Strike Up B-to-B Activity in the Consumer World

* Develop a discount schedule;

* Analyze what your savings will be on large orders due to savings like lower per-order labor costs; and

* Pass a portion of that volume savings on to your customers as an incentive.

3. Offer credit terms, purchase orders.

Don’t force B-to-B customers to change their business practices to do business with you — adjust to them. Make sure your systems can accommodate billing terms and accept purchase orders, and that your accounting department can accommodate credit checking. Don’t try to make B-to-B customers all pay by credit card. You’ll vastly decrease your catalog’s B-to-B potential.