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According to PRNewswire.com, virtual card payments make up 50% of all B2B payments. Suppliers are accepting virtual card payments now more than ever before, but many still rely on outdated payment methods because they believe the fees don’t outweigh the benefits. Despite the most common objections for refusing to accept card payments, virtual cards offer clear benefits suppliers simply can’t ignore.

Why Won’t Your Suppliers Accept Credit Card Payments? And How To Change Their Mind

As a business owner, you’ve most likely received an invoice from some supplier, vendor or service provider requesting payment. Somewhere on that invoice there is usually a statement like the one below.

“Send payment via cheque to [ address ] or bank transfer to [bank code and account number]. Due upon receipt of invoice”

But as an individual, you’ve also experienced the simplicity of using credit cards and other form of digital payment methods. For example, purchasing items online for everyday use, or even Google ads and flights for your business, a credit card would allow you to pay within minutes.

So very quickly, many business owners come to the logical question of: “Why won’t my suppliers accept credit card payments? Even though paper and manual transfer systems are inefficient, why are B2B transactions are still struggling to let go of paper cheques, invoices, purchase orders and documents?”

We will examine some of the reasons behind this, and if there are ways to change how suppliers deal with credit card acceptance, allowing you as a business owner to now more efficiently make payments more efficiently and experience the financial benefits of using a credit card instead of cash and cheques.

Understanding the difficulties to set up credit card acceptance

If you’re a business that has set up a credit card point-of-sales for consumers, you’ll quickly realize the process to allow credit card acceptance is not the simplest. First, you have to reach out to providers for payment processing, and establish a merchant account for the funds to settle into. Once that is done, there will be additional work to integrate the collected funds into your normal business operations account. Building the reconciliation is not always easy.

Furthermore, there will always be some negotiation about how quickly the funds will settle into your account. Even though a sale is made on a credit card, the bank may hold your funds until they’re sure the customer won’t dispute the charge and take the money back.

For online payment gateways like Stripe or Adyen, the administrative process is easier, but then there would be the issue of technical set-up as establishing a website to accept payments is not usually the top concern of your supplier especially if they sell through offline channels.

Suppliers don’t want to pay the fees

There is also the unavoidable conversation of the processing fees. Being able to accept credit card payments also means that the recipient (supplier) would have to collect less because the net amount they receive is usually 2-4% less because of the fees.

We can’t ignore the fact that some of the economics and the price of acceptance has been somewhat of a barrier for suppliers. But the market is beginning to change, and card issuers and financial institutions are launching corporate-focused solutions to ease the friction of accepting card and electronic payments.

How do we change the suppliers’ view

From the two points above, it seems like it doesn’t make a lot of sense for suppliers to accept credit card; the process itself is cumbersome and costs more. So you, as a buyer, may be seemingly  stuck with paying with paper cheques and manual transfers .

But actually there are important reasons that suppliers should accept credit cards, which are not immediately apparent. For example, Suppliers do want to receive electronic payments. They do want to automate their account receivables collections process and achieve higher straight-through processing rates. They do want their payments to clear more quickly.

1. Guaranteed Funds, Shorter Terms

Offering to shorten payment terms, however, provides a strong incentive that can help overcome any reluctance on their part. Instead of paying by cheque 60 days after invoicing, for example, offer to pay in 14 days by card. Getting cash faster provides a significant working capital boost to the supplier, allowing them to put those funds to use immediately. With shorter payment terms, the overall value of accepting cards may offset the expense of fees.

What’s more, these funds are guaranteed and the payment will typically be funded in 24 to 48 hours — as opposed to paper cheques, which can take more time to receive.

2. Simplified Accounts Receivable

Accepting payments and reconciling accounts is a far more efficient process for credit cards than for other forms of payment. When a business is paid by paper cheque, for example, that means someone must open envelopes, reconcile payments by scanner or by manual data entry, endorse the cheques and, finally, deposit them. Credit card acceptance eliminates that paperwork, freeing up the supplier to focus on more strategic efforts.

3. Increased sales

There are a number of research reports out there that finds evidence of increased sales for suppliers equipped to accept credit cards, not just on consumers but also B2B sales. One such study done by Visa noted that 32 percent of SMEs encountered an increase in sales when they began taking cards as payment and that businesses that shift from paper cheques to electronic card acceptance can save about $24 per every $1,000 in sales. Although the fees are still there, B2B buyers want the same convenience that consumers enjoy with their own credit cards. By not accepting credit cards suppliers are missing out on a lot of potential sales.

4. Credit implications and security

Credit card-equipped buyers tend to have good credit availability, so buyers are predisposed to work with suppliers that are efficient and easy to do business with. Plus, there is the whole security, data and analytics side of this shift that comes with electronic payments often unattainable with paper-based transactions.

Gradually changing credit card acceptance

The recognized challenges of supplier card acceptance exists, but are quickly being outweighed by the benefits. The combination of all of the above starts to present an attractive message for suppliers in considering digital B2B payments via credit cards. Suppliers need to get on board to capture all of these benefits and maintain positive relationships with their buyers.

What this means to you as a SME is that you could start to make a compelling case to suppliers to start taking your credit card for payments, allowing you to also experience the benefits of enhanced cash flow, ease of payment and reconciliation. This process is unlikely to happen overnight, but the momentum is gaining as digital payments permeate the consumer space. In the meantime, platforms such as Reap allow you to make these type of payments with credit card, even if your supplier doesn’t accept today.

根據PRNewswire.com,以虛擬卡支付賬項的比例佔所有企業與企業之間(B2B)的支賬達50%。供應商現在比以往更願意接受以虛擬卡的方式來收取賬項,但許多人仍然依賴過時的付賬方式,因為他們認為新方法的優點不足以令他們心甘情願繳付額外的服務費。對於不願意接受以信用卡付款的一群,我們暫且撇開他們的反對聲音,再仔細想想其實虛擬卡確實提供了不少好處是供應商不應忽視的。

為什麼你的供應商不接受以信用卡支賬?如何改變他們的想法

作為企業東主,你經常會收到由原材料供應商、產品供應商或服務供應商開出的發票要求付賬。在發票的某處一般都會有以下的句子

“以支票 [地址]或銀行轉賬 [銀行代號及賬戶號碼] 的形式繳交款項。在確認收到發票後到期”

但作為一個消費者,你亦會體驗過使用信用卡或其他網絡途徑去付費是何其簡易。例如︰在網上購買日常用品,甚或為你的公司在Google落廣告和購買機票,信用卡都可以讓你在幾分鐘內完成所有付款程序。

所以很快,很多企業東主都會有一個合理的疑問:“為什麼我的供應商不接受以信用卡付款?即使傳統的轉賬系統要依賴紙張和人手操作且效率低,但為什麼企業與企業之間仍然不願意摒棄舊有的傳統支票、發票、採購訂單和往來文件呢?”

我們將研究一下背後的原因,以及如何可以令供應商作出改變,持開方的態度去接受信用卡,讓你作為一個企業東主可以更有效地以有效率的方式來支賬,同時體驗到使用信用卡帶來的好處,這是現金和支票不能相比的。

了解接受信用卡付費在安排上的困難

如果你的公司曾經為顧客設立過信用卡銷售點,你很快就會意識到要接受信用卡付費,中間牽涉的程序其實並不簡單。首先,你要聯絡服務供應商做付款處理,並且建立一個商戶編號將收到的款項入戶。完成這個步驟後,再需要另外把已收回來的款項整合到你公司的日常營運賬戶中。整個開立的程序在協調上往往並不容易。

此外,還會經常遇到翻來覆去的情況要商討資金最快可以什麼時候到戶。即使是通過信用卡進行銷售,銀行也可以先扣起你的款項,直至他們確定客戶對收費沒有異議或不會要求退款,方會放款歸你。

對於像StripeAdyen這樣的網上支付平台,在管理上流程會較為簡易,但是在技術安排上亦會有機會碰壁。因為建立一個可接受網上付款的網站通常不是供應商最關心的東西,特別是如果他們平常並不依賴網絡而是沿用傳統的銷售渠道。

供應商不願意付手續費

手續費亦是另一項無可避免的討論課題。要能夠接受信用卡付款也意味著收款人(供應商)所收到的款項會較原來的數目少,因為他們最終收到的款項通常會先被扣減2-4%作手續費。

我們不能忽視這個事實,對某些經濟體或供應商而言,要為接受信用卡付賬而繳交手續費無疑是一道障礙。但市場正逐步變化,發卡機構和金融機構正推出一些以企業為先的解決方案,希望能夠緩解在接受信用卡和使用電子付費渠道上出現的衝突。

我們要怎樣做才能改變供應商的看法

就上述兩點而言,似乎沒有充分的理由可以說服供應商去接受信用卡; 中間的安排程序煩複,而且成本比傳統渠道要高。因此,作為買家,你可能在別無他法的情況下要繼續沿用傳統支票和人手操作的轉賬方式來繳付款項。

但實際上有一些相當重要的原因驅使供應商應該要接受信用卡,這些原因未必第一時間浮現出來。例如,供應商確實是希望接收電子貨款。他們確實希望將收款的流程自動化,並以一條龍的形式處理收款程序,以減低壞賬風險。他們確實希望更快速地從買方收取到應得的款項。

1. 收款期較短,有收款保證

為收款人提供一個強而有力的誘因,例如提出以較短的付款期去清還款項,幫他們跨出不情願接受信用卡的關口。舉例︰提出於14日內以信用卡付款,而不是在開發票後60天方以支票形式支賬。對供應商而言,收取現金的時間加快了,營運資金就可以大大提高,讓他們可以即時把資金運用在其他項目上。而且提供較短的付款期,令使用信用卡的整體價值提升,相信可彌補要繳付手續費的不足。

更重要的是,這些款項是保證能收到的,資金通常會在24至48小時內到賬 - 而實體支票則需要更長的時間才能確認收款。

2. 簡化應收賬目

與其他付款方式相比,信用卡在接受付款和核對賬目上是比較有效率的。 例如,當一間公司以傳統支票付賬時,即意味著有人須要打開信封,用掃瞄器核對一下或經過人手處理輸入數據,在支票背面簽名,最後方能存入支票。而接受信用卡付賬就可以免除以上的文書工作,令供應商能夠將時間更專注用於較具戰略性的工作之上。

3. 提升銷售

有許多研究報告指出,接受信用卡的供應商,數據證明他們的銷售額亦有所提升,不僅僅是一般面向消費者的銷售,還有企業與企業之間的銷售。Visa在這個範疇完成的一項研究指出,32%的中小企在開始以信用卡作為付款方式後,銷售額都會有所增長,而從傳統支票的方式轉為接受電子信用卡的企業,每1000元的銷售額就可節省約24元。儘管費用仍然存在,但企業與企業之間的買家希望好像一般的消費者一樣,使用自己的信用卡享受同樣便捷的付款方式。換句話說,不接受使用信用卡,供應商就白白錯失了很多潛在的銷售機會了。

4. 信用背後的含意和安全性


持有信用卡的買家一般予人具良好信譽的印象,因此買家會較優先獲得與供應商的合作機會,尤其是那些有效率和平易近人的供應商。此外,使用電子支付模式整體而言不論在安全性、數據存取和分析方面都較為佔優,這是傳統交易模式無法取替的。

一步步作出改變接受信用卡

我們承認要供應商接受信用卡是有一定難處,但是只要了解當中的優勝之處,很快你就會發現它的好處遠比困難為多。綜合以上的內容,供應商開始接收到一個信息,企業與企業之間考慮使用以信用卡作電子支付是可取的。供應商應該事不宜遲,盡攬所有好處並與他們的買家保持良好的關係。

作為中小企,你可以開始向供應商提出令他們感興趣的理由,說服他們開始接受你以信用卡作為付款途徑,容讓你同時體驗箇中的好處,如提高現金流、簡化付款程序和減少核對賬目的煩惱。這個改變過程不會是一朝一夕的事,但隨著電子支付滲透到消費者的各個生活領域,這股勢頭可謂銳不可當。與此同時,即使你的供應商今天尚未接受信用卡,但網上平台Reap已經早著先機允許你使用信用卡進行這類電子支賬了。


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