B2B & D2C: are you adding another market too?
Everyone with a webshop wants to sell a lot, that makes sense. But what is your target group, the market you sell to? Who do you sell most of your products to, and who else do you want to sell to?
This is important because not only the market is changing, but perhaps also your company's ambitions. We are increasingly seeing B2B organisations considering cutting into the D2C market as well. What are the advantages of these different markets? And what should you look out for?
The difference between B2B and D2C
A B2B (Business to Business) company's sales are completely focused on other companies, while D2C (Direct to Customer) companies want to sell directly to consumers. Both are fine choices, but why choose to sell D2C in addition to B2B?
The E-commerce market has experienced great growth in recent years. More and more consumers can be found online and this makes the D2C market especially interesting. These consumers often enough want to buy directly from the manufacturer, but are mainly found on online marketplaces such as Amazon and Bol.com.
A major reason why companies choose D2C alongside their B2B sales is that it gives them more control over the sale of their products. Why is that? B2B sales often involve large orders to companies. As a result, although you sell many products at once, it can be difficult to get a picture of the end user. With D2C sales, companies have direct contact with the consumer, which allows them to better respond to their customers' needs and wants. This can result in higher sales.
Adding D2C, is it smart?
Anyway, it is important to weigh the risks and benefits of both models against your business. To what extent does D2C fit with your current business strategy and customer base, how does it fit with your mission and vision? For example, adding D2C sales may require additional investments in your marketing and logistics departments. In addition, it may also affect fr existing relationships with not only your suppliers but also your B2B customers. Therefore, be convinced of your choice.
In any case, you need to have a good grip on the current market, your current products and your company before you take anything extra. Make sure you have good, clear business processes and clear product information. This makes adding new products a lot easier and more manageable.