The verdict in three sentences
Reproducing volume discount tiers, a minimum order and a free shipping threshold online costs €500 to €3,000 per month with a B2B SaaS in 2026, or €40,000 to €120,000 excl. VAT for custom development. The item that makes the difference is the pricing rules engine, €8,000 to €20,000 on its own, because it must give each customer exactly the price their sales rep would have quoted. A wholesaler with 2,000 trade customers can reasonably target 20 to 35% of orders moved online in the first year.
The commercial rules a B2B site must apply
A wholesaler does not sell at a list price. It sells at a price that depends on the customer, the quantity, the basket value and sometimes the month. Before choosing a solution, list your rules and their complexity.
| Commercial rule | Concrete example | Technical complexity | Indicative custom cost 2026 |
|---|---|---|---|
| Quantity tier discount | -5% from 50 cases, -10% from 200 | Low | €1,500 to €4,000 excl. VAT |
| Discount by product family | -8% on hygiene, -3% on grocery | Medium | €3,000 to €6,000 excl. VAT |
| Minimum order per customer | €300 excl. VAT, €150 for legacy accounts | Low | €1,000 to €2,500 excl. VAT |
| Free shipping by zone | Free above €600 in Paris region, €900 elsewhere | Medium | €2,500 to €5,000 excl. VAT |
| Negotiated net prices per customer | 2,000 price lists imported from the ERP | High | €6,000 to €15,000 excl. VAT |
| Discount stacking and priority | Customer discount then tier, 18% cap | High | €4,000 to €8,000 excl. VAT |
| Temporary promotions | 15-day campaign on 40 SKUs | Medium | €2,000 to €4,500 excl. VAT |
Stacking is the classic trap: if the platform applies discounts in the wrong order, a 1 to 2 point margin gap across thousands of lines quickly shows in the P&L.
B2B SaaS, e-commerce extension or custom build
| Option | Set-up cost | Recurring cost | Timeline | Main limit |
|---|---|---|---|---|
| Specialised B2B SaaS | €5,000 to €25,000 excl. VAT | €500 to €3,000 per month | 2 to 4 months | Rigid stacking rules |
| E-commerce platform + B2B modules | €15,000 to €50,000 excl. VAT | €200 to €1,500 per month in modules | 3 to 5 months | Fragile stack of extensions |
| Custom build connected to the ERP | €40,000 to €120,000 excl. VAT | 10 to 15% per year maintenance | 4 to 8 months | Upfront investment |
| Simple custom ordering portal | €15,000 to €35,000 excl. VAT | €2,000 to €6,000 per year | 2 to 3 months | No advanced product marketing |
For most wholesalers, the deciding factor is the ERP: if net prices live in Sage, Cegid, Divalto or SAP Business One, syncing price lists and credit balances drives everything. Allow €8,000 to €25,000 excl. VAT for a reliable two-way connector, orders and stock included.
What trade customers actually expect
- See their net price as soon as they log in, with no mental arithmetic.
- Know how much is missing to reach free shipping or the next tier, with a clear message in the basket.
- Reorder in one click from previous orders: on a B2B site, 50 to 70% of orders are replenishments.
- Pay at 30 or 45 days on invoice, with a visible credit balance.
Mini case study
Illustrative scenario: Marc, sales director of a hygiene products wholesaler near Lille, serves 2,000 trade customers for €28M in revenue. His 6 sales assistants key in 45,000 orders a year, at 7 minutes on average.
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He chooses a custom portal connected to the ERP: €72,000 excl. VAT of development including €14,000 for the rules engine, plus €9,000 per year in maintenance. Under a cautious assumption of 25% of orders online in year one: 11,250 orders, i.e. 1,312 hours of data entry avoided, about €45,900 at €35 per loaded hour. Add an online average basket 8% higher thanks to tier and free shipping messages. Payback falls between 18 and 24 months, faster if migration reaches 35%.
FAQ
How much does a volume discount engine cost?
Between €8,000 and €20,000 excl. VAT for a custom build depending on the number of rules and how they stack, 2026 order of magnitude. A B2B SaaS often includes one but limits possible combinations.
Can the site show the amount left before free shipping?
Yes, it is a simple feature, €1,000 to €2,000 excl. VAT custom. It lifts average basket by 5 to 10% according to industry feedback.
Can the site use the net prices from our ERP?
Yes, through a connector synced every 15 minutes to 24 hours. Plan €8,000 to €25,000 excl. VAT depending on the ERP and the quality of its APIs.
What share of orders moves online in year one?
Industry feedback points to 20 to 35%, more if sales reps are commissioned on their customers' web orders. Without that alignment, adoption often stalls below 15%.
Do we need card payments?
For account customers, no: payment at 30 or 45 days on invoice remains the norm. Cards serve new customers and small orders, at roughly 1.2 to 1.5% per transaction.
Let's scope your project. Send us your discount rules, free shipping thresholds and ERP: we price a custom B2B portal or a SaaS option, with an indicative budget and a 2 to 8 month plan. 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.
