Efficient price management strategy in B2B ecommerce
Further, at least 2 significant points must be identified that differentiate B2B ecommerce pricing from B2C. These points are the ability to assign specific prices not to a customer user but to a customer organization and to manage different prices on the same product for the various clients.
For example, consider De Klok Dranken, the Dutch wholesaler company that works in B2B and sells beverages to hotels, restaurants, and bars (HoReCa). The buyers have different organizational structures and for example, users authorized to place orders could be in each hotel and buy for the hotel within the contract terms that may relate to the hotel chain. With Virto Commerce account-based pricing feature, the wholesaler could assign prices and discounts to the entire hotel chain as the legal entity that pays the bills. The financial buyer would be sure these prices are automatically available to all users belonging to their organization.