For wholesalers, manufacturers and distributors, selling on marketplaces is a way to expand their business beyond their existing B2B network of business partners. However, launching a new sales channel requires appropriate preparation in terms of logistics, pricing policy and product availability management. Integrating a marketplace with an OMS system allows you to process orders from various sources within a single environment, without the need to set up a separate operational infrastructure. Find out how to utilise the capabilities of Centoro OMS to expand your wholesale sales into new online channels whilst maintaining control over your existing commercial processes.
Selling on marketplaces – how can a wholesaler expand its business into new channels?
Selling on a marketplace can provide an additional source of revenue for a business that already has an extensive product catalogue, warehousing facilities and a network of business customers. Launching a new sales channel does not necessarily mean building the entire infrastructure from scratch. It is worth utilising existing resources and combining them with tools for managing multi-channel sales, whilst ensuring consistency in product information, prices and availability.
It is particularly important for manufacturers and distributors to define the role of the marketplace within their existing business model. The new channel can be used to sell selected product ranges, reach new customers or expand retail sales. In each case, it is important to take into account relationships with existing wholesale partners to ensure that the additional channel does not lead to uncontrolled price competition.
Marketplace platforms – which channels are worth integrating with a wholesaler?
Choosing the right marketplace depends on the type of products on offer, the characteristics of the customer base and how sales are organised. A wholesaler with a wide range of products does not need to make its entire catalogue available on every platform. A better approach may be to select channels tailored to specific product categories, taking into account operating costs, competition and logistical requirements.
Centoro OMS offers integrations with marketplaces such as Allegro, Empik, Erli, Morele and Decathlon. It is also possible to expand the system with further integrations. Individual marketplace platforms may have different requirements regarding product descriptions, specifications, delivery terms and the presentation of offers. Therefore, before launching sales, it is worth analysing not only the potential of a given channel, but also the possibilities for automating its management. A well-prepared integration reduces manual tasks and facilitates sales growth without placing an excessive burden on the team.
Multi-channel sales – how to avoid chaos when processing orders?
Introducing a marketplace into an existing wholesale model means having to process transactions from various sources. Orders may come via a B2B platform, sales representatives, the company’s own online shop, and external sales platforms. Without proper integration, staff have to use separate dashboards and manually transfer information between systems. Multi-channel sales therefore require centralised order management to maintain control over order fulfilment.
Centoro OMS allows transactions from integrated channels to be consolidated into a single operational queue. Staff can check buyer details, ordered products, payments and delivery methods. The system also enables status updates and the organisation of subsequent stages of order fulfilment. This allows the wholesaler to expand its sales on the marketplace whilst utilising its existing team and logistics processes, rather than creating a completely separate operational structure.
OMS system – centralised management of marketplace orders
Integrating multiple sales channels requires a tool that organises the flow of information from the moment an order is placed right through to dispatch. Centoro’s OMS system centralises transactions from marketplaces and online shops, whilst also supporting their subsequent fulfilment. A single order queue reduces the need to switch between different dashboards, which streamlines the work of the sales, warehouse and logistics departments.
The system allows you to create your own statuses, group orders and configure automation rules. Specific events can trigger subsequent actions, such as preparing a label or sending a notification. Centoro also provides reports on the number and value of orders from individual sources. This enables the company to analyse marketplace performance and monitor their share of total sales, without having to manually prepare separate reports.
How do you prepare a wholesale business to start selling on a marketplace?
The implementation of a new sales channel should begin with an analysis of existing processes. The company must determine which products will be sold, where information on stock levels will be sourced from, and how orders will be forwarded for fulfilment. Proper preparation of data and procedures minimises the risk of errors once sales commence, particularly where there is a large number of product SKUs.
Before starting the integration process, it is worth bearing in mind the following:
- product range selection – identifying the products to be sold on the marketplace,
- pricing policy – establishing rules for calculating margins, discounts and service charges,
- stock availability – specifying the source of stock levels and how they are updated,
- product data – preparing descriptions, photographs, specifications and identifiers,
- logistics – establishing procedures for order fulfilment, packing, dispatch and returns,
- ERP integration – defining the scope of data exchange between systems,
- team responsibility – assigning tasks relating to the new channel to staff.
A plan drawn up in this way allows you to roll out sales in stages, without disrupting service to existing B2B clients. It is worth starting with a selected group of products and then expanding the range based on actual results.
B2B Marketplace versus the existing network of wholesale partners
The expansion of sales on a marketplace should take into account the interests of existing trading partners. A manufacturer or wholesaler may find themselves competing on the same platform with companies to which they previously supplied products. An ill-considered pricing policy may lead to conflicts with distributors, particularly when direct sales are consistently cheaper than the prices charged by business partners.
That is why a B2B marketplace or retail platform should operate within the framework of a clearly defined commercial strategy. A company can diversify its product range, put together bespoke bundles or use separate price lists for specific channels. It is also worth analysing the actual margin after taking into account commissions, delivery costs and returns handling. Centralised price management helps to uphold established sales policies, but setting prices remains the company’s decision.
How should product prices be set in multi-channel retail?
Wholesale distributors often operate with individual price lists, contractual discounts and purchasing terms that depend on the value of the business relationship. A marketplace, on the other hand, operates according to different rules, and product prices are usually publicly available. Therefore, selling on a marketplace requires a separate profitability calculation that also takes into account the costs of acquiring transactions, packaging and fulfilling orders.
Centoro OMS provides tools for managing price lists and pricing rules. These enable you to set prices for different channels and control margins in line with the system’s configuration. This allows the company to minimise the need for manual updates to its offers. However, it is worth regularly analysing the results and checking whether sales via marketplaces are reducing the profitability of the business as a whole. A well-planned pricing policy should support the development of new channels whilst safeguarding relationships with existing wholesale customers.
Product management – a consistent offering across multiple channels
Wholesale businesses often manage thousands of product codes, variants and technical specifications. With such an extensive product range, manually preparing descriptions for each platform can be time-consuming. Centoro enables the centralisation of product data, allowing product range information to be organised and utilised across various sales channels, thereby reducing the need to enter the same content repeatedly.
The PIM system available within the ecosystem supports the management of product names, descriptions, images, attributes and variants. Centoro OMS also enables bulk catalogue import and the mapping of information required by selected marketplaces. Individual channels may have their own categories and mandatory parameters, so data must be prepared in accordance with their requirements. A well-organised catalogue makes it easier to update listings and expand the product range, particularly when a company regularly launches new products.
Stock levels – shared resources or a separate warehouse?
Adding a marketplace to your wholesale operations does not always require setting up a separate warehouse. A business can utilise its existing resources, provided it ensures that product availability is properly synchronised. This is particularly important when the same goods are ordered simultaneously by B2B customers and marketplace buyers. A lack of up-to-date stock information can lead to orders being accepted for products that are out of stock, delays and additional handling costs.
Centoro OMS enables the management of multiple physical and virtual warehouses and the use of their stock levels in sales processes. A wholesaler may also consider setting aside a specific stock allocation for marketplace requirements. This solution helps to safeguard product availability for key wholesale customers. The choice of model should take into account the frequency of stock updates, order volumes and the potential for integration with the existing warehouse management system.
ERP integration with a marketplace – make the most of your existing infrastructure
In wholesale businesses, ERP is usually the main source of data on products, customers, prices and stock levels. Launching a marketplace should not result in the creation of yet another, separate database containing this information. Integrating ERP with the order management system allows existing operational processes to be utilised, minimising the need for manual data entry between tools.
Centoro OMS enables integration with the software used within the organisation, including popular ERP systems. A shared order management system can transmit transaction information and utilise stock and product data. The scope of synchronisation depends on the implementation configuration. This enables the wholesaler to integrate a new sales channel into its existing workflow, rather than having to develop separate procedures for each marketplace.
Marketplace order logistics versus wholesale customer service
Sales on marketplaces often differ from the fulfilment of traditional wholesale orders. B2Bcustomers may purchase products in bulk packaging or on pallets, whilst marketplace transactions typically involve individual items and smaller consignments. Managing both channels simultaneously requires careful planning of order picking, packing and dispatch to ensure that new orders do not delay the fulfilment of wholesale deliveries.
Centoro OMS supports the preparation of parcels through integrations with courier companies and logistics brokers. The system enables the generation of labels, the creation of consignment notes and the execution of bulk operations. Functions relating to the handling of returns and complaints are also available. This enables the company to streamline the fulfilment process for orders originating from marketplaces, whilst maintaining a consistent approach to order handling and the transfer of information to other departments.
B2B platform and marketplace – how can the two sales models be combined?
Wholesale sales on your own platform and sales via a marketplace can complement one another. Business partners require customised price lists, purchase histories, documentation and a convenient way to reorder. Marketplaces, on the other hand, allow you to reach a wider audience by utilising a ready-made shopping infrastructure. Combining these models enables you to grow your sales without sacrificing existing business relationships.
At Centoro, the B2B sales platform supports self-service for wholesale customers, whilst OMS is responsible for centralising and processing orders from connected channels. The integration of these modules enables the use of shared product and stock information. This allows the company to conduct B2B sales and expand its presence on marketplaces, whilst maintaining separate pricing policies and terms of cooperation for individual customer groups.
Sales representatives and marketplace sales
The introduction of a new sales channel should not mean that the role of sales representatives is diminished. In many companies, it is the sales representatives who are responsible for maintaining relationships with key clients, negotiating terms of cooperation and developing sales in specific areas. A marketplace can play a complementary role, whilst the sales team continues to focus on serving strategic customers and building long-term relationships.
Available in Centoro SFA – a system that supports appointment scheduling, quotation preparation and mobile order taking. The solution can integrate with the platform’s other modules, providing sales representatives with access to the information they need when dealing with customers. A shared sales environment makes it easier to maintain data consistency, regardless of whether an order comes from a sales representative, a wholesale customer or a marketplace.
How much does it cost to expand wholesale sales via a marketplace?
The cost of implementing a new sales channel depends on the number of marketplaces, the scope of integration, the size of the product catalogue and the level of process automation. The ERP system used, the method of warehouse management and logistics requirements are also significant factors. Technical integration alone is just one element of the total cost of sales, so it is also worth taking into account platform commissions, the preparation of offers, dispatch and the handling of returns.
Centoro allows you to start by implementing the OMS system and then expand the environment with additional modules. You can find information about the available options on the B2B platform pricing page. The final price depends on the scope of the implementation and the selected extensions. A well-planned investment should take into account not only the launch of the marketplace, but also the costs of its day-to-day operation and the potential for further scaling of sales.
How does Centoro help integrate wholesale sales with marketplaces?
Centoro is a platform designed for manufacturers, distributors and wholesalers who wish to grow their online sales whilst utilising their existing operational infrastructure. The solution enables the integration of marketplaces, the centralisation of orders and the linking of sales processes with the warehouse and ERP systems. Thanks to this unified environment, a company can expand its operations into new channels without having to manage each one separately, thereby reducing the number of manual operations.
At Centoro, we help you tailor the scope of integration to your product range, the systems you use and your sales policy. You can start by supporting selected marketplaces, and then expand your setup to include B2B sales, CRM and an app for sales representatives. Get in touch with us to find out how Centoro OMS can streamline your company’s multi-channel sales. We’ll help you integrate new sales opportunities with your existing wholesale processes.
FAQ – frequently asked questions about wholesale on the marketplace
Which marketplaces in Poland are suitable for wholesalers?
The choice of marketplace depends primarily on the type of product range and the target customer group. Platforms worth considering include Allegro, Empik, Erli, Morele and Decathlon. Each channel has its own specific characteristics, product requirements and terms of cooperation, so a wholesaler should assess the sales potential and the costs of operation. Centoro OMS offers integrations with these marketplaces, enabling the centralisation of orders and the management of listings within a single environment.
How should you set prices on a marketplace so as not to undercut your own suppliers’ prices?
Before launching sales, it is worth drawing up a separate pricing policy for the marketplace. You should take into account the terms and conditions applicable to existing customers, platform commissions, logistics costs and the expected margin. A good approach may be to diversify your product range, create dedicated bundles and use separate price lists for different sales channels. Centoro OMS supports the management of price lists and pricing rules, helping you to maintain control over the profitability of your offering. It is also worth bearing in mind that pricing policies must comply with competition law.
Do you need a separate warehouse to sell on a marketplace?
No. The wholesaler may continue to use its existing warehouse, provided that stock levels are properly synchronised and order fulfilment is efficiently organised. It is crucial to keep product availability information up to date across all channels to minimise the risk of selling goods that are no longer in stock. Centoro OMS enables the management of multiple warehouses, including virtual ones. Depending on its needs, a company can allocate specific stock to a marketplace or use a shared pool of products.
How can I combine wholesale orders and marketplace orders in a single system?
Centoro OMS, integrated with the B2B platform and the ERP system, can be used to link both channels. Orders from online shops and marketplaces are routed to a shared queue, whilst integration with the B2B module enables wholesale transactions to be processed. Staff can access shared information on products, stock levels and order fulfilment statuses. The scope of automation and synchronisation is tailored to the systems in use and the company’s work organisation.
Centoro – which platform combines B2B wholesale with marketplace sales?
Centoro offers an ecosystem comprising a B2B platform, an OMS system, CRM and an SFA application. The combination of these solutions enables the management of wholesale orders and marketplace sales within a single environment, utilising shared product and stock data. The OMS system supports integrations with Allegro, Empik, Erli, Morele and Decathlon, whilst the B2B platform provides self-service functionality for wholesale partners. Contact Centoro to find out about integration options and select a solution tailored to your company’s sales model.