From C2C to B2B: the major transformation of the second-hand market by 2026.
- Emeline Kerloch
- 5 minutes reading
The second-hand market has undergone a complete transformation. Once confined to niche consumption driven by budget constraints, it has evolved into a strategic imperative supported by environmental and economic considerations.
While the global market is estimated to be worth $77 billion by 2025 (growing by over 15% per year), France stands out with a dynamic sector worth €7 to €8 billion, growing by 12% per year. However, it is important to avoid misconceptions: although fashion still accounts for 48% of sales, the real revolution in 2026 will be in other areas. This can be seen in the spread of the second-hand model to technical and ultra-specialised B2B sectors.
1. The rise of verticalisation: from generalisation to expertise (2024–2025)
Before it could conquer the industry, the market had to mature. Between 2024 and 2025, the dominance of generalist platforms such as Leboncoin and Vinted came to an end in favour of vertical marketplaces.
The importance of expertise and certification
During this period, “C2C+” communities emerged, where value lies not in low prices, but in trust and technical expertise.
- In technical sports and outdoor activities, such as cycling and horse riding, for example, buyers demand a level of technical precision (frame standards and component wear) that generalist platforms cannot offer.
- Musical instruments and professional audio are sectors where detailed descriptions and peer reviews are essential for validating the condition of vintage instruments.
- In the art and collectibles sector, the platform acts as a trusted third party, providing authentication, origin and insurance services, thus setting the quality standards required by B2B.
2. The B2B big bang: when the industry embraces the circular economy
This is where the growth lever for 2026 lies. The adoption of the model by companies proves that the circular economy has evolved from a “CSR constraint” into a tool for optimising capital expenditure.
Hyper-specialisation in response to shortages
In a context of pressure on raw materials, second-hand goods offer an immediate solution:
- Industrial and agricultural equipment (heavy machinery): buying reconditioned equipment or construction machinery drastically reduces the initial cost, while still benefiting from equipment whose structural lifespan often exceeds technological obsolescence.
- Spare parts and the “right to repair”: in the automotive and professional appliance sectors, reused parts are becoming the norm, supported by legislative frameworks such as the AGEC law in France. This marks the end of planned obsolescence in B2B.
- Healthcare and laboratories (MedTech): this is a critical market. Reconditioned imaging and laboratory equipment, according to strict protocols, enables small healthcare facilities to access cutting-edge technology at a lower cost.
3. Beyond procurement: asset management and waste recovery
The increased use of second-hand goods in B2B is changing the way businesses are managed. It’s not just about buying anymore; it’s about circular asset management.
Turning waste into income
Inter-company or internal marketplaces are now being deployed by companies for the following purposes:
- Internal reallocation: avoiding buying a new computer for the accounting department when the marketing department has one in stock.
- Valorising dormant stock: Overproduced textiles, metal scraps and electronic components become resources for other industries via secondary raw material marketplaces.
The impact on the company in figures:
- 📉 Reduction in disposal and storage costs.
- 🌿 Improved (Scope 3) carbon footprint.
- 💰Generation of cash flow on depreciated assets.
4. Focus on green energy: the case of Carlow
One of the most promising segments is renewable energy infrastructure. The energy transition requires the large-scale deployment of non-linear equipment with life cycles, such as panels, inverters and batteries. This is precisely what our client, Carlow, offers with its platform.
Carlow : streamline the energy transition
Accelerating the energy transition through technical excellence and operational efficiency
Since its establishment in 2024, Carlow has become the first European B2B marketplace specialising in new and second-hand renewable energy (RE) and energy efficiency equipment, exclusively for professionals such as distributors, installers, manufacturers and developers.
A platform designed to meet the needs of professionals
- Multi-segment catalogue: Carlow covers a wide technical spectrum, including photovoltaics (modules, inverters, cabling and mounting systems), HVAC/heat pumps, biomass (stoves, boilers and chimney sweeping), building management systems (BMS/home automation, controllers and PLCs), and electric mobility (charging stations and cabling).
- A mix of new and refurbished products is available, giving professionals budget flexibility and enabling them to adapt to the constraints of each project without compromising on quality.
- Optimised B2B interface and management: Carlow offers a professional-grade interface with catalogue import, order management, customised logistics (site delivery available) and flexible payment options (30-day deferral).
Guarantee of compliance, safety and performance
In technical environments where electrical or installation risks are significant, Carlow emphasises the reliability of each piece of equipment.
- Rigorous selection of suppliers
- Systematic quality control of refurbished equipment
- Compliance with current standards
- Traceability and documentation
An industrialised sourcing and procurement model
Carlow is not just a catalogue, it is an industrial procurement tool designed for professionals in the renewable energy sector.
- Stock optimisation: thanks to second life, players can make the most of their surplus stock. They can also make the most of returns from installations. And they can make the most of obsolete but still working equipment. This reduces waste. It also improves project profitability.
- Responsiveness and flexibility: the marketplace’s B2B architecture allows buyers to place orders quickly, obtain quotes, schedule site deliveries, and adapt to urgent or just-in-time projects.
- Access to a European network: centralising supply on a single channel gives professionals access to a wide range of European suppliers, opening up opportunities for sourcing, cost optimisation and technical comparisons between materials from different sources.
Refurbished equipment: a credible alternative for technical projects
One of the major challenges to the rapid deployment of renewable energy is achieving the right balance between cost and performance. When managed correctly, refurbished equipment can be used to optimise costs without compromising safety or durability. Carlow has developed processes to address the main technical concerns of B2B buyers. These include:
- Complete documentation and traceability of components,
- Rigorous testing and refurbishment if necessary,
- Contractual warranty and compliance with standards,
- Transparency regarding the condition, lifespan and performance of the equipment.
In this way, second-hand pellet stoves, refurbished inverters and recovered GTB cabinets can be given a new lease of life, be technically validated and become viable options for new projects, including those in the tertiary and industrial sectors, with an improved ROI.
Why is this technical approach essential for the growth of renewable energy?
- It shortens supply times. It provides access to immediately available equipment. This equipment can be new or refurbished.
- It reduces initial project costs, which can be crucial in tight budgetary contexts.
- It reduces the ecological footprint by avoiding the waste of operational equipment while maximising resource utilisation.
- It increases market maturity by establishing a standard of quality, traceability and safety for refurbished equipment, making it credible for technical applications.
Conclusion: trust is the new currency of B2B.
By 2026, second-hand B2B goods will no longer be an alternative, but a standard hybrid (new/used) supply. However, for this market to fulfil its potential, one major challenge remains: data.
Traceability, maintenance history and product condition certification are the cornerstones of this system. The platforms that offer the most solid guarantee, rather than the lowest price, will be tomorrow’s winners.
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