Key takeaways
- Business buyers value quantity pricing and detail.
- Model margin for each tier.
- Check tax and invoice requirements.
- Add specifications and certifications to listings.
What Amazon Business is
Amazon Business is a program through which businesses purchase on Amazon, often with features such as business pricing, quantity discounts, approval workflows and invoicing. Sellers can opt in to offer such features to business customers. Availability and features differ by marketplace.
Who it suits
Products bought by organizations, such as office supplies, janitorial products, safety equipment, tools and components, are natural fits. Consumer products with bulk potential, such as consumables, may also sell well. Consider whether your products are bought repeatedly in quantity.
Business pricing and quantity discounts
Sellers can often set special prices for business customers and tiered discounts for larger quantities. Model the margin at each tier, including fees and fulfillment costs. Decide on the minimum order quantity that makes sense.
- Business-only prices
- Quantity tiers
- Minimum order quantities
- Margin at each level
Tax and invoicing
Business customers may be tax exempt or require VAT invoices. The handling of tax-exemption and invoice requirements differs by country. Check what the program requires and consult a tax professional.
Product information for buyers
Business buyers value detailed specifications, certifications, case sizes and compatibility information. Add this to your listings and attributes, and consider enhanced content to answer procurement questions.
Fulfillment and service
Business orders may be larger and need reliable delivery. Check whether your fulfillment approach can handle bulk shipments. Offer clear returns and customer service processes.
Measure and adjust
Track business sales separately where reporting allows, compare margins and repeat orders and adjust pricing. Invest in what works.
A worked example
A seller of cleaning supplies adds quantity discounts for orders of cases and enriches listings with safety data and case dimensions. Within a few months a growing share of their orders comes from repeat business buyers.
Common mistakes
Typical mistakes include setting discounts without checking margin, ignoring tax and invoice requirements and leaving out specifications. Start with a few products.
Questions to ask before enrolling
Which of my products suit business buyers? What quantity tiers can I afford? Can I handle larger orders? What tax and invoicing steps do I need? How will I measure results?
Selling to business customers: service expectations
Business customers care about reliability and paperwork. They expect accurate invoices, consistent supply, clear lead times and responsive contacts when something goes wrong. A late or incorrect delivery can disrupt their own operations, so they remember it.
Set up a clear process for business inquiries and returns, and consider how repeat buyers will reorder easily. Consistent service builds the repeat purchasing that makes B2B attractive.
Your next three steps
Test business selling on a small range first.
- Choose products bought in quantity or repeatedly.
- Model margins at each quantity tier.
- Add specifications and case sizes to the listings.
Key terms
A few terms used above, in plain language.
- B2B: selling to businesses rather than consumers.
- Quantity tier: a price that applies above a set order size.
- Tax exemption: relief from tax for qualifying buyers.
Frequently asked questions
Do I need a separate account?
Business selling is generally opt-in within your seller account. Check the current process.
Are B2B fees different?
Fee structures can differ. Check the fee schedule.
This guide is general information. Amazon's fees, policies and program rules change and vary by marketplace, so confirm current details in Seller Central and, for tax or legal questions, with a qualified adviser.