ONDC eB2B trade schemes explained: the 8 offer types, and which ones kiranas actually value
Discount, buy-X-get-Y, freebie, slab, combo, delivery, exchange and financing. How each ONDC offer type works on DigiDukaan, which ones the network prices versus merely displays, and how to design a launch scheme.
In general trade, the scheme often is the sale. A kirana deciding between two oils looks at the margin, then the scheme. On DigiDukaan the scheme is visible on the product for the first time — if your platform publishes it properly.
Why schemes break on most platforms
Consumer webstores have coupons. Coupons are not trade schemes. A trade scheme is scoped (to a price list, a SKU or a category), time-bound (a Diwali rate that must stop on a date) and often not a discount at all (a freebie, a display unit, financing). Typed into a product description, none of that reaches the retailer's app in a form it can compare.
ONDC solves this with structured offer types in the eB2B specification. A retailer's app can then sort suppliers by effective cost — but only for offers the network can actually value.
The eight offer types
| Offer type | What it is | Typical use |
|---|---|---|
| Discount | A percentage or flat amount off the trade price | Launch rate, clearance |
| Buy X get Y | Free units of the same or another SKU after a quantity | Pushing a new variant |
| Freebie | A gift item with the order | Display stand, sample pack |
| Slab | Rates that change by quantity band | Rewarding case-level orders |
| Combo | A price for a bundle of SKUs | Cross-selling a range |
| Delivery | Free or discounted delivery above a threshold | Raising order value |
| Exchange | Credit for returned old stock | Moving stock out of slow stores |
| Financing | Payment terms or credit offered with the order | Big first orders |
Priced versus displayed
This is the distinction that matters most and gets discussed least. Some offer types change the price the network computes — a discount or a slab rate does. Others are shown to the retailer but don't change the computed cost: a freebie of a display stand is real value, but it is not rupees off the invoice.
A good platform records, per scheme, whether it is priced or only displayed. Otherwise a freebie quietly gets counted as a discount when a retailer's app ranks suppliers by effective cost, and your "best price" claim is wrong in a way the retailer will notice on the invoice.
Design rules for a launch scheme
- One priced, one visible. Pair a slab rate (priced, so you rank) with a freebie or BXGY (visible, so you stand out).
- Scope it. A scheme with no scope applies to the whole catalogue. Usually you want it on two hero SKUs.
- Set an end date. A good platform stops publishing the offer once it expires — no one has to remember to switch it off.
- Respect your MOQ. A slab that starts below your MOQ is a slab nobody can use.
- Keep the consumer price separate. Your trade scheme must never reprice the consumer listing on the same product.
Slabs: the scheme that does the most work
Most brands underuse slabs. A three-band slab — say, base rate at 1 case, 3% better at 3 cases, 5% better at 6 — moves the average order to where your delivery cost makes sense, and the retailer sees exactly why ordering more is worth it. Because slabs are priced, they also lift you in effective-cost ranking.
Where to start
If you are new to the network: one price list, MOQs on every SKU, one slab across your hero range, one freebie for the launch month. Measure repeat orders by shop for 60 days before adding more.
Get a launch scheme designed for your category
Send us your category and current trade terms. We'll come back with a starting price list, MOQs and two launch schemes that work on the network — free.