Amazon Business opens up a world of opportunities for sellers aiming to thrive in the B2B market. With powerful tools and access to major buyers, it’s designed to boost growth while keeping things simple and efficient.
What is Amazon Business
Amazon Business is a thriving B2B marketplace where sellers can dive into a massive $35 billion market, connecting with over 6 million registered business customers, including 96 of the Fortune 100 companies. Sellers unlock features like quantity discounts, business-only pricing, and streamlined approval workflows — perfect for handling big orders while appealing to institutional buyers.
This platform empowers B2B sellers with exclusive pricing, bulk discounts, and flexible invoice options, all while offering analytics tools to fine-tune operations and boost growth. Using Amazon’s rock-solid infrastructure, business sellers can easily link up with corporations, healthcare facilities, educational institutions, and government agencies that need reliable procurement solutions — all made possible through an *amazon seller shop*.
Benefits of selling B2B on Amazon Business
Selling B2B on Amazon doesn’t mean building a new channel from scratch. You list the same products, add business pricing, and get access to buyers who order in bulk and reorder on a schedule. Here are seven benefits, from bigger orders to lower fees on the largest ones.
Bigger orders, fewer returns
Amazon says business customers buy 70% more units and return 50% fewer orders than retail customers. A buyer stocking an office, a clinic or a classroom orders in bulk and reorders on a schedule, so one account can bring repeat sales for years.
Lower referral fees on large orders
Business orders over $1,000 for a single product can qualify for reduced referral fees, falling as low as 5% on the largest orders. Standard referral fees run roughly 8–17% depending on the category. The reduction applies to both FBA and seller-fulfilled orders. To qualify, sellers offer a business price or quantity discount; sellerboard reports the discount must be at least 3% below the standard price.
Lower FBA fees on multi-unit business orders
If you offer business discounts of 3% or more, Amazon reduces FBA fulfillment fees by $0.37 to $1.17 per unit on small and large standard-size products when a business customer orders two or more units.
Business-only prices and quantity discounts
You can set a business price that only business buyers see, plus up to five quantity-discount tiers per product. According to Amazon’s 2024 data, products with business prices averaged 10% higher sales, and products with quantity discounts saw 20% higher sales and 25% more units sold.
Quotes for large orders
Business buyers can request a custom quote for large orders. You answer from B2B Central and can price a one-off bulk deal without changing your listed price.
Certifications that procurement teams look for
You can display recognized credentials on your seller profile, such as ISO 9001 or small, women-, minority- or veteran-owned business status. Many companies and public agencies have supplier diversity targets, so these badges help you get chosen.
Tools that tell you where to discount
Amazon’s free Business Discount Insights tool recommends which products would benefit from business pricing or quantity discounts. It also flags listings with missing or invalid business prices.
Example: quantity discounts that clear the $1,000 threshold
Set your discount tiers so the top tier pushes an order past $1,000. That way the buyer’s discount also earns you the lower referral fee. Here’s an illustrative product with a $20 standard price:
| Tier | Units | Discount | Unit price | Order value |
| 1 | 5+ | 3% | $19.40 | $97.00 at 5 units |
| 2 | 25+ | 5% | $19.00 | $475.00 at 25 units |
| 3 | 60+ | 8% | $18.40 | $1,104.00 at 60 units |
At 60 units the order crosses $1,000, so it can qualify for the reduced referral fee. Every tier is at least 3% off, so multi-unit FBA orders can also get the lower fulfillment fee. Check that the margin still works at the deepest tier before you publish it.
What it costs and what Amazon expects
| Item | Requirement |
| Selling plan | Professional plan, $39.99/month plus selling fees |
| Amazon Business features | Included; no separate subscription |
| Order defect rate | Under 0.5% |
| Late shipment rate | Under 2% |
| Pre-fulfillment cancel rate | Under 1% |
The performance targets are stricter than for consumer selling, and business buyers are less forgiving of late or incomplete orders. Plan your fulfillment before you switch on business pricing.
How to start selling on Amazon Business
- Check your plan. You need a Professional selling plan in good account health.
- Pick the products. Start with items businesses reorder: office supplies, janitorial, packaging, tools, lab and medical supplies, classroom goods.
- Set business prices. Price a few percent below your consumer price, at least 3% to qualify for the fee reductions.
- Add quantity tiers. Set up to five tiers and make sure the top tier clears $1,000.
- Complete your profile. Add certifications and business details buyers check during procurement.
- Set up fulfillment for bulk. Decide how case and pallet orders will ship before the first one arrives.
Fulfilling Amazon Business orders: FBA, FBM or a 3PL
A business order for 60 units isn’t 60 single parcels. It’s often a case, a carton or a pallet going to a loading dock. How you ship it affects your late-shipment rate, your costs and whether the buyer orders again.
| Option | Best for | Watch out for |
| FBA | Small and standard-size items ordered in multiples | Inventory must arrive fully prepped: since January 1, 2026, Amazon no longer preps or labels FBA inventory in the US |
| FBM (ship it yourself) | Case and pallet orders, oversized items, custom quotes | You own the late-shipment and cancel rates |
| FBM through a 3PL | Brands that sell both B2C and B2B and need case, carton and pallet shipping from one stock pool | Pick a 3PL that handles both parcel and freight |
Many sellers use both: FBA for multi-unit orders of small items, and a 3PL for the bulk and oversized business orders that don’t fit FBA. ASTORAGEHUB handles B2B fulfillment in case, carton and pallet quantities, Amazon FBM, and Amazon FBA prep from one warehouse in Southern California. Orders sync through our Amazon integration, so business orders enter the same workflow as consumer orders.
Is Amazon Business right for you?
It’s a strong fit if you sell products businesses buy repeatedly and in volume, and you can ship bulk orders on time. It’s a weaker fit for one-off gifts, fashion or items businesses rarely buy, and for sellers whose margins can’t absorb a 3–8% business discount.
Need help fulfilling B2B orders? ASTORAGEHUB stores, preps and ships Amazon Business orders, from single cases to full pallets. Get a Quote in 24 HoursKey Financial Benefits
Selling big orders on Amazon Business means smaller fees, with referral rates dropping to just 8%—a real win compared to the usual 15%. It also allows you to offer tempting quantity discounts, with buyers getting up to 10% off when they grab more than one item. The Amazon Tax Exemption Program handles tax-free sales automatically, making it super simple to sell to schools, government agencies, and non-profits without extra hassle. For bulk orders, setting different prices is a breeze. Use the Business Price column or Automate Pricing tools to keep things running smoothly.
Need Help With Fulfillment?
ASTORAGEHUB provides warehousing and fulfillment services for ecommerce and B2B businesses.
Frequently Asked Questions
Amazon Business is Amazon’s B2B marketplace, where companies, schools, hospitals and government agencies buy supplies. Sellers on a Professional plan can offer these buyers business-only prices and quantity discounts. In July 2026 it had more than 11 million organizations buying in 11 countries.
There’s no separate fee. Amazon Business features are included with the Professional selling plan, which costs $39.99 a month plus selling fees. Large business orders can qualify for lower referral fees.
They can be. Business orders over $1,000 for a single product can qualify for reduced referral fees, as low as 5% on the largest orders, for both FBA and seller-fulfilled orders. You need to offer a business price or quantity discount to qualify.
Quantity discounts are lower unit prices for larger orders that only business buyers see. You can set up to five tiers per product, as a percentage off or a fixed price. Set the top tier so the order value passes $1,000.
Sellers are expected to keep an order defect rate under 0.5%, a late shipment rate under 2% and a pre-fulfillment cancel rate under 1%. These are stricter than consumer targets, so reliable fulfillment matters.
Yes. FBA works for business orders, and multi-unit business orders can get lower FBA fees. Since January 1, 2026, inventory must arrive at Amazon fully prepped. Bulk case and pallet orders often ship better through FBM or a 3PL.
Conclusion
Amazon Business gives sellers access to more than 11 million organizations that order more and return less, with no extra subscription. The payoff comes from setting business prices and quantity tiers that qualify for lower fees, then shipping bulk orders on time. Start with your top reordered products, test your tiers, and plan how case and pallet orders will ship before they arrive.
About the Author
Kennia Vazquez Madriz — Fulfillment Specialist
Hands-on experience in warehouse fulfillment and order processing at ASTORAGEHUB, including product picking, packing, order preparation, and daily fulfillment operations.
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