Betsy Mello

Amazon Business has become an increasingly important channel for manufacturers and distributors, but there is no one-size-fits-all approach. In this interactive 30-minute session, the audience will weigh in through live polling before panelists unpack the results, compare different operating models and share how organizations can build an Amazon strategy around their capabilities, customers, products and channel relationships. 

• Which model works best? Poll the audience on whether they primarily use a 1P, 3P, distributor-led or hybrid model, then compare the pros, cons and organizational requirements of each approach. 
• How many SKUs belong on Amazon? Explore how companies determine the right assortment based on demand, margin, product complexity, fulfillment capabilities and customer buying behavior. 
• Are you ready to manage the channel? Assess the internal resources, ownership, technology, data and marketplace expertise needed to operate successfully on Amazon Business. 
• Will relationships improve or get worse? Examine how selling through Amazon affects customer, distributor and sales-team relationships, including channel conflict, pricing concerns, buyer visibility and the risk of weakening established partnerships.