Sep 23, 2023 12:00AM
Vendor Managers at Amazon swap out every 13.5 months. High turnover complicates supplier relationships. Brands can't rely on long-term ties with these managers. Instead, they must be proactive: always confirm details in writing and build senior relationships. Thanks, Martin.
Vendor Managers change positions every 13.5 months on average.
❌ High turnover and fragile supplier relationships.
Amazon buyers don't have incentives to build deep ties with their accounts.
And once they move positions, their successor will have to start from scratch.
This complicates the execution of commercial agreements, as the new buyer has little prior knowledge and may be overcautious to avoid making financial mistakes.
So what can brands do?
✅ Two things:
First, have everything confirmed in writing.
Even if your Vendor Manager moves, you will have written correspondence for their successor.
Second, build senior relationships.
If you don't know the manager of your buyer, ensure you get an introductory meeting booked with them.
The fast-paced environment in which Amazon buyers operate puts vendors in charge of managing the relationship.
After all, hoping that your new buyer will be around longer than the previous one is a gamble that will harm your P&L.
How are you managing the high turnover of Vendor Managers in your business?
Let me know in the comments!