New digital solutions are emerging to considerably streamline exchanges and transactions between professionals, notably with the arrival of BtoB marketplaces.
Professional purchasing has long been characterized by complex, time-consuming processes requiring the use of various tools such as catalogs, extranets, obsolete platforms and so on. Technological evolution and new consumer trends have turned distribution and purchasing practices on their head.
What is a BtoB Marketplace?
A marketplace is an e-commerce platform that brings together sellers (professionals and individuals) and potential buyers. BtoB is an abbreviation for Business to Business, designating all commercial activities between two companies.
The BtoB (Business to Business) marketplace is therefore a sales platform designed exclusively for professionals. Companies use these merchant sites to buy and sell products or services, in return for a commission on their sales, or to establish relationships with players in their sector.
The marketplaces ecosystem is a complex one, with many players involved: sellers, buyers, software publishers, service providers and so on.
Faced with the growth and diversification of BtoB marketplaces, here are some answers to the questions: what are the characteristics of a BtoB marketplace? How do they work?
Characteristics of a BtoB Marketplace
First of all, it’s important to note that a BtoB marketplace doesn’t really operate in the same way as a BtoC marketplace, since the preparation and dispatch processes are not the same (pallet preparation and dispatch).
BtoB marketplaces aim to :
- Maximizing sales for professionals
- Simplified use for professionals
BtoB marketplaces use a wide range of marketing tools to achieve this goal.
To maximize sales
- More flexible and numerous payment methods: automatic payment, payment by instalments or deferred payment, request for quotation…
- Pricing options / Management of dynamic or multiple prices: distinction between price exclusive of tax and price inclusive of tax, high-volume pricing, promotions, segmentation pricing…
- Packaging and delivery management / Options for each product: grouped orders, customized delivery, etc.
To secure your business
- Confidentiality of data on certain products (to avoid theft and counterfeiting).
- Choice (for sellers) to choose their buyers and suppliers according to the positioning and catalog they are looking for.
BtoB marketplaces are then similar to BtoC marketplaces, with only certain functionalities added to facilitate and protect merchants’ business. Logistical processes are also different, in order to be able to set up deliveries in large quantities, by palletization. Thanks to its numerous connectors, the Shippingbo platform can meet these needs.
Did you know? From July 1, 2021, marketplaces will be liable for VAT on behalf of their non-EU sellers.
Characteristics of a BtoB Marketplace
Their simple operation and scalable functionalities continue to boost the development of these marketplaces. More than just a passing fad, these booming platforms have become one of the most effective levers of digital transformation for merchants.
Smooth, simple processes
Companies present on these BtoB marketplaces are seeing their user experience optimized, and considerable time saved, thanks in particular to process automation and management tools. This, in turn, increases sales and secures your actions.
Greater visibility and brand awareness
In addition to offering tools to maximize sales, while facilitating processes, marketplaces offer high visibility for sellers. Indeed, the covid and post-covid years have boosted traffic on platforms, reinforcing the development of BtoB marketplaces. Sellers can benefit from the platform’s reputation and large audience, and reach a potential new target audience. The opportunity to internationalize online sales has never been so accessible.
Scalable technology solutions
Industry giants such as AliExpress, Amazon and Alibaba have become leaders in the e-commerce sector. They are constantly offering new services on their platforms, presenting new solutions that are more competitive than their predecessors. A promising market, thanks to its robust and efficient technologies.
Marketplace BtoB, how to get started?
Identify the most relevant marketplace
Before taking the plunge, it’ s essential to identify the marketplaces best suited to your company’s activity, audience and desired transaction volume. Marketplaces such as Amazon offer low margins for high purchase volumes. Niche marketplaces, on the other hand, offer higher margins and smaller purchase volumes.
Find out about the cost of the marketplace B2B
The marketplace’s cost structure can take two forms:
- a variable commission depending on the category of product sold
- a monthly subscription
Other optional features are available at extra cost (advertising, sales fees, etc.).
Sales margin in B2B marketplaces
Once the marketplaces have been chosen, it is necessary to determine the margins achieved for each of the goods offered on the marketplace, as well as the volume generated by the platform.
Maximize your sales with our white paper on how to be visible on marketplaces thanks to the Buy Box.
TOP 5 B2B marketplaces
The Amazon Business B2B marketplace
This platform stands out for its wide variety of business supplies, flexible approval process for purchases, and budget tracking options. It also offers diverse delivery options and flexible payment methods, making it a practical choice for many businesses.
Amazon business offers an integrated solution for businesses of all sizes. In addition to the features already mentioned, this platform enables users to compare prices across multiple suppliers, making purchasing decisions easier. It also provides access to customized analyses and reports that help companies understand and manage their spending. In addition, amazon business offers integrations with various expense management systems, simplifying accounting and procurement processes.
The “Alibaba” B2B marketplace
Known for its vast selection of mainly Asian suppliers, Alibaba stands out for its supplier verification system and secure payment options. This marketplace is ideal for businesses looking for wholesale products at competitive prices.
In addition to its supplier verification and secure payment options, Alibaba stands out for its trade assurance program, which protects buyers in the event of non-compliance or late delivery. The platform also offers a sourcing service, helping buyers to quickly find suitable products and suppliers. Alibaba also organizes trade fairs and online events, offering additional opportunities for buyers and sellers to connect and do business.
The B2B marketplace “Rakuten
Nicknamed the “Amazon of Japan”, rakuten offers a unique experience thanks to its customizable storefront and content-rich product pages. Its loyalty points system and solid customer support are major assets for BtoB buyers.
In addition to its customizable storefront and loyalty program, rakuten stands out for its commitment to technological innovation. The platform uses artificial intelligence to provide personalized recommendations to shoppers, enhancing the shopping experience. rakuten also offers digital marketing solutions, such as data analytics and targeted advertising campaigns, to help sellers reach their target audience more effectively.
The B2B marketplace “Cdiscount pro
The btob branch of cdiscount is appreciated for its ease of use and wide range of products. It is particularly well suited to the needs of small and medium-sized French businesses, offering regular promotions and a fast delivery service.
Cdiscount pro offers more than just a wide range of products. The platform also offers personalized consulting and support services to help companies with their purchasing strategy. cdiscount pro offers flexible logistics solutions, including in-company delivery and the possibility of picking up orders at collection points. this makes cdiscount pro an ideal choice for companies looking for a complete and reliable ecommerce solution.
The B2B marketplace “TradeWheel
This marketplace sets itself apart by connecting suppliers and buyers from all over the world, offering a platform for a wide variety of products and services. It’s ideal for companies looking to extend their international reach.
Tradewheel stands out for its ability to offer an accessible international trade platform with integrated translation options and multilingual customer support, tradewheel facilitates transactions between companies from different countries. The platform also focuses on product quality and conformity, offering buyers greater peace of mind. In addition, tradewheel offers marketing and seo services to help sellers promote their products effectively on the global market.
BtoB marketplaces in France and their leaders
There are many different types of BtoB marketplace, some more relevant than others, depending on the company’s business. For example, some marketplaces specialize in a specific product category (electronics, industrial, agricultural, etc.) or service.
Here are the main categories of BtoB marketplaces:
- BtoB product marketplaces
e.g. Amazon Business, Alibaba.com, Rakuten, CdiscountPro, ManoManoPro…
- BtoB marketplaces for the sale and rental of agricultural and construction equipment
e.g. Wefarmup, Backacia…
- BtoB marketplaces in the food industry
e.g. Gourming, Agriconomie, ProcSea…
- BtoB service marketplaces, matchmaking (sourcing service providers, recruitment, etc.)
e.g. Malt, Gojob…
- BtoB marketplaces specialized in industry
e.g. Metals-Industry, Techno-contact…
Discover the top 70 marketplace France
Optimize your sales on B2B marketplaces
In short, thanks to their many marketing tools and relatively simple operating model, BtoB marketplaces have contributed radically to the development of many businesses. Business-to-business exchanges are now faster and more natural.
What’s more, by contributing to the creation and improvement of new functionalities and technologies, marketplaces are constantly adapting to the needs of their customers, who remain entirely satisfied. The future of BtoB marketplaces therefore looks very promising, as do the brands present on the market.
This wide range of BtoB marketplaces seems to be growing by the day, meeting the needs of a large number of retailers in all sectors. Shippingbo is currently connected to over 150 marketplaces, and has no intention of stopping there!
