Unlocking Shopify’s B2B Capabilities — A Modern Guide for Wholesale and Dealer Growth
B2B ecommerce is no longer stuck in outdated portals and PDF order forms. Shopify has officially entered the B2B game—and they’ve done it right. With new Shopify B2B features built directly into Shopify Plus, brands can now unify DTC and B2B operations under one roof.
At Campfire Commerce, we help outdoor, lifestyle, and gear brands leverage these new capabilities to streamline dealer ordering, enforce pricing tiers, and create seamless wholesale workflows—without needing a separate site.
Here’s what you need to know about Shopify B2B in 2025.
1. B2B Is Now Native to Shopify Plus
Launched in 2022 and continuously evolving through Shopify Editions, Shopify B2B now includes:
Customer-specific product visibility and pricing
Net payment terms (e.g. Net30, Net60)
Company profiles with multiple users
Quantity rules and minimum order thresholds
Custom checkout logic per B2B segment
No more 3rd-party plugins just to sell wholesale. B2B is fully integrated into your core store admin and catalog.
2. How B2B Catalogs Work
Using catalogs, you can create tailored product offerings and pricing for different wholesale accounts or tiers.
Use Case Examples:
National retailers get 50% off + free shipping over $1,000
Regional outfitters only see a specific product line (e.g. soft goods only)
Pro dealers get exclusive SKUs not available to the public
Technical Setup:
Assign products to catalogs using tags or Shopify Metafields
Use customer companies and locations to control visibility
Apply discount rules using Shopify Functions or Scripts (Plus only)
3. Self-Serve Ordering Portals for Dealers
Shopify B2B allows your wholesale buyers to:
View their own catalog and pricing upon login
Place orders with pre-filled terms
Reorder from past purchases
Access invoices and payment history (via integration with accounting systems)
This creates a smooth, self-serve experience that reduces internal admin overhead.
Optional Add-On:
Use Helium Customer Fields to create branded B2B application forms that automatically segment dealers once approved.
4. Payment Terms & Invoicing Integration
Instead of forcing dealers to pay at checkout, Shopify B2B allows you to extend:
Net payment terms (custom per company)
Manual or offline payment methods (e.g. check, wire)
Payment reminders via your accounting platform
Integrate With:
QuickBooks or Xero for invoice syncing
ParagonERP or A2X for financial reporting
Internal Workflow Tip:
Create Shopify Flow automations to tag past-due B2B accounts and restrict ordering if needed.
5. Flexible Pricing & Quantity Rules
Shopify B2B supports:
Volume-based pricing (e.g. 5% off for orders of 50+ units)
Minimum order quantities per SKU
Order-level minimums (e.g. $500 per order)
Exclusive pricing per dealer tier
No app required. All of this is configured inside Shopify’s native B2B settings using catalogs and customer company profiles.
Pro Strategy:
Set up tiered discounts via Shopify Functions to support real-time pricing logic without performance drag.
6. Managing DTC and B2B from a Single Storefront
This is where Shopify wins.
You can now:
Manage inventory, fulfillment, and SKUs in one backend
Run DTC and B2B pricing on the same product, with conditional logic
Deliver DTC and B2B email flows using a unified Klaviyo integration
Route fulfillment to separate warehouses or drop ship providers based on channel
Example:
Campfire helps brands use Shopify Flow to automatically tag B2B orders, flag large-quantity orders for review, or trigger dealer-specific post-purchase emails in Klaviyo.
7. Custom B2B Themes and Experiences
Want your B2B store to feel separate without managing a second site?
You can:
Use conditional theme sections for logged-in wholesale users
Show dealer branding, navigation, and CTAs without affecting DTC
Hide prices or “Add to Cart” for public users on certain SKUs
Technical Option:
Use Shopify’s Liquid logic and theme sections to control visibility of pricing, layout blocks, and navigation based on customer tags or B2B status.
8. Limitations to Watch For
Shopify B2B is a massive improvement—but it’s not perfect yet.
No built-in request-for-quote (RFQ) feature
No advanced net payment tracking without third-party accounting integration
Multi-storefront experience for international B2B still requires Markets Pro or headless setup
Workarounds:
Use B2B Ninja for quoting, or build private landing pages per region using Markets.
Conclusion
Shopify has evolved from a DTC powerhouse into a true B2B-ready platform—and for brands with existing wholesale or dealer networks, now is the time to consolidate and scale.
If your current B2B process involves spreadsheets, emailed orders, or a clunky legacy portal, you’re likely losing both time and sales.
At Campfire Commerce, we specialize in building DTC + B2B hybrid Shopify Plus stores that deliver performance, automation, and dealer satisfaction.
Explore how we can transform your wholesale strategy using Shopify B2B.
Let’s talk about what’s possible.