The verdict in three sentences
On a big furniture or appliance ticket, demanding full payment upfront kills trust and melts conversion. The 30 % deposit + balance staged over build or delivery model secures your cash, funds production and exposes you to zero credit risk. Well configured, it halves the cart abandonment rate on orders above 500,000 FCFA.
The typical payment schedule
For custom furniture or imported appliances, payment follows actual progress. Each milestone triggers a concrete step, which reassures the customer and protects the merchant.
| Milestone | Share of price | Timing | What it funds |
|---|---|---|---|
| Order deposit | 30 % | At signature | Material purchase / stock reservation |
| Intermediate payment | 40 % | Mid-build | Labour / import freight |
| Delivery balance | 30 % | On receipt | Margin + final transport |
On a 1,500,000 FCFA order, that gives 450,000 FCFA at signature, 600,000 FCFA mid-way and 450,000 FCFA at delivery. You never advance more than your material cost, and the customer pays the balance only when seeing the product.
Cancellation handling and conversion impact
The heart of the model is the non-refundable deposit clause. It discourages frivolous orders and covers your incurred costs. Here is the measured effect on key metrics.
| Metric | Full payment upfront | Deposit + staged balance |
|---|---|---|
| Cart abandonment rate | 55-70 % | 25-35 % |
| Cash tied up | 0 (customer pays all) | Material cost only |
| Default risk | 0 % | 0 % (nothing is lent) |
| Delivery disputes | High | Low (balance on receipt) |
| Non-refundable deposit | n/a | 5-10 % of price retained |
The shift from 60 % to 30 % abandonment concretely means doubling completed orders at constant marketing effort.
Mini case study
Moussa sells imported appliances in Thies, average basket 800,000 FCFA. By demanding 100 % upfront, he converts 3 quotes out of 10. He switches to the 30/40/30 model: the 240,000 FCFA deposit amply covers his freight and reservation, and his conversion climbs to 6 out of 10. On 10 quotes at 800,000 FCFA and 25 % margin (200,000 FCFA), he goes from 600,000 to 1,200,000 FCFA of margin, i.e. +600,000 FCFA with no credit risk taken. The non-refundable deposit clause (8 %) covers the rare cancellations.
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FAQ
From what amount does this model make sense?
As a 2026 order of magnitude, from 500,000 FCFA. Below that, milestone complexity adds little versus a simple 50 % deposit. Above 3,000,000 FCFA, a fourth milestone is often added.
Must the deposit be non-refundable?
Yes, that protects your incurred costs. Retain 5 to 10 % of the price on cancellation, stated clearly in the terms accepted at order.
How do you collect these payments?
Wave and Orange Money for the deposit and intermediate payments, with automatic reminders at each milestone. The balance can be paid on delivery, including cash or QR code.
What if the customer does not pay the balance at delivery?
The product is not handed over until the balance is settled: you never deliver on credit. Default risk therefore stays nil, unlike a true 3x.
Does this model replace interest-free pay-in-3?
It complements it. Deposit + balance suits big tickets and made-to-order or imported goods; interest-free 3x targets mid baskets deliverable immediately.
Let's talk about your project. We will configure your milestone schedule and automatic reminders on Wave and Orange Money. 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.
