{"id":16816,"date":"2024-08-05T16:04:11","date_gmt":"2024-08-05T14:04:11","guid":{"rendered":"https:\/\/www.datasolution.fr\/?p=16816"},"modified":"2024-08-05T16:04:12","modified_gmt":"2024-08-05T14:04:12","slug":"b2b-b2c-ecommerce-differences","status":"publish","type":"post","link":"https:\/\/www.datasolution.fr\/en\/b2b-b2c-ecommerce-differences\/","title":{"rendered":"B2B and B2C e-commerce: what are the differences?"},"content":{"rendered":"\r\n
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When they embark on their e-commerce adventure, company managers often approach their project with a B2C consumer vision, often backed up by consultants or agencies who don’t have a good enough grasp of the particularities of selling to businesses. This is the best way to make a mistake and take your B2B e-commerce site down the wrong path. To avoid this, we’d like to take a look at the particularities of B2B e-commerce…<\/p>\n

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B2B e-commerce: a little-known giant<\/h3>\n

When we hear about internet sales in the media, we are most often talking about B2C e-commerce, i.e. only the part of sales that companies make to individuals… It has to be said that the figures for this sector of activity are enough to seduce journalists: in 2019, the \u20ac100 billion sales mark was passed for the first time in France by 200,000 sites, with almost 40 million consumers [1].<\/p>\n

Although the figures for B2C eCommerce are significant, they do not come close to matching those for B2B eCommerce: in France, Internet sales between businesses (B2B) are worth \u20ac150 billion<\/strong> [2], or 1.5 times more than sales to individuals<\/strong>. In Germany and the UK, the figure is almost 4 times higher! Annual growth in B2B is 25%<\/strong>, compared with just 5.5% for B2C [2]. The average shopping basket is over \u20ac1,500 in B2B [3], compared with… \u20ac60 in B2C! The dynamics, stakes and sums involved are on a completely different scale…<\/p>\n

In terms of potential, we are also seeing major differences: individual consumers are reaching a form of maturity when it comes to buying over the Internet, which explains the slower annual growth. But in B2B, online sales still only represent 25% of overall activity [4], which means that the potential for development is very strong<\/strong>.<\/p>\n

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B2B vs B2C: real structural differences<\/h3>\n

As we explained in the introduction, it is tempting to approach an online sales platform project with our reflexes as individual consumers. To put it bluntly, it would be like taking the wheel of a semi-trailer with just a “B” driving licence: watch out for breakage! The differences are so numerous and so significant<\/strong> that we need to forget these ‘bad’ reflexes if we are to tackle the problems of professional customers correctly.<\/p>\n

Let’s take a look at the main features of a B2B e-commerce site<\/strong>…<\/p>\n