Amazon Business 2025: New Reduced Fees for Bulk Orders Starting October 1st

📅 Official Amazon Update — Effective from October 1, 2025
Scope: Sellers and Vendors with Amazon Business offers
Sector: B2B, pricing, and commission structure

A New Competitive Edge for Amazon's B2B Channel

Amazon has announced a structural change to the referral fees for Amazon Business orders.
Starting from October 1, 2025, sellers who offer a business price or a quantity discount of 3% or more compared to the standard price will automatically qualify for reduced fees on bulk orders from business customers.

This is a significant change for all sellers operating within the Amazon Business channel, a platform currently connecting over 8 million business customers worldwide, including SMEs, public entities, healthcare institutions, and large corporations.
The average value of business orders is 25–30% higher than the consumer channel, with a return rate 40% lower, according to data from Amazon Global B2B Insights 2024.

The Goal: Enhance B2B Convenience and Retention

The new incentive scheme is part of Amazon's long-term strategy to boost business customer loyalty and increase the average order volume.
By lowering fees, the marketplace aims to encourage sellers to:

• offer structural B2B discounts (not just tactical promotions)

  
  

• optimize price policies for quantities

  
  

• and enhance the competitiveness of business catalogs in high-volume purchase categories (e.g., supplies, electronics, professional products)
  
  
  

Amazon confirms that discounts will be automatically applicable to offers meeting the minimum requirement of −3% compared to the standard price and involving multiple quantities in the same transaction.

Strategic Implications for Brands

For structured sellers, this measure introduces three key implications:

1. More efficient operating margin
   With a progressive reduction in fees on multiple orders, the average impact on margin can improve by up to +2.5 percentage points for high turnover products.
   This allows for allocating more resources to competitive pricing and ADV visibility.
   
   
   

2. Increased attractiveness for business buyers
   Business customers seek reliable suppliers and predictable discounts on large quantities. The combination of “business price + quantity discount” enhances the probability of conversion and the retention of recurring buyers.
   
   
   

3. Optimization of supply chain and fulfillment costs
   Multiple orders help reduce unit shipping costs and improve the logistics performance index, a factor considered in the ranking of Amazon Business sellers.
   
   
   

A Rapidly Expanding Market

The Amazon Business channel is experiencing strong growth:

• In 2024, it surpassed $35 billion in global sales,
  
  

• with an average growth of +20% YoY in the EMEA segment (data: Amazon B2B Annual Report 2024),
  
  

• and over 300,000 Italian companies registered as active business customers.
  
  
  

According to Statista 2025, the European B2B eCommerce market will reach €2.2 trillion, with Amazon Business as the leading platform in the digital corporate procurement segment.

In Summary

The revision of fees for Amazon Business marks another step towards a more competitive and sustainable B2B ecosystem. By reducing the burden of fees on multiple transactions, Amazon promotes a long-term logic based on efficiency, volume, and retention. For brands, this represents a strategic lever to expand their business market share and improve overall profitability on Amazon.