The verdict in three sentences
On a B2B e-commerce site, the lack of net-30 payment terms loses up to 40% of business buyers, who are used to paying on invoice. B2B buy-now-pay-later providers (Mondu, Hokodo, Billie) cost 1.5 to 4% per transaction but cover the risk and pay the seller within days, which makes them simpler than in-house credit or factoring for most distributors. With an integration at 3,000 to 12,000 EUR excl. VAT and an observed 20 to 35% rise in average order value, the payback is measured in weeks.
Why payment terms are expected in B2B
In France, the LME law caps payment terms between businesses at 60 days from invoice date (or 45 days end of month), and net 30 remains common practice. The UK and the Netherlands follow similar habits under the EU late payment rules and UK prompt payment legislation. A buyer at an SME, public body or large account often has to go through accounts payable: without a "pay on invoice" option, they leave the site to order by email or from a competitor. Card payment at checkout suits small baskets, rarely orders of 2,000 EUR and above.
Comparing three ways to offer net-30 terms
| Criterion | In-house customer credit | B2B deferred payment (Mondu, Hokodo, Billie) | Traditional factoring |
|---|---|---|---|
| Direct cost | No per-transaction fees | 1.5 to 4% per transaction | 0.5 to 2% of amount + financing fee |
| Default risk | Borne by you | Covered by the provider | Covered if credit insurance is included |
| Seller payout delay | 30 to 60 days, or more | 1 to 3 business days | 24 to 72 h after invoice assignment |
| Credit decision at checkout | Manual, often delayed | Instant, within seconds | Outside checkout |
| Dunning and collection | Your team | The provider | The factor |
| E-commerce integration | Custom development | Plugins and API | Light, accounting flow |
| Best fit | Few long-standing customers | Many SME buyers, baskets of 200 to 50,000 EUR | High volumes of recurring invoices |
These ranges are 2026 orders of magnitude: the rate depends on sector, volume, term length (30, 60 or 90 days) and your customers' risk profile.
The real cost of in-house credit
Managing payment terms yourself looks free, but hidden costs add up. For a distributor with 3,000,000 EUR in online B2B revenue, here is an annual estimate.
| Item | In-house credit (EUR per year) | B2B deferred payment at 2.5% (EUR per year) |
|---|---|---|
| Transaction fees | 0 | 75,000 |
| Bad debt (1.5% of revenue, sector average) | 45,000 | 0 |
| Dunning and collection time (0.8 FTE) | 36,000 | 5,000 |
| Working capital cost (DSO 45 days at 5%) | 18,500 | 1,500 |
| Credit checks and tools | 6,000 | 0 |
| Total | 105,500 | 81,500 |
This excludes extra revenue: buyers offered pay-on-invoice convert more and order more.
Checkout integration: budget and timeline
| Setup | 2026 integration budget (EUR excl. VAT) | Timeline |
|---|---|---|
| Standard plugin (Shopify Plus, WooCommerce, Magento) | 3,000 to 5,000 | 2 to 3 weeks |
| Custom checkout via API | 6,000 to 9,000 | 4 to 6 weeks |
| Custom platform with buyer accounts and limits | 9,000 to 12,000 | 6 to 8 weeks |
| ERP sync (invoices, credit notes, reconciliation) | 3,000 to 8,000 extra | 2 to 4 weeks |
| Dual provider (deferred payment + factoring for key accounts) | 10,000 to 12,000 | 6 to 8 weeks |
Mini case study
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Claire, CFO of an industrial supplies distributor in Lyon, notes that 38% of B2B carts above 1,500 EUR are abandoned. The site generates 2,400,000 EUR per year with an average order of 1,100 EUR.
She integrates a deferred payment provider at 2.5% for 8,500 EUR excl. VAT. Conservative assumption: average order value rises 22% to 1,342 EUR and half of orders switch to net 30. Estimated additional revenue: 528,000 EUR per year. Transaction fees on the deferred share (1,464,000 EUR): 36,600 EUR. With a 28% gross margin, the margin gain reaches 147,840 EUR, about 102,700 EUR net after fees and integration in year one. The integration pays for itself in under a month. A seller in London or Amsterdam can run the same calculation in GBP or EUR.
FAQ
What is the difference between B2B deferred payment and factoring?
Deferred payment plugs into the checkout and decides on credit in real time, for 1.5 to 4% per transaction. Factoring finances invoices already issued, at a 0.5 to 2% fee plus financing charges, with no direct effect on online conversion.
Does the provider reject some buyers?
Yes, depending on creditworthiness: acceptance rates often range from 80 to 95% of registered companies. Rejected buyers can pay by card or by prepaid bank transfer.
Can we offer 60 or 90 days?
Yes, most providers offer 30, 60 and 90 days, with a rate that rises with the term, for example 2% at 30 days and 3.5% at 90 days. In France, stay within the LME caps.
Should fees be passed on in prices?
It is not required. Many distributors absorb the 1.5 to 4% because the 20 to 35% rise in average order value more than covers the cost.
How long until we are live?
From 2 to 3 weeks with a standard plugin to 6 to 8 weeks for a custom checkout synced with the ERP, including account setup with the provider.
Let's scope your project. Tell us your platform, B2B volume and current payment terms: we will price net-30 checkout integration, between 3,000 and 12,000 EUR excl. VAT, delivered in 2 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.
