{"id":3930,"date":"2026-09-11T16:06:52","date_gmt":"2026-09-11T13:06:52","guid":{"rendered":"https:\/\/edilo.com.ua\/blog\/why-do-customers-tend-to-choose-suppliers-with-flexible-payment-terms\/"},"modified":"2026-09-11T16:23:27","modified_gmt":"2026-09-11T13:23:27","slug":"why-do-customers-tend-to-choose-suppliers-with-flexible-payment-terms","status":"publish","type":"post","link":"https:\/\/edilo.com.ua\/en\/blog\/why-do-customers-tend-to-choose-suppliers-with-flexible-payment-terms\/","title":{"rendered":"Why do customers tend to choose suppliers with flexible payment terms?"},"content":{"rendered":"\n<p class=\"wp-block-paragraph\">Flexible payment terms can influence the choice of supplier when several companies offer similar products at comparable prices. One seller requires 100% prepayment, while another allows the amount to be spread out or offers financing options for buyers. In both cases, the purchase cost may be the same, but its impact on the customer\u2019s liquidity differs significantly.<\/p>\n\n<p class=\"wp-block-paragraph\">In B2B transactions, payment terms are included in the commercial offer along with the price, product availability, delivery time, warranty, and service. If it is difficult for the buyer to free up the entire amount, an additional payment method can remove the financial barrier and help finalize the agreed-upon purchase.<\/p>\n\n<h2 class=\"wp-block-heading\">What does a B2B customer evaluate when choosing a supplier?<\/h2>\n\n<p class=\"wp-block-paragraph\">A corporate buyer analyzes the overall economics of the deal. A low price loses some of its appeal if the product takes a long time to arrive, the minimum order quantity exceeds the buyer\u2019s needs, the warranty terms include restrictions, or the payment places an excessive strain on cash flow.<\/p>\n\n<p class=\"wp-block-paragraph\">When comparing offers, the client may evaluate:<\/p>\n\n<ul class=\"wp-block-list\">\n<li>flexible payment terms and affordable payment options;<\/li>\n\n\n\n<li>the final purchase price, including shipping and additional services;<\/li>\n\n\n\n<li>actual availability of the required quantity of goods;<\/li>\n\n\n\n<li>delivery time and consistency of shipments;<\/li>\n\n\n\n<li>minimum order quantity;<\/li>\n\n\n\n<li>warranty and after-sales service;<\/li>\n\n\n\n<li>return or replacement policy;<\/li>\n\n\n\n<li>the amount of the prepayment;<\/li>\n\n\n\n<li>payment plans;<\/li>\n\n\n\n<li>speed of contract and invoice processing.<\/li>\n<\/ul>\n\n<p class=\"wp-block-paragraph\">The importance of each criterion depends on the product and the transaction amount. When ordering supplies worth 20,000 UAH, the buyer may focus on availability and delivery speed. When purchasing equipment worth 500,000 UAH, the department head, procurement specialist, accounting department, and CFO are often involved in the approval process.<\/p>\n\n<p class=\"wp-block-paragraph\">If the specifications, price, and delivery time are similar among two sellers, the payment terms may determine the final choice. The buyer evaluates which option will allow them to obtain the desired goods while also setting aside funds for salaries, taxes, raw materials, and day-to-day operations.<\/p>\n\n<figure class=\"wp-block-image size-large\"><img loading=\"lazy\" decoding=\"async\" width=\"1024\" height=\"576\" src=\"https:\/\/edilo.com.ua\/wp-content\/uploads\/2026\/09\/do-bloku-shho-b2b-kliyent-oczinyuye-pid-chas-vyboru-postachalnyka_-1024x576.jpg\" alt=\"\" class=\"wp-image-3923\" srcset=\"https:\/\/edilo.com.ua\/wp-content\/uploads\/2026\/09\/do-bloku-shho-b2b-kliyent-oczinyuye-pid-chas-vyboru-postachalnyka_-1024x576.jpg 1024w, https:\/\/edilo.com.ua\/wp-content\/uploads\/2026\/09\/do-bloku-shho-b2b-kliyent-oczinyuye-pid-chas-vyboru-postachalnyka_-300x169.jpg 300w, https:\/\/edilo.com.ua\/wp-content\/uploads\/2026\/09\/do-bloku-shho-b2b-kliyent-oczinyuye-pid-chas-vyboru-postachalnyka_-768x432.jpg 768w, https:\/\/edilo.com.ua\/wp-content\/uploads\/2026\/09\/do-bloku-shho-b2b-kliyent-oczinyuye-pid-chas-vyboru-postachalnyka_.jpg 1280w\" sizes=\"auto, (max-width: 1024px) 100vw, 1024px\" \/><\/figure>\n\n<h2 class=\"wp-block-heading\">Why might a 100% prepayment deter a B2B buyer?<\/h2>\n\n<p class=\"wp-block-paragraph\">Agreeing on a price does not necessarily confirm a company\u2019s willingness to transfer the full amount today. The buyer may have sufficient revenue and profitable operations, but a significant portion of their funds has already been allocated to mandatory payments. Funds may also be tied up in inventory or accounts receivable.<\/p>\n\n<p class=\"wp-block-paragraph\">Let\u2019s consider a purchase of 600,000 UAH. Over the next two weeks, the company must pay 300,000 UAH in salaries and taxes, 120,000 UAH for rent and logistics, and maintain a reserve of 200,000 UAH. Full prepayment will reduce the available balance and may create a shortfall for operating activities.<\/p>\n\n<p class=\"wp-block-paragraph\">In this situation, the client can:<\/p>\n\n<ul class=\"wp-block-list\">\n<li>reduce the order quantity;<\/li>\n\n\n\n<li>postpone the purchase until next month;<\/li>\n\n\n\n<li>choose a less expensive configuration;<\/li>\n\n\n\n<li>ask for a discount;<\/li>\n\n\n\n<li>contact the supplier with a different payment schedule.<\/li>\n<\/ul>\n\n<p class=\"wp-block-paragraph\">The first four scenarios reduce the seller\u2019s potential revenue or delay the transaction. The fifth allows the seller to maintain the planned volume if the buyer can meet the future payment schedule.<\/p>\n\n<p class=\"wp-block-paragraph\">The need for a large shipment may also precede the receipt of revenue. For example, a distributor purchases goods in September, sells them throughout October and November, and some B2B customers pay 30 days after delivery. <a href=\"https:\/\/edilo.com.ua\/en\/blog\/procurement-financing-as-a-tool-for-scaling-a-business-without-a-bank-loan\/\">Purchasing financing<\/a> helps spread the burden across several periods and preserve working capital for day-to-day operations.<\/p>\n\t<section class=\"cta-banner\">\n\t\t<div class=\"container\">\n\t\t\t<div class=\"wrapper\">\n\t\t\t\t<div class=\"cta-banner__content\">\n\t\t\t\t\t<h2 class=\"h3\">\u041e\u043f\u043b\u0430\u0442\u0430 \u0447\u0430\u0441\u0442\u0438\u043d\u0430\u043c\u0438 \u0434\u043b\u044f \u0412\u0430\u0448\u043e\u0433\u043e \u0431\u0456\u0437\u043d\u0435\u0441\u0443<\/h2>\n\t\t\t\t\t<button data-modal=\"modal_supplier\" class=\"button button--turquoise modal-button\">\u041f\u0456\u0434\u043a\u043b\u044e\u0447\u0438\u0442\u0438 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false;wp.a11y.speak(jQuery('#gform_confirmation_message_9').text());}else{jQuery('#gform_9').append(contents);if(window['gformRedirect']) {gformRedirect();}}jQuery(document).trigger(\"gform_pre_post_render\", [{ formId: \"9\", currentPage: \"current_page\", abort: function() { this.preventDefault(); } }]);        if (event && event.defaultPrevented) {                return;        }        const gformWrapperDiv = document.getElementById( \"gform_wrapper_9\" );        if ( gformWrapperDiv ) {            const visibilitySpan = document.createElement( \"span\" );            visibilitySpan.id = \"gform_visibility_test_9\";            gformWrapperDiv.insertAdjacentElement( \"afterend\", visibilitySpan );        }        const visibilityTestDiv = document.getElementById( \"gform_visibility_test_9\" );        let postRenderFired = false;        function triggerPostRender() {            if ( postRenderFired ) {                return;            }            postRenderFired = true;            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            mutations.forEach( ( mutation ) => {                    if ( mutation.type === 'attributes' && visibilityTestDiv.offsetParent !== null ) {                        debouncedTriggerPostRender();                        observer.disconnect();                    }                });            });            observer.observe( document.body, {                attributes: true,                childList: false,                subtree: true,                attributeFilter: [ 'style', 'class' ],            });        } else {            triggerPostRender();        }    } );} );\n<\/script>\n\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t<\/div>\n\t\t<\/div>\n\t<\/section>\n\n<h2 class=\"wp-block-heading\">What flexible payment terms can be offered to a customer?<\/h2>\n\n<p class=\"wp-block-paragraph\">Payment methods in B2B should be selected based on the type of product, order fulfillment time, the buyer\u2019s financial cycle, and the seller\u2019s capabilities. A one-size-fits-all payment schedule for all customers can lead to excessive accounts receivable or prove inconvenient for a specific purchase.<\/p>\n\n<p class=\"wp-block-paragraph\">The main payment models include:<\/p>\n\n<ul class=\"wp-block-list\">\n<li>partial prepayment \u2013 the buyer pays a portion of the amount at the time of order placement and the balance after shipment;<\/li>\n\n\n\n<li>cash on delivery \u2013 payment is made upon receipt of the goods or signing of the documents;<\/li>\n\n\n\n<li>Deferred payment \u2013 the seller agrees to accept payment after a specified number of days;<\/li>\n\n\n\n<li>staged payment\u2014the amount is divided according to the stages of production, delivery, or project completion;<\/li>\n\n\n\n<li>customized payment schedule \u2013 payment dates and amounts are tailored to the customer\u2019s financial cycle;<\/li>\n\n\n\n<li>payment in installments \u2013 the purchase price is divided into several regular payments;<\/li>\n\n\n\n<li>B2B BNPL \u2013 the business receives the goods or services now and pays later according to an agreed-upon schedule;<\/li>\n\n\n\n<li>Financing for a Specific Purchase \u2013 an external partner participates in a single transaction.<\/li>\n<\/ul>\n\n<p class=\"wp-block-paragraph\">A partial prepayment is suitable for orders where the supplier needs to finance the production or reservation of goods. It is convenient to link installment payments to individual deliveries. Deferred payment may be offered to regular customers with a proven track record of timely payments.<\/p>\n\n<p class=\"wp-block-paragraph\">The source of the financial resources is particularly important. If the seller expects to receive payment within 60 days, the shipped products remain on the accounts receivable side. In a model involving an external financial partner, the procedure for the supplier to receive payment and for the buyer to make subsequent payments is determined by the terms of the service.<\/p>\n\n<p class=\"wp-block-paragraph\"><a href=\"https:\/\/edilo.com.ua\/en\/buyer\/\">Installment payments for businesses<\/a> can be used to purchase goods or services by spreading the payment over time. The buyer is offered an additional payment plan, and its availability and specific terms depend on the approval of the application.<\/p>\n\n<figure class=\"wp-block-image size-large\"><img loading=\"lazy\" decoding=\"async\" width=\"1024\" height=\"576\" src=\"https:\/\/edilo.com.ua\/wp-content\/uploads\/2026\/09\/do-prykladiv-iz-dorogym-obladnannyam-1024x576.jpg\" alt=\"\" class=\"wp-image-3927\" srcset=\"https:\/\/edilo.com.ua\/wp-content\/uploads\/2026\/09\/do-prykladiv-iz-dorogym-obladnannyam-1024x576.jpg 1024w, https:\/\/edilo.com.ua\/wp-content\/uploads\/2026\/09\/do-prykladiv-iz-dorogym-obladnannyam-300x169.jpg 300w, https:\/\/edilo.com.ua\/wp-content\/uploads\/2026\/09\/do-prykladiv-iz-dorogym-obladnannyam-768x432.jpg 768w, https:\/\/edilo.com.ua\/wp-content\/uploads\/2026\/09\/do-prykladiv-iz-dorogym-obladnannyam.jpg 1280w\" sizes=\"auto, (max-width: 1024px) 100vw, 1024px\" \/><\/figure>\n\n<h2 class=\"wp-block-heading\">How do payment terms affect a supplier\u2019s competitiveness?<\/h2>\n\n<p class=\"wp-block-paragraph\">Accessible payment terms for customers expand the seller\u2019s commercial offering. They can be particularly relevant for equipment, professional machinery, construction materials, large shipments of goods, and other high-value purchases.<\/p>\n\n<p class=\"wp-block-paragraph\">Let\u2019s consider two suppliers who sell the same equipment for 500,000 UAH. Supplier A requires payment of the full amount prior to shipment. Supplier B offers the buyer the option to use a financial instrument and spread out the payment according to an agreed-upon schedule.<\/p>\n\n<p class=\"wp-block-paragraph\">In the first scenario, 500,000 UAH is immediately deducted from the client\u2019s turnover. In the second, the company can retain a portion of its own funds for raw materials, salaries, and equipment startup. If the total cost, terms, and requirements of the second option align with the buyer\u2019s financial plan, their offer may prove to be more favorable.<\/p>\n\n<p class=\"wp-block-paragraph\">For the seller, this option could potentially affect:<\/p>\n\n<ul class=\"wp-block-list\">\n<li>conversion rate of commercial offers;<\/li>\n\n\n\n<li>average order value;<\/li>\n\n\n\n<li>number of abandoned transactions;<\/li>\n\n\n\n<li>repeat purchases;<\/li>\n\n\n\n<li>corporate customer retention;<\/li>\n\n\n\n<li>sales of high-value products;<\/li>\n\n\n\n<li>ability to compete while maintaining the base price.<\/li>\n<\/ul>\n\n<p class=\"wp-block-paragraph\">Metrics should be verified against actual transactions. The introduction of an additional payment method does not guarantee an increase in sales. A customer\u2019s decision also depends on product quality, the supplier\u2019s reputation, total cost, delivery time, warranty, and service.<\/p>\n\n<p class=\"wp-block-paragraph\">To evaluate the results, it\u2019s important to compare like-for-like categories and time periods. The article on <a href=\"https:\/\/edilo.com.ua\/en\/blog\/financial-services-as-a-competitive-advantage-for-a-b2b-online-store\/\">B2B financial services<\/a> explains in more detail how to analyze conversion rates, average order value, profit margins, and the percentage of deferred purchases following the introduction of a new financial scenario.<\/p>\n\t<section class=\"cta-banner cta-banner--invert\">\n\t\t<div class=\"container\">\n\t\t\t<div class=\"wrapper\">\n\t\t\t\t<div class=\"cta-banner__content\">\n\t\t\t\t\t<h2 class=\"h3\">\u041a\u0443\u043f\u0443\u0439\u0442\u0435 \u0437\u0430\u0440\u0430\u0437 \u2013 \u0441\u043f\u043b\u0430\u0447\u0443\u0439\u0442\u0435 \u043f\u043e\u0442\u0456\u043c<\/h2>\n\t\t\t\t\t<button data-modal=\"modal_buyer\" class=\"button button--turquoise modal-button\">\u0417\u0430\u043b\u0438\u0448\u0438\u0442\u0438 \u0437\u0430\u044f\u0432\u043a\u0443<\/button>\n\t\t\t\t<\/div>\n\t\t\t<\/div>\n\t\t<\/div>\n\n\t\t<div class=\"modal modal--buyer\" id=\"modal_buyer\" aria-hidden=\"true\">\n\t\t\t<div class=\"modal__overlay\" tabindex=\"-1\" data-micromodal-close>\n\t\t\t\t<div class=\"modal__container container\" aria-modal=\"true\">\n\t\t\t\t\t<div class=\"modal__wrapper\">\n\t\t\t\t\t\t<div class=\"modal__head\">\n\t\t\t\t\t\t\t<div class=\"modal__text\">\n\t\t\t\t\t\t\t\t<div class=\"h2 modal__title\">\u0417\u0430\u043f\u043e\u0432\u043d\u0456\u0442\u044c \u0444\u043e\u0440\u043c\u0443 \u0456 \u043c\u0438 \u0437\u0432\u02bc\u044f\u0436\u0435\u043c\u043e\u0441\u044f \u0437 \u0412\u0430\u043c\u0438!<\/div>\n\t\t\t\t\t\t\t<\/div>\n\n\t\t\t\t\t\t\t<button class=\"modal__close\" aria-label=\"Close\" data-micromodal-close\n\t\t\t\t\t\t\t\ttitle=\"Hide\"><\/button>\n\t\t\t\t\t\t<\/div>\n\n\t\t\t\t\t\t<div class=\"modal__body\">\n\t\t\t\t\t\t\t<div class=\"callback__form\">\n\t\t\t\t\t\t\t\t\n<form class=\"typical-form\"\n      data-required-text=\"This is a required field\"\n      data-ok-text=\"The field is filled in correctly\"\n      data-success-text=\"Your application has been sent successfully.\"\n      data-error-generic-text=\"An error occurred while creating the application.\"\n      data-error-text=\"This is a required field\"\n      data-success-ui-text=\"Thank you! We will contact you shortly.\">\n\n  <div class=\"typical-form__body\">\n    <div class=\"typical-form__fields\">\n\n      <label for=\"name_cta-banner\" class=\"typical-field typical-field--required\">\n        <input type=\"text\"\n               name=\"name\"\n               id=\"name_cta-banner\"\n               placeholder=\"How to contact you?\"\n               class=\"typical-field__input\"\n               required>\n      <\/label>\n\n      <label for=\"amount_cta-banner\" class=\"typical-field typical-field--required\">\n        <input type=\"number\"\n               name=\"amount\"\n               id=\"amount_cta-banner\"\n               placeholder=\"Expected installment amount\"\n               class=\"typical-field__input\"\n               required>\n      <\/label>\n\n      <label for=\"phone_cta-banner\" class=\"typical-field typical-field--required phone-mask\">\n        <input type=\"tel\"\n               name=\"phone\"\n               id=\"phone_cta-banner\"\n               placeholder=\"Phone\"\n               class=\"typical-field__input\"\n               required>\n      <\/label>\n\n      <label for=\"email_cta-banner\" class=\"typical-field typical-field--required\">\n        <input type=\"email\"\n               name=\"email\"\n               id=\"email_cta-banner\"\n               placeholder=\"Email\"\n               class=\"typical-field__input\"\n               required>\n      <\/label>\n\n      <label for=\"code_cta-banner\" class=\"typical-field typical-field--required ipn-code-mask\">\n        <input type=\"text\"\n               name=\"code\"\n               id=\"code_cta-banner\"\n               placeholder=\"EDRPOU code or TIN\"\n               class=\"typical-field__input\"\n               required>\n      <\/label>\n\n      <label for=\"comment_cta-banner\" class=\"typical-field\">\n        <textarea name=\"comment\"\n                  id=\"comment_cta-banner\"\n                  placeholder=\"Comment\"\n                  class=\"typical-field__textarea\"><\/textarea>\n      <\/label>\n\n      <label for=\"personal_data_cta-banner\" class=\"typical-checkbox typical-checkbox--required\">\n        <input type=\"checkbox\"\n               name=\"personal_data\"\n               id=\"personal_data_cta-banner\"\n               class=\"typical-checkbox__input\"\n               required>\n        <span class=\"typical-checkbox__title\">\n          <span>\n            I agree with the <a href=\"https:\/\/edilo.com.ua\/en\/privacy-policy\/\" target=\"_blank\" rel=\"noopener\">rules of data processing<\/a>          <\/span>\n        <\/span>\n      <\/label>\n\n    <\/div>\n  <\/div>\n\n  <div class=\"typical-form__footer\">\n    <div class=\"preloader\" style=\"display: none;\">Loading&#8230;<\/div>\n    <button type=\"submit\" class=\"button button--dark\">Send<\/button>\n  <\/div>\n<\/form>\n\n<script>\n\/* ============================================================\n * WeAgro application sender for \".typical-form\" (WPML-ready)\n * - No visual changes; uses existing markup (preloader + button)\n * - Pure JS (no jQuery required); optional MagnificPopup support\n * - Safe with multiple forms on the page\n * - All translatable texts come from data-* attributes (PHP\/WPML)\n * ============================================================ *\/\n(function () {\n  'use strict';\n\n  \/\/ --- Configuration (endpoints) ---\n  var APPLICATION_ENDPOINT = 'https:\/\/web.weagro.com.ua\/api\/v2\/public\/application';\n\n  \/\/ --- Utilities ---\n\n  \/** Get current UI language robustly (WPML\/HTML). *\/\n  function getCurrentLang() {\n    if (typeof window.ICL_LANGUAGE_CODE === 'string' && window.ICL_LANGUAGE_CODE.length) {\n      return window.ICL_LANGUAGE_CODE.toLowerCase();\n    }\n    var html = document.documentElement;\n    if (html && html.lang) {\n      return html.lang.toLowerCase().split('-')[0];\n    }\n    return 'en';\n  }\n\n  \/** Read localized messages from form's data-* attributes. *\/\n  function getLocaleMessages(formEl) {\n    \/\/ Read primary attributes\n    var required = formEl.getAttribute('data-required-text');\n    var ok = formEl.getAttribute('data-ok-text');\n    var successText = formEl.getAttribute('data-success-text');\n    var errorGeneric = formEl.getAttribute('data-error-generic-text');\n\n    \/\/ Backward compatibility \/ secondary fallbacks\n    var oldError = formEl.getAttribute('data-error-text');\n    var successUiText = formEl.getAttribute('data-success-ui-text');\n\n    \/\/ Final fallbacks (English)\n    return {\n      required: required || oldError || 'This is a required field',\n      ok: ok || 'The field is filled in correctly',\n      sendSuccess: successText || 'Your application has been sent successfully.',\n      sendFailGeneric: errorGeneric || 'An error occurred while creating the application.',\n      successUiText: successUiText || 'Thank you! We will contact you shortly.'\n    };\n  }\n\n  \/** Toggle \"pending\" state: show preloader and disable submit button. *\/\n  function setPendingState(formEl, isPending) {\n    var footer = formEl.querySelector('.typical-form__footer');\n    if (!footer) return;\n    var preloader = footer.querySelector('.preloader');\n    var button = footer.querySelector('button[type=\"submit\"], .button');\n    if (preloader) preloader.style.display = isPending ? '' : 'none';\n    if (button) button.disabled = !!isPending;\n  }\n\n  \/** Return closest ancestor matching selector (safe wrapper). *\/\n  function closest(el, selector) {\n    if (!el) return null;\n    if (typeof el.closest === 'function') return el.closest(selector);\n    var node = el;\n    while (node) {\n      if (matches(node, selector)) return node;\n      node = node.parentElement;\n    }\n    return null;\n  }\n\n  \/** Element.matches wrapper. *\/\n  function matches(el, selector) {\n    if (!el) return false;\n    var p = Element.prototype;\n    var f = p.matches || p.msMatchesSelector || p.webkitMatchesSelector;\n    return f.call(el, selector);\n  }\n\n  \/** Read and sanitize values from the form. *\/\n  function readFormValues(formEl) {\n    \/\/ Helper to get trimmed value\n    var val = function (sel) {\n      var el = formEl.querySelector(sel);\n      return (el && 'value' in el) ? String(el.value).trim() : '';\n    };\n\n    var result = {\n      name: val('input[name=\"name\"]'),\n      amount: val('input[name=\"amount\"]'),\n      phone: val('input[name=\"phone\"]'),\n      email: val('input[name=\"email\"]'),\n      code: val('input[name=\"code\"]'),\n      comment: (function () {\n        var el = formEl.querySelector('textarea[name=\"comment\"], input[name=\"comment\"]');\n        return (el && 'value' in el) ? String(el.value).trim() : '';\n      })(),\n      personal_data: (function () {\n        var el = formEl.querySelector('input[name=\"personal_data\"]');\n        return !!(el && el.checked);\n      })()\n    };\n\n    return result;\n  }\n\n  \/** Minimal required check mirroring \"required\" attributes. *\/\n  function hasRequiredValues(values) {\n    return Boolean(\n      values.name &&\n      values.amount &&\n      values.phone &&\n      values.email &&\n      values.code &&\n      values.personal_data\n    );\n  }\n\n  \/** Push analytics (DL) with event naming parity to legacy logic. *\/\n  function pushDataLayer(amount, formEl) {\n    try {\n      window.dataLayer = window.dataLayer || [];\n      var inPopup = !!closest(formEl, '.popup__body');\n      window.dataLayer.push({\n        event: inPopup ? 'buy_in_installments' : 'submit_application',\n        installment_price: amount\n      });\n    } catch (e) {\n      \/\/ Silently ignore analytics errors\n    }\n  }\n\n  \/** Try to show success popup via MagnificPopup if available; otherwise alert. *\/\n  function showSuccessUI(formEl, fallbackMessage) {\n    var hasJQ = typeof window.jQuery === 'function';\n    var successPopupEl = document.getElementById('success_popup');\n\n    \/\/ Prefer popup if available (to keep visuals consistent)\n    if (hasJQ && window.jQuery.magnificPopup && successPopupEl) {\n      try {\n        window.jQuery.magnificPopup.open({\n          items: { src: '#success_popup' },\n          type: 'inline'\n        });\n        return;\n      } catch (e) {\n        \/\/ Fallback to alert below\n      }\n    }\n\n    \/\/ Fallback without changing form visuals\n    window.alert(fallbackMessage);\n  }\n\n  \/** Bind submit handlers to all \".typical-form\" instances (idempotent). *\/\n  function bindForms() {\n    var forms = document.querySelectorAll('form.typical-form');\n    if (!forms || !forms.length) return;\n\n    Array.prototype.forEach.call(forms, function (formEl) {\n      if (formEl.__weagroBound === true) return; \/\/ prevent duplicate binding\n      formEl.__weagroBound = true;\n\n      var messages = getLocaleMessages(formEl);\n\n      formEl.addEventListener('submit', function (evt) {\n        evt.preventDefault();\n        evt.stopPropagation();\n\n        \/\/ Trigger native HTML5 validation UI (does not change styles)\n        if (typeof formEl.reportValidity === 'function' && !formEl.reportValidity()) {\n          return;\n        }\n\n        var values = readFormValues(formEl);\n\n        \/\/ Extra safety: ensure required values are present\n        if (!hasRequiredValues(values)) {\n          window.alert(messages.required);\n          return;\n        }\n\n        var payload = {\n          code: values.code,\n          amount: values.amount,\n          name: values.name,\n          phone: values.phone,\n          email: values.email,\n          comment: values.comment,\n          lang: getCurrentLang()\n        };\n\n        setPendingState(formEl, true);\n\n        fetch(APPLICATION_ENDPOINT, {\n          method: 'POST',\n          headers: { 'Content-Type': 'application\/json' },\n          body: JSON.stringify(payload),\n          credentials: 'omit',\n          redirect: 'follow'\n        })\n          .then(function (res) {\n            \/\/ Try to parse JSON; if it fails, synthesize an error response\n            return res.json().catch(function () {\n              return { status: 'error', message: 'Invalid server response' };\n            });\n          })\n          .then(function (data) {\n            if (data && data.status === 'success') {\n              \/\/ Analytics parity + reset form\n              pushDataLayer(values.amount, formEl);\n              try { formEl.reset(); } catch (e) {}\n\n              \/\/ Show success UI (popup if available, else alert)\n              showSuccessUI(formEl, messages.sendSuccess || messages.successUiText);\n            } else {\n              var serverMessage = (data && (data.message || data.error)) || messages.sendFailGeneric;\n              window.alert(serverMessage);\n            }\n          })\n          .catch(function (err) {\n            var msg = (err && err.message) ? (' ' + err.message) : '';\n            window.alert(messages.sendFailGeneric + msg);\n          })\n          .finally(function () {\n            setPendingState(formEl, false);\n          });\n      }, { passive: false });\n    });\n  }\n\n  \/\/ Initialize on DOM ready\n  if (document.readyState === 'loading') {\n    document.addEventListener('DOMContentLoaded', bindForms, { passive: true });\n  } else {\n    bindForms();\n  }\n})();\n<\/script>\n\n\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t<\/div>\n\t\t<\/div>\n\t<\/section>\n\n<h2 class=\"wp-block-heading\">Why might a different payment schedule be more advantageous than a discount?<\/h2>\n\n<p class=\"wp-block-paragraph\">When a customer says, \u201cIt\u2019s too expensive for us,\u201d this can describe three different situations. In the first, the buyer believes the product costs more than its market value. In the second, the company simply lacks the resources for such a purchase. In the third, the total amount is acceptable, but it\u2019s inconvenient to withdraw the entire sum from the current month\u2019s cash flow.<\/p>\n\n<p class=\"wp-block-paragraph\">In the first case, the manager needs to justify the price based on specifications, performance, warranty, service, service life, and total cost of ownership. In the second case, a different configuration or a smaller quantity may be needed. For the third situation, it makes sense to discuss a payment schedule.<\/p>\n\n<p class=\"wp-block-paragraph\">Let\u2019s say the equipment costs 400,000 UAH. A 10% discount reduces the seller\u2019s revenue by 40,000 UAH and, accordingly, lowers the margin. If the buyer is satisfied with the base price but is hesitant because of the one-time payment, lowering the price may not address the main reason for the refusal.<\/p>\n\n<p class=\"wp-block-paragraph\">The manager needs to clarify what budget is currently available, when the next payments are expected, and whether splitting the amount will help finalize the purchase. A specific breakdown of future payments provides the client with more information for internal approval than a general promise of \u201cconvenient payment.\u201d<\/p>\n\n<p class=\"wp-block-paragraph\">Additional ways to make your case are discussed in the article on <a href=\"https:\/\/edilo.com.ua\/en\/blog\/selling-high-priced-products-without-discounts-what-helps-convince-b2b-customers\/\">how to sell high-priced items without discounts<\/a>. The solution must take into account the financial interests of both parties: the buyer assesses the impact on liquidity, while the seller manages the margin and the timing of payment.<\/p>\n\n<h2 class=\"wp-block-heading\">How can you offer payment in installments while protecting the seller\u2019s cash flow?<\/h2>\n\n<p class=\"wp-block-paragraph\">Granting extended payment terms to each customer on one\u2019s own increases the supplier\u2019s accounts receivable. The goods have already been shipped, but payment may not be received for several months. During this period, the seller needs to restock the warehouse, pay salaries, taxes, and bills to their own business partners.<\/p>\n\n<p class=\"wp-block-paragraph\">Therefore, before launching a new payment model, it is necessary to define credit limits, customer screening criteria, the maximum waiting period, the procedure for handling late payments, and the acceptable amount of accounts receivable. It is also necessary to calculate how the payment deferral will affect the company\u2019s working capital requirements.<\/p>\n\n<p class=\"wp-block-paragraph\">Another scenario involves the participation of a financial service. eDilo\u2019s mechanism is based on B2B settlements: the buyer is able to spread out the payment, and the service, acting as a factor, settles with the seller according to the terms of the agreement. The customer then makes payments according to their schedule.<\/p>\n\n<p class=\"wp-block-paragraph\">For the supplier, the practical benefit lies in being able to complete the transaction without the buyer having to provide independent financing from its own working capital. The current limits, terms, fees, requirements for the parties, and payment procedures must be verified for each specific application.<\/p>\n\n<p class=\"wp-block-paragraph\">On the <a href=\"https:\/\/edilo.com.ua\/en\/\">eDilo page for merchants<\/a>, you can submit a request to enable the appropriate payment method. Once the integration is complete, managers should understand how the service works, the terms of agreement, and the wording that can be used in a commercial proposal.<\/p>\n\t<section class=\"cta-banner\">\n\t\t<div class=\"container\">\n\t\t\t<div class=\"wrapper\">\n\t\t\t\t<div class=\"cta-banner__content\">\n\t\t\t\t\t<h2 class=\"h3\">\u041e\u043f\u043b\u0430\u0442\u0430 \u0447\u0430\u0441\u0442\u0438\u043d\u0430\u043c\u0438 \u0434\u043b\u044f \u0412\u0430\u0448\u043e\u0433\u043e \u0431\u0456\u0437\u043d\u0435\u0441\u0443<\/h2>\n\t\t\t\t\t<button data-modal=\"modal_supplier\" class=\"button button--turquoise modal-button\">\u041f\u0456\u0434\u043a\u043b\u044e\u0447\u0438\u0442\u0438 \u0441\u0435\u0440\u0432\u0456\u0441<\/button>\n\t\t\t\t<\/div>\n\t\t\t<\/div>\n\t\t<\/div>\n\n\t\t<div class=\"modal modal--supplier\" id=\"modal_supplier\" aria-hidden=\"true\">\n\t\t\t<div class=\"modal__overlay\" tabindex=\"-1\" data-micromodal-close>\n\t\t\t\t<div class=\"modal__container container\" aria-modal=\"true\">\n\t\t\t\t\t<div class=\"modal__wrapper\">\n\t\t\t\t\t\t<div class=\"modal__head\">\n\t\t\t\t\t\t\t<div class=\"modal__text\">\n\t\t\t\t\t\t\t\t<div class=\"h2 modal__title\"><mark>\u0425\u043e\u0447\u0435\u0442\u0435 \u043f\u043e\u0447\u0430\u0442\u0438 \u043f\u0440\u043e\u0434\u0430\u0432\u0430\u0442\u0438<\/mark> <br> \u0437 \u043e\u043f\u043b\u0430\u0442\u043e\u044e \u0447\u0430\u0441\u0442\u0438\u043d\u0430\u043c\u0438?<\/div>\n\t\t\t\t\t\t\t\t<p>\u0417\u0430\u043f\u043e\u0432\u043d\u0456\u0442\u044c \u0444\u043e\u0440\u043c\u0443 <br> \u0442\u0430 \u043c\u0438 \u0437\u0432\u2019\u044f\u0436\u0435\u043c\u043e\u0441\u044c \u0437 \u0432\u0430\u043c\u0438<\/p>\n\t\t\t\t\t\t\t<\/div>\n\n\t\t\t\t\t\t\t<button class=\"modal__close\" aria-label=\"Close\" data-micromodal-close\n\t\t\t\t\t\t\t\ttitle=\"Hide\"><\/button>\n\t\t\t\t\t\t<\/div>\n\n\t\t\t\t\t\t<div class=\"modal__body\">\n\t\t\t\t\t\t\t<div class=\"callback__form custom-validation-messages\" 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A manager\u2019s comment that \u201cbuyers often ask for installment plans\u201d does not reveal the potential transaction volume, average order value, or the impact of the new scenario on margins.<\/p>\n\n<p class=\"wp-block-paragraph\">A practical step-by-step guide consists of ten steps:<\/p>\n\n<ol class=\"wp-block-list\">\n<li>Analyze the reasons for rejections of commercial offers.<\/li>\n\n\n\n<li>Determine the percentage of customers who request a change in the payment schedule.<\/li>\n\n\n\n<li>Check how often managers offer a discount after a customer objects to the price.<\/li>\n\n\n\n<li>Calculate the average transaction value for lost and deferred deals.<\/li>\n\n\n\n<li>Identify the products for which a one-time payment has the greatest impact on the buyer\u2019s liquidity.<\/li>\n\n\n\n<li>Survey key customers about their preferred payment methods.<\/li>\n\n\n\n<li>Calculate the costs and margins for each payment model for the seller.<\/li>\n\n\n\n<li>Select several categories for a pilot launch.<\/li>\n\n\n\n<li>Add this information to product cards, commercial proposals, and manager playbooks.<\/li>\n\n\n\n<li>Compare conversion rates, average order value, and profit margins before and after the launch.<\/li>\n<\/ol>\n\n<p class=\"wp-block-paragraph\">The results should be analyzed separately by category and price range. If a financial option is used primarily for expensive equipment, a direct comparison with the average transaction value for the entire product range will provide a distorted picture. It is more useful to compare similar products, customer types, and time periods.<\/p>\n\n<p class=\"wp-block-paragraph\">B2B sales also require monitoring the duration of the transaction. A new calculation method can be useful if the number of deferred purchases and the time between a commercial offer and payment are reduced. At the same time, the seller must monitor the total cost of the financial service and the gross profit from completed orders.<\/p>\n\n<p class=\"wp-block-paragraph\">Payment terms are part of a B2B offer, along with price, delivery, documentation, and service. If a large one-time payment is holding a customer back, an alternative payment option can remove that specific financial barrier. Before launching, the seller needs to assess demand, the business model\u2019s viability, the impact on their own liquidity, and the process for onboarding a financial partner.<\/p>\n<section id=\"faqs-block_4f7903ee10565efb704ddcd8f6ecf1c3\" class=\"faqs\" data-aos=\"fade\">\n    <div class=\"container\">\n        <div class=\"wrapper\">\n            <div class=\"faqs__text\">\n                <h2>\u0410\u043a\u0442\u0443\u0430\u043b\u044c\u043d\u0456 <br \/>\u0437\u0430\u043f\u0438\u0442\u0430\u043d\u043d\u044f<\/h2>\n            <\/div>\n            <div class=\"faqs__accordions\">\n                                                            <div class=\"fullarea-accordion  aos-longer-delay \" data-aos=\"custom-slide-up\">\n                            <div class=\"fullarea-accordion__content\">\n                                <h4 class=\"fullarea-accordion__title\">What do flexible payment terms mean in B2B?<\/h4>\n                                <div class=\"fullarea-accordion__inner\">\n                                    <p><span style=\"font-weight: 400\">These include partial prepayment, cash on delivery, deferred payment, installment payments, customized payment schedules, and BNPL. The specific options depend on the product, the transaction amount, the buyer\u2019s financial cycle, and the seller\u2019s capabilities.<\/span><\/p>\n                                <\/div>\n                            <\/div>\n                            <button class=\"fullarea-accordion__button\"><\/button>\n                        <\/div>\n                                            <div class=\"fullarea-accordion  aos-longer-delay \" data-aos=\"custom-slide-up\">\n                            <div class=\"fullarea-accordion__content\">\n                                <h4 class=\"fullarea-accordion__title\">What payment options can be offered to corporate clients?<\/h4>\n                                <div class=\"fullarea-accordion__inner\">\n                                    <p><span style=\"font-weight: 400\">A supplier can split the amount into installments, agree on specific payment dates, offer a short payment deferral, or integrate an external financial service. Before implementing these options, it\u2019s important to calculate the costs, assess accounts receivable risks, and evaluate the impact on liquidity.<\/span><\/p>\n                                <\/div>\n                            <\/div>\n                            <button class=\"fullarea-accordion__button\"><\/button>\n                        <\/div>\n                                            <div class=\"fullarea-accordion  aos-longer-delay \" data-aos=\"custom-slide-up\">\n                            <div class=\"fullarea-accordion__content\">\n                                <h4 class=\"fullarea-accordion__title\">How does payment in installments differ from a payment deferral?<\/h4>\n                                <div class=\"fullarea-accordion__inner\">\n                                    <p><span style=\"font-weight: 400\">With a payment deferral, the buyer typically makes a single payment after a specified period. Splitting the amount involves several payments according to an agreed-upon schedule. The involvement of an external partner depends on the chosen transaction model.<\/span><\/p>\n                                <\/div>\n                            <\/div>\n                            <button class=\"fullarea-accordion__button\"><\/button>\n                        <\/div>\n                                            <div class=\"fullarea-accordion  aos-longer-delay \" data-aos=\"custom-slide-up\">\n                            <div class=\"fullarea-accordion__content\">\n                                <h4 class=\"fullarea-accordion__title\">How do payment terms affect sales to corporate clients?<\/h4>\n                                <div class=\"fullarea-accordion__inner\">\n                                    <p><span style=\"font-weight: 400\">They provide the buyer with a financial framework for making large purchases. The result may manifest as changes in conversion rates, average order value, the number of deferred transactions, and the length of the sales cycle. The impact must be substantiated with data specific to the company.<\/span><\/p>\n                                <\/div>\n                            <\/div>\n                            <button class=\"fullarea-accordion__button\"><\/button>\n                        <\/div>\n                                            <div class=\"fullarea-accordion  aos-longer-delay \" data-aos=\"custom-slide-up\">\n                            <div class=\"fullarea-accordion__content\">\n                                <h4 class=\"fullarea-accordion__title\">How can you offer a customer a payment plan without a long wait for funds?<\/h4>\n                                <div class=\"fullarea-accordion__inner\">\n                                    <p><span style=\"font-weight: 400\">The seller may engage a financial partner whose mechanism provides for settlement with the supplier and subsequent payments by the buyer according to a separate schedule. Before proceeding, it is necessary to verify the terms, cost, requirements for the parties, and financing procedure for each transaction.<\/span><\/p>\n                                <\/div>\n                            <\/div>\n                            <button class=\"fullarea-accordion__button\"><\/button>\n                        <\/div>\n                                                <\/div>\n        <\/div>\n    <\/div>\n<\/section>","protected":false},"excerpt":{"rendered":"<p>Flexible payment terms can influence the choice of supplier when several companies offer similar products at comparable prices. One seller requires 100% prepayment, while another allows the amount to be spread out or offers financing options for buyers. In both cases, the purchase cost may be the same, but its impact on the customer\u2019s liquidity [&hellip;]<\/p>\n","protected":false},"author":12,"featured_media":3922,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"inline_featured_image":false,"footnotes":""},"categories":[269],"tags":[],"class_list":["post-3930","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-business-2"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v28.5 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Flexible Payment Terms in B2B: How to Attract Customers<\/title>\n<meta name=\"description\" content=\"How flexible payment terms affect supplier selection, B2B sales, and cash flow. Payment options, installment plans, and deferred payments.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/edilo.com.ua\/en\/blog\/why-do-customers-tend-to-choose-suppliers-with-flexible-payment-terms\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Flexible Payment Terms in B2B: How to Attract Customers\" \/>\n<meta property=\"og:description\" content=\"How flexible payment terms affect supplier selection, B2B sales, and cash flow. 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