I audited a brand whose best Amazon customers were hotels and resorts, buying by
By Liranhirschkorn · June 30, 2026 · Curated by George's Blog
I audited a brand whose best Amazon customers were hotels and resorts, buying by the case.
They knew who was buying. They just hadn't set anything up to capture more of it. The Amazon Business bid uplift inside ads was sitting at the default. The business pricing toggle was off. The quantity discount tier was empty.
I see the same thing in account after account: real Amazon Business demand showing up, with nothing set up to meet it.
That bid uplift is a lever I keep flagging in audits. Two clicks in Seller Central. A different bid for verified business customers.
The reason it gets ignored is that the consumer side feels obvious and the corporate side feels invisible. A shopper buying one unit at midnight reads as the standard Amazon customer. A procurement manager buying 40 of the same unit at 11am Tuesday reads as a unicorn.
And bulk is not the only signal worth chasing. Plenty of business buyers purchase a single unit on a business account, the same way they would personally. That order never looks like a corporate purchase. But a verified business customer tends to be a higher-quality shopper, and lifting your business bid reaches them whether they buy one unit or forty.
The numbers say procurement is not the exception. Eight million organizations buy through Amazon Business. $35 billion in annualized GMV. 97 of the Fortune 100.
Here is what your account check should look like this week.
Pull your Amazon Business sales over the last 90 days. They show up separately in Seller Central. If that number is above zero, you have buyers who showed up without any optimization. They will multiply when you optimize.
Then look at which products are pulling those Amazon Business orders. They may not be your bestsellers. Some are the SKUs procurement teams buy in 20s and 40s. Some just sell more often to business accounts than you realized. Treat that list as its own category.
Then turn on the business pricing toggle, set a quantity discount tier, and lift your bid on business customers inside ads.
One hour of setup. Years of leaving corporate orders to chance. That is the math worth changing this quarter.