How to Set B2B Prices and Quantity Discounts on Amazon?

Looking to grow your sales and attract valuable business customers? An effective B2B pricing strategy can help you do both. Business buyers typically purchase 74% more units per order and have a 42% lower return rate than regular customers.

Leverage Amazon Business for B2B Pricing

Amazon Business offers tools to develop a strong B2B pricing model. You can set exclusive lower prices specifically for business buyers and also create quantity-based discounts that encourage bulk purchases—helping you boost order size and overall revenue.

In This Guide, You’ll Discover:

The difference between business prices and quantity discounts
How to manually or bulk set static business prices
Best practices for offering quantity discounts
How to automate pricing adjustments using pricing rules
Tips for managing and optimizing your B2B pricing strategy

Understand B2B Pricing Options

Amazon provides two main pricing features for business sales: business prices and quantity discounts. These tools can help you appeal to business buyers and drive more purchases.

Business Prices Explained

Business prices are per-unit discounts that are only available to Amazon Business customers. These are typically set lower than the prices available to individual shoppers. For example, a box of pens might sell to the general public for $10 but be offered to business buyers for $8.

Quantity Discounts Overview

Quantity discounts offer savings when business customers buy in bulk. Discounts can be applied in two formats: a percentage off or a fixed unit price.

Percentage Discount: Customers receive a percentage off when they meet a minimum purchase quantity. For instance, if the business price is $5 per stapler, you might offer 25% off when they buy four or more.
Fixed Unit Price: You can set a lower fixed price per unit for larger orders. For example, a keyboard normally priced at $35 may be offered at $30 each when five or more are purchased.

How Discount Tiers Work

On product pages, business buyers see a table showing available discount tiers, helping them quickly understand bulk pricing benefits.

Example Quantity Discount Tier Table

Tier	Units	% Discount	Fixed Price (on $20)
1	5–9	5%	$19
2	10–24	10%	$18
3	25–49	15%	$17

This tiered approach encourages higher volume orders while protecting your margins.

Static vs. Automated Pricing

You can manage B2B pricing manually (static pricing) or automatically (automated pricing rules). Each method offers its own benefits, depending on how many products you manage and how often you change prices.

Set Static Business Prices and Discounts

Having business prices in place can increase sales. In 2024, listings with business prices saw a 10% boost in sales and 11% more units sold. Quantity discounts were even more effective, driving a 20% sales increase and 25% more units sold.

Setting Business Prices for Individual Products

To update prices one product at a time:

In Seller Central, go to Inventory > Manage All Inventory.
Locate your product. In the “Price and shipping cost” column, click Set next to “Business price.” If it’s not visible, click Preferences at the top and enable Business Price.
Enter your business price and click Save changes.

You can update these anytime by returning to the inventory list and adjusting the values in the Business Price section.

Business Price Action Panel Features

This tool lets you:

Compare your prices with other sellers’ business offers
Get recommendations for quantity discounts based on customer trends
Access data-driven suggestions for boosting page views and sales

For example, a prompt might say, “Add a business discount to increase conversions. Similar items with discounts had 10% more sales and 8% more page views.”

Create Quantity Discounts for Single Products

Bulk discounts motivate business customers to buy more. You can apply either percentage-based or fixed unit prices.

To add quantity discounts:

Go to Inventory > Manage All Inventory
Click your product’s business price
In the action panel, choose either “% off” or “Fixed Price”
Enter the quantity and discount or unit price
Click “Add more thresholds” to create up to five tiers
Save changes

Each tier should offer a better deal than the last to encourage larger purchases.

Set Prices and Discounts in Bulk

If you have a large catalog, setting prices in bulk is more efficient. Use Amazon’s “Business Price/Quantity File” to update hundreds of listings at once.

Steps:

Download the file from the “Use Feeds to Add Business Prices and Quantity Discounts” help page
Add SKU, standard price, quantity, and business price in the spreadsheet
Save the file as Text Tab-delimited (.txt)
Go to Catalog > Add Products
Click “Spreadsheet” tab and upload the file
Click “Submit products”

Note: Prices will update instantly in Seller Central, but may take 15 minutes to appear for business customers.

Offer Business-Only Products

To target only business customers, list products without a standard price—just the business price. For current listings, remove the existing SKU and re-add it as business-only.

This tactic is ideal if:

The product is built for business use
You want to separate B2B from consumer pricing
You’re offering specialized business products

Automate Your Pricing

Instead of setting prices manually, Automate Pricing lets you apply rules that adjust prices based on your regular listing prices.

Benefits of Amazon’s Automate Pricing:

Set rules to adjust business prices by percentage or fixed amount
Apply rules individually or in bulk
Automatically update prices when your strategy changes

When a rule is updated, it applies to all products using that rule—saving time.

Types of Automated Pricing Rules

Amazon Business supports three rule types:

Rule Name	Description
Business Catalog Rule	Applies % discounts across all listings, including new ones
Business Price and Quantity Discounts Rule	Adjusts prices and discount tiers at the SKU level
Business Competitive Featured Offer Rule	Helps you stay competitive for the Business Featured Offer

Note on Promotions and Pricing Rules

Promotions/coupons for standard prices don’t affect business prices
Deal prices impact business prices temporarily
If standard prices fall below your pricing rule minimum, that SKU may be suppressed and hidden from customers

Manage and Improve Your B2B Pricing Strategy

To stay competitive, continuously monitor and refine your B2B pricing.

Use Business Discount Insights

This Seller Central tool helps you:

Identify top-performing products for discounts
Discover ideal discount levels for your category
Focus on products likely to boost B2B sales

Find it under B2B > B2B Central > Business Discount Insights.

Use Growth Opportunities

This feature recommends products that could benefit from B2B pricing strategies. The dashboard updates daily and highlights sales lift potential, conversion rates, and other performance metrics.

To access:

Go to Seller Central > Growth > Growth Opportunities
Click the Product Recommendations tab
Use filters like “Set B2B Discounts” or find listings with the “HV” badge (top 10% performers)

Create Strategic Quantity Discount Tiers

Use logical minimum quantities that match customer buying habits. Offer noticeable discounts between tiers and limit the total number to avoid confusion—three to five tiers is best. Always ensure each tier offers a better unit price than the last.

This structure encourages higher order sizes without reducing profits too much.

Earn the Business Savings Blue Badge

Offering strong business discounts can earn your listings the Business Savings Blue Badge. This badge increases visibility and can help drive B2B sales since business buyers are 3x more likely to purchase after viewing a product page.

Where the Badge Appears

Search results
Business homepage (featured listings)

Eligibility Requirements

Minimum 5% discount on single-unit business prices
Minimum 3% on the first quantity tier
At least a 4-star product rating

You can check badge eligibility under “Manage All Inventory.”

Badge Qualification Based on Discount Type

Your product might qualify for the badge through quantity discounts even if it doesn’t meet the single-unit price threshold.

Badges show helpful messages like “Save 5% on 10+ units,” making discounts clear and enticing to buyers.

B2B Pricing Management Options

Amazon offers multiple ways to handle B2B pricing:

Seller Central: Set prices individually or in bulk
APIs: Integrate your own systems to update prices automatically
B2B Central: Access specialized B2B tools in one place

These flexible options let you manage prices manually or automate based on your business needs.

Target Specific Business Markets

Amazon Business lets you target pricing to specific industries. This allows for smarter pricing strategies based on industry-specific buying behavior.

You can:

Offer better deals to industries with larger order volumes
Customize discounts based on order patterns
Compare pricing with competitors in each industry

Check your sales history to see which markets buy your products the most, and develop pricing that aligns with those industries.

Balance Automation with Manual Control

Even with automated pricing, it’s essential to monitor rule performance. Adjust rules as market conditions change, and consider different rules for different product categories. Manually review high-volume SKUs to ensure accuracy.

This approach keeps your pricing efficient and adaptable.

Monitor Your Pricing Performance

Start by evaluating your B2B sales metrics to refine your pricing strategy. Access performance data in Seller Central under B2B > B2B Central.

Key metrics to track:

Total business sales
Average order value
Repeat customer rate
Conversion rate comparisons
Top-selling quantity tiers

This insight helps you determine which products and discount levels drive the most revenue.

When to Reassess Your Pricing

Keep your pricing competitive and effective by watching for these signs:

Trigger	What to Do
Cost increases	Adjust prices to protect profit margins
New competitor pricing	Re-evaluate to stay competitive
Sales drop	Test new pricing strategies
Promotions/seasonal events	Offer limited-time deals
Overstock	Use steeper discounts to move inventory
Poor conversion	Experiment with new price points
Low tier usage	Revise tiers to match buyer behavior

Being responsive to these triggers helps you maintain momentum in the B2B market.

Final Thoughts: Build a Winning B2B Pricing Strategy

Establishing smart business pricing and quantity discounts on Amazon can increase average order values and attract loyal business customers. By using the right mix of tools, data, and strategy, you’ll position your business for long-term B2B success.