No Frills Selling Succeeds for B-to-B Online Retailers, Report Finds

Greater emphasis is clearly placed on value and multiple-unit purchases rather than on adding “frills” via merchandising tactics beyond clearance areas and rebates. An interesting aside is that unlike B-to-C customers who have come to expect plentiful free shipping offers, the lack of such promotions does not seem to negatively impact the B-to-B customer’s decision to make a purchase.