Amazon Business is where companies, schools, hospitals, government agencies and other organisations buy. Most sellers are enrolled without ever thinking about it, and are therefore leaving the whole channel unoptimised.

It rewards attention because business buyers behave differently: **larger orders, higher average order value, and repeat purchasing driven by procurement rather than impulse.**

[Watch the walkthrough](https://kb.trackiq.com/kb-assets/kbvideo-b2bintro-explainer-46439efd.mp4)

*Prefer to watch? One hundred and twenty-seven seconds on how to tell whether B2B is already contributing, the seven opportunities and how they compound, and the buyer distinction that changes your strategy.*

## **First, confirm you are enrolled**

**Account Info → Manage Your Services**, and check that **Amazon Business (B2B)** shows as registered. If it says not registered, enrol from there.

## **Then find out whether it matters for you**

Do not optimise a channel that is not producing anything.

**Reports → Business Reports → Sales Dashboard → Sales and Traffic**, over at least 30 days.

**Look at three figures: B2B revenue %, B2B units %, and B2B orders %.**

**The rule of thumb: above 3% means Amazon Business is already contributing meaningfully** and deserves optimisation. Higher percentages point to proportionally larger opportunities.

**And run it per ASIN as well as per account.** B2B share varies enormously between products — a consumable bought by the case may be 20% B2B while a gift item is near zero. The account average hides that, and the per-product view tells you where to spend the effort.

![Sales split, product by product](/kb-assets/shot-prod-table-6c206b.png)

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

## **Create a business account of your own**

**Free, and it changes what you can see.**

With a business buyer account you can view your own listings as a business customer sees them — the business price, the quantity discount tiers, any badges, and your certifications.

**Without it you are optimising blind.** Several of the settings below only display to business buyers, so the only way to confirm they are live and correct is to look from that side.

## **The seven opportunities**

They compound, which is the important part: the fee discounts require the pricing settings, the badges require the discounts, and the advertising works better once the pricing is in place.

**1. Business pricing** — a price visible only to business buyers, leaving your retail price untouched.

**2. Quantity discount tiers** — progressive discounts that encourage larger orders.

**3. B2B advertising** — separate campaigns, separate keywords, separate audiences.

**4. FBA multi-unit fee discount** — automatic reduced fulfilment fees on qualifying multi-unit business orders.

**5. Bulk order referral fee discount** — reduced referral rates on orders above $1,000 per ASIN.

**6. Business profile and certifications** — credibility, and access to buyer groups that filter on them.

**7. Advanced fulfilment** — alternatives to standard FBA for large orders, situational and only worth it at volume.

## **Where the compounding starts**

**Business pricing and quantity discounts are the foundation**, because both fee discounts require **at least a 3% discount** to business buyers through one or the other.

Which means implementing pricing does not just improve conversion — it unlocks two fee reductions that can partially or wholly pay for the discount you just gave.

**Do those first.** See [**Business Pricing and Quantity Discounts**](https://kb.trackiq.com/hc/knowledge-base/articles/business-pricing-and-quantity-discounts).

## **Who your business buyers actually are**

Worth knowing before you set discount levels, because they do not all behave the same way.

**Price-sensitive:** small businesses, independent retailers, contractors, commercial buyers. These respond strongly to quantity incentives.

**Less price-sensitive:** government agencies, schools, universities, hospitals, military. Their purchasing runs on procurement budgets and approved-supplier rules, so **certifications and compliance matter more to them than a few percent off.**

**That distinction changes your strategy.** If your buyers are institutional, effort belongs in [**B2B Fee Discounts, Certifications and Fulfilment**](https://kb.trackiq.com/hc/knowledge-base/articles/b2b-fee-discounts-and-certifications) rather than in deeper discounting.

## **What success looks like**

**B2B revenue share rising**, which is the headline.

**Average order quantity rising**, which is the actual mechanism.

**Margin holding**, because the fee discounts offset what you gave away.

**Watch all three.** Rising B2B revenue with falling margin means the discounts are too deep for the fee savings they unlocked.

## **Related**

- [**Business Pricing and Quantity Discounts**](https://kb.trackiq.com/hc/knowledge-base/articles/business-pricing-and-quantity-discounts) — the foundation everything else needs.
- [**Advertising to Business Buyers**](https://kb.trackiq.com/hc/knowledge-base/articles/advertising-to-business-buyers) — reaching them deliberately.
- [**B2B Fee Discounts, Certifications and Fulfilment**](https://kb.trackiq.com/hc/knowledge-base/articles/b2b-fee-discounts-and-certifications) — the margin and access side.