How To

Amazon Business (B2B)

Amazon Business , launched in April 2015, for US sellers on Amazon.com with features tailored for the business buyer and seller. Amazon Business allows Sellers to target new customers and offer business only offers, special pricing and/or tiered quantity discounts. As a business Seller, you are also be able to indicate certain diversity, ownership and quality credentials on your listings such as small business or women-owned, minority-owned, or veteran-owned. Amazon is actively attracting business Buyers by offering these special feature, multi user accounts and integration with purchasing systems.

To get started Sellers should review eligibility requirements and obtain approval from Amazon while begining to consider your business pricing and tiered quantity discount strategy. For additional questions, please visit Amazon Business Seller (Seller Central login required) or contact ABS-pricing-questions@amazon.com .

 

Amazon Business Features (as described on Amazon.com)


  • Business Prices – Business prices are a new form of discounted prices that are only available to Amazon Business customers. For businesses, finding good pricing is as essential as finding the right product, and with many suppliers to choose from they have many options. Business Pricing can help you capture their attention, gain their trust with competitive pricing and earn their purchases. If you provide a "price" as well as a "business price", your offer will be available to all customers on Amazon. It will no longer be a business-only offer. Business-only offers must have a "business price" only, and no "price".
  • Business Only Offer – With Business Only Offers, you can create listings that are available to Amazon business customers only. General Amazon.com customers will not be able to purchase these products. You can create Business Only Offers for many reasons, including:
    • You carry products with channel rights restrictions from the manufacturer, prohibiting sales to consumers.
    • You carry fragile products that may easily break or fail without professional handling or installation.
    • You carry specialty products that may hurt or dissatisfy the customer without professional handling or installation.

You can convert a regular listing to a Business-only offer, however, to do so you must first overwrite your existing listing using a category-specific feed via ChannelAdvisor. Business-only offers must have a "business price" only, and no regular "price".

  • Quantity Pricing – Quantity discounts are designed to facilitate high-volume orders from business customers. Through Quantity Discounts, Amazon enables Amazon Business sellers to set up to 5 quantity tiers on any of their offers. When a business buyer purchases a quantity that exceeds a tier threshold, they receive a reduced price, with each consecutive threshold resulting in a further reduced price. For more information, please see the Seller Central page Business Pricing & Quantity Discounts .

You should consider adding Quantity Discounts to your listings for three reasons:

  • Business Customers who purchase multi-unit quantities are often more price sensitive and motivated by price breaks.
  • If you sell multi-unit orders you benefit from savings in shipping and in customer service.
  • Amazon offers tiered referral fees for business transactions in select B2B categories, so that when a customer makes a very large purchase you are charged a reduced referral fee.
  • Seller Credentials – Gain access to the Seller Credential Beta Program by becoming an Amazon business seller – the preferred way to sell to business customers on Amazon.com. Select from 18 nationally recognized diversity, ownership, and quality credentials such as minority-owned, veteran-owned, and ISO-certified. Credentials will be exposed to customers throughout the customer’s shopping experience. Seller credentials are only visible to Amazon business customers and business sellers. Additionally, a list of each seller’s credentials will be displayed prominently on seller profile pages. Visit the Amazon Business Seller Credentials and Seller Central Become a Credentialed Amazon Business Seller pages for more information and to apply for credentials.

 

Setting up Features in ChannelAdvisor


 

(1) Listing your Business Offers

Map the following fields on your Amazon Common Template:

  • Business Price – The price at which you offer the product to Verified Business customers, expressed in U.S. dollars. If "price" exists, "business-price" should be less than or equal to "price", as "business-price" represents a discount for business customers. The price should be greater than 0. Do not include thousands separators or currency symbols. This field is required if quantity prices are provided.
    • If you provide a "price" as well as a "business price", your offer will be available to all customers on Amazon. It will no longer be a business-only offer. Business-only offers must have a "business price" ONLY, and no "price". You can convert a general offer to a Business-only offer by removing the price.
  • Quantity Price Type – Either fixed or percent. When fixed is selected, quantity prices are expressed in U.S. dollars. When percent is selected, quantity prices are calculated as a percent off the business price. Values of FIXED or PERCENT.
  • Quantity Lower Bound 1-5 – Quantity thresholds, expressed in units. Business customers who purchase at or above a quantity-lower-bound will be given the corresponding quantity-price. For example, if lower-bound1 is set to 50, quantity-price1 will apply to a purchase of 50 or more units. Sellers can specify up to 5 lower-bounds and must provide a quantity-price for each lower bound. Each lower-bound must be higher than the previous one. For more information, please see the Seller Central page Business Pricing & Quantity Discounts .
  • Quantity Price 1-5 – Quantity prices, expressed either as U.S. dollars (199.99 = $199.99) or as a percent off the business-price (7= 7% off business-price), depending on the chosen quantity-price type. Must provide a lower-bound for each quantity-price. Each quantity-price must be lower than the previous one.

Pricing Considerations:

  • Business prices are discounted prices available only to business customers. Your business price cannot be higher than your regular price.
  • A product can have both a business price and a general price. Business prices exist in addition to the regular consumer price, which is available to all customers on Amazon.com.
  • If you only provide a business price and no general price, this is considered a Business Only Offer and only Business Buyers can see and purchase your product.
  • Business Pricing is only available on NEW products.
  • Business prices are available to customers who purchase through a procurement network. Customer order information, including price, is shared with the procurement network.

 

(2) Receiving Orders in ChannelAdvisor:

Business orders will flow into ChannelAdvisor in the same way that your Amazon.com orders do.

Business orders are differentiated by:

  • Business Orders Indicator – A Payment Type/Payment Method value of 'Amazon Business' is available in the All Sales view, All Orders view, the ChannelAdvisor Checkout Report, and the Orders API. Please note that this value is 'Amazon' for your regular, non-Business Buyer orders.
  • Purchase Order Number, if entered by a buyer at checkout, will be located in the Payment Transaction ID field and available in the All Sales view, All Orders view, and the ChannelAdvisor Orders API. In the ChannelAdvisor Checkout Report, the Purchase Order Number will be located in the CustomField1.
  • Order Tag of 'Amazon Business' is visible on the new All Orders page and the Orders Detail page to clearly identify these orders.

Fulfillment & Shipping Considerations:

  • You can use FBA to fulfill your business orders.
  • Shipping overrides are supported.
  • Many sellers who offer quantity discounts find that the Per Item/Weight-Based model most accurately captures their shipping costs on multi-unit purchases. Learn more about shipping settings.

 

Common Questions



Common Queries Information for Sellers
How much does it cost to list products as a business seller?

Business seller fees are the same as the fees for a professional selling plan with Amazon.com. Sellers are required to have a professional selling plan to participate in the Amazon Business Seller program. See the Selling on Amazon Business Fee Schedule for more information. Amazon may implement fees specific to the Amazon Business Seller program in the future.

How do I cancel my Amazon Business Seller status?

You may opt out of the Amazon Business Seller program at any point. Please contact Amazon to opt out . This only removes the business-to-business-specific features in your Seller Central account, and does not cancel or impact your Professional seller account.

Can I use Fulfillment by Amazon (FBA)?

Yes. A seller's FBA inventory can be used to fulfill orders.


 

For More Information


Amazon Business , launched in April 2015, for US sellers on Amazon.com with features tailored for the business buyer and seller. Amazon Business allows Sellers to target new customers and offer business only offers, special pricing and/or tiered quantity discounts. As a business Seller, you are also be able to indicate certain diversity, ownership and quality credentials on your listings such as small business or women-owned, minority-owned, or veteran-owned. Amazon is actively attracting business Buyers by offering these special feature, multi user accounts and integration with purchasing systems.

To get started Sellers should review eligibility requirements and obtain approval from Amazon while begining to consider your business pricing and tiered quantity discount strategy. For additional questions, please visit Amazon Business Seller (Seller Central login required) or contact ABS-pricing-questions@amazon.com .

 

Amazon Business Features (as described on Amazon.com)


  • Business Prices – Business prices are a new form of discounted prices that are only available to Amazon Business customers. For businesses, finding good pricing is as essential as finding the right product, and with many suppliers to choose from they have many options. Business Pricing can help you capture their attention, gain their trust with competitive pricing and earn their purchases. If you provide a "price" as well as a "business price", your offer will be available to all customers on Amazon. It will no longer be a business-only offer. Business-only offers must have a "business price" only, and no "price".
  • Business Only Offer – With Business Only Offers, you can create listings that are available to Amazon business customers only. General Amazon.com customers will not be able to purchase these products. You can create Business Only Offers for many reasons, including:
    • You carry products with channel rights restrictions from the manufacturer, prohibiting sales to consumers.
    • You carry fragile products that may easily break or fail without professional handling or installation.
    • You carry specialty products that may hurt or dissatisfy the customer without professional handling or installation.

You can convert a regular listing to a Business-only offer, however, to do so you must first overwrite your existing listing using a category-specific feed via ChannelAdvisor. Business-only offers must have a "business price" only, and no regular "price".

  • Quantity Pricing – Quantity discounts are designed to facilitate high-volume orders from business customers. Through Quantity Discounts, Amazon enables Amazon Business sellers to set up to 5 quantity tiers on any of their offers. When a business buyer purchases a quantity that exceeds a tier threshold, they receive a reduced price, with each consecutive threshold resulting in a further reduced price. For more information, please see the Seller Central page Business Pricing & Quantity Discounts .

You should consider adding Quantity Discounts to your listings for three reasons:

  • Business Customers who purchase multi-unit quantities are often more price sensitive and motivated by price breaks.
  • If you sell multi-unit orders you benefit from savings in shipping and in customer service.
  • Amazon offers tiered referral fees for business transactions in select B2B categories, so that when a customer makes a very large purchase you are charged a reduced referral fee.
  • Seller Credentials – Gain access to the Seller Credential Beta Program by becoming an Amazon business seller – the preferred way to sell to business customers on Amazon.com. Select from 18 nationally recognized diversity, ownership, and quality credentials such as minority-owned, veteran-owned, and ISO-certified. Credentials will be exposed to customers throughout the customer’s shopping experience. Seller credentials are only visible to Amazon business customers and business sellers. Additionally, a list of each seller’s credentials will be displayed prominently on seller profile pages. Visit the Amazon Business Seller Credentials and Seller Central Become a Credentialed Amazon Business Seller pages for more information and to apply for credentials.

 

Setting up Features in ChannelAdvisor


 

(1) Listing your Business Offers

Map the following fields on your Amazon Common Template:

  • Business Price – The price at which you offer the product to Verified Business customers, expressed in U.S. dollars. If "price" exists, "business-price" should be less than or equal to "price", as "business-price" represents a discount for business customers. The price should be greater than 0. Do not include thousands separators or currency symbols. This field is required if quantity prices are provided.
    • If you provide a "price" as well as a "business price", your offer will be available to all customers on Amazon. It will no longer be a business-only offer. Business-only offers must have a "business price" ONLY, and no "price". You can convert a general offer to a Business-only offer by removing the price.
  • Quantity Price Type – Either fixed or percent. When fixed is selected, quantity prices are expressed in U.S. dollars. When percent is selected, quantity prices are calculated as a percent off the business price. Values of FIXED or PERCENT.
  • Quantity Lower Bound 1-5 – Quantity thresholds, expressed in units. Business customers who purchase at or above a quantity-lower-bound will be given the corresponding quantity-price. For example, if lower-bound1 is set to 50, quantity-price1 will apply to a purchase of 50 or more units. Sellers can specify up to 5 lower-bounds and must provide a quantity-price for each lower bound. Each lower-bound must be higher than the previous one. For more information, please see the Seller Central page Business Pricing & Quantity Discounts .
  • Quantity Price 1-5 – Quantity prices, expressed either as U.S. dollars (199.99 = $199.99) or as a percent off the business-price (7= 7% off business-price), depending on the chosen quantity-price type. Must provide a lower-bound for each quantity-price. Each quantity-price must be lower than the previous one.

Pricing Considerations:

  • Business prices are discounted prices available only to business customers. Your business price cannot be higher than your regular price.
  • A product can have both a business price and a general price. Business prices exist in addition to the regular consumer price, which is available to all customers on Amazon.com.
  • If you only provide a business price and no general price, this is considered a Business Only Offer and only Business Buyers can see and purchase your product.
  • Business Pricing is only available on NEW products.
  • Business prices are available to customers who purchase through a procurement network. Customer order information, including price, is shared with the procurement network.

 

(2) Receiving Orders in ChannelAdvisor:

Business orders will flow into ChannelAdvisor in the same way that your Amazon.com orders do.

Business orders are differentiated by:

  • Business Orders Indicator – A Payment Type/Payment Method value of 'Amazon Business' is available in the All Sales view, All Orders view, the ChannelAdvisor Checkout Report, and the Orders API. Please note that this value is 'Amazon' for your regular, non-Business Buyer orders.
  • Purchase Order Number, if entered by a buyer at checkout, will be located in the Payment Transaction ID field and available in the All Sales view, All Orders view, and the ChannelAdvisor Orders API. In the ChannelAdvisor Checkout Report, the Purchase Order Number will be located in the CustomField1.
  • Order Tag of 'Amazon Business' is visible on the new All Orders page and the Orders Detail page to clearly identify these orders.

Fulfillment & Shipping Considerations:

  • You can use FBA to fulfill your business orders.
  • Shipping overrides are supported.
  • Many sellers who offer quantity discounts find that the Per Item/Weight-Based model most accurately captures their shipping costs on multi-unit purchases. Learn more about shipping settings.

 

Common Questions



Common Queries Information for Sellers
How much does it cost to list products as a business seller?

Business seller fees are the same as the fees for a professional selling plan with Amazon.com. Sellers are required to have a professional selling plan to participate in the Amazon Business Seller program. See the Selling on Amazon Business Fee Schedule for more information. Amazon may implement fees specific to the Amazon Business Seller program in the future.

How do I cancel my Amazon Business Seller status?

You may opt out of the Amazon Business Seller program at any point. Please contact Amazon to opt out . This only removes the business-to-business-specific features in your Seller Central account, and does not cancel or impact your Professional seller account.

Can I use Fulfillment by Amazon (FBA)?

Yes. A seller's FBA inventory can be used to fulfill orders.


 

For More Information


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