Amazon Business Launches Dual Discounts for B2B Sellers

On October 14, Amazon Business introduced a dual discount program designed to help B2B sellers reduce logistics and commission costs while improving margins on bulk orders. The initiative centers on two levers—a FBA multi-unit discount on delivery fees and a B2B commission rebate for large orders—giving sellers new tools to sharpen pricing and win enterprise demand on Amazon Business.

FBA Multi-Unit Discount on Delivery Fees

When a business customer purchases two or more units of the same ASIN in a single order and the listing carries an enterprise discount of at least 3%, Amazon will automatically apply a tiered reduction to the per-unit FBA delivery fee.

• Example: For an order of 50 units, the seller can save up to 24.5% in logistics costs.
• Applicability: The discount is triggered only when the threshold conditions are met (same ASIN, multi-unit purchase, ≥3% enterprise discount).

B2B Commission Rebate on Large Orders (FBA or FBM)

For B2B orders over USD 1,000 where the product carries an enterprise discount of at least 3%, Amazon provides a tiered commission reduction on the portion exceeding USD 1,000.

• Example: On a USD 9,000 order, the seller could save roughly USD 320 in referral fees.
• Coverage: Applies to both FBA and FBM B2B orders that meet the discount threshold.

How Sellers Qualify and Maximize Visibility

Sellers can meet the program conditions by setting business-only pricing or quantity discounts that meet or exceed the 3% threshold. To improve discoverability and conversion among enterprise buyers:

• Aim for ≥5% enterprise discount to earn the blue “Business Discount” badge.
• The badge increases exposure in search results, product detail pages, and Amazon Business-exclusive deal pages, helping listings reach high-intent bulk buyers.
• Pair the badge with competitive tiered quantity breaks to capture larger basket sizes.

Why This Matters for B2B Growth

Combined, the FBA multi-unit discount and B2B commission rebate directly lower landed cost, enabling more aggressive bulk pricing without eroding margins. By passing a portion of the savings to buyers, sellers can:

• Improve win rates in RFQ-like comparisons on Amazon Business
• Encourage larger order quantities and repeat purchasing
• Strengthen unit economics in categories where shipping and fees heavily influence price competitiveness

Practical Tips to Implement

• Audit portfolio for ASINs with recurring multi-unit demand; prioritize those for business-only pricing.
• Model net margin at different discount tiers (3%, 5%, 8%) to find the sweet spot where the FBA multi-unit discount and B2B commission rebate offset price cuts.
• Standardize quantity breaks (e.g., 2+, 10+, 50+) to steer buyers toward higher tiers.
• Track attachment rates and reorder intervals from enterprise buyers to refine discount ladders over time.

Amazon Business's dual discount program gives B2B sellers a clear path to lower logistics costs and reduce referral fees on meaningful volume, unlocking room for sharper bulk pricing without sacrificing profitability. By meeting the ≥3% enterprise discount requirement—and ideally targeting ≥5% to secure the blue badge—sellers can increase visibility, convert larger baskets, and stabilize margins at scale.

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