Amazon documents reveal company’s secret strategy to dodge India’s regulators – Business News , Firstpost

Amazon favored large sellers on its India platform – and used them to maneuver round guidelines meant to shield the nation’s small retailers from getting crushed by e-commerce giants, inside documents present

It was early 2019, and senior Inc government Jay Carney was getting ready for an essential assembly. The former press secretary to US President Barack Obama, Carney was scheduled to discuss with India’s ambassador to the United States in Washington, DC In Delhi, the Indian authorities had simply introduced overseas direct funding rules that threatened to disrupt Amazon’s enterprise on this planet’s second most populous nation.

Before the assembly, Amazon staff ready a draft word for Carney. The word, reviewed by Reuters, suggested Carney what to say – and what not to say.

He ought to spotlight the truth that Amazon had dedicated greater than $5.5 billion in funding in India and the way it supplied a web based platform for 400,000-plus Indian sellers. But he was cautioned not to expose that some 33 Amazon sellers accounted for a couple of third of the worth of all items bought on the company’s web site. That data, the word suggested, was “Sensitive/not for disclosure.”

Other firm documents reveal equally sensitive data: Two extra sellers on the e-commerce big’s India platform – retailers by which Amazon had oblique fairness stakes – accounted for round 35% of the platform’s gross sales income in early 2019. That meant some 35 of Amazon’s greater than 400,000 sellers in India on the time accounted for round two-thirds of its on-line gross sales.

All this data was certainly politically delicate. If it obtained out, it might give recent ammunition to small Indian retailers who allege that Amazon harms their companies by flouting federal rules and favoring a couple of large sellers. It might have aggravated Prime Minister Narendra Modi, whose political base contains hundreds of thousands of those small retailers. And it could have undercut Amazon’s public messaging that it’s the buddy of small enterprise in India. As the corporate says in a single advertising and marketing slogan in India, it’s “transforming lives, one click at a time.”

What Carney wound up telling the ambassador is unclear. A gathering did happen in April 2019, however neither aspect would touch upon the specifics of the gathering.

The briefing word for Carney is contained in a whole bunch of inside Amazon documents which might be reported right here for the primary time. News of their contents might deepen the dangers dealing with the corporate because it encounters intensifying authorities scrutiny in one in every of its quickest-rising markets. The documents lay naked that for years, Amazon has been giving preferential remedy to a small group of sellers on its India platform, publicly misrepresented its ties with the sellers and used them to circumvent more and more powerful regulatory restrictions right here.

Indian merchants, each brick-and-mortar and smaller on-line sellers, have lengthy alleged that Amazon’s platform largely advantages a tiny variety of large sellers and that the American big engages in predatory pricing that has crushed legions of outlets. Amazon rejects this: It says it complies with Indian legislation, which stipulates that an e-commerce platform can solely join sellers to patrons for a charge, not like within the United States, the place Amazon can each act as intermediary and promote items straight to customers.

The firm additionally says it runs a clear on-line market and treats all sellers equally. The inside Amazon documents contradict these claims, revealing how the e-commerce big has helped a small variety of sellers prosper, giving them discounted charges and serving to one reduce particular offers with large tech producers equivalent to Apple Inc. The documents additionally present that the corporate has exercised vital management over the stock of a few of the greatest sellers on, regardless that it says publicly that all sellers function independently on its platform.

The documents reviewed by Reuters are dated between 2012 and 2019. They embody drafts of assembly notes, PowerPoint slides, enterprise experiences and emails. One of the notes incorporates a frank appraisal of Modi’s “straight forward” type of considering, sizing him up as “not an intellectual.” Together, they supply a glance inside a cat-and-mouse sport Amazon has performed with India’s authorities, adjusting company constructions every time the federal government imposed new restrictions on overseas e-commerce corporations, amid rising agitation from small retailers.

Amazon “does not give preferential treatment to any seller on its marketplace” and “has always complied with the law,” the corporate mentioned in a written response to questions from Reuters. “The reporting appears based on unsubstantiated, incomplete, and/or factually incorrect information, likely supplied (maliciously) with the intention of creating sensation and discrediting Amazon.” The firm added that it “treats all sellers in a fair, transparent, and non-discriminatory manner, with each seller responsible for independently determining prices and managing their inventory.”

Modi’s workplace and India’s Ministry of Commerce and Industry didn’t reply to questions from Reuters.

Amazon has turn into one of many two greatest e-commerce platforms in India, with shut to $10 billion in gross sales in 2019, in accordance to Forrester Research. The American big is aware of it faces vital regulatory dangers right here.

In latest years, Amazon has acknowledged in its annual U.S. Securities and Exchange Commision disclosures that its enterprise constructions and actions adjust to Indian legislation, however that there are “substantial uncertainties” relating to their interpretation. It is feasible the Indian authorities “will ultimately take a view contrary to ours,” the disclosure states. And a violation of any current or future rules or a change of their interpretation might outcome within the enterprise “being subject to fines and other financial penalties” or being compelled to restructure or “shut down entirely.”

In January 2020, India’s antitrust watchdog, the Competition Commission of India, introduced it was investigating Amazon and Walmart Inc’s Flipkart following a grievance by an Indian dealer group. The fee cited 4 alleged anti-aggressive practices: unique launch of cellphones by the e-commerce corporations, selling most popular sellers on their web sites, deep discounting, and prioritizing some vendor listings over others.

The probe is at the moment on maintain after a problem by Amazon and Flipkart, the opposite main e-commerce platform within the nation.

Separately, Amazon is below investigation by India’s Enforcement Directorate, the federal monetary crime-preventing company, which has been investigating the corporate for potential violation of overseas funding guidelines. Such probes usually take years in India, and usually particulars aren’t made public.

Asked concerning the investigations, Amazon mentioned it was assured of its compliance and dedicated to cooperating with the antitrust watchdog and Enforcement Directorate. Flipkart didn’t reply to a request for remark.

The Competition Commission and Enforcement Directorate didn’t reply to questions.

Amazon is working in a charged political atmosphere. The rise to energy of Modi, who first received election in 2014 on a groundswell of Hindu nationalism, has made life difficult for multinational corporations. Hindu nationalist teams, suspicious of overseas affect and sometimes vital of enormous multinationals, are looking for coverage adjustments to shield home companies. Companies like Alphabet Inc’s Google, Facebook Inc and Mastercard Inc have additionally confronted stringent regulation. In the case of e-commerce, the restrictions are geared toward defending brick-and-mortar retailers.

Despite the regulatory and political obstacles, Amazon has loved explosive progress in India. The growth has been led by Amit Agarwal, a senior vice chairman and the nation supervisor for India. Agarwal, 47, who has a grasp’s diploma in laptop science from Stanford University, has risen by means of the ranks since becoming a member of the corporate in 1999.

By his early 30s, he’d turn into an in depth adviser to Amazon founder Jeff Bezos. One firm doc, which particulars his profile, contains these strains: “Amit was chosen to be Jeff’s technical Advisor at a young age of 33. ‘Technical advisors’ are a chosen few that work side by side with J Bezos and are then selected to take on some of the most critical roles at Amazon.”

Agarwal enjoys taking part in electrical guitar and was a vocalist throughout his Stanford days in a rock band known as Algo-Rhythms, in accordance to a latest model of his profile on the alumni web page of the Indian Institute of Technology, the place he obtained a pc science diploma. He can be a “die-hard fan” of comic Jerry Seinfeld, in accordance to the profile.

Under Agarwal, Amazon has ramped up funding in India. The nation is one in every of Amazon’s most essential progress markets – particularly because it introduced in 2019 that it could not function its market in probably the most populous nation, China, the place it confronted stiff native competitors. On a go to right here in January final 12 months, Bezos introduced Amazon would spend $1 billion to carry small companies on-line in India. That would take the company’s whole dedicated India funding to $6.5 billion.

But India additionally poses distinctive challenges to the enterprise mannequin that made Amazon the most important on-line retailer on the planet. Because overseas funding rules in India bar e-commerce corporations from holding inventories of products and promoting them straight to prospects, corporations like Amazon can solely accumulate charges from distributors promoting merchandise on their market.

Globally, about 58% of Amazon gross sales of bodily items in 2018 got here from third-celebration retailers; the remaining come from direct gross sales to customers, the corporate has disclosed. The capability to promote straight to folks within the United States and elsewhere packs large advantages. It means Amazon can deal straight with producers, for one, giving it higher management over its product vary.

It is that this barrier – the regulatory wall across the client – that Amazon has been attempting to overcome for a lot of the previous decade in India.

When Amazon arrived in 2004, it created a improvement middle geared toward servicing its international operations. Agarwal, who helped arrange the operation, recalled on an Amazon weblog in 2019 how his crew initially rented cubicle house in one other company’s workplace and “used to sit on the ground and write code” as a result of they didn’t have chairs. Today, the corporate says it has 100,000 staff in India.

Amazon’s major foray started in 2013. It began itemizing books and DVDs on, its on-line platform. Since then, Amazon has taken an aggressive strategy to authorities limits on e-commerce.

“Test the Boundaries of what is allowed by law,” mentioned one slide in a 2014 presentation, titled “Risk Analysis.” The slide suggested that preparations be made within the occasion of a go to by an enforcement physique: “Establish a Strong Dawn raid Process.”

Asked concerning the slide, Amazon mentioned that “dawn raid preparedness” is “standard worldwide practise” and refers to the coaching of staff “to handle site visits from officials pertaining to police, fire services, law enforcement and other services personnel on government duty.”

To take care of the restrictions on direct gross sales, Amazon discovered an oblique approach of reaching customers and boosting gross sales rapidly. It entered a three way partnership with an entity shaped by one in every of India’s most well-known tech moguls, N.R. Narayana Murthy, founding father of software program providers big Infosys Ltd. The enterprise was used to create a vendor named Cloudtail, which started providing items on after it was arrange in August 2014.

Amazon has mentioned that Cloudtail is an impartial vendor on its market. A 12 months after Cloudtail was created, Amazon advised Indian enterprise newspaper Mint that Cloudtail acquired “the same privileges as any of the other sellers on our platform.”

But Amazon has been deeply concerned in increasing Cloudtail – usually referred to as “SM,” or “Special Merchant,” within the documents.

“The Special Merchant (SM) was launched in Aug-14 and we helped SM quickly ramp up and gain scale through Q4,” acknowledged an Amazon India report, dated Feb. 23, 2015.

“Launch, stabilize, grow Special Merchant; make it profitable,” the report mentioned.

Amazon had large plans for Cloudtail. The goal was to guarantee Cloudtail accounted for 40% of gross sales, “and build this into a $1+B business” in 2015, in accordance to the report. To that finish, the report reveals, Amazon helped Cloudtail “acquire key relationships” with main tech corporations, together with Apple, Microsoft and OnePlus. This included unique offers with these corporations to promote their merchandise, equivalent to smartphones. The tech corporations obtained a giant new gross sales channel, whereas Cloudtail obtained coveted merchandise that it listed on

Growth in on-line share of smartphone gross sales

Amazon mentioned in its assertion that it facilitates “the introduction of brands to sellers” in accordance with the manufacturers’ necessities.

A spokesperson for Cloudtail and Murthy mentioned that they had no remark. Apple and OnePlus didn’t reply to questions. Microsoft had no remark.

The offers Amazon facilitated with smartphone makers, coupled with deep reductions Cloudtail was providing on the Amazon web site, hit India’s offline cellular sellers laborious, mentioned Arvinder Khurana, president of the All India Mobile Retailers Association.

“The entire market was disturbed,” mentioned Khurana, whose commerce group represents 150,000 cellular retail shops. “There’s been a year-on-year decline in sales” at brick-and-mortar retailers, he added.

Currently, e-commerce accounts for 4% of India’s roughly $900 billion retail market, in accordance to Forrester Research. But it’s rising quick.

While some 10% of smartphones in India had been being bought on-line in 2013, by 2016 that determine had jumped to 30%, in accordance to Forrester. By 2019 it was 44%. And Amazon and Flipkart dominate these gross sales, accounting for roughly 90% of all on-line smartphone gross sales, mentioned Forrester analyst Satish Meena.

Brick-and-mortar retailers advised Reuters they’re struggling to compete with the net giants. One cell phone vendor within the metropolis of Ahmedabad mentioned that whereas he was promoting an iPhone 11 for 56,000 rupees ($769), a buyer advised him it was going for round 47,000 rupees ($645) on Amazon.

For Mumbai cell phone service provider Narendra Gada, the competitors was ruinous. In 2013, he mentioned, his enterprise was doing properly. It enabled the 44-year-outdated to help his household of three, promoting round 20 telephones a day at his retailer within the upmarket Colaba space. His month-to-month gross sales, he mentioned, had been round 10 million rupees (about $137,000). “Margins were good at that time,” Gada recalled, as excessive as 25% on some fashions.

Everything modified in 2015 with the growth of on-line gross sales of smartphones, he mentioned. He couldn’t compete with the unique launch of smartphone fashions on-line or the reductions being supplied, he mentioned.

By 2016, his gross sales had dropped some 40%. Customers would come to his store to strive smartphones, ask for the WiFi password after which go surfing to purchase the mannequin they’d simply sampled, he mentioned. In 2018, Gada started promoting at decrease margins and on credit score to maintain gross sales alive. Late final 12 months, he shut the store he’d began in 1998. The last straw was the pandemic-induced lockdown. But he mentioned it was the arrival of on-line gross sales that killed his enterprise.

“There is no walk-in now,” he mentioned. “There is no business.”

In its assertion, Amazon mentioned, “Facts communicate a different reality. Small businesses are increasingly embracing technology and finding success online.”

The firm mentioned that it now had over 700,000 sellers on its platform, most of them small and medium companies, and had “no incentive” to maintain the variety of sellers down. It additionally mentioned that tens of 1000’s of Indian producers are utilizing Amazon to promote to customers overseas, to date producing cumulative gross sales of $2 billion. And for hundreds of thousands of customers, after all, the reductions supplied on Amazon’s platform are a boon.

About two months after Cloudtail’s launch in August 2014, Bezos met Modi in New Delhi. A draft doc containing speaking factors was ready for the Oct. three assembly. It makes no point out of Cloudtail or its plans.

One key goal of the assembly, in accordance to the doc, was to talk about boundaries to overseas funding within the e-commerce sector.

The doc additionally included a short appraisal of the Indian chief. “PM Modi is not an intellectual or an academic but believes that strong administration and governance is the key to running a successful government,” it mentioned. “He is known to like simple, logical, straight forward thinking without excessive academic jargon.”

Asked concerning the description of Modi, Amazon mentioned it was dedicated to the prime minister’s imaginative and prescient for India’s digital financial system and believes it may assist by getting 10 million medium and small companies on-line, amongst different steps.

Both in public and in non-public conferences, Agarwal emphasised that Amazon was serving to the little man. Ahead of a scheduled assembly with India’s ambassador to the United States in January 2016, a doc was ready for Agarwal and different executives. “We are committed to transforming lives of SMBs,” or small-and-medium companies, reads a speaking level contained in a draft of the doc.

In March 2016, Cloudtail’s share of gross sales on was round 47%, an inside doc reveals. Amazon doesn’t make such numbers public.

But that month, Amazon obtained some unhealthy information: The Indian authorities introduced new overseas funding guidelines. It capped on-line market gross sales from a single vendor at 25% of whole gross sales, which was seen as an try to degree the taking part in area. To adjust to the cap, Cloudtail’s share of gross sales on the Amazon platform had to be introduced to 25% or much less.

The new guidelines additionally required that an e-commerce platform “will not exercise ownership over the inventory” bought on its web site. Internal firm documents present that Amazon was successfully treating Cloudtail’s stock as its personal on the time. In a May 2016 doc, for example, the corporate explains that “we will need to move a subset of this selection” of smartphones from Cloudtail “to other sellers,” to adjust to the 25% restrict.

That’s what it did. Amazon moved the procurement of some cell phone manufacturers Cloudtail was providing to Amazon Wholesale, a wholesale business-to-business operation in India which didn’t fall below the overseas funding restrictions. Amazon Wholesale then provided these merchandise to “certain” sellers, who in flip bought them on, in accordance to a 2016 inside international regulatory replace.

“As government policies have continued to evolve, we have consistently made the necessary changes to ensure compliance at all times,” Amazon mentioned when requested concerning the documents laying out the maneuver. “The so-called facts stated here fail to show any non-compliance” with overseas funding guidelines.

Amazon has repeatedly mentioned it has no position in pricing items bought on-line in India and that costs are determined by sellers. The new 2016 authorities guidelines explicitly acknowledged that “e-commerce entities providing [a] marketplace will not directly or indirectly influence the sale price of goods or services and shall maintain [a] level playing field.”

Following the rule change, nonetheless, Amazon lowered the charges it charged some large sellers on its platform to allow them to provide extra aggressive costs. “We adjusted our business model by activating a fee incentive program (Platinum Seller Program or PSP) to provide discounted fees to a subset of large managed sellers (Platinum Sellers) to help them match” costs of e-commerce rivals, mentioned the worldwide regulatory replace doc.

In addressing the 25%-of-gross sales cap on a single vendor, Amazon additionally proposed having a second particular service provider, as well as to Cloudtail. It estimated the 2 particular retailers would collectively account for about half of the gross sales on its platform.

In 2017, a brand new particular service provider named Appario – referred to as “SM2” in an inside doc – was created. This time, Amazon entered into one other three way partnership, with an entity backed by the household of Ashok Patni, a pioneer within the Indian IT outsourcing sector.

One inside Amazon doc from 2019 states that the 2 particular retailers get “subsidized fees” and entry to Amazon international retail instruments. These instruments are used for issues like stock and bill administration.

Amazon mentioned its market charges rely on the class of product and the season of the 12 months, and are “uniformly applicable to all like sellers.”

Appario and a Patni consultant didn’t reply to requests for remark.

Even after India applied new funding guidelines in 2016, relations between Bezos and the Modi authorities appeared good. That June, the Amazon boss acquired a enterprise management award from Modi at a U.S.-India Business Council occasion in Washington. Bezos advised the viewers how small sellers had been benefiting from Amazon’s India market. He introduced he deliberate to make investments an additional $three billion within the nation.

In 2016, Amazon launched its Prime Video streaming service in India and launched its voice-recognition audio system the subsequent 12 months. It has additionally ventured into meals retail and expanded its cloud-computing enterprise.

In late 2018, Amazon’s main annual on-line gross sales promotion, the Great Indian Festival, was a smash. During the massive sale, India head Agarwal rejoiced in an inside e-mail to staff.

The first 36 hours of the sale “surpassed every event in our history,” he wrote. “We had our biggest day ever for Smartphones, with estimated 3 out of every 4 smartphones sold in the entire country (online or offline) purchased on – this is truly phenomenal.”

With a nationwide election looming in April 2019, the Modi authorities struck once more. In December 2018, it introduced new restrictions that prohibited distributors by which marketplaces equivalent to Amazon have an fairness curiosity from promoting merchandise on these marketplaces. The intention, authorities officers advised Reuters on the time, was to deter deep discounting by large on-line retailers.

The new limits compelled Amazon to restructure its relationships with Cloudtail and Appario, the 2 particular retailers by which it held oblique stakes. As firm documents confirmed, the 2 then accounted for round 35% of Amazon’s on-line gross sales.

The regulatory change was extensively seen in India as a transfer by Modi to pacify small merchants, a vital a part of his celebration’s electoral base. It was this transformation to the overseas funding guidelines that Amazon government Jay Carney wished to talk about with the Indian ambassador on the time, Harsh Vardhan Shringla, in Washington. Shringla is now India’s overseas secretary.

Asked concerning the Carney assembly, Amazon mentioned, “we cannot comment on specifics of the meeting as those are confidential.”

Shringla’s workplace mentioned in an announcement: “The meeting in question was at Amazon’s request.” It didn’t present any element on what was mentioned.

In the early hours of Feb. 1, 2019, 1000’s of merchandise being bought by Cloudtail and Appario vanished from Amazon’s web site in compliance with the deadline for the brand new guidelines. But days later, the merchandise had been again as Amazon decreased its fairness stake within the guardian corporations of the 2 sellers. This maneuver, the corporate believed, made it compliant with the brand new guidelines, in accordance to the interior doc from 2019.

Amazon’s relationship with the Indian authorities was rising extra contentious.

In June 2019, Commerce Minister Piyush Goyal dressed down e-commerce executives, together with Amazon’s Agarwal, telling them in a gathering they need to adjust to the brand new guidelines. Goyal was blunt, mentioned one government who was there.

“We will not let e-commerce impact small shopkeepers… I know there have been many issues of non-compliance,” the chief mentioned, summarizing Goyal’s remarks. “So think about it, set it right. If you don’t, we will make things public, it will be put in the public domain and you will be embarrassed.”

Then got here the information of the antitrust probe into Amazon and Flipkart in January 2020, the identical month Bezos was making one other journey to India. Traders staged small road protests, holding up placards with a purple “X” emblazoned on an image of the Amazon CEO’s face and the phrases, “Jeff Bezos Go Back!” Commerce Minister Goyal diminished the company’s announcement of an additional $1 billion of funding. “It’s not as if they are doing a great favor to India,” he mentioned.

There was one other salvo in August: A gaggle of greater than 2,000 on-line sellers filed an antitrust case towards Amazon and Cloudtail, alleging Amazon favors some retailers whose on-line reductions drive different distributors out of enterprise. Amazon and Cloudtail have each mentioned they adjust to all legal guidelines; the Competition Commission of India has but to resolve whether or not to order an investigation into the matter.

And there may be one other risk: Mukesh Ambani, India’s richest man and chairman of Reliance Industries, one of many nation’s greatest conglomerates, is increasing his e-commerce enterprise. Reliance didn’t reply to a request for remark.

Despite the challenges, Amazon continues to develop. Last 12 months, it started providing auto insurance coverage and introduced it was launching a web based pharmacy service.

It additionally continues to tout itself as a platform for the little man. For its large annual sale in October, it ran a entrance-web page newspaper advert that learn: “Celebrating India’s Small Businesses and Entrepreneurs.”

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