SupplyPike Academy: Disputing Amazon Co-Ops 

[00:00:00] Hans: Good morning, everybody. welcome to the SupplyPike Academy, disputing Amazon Co Ops. we're super excited to dive into this together. we've got, some good stuff lined up for y'all to, be able to dive in with us. and we've got a great host here today who's going to be taking us through, the entirety of Disputing Amazon Co ops. 
 

so my name is Hans Corbell. We can do a little brief introduction here. I am the SMB account manager. I've been with SupplyPike for around two years. and then I'll go ahead and let Shawn Oleson, introduce himself as well.  
 

[00:00:43] Shawn: thanks Hans. I appreciate that. Good morning, everyone. Good afternoon for those of us across the world. 
 

Retail Insights Manager here for Amazon. I always say that sounds really fancy, but really I'm just the resident expert here for all things related to Amazon deductions. So it'll be great to walk you through some content and what we've got in store today. Yeah, let's, move on along with the presentation for today, Hans. 
 

We've obviously met our hosts, but we can now talk a little bit more about. What is SupplyPike?  
 

[00:01:16] Hans: Yeah, so if you're new to SupplyPike, we are a software platform. We work with a lot of different suppliers. to help enable them to get better in the realm of deductions, fines and fees, chargebacks, with a lot of different retailers. 
 

we want to help identify, recover and prevent deductions and compliance issues. yeah, if you're new, definitely feel free to chat in. If you have any questions around that, we'd be happy to have, discussions one on one. but yeah, that is the overall view of, what we're trying to solve here at SupplyPike. 
 

[00:01:54] Shawn: All right, Hans, I appreciate the introduction to SupplyPike, and now I think it's time for me to segue into introducing everyone into what is Amazon Co op and the topic for today. So thank you, Hans. I'll take the reins from here, my friend. You got it. Okay. So the topic today is, Amazon's Co op. So we'll start high level before we dig into the application a little bit more to preview how exactly we can. 
 

Help to manage, dispute these type of deductions or claims, but just to frame it up for everyone so that we're all on the level playing field or a solid foundation about reasons why, your business isn't getting paid and working with Amazon. There's a couple of different categories that we looked at or that we can essentially manage at the end of the day. 
 

the more typical deductions that we see and manage are the invoice related deductions, things like shortages. Price claims or compliance chargebacks. The other side here is also provisions, so something that we often hear about as well. Holdbacks or things like that from Amazon, provisions for receivables, missing actuals, etc. 
 

However, of course, the focus and the main theme for today is going to be co ops. These are agreement based deductions. Things that will include allowances, promotions, your annual approval agreements, or vendor funded sales discounts and things like coupons. And cash discounts as well. So talking more about this, just unpacking what is Amazon's co op, as far as the broad categories of deductions that we'll see with Amazon, just focusing in on that middle section now a bit more clearly to say, what is co ops? 
 

It's also known as ContraCogs. It's essentially just a variety of different programs that are used to cover things like your marketing and promotion activities, your freight allowance for collect freight if you're part of Amazon's collect freight programs. Or of course for damage allowance as well. So similar type of agreements that you may have with other retail partners that you operate with. 
 

It's just that Amazon per usual calls them a little something different, calls them co ops. So let's unpack some of the different co op agreement types. I know that we mentioned some of the specific agreements here, but let's talk more granularly or more in detail about the specifics here. So as far as types of agreements, we see that most typically we've got co op damage or freight allowances that are accrual based. 
 

So accrued against your net receipts into an Amazon fulfillment center, typically on a monthly basis. It's essentially where they're going to accumulate the balance for the entire month. They'll bill you on it based on the schedule that's listed in the agreement terms. So whatever the specific percentage is, However many units that they've, received into the Fulfillment Center, they'll take the rate based on what they've received over the period of time in the scheduled, and they will deduct accordingly based on those terms. 
 

Straight payment, it's a little more simple to understand as the name insinuates here, but it's really just a fixed amount. that's negotiated between you and Amazon for some type of activity or for some type of agreement. Oftentimes, I'll see, we'll see these come in for things like SVS, the Vendor Services Program, or something like that, or it's just a one time annual fee to cover Some type of cost and expense of some type of program with Amazon. 
 

So as far as other types of agreements we've got, so there's promotional allowances, also known as the SPA or the FLEX type of agreements. So just types of promotional allowances. Again, These are based on orders placed, so a very similar accounting principle to what we've got with the accrual, but as opposed to things being received in the fulfillment centers, it's what's going out of the fulfillment center in the form of sales. 
 

so again, these are called Vendor Funded Sales Discounts, or VFSDs, as you'll see that acronym. Most likely, these are a similar accrual basis, but again, instead of net, net sales instead of net receipts. all sales minus returns from a time period is what's going to get included in your promotional allowance, or how they calculate for those deductions. 
 

Last, but certainly not least, something that you'll see as well is that for price protection agreements. This is going to be any sort of reduction, in the value of goods that are on hand or that are in transit. again, just protecting the value of those goods, while they're in motion or while they're in the fulfillment centers if there is any sort of cost update or price changes. 
 

[00:06:56] Hans: Shawn, I've got a quick question for you. I was wondering, with these co op agreement types, is it typical for suppliers to see, all of these at the same time, is it typical for them to see them, in difference, specific ones, or would they receive, most of all of these co op type agreements? 
 

[00:07:17] Shawn: Yeah, that's a fantastic question. So I would say, Hans, that by and large, the most common occurring type of agreement that vendors will see is going to be the accrual based. So that's something that almost all vendors or suppliers working with Amazon will have something in place to do with them. If you don't have one, you're most likely paying what will be a provisional rate, so a fluctuating rate, as opposed to, But accrual is the most commonly occurring one that we see, both that basically all vendors or suppliers have it. 
 

The other one that I would say is probably more commonly occurring is going to be things like your, your freight or your damage allowance. So a lot of folks are in the CollectFreight program with Amazon, so we would expect that you would have an agreement in place to pay for utilizing that program as well. 
 

So those are more of the common occurring ones for the accrual based. I would say that typically the two that we see together are going to be the vendor funded sales discounts. So more of the promotional based, as well as the rule based. some of these other ones do come up, but I would say the fixed or straight payments or the price protection are. 
 

less frequently occurring based on what we typically see with our customers, at least. Got it. Thanks, Shawn. Absolutely. good questions. we've unpacked a little bit more about some of these specific agreement types here. let's talk more specifically about some of these invoices. how does Amazon deduct for these at the end of the day? 
 

What's happening is that Amazon, based on the terms of these agreements, is going to be billing you accordingly on a monthly basis. So what we see oftentimes is that, invoices and shipments don't match because Amazon's going to base their totals on what their, receive records show over a period of time. 
 

So what essentially ends up happening in some situations is that the totals can be different. but this can be just simply a difference into what we call timing. So if we see that, total, what Amazon received over a certain month differs, it could just be based on the shipment timing when Amazon receives it in their fulfillment centers.  
 
and that's simply something that we can say. however, there's other reasons why things don't match at the end of the day. Timing is often an easy culprit or something to point the finger at as a cause for these types of discrepancies. But we do often see that Amazon makes mistakes on their own in their accounting and how they do things at the end of the day as well. 
 

really, it's important, and what we're recommending, is that we should audit these types of agreements and these claims for accuracy. And, depending on what we find, we should take the corresponding action to go and file the dispute. we unpack this a little bit more, and say that, should COPS be audited? 
 

and we say, yes. It's an emphatic yes to this answer, but, despite the co op deductions being something that are expected and budgeted expenses, we see that they should be audited because there's often mistakes. So really the answer yes is because it's accountability for your retail partners. 
 

Basically, they're holding you accountable for your end of the bargain. So you should be doing the same. It's just about mutual accountability between you and the retail partner. If you're truly working as partners in this capacity. And the other piece is obviously the financial downside of these types of claims or deductions is that this directly impacts the bottom line. 
 

And if we're talking about your margin and your profitability with your e commerce channels or your Amazon channel in general, these are direct percentage points off of that bottom line. that we can easily call out, dispute, and help to recover as well. when we're saying, should they be audited? 
 

The answer is yes. It's about accountability, and it's about protecting your margin and your bottom line. So that's, really why we say that. 
 

as far as the things that we most typically find or identify as far as discrepancies go, there's gonna be a couple of things that we see. One is going to be what's considered a negotiated exception. This is really the highest level of granularity when we're talking about this, where there's really in the terms of negotiating with Amazon, something that was not quite agreed upon or was misunderstood. 
 

So it's almost something just in the terms or in the conversation, as far as the back and forth dialogue between Amazon about the agreement, where there was something in the terms there that just didn't shake out and how things got negotiated. once the contract or the agreement was set. So that would be one thing that we would look for, or that we would try and identify. 
 

The other is going to be an agreement based discrepancy. So this is really the next layer of granularity, but really looking more to say, is there something wrong with this particular agreement? Is it the terms? Is it the number of times that we've been deducted? We're supposed to get a bill for a year every month. 
 

Did we get 13 for whatever reason? These are things where we can look more at the fine terms of the agreement to see is everything being taken correctly. Last but not least and the most tedious by far to really audit and to unpack are going to be backup report discrepancies. So we know that Amazon for any of the accrual based, so that's both the actual accrual as well as the vendor funded sales discount, anything where they're really tallying the inbound or the outbound shipments, They're going to provide a backup report that shows essentially how they arrived at that number to deduct. 
 

so what we see is that these backup reports, are dense but often, full of errors and mistakes, just how Amazon does their accounting. And this is a key piece to what we do essentially and how we audit data. and make identifying errors and discrepancies super easy. So with that, I will segue and say let's explore SupplyPike for Amazon. 
 

I'll show off a little bit of the application, walk you through from a high level, essentially how we can identify, validate, and go through the dispute process for challenging or managing these types. of deductions. So without further ado here, I will just stop sharing for a brief second, pull up my screen here, and then I will switch back over. 
 

[00:14:23] Hans: Yeah. Thank you, Shawn. And everybody in the chat, feel free to ask us any questions that come up as we're walking through this demonstration and we'd be happy to answer them for you. So let's jump right in.  
 

[00:14:35] Shawn: Perfect. Thank you, Hans.  
 

[00:14:38] Shawn: Okay, so I should have the demo account open for us, and I am on the co op dashboard for us here. 
 

So I'll say that we do have a couple of different sections for a number of different retailers, as you can see on the left hand navigation. We're going to be focused again today just in the co op section walking through how SupplyPike uses technology and automation to help make sense and manage deductions like Amazon's co ops. 
 

So the dashboard we always say is, is a simplified and streamlined view to help understand, provide visibility and insights as to what's actually going on with this portion of your business. So the first piece here and what we like to track is just overall management health. So as far as the impact of these types of claims to your business. 
 

How you're managing them. These are things that we can track pretty clearly and granularly through the application. average days to dispute is something that's important. Co ops is a percentage of invoice is very important. This is essentially something that we could use as a reference point. 
 

a benchmark, or a barometer, for you to evaluate, what is the impact of co ops to my business? This is a budgeted expense. Can we say that this percentage aligns with what we feel like we truly owe Amazon at the end of the day? It's also something that we can use as a reference point or a benchmark against other vendors or suppliers in the space. 
 

So we work with, as we mentioned earlier, a number of different suppliers, I think 500 plus at this point, if not more. where we've got a pretty good idea of, just what's going on in the marketplace or what, are vendors and suppliers like you seeing and experiencing when they're doing business with Amazon themselves. 
 

So this example here is again, it's our demo account. So this is just dummy data, but this is honestly fairly representative of what a typical vendor supplier may see annually for their percentage of co ops, as a, percentage of their total business. It is very, category specific and dependent, so keep that in mind. 
 

But across the board, it's typically around 20 percent on average, where we see folks sitting with their annual co op percentage of invoice. Co ops cleared is again just another indicator once you've started disputing or once you've started to claw back the dollars, what is the percentage that you're able to effectively manage. 
 

Going from here, this is just a little bit more detail in order to break down, provide a couple of different viewpoints to analyze this type of data and information. The breakdown is really again just for us to call out specifically from the total amount that we've identified here. the total Invoiced amount or the total received. 
 

What was the subset that we've identified where we believe there's been a discrepancy or some type of error or mistake that Amazon has made in their accounting? So this is essentially the nugget or the bucket of recovery that we want to go after, or the opportunity that we see. In this dummy data example here, but this is something that as far as the visibility, that this provides takes all of the guesswork out of auditing and identifying where do we need to focus in managing disputes? 
 

What type of opportunity do we have to, again, level the playing field with Amazon, claw back those dollars so that we can get those margin back to the bottom line and how we're doing business with Amazon. Obviously, there's a number of different ways as we scroll down that we can continue to slice and dice and view the data. 
 

Co ops by status is just important for when we do start managing the dispute process. We can see how things are flowing along this timeline, or essentially this process flow. going from Amazon Action all the way through Payback, for example. This is also just more views to understand the impact of certain deductions on a more granular level. 
 

So just breaking it down in a couple of different ways here, you can really see the number of deductions. It's a little, a quick and dirty way for us to see if we've got an annual agreement, if they've deducted the right amount of times, just at a high level here, for example, As well as the corresponding dollars that are being paid out for these types of agreements. 
 

This here is just a way to better understand, and it's similar to what Hans was asking earlier about, what does a vendor or supplier typically see? Even though this is dummy data, I would say this is still fairly representative of what we would say a typical vendor or supplier has, as far as the different funding types. 
 

As well as the breakdown here. So typically a lot more volume based around accrual, and that is again, just the nature of how this operates or how this works, it's based on all of the units Amazon's receiving in the fulfillment center. So again, as long as they're shipping Amazon product, you should be essentially paying these on a monthly basis. 
 

So it makes sense why this one is typically for us the most, the most frequently recurring or highest dollar amount bucket. Vendor funded sales discounts are usually very seasonal, so think about, again, you're paying for coupons, you're paying for Prime Day, so we expect those to be pretty seasonal or cyclical depending on the nature of your business or the products that you're selling to Amazon. 
 

This is just helping us track and trend co ops over time, so I know especially those accrual amounts we're talking about, Vendor Negotiations. It's interesting to see from a very high level how is that tracked and how has that changed over time so we can really stack and measure over time periods. How are we paying out to Amazon, year over year especially, but this is also going to help us identify any spikes and trends or things like that so that we more quickly take action if we've identified some type of large spike in deductions for whatever reason. 
 

So this is very high level, just walking through again the depth, the granularity, as well as the visibility that SupplyPike and the application can offer. But there's a whole heck of a lot more that we've got in this next tab. That was the dashboard, that was really just the surface level and the veneer over a lot of what the application is doing in the background. 
 

A lot of the magic is really in the background, especially for co ops, because a lot of the tedium and painstaking nature of the audits is done all by the application in the background. But what I'll essentially do now is find a specific example. I'm going to highlight for everyone how quickly and easily SupplyPike can help you to identify and to dispute these types of invalid claims. 
 

Once we come into the detailed view, our workflow is supposed to make things as seamless and streamlined as possible. So we'll jump to the new tab. This will be anything where we've not yet contested or disputed it. We can use these filters at the top for us to, again, quickly, easily, filter to identify specific agreements or invoices where we believe Amazon has made some type of error in their accounting. 
 

So you can see here that we've used this filter, it's isolated ones where we've got a tag that says Based on the data we've tested, this co op is likely invalid. another way that we can also look at the total co op amount, we can also use the drop down filter here to see what is the invalid subset, and a bit of a roll up here. 
 

So you can see at a more granular level how we're also identifying that on an invoice level. So we've got the specific funding type and all the information. We've got the original build amount, and then we've got the amount that we believe Amazon has overbilled.

[00:23:03] Hans: Shawn, this is quite a bit of information that we pull into the app, and as you mentioned, this is seamless. 
 

We try to make it as efficient as possible. How difficult is it to, pull this information yourself and take a look at this all together in an easy way?  
 

[00:23:22] Shawn: Yeah, I'd say that's, that is a good question. it's not easy. There's a reason why I think at the end of the day, when, we talk with vendors and suppliers, it's not often something that folks are spending the time to audit or to dispute. 
 

And one of them is just because, the nature of these being agreed expenses, they just assume, for better or worse that Amazon as the retail partner is, doing things correctly. I think the other piece or the other side to it is just the nature of consuming, pulling the data in order to do the audit or the validation is honestly, it's very challenging. 
 

and it's very tedious to do. And I can walk through at least a high level example and try and paint the picture on why this is the case. I'm sure for folks that are joining us today that have tried this or that have had their team go through this, you've probably heard similar things as far as this being. 
 

a challenging exercise and, they're not kidding. It really is a lot of work in downloading, understanding the backup reports, then pulling the data sources together to actually prove that is inaccurate. So what we're doing Hans, and I'll break this down as. As easy as I possibly can here, but for this specific agreement that we see, Amazon has taken a deduction with this invoice. 
 

So we can see when they took this, we can see the funding type and the original amount. What we'll do, since this was an accrual, Amazon has included a backup report, and it's something as well we'll, pull in and that you can review, download, and consume here as well. So if you want to recreate what we're doing in the background, again, we're, an open book in that way, not a black box solution. 
 

So we really give you all of The, tools, data and information to, to do this yourselves, but we provide the co op backup report, this is what Amazon provides when they take the deduction, essentially just an Excel file. It says, Hey, we received this many units on this day. Here's the rate we're going to charge you this much. 
 

So we're going to comb through those backup reports. And I will say for some vendors and suppliers, they're in excess of tens of thousands of rows in an Excel file. So very dense data just to look through. Here's an example of our backup report analysis. So this is our homework. This is where we double check Amazon's math. 
 

for accuracy and essentially call out or identify errors in their own accounting. So if we look at this, it's pretty dense again, but what we're looking at as on an agreement level, but we're also looking at an ASIN, an item, and a purchase order level too. So the way that Amazon's Backup reports work is that they're billing you based on an ASIN and PO combination that they've received over time. 
 

So the thing is, that this ASIN and PO combination is unique. They can receive a number of different ASINs across many different POs, but As far as how many ASINs or items belong to this purchase order, it is unique or specific to this example here. what we see is that we will review Amazon's backup report quantity, what they've reported they've received. 
 

We'll then look at the actual quantity. And this is based on the purchase order data that we're getting out of your Vendor Central account, looking at what you've accepted, or confirmed that you were going to ship as well as invoice them for. So we find situations where Amazon's report quantity exceeds the actual quantity. 
 

It's dummy data here, so there's not a ton of great examples, but this would be an example here. That would be representative of what we would see in the real world or a real world example where the report quantity or what Amazon claims to have received in a period of time is greater than what you've actually physically shipped them for that period of time. 
 

again, looking at this specific example, Amazon's ordered this item on this PO. They're claiming that they've received four units, but based on our research, we've looked at your data in Vendor Central, and we've identified that you've only accepted, confirmed, and invoiced two units. So again, for this unique ASIN PIO combination, there's no way that Amazon could have received four units if you've only shipped them two. 
 

Therefore, these additional two units are a receiving error, some type of mistake that Amazon's made, and therefore, The dollars that they're charging you here have been an excess or an overbilling. So we're really getting super duper granular in our research and our analysis to really call out on an ASIN PO line level, wherever Amazon has made a mistake, and we'll also do the math, we'll sum up all of these excess charges that we find for any line item that's been overbilled. 
 

Again, this is just dummy data example, but this is in real world how we do it as well, where we'll sum all of these up. That'll sum up essentially to the suggested dispute amount. This is what we feel confident based on what we've identified that you're able to actually go in, dispute, and recover. And we make that dispute process seamless as possible as well. 
 

So I'll, I will demonstrate that here. really the call out with this page is that, again, we've identified overlapping invoices. Based on the principle that I just walked you through as far as how we go about identifying things that are invalid, what we see is, especially for these accruals where Amazon claims that they receive a certain amount of units, for a certain period of time, especially becomes problematic because they will claim to receive those units on subsequent months in time. 
 

So we'll see again, Amazon charges you in January for this ASINPO combination, but we'll also see that they charge you in February and they charge you in March. So when we sum up all of these units, we identify essentially an overlap across these accrual billings, where again, Amazon overbills you sometime drastically. 
 

So that's all this is calling out is that we've identified some type of overlap, and that because of this, we're going to group these claims now together in order to give Amazon a better or easier dispute package for them to process on their side. so it's a lot of, dense explanation here, but as you can see, we've taken a lot of the, a lot of the thinking, a lot of the know how and baked it directly into the app. 
 

So essentially any user can come in here and have the same level of expertise going in. auditing claims to where what we've identified is invalid. You can, with the click of a button, pre fill a dispute form where it's got all the information you need already populated into the form. Again, this is what you would have to do manually in Vendor Central. 
 

Essentially, not only just all of the research that I've explained and described to go through, but really the tedium of also filling out the dispute form to go through step by step here including all of the invoice information, the agreement number, the specific type of payment, the dispute reason, the dispute amount. 
 

All of that gets prefilled. We're also going to include a, an attachment and a backup report analysis for each and every one of these as well. So each one of these will get a corresponding backup report analysis that calls out on that line level where we've identified a discrepancy. It's probably the most detailed and accurate thing that you could or that we could possibly provide Amazon, really just leaving it for you to click submit and fire it off to Amazon. 
 

So again, we've taken this whole process that's gone from identifying a needle in the haystack to basically serving it up to you on a silver platter just to click dispute or submit dispute. so that is in a nutshell, again, what we do as far as the auditing, the validation, walking through the dispute process, at least from a high level. 
 

I'll say that we can do this. That was a single example. We've got the ability to bulk speed as well. So we can select multiple records, essentially continue to expedite or make that process more streamlined, efficient for you. and helping you track that essentially throughout the life cycle of that dispute all the way to end resolution, getting repayment there. 
 

I'll say for the record that we're currently seeing high success or great success with this in general, and it is, in part or primarily because of the level of detail that we're going to audit these backup reports, as well as the nature of the backup reports that we provide. So we're going at it about it as, granularly as possible. 
 

And because of the nature of the way that we're doing it and the process, again, we're seeing, high recovery rates. And on the amounts that we ultimately identify as invalid. So this invalid subset, we're seeing a strong range of recovery anywhere between 50 to 70 percent on average. So again, there's a strong likelihood that based on the nature of how Amazon operates, there's some type of mistakes, some types of discrepancies that are happening with the way Amazon does their math and their accounting. 
 

This is something that. In the typical world, just the nature of some of the dollar amounts being fairly small, the effort required to identify that, it's just not something a lot of folks have gone through. it's been a large, what we would consider an incremental value or an unlock to a lot of customers that have otherwise just written this off as truly the cost of doing business. 
 

so there could be a large opportunity buried with, within all of these co op dollars. You may just need to, connect with SupplyPike in order to get an audit and to better understand the impact of these types of claims to your business.  
 

[00:34:14] Hans: Perfect. that's great. That's all great information. 
 

Shawn, as we're nearing the end of the webinar here, haven't had any questions come through quite yet. in the chat, feel free to ask us any now that we've reached, close to the end here. Shawn, but I'm wondering, with disputing these deductions, I saw that in the new column, there's a hefty amount, around 138 records. 
 

Do you have any, best practices that you'd want to share, with those who would be utilizing this co op disputing platform?  
 

[00:34:51] Shawn: Absolutely. So I'd say first and foremost, just start auditing and start holding Amazon accountable wherever possible. It's just the first step. and then for us really, we want to try and look at stuff that is, aging or getting close to Amazon's statute of limitations. 
 

It's an interesting call out for co ops in particular. It doesn't seem otherwise. Amazon's got a lot of timing restrictions to their claims or deductions, but, they, they've, have seemingly a pretty strong stance around the timing of being around two years. So anything that's past two years, Amazon claims has exceeded their statute of limitations. 
 

basically makes us have to go through a different route in order to dispute or contest these. so my recommendation first and foremost is that start with the Urgent tab. We're going to basically put anything in here that is close to that statute of limitations or expiring time period. So this will give you your best shot of making sure that nothing exceeds or goes outside of that time window. 
 

if the timeliness isn't necessarily a concern here, I would say that, really just working backward in, in, time and starting with, a reasonable chunk of records to go through. And I say reasonable chunk, it's, we recommend doing 20 at a time just based on our experience and seeing how Amazon either bundles these or rejects them at the end of the day. 
 

It's also about the right size for Amazon to action accordingly. So we see that sometimes, throwing too much volume at Amazon doesn't yield the right results or what we want at the end of the day, just makes Amazon bulk reject claims essentially. So our best practices or our recommendations are start with the older ones, and then from there, working through batches and 20 at a time, since it tends to be a pretty, reasonable amount to work through at a faster cadence than if you have to dispute and then go back and re dispute, for example. 
 

[00:37:10] Hans: Perfect. Thanks, Shawn. it looks like we've got another question here from James, regarding pricing. I'm happy to talk about that, Shawn, if that's all right. Pricing for the co op platform, is going to be rolled up into the Amazon product as a whole. we're going to be giving you, insights into your deductions as well as co ops and chargebacks. 
 

so the pricing would really revolve around, how large of a problem is there to solve, as well as, your size of business that you do at Amazon. So if that's a conversation you'd like to have, one on one with one of our account executives, we'd be more than happy to set up that call. 
 

But great question, James.  
 

[00:37:55] Shawn: Yeah, and I will say on that note, just in general, co ops, like I was saying, tend to be a pretty untapped revenue stream or potential opportunity for folks that might not have been looking into or auditing previously. And because of that, again, this, it tends to almost pay for itself, the value that gets unlocked just from the co op services. 
 

So I'll say for that in general as well, is that I think the ROI that we see for our customers on Amazon is somewhere close to 38x what they're paying. And it is in large part due to what we're able to unlock through this co op feature. just another call out to say that it's almost absolutely going to be worth it and to pay for itself just based on what we can unlock incrementally through this type of feature. 
 

That's a great point. 
 

[00:38:50] Hans: Perfect. 
 

[00:38:52] Shawn: I will jump back over here. I know that we're already basically in the live Q& A section here, but if there are any other questions that anyone has, we're more than happy to answer anything co op related or just SupplyPike general.  
 

[00:39:11] Hans: Okay. Perfect. Looks like we've got everything covered. 
 

[00:39:16] Shawn: Yeah. Hopefully that means all questions were addressed and answered. so we'll just keep on going along here and mention that. If there are additional questions, we are a wealth of knowledge and resources here, and it is in part due to our fantastic SupplierWiki team who is always building relevant and free content and resources for vendors and suppliers just like yourselves. 
 

So that's not just Amazon like we've been talking about today, but we work with a number of retail partners as well, including Walmart and Target. So we've got all sorts of guides, eBooks, etc. out there if anyone wants to grab additional information to, educate themselves or their team about what we do or about how these retailers operate. 
 

And last but not least, of course, I will say. Myself and Hans are also available to contact if you've got any questions based on content or things that we've walked through today. So you can always find us at our website, supplypike. com, but we've got both our email addresses. on the screen as well. So if you want to reach out to us directly, pick our brains, ask Hans more about pricing, ask me about how we validate things. 
 

Again, we're always an open book. We're fully transparent about what we do and our processes, so we're more than happy to answer questions with anybody else who's got it. Reach out directly, please.  
 

[00:40:43] Hans: Yeah, feel free to reach out to either of us. We're happy to help.  
 

[00:40:47] Shawn: And with that said, Hans, I think we are at the end of the presentation for today. 
 

So I will say to everyone who has joined us, we appreciate your time as always. Thank you very much. Enjoy the rest of your week and we'll hope to catch you next time on the next webinar.  
 

[00:41:04] Hans: Y'all take care. Have a good one.