How to Increase Amazon Business B2B Sales in 7 Steps

Imagine tapping into a B2B marketplace that’s booming with a staggering $35 billion in annualized sales – that’s the power of Amazon Business! Gone are the days when B2B sales were a maze of negotiations and manual processes. Amazon Business now offers sellers a unique opportunity to reach a vast network of business buyers on a platform known for its trust and efficiency.

Scale your Amazon Business B2B sales and claim your share of this impressive growth by following a structured approach that can help you make the most of this marketplace.

Below, we break down 7 essential steps that will guide you toward optimizing your B2B sales strategy. Let’s go from stagnant sales to thriving B2B success on Amazon Business!

Step 1: Set Up Your Amazon Business Account

The first step to tapping into Amazon’s vast B2B market is to ensure your Amazon Business account is set up and optimized for professional selling. Unlike Amazon’s consumer-facing marketplace, the business platform allows you to showcase your products to enterprises, governments, schools, and organizations looking to purchase in bulk.

Steps to Set Up:

1. Create or Convert Your Account: If you’re already an Amazon seller, you can easily convert your existing seller account to a professional one by visiting the Amazon Business page and signing up as a seller.

   

2. Complete Your Profile: Ensure that your business profile is fully set up, with accurate contact details, tax identification numbers, and any relevant business certifications to give credibility to your listings.

Step 2: Optimize Product Listings for Business Buyers

Product optimization is crucial in the competitive world of Amazon Business. To make sure your products are visible and appealing to B2B buyers, you must focus on keywords, categories, and offering incentives such as bulk pricing.

Key Product Listing Optimizations:

Use Relevant Keywords: Incorporate B2B-focused keywords like “bulk orders,” “wholesale,” and “business pricing” to make your products searchable by businesses looking for volume purchases​.

Bulk Pricing: Setting up tiered pricing that offers discounts for bulk purchases is a major incentive for business buyers. Tools like CedCommerce’s Amazon Channel app help automate and simplify this process, making it easier to adjust prices for large orders.

Listing optimization can significantly impact your product’s visibility to business buyers, improving your conversion rates and increasing overall sales.

Step 3: Leveraging B2C, B2B, and Quantity Discounts for Scalable Growth

Selling on Amazon requires a clear understanding of the different buyer segments: Business-to-Consumer (B2C) and Business-to-Business (B2B). Each segment has distinct purchasing behaviors, expectations, and strategies to drive growth.

Additionally, using Quantity Discounts (QDs) can significantly boost bulk sales by offering tailored pricing to meet customer needs.

B2C vs. B2B Sales

B2C Sales: Target individual consumers who typically make small purchases. These buyers prioritize convenience, competitive pricing, and quick delivery.

B2B Sales: Focus on businesses and organizations requiring bulk purchases, custom pricing, and reliable delivery. B2B buyers often need tailored pricing structures to accommodate larger orders.

Why Differentiation Matters:

B2B buyers demand more flexibility and customized solutions than B2C shoppers. By offering tailored pricing, including Amazon Business Prices, sellers can better meet the expectations of business clients, ensuring increased order volumes and customer loyalty.

Quantity Discounts: Encouraging Bulk Purchases

Quantity Discounts (QDs) are a strategic tool to incentivize bulk buying by offering reduced prices based on order size. CedCommerce’s Amazon Channel App makes it easy for sellers to implement and manage quantity-based discounts seamlessly.

Key Features of Quantity Discounts:

Customizable Tiers: Create up to five discount tiers based on order quantities. For example:

• A 5% discount for orders of 4+ units.
• A 10% discount for orders of 10+ units.
• Additional tiers for larger volumes.

Tailored Bulk Pricing: Provide exclusive deals to business buyers, ensuring that larger orders are rewarded with greater value.

Automatic Sync with Amazon: Set discounts in the CedCommerce app, which are then seamlessly shared with Amazon. Amazon calculates the business price based on these rules, ensuring alignment with your B2B pricing strategy.

By combining Amazon Business Pricing, Quantity Discounts, and CedCommerce’s intuitive tools, you can scale your Amazon businesses more efficiently while maintaining competitive pricing. This ensures a streamlined, growth-focused approach for B2B sales success.

Step 4: Use Amazon’s Advertising Tools for B2B

Visibility is key when competing on Amazon Business, and using Amazon’s advertising tools can help boost your products in front of B2B buyers.

Best Advertising Practices:

Sponsored Products: This pay-per-click (PPC) option helps your products appear in search results and product pages, increasing visibility.

Sponsored Brands: If you’re selling multiple products or want to establish brand recognition, Sponsored Brands allow you to feature your logo and custom headline across search results​.

Advertising tools help you capture the attention of business buyers, especially those who are actively searching for the types of products you offer. Targeting your ads to industries, organizations, and B2B keywords ensures that your budget is spent reaching the right audience.

Step 5: Tailor Shipping and Compliance for Business Buyers

Business buyers have unique shipping needs compared to individual consumers. To increase your sales on Amazon Business, offering specialized delivery options, such as freight and pallet shipping, and optimizing delivery experiences with strategies like Business Hour Delivery Rate (BHDR) can make a significant difference.

How to Meet Business Shipping Needs

1. Offer Freight & Pallet Delivery

Many B2B buyers place large bulk orders that require specialized shipping methods, such as freight or pallet shipping. These options ensure that large or heavy goods are transported safely and on time, enhancing your service appeal to business customers.

2. Customize Delivery Timing with BHDR

Business buyers often prefer deliveries during standard working hours. To align with these preferences and improve your BHDR, ensure you:

• Print PO Numbers on Packages: Purchase Order (PO) numbers help business buyers identify their shipments easily, reducing confusion and delays.
• Adhere to Delivery Preferences: Use delivery instructions provided by buyers to plan shipments that meet their exact needs, increasing the likelihood of repeat orders.

3. Use Shipping Templates

Amazon’s shipping templates allow you to offer diverse delivery options, including expedited shipping, freight, and pallet shipments. Tailoring these options to fit business buyers’ requirements makes your listings more attractive and competitive.

4. Offer Tax Exemptions

Join the Amazon Tax Exemption Program (ATEP) to allow B2B buyers to make tax-free purchases. Tax exemptions are a significant advantage for US businesses, encouraging larger and repeat orders.

How These Strategies Benefit Sellers

By tailoring your shipping services to business buyers, you can:

• Enhance the overall delivery experience, building trust and loyalty.
• Increase your BHDR, ensuring your deliveries align with working hours and buyer preferences.
• Stand out from competitors by meeting the specific needs of B2B clients.

Step 6: Analyze and Refine Your Sales Strategy

No sales strategy is complete without a feedback loop. Once you’ve implemented the above steps, the final piece of the puzzle is to continuously analyze your sales data and refine your approach.

How to Use Data:

• Amazon Business Analytics: Use the analytics tools available within Amazon Business to track purchasing trends, identify which products perform well, and optimize your listings accordingly.
• Customer Feedback: Encourage buyers to leave reviews, and use this feedback to improve your product offerings and service quality.

Data-driven decisions will allow you to tweak your sales strategy, pricing, and marketing efforts to maximize your B2B potential.

Step 7: Make Amazon Business Easy with the CedCommerce Amazon Channel

When selling to other businesses on Amazon, one of the main challenges sellers face is managing specialized pricing, bulk discounts, and ensuring real-time accuracy in inventory. CedCommerce’s Amazon Channel integration streamlines these tasks. Here’s a closer look at how CedCommerce helps make Amazon Business more accessible to sellers:

CedCommerce’s Amazon Business Pricing Features

One of the most valuable tools for sellers on Amazon Business is the ability to customize pricing for business buyers. With CedCommerce’s Amazon Channel app, sellers can set up Business Prices directly from Settings, Product Edit, and Template Edit.

• Business Price Based on Standard Price: Sellers can easily configure business prices based on the standard price of products. This feature allows for the automatic application of discounts, ensuring a smooth pricing experience.
• Quantity and Tiered Discounts: The app allows you to target different buyers by offering quantity discounts. You can set specific discounts based on the number of products a business buyer purchases. These tiered pricing strategies encourage bulk orders, making your product more appealing to larger buyers who benefit from price reductions when purchasing in volume.
• Seamless Discount Sharing with Amazon: Once a discount is set in the CedCommerce Amazon Channel app, it is automatically shared with Amazon. Based on this data, Amazon will calculate the business price, ensuring that the pricing is aligned with your B2B goals.
• Additionally, CedCommerce provides an in-app Business Price Calculator that offers sellers an estimate of various discount strategies. This calculator helps you test and plan which discounts might attract more bulk buyers.

By handling this complexity within the app, CedCommerce takes the burden off sellers, enabling them to focus on scaling their B2B operations while staying competitive with their pricing strategy.

Real-Time Inventory and Pricing Sync

Managing fluctuating inventory and price changes is a crucial part of maintaining a healthy seller rating on Amazon Business. CedCommerce’s Amazon Channel provides real-time sync for inventory and prices, ensuring that your product listings are always accurate and up to date.

• No More Stock-Outs or Pricing Errors: When inventory runs low or prices need to be adjusted, CedCommerce’s app automatically updates your Amazon Business listings. This means you’ll never have to worry about selling out-of-stock items or mispricing your products. This accuracy is especially important in B2B settings, where orders are typically larger, and supply chain reliability is essential.
• Seamless Integration Across Channels: If you’re selling on multiple channels, the real-time sync also ensures that changes on Amazon Business are reflected across all sales channels. This unified approach minimizes the risk of overselling and mismanaging stock, helping you build trust with your B2B buyers.

Whether you’re looking to set up complex tiered discounts or maintain accurate stock levels, the CedCommerce integration provides the tools you need to stay competitive and boost your B2B sales.

Bonus: New Amazon Business Prime Rewards and Membership Discounts

Amazon recently introduced Business Prime Rewards, offering significant benefits to business buyers. Members can earn up to $1,000 annually on qualifying purchases and get 2% cash back on Amazon Private Brands. This initiative supports small and medium-sized businesses (SMBs) with savings and purchasing incentives.

Additionally, new customers can upgrade to Business Prime Essentials for just $9.99 in the first year—a nearly 95% discount—making it easier for businesses to join Amazon Business. Existing Prime members can access Business Prime at no additional cost, enhancing their purchasing capabilities without extra fees.

For sellers, these rewards mean increased customer loyalty, as businesses are encouraged to buy more frequently and in larger volumes. The cash-back incentives also drive traffic to Amazon Private Brands, creating more opportunities for sellers offering private-label products.

This initiative also streamlines the shopping experience for businesses, giving sellers access to a broader customer base and improving customer satisfaction through user-friendly tools like Spend Visibility and Guided Buying.

Incorporating these benefits into your selling strategy can lead to increased sales and stronger customer relationships on Amazon Business.

Boost Your B2B Sales with CedCommerce

Following these 7 steps will help you set up and optimize your Amazon Business strategy to drive B2B sales growth.

Key Takeaways from the Blog

• Set Up Your Amazon Business Account: Getting started is simple, but it’s the foundation of your B2B success.
• Optimize Product Listings for Business Buyers: Use B2B-specific keywords and features like bulk pricing to attract business clients.
• Understand B2C, B2B, and Quantity Discounts: Knowing the difference and using pricing tiers is crucial for scalable growth.
• Use Amazon’s Advertising Tools: Leverage paid ads and promotions to reach your target business customers.
• Tailor Shipping and Compliance: Offering freight and pallet shipping, as well as business-hour delivery, meets unique B2B needs.
• Analyze and Refine Your Sales Strategy: Consistently monitor and improve your approach for better results.
• Make Amazon Business Easy with CedCommerce: CedCommerce’s integration solutions simplify B2B operations, from seamless business pricing to real-time inventory sync, helping you stay ahead in the game.

Scaling your B2B operations can be complex, but CedCommerce is here to make it easy. Ready to optimize and grow your sales? Explore CedCommerce’s Amazon integration solutions today and unlock new opportunities on Amazon Business!