How to Set Up Customer-Specific Pricing on Shopify B2B

One-size-fits-all pricing doesn't work in B2B. Your loyal customer who orders 10,000 units quarterly deserves better rates than a first-time buyer ordering 50 units.

But managing custom pricing manually? That's a nightmare. Different prices for different customers, volume discount tiers, promotional rates, contract pricing—it quickly becomes impossible to track in spreadsheets.

The good news: Shopify B2B now supports sophisticated pricing structures that automate customer-specific pricing, volume discounts, and net payment terms.

Why Customer-Specific Pricing Matters

The reality: 71% of B2B procurement professionals are now Millennials and Gen Z who expect seamless, self-service experiences.

Your buyers want to:

• Log into their account and see their negotiated prices
• Understand exactly what they'll pay at different quantities
• Place reorders without calling for pricing
• Compare options and make decisions independently

Types of B2B Pricing Structures

1. Volume-Based Pricing (Quantity Breaks)

Price decreases as order quantity increases:

• 1-99 units: $50 each
• 100-499 units: $45 each
• 500+ units: $40 each

Best for: Commodity products, bulk purchases

2. Customer Tier Pricing

Different customer segments get different base prices:

• Tier 1 (VIP): 30% off retail
• Tier 2 (Standard): 20% off retail
• Tier 3 (New): 10% off retail

Best for: Loyalty programs, distributor networks

3. Contract Pricing

Negotiated rates locked in for a specific timeframe:

• Customer XYZ pays $42.50 per unit (valid through Dec 2026)
• All other pricing rules ignored for this customer

Best for: Enterprise accounts, long-term partnerships

Setting Up Customer-Specific Pricing on Shopify B2B

Step 1: Enable Shopify B2B Features

Requirements:

• Shopify Plus plan (required for native B2B)
• B2B features enabled in admin

Note: If you're not on Shopify Plus, you'll need a B2B app from the Shopify App Store.

Step 2: Create Customer Companies

Shopify B2B organizes customers into "companies":

1. Navigate to Customers → Companies
2. Click "Add Company"
3. Enter company details: name, contact, addresses, payment terms, tax exemption status

Step 3: Create Price Lists

Price lists let you offer different pricing to different customer segments:

1. Go to Products → Price Lists
2. Click "Create Price List"
3. Choose pricing method: Fixed prices, Percentage off, or Relative adjustment
4. Apply to all products or select specific collections

Step 4: Assign Price Lists to Companies

1. Go to Customers → Companies
2. Select a company
3. Scroll to "Price Lists" and assign

Now: When users from that company log in, they automatically see their custom pricing.

Best Practices for Managing Custom Pricing

1. Create Clear Pricing Tiers

Don't create 20 different price points. Stick to 3-5 tiers:

• Tier 1: New customers (10% off)
• Tier 2: Regular customers (20% off)
• Tier 3: High-volume customers (30% off)
• Tier 4: Enterprise/contract (custom)

2. Document Your Pricing Logic

Create an internal reference showing customer types, discounts, minimum orders, and payment terms.

3. Automate Price Updates

Use Shopify's bulk editor or CSV imports to update pricing globally.

4. Set Minimum Order Values

Prevent small, unprofitable orders by setting minimums per tier.

5. Communicate Pricing Changes

When updating prices, email affected customers 30 days in advance and explain the reason.

The Bottom Line

Custom pricing isn't just a "nice-to-have"—it's essential for competitive B2B commerce. When your customers can see their negotiated rates instantly, place orders without calling, and understand volume incentives clearly, everyone wins.

Start simple: Create 3 customer tiers this week. You can always add complexity as you grow.