The verdict in three sentences
On high baskets the barrier isn't desire but cash flow: an installment plan removes that block and gains 20 to 40 % conversion above 100,000 FCFA. You have two models — deposit + mobile money installments managed in-house, or external BNPL (a third party that fronts the funds) — the first keeps the margin, the second transfers default risk. The key to the in-house model is the deposit: 30 to 50 % collected at order covers most of the default risk.
In-house model or external BNPL
The choice is between margin kept and risk transferred. Comparison as a 2026 order of magnitude.
| Criterion | Deposit + installments (in-house) | External BNPL |
|---|---|---|
| Commission taken | 1.0–1.5 % (mobile money) | 3–8 % of basket |
| Default risk | Borne by you | Transferred to third party |
| Immediate cash | Deposit only | Full amount fronted |
| Setup time | Low | Partner integration |
| Estimated conversion | +20–30 % | +30–40 % |
| Customer relationship control | Full | Shared |
The in-house model suits comfortable margins and known customers; external BNPL maximizes conversion and secures cash, at a 3 to 8 % commission. Many stores combine: in-house for regulars, BNPL for new customers.
Deposit, installments and default risk
The plan structure sets your exposure. Here are typical plans for a 300,000 FCFA basket, as a 2026 estimate.
| Plan | Deposit | # installments | Per installment | Residual risk |
|---|---|---|---|---|
| Cautious | 50 % (150,000) | 2 | 75,000 FCFA | Low |
| Balanced | 40 % (120,000) | 3 | 60,000 FCFA | Medium |
| Flexible | 30 % (90,000) | 4 | 52,500 FCFA | High |
| No deposit | 0 % | 4 | 75,000 FCFA | Very high |
A 30 to 50 % deposit filters serious customers and drastically cuts default. With no deposit the overdue rate can exceed 15 %; with a 40 % deposit it often drops below 5 %.
Mini case study
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Ndèye sells appliances in Dakar, average basket 250,000 FCFA, 40 sales/month paid in full. Adding a "balanced" plan (40 % deposit, 3 mobile money installments), her conversion climbs 30 %: she reaches 52 sales/month. On the 12 extra sales (3,000,000 FCFA additional revenue), even with 5 % default (150,000 FCFA), the net monthly gain exceeds +2.8M FCFA in revenue.
FAQ
Do I need a license to offer installments?
The in-house deposit + mobile money installment model is not consumer credit as long as you charge no interest. External BNPL falls under the partner institution that holds the license.
What minimum deposit should I ask?
30 to 50 % of the basket. A 40 % deposit usually brings the overdue rate below 5 %, versus over 15 % with no deposit.
Which products work best for installments?
Appliances, furniture, high-tech and any basket above 100,000 FCFA, where conversion gains 20 to 40 %. Below that threshold the management effort often exceeds the benefit.
How do I handle a default?
A reminder sequence (J+1, J+3, J+7) recovers 30 to 65 % of late payments. The deposit covers residual risk; after 3 reminders, withhold delivery of the remaining balance.
Let's talk about your project. We integrate a mobile money installment module into your store. 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.
