Returns Buy has developed into one of the most profitable business models in B2B retail. Commercial retailers receive high-quality electrical appliances at reduced purchase prices and achieve attractive margins when reselling them. At the same time, you make an active contribution to the circular economy.

In this guide you will find out:

• What returns are and how professional retail works
• Which quality ratings are really transparent
• How you as a retailer benefit from clear rating systems
• Which product categories offer the highest margins
• How to calculate your sales prices optimally

• What are returns and how do they arise?
• Why buying returns is profitable
• Quality assessment: 100 points vs. ABC system
• Pallets vs. individual appliances: the right purchasing strategy
• These product categories are particularly popular
• What you need to look out for when buying returns
• Calculate profit potential correctly
• Successful sales strategies for resellers
• Legal aspects of the returns trade
• Optimize logistics and warehousing
• FAQ - Frequently asked questions about buying returns

Returns are products that end customers have sent back to online retailers. German mail order companies have a statutory right of withdrawal of 14 days - this leads to an average return rate of 20-50% depending on product category.

Statistics: According to the Federal Statistical Office, over 280 million parcels were returned in Germany alone in 2024 - this corresponds to a value of goods of over 7 billion euros.

Functional reasons:

• Technical faults or defects (15%)
• Transport damage (8%)
• Wrong items delivered (5%)

Customer-related reasons:

• Bad purchase or not satisfied (42%)
• Incorrect size or dimensions (18%)
• Double order (7%)
• Gift returns (5%)

1. goods receipt at the original dealer The customer returns the product, it is recorded and roughly inspected.

2. sale to wholesalers Most online retailers sell returns on to wholesalers without checking them - the situation is unclear.

3. quality inspection by professional returns dealers Specialized wholesalers such as elvinci carry out the visual inspection:

• Each device is photographed and documented
• Rating with 100-point system (0-100)
• Detailed description of defects
• Clear pricing based on condition

4. sale to commercial dealers As a retailer, you purchase the goods with a transparent quality assessment.

5. your task after the purchase

• Carry out a functional test
• Carry out repairs if necessary
• Preparation and cleaning
• Resale to end customers

The biggest difference between suppliers is transparency. While most wholesalers resell returns unchecked, professional returns retailers offer a detailed visual assessment - you know exactly what you are buying.

Returns are offered 40-70% cheaper than new goods. With a purchase price of €300 for a washing machine (RRP €800), you can expect a sales price of €550-650. Margins of 45-55% achieve.

Example calculation for large electrical appliance:

New price (RRP): 800€

Purchase price return: 300€

Selling price B-goods: 600€

Your margin: 300€ (50%)

From washing machines and coffee machines to robot vacuum cleaners - the returns range includes all popular electrical appliances. You can react flexibly to market trends and adapt your range dynamically.

Unlike most providers, who work with rough A/B/C categories, professional returns dealers offer precise valuation systems with 100 gradations. They only pay the actual value of the goods - no more, no less.

Start with a minimum purchase (1 pallet or 5 devices) and increase gradually if successful. The business model can be flexibly adapted to your capacities.

76% of German consumers pay attention to sustainability when buying (survey 2024). The returns trade prevents the destruction of functional products and enables you to communicate credible sustainability.

Electrical appliances are basic consumer goods - demand remains stable even in difficult economic times. B-goods are even increasingly in demand when consumers want to save money.

"I am extremely satisfied with the service from Elvinci! They always think along with me and put the customer first. I am in daily contact with Nicholas and he does everything he can to give me the best possible deal. Highly recommended for their professionalism, commitment and personal attention." - Luuk

Most returns retailers work with rough ABC classifications. The risk for you as a retailer:

Practical example ABC system:

• Refrigerator with small scratch on the back = B-goods
• Refrigerator with dents on the front = also B-goods
• Same category - but difference in value of 150-200€!

Professional returns retailers such as elvinci use precise rating systems with 100 gradations instead of rough ABC groups.

Important to understand: Valuation depending on product type

For large electrical appliances (washing machines, refrigerators, etc.):

• Each individual device is visually inspected
• Individual score from 0-100
• Photographic documentation of each device
• Detailed description of defects per device

For small appliances on pallets (coffee machines, toasters, etc.):

• Random quality control
• Experience values on percentage distribution (e.g. "60% A-goods, 30% B-goods10% C-goods")
• Individual valuation would be too cost-intensive and would eliminate dealer profits
• Transparent communication of the expected quality distribution

✅ Precise prices for large appliances: The number of points automatically determines the price - you only pay the actual value

✅ Sound calculation: With the exact valuation, you can plan your sales prices realistically

✅ Photographic documentation: Large appliances are documented with several photos - you can see exactly what you are buying

✅ Detailed description of defects: A scratch on the back is assessed differently than one on the front

✅ Transparency for pallets: For small appliances, you will receive clear information on the expected quality distribution (e.g. "approx. 60% A-goods, 30% B-goods, 10% C-goods")

✅ Minimized risk: Realistic assessment instead of nasty surprises

Important to understand: In the case of large appliances, the individual visual assessment is carried out by the wholesaler. For small appliances on pallets, professional dealers work with empirical values and random samples, as an individual assessment of each small appliance would not be economically feasible. In both cases, the functional test and any repairs are carried out by the retailer after purchase.https://elvinci.de/pages/ueber-elvinci-ihr-partner-im-b2b-retourenhandel

When comparing suppliers, pay attention to whether large appliances are documented photographically and whether transparent information on quality distribution is provided for small appliance pallets.

In the professional returns trade, there are no classic individual purchases as in the private customer business. As a commercial retailer, you buy:

Minimum purchase:

• 1 pallet (bundled delivery) or
• At least 5 devices freely arranged

This distinguishes the B2B returns trade fundamentally from the end customer business.

What is a pallet? A preconfigured delivery with several items of one product group or mixed.

Advantages:

• Rapid development of a broad product range
• Large variety of products in one delivery
• Efficient for experienced traders with routine
• Save time when selecting products

Disadvantages:

• Higher initial investment required
• Effort for sorting and individual preparation
• Less control over exact product selection

Suitable for:

• Experienced dealers with established processes
• Retailers who want to start small but want a wide range of products
• Business models with a high turnover of goods
• Development of a broad online product range

What does that mean? You choose at least 5 devices from the available range and put together your individual delivery according to your requirements.

Advantages:

• Precise selection according to your sales focus
• Focus on your target group and sales channels
• Better control over the level of investment
• Targeted expansion of the product range
• Flexible entry with manageable risk

Disadvantages:

• More time spent on product selection
• Smaller product range per order

Suitable for:

• Specialized dealers (e.g. refrigerators only)
• Targeted addition to the product range
• Strategic development in niche areas
• Newcomers who want to test the business model

Important to understand: Prices vary widely by product type, brand, size and condition - NOT by purchase format.

Practical examples:

Example 1: Side-by-side refrigerator (premium large appliance)

• Single device, high RRP (€1,500)
• Purchase price: 550€
• Can be more expensive than a pallet of 15 small appliances

Example 2: Standard washing machine (large standard appliance)

• Single device, medium RRP (600€)
• Purchase price: 220€
• Can be cheaper than pallet of mixed small appliances

Example 3: Pallet of small appliances (15 pieces mixed)

• Coffee machines, blenders, toasters, etc.
• Total purchase: 400€
• Resale value: 900-1,200€

The rule: Always compare price per device with resale value - not format against format.

Modern returns retailers offer maximum flexibility:

✅ Put together your desired combination from the available range
✅ Mix large and small appliances as required
✅ Adapt orders to your storage location
✅ Respond flexibly to current demand
✅ Test new product categories with low risk

Recommendation for beginners: Start with 5-10 individually selected appliances in a category that you know well. After successful initial sales, you can switch to pallet orders.

Top products:

• Washing machines and washer-dryers
• Refrigerators and fridge-freezers
• Dishwasher
• Ovens and stoves
• Tumble dryer

Why are large appliances so profitable?

• High value of goods enables margins of €300-600 per device
• Constant demand (basic consumer goods)
• Products from established manufacturers (Bosch, Siemens, Miele) have high resale rates
• Lower returns rate for resale

Special features:

• Logistics and storage require appropriate infrastructure
• Technical inspection is important (motor, electronics)
• Delivery and connection service is often a selling point

Success factors:

• Clear description of condition with several photos
• Display energy efficiency class prominently
• Offering delivery increases sales opportunities by 40%
• Function guarantee gives buyers security

Average figures:

• Purchase price: 200-600€
• Selling price: 450-1.200€
• Margin per device: 250-600€
• Sales period: 7-21 days

Top products:

• Coffee machines and fully automatic coffee machines
• Vacuum cleaner and robot vacuum cleaner
• Small kitchen appliances (mixers, toasters, microwaves)
• Irons and steam ironing stations

Why are small appliances attractive?

• Less space required for storage and transportation
• Faster turnaround rate (3-10 days)
• Simpler function test
• Lower individual risk
• High demand in all income brackets

Special features:

• Check completeness of accessories (cables, attachments)
• Branded products (Philips, Bosch, DeLonghi) sell 3x faster
• Take seasonal demand into account

Success factors:

• Create attractive bundled offers (e.g. "kitchen set")
• Detailed list of accessories in description
• High-quality product photos from multiple perspectives

Average figures:

• Purchase price: 20-150€
• Selling price: 45-280€
• Margin per device: 25-130€
• Sales period: 3-10 days

Consumer electronics: Televisions, sound systems and headphones offer high margins, but precise condition checks are required. Smart TVs and premium audio in particular are in constant demand.

Air conditioners (seasonal): Air conditioning systems and mobile air conditioners achieve top prices in the months of May-August. Buying in winter and selling in summer maximizes margins.

Household helpers: Steam cleaners, window cleaners, air purifiers - growing category with increasing demand (+25% since 2023).

Statistics: Retailers with 2-3 focus categories + complementary product range achieve on average 35% higher annual sales than pure specialists or pure generalists.

Choosing a reputable returns retailer is crucial to success. Checklist for supplier selection:

Must criteria (indispensable):

• ✅ Photographic documentation of EVERY single device
• ✅ Exact scoring system (100 points instead of ABC)
• ✅ Detailed product descriptions with a list of defects
• ✅ Transparent, point-based pricing
• ✅ Reliable delivery times and professional logistics
• ✅ Proof of trade required (B2B focus)

Nice-to-have (quality features):

• Fixed contact for dealers
• Flexible payment terms
• Regular updating of the product range
• Positive reviews from other B2B customers

Warning signals (red flags):

• ❌ No photos or only symbol images
• ❌ Blanket ABC categories without details
• ❌ Unclear pricing
• ❌ No commercial obligation (indicates private sales)

The decisive difference: Most suppliers sell on returns without checking them - you are buying blind. Professional wholesalers offer:

• With Large appliancesVisual inspection, individual assessment and photographic documentation of each individual device
• With Small appliance palletsSamples and transparent information on the expected quality distribution (e.g. "60% A, 30% B, 10% C")

You should also create your own test criteria for rated products:

Check before ordering:

• Does the description correspond to the photos? (for large appliances)
• Is the condition realistically assessed? (score vs. visible defects)
• Are all the important accessories available?
• What specific defects are documented?
• For pallets: Is the quality distribution clearly communicated?
• Is the price appropriate for the condition and score?
• Is the purchase worthwhile at the planned sales price?
• Does the device/pallet match my current range?

As a returns dealer, you take over the functional testing and any repairs. Necessary skills:

Basic skills (for all dealers):

• Electrical safety check (cable, plug, housing)
• Function test of the basic functions
• Fault diagnosis for common problems
• Cleaning and optical preparation

Extended competencies (for higher margins):

• Replacement of standard parts (seals, filters, hoses)
• Repair of electronic controls
• Software updates and resets
• Certified safety inspection

Recommendation: Start with product categories in which you already have a technical understanding. Expand your know-how step by step through training or partnerships with technicians.

Formal requirements:

• ✅ Registered business (with your trade office)
• ✅ Sales tax identification number (at the tax office)
• ✅ Business account (for clean bookkeeping)
• ✅ Commercial insurance (liability, product liability if applicable)

Start-up capital recommendation:

• Minimum: 1,500-2,500€ (for 5-10 devices)
• Comfortable: 5,000-8,000€ (for 1-2 pallets)
• Professional: €15,000+ (for a wide range and warehousing)

Plan for additional costs:

• Storage space (from €50/month for small rooms)
• Equipment (printer, camera, tools): 300-800€
• Packaging material: 100-200€/month
• Shipping costs: Depending on sales volume
• Marketing/platform fees: 10-15% of turnover

Use the small business regulation (turnover <€100,000 in 2025) for an easier start. You don't pay VAT, but you can't deduct input tax either.

Many beginners underestimate the total costs of Returns trade. Complete calculation per device:

1. purchase costs:

• Purchase price of goods
• Proportionate shipping costs to the warehouse
• ⚠️ For VAT liability: net price relevant

2. processing costs:

• Function test (time required)
• Cleaning and optical preparation
• Spare parts for repairs
• New packaging (if original is damaged)

3. storage and handling costs:

• Pro rata storage rent per device
• Photography and listing creation
• Warehouse management (software)

4. selling costs:

• Platform fees (eBay: ~12%, Amazon: ~15%)
• Payment processing (PayPal: ~2-3%)
• Shipping costs to customers (if not calculated separately)
• Packaging material

5. factor in the return rate:

• Average 5-8% for the sale of B-goods
• Return shipping costs + reprocessing

Example calculation: Washing machine

TOTAL COST: 479€

Selling price: 650€

PROFIT: 171€

MARGE: 26.3%

Carry out market research:

1. research the original price:

• Determine manufacturer's RRP
• Check current new prices at major retailers

2. analyze B-goods prices:

• eBay: Use "Sold items" filter
• Amazon Warehouse Deals as a benchmark
• Compare local dealers

3. set your own price:

• 30-50% below new price for B-goods in good condition
• 50-70% below new price with visible defects
• Observe psychological price thresholds (€599 instead of €605)

Pricing strategies:

Create Excel template: Automate your calculation with formulas:

• Sales tax = sales price / 1.19 * 0.19
• Net profit = sales price - total costs - sales tax
• Margin % = (net profit / sales price) * 100

Recommended software:

• Lexoffice / sevDesk (accounting)
• Billbee (multi-channel sales)
• Keepa (Amazon price analysis)

Set a minimum margin of 20%. Devices that do not reach this margin do not belong in your product range - even if the purchase price is tempting.

Online marketplaces (recommended for beginners):

eBay:

• Wide reach with 19 million German users
• Established buyer base for B-goods
• Fees: ~12% + PayPal 2-3%
• Advantage: Quick start without your own website

Amazon Marketplace:

• Highest purchasing power of customers
• Trust bonus through Amazon platform
• Fees: ~15% + shipping by Amazon possible
• Advantage: Higher average selling prices

eBay Classifieds (now classifieds):

• Ideal for local large appliance sales
• No shipping costs for buyers
• Advantage: self-collection saves logistics costs

Own online store (for advanced users):

• Full control over prices and presentation
• No platform fees (only store software + payment)
• Direct customer contact and regular customer loyalty
• Disadvantage: You have to generate traffic yourself (SEO, ads)

Stationary trade / showroom:

• Ideal for high-priced large appliances
• Customers can inspect goods on site
• Personal advice creates trust
• Build up a local clientele

Recommendation: Start with 1-2 online marketplaces. After 6-12 months of experience, expand to your own store or stationary sales.

High-quality product photos (mandatory):

• Minimum 6-8 photos per device
• Bright, uniform illumination
• Neutral background (white or gray)
• Perspectives: Front, sides, back, details, defects
• Photograph defects honestly (creates trust!)
• Make proportions recognizable

Equipment recommendation:

• Smartphone with good camera (from iPhone 12 / Samsung S20)
• Photo box with LED lighting (from 80€)
• Tripod for consistent quality (from €30)

Meaningful product descriptions:

Must-have elements:

1. Heading with brand, model, condition
2. Complete technical data (EAN, energy class, dimensions, weight)
3. Detailed and honest description of condition
4. List accessories and scope of delivery
5. Range of functions and special features
6. Your services (warranty, right of return, delivery)

Trust elements in listings:

• ⭐ Show seller ratings prominently
• 📜 Communicate clear return policies
• 🔒 Offer secure payment methods
• 📸 Honest presentation of deficiencies (creates credibility)
• ✅ Mention certificates/proof of trade

Sales psychology:

• "Only 3 pieces available" (shortage)
• "Already sold 47 times" (Social Proof)
• "B-goods - as good as new with minor optical defects" (transparency)
• "Tested and cleaned" (quality signal)

Seasonal purchasing strategy:

• Buy air conditioners in winter (-30% purchase prices)
• Buying heaters in summer
• Store before the start of the season and sell at the peak

Excellent customer service:

• Answer inquiries within 24 hours (better: 4 hours)
• Fair return policy (beyond the legal minimum)
• Proactive problem solving for complaints
• After-sales support (installation tips, care instructions)

Customer loyalty programs:

• Newsletter with exclusive offers (10-15% higher repurchase rate)
• Regular customer discount (e.g. 5% discount from 3rd purchase)
• Referral program (€20 voucher for referred new customers)
• Early access to new deliveries

A satisfied customer buys on average 3.2x from you and recommends you 1.8x. Invest in customer satisfaction!

As a commercial seller, you are obliged to provide a warranty - even for B-goods and returns.

Legal regulations:

• Standard for new goods: 24 months warranty
• Permitted for B-goods: Reduction to 12 months
• Important: Must be clearly communicated (GTC + product description)

Practical implementation:
In your product descriptions: "B-goods with 12 months warranty. The warranty is shortened to 12 months according to § 476 BGB (German Civil Code), as it is B-goods."

What is covered:

• Defects that were already present at the time of purchase
• Faulty function despite correct operation
• Incompleteness despite other commitments

What is NOT covered:

• Wear and tear due to normal use
• Improper operation by the buyer
• Damage after handover

You are responsible for the safety of the products sold.

Duties:

• ⚠️ Defective devices with a safety risk must NOT be sold
• ⚠️ Electrical safety must be tested
• ⚠️ CE marking must be present

Recommendation: Take out product liability insurance (from €150/year). This covers damage caused by the products you sell.

Mandatory information in your listings:

• ✅ Clear labeling as "B-goods" or "returns"
• ✅ All known defects must be named
• ✅ Condition must be described realistically
• ✅ Missing original packaging must be mentioned
• ✅ Clearly communicate shortened warranty

Forbidden:

• ❌ Selling B-goods as "as good as new" without reference
• ❌ Conceal defects
• ❌ Specify incorrect energy efficiency classes
• ❌ Misleading photos (e.g. new product photos for B-goods)

For sales to private customers (B2C):

• 14 days right of withdrawal is mandatory
• Buyer can return without giving reasons
• Return costs: Can be imposed on the customer
• Value replacement: Possible in the event of damage due to excessive testing

For sales to traders (B2B):

• No statutory right of withdrawal
• Can be granted voluntarily
• Should be clearly regulated in the GTC

H3: Value added tax and invoicing

Small business regulation:

• Turnover <€100,000 per year (as of 2025)
• No sales tax on invoices
• But: No input tax deduction for purchases
• Note on invoice: "Sales tax not shown (small business)"

Standard taxation:

• Sales tax 19% on sales
• Input tax deductible from purchase
• Monthly or quarterly advance VAT return
• Advantage: Better cash flow with high purchasing volume

Get tax advice! The right choice between small business regulation and standard taxation can make a difference of several thousand euros.

Checklist for goods delivery:

1. ⏱️ Receive and check delivery promptly
2. 📦 Compare number of parcels/pallets with delivery bill
3. 📸 Document transport damage photographically (before opening!)
4. ✅ Check completeness (all devices present?)
5. 🔍 Rough visual inspection for damage
6. 💾 Record all devices in the warehouse management system
7. 📧 In case of deviations: Contact supplier immediately

Observe complaint deadlines:

• Transport damage: make a complaint to the carrier immediately
• Deviations in content: Report to the supplier within 48 hours
• Documentation: Keep photos + delivery bill

Basic principles of warehouse organization:

1. zoning according to product groups:

• Zone A: Small appliances (shelves)
• Zone B: Large appliances standing (floor)
• Zone C: Order picking & shipping
• Zone D: Defects/repair

2. ABC analysis for placement:

• A-article (fast rotating): Ready to hand in the front area
• B article (mediocre): Medium range
• C article (slow): Rear area, higher shelves

3. apply the FIFO principle: First In, First Out - selling older goods first

Space-saving methods:

• Use heavy-duty shelving up to 2.50 m high
• Organize small items in labeled boxes
• Stacking large appliances on Euro pallets
• Narrow aisles (min. 80 cm) for maximum use of space

Warehouse management software:

• Lexoffice (incl. warehouse management)
• Billbee (multi-channel + warehouse)
• Simple Excel solution for beginners

Professional packaging:

• Small appliances: Cardboard + bubble wrap + filling material
• Large appliances: Stretch film + edge protection + pallet (with forwarding agent)
• Sensitive electronics: Anti-static film + extra padding
• Used cardboard boxes: Environmentally friendly and cost-saving (mask off damaged areas)

Don't forget the side dishes:

• ✉️ Invoice
• 📄 Operating instructions (if available)
• 📝 Brief care instructions
• 🎁 Small thank you (sticker, business card for repeat purchases)

Storage space options:

Include storage costs in the calculation:

Example: 200€ warehouse rent for 100m²

An average of 50 devices in stock

Cost per device: 4€/month

With a storage period of 2 months = 8€ per device in the calculation!

Saving tip: Optimize your sales speed. Every day less storage time saves costs and increases your ROI.