How to Sell on Amazon Business: B2B Pricing, Quantity Discounts and Quotes
Most Amazon sellers think only about consumers, but businesses, schools, hospitals and government offices buy on Amazon too, often in larger quantities. Amazon Business gives sellers tools to reach them: business-only prices, quantity discounts and quote requests. For factories and brands with case packs or office, industrial and supply products, it can be an easy extra channel. Here is how it works.
Amazon Business in numbers
Amazon's Amazon Business page for sellers gives these figures:
| Metric | Figure (per Amazon) |
|---|---|
| Annualized sales driven by Amazon Business | $35 billion |
| Organizations served globally (excluding emerging markets) | 8 million |
| Fortune 100 companies shopping on Amazon Business | 97 |
Source: sell.amazon.com Amazon Business page (accessed Oct 30, 2026). The page shows no date, so figures may not be the latest; check Amazon's current materials.
Amazon also says business customers tend to buy "in larger quantities and return items less," which is good for margins and account health.
Who can sell to business customers
You need a Professional selling account. Amazon's FAQ says, "To start using Amazon Business selling tools, sign up for a Professional selling account." Per Amazon's pricing page, the Professional plan costs $39.99 a month plus selling fees, and it includes "Sell B2B with Amazon Business." Amazon doesn't list a separate fee for the business features; its FAQ mentions lower referral fees on larger purchases but gives no figures.
The main tools
- Business Price. A price shown only to verified business customers, set in the "Business Price" column on Manage Inventory or with Automate Pricing rules.
- Quantity discounts. Tiered prices that reward larger orders, for example a lower unit price at 10 or 50 units.
- Business-only offers. Offers and discounts visible only to business customers.
- Quote requests. Review and respond to requests for quotes using Manage quotes in Seller Central.
- B2B Central. A hub in Seller Central with tools such as B2B Product Opportunities, Case Pack Product Opportunities and Business Discounts Insights.
- Package hierarchies. List single units, case packs and pallets so buyers can order the size they need.
- Tax exemption. Amazon's Tax-Exemption program automates exemptions on qualified purchases.
- Certifications. Add diversity and quality certifications to your seller profile, which some procurement teams look for.
- APIs. Amazon Business APIs in the Selling Partner API can automate business prices and quantity discounts.
Which products do well
Think about what offices, warehouses, clinics, schools, restaurants and contractors reorder: cleaning and janitorial supplies, packaging and shipping materials, office and breakroom items, tools and safety gear, lab and medical consumables, and spare parts. Products that come naturally in case packs are a strong fit. Amazon's own Case Pack Product Opportunities tool in B2B Central can show demand you're missing.
Start with your existing best sellers. For example, add a business price a few percent below your consumer price and two quantity tiers, then watch Business Discounts Insights before expanding.
Setting quantity discounts that make sense
- Work out your margin per unit at each order size, including FBA or shipping costs.
- Pick tiers that match how businesses buy (a case, several cases, a pallet).
- Make sure each discount still covers fees and ad costs.
- If you offer case packs, list them as separate offers with the right package hierarchy.
- Review results monthly and adjust tiers that don't get used.
Common mistakes
- Discounts that ignore fees. A deep quantity discount on an FBA item can turn a profitable SKU into a loss once referral and fulfillment fees are counted.
- Slow quote replies. Procurement teams compare suppliers; a quote answered days later is often too late.
- Thin listings. Business buyers want specs, pack counts and compliance details in the listing, not just lifestyle images.
Getting started checklist
- Confirm you have a Professional selling account.
- Open B2B Central from the B2B menu in Seller Central.
- Set business prices and quantity discounts on top SKUs.
- Add case packs or pallets if you have them.
- Turn on quote notifications and respond quickly.
- Add any certifications your business holds to your profile.
- Check the Amazon Tax-Exemption program settings.
Business demand is part of why third-party sales keep growing; see our analysis of Amazon's Q3 2026 results.
How Atronia Innovations can help
We help factories and brands set up Amazon channels, including business pricing, case packs and quantity discounts alongside consumer sales. See our pricing or talk to our team.
