What is the best way to manage backorders in B2B? The most efficient method is a real-time integration between your Order Entry app and the purchasing data (ATP - Available to Promise) in your ERP. This allows a sales rep to see not only what is currently in stock but also when new stock is expected. By letting the customer choose between 'Ship Complete' (waiting for full delivery) or 'Ship Available' (immediate partial delivery) at the point of entry, you prevent logistical chaos, unnecessary shipping costs, and customer frustration.
In a perfect world, everything is in stock and every order is shipped in one go. In today's B2B market, the reality is different: supply chain disruptions and unpredictable production outputs make backorders and partial deliveries the standard. For many wholesalers, this is an administrative nightmare that eats into margins through extra shipping costs.
In this guide, you will learn how to use smart Order Entry software to turn a logistical problem into a commercial advantage.
Shifting from "No" to "When"
The biggest conversion killer in B2B sales is a simple "Out of stock" label. An authoritative Order Entry solution looks beyond current warehouse stock and unlocks purchasing data from the ERP.
The Result: The sales rep sees that 500 units are arriving in three days.
The Action: The order is immediately recorded as a backorder. The customer has certainty, and you secure the order before they turn to a competitor.
"In B2B sales, information is as valuable as the product itself. If you cannot deliver to a customer immediately but can tell them exactly when the shipment will arrive, you maintain trust and the order. Transparency about backorders is a powerful selling point." - Wesley Regtuit, Business Line Manager at PLGGR.
Strategic Margin Management for Partial Deliveries
When an order is only partially available, extra shipping costs arise. Without a system, the warehouse often decides arbitrarily, putting your margin per order under pressure. In a professional process, control lies at the point of entry:
Ship Complete: Save on logistical costs by only shipping the order once it is complete.
Ship Available: Provide maximum customer service by sending what is available immediately. By explicitly integrating this choice into the app, you force a conscious decision that fits both the customer relationship and profitability.
Transparency as a Lead Generator
A backorder is only acceptable if communication is flawless. A system that proactively keeps the customer informed via the app ("Your product has just arrived and will be delivered tomorrow") reduces pressure on the back office and increases loyalty. This is where you differentiate yourself as a professional partner.
Do you want to permanently resolve the administrative chaos around backorders and protect your margins? Discover how PLGGR provides real-time insight into future stock and automates partial deliveries. Experience how you can secure the order even with an empty shelf. Book your 20-minute demo call here
