FAQ
B2B vs B2C eCommerce: Key Differences
B2B eCommerce differs from B2C in four fundamental ways: pricing is customer-specific instead of fixed, accounts represent companies instead of individuals, checkout supports net payment terms and purchase orders instead of just credit cards, and the platform must integrate with an ERP for inventory, pricing, and order data.
Key Differences
Pricing
B2C: one price for everyone. B2B: negotiated pricing per customer, volume discounts, quantity breaks, and tiered catalogs. The same product can have 50 different prices depending on who is buying and how much they order.
Accounts
B2C: individual customer accounts. B2B: company accounts with multiple buyers, locations, approval workflows, and spending limits. A single company might have 20 buyers across 5 locations, each with different permissions.
Checkout
B2C: credit card, done. B2B: purchase order numbers, net payment terms (Net 30/60/90), shipping account numbers, freight selection, delivery scheduling, and tax exemption certificates.
Integration
B2C stores can run standalone. B2B stores must connect to an ERP (SAP, NetSuite, Dynamics) for real-time inventory, customer-specific pricing, order processing, and fulfillment. The ERP is the source of truth — the eCommerce platform is the buyer-facing layer.
We build B2B eCommerce on Shopify Plus, which supports hybrid B2B/B2C on a single storefront. Clients like Husky Boutique serve both wholesale dealers and retail consumers from one store.
Related Questions
Why is B2B eCommerce harder than B2C?
B2B involves customer-specific pricing, complex approval workflows, net payment terms, ERP integration, large catalog management, and multi-buyer accounts. B2C is one price for everyone, credit card checkout, and simple fulfillment. B2B has more moving parts at every stage of the order lifecycle.
Can one platform handle both B2B and B2C?
Yes. Shopify Plus supports hybrid B2B/B2C on a single storefront. Consumer visitors see retail pricing and standard checkout. Authenticated B2B buyers see their negotiated rates, catalogs, and payment terms. One store, one inventory, two buying experiences.
What checkout features do B2B buyers need?
B2B checkout needs purchase order number fields, net payment terms (Net 30/60/90), shipping account numbers, delivery scheduling, approval workflows for high-value orders, and tax exemption handling. None of these exist in a standard B2C checkout.
Do B2B buyers expect the same UX as B2C?
Yes. B2B buyers are consumers in their personal lives and expect the same fast, intuitive experience at work. Self-serve ordering, mobile-friendly design, quick reorder, and real-time inventory are now table stakes for B2B eCommerce.