Two automatic fee discounts, a set of certifications that decide whether some buyers can see you at all, and a fulfilment option for genuinely large orders.
The fee discounts are the closest thing to free money in this whole area, because they require nothing except the pricing you should already have set.
Prefer to watch? One hundred and twenty-nine seconds on the two fee discounts and their shared threshold, the tiered bulk referral rates, and why the 889 certification is visibility rather than a badge.
The FBA multi-unit fulfilment fee discount
Reduced FBA fees on qualifying business orders, applied automatically per unit. No enrolment, no application. Once an ASIN qualifies, the discount simply appears on eligible orders.
Because it applies per unit, the saving grows with order size — which is exactly where business orders live.
Eligibility
An FBA offer on a professional seller account.
Small Standard or Large Standard size tier. Large Bulky and Extra Large are excluded.
At least a 3% discount from your standard price, via business pricing, quantity discounts, or both together.
Why it matters more than it sounds
On small, light, frequently reordered products, the fee saving can substantially offset the discount you gave the customer.
You lower the price by 3%, and Amazon lowers your fulfilment cost on the same order. The net cost of the discount is a fraction of its face value.
So align your quantity discount tiers with Amazon's fee discount tiers, and the two arrive together — see Business Pricing and Quantity Discounts.
Prioritise ASINs where fulfilment is a large share of the price, which is where the percentage saving is worth most.
Treat it as an extension of your pricing work, not a separate project. Without the 3%, there is nothing to claim.
The bulk order referral fee discount
Reduced referral fees on large business orders — over $1,000 for a single ASIN in one order — where you offer at least a 3% discount to business buyers.
Same 3% threshold. The two discounts share a gate.
How it works
Standard referral fees apply to the first $1,000. Reduced rates apply to the portion above, on a sliding scale by category.
For Office Products, for example:
| Order portion | Rate |
|---|---|
| Up to $1,000 | 15% |
| $1,000–$5,000 | 12% |
| $5,000–$10,000 | 10% |
| $10,000–$50,000 | 7% |
| $50,000–$100,000 | 6% |
| Above $100,000 | 5% |
On a £125,000 order at a flat 15%, referral fees would be £18,750. Tiered, they are dramatically lower — and on orders that size the difference is the profit.
What qualifies
Qualifies: standard price $250, business price $240 (4% off), 5 units → $1,200.
Qualifies: standard price $120, 3% quantity discount at 10+, 12 units → $1,396.
Does not qualify: standard price $80, business price $77.50 (3% off), 10 units → $775 — the discount is fine but the order value is under $1,000.
Both conditions have to hold. The 3% and the $1,000.
Business profile and certifications
Not about fees — about whether some buyers can see you at all.
Complete the business profile
Seller Central → B2B → Business Profile. Fill in everything, and obtain a DUNS number if required.
It improves visibility within Amazon Business and establishes credibility with buyers who are checking whether you are a real supplier.
Get the Small Business badge, if eligible
Straightforward visibility, and a signal several buyer groups actively look for.
Then the 889 certification — the significant one
This is the highest-value certification available to most Amazon Business sellers, and it works differently from a badge.
It makes products eligible for government and government-agency purchasing.
It does not appear on your listings. Instead, government organisations build buying rules that restrict their employees to compliant sellers. Without it, those buyers never see you — not as a lower-ranked result, but not at all.
The scale of that market in the US: all 50 states and DC are Amazon Business customers, 90 of the 100 most populous local governments, every federal CFO Act agency, and over 100,000 registered federal users.
How: complete the 889 self-certification form and submit it to your profile. Reviewed within about 48 business hours.
Then category certifications
Medical device, healthcare, automotive and similar credentials, only where genuinely relevant to your product and your buyers.
Certifications you do not legitimately hold are a compliance problem, not a growth tactic.
Advanced fulfilment for large orders
Situational, and only worth exploring at real B2B volume.
A dedicated B2B merchant-fulfilled offer. If you have a warehouse or 3PL, a separate FBM condition configured for business customers, with business pricing and quantity discounts applied, can win the business buy box while fulfilling multi-unit orders more cheaply than FBA.
The catch: it may also capture single-unit business orders that FBA would have handled more cheaply. Model both before committing.
Case-level fulfilment from AWD. For products bought by the case, AWD operates at case level rather than unit level, which suits master-carton purchasing and can beat pushing large quantities through standard FBA.
Inventory → Warehousing and Distribution → Move from storage, choosing multi-channel distribution and your destination.
Neither is worth the operational complexity below meaningful volume. Get the pricing, fee discounts and certifications working first.
The order of work
1. Business pricing and quantity discounts at 3%+ — unlocks both fee discounts.
2. Business profile and Small Business badge — quick.
3. 889 certification, if institutional buyers are plausible for your product.
4. Category certifications, where relevant.
5. Advanced fulfilment, only at volume.
Related
- Business Pricing and Quantity Discounts — the 3% both fee discounts depend on.
- Is Amazon Business Worth Your Time? — sizing the channel first.
- Reducing FBA and Referral Fees — the same fees on the consumer side.