The verdict in three sentences
For a B2B e-shop in Amsterdam selling professional equipment, offering net 30 or net 60 terms at checkout recovers part of the 25% of carts abandoned by companies used to paying on invoice. B2B buy now, pay later providers charge 1.5 to 3.5% of the cart with non-payment guarantee, for an integration of 3,000 to 8,000 EUR. The legal frame is clear: the EU Late Payment Directive and Dutch law cap standard terms at 60 days, and the observed conversion lift sits between 15 and 30%.
Why B2B buyers abandon without payment terms
A buyer at a construction SME, a restaurant or a workshop in Amsterdam, Rotterdam or Utrecht often lacks a company card with a high enough limit. They need an invoice, a purchase order and terms that match their accounting habits.
| Payment method | Share of B2B buyers asking for it (2026 estimate) | Risk for the seller |
|---|---|---|
| Card | 35 to 45% | Low, but limits block orders above 3,000 EUR |
| Bank transfer upfront | 15 to 20% | Low, but slower shipping |
| Net 30 | 25 to 35% | Non-payment if handled in-house |
| Net 45 or net 60 | 10 to 15% | Tied-up cash flow |
| SEPA B2B direct debit | 5 to 10% | Low once the mandate is signed |
Handling terms in-house means a collections team, credit checks and trade credit insurance. B2B BNPL solutions transfer that risk.
B2B deferred payment solutions and their costs
The ranges below are 2026 orders of magnitude seen on the Benelux market (Mondu, Billie, Hokodo, Two and bank offers).
| Criterion | Terms handled in-house | Guaranteed B2B BNPL |
|---|---|---|
| Cost per transaction | 0% direct, but collections cost | 1.5 to 3.5% of the cart |
| Non-payment guarantee | No, unless credit insurance (0.1 to 0.3% of revenue) | Yes, 100% of the amount |
| Payout to seller | At due date (D+30 to D+60) | Within 1 to 3 days |
| Credit decision | Manual, 1 to 5 days | Automatic, under 5 seconds |
| Maximum cart | Based on your risk | 50,000 to 250,000 EUR per buyer |
| Technical integration | Custom development | API or plugin, 3,000 to 8,000 EUR |
| Reminders and collections | Your responsibility | Handled by provider |
The 1.5 to 3.5% fee compares with the real cost of a bad debt: at a 25% gross margin, one unpaid 4,000 EUR invoice wipes out the margin on 16,000 EUR of sales.
Legal frame: what Dutch and EU law require
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| Rule | Content | Consequence |
|---|---|---|
| Maximum term | 60 days, longer only if expressly agreed and not grossly unfair | Clause may be voided |
| Large company buying from SME | Maximum 30 days since 2021 in the Netherlands | Longer term automatically reduced |
| Default term | 30 days after receipt of invoice | Statutory commercial interest |
| Late payment interest | ECB rate plus 8 points | Due without notice |
| Fixed recovery compensation | Minimum 40 EUR per late invoice | Claimable by right |
Your B2B terms and conditions and the invoice template on the site must reflect these rules before opening payment on terms.
Mini case study
Julien, e-commerce director of a professional kitchen equipment distributor in Amsterdam (illustrative persona), does 1.2 million EUR of online revenue a year with an average B2B cart of 2,400 EUR. He estimates losing 25% of business carts for lack of payment terms. He integrates a B2B BNPL solution for 6,000 EUR with an average fee of 2.4%. Cautious assumption: +18% conversion, or 216,000 EUR of extra sales a year. At a 28% gross margin that means 60,500 EUR, minus 5,200 EUR in fees on those new sales. Net gain approaches 55,000 EUR in year one for 6,000 EUR invested, a payback under 2 months.
FAQ
Does the fee apply to all revenue? No, only carts paid on terms carry the 1.5 to 3.5% fee. Card and transfer payments keep their usual 0.5 to 1.5% costs.
Can we refuse terms to some customers? Yes, the provider decides automatically within seconds based on creditworthiness. You can also set a minimum cart, for example 500 EUR.
How long does integration take? On Shopify Plus, WooCommerce or Magento, a plugin installs in 1 to 2 weeks. On a custom site, API integration takes 3 to 5 weeks for 3,000 to 8,000 EUR.
Can we offer net 90? Only if expressly agreed and not grossly unfair to the supplier, and never by a large company toward an SME, where 30 days is the cap. In practice, stay at net 30 or net 60.
Does e-invoicing change anything? The EU ViDA package makes structured e-invoicing the norm for cross-border B2B from 2030, and Dutch public buyers already require it. Pick a provider whose invoices export to Peppol.
Let's scope your project. Describe your platform, average cart and B2B volume: we price payment terms integration and terms and conditions compliance at 3,000 to 8,000 EUR, delivered in 2 to 5 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.
