The verdict in three sentences
A B2B e-commerce is not a B2C with inflated quantities: it is a contractual relationship with negotiated prices, credit and minimum orders. A distributor in Lagos sells to retailers who re-order 3 times a month an average basket of 850,000 FCFA; automating it frees their reps from the phone. The four pillars to code: volume discount per tier (5 to 15%), customer credit capped at 30 days, 250,000 FCFA minimum order and a private catalog per customer.
B2C vs B2B: what truly changes
Many fail by pasting a consumer store onto a wholesale business. Here are the structural differences.
| Rule | B2C e-commerce | B2B e-commerce 2026 |
|---|---|---|
| Price | Fixed, public | Tiered + negotiated per customer |
| Minimum order | None | 250,000 FCFA |
| Payment | Immediate | 30-day capped credit |
| Catalog | Same for all | Private per customer |
| Average basket | 25,000 FCFA | 850,000 FCFA |
| Frequency | One-off | 3 re-orders/month |
| Account | Optional | Mandatory, validated |
The private catalog is the heart of B2B: each customer sees their negotiated prices, not the neighbor's, protecting your commercial agreements.
The discount and credit grid in numbers
B2B is run by tiers and by outstanding balance. Here are the 2026 benchmarks built into the platform.
| Order tier | 2026 volume discount | Example on 850,000 FCFA |
|---|---|---|
| 250,000 to 499,000 FCFA | 5% | — |
| 500,000 to 999,000 FCFA | 10% | 85,000 FCFA discount |
| 1,000,000 to 2,999,000 FCFA | 12% | — |
| 3,000,000 FCFA and above | 15% | — |
| Credit setting | 2026 value | Role |
| Payment term | 30 days | Wholesale standard |
| Credit cap per customer | Set at validation | Limits default risk |
| Automatic block | If balance exceeded | Protects cash flow |
| Automatic reminder | Day 25 then day 30 | Cuts late payments |
The tier + credit pairing is what retains the retailer: they order more to reach the next tier, and pay in 30 days without friction.
Need a professional website?
Kolonell builds websites that attract clients, optimized for the Sénégalese market. Free quote in 2 minutes.
Mini case study
Salif is a grocery distributor in Lagos. He serves 40 retailers who order 3 times/month an average basket of 850,000 FCFA, i.e. 102,000,000 FCFA monthly revenue. Before the platform, his 3 reps spent 60% of their time taking phone orders. With the private catalog, the 250,000 FCFA minimum and automated 30-day credit, orders go self-service: reps focus on prospecting and he wins 12 new retailers in one quarter, i.e. a potential +30,600,000 FCFA monthly revenue.
FAQ
Why a 250,000 FCFA minimum order? Below it, wholesale logistics are not profitable: picking, transport and credit cost too much for a small basket. The minimum ensures every order justifies B2B handling.
How do I manage 30-day customer credit? The platform sets an outstanding-balance cap per customer, automatically blocks new orders if exceeded, and sends reminders on day 25 and day 30. This protects your cash flow with no manual work.
Should prices be visible to everyone? No: each customer has a private catalog with their negotiated prices. A retailer never sees another's discount, preserving your agreements and avoiding commercial tension.
How does the tiered discount work? It is automatic: 5% from 250,000 FCFA, 10% above 500,000 FCFA, up to 15% above 3,000,000 FCFA. The customer sees their discount computed live, which nudges them up a tier.
Does the platform replace the reps? No, it frees them: recurring order-taking goes self-service, and your reps move from data entry to prospecting. That is how Salif won 12 retailers in a quarter.
Let's talk about your project. We build your B2B platform with private catalogs, discount tiers and automated customer credit. WhatsApp +221 77 596 93 33.
Mohamed Bah
Fondateur, Kolonell
Passionate about digital and entrepreneurship in Africa, Mohamed has been helping Sénégalese businesses with their digital transformation since 2020. Founder of Kolonell, he believes every SME deserves a professional and accessible online présence.
