Business-to-Business (B2B) is a crucial business model in the road and infrastructure sector, where commercial transactions and cooperation occur exclusively between companies. In this field, where project complexity and specialized knowledge are paramount, B2B relationships form the foundation of the value chain, connecting investors, designers, contractors, and suppliers.

Strategic B2B Areas

Within the road sector, the B2B model encompasses a range of strategic areas that extend beyond traditional sales. It focuses on building long-term partnerships and delivering added value at every stage of a project.

• Supply and Procurement: B2B transactions are fundamental to sourcing raw materials, construction materials, and specialized equipment (e.g., asphalt paving machines, structural bridge components). Many companies specialize in providing these components, which are crucial links in the operational processes of other entities.

• Specialist Services: In addition to their core competencies, road construction firms often rely on the services of other businesses. Examples include collaboration with design offices for traffic engineering, road safety audits (RSA), or obtaining administrative decisions (e.g., building permits, ZRID). This is a B2B model where one company provides highly specialized knowledge and expertise to another.

• Subcontracting: In large-scale road investments, the main contractor (general contractor) frequently delegates parts of the work to subcontractors. This model applies to tasks such as earthworks, underground utility installations, or paving, allowing for optimal use of resources and the specialization of individual entities.

Advantages of the B2B Model in the Road Sector

The dominance of B2B transactions in the road sector stems from several key factors:

1. Supply Chain Complexity: The execution of a single road project involves many companies, from cement and steel manufacturers to asphalt suppliers and firms installing road signs. Each of these steps is a B2B transaction, making the total volume of inter-company trade significantly greater than the sale of final products or services to the end customer (B2C), which might be a municipality or city.

2. Long-Term Relationships: B2B cooperation is based on trust and long-term contracts. In the road industry, where projects can last for years, stable partnerships are essential for ensuring continuity, quality, and project safety.

3. Specialized Knowledge: The B2B model enables the efficient sharing of expertise. A design firm can focus on traffic engineering, while a contractor concentrates on construction, leading to higher quality and cost optimization.

In summary, the B2B model in the road sector is a complex ecosystem built on specialization, mutual trust, and strategic collaboration, which enables the successful implementation of intricate and capital-intensive infrastructure investments.