In B2B export you sell to a business abroad, usually an importer or distributor, who resells your product. In B2C export you sell straight to the person who uses it. The same product can go either way, but the work, the money and the risks are very different.
The difference in one table
| B2B: selling to businesses | B2C: selling to shoppers | |
|---|---|---|
| Who buys | Importers, distributors, wholesalers, retailers, brands | Individual shoppers |
| Order size | Cartons, pallets, containers | One parcel per order |
| Number of customers | A few, buying repeatedly | Many, often buying once |
| Price per unit | Lower; the buyer needs margin to resell | Higher; you capture the retail price |
| Who clears the goods abroad | Usually the importer | You, the courier or the marketplace |
| Shipping cost per unit | Low | High |
| Getting paid | Advance, letter of credit or agreed credit terms | Card and wallet payments per order |
| Selling effort | Finding and convincing a few decision-makers | Continuous marketing to many shoppers |
| Returns | Rare, handled commercially | Frequent and costly across borders |
| Time to first sale | Months: buyers qualify you before ordering | Can be weeks, once listings and shipping are set up |
| Your brand | Often the buyer's brand, or yours inside their range | Yours, directly in front of the customer |
B2B fits when
- You can produce in volume and prefer steady, repeat orders
- Your product is heavy, bulky or low in price per kilo
- It needs certification, testing or installation that buyers handle locally
- You don't have the team or budget for consumer marketing and customer service
- You already sell B2B in India or abroad
B2C fits when
- The product is light and valuable enough to absorb parcel shipping
- It has a story or design that shoppers pay extra for: handmade, regional, specialist
- You can photograph, describe and support it well online
- You're happy to run marketing, customer messages and returns
- You want your own brand in front of customers rather than inside a distributor's range
Doing both
Many manufacturers end up with both, in one of two patterns:
- B2C first, then B2B. Online sales and reviews in a country prove demand, which makes importers and retailers there easier to convince.
- B2B for volume, B2C for the brand. Distributors carry the volume; a small direct store builds the brand and gives you customer feedback.
The trap is price conflict. If you sell direct in a country at a price your distributor can't match, the distributor stops pushing your product. Set retail prices that leave room for your trade partners.
The steps for each route
B2B route
- Narrow to one product, country and buyer type
- Build a list from trade data, councils and research
- Screen each account for fit
- Find the person who buys
- Approach and follow up
- Qualify the replies
- Quote, sample and close
B2C route
- Check product fit for parcel shipping
- IEC, GST and LUT, destination product rules
- Choose a marketplace or your own store
- Price for the landed cost
- Set up courier or postal shipping
- Payments and records
- Returns, support and marketing
Decision checklist
Answer these honestly. If most answers point to volume, local requirements and a few repeat buyers, start with B2B. If they point to light, high-margin products and a team that can market online, B2C is worth testing.
- Can you ship thousands of units a month, or dozens?
- Once you add parcel shipping, duties and fees, is there still a healthy margin at a price shoppers will pay?
- Does the product need local approvals, installation or after-sales service?
- Who on your team would handle marketing and customer messages every day?
- Can you afford to wait months for a first large order, or do you need sales sooner?
- Do you want repeat orders from a few buyers, or a brand known to many shoppers?
Questions
Which is more profitable, B2B or B2C export?
Per unit, B2C usually earns more because you capture the retail price. But shipping, marketing, fees and returns take much of that back. B2B earns less per unit on far larger, repeat volumes. Work out the margin per order for your own product on both routes.
Can I start with B2C and move to B2B later?
Yes, and it can help. Sales, reviews and repeat customers abroad are evidence that importers and retailers take seriously. Plan your pricing so a distributor can still earn a margin later.
Is B2B export only for large manufacturers?
No. Many importers and distributors buy from small and medium manufacturers. What matters is being able to quote export prices, meet a minimum order quantity, deliver consistently and respond quickly.
Which route does Elevio help with?
Both, with B2B as our main focus. For B2B, we find, contact and qualify overseas importers, distributors and retailers for one product and one market at a time, then hand interested buyers to your team. For B2C, we help with online stores and the marketing that brings in customers.