With more than 300 million active customers, Amazon is one of the most powerful B2C marketplaces available to online sellers today. But what if you are an Amazon B2B seller? Is Amazon the right place to serve your B2B customers’ needs?
Introducing Amazon Business
Amazon Business is a specialised platform designed to cater to the specific needs of B2B sellers and buyers. With more than six million registered businesses using the platform, it is clear that Amazon Business has rapidly gained popularity among businesses of all sizes.
Launched in 2015, Amazon Business is one of the fastest-growing ventures in Amazon’s history, reaching $35 billion in annualised sales in 2023.
4 Benefits for B2B Sellers on Amazon Business
Amazon Business offers a range of B2B features that can help you streamline your sales process, attract new customers, and increase your sales. Some of the most valuable features for B2B sellers include:
- Quantity Discounts: You can offer quantity discounts to buyers who purchase large quantities of your products. This is a great way to incentivize bulk purchases and increase your sales.
- Business-Only Pricing: You can offer exclusive pricing to business customers who have registered for Amazon Business. This can help you attract new customers and increase your sales.
- Approval Workflows: You can set up approval workflows to ensure that the appropriate personnel authorises all purchases made by business customers. This can help you avoid fraudulent purchases and ensure you are dealing with legitimate customers.
- Pay by Invoice: You can offer business customers the option to pay by invoice rather than paying upfront. This can help you attract customers who prefer to pay on credit and improve your cash flow.
Who Buys on Amazon Business?
More than 6 million customers buy using Amazon Business, including small and medium-sized companies such as New Mexico’s family-owned Red River Brewing Company, alongside large corporations and institutions. Amazon Business serves 96 out of the Fortune 100 companies, including Intel and Citi, as well as notable organisations such as Johns Hopkins University, Seattle Children’s Hospital, and the United Service Organizations. Furthermore, Amazon Business caters to U.S. governmental entities, including the U.S. Air Force and the state of Utah.
Optimising the Amazon B2B Selling Experience
To successfully sell B2B on Amazon Business, it is essential to optimise your product listings. Your product listings should be clear, concise, and informative, providing buyers with all the information they need to make an informed purchasing decision. This includes detailed product descriptions, high-quality images, and accurate pricing information. In addition, you should make sure that your products are listed in the appropriate categories and that you use relevant keywords to help buyers find your products.
Providing excellent customer service is also essential for success on Amazon Business. This includes responding promptly to customer inquiries, addressing any concerns or issues, and ensuring that orders are fulfiled promptly.
Amazon Ads
Advertising your products on Amazon Business can also help you attract new customers and increase your sales. Amazon Business provides a range of advertising options to help you promote your products and reach new customers. For example, you can use Amazon’s Sponsored Products feature to place your products at the top of search results pages, or you can use Amazon’s Display Ads feature to display your products on other websites. However, it is essential to carefully manage your advertising campaigns to ensure that you are getting a good return on your investment.
B2B eCommerce Innovation
Highlighting how Amazon Business works with B2B buyers, Alexandre Gagnon, vice president of Worldwide Amazon Business, said: ““Amazon Business is constantly innovating on behalf of its customers—working on solutions and integrations that make procurement more efficient, reducing overhead and manual processes. Amazon Business supports integrations with Coupa and over 100 other procurement, payments, and ERP systems. We also support purchasing directly on Amazon.com for organisations that do not rely on an e-procurement system.”
Learn More
Selling B2B on Amazon Business can be a highly lucrative opportunity for businesses looking to expand their reach and grow their customer base. But Amazon Business is just one opportunity for B2B sellers to explore.
Find out more about our Amazon Store Design for your Amazon B2B Store here.
To learn more about how Frooition can help you sell more to B2B clients on Amazon, eBay, and your own B2B eCommerce store, schedule a free discovery call with one of our B2B eCommerce experts today.
