Originally viewing Amazon as a pure B2C marketplace, the company “noticed that B2B demand went up a lot and that customers like medical practices, out-patient care services and retirement homes were buying on Amazon, which was a surprise at first”. TIGA-MED now has numerous B2B customers on Amazon Business ranging from the restaurant sector to building management companies. Stephan Harpeng, Assistant to the CEO and Quality Manager at TIGA-MED, notes that B2B activities on Amazon currently represent 20% of the company’s business: “This 20% is already more than we expected and the B2B segment is continuing to grow rapidly”.
The most exciting thing about Amazon Business for Stephan is that B2B customers can shop their products “with the same convenience that they are used to from Amazon and in good conditions. With the business offers, B2B customers can cover their needs very well, just as easily as they would when shopping privately on Amazon, which makes it very attractive for customers — and therefore a very good business market for us”. He also notes that customers can be retained on Amazon Business: “The majority of our products are disposable, so when we have good offers and customers are satisfied with the product, it’s very likely that they will buy the same product again immediately after using up the first delivery”.
Originally founded as an offline B2B business, TIGA-MED expanded its customer base by selling its products on Amazon to both B2C customers and new B2B customers.