How Does Amazon Net PPM Affect Vendors?
As a 1P Amazon vendor, it is imperative to consistently prioritize profitability on a daily basis, not only for your own gain but also for the benefit of Amazon. By improving Amazon's profitability, you are also enhancing your own, underscoring the importance of understanding how Amazon assesses your profitability using the Net Pure Profit Margin (Net PPM) metric. This comprehensive guide will outline the definition of Net PPM, its importance, the calculation process, and its value in negotiations with Amazon, equipping you with a competitive edge in optimizing your business's financial well-being.
Key Margin Metrics for Amazon Vendors
It is crucial for Amazon vendors to have a thorough understanding of three essential margin metrics: Pure Profit Margin (PPM), Net Pure Profit Margin (Net PPM), and Contribution Margin (CM). PPM calculates the variance between the cost price and the average selling price, while Net PPM takes into account trade terms to provide a more accurate assessment. Contribution Margin takes it a step further by incorporating Amazon's variable profit and cost centers associated with your account. The Vendor Central Net PPM Report provides invaluable data on vendor profit at the ASIN level, with a particular focus on Net PPM as a critical measure of Amazon's retail profit margin. Monitoring this metric is vital for evaluating product sales velocity and making well-informed business decisions.
Significance of Net PPM in Amazon Vendor Central
Direct Impact on Profitability: Net PPM (Net Pure Profit Margin) plays a crucial role for vendors utilizing Amazon Vendor Central, directly impacting their profitability and overall success. This metric serves as a fundamental indicator of financial well-being within the platform.
Influence on Vendor Scorecard and Negotiations: A strong Net PPM boosts a vendor's scorecard, a vital component used by Amazon to evaluate vendor performance. During quarterly negotiations with Amazon, this metric holds significant importance as vendors engage in discussions and reevaluate their terms. Higher Net PPM values strengthen a vendor’s negotiating power, potentially resulting in more favorable terms.
Comparative Benchmarking: Vendors with lower Net PPMs compared to their competitors may face pressure from Amazon to enhance their profit margins. Amazon could establish specific profitability targets for a category (e.g., a 5% increase) and anticipate vendors to adjust their pricing or cost structures accordingly to meet these objectives.
Enabler of Sustainable Growth: Vendors demonstrating higher Net PPMs are more likely to achieve sustainable growth and profitability. This margin signifies efficient profit generation per unit sold, which can lead to increased revenue and a stronger financial performance.
Tool for Strategic Decision-Making: Monitoring Net PPM enables vendors to identify opportunities for pricing adjustments or cost reductions, ultimately enhancing overall profitability. It offers a solid framework for making well-informed business decisions that align with market dynamics and competitive landscapes.
Benchmark for Industry Comparison: Net PPM serves as a benchmark for vendors to assess their performance in relation to industry norms and competitors, aiding in the identification of areas for competitive advantage and strategic enhancements.
Locating Net PPM in Amazon Vendor Central
Begin by logging into your dashboard on Amazon Vendor Central to access Net PPM data. Once logged in, go to the "Reports" section, click on "Retail Analytics," and finally select "Net PPM."
Calculating Amazon Net PPM
To calculate the Net Pure Profit Margin (Net PPM) on Amazon, it is essential to first understand its components:
Average Selling Price: The average price at which your product is sold to consumers.
Cost Price: The cost to you for obtaining or manufacturing the product.
Trade Terms: Any negotiated terms that might affect the final cost price such as volume discounts or payment terms.
Sales Discount: Discounts applied at checkout that are not visible in the Buy Box. Sales discounts refer to any price reduction that shoppers benefit from during the checkout process, outside of the initial Buy Box offer. This includes any coupons, the Subscribe and Save program, Lightning Deals, and Spotlight Deals.
The formula to calculate Net PPM is:
Net PPM% = (Average Selling Price−Price+Terms−Sales Discount) /Average Selling Price × 100
Understanding Profitability Challenges
A decrease in Pure Profit Margin (PPM) or Net Pure Profit Margin (Net PPM) can indicate potential profitability issues in your Amazon business. These issues may arise from different reasons:
For PPM Decline
Lower Average Selling Price (ASP): When the selling price of products decreases, it directly affects the profit margin.
Higher Cost Price: Increased purchase costs can lower profitability unless there is a corresponding rise in ASP.
Multiple Factors: Sometimes, both the selling price drops and the cost price rises at the same time, or the selling price does not increase enough to offset the rising costs, leading to further margin compression.
For Net PPM Decline
PPM Decrease as the Root Cause: A decline in PPM directly results in a reduction of Net PPM.
Unfavorable Conditions: Alterations in the agreed-upon terms that impact profitability post-sale, such as decreased rebates or incentives, have the potential to diminish Net PPM.
Lack of Anticipated Trade Conditions: The absence of expected trade terms, such as volume discounts or promotional support, further contributes to a decrease in Net PPM.
Additionally, it's worth noting that Amazon Vendor Managers typically do not disclose details about Amazon's Contribution Margin. This lack of transparency can limit vendors' ability to fully understand all the elements impacting their profitability on the platform. This information is crucial for making informed decisions to address any identified profitability headwinds.
Impact of Net PPM on Amazon Operations
Enhancements to the Buy Box: Amazon may give the Buy Box to third-party (3P) sellers. This change means that the product is no longer advertised as "Ships and Sold from Amazon," which can temporarily halt direct sales and negatively impact consumer perception due to longer shipping times and price inconsistencies from unauthorized sellers.Alternatively, Amazon may choose to continue selling the item but require additional trade funds from vendors to offset profit losses. If vendors fail to meet these demands, Amazon may reduce purchase orders or stop purchasing the item altogether.
Media Eligibility Analysis: ASINs with a low Net Pure Profit Margin (Net PPM) are categorized as "Ineligible ASINs" and are automatically excluded from media campaigns. This restriction can have a significant impact on customer acquisition and overall sales since these products can no longer be promoted through Amazon's advertising channels.
Investigation into Purchase Order Size: Amazon's purchase order (PO) algorithm adjusts to purchase less inventory of ASINs with a low Net PPM, which increases the risk of stockouts. This algorithmic adjustment aims to minimize the holding of unprofitable stock, but it can affect product availability and potentially impact sales performance.
In conclusion, as an Amazon 1P vendor, prioritizing profitability is critical, not only for your own success but also to enhance Amazon's financial outcomes. Understanding and utilizing the Net Pure Profit Margin (Net PPM) is essential in this context, as it reflects your profitability through Amazon's lens and plays a pivotal role during quarterly negotiations. This guide explains Net PPM’s significance, how to calculate it, and its utility in enhancing your bargaining position. Familiarity with this metric, along with Pure Profit Margin (PPM) and Contribution Margin (CM), equips you to optimize your business's financial health, ultimately benefiting both you and Amazon. We hope you can properly calculate and monitor your Net PPM! Good luck!
Thank You,
Commerce Canal Team
Walmart Curbside Pickup is a quick and easy way for shoppers to complete errands. More importantly, it encourages them to purchase more items. Learn more about Curbside Pickup here.
At Commerce Canal, we proudly offer customers the widest variety of partnerships and services to help you reach your eCommerce goals. To get in contact with us, click here.
In need of the newest analytics and marketing dashboard? With our partner Purvey.ai, all of your eCommerce data is simplified and centralized. To sign up for a FREE trial, click here. To see the list of integrations Purvey.ai offers, click here.