The verdict in three sentences
Collection fees are no detail: on a 20 % margin, 3 % fees eat 15 % of your profit on each sale. The 2026 rule is simple: absorb fees when they are low (Wave ~1 %) to avoid friction, pass them on or adjust the price when they are high (OM up to 3.5 %, aggregator +1 %). What matters is not the headline rate, but its impact in margin points.
The fee grid by provider
Here are the 2026 orders of magnitude for merchant fees, with the aggregator included in the realistic scenario.
| Provider | Base merchant fee | + Aggregator | Realistic total fee |
|---|---|---|---|
| Wave | ~1 % | +0.5 to 1 % | 1 % to 2 % |
| Free Money / Yas | 1 % to 1.5 % | +0.5 to 1 % | 1.5 % to 2.5 % |
| Orange Money | 1.5 % to 3.5 % | +0.5 to 1 % | 2 % to 4.5 % |
| Card / Stripe (intl) | ~2.9 % + fixed fee | included | ~3 %+ |
The "no aggregator" scenario assumes direct per-provider integration — lower fees but far more technical work and maintenance. Most merchants pick the aggregator and accept the surcharge.
Real cost per basket tier
At a constant rate, the absolute cost climbs with the basket. Example at a weighted average fee of 1.8 % (Wave + Free + OM mix).
| Basket | Fee at 1.8 % | Net collected |
|---|---|---|
| 1,000 FCFA | 18 FCFA | 982 FCFA |
| 5,000 FCFA | 90 FCFA | 4,910 FCFA |
| 18,000 FCFA | 324 FCFA | 17,676 FCFA |
| 50,000 FCFA | 900 FCFA | 49,100 FCFA |
| 150,000 FCFA | 2,700 FCFA | 147,300 FCFA |
| 500,000 FCFA | 9,000 FCFA | 491,000 FCFA |
| 1,000,000 FCFA | 18,000 FCFA | 982,000 FCFA |
Margin impact and pass-on threshold
The real question: how many margin points do you lose? Formula: impact = fee / margin. To set a tax-inclusive price that absorbs fees without eroding the target margin, use: Gross price = target net price / (1 - fee rate).
| Product margin | Fee 1 % | Fee 2 % | Fee 3.5 % |
|---|---|---|---|
| 10 % | -10 % of profit | -20 % | -35 % |
| 20 % | -5 % | -10 % | -17.5 % |
| 30 % | -3.3 % | -6.7 % | -11.7 % |
| 50 % | -2 % | -4 % | -7 % |
Tip: on thin margins (10-20 %), default to Wave and Free Money, and steer to OM only when the customer has no other wallet. On comfortable margins (40 %+), absorb everything: the friction of a "+fee" costs more in conversion than the few percent saved.
Mini case study
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Fatou sells prepared meals in Dakar, average basket 6,000 FCFA, 25 % margin (1,500 FCFA profit/meal). If a customer pays via Orange Money at 3 %, she loses 180 FCFA, i.e. 12 % of her profit on that meal. By defaulting to Wave (1 %, i.e. 60 FCFA, -4 % of profit) and keeping OM only for customers with no alternative, she preserves on average +8 profit points on her OM share. Over 500 meals/month, the gap adds up to tens of thousands of FCFA recovered.
FAQ
Should I pass fees on to the customer?
It depends on your margin: below 20 % margin, consider a slight price adjustment or steer to the cheapest wallet. Above 40 %, absorb: an all-inclusive price converts better.
How do I compute a gross price that covers the fees?
Use Gross = Net / (1 - rate). For 10,000 FCFA net and 2 % fees: 10,000 / 0.98 = ~10,204 FCFA. The 204 FCFA exactly covers the fees.
Which provider is cheapest in Senegal?
Wave, around 1 % base merchant fee in 2026, remains the cheapest, ahead of Free Money (1-1.5 %) and Orange Money (1.5-3.5 %).
Is the aggregator worth the cost?
Yes in most cases: +0.5 to 1 % fee for a single integration, one dashboard and three wallets covered. The alternative (direct integrations) costs weeks of dev and maintenance.
Do fees change with volume?
Yes: above a certain monthly revenue (often 10-15M FCFA), lower negotiated rates are possible, especially on Orange Money and via the aggregator.
Let's talk about your project. We tune your checkout to route each customer to the cheapest wallet. 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.
