B2B online stores are not realizing their potential

B2B and B2C will converge more and more, because it is not companies that buy, but people. The same people who order their clothes from Zalando or do their weekly shopping online also buy from B2B online stores. This raises customer expectations: The familiar convenience from the B2C sector dictates what is expected in the business customer sector. The study "The private customer in the business customer sector" was conducted under these premises.

Fields of action: Marketing & pricing strategy

The study showed that many discounts are still granted when doing business with corporate customers: One in three B2B online stores offers a fast track to a discount (chart 2). However, this fact is likely to become dangerous for the B2B sector as more and more new and international players enter the market, offering attractive net conditions from the outset: The hurdle of first negotiating prices with existing providers instead of benefiting from the competitive net conditions of new providers will become higher for customers.

Office supplies / business equipment group leads the way

The office supplies / business equipment group has emerged as a pioneer group that has already come very close to the B2C business and is therefore well positioned to meet the rising expectations of the growing number of new generation buyers. Tools, machinery, building materials and construction materials emerged as the laggard group with the greatest potential for optimization. here can be downloaded as a PDF.

About Carpathia AG

Carpathia AG is the leading independent and neutral consulting agency for digital business and e-commerce in Switzerland, specializing in strategy and design for online solutions. The company has 20 years of experience with over 150 clients. Managing director and owner Thomas Lang is a proven expert in digital business.website: www.carpathia.ch