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How to start selling to businesses with Amazon Business and the benefits
Amazon Business is a marketplace for businesses and sole proprietors. Here's how to get started with Amazon Business and some key points.
What is Amazon Business?
Amazon Business is Amazon's B2B (business-to-business) marketplace. There are a variety of features and benefits for business customers across the country, including great prices, an extensive line-up, and the convenience of Amazon.
Amazon Business Features
Amazon Business is a program that you can start right away at no additional cost if you have a seller account with a Professional plan. If you start selling with Amazon Business, your customer will be a business or sole proprietor. To support sales promotions specific to business customers, Amazon offers the following programs.
Business prices and quantity discount offers
There are various features and functions for expanding sales for business and business-to-business transactions such as being able to set specific pricing for products to business customers (business prices, quantity discounts).
Analysis Tools
The Amazon Business Seller Program dashboard allows you to view sales for businesses at a glance, compare sales to individual sales, and analyze sales by industry.
Business Efficiency
By using Fulfillment by Amazon (FBA), you can get products to customers faster. Also, if you register as a seller for the JCT number, Amazon will issue an eligible invoice on your behalf. This leads to a reduced workload.
Invoice system (storage method for qualified invoices, etc.)
Starting from October 1, 2023, the invoice system (storage method for qualified invoices, etc.) has been implemented. The invoice system is a system for businesses and sole proprietor customers to receive purchase tax credits. After this system starts, only sellers with a “JCT number” can issue eligible invoices that are eligible for purchase tax credit.
Please check here for Amazon's response and seller’s responses to the introduction of this system.
Please check here for Amazon's response and seller’s responses to the introduction of this system.
Advantages of getting started with Amazon Business
Amazon Business is a program that you can start right away at no additional cost if you have a seller account with a Professional plan. The advantages to starting business sales with Amazon Business can be found below.
1. Reach businesses/sole proprietors nationwide
You can expand your business by targeting business customers nationwide who use Amazon Business, which will help you broaden your sales channels.
One of the benefits of selling on Amazon is the number of business customers
Over 6 million companies in 10 countries around the world use Amazon Business
50 million or more business-priced products
Over 70% of companies listed on the Tokyo Stock Exchange Prime Market are registered
Used by over 95% of Japanese national universities
Amazon internal data as of the end of March 2024
2. Streamline work tasks
The following programs and functions can be used in Amazon Business, leading to improved work efficiency.
• Issuance of qualified invoices: As of October 1, 2023, Amazon.co.jp will display the JCT numbers of sellers who register their number in Seller Central on invoices. This allows invoices to be issued to business and sole proprietorship customers on behalf of the sellers. Please check the frequently asked questions to learn about how the invoice system is supported.
• Amazon Bulk Service: A program useful for expanding the bulk selling business (case-packed and pallet sales). You can get a 15 to 25% discount on sales fees on eligible manufacturer packaging and pallets. Learn more about referral fee discounts here.
• Invoice payment: Invoice payment allows business/sole proprietor customers to issue an invoice and pay via invoice when purchasing products on Amazon. Since Amazon collectively performs accounts receivable management tasks such as customer credit evaluation, order claim processing, supervision in case of delay, collection of unpaid prices, and handling non-payment cases, etc., it leads to a reduction of the burden on sellers.
• Amazon Bulk Service: A program useful for expanding the bulk selling business (case-packed and pallet sales). You can get a 15 to 25% discount on sales fees on eligible manufacturer packaging and pallets. Learn more about referral fee discounts here.
• Invoice payment: Invoice payment allows business/sole proprietor customers to issue an invoice and pay via invoice when purchasing products on Amazon. Since Amazon collectively performs accounts receivable management tasks such as customer credit evaluation, order claim processing, supervision in case of delay, collection of unpaid prices, and handling non-payment cases, etc., it leads to a reduction of the burden on sellers.
3. Start selling at no additional cost
Some might feel that if their customers are limited to business, they will be at a disadvantage due to fewer sales opportunities. However, with the Professional Selling plan, in addition to being able to sell on “Amazon.co.jp” for individuals, you can also start selling on “Amazon Business” for businesses and sole proprietors at no additional charge. By selling in either marketplace, you can access a wide range of sales opportunities.
4. Opportunities for bulk purchases may increase
By setting up promotions specific to business customers and staying flexible when responding to requests, you’ll increase your chances of getting opportunities for bulk purchases. The following is an example of a possible setting for Amazon Business.
• Provide prices specific to business customers by providing business prices
• Increase opportunities for bulk purchases by setting quantity discounts
• Use customized Custom Quotes for customers and respond flexibly to requests
• Provide prices specific to business customers by providing business prices
• Increase opportunities for bulk purchases by setting quantity discounts
• Use customized Custom Quotes for customers and respond flexibly to requests
Three steps to get started with Amazon Business
Here are the steps to start selling to businesses on Amazon Business.
Step 1. Open an account
If you don't already have a Seller Central account, you'll need to open one first. If you already have a seller account, go to Step 2.
Click here for steps on Seller Account registration
Click here for steps on Seller Account registration
Step 2. Register for Amazon Business
Once you’ve opened an account, you will register to use Amazon Business. You can sign up by logging into Seller Central and going to “Seller Account Information” in Settings.
Below is the actual registration screen. Check “I want to activate my Amazon Business seller account on Amazon.co.jp” and click “Register for Amazon Business” to complete.
If you already have an eligible JCT number, please register it from the Tax Settings page. Click here to find out how to handle and set up the invoice system on Amazon
Step 3. Set business prices/quantity discounts
You can configure this from the inventory management screen in Seller Central, which is the seller account management page that was established in Step 1. Amazon Business features products with business prices or quantity discounts of 5% or more off the regular sales price several times a year, such as special features on year-end financial results 1, so we recommend setting discounts at 5% off or more in order to expand opportunities for increased exposure.
Click here to learn about the process for setting business prices and quantity discounts
. Additionally, Amazon Seller University offers information on the benefits of business pricing and quantity discounts, as well as success stories, so be sure to take advantage of those resources as well.
Click here to learn about the process for setting business prices and quantity discounts
. Additionally, Amazon Seller University offers information on the benefits of business pricing and quantity discounts, as well as success stories, so be sure to take advantage of those resources as well.
1Special features are subject to cancellation or change without notice.
You can start selling on Amazon Business by following the steps above. Next, let's take a look at the key points to promote sales.
Tips for boosting sales with Amazon Business
Use Fulfillment by Amazon (FBA)
Fulfillment by Amazon (FBA) is a service that helps businesses grow by providing access to Amazon's logistics network. The only thing sellers do is procure products and send them to Amazon's warehouses. We’ll handle the inventory storage, order handling, packing, shipping, customer service, and returns that happen afterwards. Effective, reliable fulfillment delights customers.
Run promotions exclusive to businesses
By providing benefits and promotions that meet the needs of business/sole proprietor customers, there’s a high possibility that you’ll be able to further promote business sales and acquire repeat customers. We recommend having business prices and quantity discounts that are 5% off or more. Also, by flexibly responding to customer requests with the Custom Quote function, opportunities to buy in bulk or accept larger orders may increase.
Promote your products and brands
Advertising campaigns boost the visibility of your brand and products. Amazon offers a variety of programs to help you promote your products and attract customers.
Learn more about Amazon’s ads
Learn more about Amazon’s ads
- Sponsored Products show up within Amazon product listing pages and can give new products a boost in visibility to Amazon’s 300 million shoppers.
- Sponsored brands (available to registered brand owners) show a headline, logo, and up to three products at the top of a product search results page.
- Stores (available to registered brand owners) have customized pages for individual brands where you can showcase the brand story and products.
Frequently Asked Questions (FAQ)
What is the Amazon Business Seller Program?
The Amazon Business Seller Program is a program that provides useful features to help Amazon Business customers grow their sales. These features include:
- Features that allow you to sell products more effectively to business customers such as setting business prices and quantity discounts
- Ability to sell products to business customers only
- Dashboard feature that allow you to analyze business sales details
What’s the difference between the Amazon Business Seller Program and Selling on Amazon?
“Amazon.co.jp”, a selling service on Amazon, is a sales platform for general customers, while Amazon Business is for businesses/sole proprietors.
How much does it cost to enroll in the Amazon Business Seller Program for selling?
However, when you sign up for the Professional Selling plan, in addition to being able to sell on “Amazon.co.jp” for individuals, you can also start selling on “Amazon Business” for businesses and sole proprietors at no additional charge.
•Monthly registration fee (usage fee for the Professional Selling Plan is 4,900 yen per month (excluding tax, fixed cost))
•Selling fees (depends on category) For details on fees, see the Selling on Amazon Fee Schedule.
•Monthly registration fee (usage fee for the Professional Selling Plan is 4,900 yen per month (excluding tax, fixed cost))
•Selling fees (depends on category) For details on fees, see the Selling on Amazon Fee Schedule.
Is it mandatory to input the JCT Number to keep on selling on Amazon?
If you are going to register for the JCT Number, it is mandatory to provide us your number. If you are not going to register, it is optional. If you do not have an obligation to pay consumption tax in Japan, please select “I do not have an obligation to pay consumption tax in Japan” in the tax setting page in Seller Central.
How can we get more information on the JCT number registration process?
You can find out more here. For details, please contact your company's accounting department, or the National Tax Agency or a tax accountant.
