tiergain
Wholesale and B2B bundle tactics for AOV in 2026
B2B buyers purchase in bulk by default. The question is whether your pricing structure rewards bigger orders or punishes them.
$324
Median B2B order value
$680
Top quartile with tiered pricing
50%
AOV lift from dollar-threshold tiers
B2B buyers think in cases and pallets, not in units. Your bundle pricing should match how they buy.
The hacks
Dollar-threshold tiered pricing for bulk orders
Spend $500, save 10%. Spend $1000, save 18%. Spend $2000, save 25%. Dollar thresholds work better than quantity for B2B because order composition varies.
Cross-category wholesale bundles
Let wholesale buyers pick across product lines at a combined discount. Tiergain supports dollar-based thresholds and cross-category selection - critical for B2B where buyers order from multiple lines.
Case-pack volume discounts
1 unit at $24. Case of 12 at $230 (save 20%). Case of 24 at $432 (save 25%). B2B buyers want the case pack. Make it the easiest option to find.
Free shipping at a B2B-appropriate threshold
Set the threshold at 120% of your median B2B order. B2B shipping costs are significant. The threshold gives them a reason to add one more case to the order.
Starter assortment for new wholesale accounts
New accounts get a curated assortment of your bestsellers at an intro discount. Tiergain builds this as a sequential bundle - pick from category A, then B, then C - so the order covers your full line.
Reorder bundles with previous purchase data
When a B2B buyer reorders, show their last order as a bundle with a "suggested upgrade" that adds new products or larger quantities. Reorder + upgrade is the B2B AOV play.
Use dollar thresholds, not quantity thresholds for B2B
B2B orders vary in composition. A buyer might order 5 units of one SKU and 50 of another. Dollar thresholds reward total spend regardless of mix. Tiergain is the only bundle app that supports dollar-based thresholds.