seller
- What changed
- Business only prices and quantity discounts shown to Amazon Business customers
- When
- Updated October 2026
- Who it affects
- Professional sellers whose products are bought by offices, schools, trades or resellers
- What to do
- Set a business price and 2 to 5 discount tiers on your top repeat purchase products
Key takeaways
- Business prices and up to five quantity discount tiers are shown only to Amazon Business buyers.
- Automate Pricing has three free B2B rules, but deal prices can change rule based business prices.
- Aim for the Business Savings badge: 5% off single unit or 3% off the first tier, with 4 stars or more.
Example tiers on a $20 business price
| Discount | Unit price | |
|---|---|---|
| 5 to 9 units | 5% off | $19.00 |
| 10 to 24 units | 10% off | $18.00 |
| 25 to 49 units | 15% off | $17.00 |
| 50 to 99 units | 20% off | $16.00 |
| 100+ units | 25% off | $15.00 |
What is Amazon B2B pricing?
Amazon Business is the part of Amazon's store used by registered business buyers such as companies, schools, hospitals and government bodies. As a seller, you can give these buyers a business price, a per unit price below your standard price, and quantity discounts that reward bulk orders. Consumers do not see them.
Amazon's seller blog gives a simple example: a box of pens at $10 for consumers and $8 for business buyers, with extra discounts at higher quantities.
Why sell to Amazon Business buyers?
Business buyers behave differently from consumers. Amazon's internal data, shared on its seller blog, says business customers buy 74% more units per order and return 42% fewer items than consumer customers. At Accelerate 2026, Amazon said business customers place orders nearly 2.5 times larger, convert at three times the rate and return at less than half the frequency.
For products bought repeatedly at work, such as supplies, consumables, tools and packaging, B2B pricing is one of the cheapest ways to add volume. It fits naturally into a wider Amazon selling strategy.
Why business buyers matter
Business prices vs quantity discounts
A business price is a flat per unit price for business buyers. Quantity discounts sit on top and apply at minimum quantities, set as a percent off or a fixed per unit price. Amazon allows up to five tiers per product, and each tier must have a lower per unit price than the one before; a higher tier with a smaller discount will not be shown to customers.
Amazon's own example, based on a $20 business price, runs from 5% off at 5 to 9 units to 25% off at 100 units or more.
How to set B2B prices step by step
You can set prices one SKU at a time in Manage All Inventory or in bulk by file.
- Go to Inventory, then Manage All Inventory
- If the Business price column is missing, turn it on in Preferences
- Select Set next to Business price and enter the price
- Choose percent off or fixed price for quantity discounts
- Add up to five quantity thresholds, each cheaper per unit
- Save; for bulk changes, upload the Business Price and Quantity file
- Allow up to 15 minutes for bulk prices to reach business buyers
Set a business price
- 1Manage All Inventory
Turn on Business price column
- 2Set price
Below standard price
- 3Add tiers
Up to five, each cheaper
- 4Save
Or upload the bulk file
Automating B2B prices with Automate Pricing
Automate Pricing is free on the Professional plan and includes three business rule types. The Business Catalog rule by Amazon applies a percentage discount across your catalog, including new SKUs. The Business Price and Quantity Discounts rule gives SKU level control and updates business prices when your standard price changes. The Business Competitive Featured Offer rule competes for the Business Featured Offer against other business sellers.
Watch how promotions interact. Amazon says standard price promotions do not change business prices set by these rules, but deal prices do, and if a standard price drops below a rule's minimum the rule pauses. Our guide to Amazon automate pricing covers rule setup in detail.
How to earn the Business Savings badge
Amazon shows a blue Business Savings badge on qualifying offers, which helps them stand out to business buyers. Amazon's seller blog lists these criteria.
- At least 5% off the single unit business price, or
- At least 3% off on the first quantity tier
- A product rating of at least 4 stars
Tools that help you price for business buyers
B2B Central in Seller Central shows business sales metrics such as volume, average order value, repeat purchases and tier performance. Business Discount Insights, in B2B Central, recommends which products to discount and by how much. Under Growth, the Set B2B Discounts recommendations rank products by potential sales lift.
Amazon also announced Amazon Business Deals at Accelerate 2026, letting sellers set volume pricing visible only to business buyers.
Common B2B pricing mistakes
B2B discounts are easy to set and easy to get wrong. Check each one against your margin after fees and ad costs.
- Discount tiers deeper than the margin allows
- Tiers that do not drop per unit price, so they are hidden
- Forgetting that deal prices change rule based business prices
- Setting B2B prices on products businesses rarely buy
- Not checking FBA fees on larger multi unit orders
- Ignoring B2B Central data after launch
How PPC Spider helps
Pricing, ads and inventory have to work together, especially when bulk orders can empty stock quickly. PPC Spider is an Amazon and marketplace agency: SpiderOS, our AI platform, monitors bids, budgets, search terms and stock, and every target ACoS is set from margin after fees. Our Amazon account management covers pricing strategy, ads and inventory, with PPC plans from $995 a month and full service from $1,950. See also our guide to Amazon dynamic pricing, or start with a free Amazon audit.
Sources
- Amazon: How to set B2B prices and quantity discounts with Amazon (sell.amazon.com/blog/amazon-b2b-prices)
- Amazon: Save time and boost sales with Amazon Automate Pricing rules (sell.amazon.com/blog/automate-pricing-rules)
- Amazon Selling Partners: At Accelerate 2026, Amazon shares new AI tools as a force multiplier for independent sellers (sellingpartners.aboutamazon.com/accelerate-2026-recap)
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