. It’s a live, interactive session delivered via Zoom or MS Teams, designed specifically for 1P vendors undergoing annual negotiations. Sessions are brand-exclusive and subject to an NDA. You can bring your entire team and you’ll receive all materials after completion of the workshop.
The included Q&A allows your team to ask any questions they may have when preparing their business case. With ten years of experience negotiating and advising hundreds of AVNs, my approach is grounded in what actually works – and a track record of consistently exceeding negotiation targets.
Pricing
My AVN training is delivered as a half-day workshop and includes a dedicated Q&A session. The investment is £7,500 excluding VAT. Many of my clients have seen a return of 20-25x their investment from the Q&A session alone.
If that sounds like a good fit, you can apply for the 2026 AVN cycle via the button below. In-person engagements are available upon request and subject to an additional fee.
Limited availability – sessions are confirmed on a first-come, first-served basis.