Transcription
The guide to sellingon Amazon BusinessAnswers to 20 questions about the B2B marketplace on Amazon 2019 Amazon Services, Inc. or its affiliates. All rights reserved.
Organizations ofall kinds buy onAmazon Business1What isAmazon Businessin a nutshell?EducationHealthcareAmazon Business is the B2B marketplace on Amazon, providing businesscustomers with the pricing, selection and convenience of Amazon, withfeatures and benefits designed for businesses of all sizes.GovernmentAmazon Business customers can create free, multi-user accounts thatallow them to choose from hundreds of millions of products on Amazon,including business-only items.All kinds of organizations around the world benefit from business-onlyTechnologypricing, easy price comparisons, quantity discounts, FREE Two-Day Shippingwith Business Prime, and a familiar shopping experience.2Who buys onAmazon Business?More than one million businesses across a variety of industriespurchase the products they need on Amazon Business. In theU.S., Amazon Business serves nearly 80% of the 100 largestenrollment education organizations, 55 of the Fortune 100companies, more than half of the 100 biggest hospital systemsand more than 40% of the 100 most populous governments.HospitalityManufacturingEnergy
3How do I start sellingon Amazon Business?If you already have an Amazon Seller account, just sign in and checkyour eligibility. If you don’t already have a seller account on Amazon,contact the Amazon Business team and we’ll help you with what youneed to do to start selling on Amazon Business.4Are existing AmazonSellers eligible forthe Business Sellerprogram?The Amazon Business Seller program is available toOnce your account is activated, you’ll receive the benefits of theprofessional sellers on Amazon in good standing.Business Seller program.Members of the Business Seller program are heldto higher performance requirements than thosebusinesses selling via Amazon.com.If you’re a current seller on Amazon.com, you may beeligible for the Business Seller program based on your5What arethe high-levelfeatures and benefits?The Amazon Business Seller program gives sellers like you the toolsand features needed to effectively sell products on Amazon Business.These include: Business pricing – The ability to offer prices only available tobusiness customers. Quantity discounts – Pricing features that make it easier forcustomers to buy from you in large quantities, including the ability torequest a special price on an even larger purchase. Tax exemption – Automated tax exemption on qualified purchasesfrom sellers participating in the Amazon Tax-Exemption Program.performance history. If you’re not currently eligible forthe program, you can request a special exception foraccess; we’ll review your request and get back to youwithin three days.6What isbusiness pricing?Business pricing means offers that are lower than yourretail prices that are intended to incentivize buyers topurchase in bulk.When you set a business price, these special offers are Certifications – Claim quality, diversity, and ownership certificationsonly available to registered Amazon Business buyers.to help your company stand out to business customers who areWhile your products will be visible to all Amazonlooking to learn more about their suppliers.consumers, only registered Amazon Business buyerscan see and read your business pricing. All otherAmazon consumers will see your set consumer price.Business pricing cannot be higher than the consumerprice on a product.
710What arebusiness-only offers?What is the ProfileEditor?You can restrict offers in product categories likeYour potential customers want to know more about yourhealthcare, industrial, or lab equipment so they’re onlycompany than just the price of your products, especiallyvisible to verified business buyers. While business-onlyif they’re looking at larger purchases or recurring business.offers limit the discoverability of your products, theyThe Profile Editor helps you tell your company’s story,can help build credibility with certain customers.display Seller Certifications, and build trust. When businesscustomers better understand who they’re sourcing from,they’re more likely to buy.8What are quantitydiscounts?To encourage larger orders, you can set up to fivepricing tiers on each of your products. Customers cansee the price discounts for certain quantity orders,which are completely defined by you. For even largerquantities, customers can request pricing from allsellers who offer a specific product.9What is enhancedproduct content?Using this tool, brand owners can describe their product featuresby including a unique brand story, enhanced images, and textplacements. Adding enhanced product content to your productdetail pages can result in higher conversion rates, increasedtraffic, and higher sales when used effectively.Enhancedproductcontenthelps yourcustomersmakeinformedpurchases MSDS or SDS CAD files User guides CoC Safety information Application guides Spec sheets Comparison charts CoA Installation manuals
1112What is the SellerCertification program?Does Amazon awardseller certifications?You can distinguish your business in the eyes of AmazonAmazon doesn’t award or validate certifications. It’s up to youBusiness customers by participating in the Seller Certificationto obtain certifications from an authorized certifying body likeprogram, which enables you to claim and display thethe International Organization for Standardization (ISO), andcertifications that apply to your organization.to provide supporting documentation for the certificationsuch as a picture of a physical certificate or a businessidentifier number (like DUNS).The 18 nationally recognized diversity,ownership and quality certificationsDIVERSITY AND OWNERSHIPCERTIFICATIONSQUALITY CERTIFICATIONS Small Business LGBT Business Enterprise Minority-Owned Business Women’s Business Enterprise Woman-Owned Small Business Economically DisadvantagedWomen-Owned Small Business SBA-Certified SmallDisadvantaged Business SBA-Certified HUBZone Firm SBA-Certified 8(a) Firm Veteran-Owned Small Business Service-Disabled Veteran-OwnedSmall Business Quality Management Systems (ISO 9001) Medical Devices Standards (ISO 13485) Environmental ManagementSystems (ISO 14001) Food Quality Standards(ISO 22000/HAACP) Quality Management Systems –Automotive (ISO/TS 16949) Quality Systems – Aerospace (AS 9100) Quality Systems – Aerospace –Distributors (AS 9120)
Multiple ways to fulfill your orders andattain the valued Prime status on your listingsYouSELLER- FULFILLED PRIMEYou handle:PricingShippingMERCHANT FULFILLMENTCustomerServiceYou handle:PricingFULLFILLMENT BY AMAZONCustomerServiceAmazon handlesYou sYour Customers13How are orders fulfilled byAmazon Business Sellers?You can adopt one of four approaches to fulfilling ordersplaced on Amazon Business:1. Seller Fulfilled Prime – For sellers who qualify, based on their own3. Merchant fulfillment – Just like it sounds. You fulfillmature fulfillment and logistics infrastructure, Seller Fulfilled Prime enablesorders directly from your own facility, following theoffers to achieve Prime status, but ship directly from a seller locationAmazon Business packaging requirements. Prime statusaccording to the Prime customer promise.does not apply to merchant fulfilled orders.2. Fulfillment by Amazon (FBA) – Orders are fulfilled by Amazon and your4. Hybrid approach – Many organizations use a mixedproducts are shipped from state-of-the-art Amazon fulfillment centers.fulfillment strategy, shipping certain products directlyOrders fulfilled through FBA achieve Prime status.and others through Fulfillment by Amazon.
1416What is Fulfillmentby Amazon?Who handlescustomer serviceafter the sale?The Fulfillment by Amazon program helps you meet thestringent delivery expectations of business customers.Using our advanced web-to-warehouse high-speedpicking and sorting system, Amazon quickly ships yourproducts from our fulfillment centers. Amazon handlesthe customer service and returns on any orders fulfilledJust like on Amazon.com, you handle customer servicefor any orders that you fulfill directly. Amazon providesworld-class, 24/7 customer service on orders fulfilledand shipped through the Fulfillment by Amazon service.and shipped through Fulfillment by Amazon. Businesscustomers recognize and trust the Prime logo, whichsignifies fast shipping and superior customer service.15How much doesFulfillment byAmazon cost?You pay as you go with Fulfillment by Amazon; you’re17What are the costsand fees for AmazonBusiness?The monthly subscription fee for Professional Sellers iscurrently 39.99 per month.The Professional Selling Plan is a month-to-monthcontract; you can cancel at any time by opting out.charged for the orders we fulfill and the storage spaceReferral fees in the Amazon Business fee scheduleyou use in our fulfillment centers. Shipping costs areapply to business transactions involving products in theincluded in your fees, and there’s no extra charge forfollowing categories:Amazon Prime FREE Two-Day Shipping and FREEShipping on eligible orders. Consumer Electronics Office Products Tools & Home ImprovementBusiness customersrecognize and trust thePrime logo, which signifiesfast shipping and superiorcustomer service. Industrial & ScientificFees in all other categories are the same as for allProfessional Sellers on Amazon. Please note that wemay implement fees specific to the Amazon BusinessSeller Program in the future.
18What are the qualityrequirements?Customers purchasing products on Amazon Business have highstandards for both service and quality. Therefore, Amazon Businesssellers must meet certain requirements: Low pre-shipment cancellation rate (less than 1%) Low late-shipping rate (less than 2%) Low order-defect rate (for example, few A-to-z claims,returns or chargebacks)Business sellers who meet and exceed quality requirements don’t just maketheir customers happy — they increase their organic discoverability onAmazon Business with the program badge visible on their offers.19How do we know if we’remeeting the performancerequirements?The Seller Central Portal provides you with personalized, up-to-theminute metrics on your performance relative to the requirements.20How do we start selling?If you’re a current Amazon Seller in good standing, registering for aBusiness Seller account is a straightforward process — just sign in toyour account to check your eligibility.Business Sellerpackagingrequirements1. A tracking number onevery business order package2. A packing slip with everybusiness order package3. A purchase order numberwith every business order package (when provided by the customer)
Get StartedStart Selling on Amazon Business
contact the Amazon Business team and we'll help you with what you need to do to start selling on Amazon Business. Once your account is activated, you'll receive the benefits of the Business Seller program. 3. Are existing Amazon . S. ellers eligible for the Business Seller program? The Amazon Business Seller program is available to
