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B2B Ecommerce: What You Need to Know To Increase B2B Sales

Do you want to increase your revenue? If the answer is “yes,” then it’s time to start exploring B2B eCommerce. This type of business has many benefits, including lower cost-per-acquisition and higher lifetime value for customers. This article will cover how B2B e-commerce works, what the advantages are, and more!

B2B eCommerce is an increasingly popular channel, with several B2B companies selling their products online. It’s an excellent way for businesses of all sizes to sell goods and services directly to other businesses.

What is B2B Ecommerce?

B2B, or business to business, means that the transactions happen between businesses. This contrasts with B2C, or “business-to consumers,” a transaction directly from a supplier/manufacturer to an individual consumer. In other words, eCommerce through your website occurs when you sell products and services now to consumers who are buying them for personal use rather than commercial use.

Types of B2B Ecommerce


There are several types of B2B eCommerce. Wholesaling allows a business to sell goods or services at wholesale prices directly from the manufacturer or supplier. In other words, you can earn commissions as an intermediary by selling products for another company. The advantage is that it’s easy to get started because no physical inventory needs to be managed.

However, margins tend to be lower than retailing your merchandise through your website since wholesalers typically take a cut in profits on each sale they make, depending upon their agreement with the manufacturers/suppliers.


Next up is drop shipping which works similarly, except there isn’t any upfront cost since product fulfillment happens via a third-party provider. The benefit of dropshipping is that you’re able to start selling without worrying about inventory, storage, or shipping, making it easier for new entrepreneurs. You can also add customers directly from your social media platforms and don’t need a dedicated website.

However, the main disadvantage with this type of business model is the lack of control over sales and customer experiences since everything goes through another company’s platform. In other words, there’s less room for branding because all aspects are controlled by third parties such as manufacturers/suppliers & distributors rather than yourself.


Finally, marketplace eCommerce comes in when existing businesses create their B2B marketplace where multiple sellers offer products on the same site while providing different options, including wholesale rates vs. retail rates. In other words, the advantage is that it allows your customers to choose from various suppliers and prices, making them more likely to buy with you rather than going elsewhere.

However, this type of eCommerce also has its disadvantages since there’s less control over pricing and customer experiences like dropshipping, leading to decreased profit margins and increased competition for specific products on the platform. Nevertheless, marketplace B2B E-commerce is a growing trend right now because it offers many benefits.

B2B Ecommerce Misconceptions

  • B2B E-commerce is more expensive than traditional brick and mortar stores
  • It would be best if you had a large warehouse for inventory storage
  • It’s hard to find suppliers for products and services
  • The customer experience is not as good compared to B to C eCommerce.
  • B2B E-commerce requires a large marketing budget

In reality, however;

With the right software and payment processing company (such as PayPal), you don’t need a warehouse at all! In other words, it’s easy to manage your entire business from anywhere with an Internet connection which saves money on overhead costs that use up space in traditional brick and mortar stores.

You can find wholesale suppliers online, such as Alibaba or Tradekey, who will sell directly to companies, so there’s no intermediary involved, thus saving you more money than shopping for products through retail outlets like eBay or Amazon, where prices are higher due to commissions taken out by those marketplaces.

Fortunately, these misconceptions quickly become outdated since B2B E-commerce does not require large warehouses or inventory storage like traditional brick-and-mortar stores. Furthermore, many affordable options for finding the best supplier have become a growing trend in recent years.

Advantages of B2B Ecommerce

It’s easy and affordable to find suppliers online through marketplaces such as Alibaba or Tradekey. In other words, bulk orders are easily purchased with a few clicks rather than calling around from supplier to supplier looking for wholesale deals, which takes time away from running your business.

The customer experience is personalized since you can contact them directly via email or phone to make suggestions based upon their individual needs instead of having an intermediary company that doesn’t understand what they want, like when shopping B to C eCommerce sites. Furthermore, it gives companies more control over their brand since everything goes back through your website to design the overall look and feel.

B2B E-commerce has lower marketing costs than traditional brick and mortar stores since it’s easy to reach potential customers online through trusted channels such as LinkedIn or Google Search, which saves money on expensive print ads, radio commercials, or other forms of paid advertising that are often found in traditional retail outlets like newspaper advertisements.

It’s possible to track each sale and the customer who makes a purchase directly. In other words, you can easily see where they come from, which means it’s easier to determine what marketing channels are most effective for your business or whether certain products perform better than others.

Finally, marketplace eCommerce comes in when existing businesses create their B2B marketplace where multiple sellers offer products on the same site while providing different options, including wholesale rates vs. retail rates. In other words, the advantage is that it allows your customers to choose from various suppliers and prices, making them more likely to buy with you rather than going elsewhere. However, this type of eCommerce is still a growing trend since companies are now discovering why it’s beneficial to create their own B2B eCommerce marketplace.

B2B Ecommerce Marketing Strategies

A Blog Is Key

Having a blog on your website creates content that potential customers constantly search for to gain more visibility online. In other words, you can rank at the top of Google through SEO or search engine optimization and earn even more traffic when people click on your website, which ultimately leads to sales conversions.

Social Media Activity

Make it a point to be active on social media sites such as Facebook or Instagram to reach new customers and increase awareness. In other words, you can post images of your products on the homepage, which leads people back to your website where they buy from you directly rather than going elsewhere for their needs.

Correct and Complete Product Information

Ensure that all information is accurate, including product descriptions, specifications, and customer reviews, so potential buyers know exactly what they’re purchasing before placing an order.

Offer Incentives

Offer incentives through discounts while promoting special sales throughout the year, particularly when demand increases due to increased consumer spending overall. Furthermore, offering free shipping can persuade more people into buying with you instead of going elsewhere since there are no additional hidden costs such as delivery fees typically found on the road.

Allow Customization

Offering custom options gives your customers more reasons to feel appreciated while making them more likely to buy from you over someone else since they know that they can come back and get exactly what they want, including color, material, or any other specifications such as size which is essential for clothes retailers who need specific measurements before creating a new design in order not to waste resources on something that won’t fit properly when it comes out of production line.

Manage Inventory

Keeping your business inventory stocked with supplies for buyers is another way to increase sales. In other words, you can give customers the option of buying immediately by having it available in stock or creating a waiting list if there are no open items, which essentially means that they have to come back later when their product becomes available again.

 Provide Great Customer Support

Providing customer support ensures good reviews helping others make an informed decision before placing an order online, especially since more people are becoming increasingly skeptical about making purchases due to several scams found on various marketplaces, including Amazon, where some sellers provide poor quality products while overcharging consumers who don’t know any better until after the fact.


B2B E-commerce provides a world of opportunity whether you have your own company or are an international supplier looking for new clients. In other words, there is something here for everyone who wants to increase sales online and offline with the use of intelligent marketing strategies that can open up more doors than ever before in today’s fast-paced world driven by the internet and technology.