The verdict in three sentences
Aggregator fees (the MDR, the rate charged per transaction) are negotiable: in 2026 the public rate sits around 1.5 to 3.5 %, and from 20 to 50 M FCFA of monthly volume you can get −0.3 to −0.8 point. Beyond 80 to 120 M FCFA/month, a direct integration with the operator (dev cost 1.5 to 4 M FCFA) becomes profitable and melts the rate. The right reflex: compute the annual saving before signing or coding.
Three cost levels
| Option | Effective rate (order of magnitude) | Fixed fee/transaction | When to choose it |
|---|---|---|---|
| Public aggregator rate | 1.5-3.5 % | 25-100 FCFA | Launch, low volume |
| Negotiated rate (tiers) | 1.2-2.7 % | 25-75 FCFA | From 20-50 M FCFA/month |
| Direct operator integration | 0.8-1.8 % | Often reduced | Beyond 80-120 M FCFA/month |
MDR is not the only cost: the fixed per-transaction fee (25 to 100 FCFA in 2026) weighs heavily on small baskets. On a 3,000 FCFA basket, 50 FCFA fixed = 1.7 % on top of the MDR.
Volume tiers and annual saving
Here is a 2026 order of magnitude to arbitrate. Figures are indicative: your aggregator will adjust for your risk profile and payment-method mix.
| Monthly volume | Negotiated target rate | Saving vs 3 % | Annual saving |
|---|---|---|---|
| 10 M FCFA | 2.8 % | 0.2 pt = 20,000 FCFA | 240,000 FCFA |
| 30 M FCFA | 2.5 % | 0.5 pt = 150,000 FCFA | 1.8 M FCFA |
| 60 M FCFA | 2.3 % | 0.7 pt = 420,000 FCFA | 5.04 M FCFA |
| 100 M FCFA | 2.1 % | 0.9 pt = 900,000 FCFA | 10.8 M FCFA |
| 150 M FCFA | 1.8 % (or direct) | 1.2 pt = 1.8 M FCFA | 21.6 M FCFA |
When to switch to direct integration
Direct integration removes the aggregator's margin but transfers the technical load (webhooks, reconciliation, compliance, maintaining the operator APIs). Break-even is simple: dev cost ÷ monthly MDR saving.
With a 900,000 FCFA/month saving (100 M tier) and a 3 M FCFA dev, payback is ~3.3 months. Below 80 M FCFA/month, the saving often does not cover dev and maintenance: better to negotiate a tier.
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Mini case study
Aminata runs a fashion marketplace in Dakar: monthly volume 90 M FCFA, public rate 3 %, i.e. 2.7 M FCFA of fees/month. She negotiates a tier at 2.1 %: saving 0.9 pt = 810,000 FCFA/month, i.e. 9.72 M FCFA/year, without a line of code.
Six months later, at 130 M FCFA/month, she prices a direct integration at 3.5 M FCFA of dev to target 1.7 %. Extra saving vs 2.1 %: 0.4 pt = 520,000 FCFA/month. Break-even: 3.5 M ÷ 520,000 ≈ 6.7 months. She approves it, since her volume keeps growing.
FAQ
At what volume should you negotiate? In 2026, aggregators open tiers from 20 to 50 M FCFA of monthly volume. Below that you stay at the public rate, but nothing stops you asking — especially if your mix leans toward cheaper methods.
What gain to expect from a negotiation? An order of magnitude of −0.3 to −0.8 point of MDR depending on volume and risk profile. On 60 M FCFA/month, 0.7 pt already means about 5 M FCFA of annual saving.
Is direct integration worth it? Usually beyond 80-120 M FCFA/month. Compute break-even = dev cost ÷ monthly MDR saving. Below that, technical maintenance eats the gain.
Should you ignore fixed per-transaction fees? No: 25 to 100 FCFA fixed crush margin on small baskets. On 3,000 FCFA, 50 FCFA fixed adds 1.7 %. Negotiate that part too, not just the percentage.
Who absorbs the fees, you or the customer? That is a decision of its own (surcharge vs absorb) that directly affects conversion. Settle it against your margins and positioning.
Let's talk about your project. We audit your PSP fees and price tiers vs direct integration and the break-even. 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.
