The verdict in three sentences
For a Munich packaging supplier managing 600 business customers and 40 price lists, a custom B2B catalogue costs 40,000 to 80,000 EUR excluding VAT and takes 4 months to deliver. Each logged-in customer only sees their own prices and discounts, orders within their approved credit limit and pays at 30 or 60 days, which opens online ordering without exposing the pricing policy to competitors. The main gain is sales time: about 20% of sales reps' time freed, reinvested in prospecting rather than re-keying purchase orders.
What a B2B catalogue costs in Munich in 2026
The ranges below are 2026 German market estimates, observed among agencies and integrators in Munich and Bavaria, for a catalogue of 1,500 to 3,000 SKUs (cartons, films, bags, custom food packaging).
| Item | Range excl. VAT | Comment |
|---|---|---|
| Scoping, modelling of 40 price lists and discounts | 4,000 to 7,000 EUR | The most underestimated item |
| Catalogue, search, technical data sheets | 8,000 to 14,000 EUR | Dimensions, grammage, minimum quantity, pack size |
| Customer pricing engine (lists, discounts, volume tiers) | 8,000 to 16,000 EUR | Net prices calculated on the fly, never public |
| Credit, limits and payment terms | 5,000 to 10,000 EUR | 30 or 60 days, block above the limit |
| Online quote convertible into an order | 4,000 to 9,000 EUR | Sales approval for custom packaging |
| ERP connector (SAP Business One, Microsoft Dynamics, DATEV export) | 7,000 to 16,000 EUR | Prices, stock, balances, invoices |
| Acceptance, training, launch | 4,000 to 8,000 EUR | Pilot with 30 customers |
| Total | 40,000 to 80,000 EUR | Timeline: 4 months |
Then budget 800 to 1,800 EUR a month for hosting, maintenance and minor changes. Online card payment for small customers paying upfront adds processor fees of roughly 1.5 to 2.5% depending on the method and contract.
Customer pricing and payment terms: the rules to model
A B2B catalogue rarely fails on technology: it fails when a customer sees a price different from the one their sales rep negotiated. The following rules must be precisely modelled before development.
| Rule | Example | How the catalogue handles it |
|---|---|---|
| Price list per segment | Food, cosmetics, e-commerce | 40 lists, each customer linked to one |
| Customer-specific discount | 8% on double-wall cartons | Discount applied after the list, per family |
| Volume tiers | -5% from 5,000 units, -12% from 20,000 | Price recalculated in the basket |
| Time-limited contract price | Price fixed for 6 months on stretch film | End date, automatic return to the list |
| Payment terms | Upfront, 30 days, 60 days end of month | Shown at checkout, carried to the invoice |
| Credit limit | 50,000 EUR for an industrial customer | Order blocked above it, alert to the rep |
| Minimum order quantity | 1 pallet for custom printing | Basket check, switch to quote request |
Custom products (printed cartons, special sizes) go through an online quote: the customer enters dimensions and quantities, the sales rep approves the price within 24 hours, and the customer converts the quote into an order in one click.
Protecting the pricing policy
Opening online ordering often worries finance teams: a competitor could create an account and harvest your prices. Standard protections: no price visible without an account approved by a sales rep, prices calculated server-side and never exposed in the page code, logging of views, and automatic deactivation of accounts inactive for 6 months. GDPR applies to customer contact data.
Mini case study
Nadia, CFO of a packaging supplier in Munich (illustrative case), oversees 600 active customers and a team of 8 sales reps. Each rep spends about 40% of their time keying in purchase orders, checking prices and chasing balances.
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- Sales time freed by the catalogue: 20% of 8 reps, or 1.6 full-time equivalents
- Loaded cost of a sales rep: about 70,000 EUR a year
- Value of time freed: 1.6 × 70,000 = 112,000 EUR a year
- Bad debts avoided through automatic credit blocking (0.2% of 30,000,000 EUR revenue): about 60,000 EUR a year
For a project at 65,000 EUR excluding VAT and 15,000 EUR of annual maintenance, the gain of about 172,000 EUR a year pays back the investment in about 5 months. Even counting only half the avoided bad debts, payback stays around 6 months.
FAQ
How much does a B2B catalogue with customer pricing cost in Germany?
Allow 40,000 to 80,000 EUR excluding VAT for a custom catalogue with pricing engine, credit control and ERP connector. Maintenance runs at 800 to 1,800 EUR a month.
Will competitors be able to see my prices?
No, no price is visible without an account approved by a sales rep. Prices are calculated on the server for each logged-in customer, and accounts inactive for 6 months are deactivated.
Can we offer 30 or 60-day terms online?
Yes, each customer has their own payment terms and credit limit. Small customers can pay upfront by card, with fees of roughly 1.5 to 2.5%.
How do we handle custom packaging?
Through an online quote: the customer enters dimensions and quantities, the rep approves the price within 24 hours, then the customer converts the quote into an order. This often covers 20 to 30% of a packaging manufacturer's revenue.
How long to launch the catalogue?
4 months on average, including a 3 to 4-week pilot with 30 customers. Modelling the 40 price lists is the critical path.
Let's scope your project. Send us your price lists, ERP and payment terms: we will scope the pricing engine, give an indicative budget and a 4-month schedule. Detailed quote within 48 h. 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.
