Unlocking New Revenue Streams with B2B Sales on Shopify
Hello fellow entrepreneurs! Today, I want to talk about a fantastic way to scale your Shopify business: launching a wholesale channel. It’s a game-changer for many brands, allowing you to reach new markets and significantly boost your revenue.
For years, I’ve seen businesses transform by tapping into the B2B market. Instead of selling one item at a time to individual consumers, you’re selling in bulk to other businesses who then resell your products. Think boutiques, gift shops, or even larger retailers.
The beauty of wholesale is the potential for larger order values and more consistent revenue streams. It diversifies your income, reduces reliance on direct-to-consumer sales, and can even enhance your brand’s visibility as your products appear in more locations.
So, how do we set this up on Shopify? Shopify has evolved significantly in its B2B offerings, moving from third-party app reliance to a robust native solution. I’ll guide you through the most effective methods.
The primary method I recommend leveraging now is Shopify’s built-in B2B functionality, often referred to as “B2B on Shopify.” This is a powerful suite of tools designed specifically for wholesale operations, integrated directly into your admin.
To get started with B2B on Shopify, you’ll first need to ensure your store is on a Shopify Plus plan. While some basic wholesale functionality might be achievable with apps on lower plans, the native B2B features are a cornerstone of Shopify Plus.
Once you’re on Plus, navigate to your Shopify admin. You’ll find the B2B section, usually under “Customers” or a dedicated “B2B” menu item. This is where the magic begins.
The first step is often creating “Companies.” In B2B on Shopify, a company represents a wholesale customer account. You can create these manually or import them if you have an existing list of wholesale clients.
Each company can have multiple contacts associated with it, allowing different individuals from the same business to place orders under their company’s terms. This is incredibly useful for larger organizations.
Next, and crucially, you’ll define “Price Lists.” Price lists allow you to offer specific pricing to different wholesale companies. You can set percentage discounts, fixed prices, or even tiered pricing based on quantity.
For example, you might have a “Standard Wholesale” price list offering 40% off retail, and a “Premium Reseller” price list offering 50% off for your top clients. This flexibility is key to managing diverse wholesale relationships.
Assigning price lists to companies is straightforward. Once a company is created, you simply link the relevant price list to it. When a contact from that company logs in, they will automatically see their specific wholesale pricing.
Beyond pricing, B2B on Shopify allows you to set up “Payment Terms.” This is vital for wholesale, as many B2B transactions involve invoicing and payment within a certain number of days (e.g., Net 30, Net 60).
You can configure various payment terms and assign them to companies. When a wholesale customer checks out, they can select their agreed-upon payment terms, and the order will be marked accordingly in your admin.
Shipping for wholesale orders can also be customized. You might offer different shipping rates or methods for bulk orders compared to individual consumer orders. Ensure your shipping profiles are set up to accommodate this.
What if you’re not on Shopify Plus, or you need more specialized features? This is where third-party wholesale apps come into play. Apps like Wholesale Club, Wholesale Gorilla, or SparkLayer offer robust solutions for all Shopify plans.
These apps often provide features like minimum order quantities (MOQs), tiered pricing based on quantity, customer group-specific pricing, and even custom registration forms for new wholesale accounts.
When choosing an app, consider its integration with your existing theme, its pricing model, and the specific features you need. Always check reviews and try out free trials if available.
Regardless of whether you use B2B on Shopify or a third-party app, managing your products for wholesale is essential. You might create specific wholesale variants or even entirely separate products if your wholesale offerings differ significantly.
Clearly define your minimum order quantities (MOQs) and minimum order values (MOVs). This ensures that wholesale orders are profitable for you and discourages small, unprofitable bulk purchases.
Setting up a dedicated wholesale customer account process is crucial. You’ll want a way for potential wholesale clients to apply, and for you to approve them before they gain access to your wholesale pricing.
This often involves a registration form on your website, followed by a manual review process. Once approved, you can then assign them to the appropriate company or customer group with wholesale access.
Don’t forget about the customer experience. Your wholesale portal should be easy to navigate, with clear product listings, pricing, and ordering instructions. A smooth experience encourages repeat business.
Once orders start coming in, treat them with the same care as your retail orders, but be mindful of the larger quantities. Streamline your fulfillment process to handle bulk shipping efficiently.
Marketing your wholesale channel is just as important as setting it up. Create a dedicated “Wholesale” page on your website with information on how to apply, your terms, and contact details.
Consider reaching out to potential stockists directly, attending trade shows, or using B2B marketing strategies to attract new wholesale partners.
Finally, always have clear terms and conditions for your wholesale partners. This includes return policies, payment terms, shipping details, and any other agreements. Transparency builds trust.
Regularly review your wholesale performance. Are your MOQs working? Are your prices competitive? Is your fulfillment efficient? Continuous optimization is key to long-term success.
Launching a wholesale channel is a significant step, but with Shopify’s powerful tools, it’s more accessible than ever. It opens up incredible opportunities for growth and brand expansion.
I hope this detailed guide has given you a clear roadmap for setting up your own Shopify wholesale channel. It’s a rewarding venture that can truly elevate your business.
What do you think about this article? I’d love to hear your thoughts and any experiences you’ve had with wholesale on Shopify!
