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The challenges facing B2B companies are very different to those of a B2C company with a far more complex selling process.

Here are 3 B2B challenges that a B2B eCommerce solution can help brands and wholesalers overcome.

Challenge 1 – Managing complex product catalogs, lots and SKU's

Within the B2C industry it’s usual for every customer to get the same assortment of products they can choose to buy. In the B2B sector however, you may offer each customer their own bundle, a discount, or another specific sales scenario, based on your relationship and the agreement you have between you.

To keep track of each of these arrangements manually is a tough one. But with an automated B2B ecommerce solution, it’s no trouble at all. The perfect storefront will enable you to filter your product e-catalog by customer, SKU, color, season and more.

For B2B customers that are accustomed to a lot of sales assistance, even searching online will become second nature to them, often providing an improved buying experience.

Of course, products change all the time, so simple configurability is vital. Find a solution that allows you to always be in control of how your storefront looks.

Challenge 2 - Managing pricing structures that are way more complicated than B2C

The B2B sector deals with much larger volumes and more complicated transactions than the B2C one. There are multi-level approval processes for each purchase, with an average of 5.4 people now involved in a B2B purchase decision.

Unlike B2C your wholesale ecommerce platform can provide individual price lists for each customer based on their own negotiated terms. Take it one step further and make sure that the solution also includes pay terms which are specific to B2B like credit lines and pay on invoice.

But this is not the case in the B2B sector.  Each customer has their own strictly negotiated pricing structure based on their individual agreed contract, so your B2B ecommerce solution must have the ability to accommodate and display the specific terms according to each customer.

Challenge 3 – Providing customized catalogs for each customer

A good B2B eCommerce solution can provide you with the ability to have individual catalogs customized for each customer. Just like B2C they can see their previous orders, be 'served' favorites and promotions specific to them. B2B self-service buying should be as easy and intuitive as possible.

Providing the convenience of B2B ecommerce is a win-win for you and your customers.

About The Author

Stacey Woods
Stacey Woods
Stacey Woods is the Senior Business Development Manager at Pepperi. She has extensive experience in B2B sales and understands the many benefits that can be gained by automating and syncing the different sales channels in a company.