First considering Amazon as a pure B2C marketplace, the company “noticed that the B2B demand went up a lot, noticed customers like medical practices, out-patient care services and retirement homes buying on Amazon, which was a surprise at first”. On Amazon Business TIGA-MED now has many B2B customers from the catering industry and facility management companies. Stephan Harpeng, CEO Assistant and Quality Manager at TIGA-MED, notes that the share of their B2B business on Amazon is currently at 20%: “20% is actually already more than we had expected and the B2B segment continues rising very fast”.
Stephan finds most exciting about Amazon Business that B2B customers can shop their products “with the same convenience that they are used to from Amazon and at good conditions. With the business offers, B2B customers can cover their needs very well and just as easily as they would shop privately on Amazon, and that makes it very attractive for customers, and therefore is a very good market for us.” He also marks that they can gain loyalty of business customers on Amazon Business: “The majority of our products are disposables, so when we have good offers and the customer is satisfied with the product, it’s very likely that he will buy the same product again immediately after using up the first delivery.”
Coming from offline B2B business, TIGA-MED expanded their customer base by selling on Amazon both to B2C and to new B2B customers.