The verdict in three sentences
On a B2B e-commerce site, net-30 invoice payment is what most business buyers expect, and without it up to 70% of customers who refuse card payment walk away. There are two routes: manage credit exposure in-house with credit insurance, or use an outsourced provider charging 1.5 to 3.5% per transaction that takes on the non-payment risk. For a distributor selling under EUR 5 million online, outsourcing is often more profitable in year one, with integration costing EUR 3,000 to 10,000 excluding VAT.
Why cards are not enough in B2B
A business buyer pays on invoice, after matching it with the purchase order and the delivery note. Their corporate card, when there is one, is often capped between EUR 1,500 and 5,000 a month. In France, payment terms are governed by the LME law: a maximum of 60 days from invoice date or 45 days end of month, and 30 days by default if nothing is agreed. A site that demands upfront payment therefore sits outside market practice.
A distributor's CFO then has three questions: who carries the non-payment risk, how to set a limit per customer, and what each option costs relative to online revenue.
In-house terms or outsourced provider
| Criterion | Credit managed in-house | Outsourced deferred payment provider |
|---|---|---|
| Cost per transaction | 0% direct, but collection costs | 1.5 to 3.5% depending on term (30, 60 or 90 days) |
| Non-payment risk | Borne by the distributor, insurable | Transferred to the provider, non-recourse |
| Credit insurance | 0.1 to 0.4% of insured revenue | Included in the fee |
| Cash flow | Collected at 30 or 60 days | Paid out within 1 to 3 business days |
| Credit decision | Manual review by accounting | Automatic score in seconds |
| Site integration | EUR 5,000 to 10,000 (exposure, limits, reminders) | EUR 3,000 to 6,000 (plugin or API) |
| Reminders and collection | Internal team, 0.5 to 1 FTE | Handled by the provider |
In-house becomes attractive when volume is high and the customer base is stable and well known: beyond EUR 5 to 8 million of credit sales a year, the outsourced fee exceeds the cost of a credit team plus credit insurance.
Limits, exposure and effect on average basket
The site must show each customer their available credit and block or route for approval any order above the limit. Outsourced providers assign a limit per company based on its registration number, accounts and payment history.
| Customer profile | Indicative 2026 limit | Proposed term | Typical fees | Observed basket effect |
|---|---|---|---|---|
| Micro-business under 2 years old | EUR 1,000 to 3,000 | 30 days | 2.5 to 3.5% | +15 to 20% |
| Established micro-business | EUR 3,000 to 10,000 | 30 days | 2 to 2.8% | +20 to 30% |
| SME | EUR 10,000 to 50,000 | 30 to 60 days | 1.8 to 2.5% | +25 to 35% |
| Mid-cap | EUR 50,000 to 250,000 | 60 days | 1.5 to 2% | +30 to 40% |
| Key account with purchase order | Case by case | 60 days end of month | Often managed in-house | Variable |
| Customer with past payment default | Declined or prepayment | Upfront | Not applicable | Not applicable |
The 20 to 40% basket increase, as an estimate, comes from buyers ordering in one go what they used to split to stay under their card limit.
Mini case study
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Nathalie, CFO of a hygiene supplies distributor in Nantes, France, sells EUR 1,800,000 excluding VAT a year online, by card and bank transfer at order only. 70% of her 2,600 customers still order by phone to get net-30 terms. She integrates an outsourced provider for EUR 4,500. Within 12 months, online sales rise to EUR 2,700,000, of which EUR 1,600,000 is paid on terms at 2.2% fees, or EUR 35,200. The extra EUR 900,000 of revenue, at a 22% gross margin, brings EUR 198,000. After fees and integration, the net gain exceeds EUR 158,000, with no bad debt on her books.
FAQ
How much do net-30 payments cost on a B2B site in 2026?
Outsourced providers charge 1.5 to 3.5% per transaction depending on term and customer profile. Site integration costs EUR 3,000 to 6,000 via a plugin or API.
Is deferred payment compatible with French payment-term law?
Yes, a 30-day term respects the legal cap of 60 days from invoice or 45 days end of month. Late payment penalties and the EUR 40 fixed recovery fee must appear in the terms of sale.
Do you need credit insurance if you manage exposure in-house?
It is strongly advised: it costs 0.1 to 0.4% of insured revenue and usually covers 70 to 90% of the receivable. Without it, a single EUR 50,000 default can wipe out a year of channel margin.
How do you set a limit for a new customer?
An automatic score based on the company number, published accounts and payment history assigns a limit in seconds. New companies often start between EUR 1,000 and 3,000.
How long does integration take?
Allow 3 to 6 weeks for an outsourced provider and 2 to 3 months for in-house credit management with automatic reminders and ERP connection.
Let's scope your project. Tell us your online revenue, your ERP and the share of customers asking for payment terms: we will price the integration, in-house or outsourced, between EUR 3,000 and 10,000 excluding VAT, delivered in 3 to 8 weeks. Detailed quote within 48 h. WhatsApp +221 77 596 93 33.
Mohamed Bah
Fondateur, Kolonell
Passionate about digital and entrepreneurship in Africa, Mohamed has been helping Sénégalese businesses with their digital transformation since 2020. Founder of Kolonell, he believes every SME deserves a professional and accessible online présence.
