In short: A B2B online shop needs a private area for each customer, price lists and discounts by group, quick ordering from product codes or a file, minimum quantities and multiples, deferred payment with credit control, VAT number checks and the details needed for e-invoicing. The smart place to start is the three features that take away the most manual work.
People buying for their business don't shop like consumers. They already know what they want. They have an agreed price list. They reorder the same goods often and want it done in a few minutes. A shop designed for consumers feels slow to them.
The features that make the difference
Private area and customer login
Customers log in with their own credentials and see only what concerns them: products, prices, terms and order history. Visitors who are not registered can still browse the catalogue, without prices.
Price lists and discounts by customer or group
Different prices for each type of customer (resellers, agents, wholesalers) and tiered quantity discounts. The price list should be able to come straight from your management software, so you don't maintain it in two places.
Quick ordering
A field where you type product codes and quantities. Or a file upload with the list. One click to repeat a previous order. It is the feature repeat buyers value most.
Minimums and multiples
Minimum order, pack quantities and stock by location. The system enforces them and explains any error clearly.
Deferred payment and credit
Bank transfer at 30 or 60 days, a credit limit per customer and orders blocked once the credit is used up. Here too the starting point is your accounting data.
VAT numbers and documents
VAT number checks (EU numbers included, through VIES). In Italy, the details needed for e-invoicing, such as the recipient code (codice destinatario) and the PEC certified email address. Downloadable documents such as invoices, delivery notes (DDT) and technical data sheets.
Approvals
In large companies the person placing the order is not always the one who authorises it. An order can require a manager's approval before it goes through.
B2B and B2C on the same site?
It can be done. Same catalogue, two different experiences depending on who logs in. It works well when the rules are clear. If the two worlds are far apart in products, prices and support, it may be tidier to keep them separate.
A sensible way to start
- Start from your active customers: how many there are and how they order today. Work out how much time each order costs you.
- Bring online the three features that take away the most manual work. Usually they are customer-specific price lists, quick ordering and, finally, order status.
- Invite the customers most at ease with buying online and gather their feedback.
- Add the rest according to how it is used.
Platforms
Shopify has native B2B tools on the plans that include them, plus an ecosystem of apps. WooCommerce, with the right plugins and custom development, can cover even the most complex cases. It depends on how unusual your rules are: see Shopify or WooCommerce.
Further reading: custom management software · Shopify or WooCommerce · connecting your management software and online shop
Frequently asked questions
Which features set a B2B shop apart?
A private area, customer-specific price lists, quick ordering, minimum and multiple purchase quantities, deferred payment, VAT number checks and downloadable documents such as invoices and delivery notes (DDT).
Can B2B and B2C share the same site?
Yes, with the same catalogue and two different experiences depending on who logs in. When products, prices and support are very different, it may be tidier to keep them separate.
Where do you start with B2B e-commerce?
With your active customers: how they order today and how much time each order costs. Bring online first whatever takes away the most manual work, usually customer-specific price lists, quick ordering and order status.