MerchantSpring Marketplace Masters

In this episode of Marketplace Masters, Paul Sonneveld sits down with Ephraim Ausch, Chief Logistics Officer at Tactical Logistics Solutions, to unpack one of the biggest fulfillment debates facing Amazon sellers in 2026: Amazon Warehousing & Distribution (AWD) vs. third-party logistics providers (3PLs).

With Amazon introducing new logistics surcharges, rising transportation costs, and changing regional pricing structures, brands are being forced to re-evaluate their fulfillment strategy. Ephraim shares practical insights on when AWD makes financial sense, when a 3PL remains the better option, and why many eight- and nine-figure sellers are adopting hybrid fulfillment models instead of going all-in on Amazon. 

Amazon Business is now generating more than $80 billion in annual B2B revenue — and yet many manufacturers still don’t have a clear Amazon B2B strategy.

In this episode of Marketplace Masters, Paul Sonneveld speaks with Brian Beck, one of the world’s leading B2B eCommerce experts and author of Billion Dollar B2B eCommerce, about how Amazon Business is reshaping B2B distribution and what mid-market manufacturers need to understand before entering the channel.

They explore why B2B buyers are increasingly turning to Amazon, how Amazon Business differs from traditional Amazon selling, and the operational, pricing, and channel strategy considerations manufacturers must address to succeed.

Key topics include:

•  What Amazon Business is and how it works 
•  Amazon's B2B strategy for manufacturers 
•  1P vs 3P selling models for B2B brands 
•  Managing channel conflict with distributors and sales teams 
•  Amazon Business pricing, RFQs, and bulk buying tools 
•  B2B product content and catalogue strategy on Amazon 
•  Why Amazon is becoming a critical B2B procurement platform 
•  Common mistakes manufacturers make when entering Amazon Business 

If you’re a manufacturer, B2B brand, distributor, or Amazon agency looking to understand the future of B2B commerce on Amazon, this episode provides practical insights into one of the fastest-growing segments in eCommerce.

Is South Africa the next major eCommerce growth market for Amazon brands?

In this episode of Marketplace Masters, Paul Sonneveld speaks with Maon Seidel, Founder & CEO of eCommerce Counsel, about the rapid evolution of South Africa’s eCommerce landscape and what enterprise brands need to know to succeed on Amazon South Africa and Takealot.

They explore the strategic differences between Amazon and Takealot, operational challenges facing large brands, and why inventory management, marketplace infrastructure, and execution discipline are critical for long-term growth.

Key topics include:

•  Amazon South Africa vs Takealot marketplace strategy 
•  Enterprise eCommerce growth opportunities in South Africa 
•  Common operational mistakes brands make on marketplaces 
•  Inventory forecasting and supply chain management for Amazon 
•  How global brands can expand into South Africa 
•  Marketplace advertising, content, and Amazon Vendor strategy 
•  The future of eCommerce growth in Africa 

If you're an Amazon brand, marketplace agency, or global manufacturer exploring emerging eCommerce markets, this episode provides practical insights into one of the fastest-growing digital retail opportunities globally.

What does it really take to build a successful Amazon agency over 10 years?

In this episode of Marketplace Masters, Paul Sonneveld sits down with Hamish Conway, Founder of Sell Global, to break down the real journey of scaling an Amazon agency—from early-stage growth to working with major brands across Amazon Seller and Vendor Central.

Learn how to grow an Amazon agency, avoid costly mistakes, and build a scalable service model in today’s competitive eCommerce landscape.

Key topics include:

•  How to build and scale an Amazon agency business 
•  Transitioning from Amazon seller services to enterprise clients 
•  Hiring strategies and building high-performing remote teams 
•  Expanding into Amazon Vendor Central services 
•  Common agency mistakes and how to avoid them 
•  The future of Amazon agencies, AI, and data-driven growth 

If you're an agency owner, Amazon consultant, or eCommerce operator looking to scale your business, this episode delivers practical, real-world insights from a decade in the industry. 

Struggling to grow on Amazon Vendor Central? You might be using the wrong playbook.

In this episode of Marketplace Masters, Paul Sonneveld speaks with former Amazon AVS brand specialist Benjamin Bolshinsky (Founder of Vendor Launch) about how to succeed as an Amazon vendor—and why traditional retail strategies don’t work on Amazon.

Discover how Amazon’s data-driven model impacts vendor relationships, product launches, and profitability, and what brands must do to drive sell-through, improve conversion rates, and scale revenue on Amazon.

You’ll learn:

•  How Amazon Vendor Central actually works 
•  Why Amazon prioritizes data, demand, and profitability over relationships 
•  The biggest mistakes brands make when launching products on Amazon 
•  How to improve Amazon SEO, content, and advertising performance
•  What Amazon Vendor Services (AVS) does—and how to get ROI from it 

If you’re an Amazon vendor, brand owner, or eCommerce leader looking to improve Amazon sales, margins, and growth, this episode is a must-listen.

As your Amazon agency grows, one question becomes impossible to ignore:

Do you build your own analytics infrastructure—or buy a solution?

In this episode of Marketplace Masters, Paul Sonneveld sits down with John Aspinall (Velocity Sellers) to break down the real trade-offs behind this critical decision.

From messy reporting and scaling data pipelines to rising client expectations, they unpack what actually happens inside agencies as they grow—and why so many internal builds fail to scale.

You’ll learn:

•  The tipping point where manual systems stop working 
•  Why AI makes building easier—but not scalable 
•  The hidden complexity behind APIs, data pipelines, and reporting 
•  When building internally actually makes sense 
•  How enterprise clients change your infrastructure requirements 
•  And how to avoid costly “band-aid” solutions 

One key takeaway:
 Just because you can build it doesn’t mean you should.

If you're running or scaling an Amazon agency, this episode will help you make smarter, more strategic decisions about your tech stack.

How does Brand Registry actually work for Amazon vendors—and why do so many brands still struggle to control listings, content, and brand presence on Vendor Central? In this episode, Paul Sonneveld speaks with Scott Bass, Director of Operations at Ecommerce Intelligence, about how Brand Registry has evolved, where vendor authority really sits today, and how brands can regain control through the right permissions, support paths, and hybrid strategies.

How should Amazon brands deal with slow-moving and stuck inventory before fees, margin erosion, and bad decisions pile up? 

In this episode, Paul Sonneveld speaks with Chad Davis, founder of Lucra Commerce, about how excess inventory happens, what it truly costs, and how brands should evaluate their options—from price moves and Subscribe & Save plays to removals, disposals, and doing nothing when storage economics actually justify it.

What does a strong Amazon vendor relationship actually look like—and when is AVS worth the cost? 

In this episode, Paul Sonneveld speaks with Travis Chappell (Head of Vendor Services at Venture Forge) about how vendors can move beyond transactional interactions with Amazon and build relationships that improve speed, visibility, and commercial outcomes. 

They unpack the real roles of AVS, Vendor Managers, Senior Vendor Managers, and Category Leads, how to manage those relationships intentionally, and how to tell whether AVS is creating value or just adding cost.

Large CPG teams don’t lose on Amazon because they lack effort—they lose because their operating rhythm can’t keep up with complexity. 

In this episode, Donte McCrary-McClain (Willse-McClain Advisory) explains why late February is the ideal moment to tune up your Vendor Central ways of working, how to choose KPIs that actually trigger decisions, and how to build launch governance that prevents cross-functional chaos. 

Expect practical frameworks for KPI ownership, readiness gates, weekly huddles that drive action (not decks), and a repeatable learning loop across content, media, and supply.