A shop that develops its own brand, imports hard-to-find items or negotiates good purchase terms may eventually start receiving enquiries from other retailers. Moving into B2B can create a second source of revenue, but it takes more than offering a 30 % discount on the retail price.
Build a genuine wholesale business model
Trade customers must be able to resell products at a sufficient margin. B2B pricing must therefore take account of true costs, recommended retail price, your own margin and the margin available to the reseller. If the model only works at unrealistic volumes, the range is not ready for wholesale.
Multipacks, cartons and bundles can reduce fulfilment time and help protect logistics margins.
Set a sensible minimum order value
A minimum that is too low turns every small trade order into an expensive fulfilment job. A minimum that is too high excludes newer shops. Calculate it using picking and packing costs, shipping, average margin and target order value.
Esotericæ's approach is precisely to build its offering around professional resale: product selection, bundles, prices excluding VAT and replenishment must work together.
Prepare separate B2B terms and conditions
Business-to-business relationships are governed by rules that differ from consumer sales. B2B terms and conditions should address payment terms, price lists, any discounts, late-payment penalties and the fixed recovery charge.
Payment terms are regulated. The default period is generally 30 days after delivery of goods or completion of services, with negotiated periods permitted within the limits established by the French Commercial Code.
Separate trade and consumer catalogues
A trade account needs to display prices excluding VAT, suitable pack sizes, minimum orders and clear logistics information. Mixing B2B and B2C in one interface without access rules can cause pricing and ordering errors.
Get ready for electronic invoicing
B2B sales are directly affected by the electronic invoicing reform. Since 1 September 2026, all VAT-liable businesses must be able to receive electronic invoices; issuing them becomes mandatory for SMEs, very small businesses and micro-enterprises on 1 September 2027.
Revisit our electronic invoicing guide and the margin calculation guide.
Official sources
French Ministry of the Economy — B2B terms and conditions · DGCCRF — Payment terms