Amazon Business (B2B): A Guide for Pakistani Manufacturers and Sellers
By Shaheer Khan, founder of Markify Ecommerce
Summary
What Amazon Business is, how business-only prices and quantity discounts work, which products sell well to business buyers, and how Pakistani manufacturers of surgical, textile and sports goods can use it alongside regular Amazon sales.
Most people think of Amazon as a place where consumers buy for themselves. But a large and growing share of purchases come from businesses: clinics buying instruments, hotels buying towels, schools buying sports equipment, offices buying supplies. Amazon Business is the part of Amazon built for these buyers.
For Pakistani manufacturers in categories such as surgical and dental instruments, hospitality textiles, workwear and sports goods, it is worth understanding.
What Amazon Business is
Amazon Business is Amazon's marketplace for business customers. Buyers register as businesses and get features such as:
- business-only prices and quantity discounts
- purchase approvals and multi-user accounts
- payment by invoice or purchase order in some marketplaces
- tax-exempt purchasing where eligible (in the US)
- filters for seller credentials and certifications
For sellers, it is not a separate store. If you have a Professional selling account in a supported marketplace, you can enrol in Amazon Business seller features and offer business pricing on your existing listings.
Business pricing and quantity discounts
The two main tools:
Business price. A price shown only to verified business buyers, alongside your normal consumer price. For example, $25 for consumers and $23 for businesses.
Quantity discounts. Price tiers by quantity, such as 5% off for 10 or more, 10% off for 50 or more. This turns your listing into a simple wholesale catalogue: a buyer ordering 100 units sees the price immediately instead of asking for a quote.
Some marketplaces also offer quote requests for very large orders.
Price tiers carefully. Work out your margin at each tier after Amazon's referral fee and FBA fees. Large orders may also cost less to fulfil per unit if shipped by you rather than FBA.
Seller credentials
In some marketplaces, sellers can add credentials such as small business, minority-owned or women-owned status (for US-qualifying businesses), and quality certifications such as ISO. Business buyers, especially public institutions and large companies, can filter by these. Only claim credentials you can document.
Products that sell well to businesses
- Medical and dental: instruments, consumables and supplies, subject to the regulatory requirements of each market.
- Hospitality: towels, bed linen, aprons and uniforms.
- Facilities and workwear: gloves, safety gear, cleaning supplies.
- Education and sports: balls, equipment, team kits.
- Office and packaging supplies.
Pakistan has strong manufacturing in several of these: surgical and beauty instruments in Sialkot, home and hospitality textiles in Faisalabad and Karachi, sports goods and gloves in Sialkot. See Sialkot goods on Amazon.
What business buyers look for
- Clear specifications, dimensions and materials
- Pack sizes that suit business use (packs of 10, 50 or 100)
- Consistent stock: business buyers reorder and do not like switching suppliers
- Compliance documents for regulated products
- Reliable delivery, which usually means FBA or a US or UK warehouse
How to get started
- Make sure you have a Professional selling account in the target marketplace.
- Enrol in the Amazon Business seller features from Seller Central.
- Pick listings that suit business buyers, or create business-friendly pack sizes.
- Add business prices and quantity discount tiers.
- Add accurate credentials and certifications where applicable.
- Watch business sales in your reports and adjust pricing.
Common mistakes
- Offering discount tiers that leave no margin after fees.
- Listing medical or regulated products without the right compliance.
- Running out of stock, which loses repeat business buyers.
- Treating B2B as a separate business instead of an extension of strong consumer listings.
Should Pakistani wholesalers use Amazon Business instead of traditional export?
It works best alongside traditional export, not as a replacement. Large distributors will still buy by container. Amazon Business reaches the long tail of small and medium business buyers who order regularly in smaller quantities, often at better prices than distributors pay. For more on selling business-to-business online from Pakistan, see B2B ecommerce in Pakistan.
Frequently asked questions
Do I need a separate account for Amazon Business?
No. Professional sellers in supported marketplaces can enrol their existing account in Amazon Business features.
Can individuals buy at business prices?
No. Business prices are shown to verified business buyers.
Can Markify set up B2B pricing for us?
Yes. Business pricing and catalogue setup are part of our Amazon account management service.
Work with Markify Ecommerce
Markify Ecommerce (listed on Google Maps as Markify Ecommerce - Unicored Technologies) is an ecommerce marketplace management agency in Bahria Orchard, Lahore. We manage Amazon, eBay, Walmart, Shopify, Etsy and TikTok Shop accounts, and we set up US LLCs and UK Ltd companies for Pakistani sellers.
- Office: Central Block, Bahria Orchard, Raiwind Road, Lahore 55150, Punjab, Pakistan
- Phone & WhatsApp: +92 321 3131641
- Free account audit: Send us your store or account details and we will reply with the first fixes we would make.