Optimize Amazon B2B prices with the Business Discount Insights tool

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Setting B2B prices used to mean guesswork. Sellers had to manually research competitors or rely on intuition, making it difficult to find the right balance between competitive pricing and profits.

Today’s successful sellers take the guesswork out of pricing by making data-informed pricing decisions that appeal to B2B customers.

For Amazon sellers, this is possible through the Business Discount Insights tool, available for free through Amazon Business. In 2024, sellers who used Business Discount Insights saw concrete results: products with business prices averaged 10% higher sales, while those with quantity discounts achieved 20% higher sales and 25% more units sold.¹ In this guide, you’ll learn:

• What Amazon Business is
• What business prices and quantity discounts are
• What the Business Discounts Insights tool is
• Why use Business Discount Insights
• How to use Business Discount Insights
• How to get the most out of Business Discounts Insights

What is Amazon Business?

Amazon Business is an online store for business customers—from small shops to large companies, schools, and government offices.

All Professional Amazon sellers can use Amazon Business to list and sell B2B products. One key aspect of selling with Amazon Business is the ability to offer special prices and quantity discounts to business customers.

Learn more about selling with Amazon Business

What are Amazon business prices and quantity discounts?

Business prices are per-unit prices that are available exclusively to Amazon Business customers. They’re lower than standard prices offered to non-business customers. Quantity discounts give Amazon Business customers even more savings when they buy multiple units. You can offer quantity discounts in two ways:

• Percent off: Give a percentage discount when customers buy a minimum number of units.
• Fixed price: Set a specific discounted price per unit when customers buy in bulk.

For example, you might offer:

• 5% off when customers buy 5 to 9 units
• 10% off when customers buy 10 or more units

Learn more about setting B2B prices and quantity discounts

What is Business Discount Insights?

Business Discount Insights is a tool that can help Professional Amazon sellers set better B2B prices visible only to registered Amazon Business customers.

The tool shows your top 10 products that could benefit from business pricing and quantity discounts. You can also download a report that shows pricing insights and opportunities for all your products.

Learn more about Business Discount Insights

Why use Business Discount Insights?

Business customers buy 70% more units and return 50% fewer orders than retail customers.¹ Business Discount Insights gives you the data and tools you need to help you increase sales. Here’s how it can help:

Find pricing opportunities quickly

Business Discount Insights analyzes your catalog to find products that:

• Don’t have single-unit business pricing
• Don’t have quantity discounts
• Have invalid business pricing
• Don’t meet Business Savings Blue Badge price requirements

Make data-informed decisions

Stop guessing and use real sales information to make better pricing choices. You’ll see:

• B2B Featured Offer price
• Business Savings Blue Badge price
• Glance views
• Tiered quantity discount suggestions

Stay competitive

Keep an eye on your B2B Featured Offer price and Business Savings Blue Badge status. The B2B Featured Offer price can help business customers find your products, while the Business Savings Blue Badge shows them they can save money by buying from you.

Save on multi-unit fulfillment

When you offer business discounts of 3% or more and business customers order two or more units of the same product, you can receive a discount on your Fulfillment by Amazon (FBA) costs and referral fees.

FBA fulfillment discount

For small standard and large standard-size products, you can save between $0.37 and $1.17 per unit, with higher quantities earning larger discounts.

Referral fee discount

For business orders over $1,000 of a single product, you can earn lower referral fee rates as the order value increases, reaching as low as 5% for the largest orders. This discount is available for both FBA and Fulfilled by Merchant orders.

Learn more about Amazon Business FBA multi-unit fulfillment discount

Learn more about Amazon Business referral fee and bulk order discount

How to use Business Discount Insights

Amazon Business provides B2B pricing insights across multiple tools—Manage Inventory, Growth Opportunities, and Business Discount Insights—to help you make smart pricing decisions wherever you manage your products.

Here’s how to use Business Discount Insights to review opportunities and download detailed reports:

Find pricing opportunities from Business Discount Insights recommendations

From the main menu in Seller Central, select B2B, then Business Discount Insights. The tool shows up to 10 recommendations ranked by their potential to attract business customers when you offer B2B pricing. You can see:

• Your business price
• B2B Featured Offer price
• Suggested quantity discount tiers

To see detailed insights and pricing opportunities for your entire catalog, select Generate Report in the upper-right corner under “See more Recommendations.” Once the report is generated, select Download report. The report includes:

1. Four opportunity types as applicable
2. Glance views
3. Business Savings Blue Badge price
4. B2B Featured Offer price
5. Popular discount tiers and price

Start using Business Discount Insights

How to set B2B prices using the Business Discount Insights report

You can use Amazon Business reference prices like the B2B Featured Offer price and Business Savings Blue Badge price to set your B2B prices for business customers. Look at pricing opportunities for your products to find and fix any price gaps.

Important rules when setting Business Prices:

• Make sure the business price is lower than the standard price.
• Add a business price for any products that will have quantity discounts.
• If you only want quantity discounts, make the business price match the standard price.
• Check that your discounted price follows any minimum or maximum price rules you have set up.

Here are three ways to set up B2B prices:

1. Set prices with bulk upload

The Business Discount Insights report can help you adjust prices in bulk using the Bulk File template.

To use the bulk upload method:

1. Fill out the Business Price/Quantity Feeds File.
2. Add your SKU, price, quantity in stock, and business price in the Price Template section.
3. For Quantity Discounts, write “percent” or “fixed” in the quantity-price-type section.
4. In the Quantity Price section, write the number for percent discounts. Example: write “2" for 2%.
5. For fixed prices, write the actual price. Example: write “40.99" for $40.99.
6. You can set up to five quantity discounts per item. Use higher quantities and bigger discounts as tiers go up.
7. Save your file as .tsv or .txt and upload it through Catalog, Add Products via Upload, then the Select Spreadsheet tab. Choose Price & Quantity File when uploading.

2. Update through Manage Inventory

You can update business discounts for your top 10 Business Discount Insights opportunities right from the page:

1. Select Manage Inventory next to the product to change prices one at a time.
2. Add quantity discounts by scrolling down to Quantity discounts.
3. Pick % off or Fixed price, then select Add more thresholds. You must set a business price first to see the quantity discounts section.

3. Use Business Pricing Automate rules

If you use automated rules like the Business Catalog Rule by Amazon, check your Business Discount Insights report to find any price gaps. Look for patterns in your discounts to adjust your rules better while keeping your profit margins in mind.

If you haven’t tried the Automate Pricing tool yet, think about using the Business Catalog Rule by Amazon to set business discount percentages for all products. You can also use custom pricing rules for specific products. These tools can help keep your business prices and quantity discounts up to date when standard prices change.

Learn how to create a business pricing rule

How to get the most out of Business Discount Insights

Here’s how to build an effective strategy with Business Discount Insights:

Start small and learn

Begin with a few products to understand how Business Discount Insights works for your business. Review the reference prices and opportunities and set your B2B prices accordingly. Watch how these prices perform and note what brings the best results. Once you see what works, try these successful approaches with similar products in your catalog.

Create a clear process

Start by setting up clear guidelines for evaluating pricing insights. This will help you quickly determine which suggestions to use and which to skip.

Monitor your results

Check the Sales Snapshot widget in B2B Central regularly to see how your new prices change your sales. From the main menu, select B2B, then B2B Central. This can show you how your B2B sales compare to non-B2B sales over time and which pricing changes work better.

Visit B2B Central

For a more in-depth analysis, use Amazon business reports. From the main menu, select Reports, then Business Reports. Select Detail Page Sales and Traffic from the left column. Here you can:

• Track sales volume and traffic patterns
• Compare current performance with previous periods
• Analyze specific product performance

Note: If you don’t see B2B data, you can customize which information appears by selecting Show/Hide columns on the right side of the page.

Access Amazon business B2B reports

Plan for seasonal changes

Keep business buying cycles in mind as you adjust your approach throughout the year. Get ready for high-volume periods by preparing your pricing strategies ahead of time. Remember to update these strategies as you learn more about seasonal demand patterns.

Set a review schedule

Make it a habit to check your Business Discount Insights recommendations regularly. Pay attention to patterns that emerge in your successful price changes. Focus especially on which categories or price points respond best to business pricing adjustments.

Get started with Business Discount Insights today

You might be missing sales from business customers because you don’t have the right information to set your business prices. Business Discount Insights can help you attract these customers by showing you pricing insights and discount recommendations for your products.

*A Professional selling plan is $39.99/month + selling fees. Learn more
¹2025 Amazon internal data