How to Set Up Amazon Business as a Brand or Distributor: Business Prices, Fee Discounts, Business Deals and the Case-Pack Order
How to set up Amazon Business as a brand or distributor: business prices, quantity tiers, the 3% rule behind two fee discounts, Business Deals and case packs.
By Bernardo Campelo, Forbes Business Council E-Commerce Leader, Amazon SPN Certified provider, Amazon SP-API authorized partner, and Founder of PrepVia.
As of October 29, 2026, a brand or distributor that gives Amazon Business customers a business price or quantity discount of at least 3% off its standard price can pay less in Amazon fees on bulk business orders. When one product in a business order is worth more than $1,000, Amazon's bulk order fee discount can lower the referral rate on the part above $1,000. On FBA business orders of two or more units of one standard-size product, the FBA multi-unit fulfillment fee discount takes $0.37 to $1.17 off the fulfillment fee of each unit.
On July 21, 2026, Amazon said Amazon Business reached $60 billion in annualized gross sales in the second quarter and serves more than 11 million organizations worldwide, including 97 of the Fortune 100. Amazon does not split that figure between its own sales and those of third-party sellers.
The fourth quarter adds a date: Amazon says Business Deals, open since August 31, 2026, may get extra visibility at no additional cost during major events until December 31, 2026. Whether you sell the case as a quantity tier or as its own listing decides what happens to the inventory before it ships to FBA.
The 60-second version
Amazon Business runs on the Professional selling plan with no added fee. A business price or quantity discount of at least 3% off your standard price, at the quantity ordered, is the price condition for two fee discounts: a lower referral rate, live since October 1, 2025, on the part of one product's order value above $1,000 where it beats your category rate, and $0.37 to $1.17 off the FBA fulfillment fee of each unit on orders of two or more units of one standard-size product. Business Deals need a business price, at least 10% off the validated reference price and the B2C prices (15% during major events) and 5% off your current business price, and may get extra visibility at no added cost during major events until December 31, 2026. A case sold as its own listing must be a brand or manufacturer pack size, one unit to FBA, marked as a set and sealed. The 15% to 25% case-pack referral discount of Amazon Bulk Services is open only to seller-fulfilled offers today.
Every date and name below was checked on October 29, 2026 against Amazon's help pages, Seller Forums announcements, SP-API documentation, sell.amazon.com pages and press releases, linked where they first appear. A business badge Amazon announced on October 16 had no help page yet, so check again before you set prices.
What It Takes to Sell on Amazon Business
There is no second seller account. The Amazon Business fee schedule in Seller Central says the features require a Professional selling plan and that "No additional fees are required to use the Amazon Business features." The program page lists the plan at $39.99 a month plus selling fees, and the tools sit in Seller Central under B2B, then B2B Central.
The buyers are organizations. In Amazon's words, "Amazon Business customers have completed the business account registration process and have been verified as businesses." Their orders carry a Business Buyer label in Order Details and an is-business-order flag in order reports.
- Plan. Move to the Professional plan if the account is on Individual.
- Prices. Add business prices and quantity discounts, where the 3% threshold for both fee discounts is measured.
- Profile. Add certifications and a business profile; third-party agencies, not Amazon, issue certifications.
- Catalog. Amazon suggests listing case packs and pallets, covered below.
FBA works the same way for business orders: Amazon's program page says B2B orders are filled from the same FBA inventory as retail orders, minus inventory reserved for business-only offers. In a July 24, 2026 announcement, Amazon said its business customers "purchase 70% more per order and return 50% less compared to other customers."
Business Prices, Quantity Tiers and Business-Only Offers
Amazon's business pricing page defines the two tools. A business price is "A discounted price available exclusively to Amazon Business customers regardless of the quantity purchased." Quantity discounts are tiers for higher volumes, and "Each seller specifies their own tiers for quantity pricing."
| Tool | What the business buyer sees | Rules that matter |
|---|---|---|
| Business price | One price per unit, at any quantity | Cannot be higher than the standard price; if it is, buyers see the standard price |
| Quantity discount | Up to five tiers, as a percent off the business price or a fixed price per unit | A business price has to be set first |
| Business-only offer | A business price and no consumer price | Only registered Amazon Business customers can buy it |
Prices can be set one SKU at a time in Manage Inventory, in bulk with a price file, or with a business pricing rule, for example one that keeps the business price 5% below the standard price. The Business Catalog Rule by Amazon applies that logic to the whole catalog, including new SKUs. Amazon's November 2025 blog post warns that changing a price by hand in Manage Inventory takes the product out of its rule.
The same post says Business Discount Insights shows the top 10 products that could gain from business pricing. Its help page bases tier suggestions on what business customers buy in the same subcategory and adds: "Amazon does not have access to your profit margin or cost structure information."
For a single-unit business price, a strikethrough depends on a validated reference price, not on your standard price. Amazon's reference pricing page for business discounts shows savings only when a validated list price or was price exists and the business price is at least 2% below it, and it asks sellers to give new products a list price while they have no was price yet.
Today's Business Savings Blue Badge needs a single-unit business price at least 5% under your standard price, or a first quantity tier at least 3% off, plus at least 4 stars. On October 16, 2026, Amazon announced that "A new Business Discount badge will be available on Amazon Business soon."
For single-unit business prices, the new badge replaces the Blue Badge, needs no star rating and is earned with at least 5% savings against the validated reference price, so a price 5% under your own standard price may not earn it. Quantity tiers keep the Blue Badge. As of October 29, Amazon's help still described only the Blue Badge.
Business-only offers suit products a brand does not want sold to consumers, such as items under manufacturer channel restrictions, according to Amazon's business-only offer page. Creating one means deleting the existing offer, and Amazon warns that "Deleting a previous offer can strand FBA inventory." Both fee discounts measure the 3% against a standard price, which a business-only offer does not have, so ask Amazon before counting on them.
Since May 27, 2026, Amazon's Listings Items API has accepted Industry Vertical Pricing audiences in the US, for buyer segments such as education, healthcare or government. Amazon's changelog says sellers must be enrolled, while its SP-API guide says the audiences are open to sellers with Amazon Business access, so ask your Amazon Business contact first.
The Two Fee Discounts and Their 3% Rule
Amazon's October 1, 2025 announcement said: "Starting October 1, 2025, you can access reduced referral fees for bulk Amazon Business orders when you set a business price or quantity discount of 3% or more off your standard price." The help page adds the threshold: it "applies only on purchases made by Amazon Business customers, where the order value for a single product is greater than $1000 (item price multiplied by quantity ordered)."
The 3% has to apply at the quantity the buyer orders. Amazon's example: "a 3% quantity discount on orders of 10 or more units will qualify for the fee discount on an order of 12 units but will not qualify for reduced fees on an order of 5 units." For the referral discount only, Request for Quote orders are the exception: they "do not require business pricing or quantity discounts to qualify for the fee discount."
| Part of one product's order value | Group 1 | Group 2 | Group 3 |
|---|---|---|---|
| Up to $1,000 | Category rate | Category rate | Category rate |
| $1,000.01 to $5,000 | 12% | 10% | 7% |
| $5,000.01 to $10,000 | 10% | 8% | 6% |
| $10,000.01 to $50,000 | 7% | 7% | 5% |
| $50,000.01 to $100,000 | 6% | 6% | 5% |
| $100,000.01 and above | 5% | 5% | 5% |
Group 1 covers most consumer categories, such as Home and Kitchen and Office Products. Group 2 is Automotive and Powersports; Base Equipment Power Tools; Business, Industrial, and Scientific Supplies; and Tires. Group 3 is Computers, Consumer Electronics, Full-Size Appliances and Video Game Consoles, and categories not on Amazon's table are not eligible.
The rates are marginal, like tax brackets: the first $1,000 pays the category rate, each higher slice pays its own rate, and Amazon applies a discounted rate only "if lower than standard referral fee rate." It covers the item price only, not delivery charges or gift wrap. Products already at 8%, such as Grocery and Gourmet items at $15 or less and Beauty, Health and Personal Care or Baby Products at $10 or less, gain nothing from the 12% and 10% slices, so their rate only falls above $10,000; Tires, at 10%, only above $5,000.
In Amazon's own example, an office product with a 15% referral rate sells 500 units at $250 in one order, $125,000 in total. The standard fee would be $18,750; with the discount it is $8,180, about 6.5% of the order, so the "as low as 5%" in Amazon's November 2025 blog post describes the last slice, not the whole order. The Transaction view in Seller Central shows the saving as Discount on referral fee.
The FBA multi-unit discount follows the same 3% rule, with three limits: Amazon Business customers only, two or more units of the same product, and small or large standard sizes only, since "Large bulky and extra-large products are excluded."
| Size tier | 2 to 4 units | 5 to 9 units | 10 to 24 units | 25+ units |
|---|---|---|---|---|
| Small standard | $0.37 to $0.45 | $0.52 to $0.64 | $0.60 to $0.73 | $0.67 to $0.80 |
| Large standard | $0.45 to $0.72 | $0.71 to $1.03 | $0.81 to $1.12 | $0.87 to $1.17 |
Amazon's help gives no start date for the FBA discount. Neither discount needs a separate enrollment: Amazon says each is available to Professional sellers whose offers meet the requirements. The FBA one shows as Discount on FBA per unit Pick & Pack fee.
A third discount does not apply to FBA. Amazon Bulk Services gives a 15% to 25% referral discount on eligible case packs and pallets linked to the unit in a package hierarchy, but Amazon's help says "Only seller-fulfilled offers are currently eligible to participate in the program."
Case packs, master cartons, pallets, LTL and container receiving, counted against the packing list.
Amazon Business Deals and the December 31 Visibility Offer
Amazon's August 31, 2026 announcement opened Business Deals in the US and nine other Amazon stores. A deal runs from one hour to 30 days, as a fixed price or a percent off, and only on Amazon Business, independent of any Amazon.com deal.
The deal needs a business price. Amazon's Business Deals help page says "only SKUs with a business price set can be added to Business Deals," and the deal is created in the Price Discounts tool with All Business Customers as the audience.
| Discount required against | Regular deals | Major events such as Black Friday |
|---|---|---|
| Validated reference price | At least 10% off | At least 15% off |
| Lowest non-promotional B2C price | At least 10% off the 30-day low | At least 15% off the 60-day low |
| Current B2C price | At least 10% off | At least 15% off |
| Your current business price | At least 5% off | At least 5% off |
The product needs 3.5 stars or above, or no rating yet, new condition and a validated reference price, and the account's disbursement reserve must be 7 days or more after delivery. A deal must start at least 6 hours after you schedule it and can be scheduled up to 60 days ahead, and Amazon will attempt to deactivate it once it sells through 90% of the units you commit.
Amazon says that during major events, "your deals may receive enhanced visibility through dedicated email and push notification campaigns at no additional cost until December 31, 2026," and its help adds that "Creating a deal does not guarantee visibility." Asked whether deals carry a fee, the help says "No, not at this time." Our Amazon seller calendar carries the December 31 date.
Selling the Case: A Quantity Tier or a Case-Pack Listing
Amazon's Bulk Services page names the gap: "Research shows that business customers want to buy in large quantities and prefer consolidated shipments, but also that they do not find enough case packs on Amazon." A quantity tier prices units; a case-pack listing sells the case as one item, and to FBA those are different products.
"Many wholesale listings are priced for one shopper. Amazon Business buyers often order by the case, and they should see a price for the case."
Bernardo Campelo, Founder of PrepVia
| Quantity tier on the unit listing | Case-pack listing | |
|---|---|---|
| What the buyer orders | Units, at the tier price for that quantity | Cases, each one sellable unit |
| Listing work | Business price and up to five tiers | A separate listing of a pack size the brand or manufacturer created; a hierarchy also needs brand authorization and a GTIN or UPC per level |
| FBA prep | Units prepped and labeled as today | The case is the unit: marked as a set, sealed, with its own scannable barcode |
| Fees | Per unit | Per case, at the case's price and size, so items that pay 8% below $10 or $15 can pay 15% as a case |
| FBA multi-unit discount | Two or more standard-size units, if 3% off at that quantity | Only if the case is standard-size, its own business price or tier is at least 3% off at that quantity, and the buyer orders two or more cases |
A quantity tier needs no new inventory work. No Amazon page we found says FBA ships those units in the original case, so do not promise a sealed case on a unit listing.
A case-pack listing turns the case into the product, and FBA's set rules follow: Amazon's FBA prep guide tells sellers to mark items sold as one unit as a set, even when they are not an official set. Amazon's product packaging requirements say sets sold as one unit "must be marked as sets on their packaging," with a label that states the products are received and sold as a single unit, such as Sold as set. Amazon permits "Units clearly labeled as a set and sealed so they cannot be separated."
The case also needs its own identity. The same page says "Each unit must have an exterior scannable barcode or label" and "Any FNSKU you use on a unit must be unique and must correspond to one unique product." A case of one product is a multi-pack, not a bundle, and Amazon's ASIN creation policy says "Sellers should not list non-standard multipacks that are not created by the brand owner or manufacturer." An Amazon moderator added on October 1, 2026 that it "has already prohibited creation of non-standard pack sizes since 2024."
Linking the case to the unit is a package hierarchy, built in Seller Central upload templates. Amazon's Bulk Services page requires brand authorization and a distinct GTIN or UPC for every level, so the hierarchy is a brand owner's decision before it is a warehouse task. Amazon puts package hierarchy at the core of Amazon Bulk Services, where only seller-fulfilled offers are currently eligible, so confirm with Amazon that an FBA case can join a hierarchy before you plan around it.
FBA's "case-packed" inbound boxes, each holding up to 150 units of one SKU packed by the manufacturer, are a way to ship units to Amazon, not a product a buyer orders. Amazon's 2026 Distribution Center Case Packs pilot is a separate case, covered in our post on the pilot and its business-price trap.
Large requests can arrive as quotes. Amazon's Manage Quotes page defines large orders as "greater than 999 units or $10,000," and above the 999-unit cart limit it tells eligible sellers to quote case packs. A quote can be filled from an existing FBA SKU when FBA inventory covers the quantity.
What the Buyer's Accounts Payable Team Needs
On the buyer's side, accounts payable can use 3-Way Match, and Amazon's March 2, 2023 release describes it plainly: "A successful 3-Way Match includes matching and verifying the purchase order, the invoice, and the receipt before a payment is made." In the Amazon Business app, a buyer can "scan the barcode of a package when it arrives and automatically mark the item as received."
Amazon's business pricing FAQ lists purchase-order-number among the business fields in order reports, and says order information, including price, is shared with the buyer's procurement network when they order through one. The Amazon Business FAQ requires a tracking number, a packing slip and a purchase order number with every business order package.
Tax exemption is set up by the buyer. Amazon's Amazon Tax Exemption Program page says the program "supports tax-exempt purchases for sales sold by Amazon, its affiliates, and participating independent third-party sellers." On the seller side, Amazon's Amazon Business FAQ says: "If the seller participates in Amazon's tax calculation services, the seller must honor the customer's tax exemption through the Amazon Tax Exemption Program." How that applies to your account is a question for your tax advisor.
If Any Business Orders Ship Seller-Fulfilled
Amazon's Business Hour Delivery Rate page says that since September 30, 2026, "sellers are required to maintain a Business Hour Delivery Rate of 90% or higher," measured over 14 days on seller-fulfilled shipments to Amazon Business customers at commercial addresses. Below 90%, seller-fulfilled offers may be deactivated for Amazon Business customers, and "Fulfillment by Amazon (FBA) and retail offer eligibility will not be impacted."
- Business hours. The buyer's delivery preferences set them; without any, Amazon applies Monday to Friday, 8:30 a.m. to 5:00 p.m. local time.
- Small volumes. Sellers with fewer than 20 Amazon Business shipments to commercial addresses in the 14-day window are not affected.
- Protection. Shipments that use Automated Handling Time, Shipping Settings Automation and Amazon Buy Shipping together, and ship on time, are protected, according to Amazon's BHDR FAQ.
- Pallets. Since July 13, 2026, when Amazon announced it, sellers who ship business orders themselves can offer pallet delivery, a seller-fulfilled option only.
Amazon's July 24, 2026 announcement says it directly: "orders shipped with FBA are exempt from the On-time Delivery Rate and Business Hour Delivery Rate policy requirements."
Where a Prep Center Fits
A prep center does not set your business prices, create your deals or answer quote requests, and a package hierarchy starts with the brand owner's authorization.
The physical side starts when the case becomes a product. Someone has to receive the master cartons, count them against the packing list, seal each case as one unit marked as a set, apply the case's own FBA label and send it to Amazon as its own SKU.
"Customers see the product, the listing and the ads. What they don’t see is the infrastructure underneath: logistics, manufacturing workflows, warehouse processes and software."
Bernardo Campelo, in a Forbes Business Council article, March 16, 2026
At PrepVia, that work runs out of our warehouse at 8507 NW 72nd St, Miami, FL 33166. We build kits, bundles and multi-packs, apply FNSKU and barcode labels, label case packs and pallets, and ship inbound on Amazon partnered LTL and FTL. Discrepancies are reported within 24 hours of arrival, with photos, and our standard prep window is 24-36 hours.
Before a case-pack listing goes live, ask any prep partner three things:
- Set prep. Can they mark and seal each case as one unit so FBA receives it as a set and keeps it together?
- Labels. Will the case's own FBA label be the barcode that scans from the outside?
- Counts. Do they check the units in each case against the case count on the listing before it ships?
Frequently Asked Questions
Do I need a separate seller account for Amazon Business?
No. Amazon Business features come with the Professional selling plan, and Amazon says no additional fees are required to use them. The tools are in Seller Central under B2B, then B2B Central.
How large does a business order have to be for the lower referral fee?
One product in the order has to be worth more than $1,000, item price times quantity, with a business price or quantity discount at least 3% off your standard price at that quantity. The lower rates apply only to the part above $1,000, and only where they beat your category rate.
Does the FBA multi-unit discount apply to every product?
No. It covers Amazon Business orders of two or more units of the same product in small standard and large standard sizes, under the same 3% rule, and excludes large bulky and extra-large products. The discount is $0.37 to $1.17 a unit.
Do Business Deals cost anything?
Amazon's help says they are not charged a fee "at this time." They need a business price, and visibility is not guaranteed.
Can an FBA offer get the Amazon Bulk Services case-pack discount?
Not today. Amazon's help says only seller-fulfilled offers are eligible for Amazon Bulk Services and its 15% to 25% referral discount on case packs and pallets.
Final Take
Setting up Amazon Business is mostly pricing work in Seller Central: a business price, tiers that match how your buyers order, and a 3% discount at the right tier, which Amazon requires before large business orders get the lower referral rate and multi-unit FBA orders the fulfillment fee discount. Business Deals add a fourth-quarter reason to have those prices in place.
The decision that reaches the warehouse is the case. A quantity tier changes a price; a case-pack listing changes the product, and FBA expects it marked, sealed and labeled as one unit. Decide which one you sell before the inventory ships.
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