How to Increase Sales Using Case Packs and Pallets?

On Amazon, you can list products in three primary configurations for case packs and pallets:

Single unit – The standard, individual item (e.g., one keyboard or a box of 15 pens)
Case pack – A bundle of multiple units of the same item (e.g., 10 keyboards or 25 pen boxes)
Pallet – A stack of multiple case packs or single units arranged on a base

These configurations are especially useful for B2B (business-to-business) sales. Organizations, retailers, and government agencies often prefer to buy in bulk, and listing your inventory in case packs or pallets helps you tap into that demand.

Why You Should Sell in Bulk on Amazon

Selling in case packs and pallets can open doors to new customer segments while optimizing your business. Here are the key advantages:

Higher order volumes – Larger orders lead to increased revenue
Lower fulfillment costs – Save on shipping, packaging, and storage
Better profit margins – Reduced costs and more sales mean higher profits
Faster scalability – Streamlined operations allow you to grow quickly
Operational efficiency – Easier inventory and listing management

Bulk sales offer convenience to customers and a scalable, cost-effective business model for sellers.

Introducing Amazon Bulk Services

Amazon Bulk Services is a free program available to Professional sellers through the Amazon Business platform in the U.S. marketplace. By enrolling, you can gain:

Enhanced product visibility
Streamlined purchasing experience for customers
Increased likelihood of winning the Featured Offer (formerly Buy Box)

If you set up a product hierarchy (e.g., single unit, case pack, pallet) for eligible items, they are automatically included in Amazon Bulk Services.

Referral Fee Discounts for Bulk Sales

Amazon rewards bulk sellers by offering referral fee discounts based on quantity. Here’s how much you can save:

2–9 units per pack – 15% discount
10–23 units – 20% discount
24+ units – 25% discount

For instance, a product with a standard 8% referral fee could go as low as 6% when sold in higher quantities. The more units you include in a pack or pallet, the more you save in fees.

How to List Case Packs and Pallets on Amazon

You have a few ways to sell bulk inventory:

1. Match Existing Listings

You can match your offer to a product already listed as a case pack or pallet. However, this approach won’t make you eligible for referral fee discounts under Bulk Services.

2. Create a Standalone Listing

If no listing exists for your case pack or pallet, you can create a new one. But again, this method doesn’t qualify for fee discounts.

3. Create a Package Hierarchy

To qualify for Bulk Services and fee discounts, you’ll need to build a package hierarchy with single units, case packs, and pallets grouped together.

Eligibility checklist:

You must have a Professional selling plan
Be part of Amazon’s U.S. store
Be a brand owner or authorized reseller enrolled in Brand Registry

Product criteria:

Must be a hardline or consumable item (e.g., electronics, toys, groceries)
Each product version must have its own scannable ID (GTIN/UPC)
The case pack or pallet must be:
- Priced above $20
- Have at least 10 units, or
- Measure over 1,400 cubic inches, or
- Weigh more than 35 pounds

Steps to Create a Package Hierarchy

To list your product with a hierarchy:

Log in to Seller Central
Go to Catalog > Add Products
Click Spreadsheet, then Download Blank Template
Enter your product info (unit, case, pallet)
Upload the file to create your listing hierarchy

Once done, your products will be enrolled in Amazon Bulk Services and eligible for discounts.

How to Choose the Right Products to Sell in Bulk

Not every item is ideal for bulk sales. Great bulk candidates include:

Office supplies
Household goods
Clothing
Pet supplies
Toys and games
Collectibles like trading cards

Want to find out what might sell well in bulk? Try the Case Pack Recommendations tool inside Seller Central. If you’re a brand owner or authorized reseller with a Professional plan, you can access it under the B2B tab.

Final Thoughts

Selling case packs and pallets on Amazon is more than just a way to move more inventory—it’s a smart strategy to cut costs, boost profits, and scale your business. With tools like Amazon Bulk Services and referral fee discounts, it’s easier than ever to get started with bulk sales.

Whether you’re aiming for higher B2B visibility or just want to streamline your operations, selling in bulk can give you a significant edge in the e-commerce space.