What if there were a way to level up your average order volume with only a few clicks on Seller Central? Branching out into the world of Amazon Business can help you win repeat customers who buy in bulk.
In this article, we’ll share some of the top Amazon Business pricing and discount strategies. This will help you gain repeat customers, higher order quantities, and more sales.
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Key Points
- Amazon Business is one of the fastest-growing B2B marketplaces in the world.
- Business-only pricing and quantity discounts give sellers a direct lever to increase average order value.
- Winning on Amazon Business is not just about price.
What Is Amazon Business?
Amazon Business is a free service available to all sellers who want to sell to other businesses on the platform. Perks include access to discounted products, lower referral fees for bulk purchases, search and payment enhancements, logistical support, and more.
What Is Business Prime?
Amazon Business is free to join, but Business Prime is a paid membership layer on top of it. Think of it this way: Amazon Business gives buyers access to the B2B marketplace. Business Prime gives them tools to buy smarter, spend less, and move faster.
As a seller, knowing which plan your buyers are on tells you a lot about how they purchase. It also tells you how much authority they have to spend and how quickly they can complete an order.
In 2024, Business Prime members saved more than $750 million globally in shipping fees. Over 70% of U.S. orders arrived same or next day. These are active, motivated buyers with real purchasing power. They are worth optimizing for.
What Are Amazon Business Discounts
One of the biggest advantages of enrolling in Amazon Business is the ability to offer customers discounted prices on any item to incentivize high-volume orders. Through Amazon B2B Central, you can offer generalized discounts on any product, in any quantity. You can also adjust your pricing anytime based on product performance, customer response, and other data.
4 Ways to Win with Business Pricing & Discounts
As an Amazon Business seller, you can access business-only pricing and create specialized discounts to win customers. The benefits don’t stop there. Here’s how the right Amazon Business strategies can unlock explosive growth for your brand.
1. Set Your Business Up for Long-Term Growth
With the launch of Business Prime Rewards, Amazon is incentivizing more businesses to buy and sell on the B2B side. And with perks like 4% cash back on Amazon Private Brands purchases and up to $1,000 in rewards, industry experts have taken note.
Amazon Business has been called one of the fastest growing ventures in Amazon’s history, reaching $35 billion in annual sales.
2. Use Tiered Pricing to Incentivize Larger Volume Purchases
As an Amazon Business Seller, you get access to two exclusive pricing perks: business-only pricing and quantity-based discounts.
How to Set Up Quantity Pricing
Amazon Business Pricing allows you to set discount pricing that applies to any quantity of products, even just one unit. By providing exclusive discounts for bulk purchases, you can position your brand as a cost-effective long-term partner.
To enable bulk discounts, start by setting your Quantity Pricing. Navigate to the Manage Inventory tab and find the product you want to discount. In the Business Price column, click the link arrow next to “Add quantity discounts.”
Once there, you can set up tiered discounts using one of two pricing models: percent off business price and fixed price off a business price.
- Percent off lets you offer percentage-based discounts based on pre-defined minimum order quantity (MOQ) tiers. For example, you could set a 5% discount for bulk orders with a MOQ of 10 units and a 20% discount for orders with an MOQ of 100.
- Fixed price enables you to set a specific dollar-number discount based on each MOQ tier. For example, you could set a $10 discount for orders over $100, and a $100 discount for orders over $1,000.
As an Amazon Business seller, you have total flexibility in how many tiers you set, what the thresholds are, and how deep a discount you want to offer at each level. Keep in mind, these discounts only apply to your business prices, and won’t be viewable by your regular customers.
Adjust pricing automatically depending on demand, inventory, competitor pricing, market trends, and more. We break it all down in The Ultimate Guide to Amazon Dynamic Pricing.
3. Take Advantage of Business Bid Adjustments
Amazon Ads recently introduced Business Bid Adjustments, which lets you boost your bids by up to 900% for Amazon Business Placements. According to Amazon, sellers who advertise on Amazon Business see a 2x to 3x higher return on ad spend (RoAS) relative to overall campaign performance.
As an Amazon Business seller, you also gain access to specialized performance metrics that can help you make better bidding decisions:
- Conversion Rate (CR): Keep an eye on which products or keywords are bringing in the most conversions. Use this insight to tweak your bidding strategy and focus on what’s really driving results with business shoppers.
- Click-Through Rate (CTR): Pay attention to your CTR to see how well your ad creative and targeting are working. Adjust your bids for high-CTR keywords or products to attract more traffic to your listings.
- Return on Ad Spend (RoAS): Keep tabs on your return on ad spend to see how profitable your ad campaigns are and focus on campaigns with a higher return on investment.
- Cost Per Click (CPC): Use your CPC to gauge the competitiveness of your bids, adjust your bidding, and improve ad performance.
- Attribution Metrics: Dive into attribution metrics like first-click or last-click attribution to understand how different touchpoints affect business conversions. Use this data to fine-tune your bidding strategy, optimize ad placements, and allocate your budget with confidence.
Another perk of Business Bid Adjustment is that it’s low-commitment. It’s an optional tool that users can turn off at any time. Simply adjust your input to 0% in the “Bid adjustments” tab of the Campaign Manager and go right back to advertising as usual.
Both AI and rule-based bidding have their place. Learn When to Use Each for Maximum RoAS.
4. Grow Revenue with Bundled Offerings and Business Packages
As long as you keep your pricing and discounts competitive, your business customers can be some of the most loyal selling relationships you have, resulting in consistent and reliable revenue.
Your business customers are also more likely to turn to you when they need a vendor for a different type of product. By promoting bundled offerings or exclusive business packages with discounted prices for a combination of products, you can increase sales in a number of new ways.
For example, a supplier serving construction companies might offer a bundled package that includes construction materials and safety equipment at a discounted rate. With more ways to cross-sell, upsell, or even expand your product portfolio to meet business customer needs, you can increase your average order value (AOV) and grow your revenue.
Finally, Amazon Business also allows registered businesses to pre-negotiate pricing. This means businesses can contact suppliers directly and request a price sheet, opening you up to a range of relationship-building opportunities with buyers.
How to Start Selling on Amazon Business
Ready to start scaling with Amazon Business? First, you’ll need a Professional Seller Account in good standing. Log in to Seller Central and click B2B, where you’ll enroll in order to get access to B2B Central.
Once your registration is approved, head to B2B Central to start adding products to your catalog. B2B Central offers features like a Product Opportunities tool and Amazon Bulk Services to help you choose the right products and manage bulk listings.
Once you’ve set up your B2B products, head to the Manage Inventory tab, then the Business Price column. From here, you can create business prices and discounts or set dynamic pricing rules. Individual customers will still see your regular price, but business buyers will see discounted options. You can also integrate with third-party tools like the Trellis dynamic pricing platform.
Once you have your products and prices set up, make sure your business profile is in tip top shape. Amazon recommends adding diversity and quality certifications to your seller profile to target businesses with specific vendor goals. Finally, don’t forget to optimize your product listings and brand store to attract business buyers.
Stay compliant with Dynamic Pricing from Trellis. Set minimum and maximum prices across multiple marketplaces, while using the power of AI to react to market changes in real-time. Book your free demo to see it in action!
How Trellis Can Help You Grow on Amazon Business
Competing on Amazon Business means more than just offering a discount. You need to price strategically, advertise to the right buyers, and react to market changes fast enough to stay ahead. That’s where Trellis comes in.
Trellis’ Dynamic Pricing platform uses machine learning to adjust your prices in response to competitor data, inventory levels, demand signals, and market trends. It does this automatically and within the guardrails you set, so you never accidentally drop below your floor price or drift above your ceiling. For B2B sellers, this is especially valuable when managing tiered pricing across multiple minimum order quantity (MOQ) thresholds.
On the advertising side, Trellis’ AI-powered ad automation helps you make the most of Business Bid Adjustment by identifying which products and keywords are driving the most conversions with business buyers. Instead of manually adjusting bids across hundreds of campaigns, Trellis handles the optimization so you can focus on strategy.
Trellis also gives you access to Market Intelligence dashboards that show you how your products are performing across the full shopper funnel, giving you the data you need to spot B2B growth opportunities before your competitors do.
If you’re ready to grow your Amazon Business sales without sacrificing profitability, schedule a demo with the Trellis team today.
Can Certifications Win You More B2B Sales?
A growing number of business buyers are not just looking for the best price. They are required by their organizations to meet environmental, social, and governance (ESG) purchasing goals. Amazon Business accommodates this through its responsible purchasing tools, and sellers who qualify can be surfaced directly to these buyers in filtered search results.
This is not a small segment. Medium and Enterprise Business Prime buyers often have formal purchasing policies that require a certain percentage of spend to go toward diverse, sustainable, or local suppliers. If you qualify and have verified your credentials, you appear in those results. If you have not, you do not, regardless of how competitive your pricing is.
The types of credentials that matter include:
- Diversity certifications: Minority-owned, woman-owned, veteran-owned, LGBTQ+-owned, and disability-owned business designations
- Quality certifications: ISO standards and similar third-party quality verifications
- Sustainability credentials: Climate Pledge Friendly product badges, sustainable packaging certifications, and other environmental designations
- Small and local business status: Amazon surfaces locally based and small business sellers to buyers whose organizations prioritize community purchasing
To add your certifications, go to your Business Settings in Seller Central and navigate to the certifications section. The process is straightforward, and Amazon will verify the credentials you submit.
A few things to keep in mind. First, certifications alone will not win you sales. Your listing still needs to be accurate, your pricing competitive, and your fulfillment reliable. Think of certifications as the door opener. Your listing and seller metrics are what close the deal.
Second, this is a long-term play. As more organizations formalize their ESG commitments, the segment of buyers filtering for certified sellers will grow. Getting verified now puts you ahead of that curve.
If your products are already a strong fit for business buyers, taking an hour to add your certifications to your seller profile is one of the highest-return low-effort moves you can make.
How Guided Buying Affects Which Sellers Get Chosen
Here is something most sellers do not know: business buyers on Small, Medium, and Enterprise Business Prime plans can control which products and sellers their employees are allowed to purchase from. This feature is called Guided Buying, and it has a direct impact on whether your products show up at all for a large portion of B2B shoppers.
Guided Buying works through three settings:
Prefer
An organization marks certain products or sellers as the recommended choice. When a buyer searches, preferred listings get a visual badge that steers them toward that option. If your products are preferred, you get a built-in competitive edge with that organization.
Restrict
Only approved products or sellers are available for purchase. If you are not on the approved list, buyers within that organization simply cannot buy from you, regardless of your price or listing quality.
Block
Your products are removed from search results entirely for that organization’s users. You are invisible to them. Medium and Enterprise Business Prime buyers represent large organizations with significant purchasing volume. Losing access to even one of them through a Restrict or Block setting can mean losing a substantial amount of recurring revenue.
The harder reality is that sellers cannot see which organizations have restricted or blocked them. You will not get a notification. You just stop appearing in their results.
So what can you do? Focus on the factors that influence whether organizations prefer your products in the first place:
- Keep your seller metrics strong. On-time delivery rate, order defect rate, and customer feedback all factor into how Amazon and business buyers evaluate you as a reliable vendor.
- Add certifications to your seller profile. Diversity, quality, and sustainability certifications increase your visibility to buyers with specific purchasing mandates.
- Optimize your listings. Clear titles, accurate descriptions, and strong content signal professionalism to procurement teams reviewing your products.
- Use Amazon’s pre-negotiated pricing feature to build direct relationships with high-value buyers. This opens a line of communication that could put you on a preferred vendor list.
What Are Extended Payment Terms?
One of the biggest reasons large organizations have traditionally avoided buying through Amazon is payment timing. Most procurement departments operate on net-30 or net-60 payment cycles. Consumer-facing marketplaces do not accommodate that. Amazon Business does.
Business Prime members on Small, Medium, and Enterprise plans can access extended payment terms on eligible orders. Enterprise members can receive up to 60 days to pay. This aligns with how procurement teams actually operate and removes a major friction point that used to push B2B buyers toward traditional distributors instead of Amazon.
There is another feature worth knowing about: the order approval window. Prices are held for up to 14 days while an order goes through internal approval. In large organizations, a buyer may find your product, add it to their cart, and then wait for a manager or purchasing department to sign off.
During that window, your price stays locked for them.
For sellers, this creates both an opportunity and a risk.
- The opportunity: buyers on these plans are more likely to complete larger orders because the financial and administrative friction has been reduced. If your product is the right fit at the right price, there are fewer reasons for them to abandon the purchase.
- The risk: if your pricing changes significantly during that 14-day window, it can affect your margins or, in some cases, disrupt the order. This is where having smart pricing guardrails becomes important.
Setting a minimum price floor ensures you never fulfill a large order at an unprofitable price point. Setting a maximum ceiling keeps you competitive without overpricing during low-demand periods. With a tool like Dynamic Pricing, you can define those guardrails and let the platform handle the adjustments automatically, so your B2B pricing stays stable and strategic without requiring constant manual oversight.
The broader takeaway is this: Amazon Business is actively removing the barriers that used to keep large buyers off the platform. Extended payment terms, held pricing during approval, and multi-user account access all make it easier for procurement teams to buy through Amazon. As those barriers come down, the sellers who are ready with the right pricing, listings, and credentials will be the ones who capture that spend.
In Summary
Amazon Business is a growing B2B marketplace that gives sellers access to tools, buyers, and revenue streams that most are not yet taking full advantage of. By enrolling in Amazon Business, setting up business-only pricing and quantity discounts, using Business Bid Adjustment to increase visibility with B2B shoppers, and optimizing your seller profile with certifications, you can build a reliable, high-volume customer base that orders regularly and at scale.
The key is to approach Amazon Business as a long-term strategy, not a one-time setup. Pricing needs to stay competitive without cutting into your margins. Ads need to target the right buyers at the right time. Listings need to be optimized for both organic search and business buyer expectations.
Trellis gives sellers the AI precision and real-time data to do all of that in one platform.
Whether you’re just getting started on Amazon Business or looking to scale what’s already working, Trellis can help you grow profitably.
Schedule a demo to see it in action!
