Amazon Pallet Delivery Program for FBM Sellers: A New Opportunity to Win More B2B Orders

Amazon has expanded its Pallet Delivery Program to eligible Fulfilled by Merchant (FBM) sellers, giving them a new way to serve Amazon Business customers with large, consolidated shipments.

Even more shocking was US FBA pallet orders generated an average of 16 times more revenue per order than non-pallet orders, demonstrating the significant revenue potential of bulk business purchases.

For FBM sellers, this update helps level the playing field with FBA by providing a more professional delivery experience for business buyers while opening new opportunities to increase average order values and compete for larger B2B sales.

What Is the Amazon Pallet Delivery Program?

The Amazon Pallet Delivery Program is a streamlined shipping solution designed for sellers to send large quantities of products to Amazon Business customers efficiently.

Instead of shipping multiple loads individually, eligible bulk orders are consolidated onto one or more pallets, making deliveries faster and easier for businesses with warehouses or receiving docks.

Key highlights include:

• Designed specifically for Amazon Business (B2B) orders
• Available for eligible FBM/MFN sellers
• Free pallet delivery for qualifying business customers
• Compatible with order management systems such as M2E Pro

As Amazon explains, Amazon Business customers can receive orders consolidated on one or more pallets, creating a more efficient receiving experience for commercial buyers.

Why This Matters: The Revenue Opportunity

This update isn't simply about changing how orders are shipped—it's about unlocking higher-value business sales.

Amazon's pilot program revealed two compelling statistics:

• 80% of business customers selected pallet delivery when available — a strong customer preference for consolidated deliveries
• Pallet orders generated 16x higher average revenue per order — driven by larger B2B purchases and increased order values

Business buyers prefer pallet deliveries because they:

• Reduce the number of individual shipments
• Minimize unpacking time
• Simplify warehouse receiving
• Improve operational efficiency

For FBM sellers, this creates an opportunity to compete more effectively for Amazon Business customers while positioning themselves for larger commercial orders.

Key Features and How It Works

Amazon has designed pallet delivery to provide a simple and professional fulfillment experience.

Key features include:

• Free multi-ASIN pallet consolidation for eligible bulk orders
• Scheduled business-hour delivery appointments
• Automatic availability during checkout for eligible customers
• Support for LTL (Less Than Truckload) and FTL (Full Truckload) carriers

To receive pallet deliveries, business customers simply enable pallet delivery preferences for eligible shipping addresses within their Amazon Business account.

Requirements and Performance Impact

Before offering pallet delivery, sellers should understand the program requirements.

• Amazon Business participation — seller must support Amazon Business orders
• Eligible delivery address — customer location must accommodate pallet deliveries
• Business Hour Delivery Rate (BHDR) — must maintain 90% BHDR by September 30, 2026

Amazon has also confirmed that sellers who don't meet the requirement may lose eligibility to offer seller-fulfilled products to Amazon Business buyers.

It's also important to note that pallet pickup isn't currently supported for returns, so returned items continue to follow standard return processes.

How GrowithAmazon Can Help You Implement Pallet Delivery

Our services include:

• Assessing product eligibility and Amazon Business opportunities
• Optimizing carrier partnerships and shipping configurations
• Supporting OMS integrations and fulfillment workflows
• Monitoring BHDR, ODR, Featured Offer performance, and other operational metrics
• Developing strategies to increase visibility among Amazon Business buyers

Our amazon agency team specializes in helping FBM sellers implement pallet delivery and scale their B2B operations. Get in touch today to start capturing those larger business orders.

Action Checklist Items for Sellers

If you're considering pallet delivery, use this checklist:

• Enroll in Amazon Business if eligible
• Identify products suitable for bulk B2B purchasing
• Establish partnerships with LTL or FTL carriers
• Configure shipping templates and handling times accurately
• Monitor your Business Hour Delivery Rate (BHDR) before the September 30, 2026 deadline
• Track conversion rates and average order values after enabling pallet delivery

Conclusion

Amazon's Pallet Delivery Program gives FBM sellers a valuable opportunity to compete more effectively for Amazon Business customers.

As Amazon continues expanding its business marketplace, early adoption can help sellers strengthen customer relationships, improve operational efficiency, and position themselves for larger commercial orders.

Don't leave valuable B2B opportunities on the table. Business customers are actively choosing sellers who offer pallet delivery.