Two settings, and everything else in Amazon Business depends on them.

**Business pricing** gives business buyers a lower price without touching what retail shoppers see. **Quantity discounts** stack on top, rewarding larger orders.

Together they lift B2B conversion and order size — and they are the gate to two fee discounts that can pay for themselves.

[Watch the walkthrough](https://kb.trackiq.com/kb-assets/kbvideo-b2bpricing-explainer-9725f50d.mp4)

*Prefer to watch? One hundred and twenty-four seconds on why business pricing has to come first, how to set tiers from your own order history, and the promotional price that overrides the whole structure.*

## **Business pricing**

A price shown only to Amazon Business customers. Your retail price is unchanged, so there is no effect on your normal conversion, your rank, or your lowest-price history.

**That last point matters:** you are discounting to a specific audience without the usual cost of discounting.

## **Quantity discounts**

Percentage discounts that apply as order size grows, **on top of your business price**.

**They will not display unless a business price is set first.** That is the most common reason someone configures tiers and sees nothing.

**Seller Central → Inventory → Manage All Inventory**, then **Set** under Business Price, and configure the tiers from there.

## **Use percentages, not fixed amounts**

Amazon allows both. **Percentages are almost always better**, because they scale automatically when your business price changes and there is nothing to maintain.

Fixed amounts silently drift out of alignment every time you reprice.

![Order quantities and value, per product](/kb-assets/shot-prod-table-6c206b.png)

## **Build tiers around what your customers already do**

**This is the part that decides whether the tiers work.**

**Look at your existing B2B orders first.** Filter to orders of more than one unit and find the common quantities.

**Then set tiers just above them.** If most multi-unit orders are currently 2 units, start your first tier at **3**, then 5, then 10.

**The objective is to make someone add one more unit** — not to reward a quantity nobody was ever going to buy. A first tier at 25 units on a product people buy in twos is decorative.

## **Start the first tier at 3% minimum**

**Not arbitrary.** A discount of at least 3% from your standard price — through business pricing, quantity discounts, or the two combined — is what makes an ASIN eligible for:

**The FBA multi-unit fulfilment fee discount.**

**The bulk order referral fee discount.**

**The Amazon Business savings badge**, which raises visibility and click-through on the business side.

**So 3% is the threshold at which the discount starts paying for itself.** Below it, you are giving margin away and unlocking nothing.

## **Watch your top tier**

**Amazon often displays your largest available quantity discount on the product page.**

Which means a headline discount at an unrealistic quantity is doing nothing except advertising a price nobody will pay. Keep the top tier attainable by a real customer of yours.

## **Match Amazon's own fee tiers**

**Align your quantity discount tiers with the thresholds at which Amazon's multi-unit fee discount kicks in.**

Then the fee savings arrive at the same order sizes where you are giving a discount, and one offsets the other. On small, light products the fulfilment saving can cover most of what you gave the customer.

See [**B2B Fee Discounts, Certifications and Fulfilment**](https://kb.trackiq.com/hc/knowledge-base/articles/b2b-fee-discounts-and-certifications).

## **Adjust for who your buyers are**

**Price-sensitive buyers** — small businesses, retailers, contractors — respond well to quantity incentives, so a steeper structure earns its keep.

**Institutional buyers** — government, schools, hospitals, universities, military — are buying against procurement budgets and approved-supplier rules. A deeper discount often changes nothing, because price was never the constraint.

**If your B2B revenue is mostly institutional, do not discount harder. Get certified instead.**

## **The limitation worth knowing**

**Quantity discounts are tied to the business price, and a promotional price can override both.**

Worked example: retail $20, business price $19, quantity discount 5% at 5+ units. **Run a deal at $17, and the business customer sees $17** — the promotional price overrides the business price, and the quantity discount may not display or apply at all.

**So check your B2B pricing during major promotions.** During Prime Day, Black Friday or any Lightning Deal, your carefully built B2B structure may simply not be visible.

**One piece of good news:** quantity discount prices **do not affect your lowest 30-day price**, so they will not erode your future deal price ceiling — see [**Maximise Your Deal Price**](https://kb.trackiq.com/hc/knowledge-base/articles/maximise-your-deal-price).

## **Then measure whether it worked**

**Average order quantity.** **Average order value.** **B2B revenue.** **B2B units.**

**The test: is basket size increasing enough to offset the margin you gave up?**

If order quantity has not moved, the tiers are set at the wrong thresholds — go back to your actual order data and reset them lower.

See [**Understanding Business Reports**](https://kb.trackiq.com/hc/knowledge-base/articles/understanding-business-reports).

## **Common mistakes**

**Configuring quantity discounts with no business price**, so nothing displays.

**Fixed amounts** that drift out of date at every reprice.

**Tiers set from ambition** rather than from your order history.

**A first tier under 3%**, forfeiting both fee discounts and the badge.

**An unattainable top tier**, displayed prominently and never used.

**Never checking B2B pricing during a promotion.**

## **Related**

- [**Is Amazon Business Worth Your Time?**](https://kb.trackiq.com/hc/knowledge-base/articles/is-amazon-business-worth-your-time) — whether to do any of this.
- [**B2B Fee Discounts, Certifications and Fulfilment**](https://kb.trackiq.com/hc/knowledge-base/articles/b2b-fee-discounts-and-certifications) — what the 3% unlocks.
- [**Advertising to Business Buyers**](https://kb.trackiq.com/hc/knowledge-base/articles/advertising-to-business-buyers) — driving traffic to the pricing you just built.
- [**The Bulk Order Fee Discount**](https://kb.trackiq.com/hc/knowledge-base/articles/the-bulk-order-fee-discount) — the referral fee reduction a 3% business discount unlocks.