B2B e-commerce platforme za veleprodaju u BiH

B2C (Business-to-Consumer) je standard web shop — svako može kupiti, fiksne cijene, instant checkout, focus na marketing. B2B (Business-to-Business) je wholesale/distributor portal — samo registrovani buyers, negotiated pricing po customeru, bulk quantities, approval workflows, credit terms, ERP integracija. B2B buyers obično kupuju iste proizvode repeatedly u large quantities, trebaju account history, quick reorder functionality, i invoice payment umjesto credit card. Generic B2C shop ne može riješiti B2B potrebe.

Zavisi od kompleksnosti. Basic B2B shop na WooCommerce (custom pricing, bulk ordering, RFQ): 8-12 sedmica. Medium complexity na Shopify Plus sa ERP integracijom: 12-20 sedmica. Fully custom B2B platform sa complex workflows i multi-system integrations: 24-40 sedmica. B2B projekti su kompleksniji od B2C jer zahtijevaju discovery phase (razumijevanje vašeg business procesa), ERP integration development, testing sa real business logic, i training za team. Radimo u fazama — MVP launch pa dodajemo features.

Depends na vaše potrebe i budget: 1) WooCommerce B2B — best za SME distributors/wholesalers sa <500 SKU-ova, basic B2B features (custom pricing, bulk orders), limited budget. Cost-effective ali limitirana scalability. 2) Shopify Plus B2B — best za mid-market companies, 500-5000 SKU-ova, good balance između features i ease of use. Ako već imate Shopify store, logical upgrade. 3) Custom B2B platform (Next.js/Node.js) — best za enterprise companies sa unique workflows, complex pricing logic, multiple ERP systems, custom integrations. Puna flexibility ali higher investment. Mi preporučujemo based na vašu situaciju.

ERP integracija zavisi od vašeg ERP sistema: 1) SAP, Microsoft Dynamics, NetSuite — koristimo njihove official APIs ili middleware (Dell Boomi, MuleSoft, Celigo). Real-time ili scheduled sync. 2) Legacy ERP bez API-ja — custom integration development, database connectors, ili flat file exchange. 3) Cloud ERP (Odoo, QuickBooks Online) — API integracije, webhooks. Sinkronizujemo: products, inventory, pricing, customers, orders — dvosmjerno. Testing je ključan — simuliramo real-world scenarios (out of stock, price changes, order cancellations). Post-launch monitoring za data consistency.

Custom pricing znači da svaki customer vidi svoje cijene based na dogovoru. Implementacija: 1) Customer groups/tiers (Gold, Silver, Bronze) — svaka grupa ima svoj pricelist. 2) Individual customer pricing — specifični customer ID ima custom cijene. 3) Volume/tiered pricing — što više kupuju, cijena pada (npr. 1-10 units = $100, 11-50 = $90, 51+ = $80). 4) Contract pricing — negotiated rates na specifične proizvode. 5) Regional pricing — different prices po region/zemlji. Customers ne vide prices dok se ne login-uju. Admin panel gdje upravljate pricelists. Automatski sync sa ERP-om ako tamo održavate pricing.

RFQ workflow: 1) Kupac browse products i dodaje u "RFQ cart" (umjesto regular cart). 2) Submituje RFQ sa quantities, delivery date, notes. 3) Vi dobijate notification — reviewujete request. 4) Kreirate custom quote (možete mijenjati cijene, dodati discount, shipping cost) u admin panelu. 5) Šaljete quote kupcu — on dobija email sa link na quote. 6) Kupac reviewuje quote — može prihvatiti (postaje order) ili negotiate (šalje counter-offer). 7) Approved quote konvertuje se u order automatski. Quote history za reference. Korisno za custom products, large orders, ili kada pricing nije fixed.

Approval workflows su za companies gdje purchases moraju biti approved prije order submission. Use case: large orders preko određenog iznosa, specific products (npr. opasne materijale), ili specific departments moraju dobiti approval. Workflow: 1) Purchaser kreira order. 2) Umjesto direktnog checkout-a, order ide na approval. 3) Approver (manager/supervisor) dobija notification. 4) Approver reviewuje order — može approve, reject, ili request changes. 5) After approval, order se submituje vendor-u. Multi-level approvals za very large orders (npr. $10k-50k = manager approval, $50k+ = director approval). Audit trail ko je approved šta i kada.

B2B inventory management je kompleksniji: 1) Multi-warehouse inventory — kupci vide stock iz najbližeg warehouse-a ili kombinovani stock. 2) Stock allocation — large customers imaju reserved stock (ne može se prodati drugim customerima). 3) Backorder management — ako nema stock, kupci mogu naručiti sa expected delivery date. Partial fulfillment — shipujemo što imamo, rest kasnije. 4) Real-time sync sa ERP-om — inventory updates svaki put kad se order kreira u ERP-u ili B2B portalu. 5) Low stock notifications za kupce — "Your favorite product is almost out of stock". 6) Forecast reports — vidite koje products će biti out of stock based na sales velocity.

Da, self-service portal smanjuje customer service overhead. Features: 1) Order history sa search/filter — kupci vide sve past orders. 2) Quick reorder — reorder past orders sa jednim klikom. 3) Invoice download — PDF invoices za accounting. 4) Order tracking — real-time shipment tracking. 5) Account balance i credit limit visibility. 6) Returns & RMA initiation. 7) Product lists/catalogs download (PDF, Excel). 8) Support ticket submission. 9) Document library — safety data sheets, spec sheets, catalogs. Self-service portal može biti part of main B2B shop ili separate customer portal. Saves vrijeme vašem sales team-u — kupci dobijaju info instant.

Tipični rezultati B2B e-commerce: 1) 50-70% reduction u order processing time — less manual order entry, fewer errors. 2) 30-50% povećanje order frequency — customers naručuju češće jer je easy (24/7 availability). 3) 20-30% povećanje average order value — customers vide full catalog, dodaju više items. 4) Elimination order entry errors — no više "poslali ste wrong product". 5) Lower customer service costs — self-service portal handles rutinske queries. 6) Better data visibility — analytics pokazuju koje customers kupuju šta, sales trends, forecasting. ROI obično 12-24 mjeseca za mid-market companies. Za large distributors sa high order volume, ROI može biti 6-12 mjeseci. B2B e-commerce se isplati long-term — operational savings + revenue growth.