B2B Fulfilment vs. B2C Fulfilment: What to Look for in a B2B Solution

If you’re new to the industry, it might be a challenge at first to understand the differences between B2B fulfilment and B2C fulfilment and how they fit in the supply chain.

Both deal with inbound and outbound logistics processes. While B2C fulfilment is focused on smaller orders, B2B ecommerce fulfilment is more focused on lower order volumes, but higher quantities of product. B2B also has more regulations and the cost associated with B2B can be more costly (depending on certain factors).

In this post, we’ll go over the key difference between B2B fulfilment and B2C, and how to source the right B2B fulfilment provider for your ecommerce business and also select the ideal fulfilment company to fit your fulfilment needs as your business expands. 

Here’s what we’ll cover:

• What is B2B fulfilment?
• B2B vs. B2C fulfilment
• How B2B fulfilment works
• What to look for in a B2B order fulfilment service
• How ShipBob fulfilment centres make B2B fulfilment easy
• Conclusion

What is B2B fulfilment?

B2B fulfilment focuses on fulfilling orders to other businesses (or retailers, department stores, boutiques, etc.), rather than directly to consumers. B2B orders are often bulk orders that are shipped via freight or parcel for smaller orders. B2B fulfilment helps other businesses stock up on product so they can resell to their customers through one or multiple channels.

B2B fulfilment vs. B2C fulfilment: how they’re different

Although both B2B and B2C (business-to-consumer) follow the same steps of the retail fulfilment process, the methods in each stage are different, especially when it comes to shipping methods, costs, and speed. 

“Most recently our sales have exploded not just for online DTC orders but we’ve also seen a lot of B2B growth. While our Instagram and Facebook ads are directed toward consumers, our customers are often decision makers for a business. There can be a grey area in knowing which use case someone is buying for, but we want to get it right since we have different funnels and approaches in how we cultivate loyalty, enable repeat purchases, and market to DTC vs. B2B customers.”

Andrea Lisbona, Founder & CEO of Touchland

Order and unit volume

B2B orders are much larger in terms of quantity and lower in volume. Oftentimes, your B2B customers will only order every few months, but the purchase quantity will be much larger. B2C orders usually have fewer items in an order, but are being delivered directly to different residential locations. 

Shipping methods

Because they tend to be larger and bulkier, the shipping and logistics of B2B fulfilment are far more complex. B2B orders are mostly shipped via freight and palletized because of the number of items involved compared to most B2C orders. However, if the B2B order is small enough and can be packed in boxes, then it is possible to ship B2B orders via parcel. 

Regulations

Depending on the industry, there are regulations for how to ship products B2B. This includes hazardous materials, heavy items, international shipping, and more. B2B orders also must comply to more complicated regulations, especially when it comes to EDI (electronic data interchange). 

Cost

Since B2B fulfilment deals with larger shipments, orders are much more expensive and valuable, and oftentimes requires more labour and handling equipment (e.g., loading and unloading pallets). 

Fulfilment speed

B2B fulfilment is oftentimes more time-sensitive and it can be a challenge to get B2B orders out on time if strict regulations are not followed.

While 2-day shipping isn’t a major selling point for B2B businesses, guaranteeing delivery dates is the best way to build trust with other businesses and retailers who depend on your B2B delivery to keep their store’s inventory stocked. 

How B2B fulfilment works

B2B fulfilment solutions establish long-term relationships with their big-box retailer and/or ecommerce clients, who place annual orders periodically throughout the year. They exchange data via EDI systems that allow them to update orders in real-time. 

What to look for in a B2B order fulfilment service

Finding the right B2B fulfilment provider for your business is important. You have to make sure the fulfilment partner is able to follow requirements, have a history of not missing deliveries, have experience with B2B fulfilment, and can provide customer service to you when needed.  

EDI compliance

EDI is a combination of both systems and processes that give retailers the capacity to exchange documents and transactions with their suppliers, vendors, and brands in a standard electronic format.

For instance, a retailer can send a digital purchase order to a vendor through EDI instead of sending a paper document. The opposite is true as well; a vendor can send digital invoices and other transactional documents to their retailer partners electronically.

If you’re working with a B2B fulfilment provider, make sure they’re EDI-compliant as this will make the order fulfilment process smoother and easier to work with.

“Our business is about 75% B2B. Some of that is through mom-and-pop sports retailers, some is with major retailers like Dick’s Sporting Goods, Scheels, and Sports Endeavors, and of course we have grown with Amazon as well.

Each of these retailers has their own unique EDI requirements for B2B orders, and you cannot do business with them without complying with their specific rules. Luckily for us, ShipBob can accept, and adapt, to each individual retailer’s technical needs and requirements.

There are a lot of different routing guidelines and trading requirements, but ShipBob’s EDI integration makes it easy to handle them. It’s helpful for us to not have to worry about compliance issues on our B2B orders – especially when so much of our business relies on getting it right.”

Tyler Stelter, COO at Storelli Sports

Responsive customer care

Issues with orders can happen. Because B2B businesses are so reliant on having the right products in stock, you need to have a provider who can handle your issues quickly. Look for a B2B fulfilment provider who prioritizes customer services and takes the B2B relationship seriously. Additionally, consider implementing AI-powered solutions to transform the contract review process, ensuring efficient management and analysis of the complex agreements often involved in B2B relationships.

Order dashboard

When you work with a B2B fulfilment provider, make sure they have the right technology that allows you to track current B2B orders, track packages, and place new orders all in one location.

“Outsourcing both retail and DTC order fulfilment to ShipBob really just gave us the flexibility that we needed to effectively grow our business — not just the DTC segment, but the retail segment also. Honestly, it changed the game for us. So we were just thrilled that ShipBob has come to lead the way in providing fulfilment solutions for small to medium sized businesses like ours.”

Nathan Garrison, Co-Founder and CEO of Sharkbanz

How ShipBob fulfilment centres make B2B fulfilment easy

ShipBob is a tech-enabled 3PL that partners with fast-growing ecommerce brands that primarily ship orders directly to customers from our various distribution centres, and but also provide support to businesses who need, but also need digital fulfilment support for small-volume B2B orders.

ShipBob’s B2B Fulfilment Suite and EDI capabilities enable merchants to sell throughout the entire B2B ecosystem, powering retail dropshipping (fulfilling orders placed on big box retailers’ websites) and wholesale shipping (including brick-and-mortar department stores), which can connect with all the major retailers.

“ShipBob knows how to fulfil orders for major retailers, and that knowledge shines through in their EDI-automated B2B solution. With important details that differ between retailers – like freight carrier preferences or limitations on package and pallet size – ShipBob automatically complies with them. I don’t have to keep tabs on or communicate those details anymore. It’s a huge time-saver for my team.”

Nadine Joseph, Founder & CEO of Peak and Valley

Although ShipBob is not currently EDI-compliant, ShipBob offers B2B fulfilment for non-EDI wholesale orders (e.g., for boutiques, Whole Foods, Urban Outfitters, to name a few). Here’s how ecommerce businesses work with ShipBob as a third-party logistics partner to offer B2B fulfilment:

Reduced fulfilment and shipping costs

ShipBob makes it easy to place a B2B order directly from the dashboard. Simply put in your order including the business address you’re shipping to, packaging instructions, the quantity, and the shipping method (parcel or freight).

By placing a B2B order through ShipBob, you can take advantage of faster shipping at a lower cost. 

Better inventory management

Running your own warehouses and storing B2B inventory can be costly, complicated, and time-consuming. You also have to count inventory every day, manually reorder more inventory, and manage labour.

By working with ShipBob, we handle all of this for you. We also offer a free fulfilment data and reporting tool that offers insight into fulfilment performance, shipping data, demand forecasting, and logistics costs. 

Conclusion

B2B ecommerce fulfilment is a growing market because many businesses are seeing the advantages of ordering products online. If you want to offer B2B products to expand your ecommerce business, gain a competitive advantage, and improve B2B fulfilment services, now is a great time to do so.

To learn how ShipBob can help you with B2C and B2B fulfilment, click the button below to request a quote. 

B2B fulfilment FAQs

Here are answers to the most frequently asked questions about B2B fulfilment.

What B2B fulfilment solutions does ShipBob offer for handling pallet shipments and retail dropshipping?

ShipBob offers comprehensive B2B fulfilment solutions, including:

• Retail distribution: Ships fully-compliant B2B orders to large retailers’ warehouses/distribution centres or physical stores. This is available for ShipBob’s US fulfilment centres for domestic B2B orders.
• Retail dropshipping: Fulfills orders placed on a retailer’s ecommerce website directly to the end customer, with ShipBob shipping from its facilities.
• Pallet shipments (freight): Supports freight shipments for both inbound receiving and outbound B2B orders, offering transparent rates, coordinated appointments, and real-time tracking.
• Amazon FBA prep: Prepares inventory for Fulfilled by Amazon (FBA) warehouses as a value-added service for merchants that already outsource fulfilment to ShipBob, including applying FBA item and box labels.

How does ShipBob manage integrations and order flows between ERP systems and major retailers like Target or Home Depot?

ShipBob streamlines order flows through:

• Turnkey integrations: Connects with all major ecommerce platforms (like Shopify, WooCommerce, Magento/Adobe Commerce, and BigCommerce) and marketplaces (like Amazon, Walmart, eBay, Shein, and Temu).
• EDI compliance: Facilitates automated Electronic Data Interchange (EDI) for retail dropshipping and retail distribution orders for 100+ major retailers such as Target, Walmart, Macy’s, and Nordstrom.
• ERP integrations: Offers native integrations with leading ERP systems to manage inventory and orders, providing a single source of truth across channels, along with the ability to build custom integrations.
• Automated order flow: Orders are automatically imported into the ShipBob dashboard, with tracking and completion information sent back to the original sales channel.

How does ShipBob provide reporting visibility for B2B orders across multiple sales channels?

ShipBob offers robust reporting visibility for B2B orders across various sales channels through its unified fulfilment platform. Key aspects of its reporting and visibility include:

• Unified dashboard: Brands gain real-time visibility and control over inventory and fulfilment across all sales channels from a single login. The dashboard centralises information on order status, inventory levels, and operational metrics.
• Detailed analytics and reports: ShipBob provides comprehensive reporting and analytics, including detailed insights into fulfilment costs, storage costs, and inventory levels. The Billing Summary, for example, offers transparent billing by breaking down charges by fee category and type, including B2B fees.
• Inventory replenishment and forecasting: The Inventory Replenishment page offers SKU forecasts and recommendations to minimise out-of-stock scenarios, helping brands make informed stocking decisions.
• Lot tracking and expiration date management: For products requiring traceability, such as consumables, ShipBob’s lot tracking feature provides full visibility and control from receiving to fulfilment. This system automatically prioritizes picking based on expiration dates (FEFO) and supports identifying affected lots during recalls without disrupting other operations.

This comprehensive visibility empowers brands to manage their B2B operations efficiently and optimise their supply chain.

What specific challenges do brands typically face in B2B fulfilment compared to DTC?

Fulfilment for orders placed by businesses involves added complexity compared to consumer-placed orders; something brands should plan for before scaling wholesale operations.

• Large-format orders & shipping: B2B orders are often palletized or case-packed, requiring LTL/freight logistics rather than small parcel shipping.
• Compliance & EDI requirements: Retail partners often require specific labelling, barcodes, and electronic data interchange (EDI) setups. Mistakes can result in chargebacks.  
• Scheduled deliveries: Many retailers require appointment-based unloads at distribution centres, which demands precise timing coordination.  
• Greater operational risk: Bulk orders carry higher value and volume, increasing the cost of errors or delays.
• Slower order cycles: B2B buyers place purchase orders less frequently but with substantially higher AOV, requiring longer replenishment planning and forecasting.  

These differences mean B2B fulfilment requires stronger systems, tighter coordination, and operational discipline.

What are best practices for optimising inventory for wholesale orders?

Effective B2B inventory optimisation blends visibility and planning across channels.

• Segment inventory by channel: Keep B2B and DTC stock tracked separately to prevent over‑ or under‑allocation.
• Forecast by order type: Use historical wholesale sales cadence and seasonality to predict case-pick requirements, rather than treating B2B like single-unit DTC.
• Leverage centralised data: Unified dashboards let you reconcile inventory needs across DTC and wholesale, reducing stockouts or overstocks.  
• Allow reorder buffers: Maintain extra buffer stock for critical SKUs destined for large wholesale orders.
• Automate replenishment flows: Set reorder triggers based on large-order thresholds and lead times for freight shipments.

By combining forecasting, channel-specific visibility, and systematic replenishment, brands can smoothly serve wholesale demand without compromising delivery or availability.

What turnaround times should businesses plan for with B2B fulfilment?

B2B fulfilment timelines differ significantly from DTC given order volume, regulatory requirements, and shipping mode:

• Inbound & receiving: Bulk shipments (e.g. pallets or cases) may require additional time for receiving, inspection, and putaway.
• Order processing & labelling: Custom retailer packaging and EDI documentation can add business days in processing time beyond DTC-style pick/pack processes.
• Shipping: Freight or LTL transit often takes longer than parcel shipping; timelines vary regionally but can have promised delivery dates that need to be worked backwards from.
• Appointment-based deliveries: Many retail partners require scheduled delivery times, which may demand more planning and lead time.  

Bottom line: Unlike DTC’s real-time speed, reliable B2B fulfilment depends on coordinating lead times, custom compliance, and freight schedules that are typically measured in multi-day cycles with narrow windows for accuracy.

Is ShipBob a solid B2B fulfilment centre?

Yes, ShipBob provides B2B fulfilment for some of the biggest omnichannel brands, including EDI-compliant fulfilment for 100+ retailers (see full list here).

What are ShipBob’s B2B capabilities?

ShipBob fulfils a variety of B2B orders, which are shipped to retailers, wholesalers, or other commercial places of business. B2B orders include manual B2B (non-EDI) orders, as well as EDI orders (both retail dropshipping for online orders and retail distribution for brick-and-mortar shipments). For a full list of approved EDI-compliant retailers ShipBob supports, click here.

Does ShipBob offer freight shipping for larger orders?

Yes, as a value-added service to those who already outsource their fulfilment, ShipBob offers a variety of outbound freight services through industry-leading freight partners, including full truckloads (FTL) and less-than-truckloads (LTL) using a standard pick-up and delivery experience. Optional add-ons (accessorials) are available at an additional cost to tailor the service to your specific needs. To learn more about ShipBob’s freight offerings, click here.

What kind of B2B fulfilment does ShipBob offer?

ShipBob can fulfil a variety of wholesale, retail, and EDI orders (retail dropshipping and retail distribution). Request a quote for more information.