B2B ecommerce
How to manage customer-specific price lists in B2B ecommerce
By Julián Medina · Director of SourcingUp and creator of CommerceUp
Each customer account should see its own price list and terms. Define which rule takes precedence when agreements, promotions and volume discounts overlap, and check the resulting price through to the confirmed order.
Decide which pricing rules take precedence
An account may belong to a customer segment and also have a negotiated agreement. If both affect the price, decide which takes precedence and whether discounts stack. Write numerical examples so sales and technology teams interpret the rules the same way. Support for multiple price lists alone does not settle those questions.
Test the buyer’s journey
Sign in with different test accounts and check the catalog, cart and order confirmation. Changing quantities may trigger different terms, and items added before a price update may need recalculating. Buyers should understand the current price before confirming, and the team should be able to explain how it was calculated.
Keep prices current and account data separate
Specify who maintains each price list, when updates take effect and what happens to orders already in progress. Shared links or session changes must not expose another account’s information. Test these situations as part of turning your trading rules into a reliable wholesale channel.
Put it into practice
- Document priorities between agreements and promotions.
- Test accounts with different terms.
- Check prices after changing quantities.
- Define when prices take effect and how existing carts are handled.
The thinking behind this guide
A guide by Julián Medina. The scenarios are illustrative, not measured customer outcomes. Explore CommerceUp.