The Amazon Broker Model for Established Brands
Want to keep prices stable on Amazon, test new assortments and protect your Vendor business without building your own seller structures? REVOIC runs operations in a dedicated seller account for your brand.
For brands that want to stay close to Amazon. If you prefer to hand Amazon over completely, our distribution model is the right path.
Model
We sell your products via a dedicated seller account; you stay strategically in control
Suitable for
Established brands and Vendors with a need for control
Inventory risk
Stays with you; only sold units are invoiced
Compensation
Revenue commission, descending, openly disclosed
Transparency
Open Book plus read access to Seller Central
Exit
Account takeover contractually regulated
Alternative
Distribution, if you want to hand Amazon over completely
Why established brands choose the broker model
Many brands are stuck in a dilemma in 2026. The Vendor model delivers reach, but no price control and data only as a monthly report. Your own seller account gives control back, but costs people, processes and compliance know-how that is rarely free in-house.
The broker model solves this dilemma. You keep strategic control over assortment, price corridor and brand presence. We run operations in a seller account where only your products are sold.
Price stability
Active control of the price level instead of uncontrolled price matching. We set price corridors jointly.
Assortment control
Launch new products, bundles and exclusives without waiting for Amazon's order algorithm and PO logic.
CRAP protection
Items Amazon removes from the Vendor assortment keep running with you instead of staying invisible for months.
Real-time data
Read access to sales, traffic and advertising data in Seller Central. Ongoing, not as a monthly report.
How it works
- 1
We set up a seller account where only your products are sold
- 2
Towards Amazon and end customers we act as the seller and run the full operation
- 3
You supply the goods. Only what was sold is invoiced. Unsold goods come back
- 4
We set price corridors and assortment jointly and keep them in a master file
- 5
Amazon fees, FBA, logistics, returns and ad budget run through Open Book
- 6
By the 15th of the following month you receive the settlement with every line item
Two contract variants
Towards the end customer, REVOIC always acts as the seller. For commercial handling there are two proven variants, depending on your accounting and compliance structures.
Goods on consignment.
Goods remain your property until sale. Afterwards we settle transparently.
Goods takeover with sales-dependent invoicing.
We take over the goods, but only sold units are invoiced.
Which variant fits your auditors is clarified before contract signing. Economically both are identical.
Broker or DistributionWhat is the difference
Both models take the same work off your plate. What differs is who owns the goods, who sets prices, and how much you see.
Inventory risk
REVOIC Broker
Stays with you
REVOIC Distribution
REVOIC
Invoicing
REVOIC Broker
Sold units only
REVOIC Distribution
Goods are purchased
Pricing
REVOIC Broker
Corridor agreed jointly
REVOIC Distribution
REVOIC sets prices independently
What you see
REVOIC Broker
Seller Central and Open Book
REVOIC Distribution
Brand reporting
REVOIC earns from
REVOIC Broker
Commission, openly disclosed
REVOIC Distribution
Trade margin in the purchase price
Included in compensation
REVOIC Broker
Commission; managing fees separate
REVOIC Distribution
Account, content care, ads management
Effort for you
REVOIC Broker
Medium
REVOIC Distribution
Very low
Both models can be combined for different parts of the assortment.
What it costs
We disclose the tiers because a model you only understand after three conversations is not a good model.
Commission on net monthly revenue, across marketplaces
| Net monthly revenue | Commission |
|---|---|
| up to EUR 25,000 | 12.0% |
| EUR 25,000 to 49,999 | 9.0% |
| EUR 50,000 to 99,999 | 8.0% |
| EUR 100,000 to 199,999 | 6.5% |
| from EUR 200,000 | 5.0% |
The higher your revenue, the more favourable we become.
On top come a monthly minimum commission, one-off setup and base fees, and managing fees if you also commission content and advertising.
Exact amounts depend on assortment size and number of marketplaces; we name them fully in the first conversation.
Request profitability analysisPartnership or trade relationship?
Both models take the same operational work off your plate. The difference is not the price, but how much we do together and who carries the risk.
Partnership
Broker
We build your Amazon strategy together and implement it together. You remain owner of the goods.
What you get
- joint strategy work
- dedicated contact, ongoing alignment
- read access to account and ad console, all figures ongoing
- jointly agreed price corridors and assortment decisions
- Open Book on every cost item
How we are compensated
Commission on revenue, descending tiers. We earn when you sell.
Trade relationship
Distribution
We buy your goods and sell them on our own account. You supply, we handle the rest.
What you get
- predictable sales, payment on delivery
- no sales risk, no capital lock-up
- no operational effort in-house
- advertising and content included in the trade margin
- reporting instead of day-to-day operations
How we are compensated
Trade margin. No commission, no retainer, no hourly rates.
In the trade relationship, more stays with you per unit sold.
Not a better price, but a smaller scope of services.
The broker model includes joint strategy and steering work.
Which model pays off for you is what we show in the profitability analysis.
How to recognise a good broker
The market is confusing. Five questions separate a clean setup from a pooled account.
Do you sell my brand in a pooled account with others?
No, dedicated account only for your products
Can I see my sales figures?
Yes, read access to Seller Central and the ad console
Are all costs itemised?
Yes, Open Book, monthly by the 15th
Can I involve my own teams?
Yes, after alignment
What happens at the end?
Account takeover regulated; history and rankings remain
What you need to bring
We clarify three points before every proposal.
Compliance for product and packaging.
GPSR, EPR per target country, LUCID, for electronics WEEE and battery law. This sits with the manufacturer and must be in place before go-live, otherwise Amazon blocks the listings.
Amazon-ready goods and the assets for them.
Sellable packaging, one scannable EAN per unit, images, product data, approved claims and access to Brand Registry.
No parallel authorised sales channels on the commissioned marketplaces.
We cannot prevent independent third-party sellers; authorised structures would undermine the setup.
Two small starting points
One path keeps an account ready without selling. The other sells for three months for real and gives you figures. Neither is a fundamental commitment.
Full flexibility, from logistics to marketing
As a full-service partner we run the complete operation of your broker seller account. You decide which areas REVOIC steers and where you deploy your own resources.
Logistics routing
Together we define the optimal logistics model: FBA, FBM or external logistics partners. We steer handovers to carriers and monitor the full logistics process.
Settlement & controlling
Monthly, detailed listing of all costs: logistics, advertising costs, Amazon commissions. Open-book principle, no hidden positions.
Strategy & content
We handle product creation and retail readiness (incl. A+ Premium Content and Brand Store), or your in-house team works directly in the account.
Advertising & ads
We develop and steer a dedicated advertising strategy. Your own teams or agencies can be involved after alignment and receive the required access to the ad console.
Brands we have been able to support
- Villeroy & Boch
- RUF
- Severin
- Fisherman's Friend
- Mentos
- Ricola
- Smint
- Center Shock
- iFixit
- Chupa Chups
- uhlsport
- PUKY
- waschies
- ASUS
- beyerdynamic
Established brands trust REVOIC
For SEVERIN we implemented a hybrid broker model on Amazon. As an established vendor, SEVERIN uses REVOIC infrastructure to fulfill selected assortments via merchant fulfillment (direct-to-consumer), with full inventory control and maximum flexibility in the logistics chain.
Result: price control on critical assortments, direct data access, no need to build internal seller structures.
The decision to start with REVOIC in the broker model was a strategic step to take our Amazon presence to the next level. Right from onboarding it was clear we were working with true professionals: the team understands the complex mechanics of the marketplace and acts proactively and solution-oriented.
Let's evaluate your potential with data
Every brand setup on Amazon is unique. Before we start working together, we assess commercial viability for your business without obligation.
In our initial meeting including a profitability analysis we cover:
- Requirements for starting a broker setup
- Process and integration with your systems (ERP, logistics, accounting)
- Logistics setup: FBA, FBM, or external logistics providers
- Settlement model and costs (commissions & seller account costs)
- Break-even point and margin potential in the hybrid REVOIC broker model
Prefer to hand Amazon over completely?
In the broker model you stay involved: assortment, price corridor and strategy are aligned ongoing, and you see every figure. If that is exactly the effort you do not want, our distribution model is the better path. There we buy your goods at fixed B2B terms, carry sales and inventory risk and steer the channel independently. For you, we remain a trade customer like any other.
Brands such as Ritter Sport and Nature Valley work with us this way.
Frequently asked questions about the Amazon broker model
What is an Amazon broker?
An Amazon broker sells a brand's products via their own seller account and acts as the seller towards Amazon and end customers. They handle listing, logistics, advertising and settlement. The brand supplies the goods and keeps strategic control without building its own Amazon operation.
What distinguishes a broker from an Amazon agency?
An agency advises and optimises the manufacturer's account but does not act as the seller. A broker sells in their own name and carries operational responsibility. The difference is not the service, but who acts as seller towards Amazon and who owns the operation.
What distinguishes the broker model from the Amazon Vendor model?
As a Vendor you sell to Amazon, and Amazon sells to the end customer. Amazon then decides price, assortment and order quantities; you only see a monthly report. In the broker model your product stays in a structure you co-steer, and you see the data ongoing.
What distinguishes the broker model from the distribution model?
In the broker model inventory risk stays with you, only sold units are invoiced, we agree the price corridor jointly and you have read access to all figures. In distribution we buy your goods, carry sales and inventory risk and price independently. Broker fits if you want to keep control.
Who owns the seller account?
The account runs via REVOIC and is operated exclusively for your brand. It is not a pooled account where your products sit next to other brands. At the end of the collaboration you can take over the account.
Do we need our own Amazon account for this?
No. That is exactly the purpose of the model. You need neither your own seller structures nor your own staff for Account Health, tax registrations or Amazon support.
Who sets the selling prices?
We set price corridors jointly and keep them in writing. Formal pricing decisions sit with us because we are the seller and a manufacturer may not dictate binding resale prices to a seller. In practice: we implement what was agreed.
How much insight do we get into the figures?
You receive read access to Seller Central and the ad console plus a monthly settlement where every cost item is listed separately. We make changes to listings, prices and campaigns so Account Health and campaign structure stay consistent.
What does Open Book mean?
Open Book means all costs are evidenced individually and passed through unchanged: Amazon selling fees, FBA, storage, returns, advertising costs, tool costs. There are no pooled items and no mark-ups on pass-through costs.
What is a CRAP-out and how does a broker protect against it?
CRAP stands for "Can't Realize A Profit". In the Vendor model Amazon stops items that are not profitable from Amazon's view. The item then effectively disappears from the market. Via a broker account the same item stays available because it is sold independently of Amazon's buying logic.
Can we sell only part of the assortment via a broker?
Yes, that is even the most common case. Many brands leave high-volume items in Vendor and put new products, bundles, long tail or at-risk items into the broker account. This split is called assortment split.
Can we involve our own teams or agencies?
Yes, after prior alignment. We give your internal teams or service providers the required access. Beforehand we clarify who owns what, otherwise Account Health and campaign structure suffer.
Which marketplaces are possible?
All relevant European Amazon marketplaces, including the pan-European fulfilment network. Experience shows it makes sense to start with one market and connect further ones only after a few months when content, logistics and compliance are in place there.
What happens at the end of the collaboration?
After a contractually agreed minimum term you can take over the seller account against a transfer fee. Rankings, sales history and reviews remain. The transfer requires Amazon's consent.
From when does a broker model pay off?
From the point where ongoing commission exceeds the agreed minimum commission. Below that you effectively pay more than the tier states, and then the model is not right for you. Where exactly that threshold sits is what we calculate in the first conversation.
Request a free initial meeting & profitability analysis
Use the short pre-qualification form so we can check whether the broker model fits your setup, and offer you a non-binding initial meeting including a profitability analysis.
Pre-qualification survey:
Your contacts
Would you like to discuss whether we can take on services for you? Feel free to get in touch.
Stephan Bruns
Stephan Bruns is a serial entrepreneur. After the successful exit of his online portal for hyperlocal news, he started selling his own products on Amazon. Amazon has been his passion ever since. In 2018 he founded the Amazon agency REVOIC. As its managing director, Stephan Bruns is a specialist in implementing hybrid vendor & seller models on Amazon. In addition to his work as a speaker and coach, he advises retailers and vendors on Amazon strategy, Amazon marketing, Amazon broker, Amazon SEO and Amazon logistics.
He has written two bestselling books: Amazon Advertising: Increasing revenue and visibility and Amazon Marketplace: The handbook for manufacturers and retailers.Carolin Dill
Carolin Dill is the first point of contact for new customers and partners at REVOIC. She brings years of experience from the FMCG sector and an e-com software house, and has been active in e-commerce since 2022. She regularly represents REVOIC at trade shows and events and also organizes the REVOIC Round Table.
Read our articles on the topic.
What our clients say
Working with REVOIC has felt like a true partnership. They work hard to apply their deep Amazon Advertising expertise to our unique brand challenges and opportunities on Amazon. We've seen a real boost to campaign performance, exceeding our expectations.
I appreciate the competence and personal approach of the REVOIC team and am very satisfied with the results achieved. Their strategic approach and commitment have significantly improved the presence of our brands on Amazon.
REVOIC has been supporting our brand for many years on operational and strategic topics and has contributed significantly to sales increases on Amazon.
We conducted a one-day Amazon workshop with REVOIC, which significantly influenced our Amazon strategy. REVOIC is currently helping us optimize our listings. We are very satisfied and happy to recommend REVOIC.
The decision to start with REVOIC in the broker model was a strategic step to take our Amazon presence to the next level. Already during onboarding it became clear that we are working with absolute professionals: the team understands the complex mechanics of the marketplace and acts proactively and solution-oriented.
Interested?Get advice from us on the broker model.
Footer
Services
Technology
Our Newsletter
Made with ♥ in Köln-Ehrenfeld
*Images may have been created with AI