Additionally, the relationship with the client is very different, especially post-purchase: in every return request, or incidence, the process is smoother and more efficient vs a process with a B2C customer.
The delivery time and logistic is much easier for us a seller vs delivering to home addresses. Thanks to B2B focus, we have efficient delivery time ratio and better delivery experience.
Finally, a special pattern to mention is loyalty and recurrence: B2B customers are more loyal than B2C segment. If a B2B customer likes your product, they are more probable to purchase the same products with recurrence in the long-term.
Jesús concludes that their experience as Selling Partners enhances as they sell more to B2B customers. Their B2B customers are very heterogeneous, as every company needs cleaning and disposable products. As the main segments he notes: education (schools, universities, etc.), societies (neighbour communities, corporate offices), healthcare (hospitals) and hostelry (restaurants).
“About 80-90% of our business comes from B2B sales, and the feature we use the most is establishing in our catalogue Quantity Discounts to encourage bulk orders. We believe B2B customers are really sensitive to these kinds of promotions. We have also used “Manage Quotes”, with which we were able to offer ad-hoc discounts for special requests.” – shares Jesús.
He also notes their experience with setting up Business Prices: “We find really helpful having the possibility to establish a special Business Prices vs. B2C Price, as we know B2B Customers have a higher purchase potential and a higher possibility of purchase recurrence. This way, we like to adjust our price so that the relationship with our B2B clients is more stable and lasting in the long-term.”