When Do Net Terms Make Sense? A Decision Framework for Wholesale

You know you can offer Net 30 payment terms to wholesale customers.

But should you?

I’ve heard the same sentiment repeatedly from Shopify merchants:

Net terms just complicate things. I’d rather eat the 2.9% credit card fee than chase payments.

We tried Net 30 and spent more time on collections than actually running the business.

Is it even worth the hassle for my size operation?

These are legitimate concerns. Payment terms add complexity: invoicing, tracking, reminders, collections, bad debt risk. For some businesses, they’re absolutely not worth it.

For others, not offering terms means losing deals to competitors who do.

This guide helps you decide which camp you’re in.

I’ve built payment terms systems for merchants managing $2.3M+ in wholesale revenue. Here’s the framework I use to help them decide.

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The Core Tradeoff

Let’s start with the real numbers:

Credit card processing:

• 2.9% + $0.30 per transaction (typical Shopify rate)
• Immediate payment, guaranteed
• Zero collections work

Net 30 payment terms:

• 0% processing fee (bank transfer, check, ACH)
• Payment 30+ days later
• 55% of B2B invoices pay late (industry average)
• 8-9% of B2B credit sales become bad debt

The math seems simple: 2.9% fee vs 8% bad debt risk. Credit cards win, right?

Not always. Here’s what the “just take credit cards” crowd misses:

1. Industry expectations - In some industries, not offering terms means not getting the sale
2. Order values - 2.9% of a $10,000 order is $290. That adds up.
3. Customer type - Established B2B buyers expect terms. Requiring credit cards signals “retail operation.”
4. Competitive pressure - If your competitors offer Net 30, you may need to match

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When Net Terms Are Expected (Not Optional)

In certain verticals, payment terms are table stakes. Not offering them means losing deals.

Industry Breakdown

Industry	Standard Terms	Why
Manufacturing/Industrial	Net 30-60	Large orders, long production cycles, established B2B practice
Apparel/Fashion Wholesale	Net 30-60	Retailers need to sell goods before paying for them
Food & Beverage	Net 30-90	After trust is established; new accounts often start COD
Construction/Heavy Equipment	Net 60-90	Project-based payments, long delivery/installation cycles
Pet Supplies	Net 30	Standard wholesale distribution practice
Professional Services	Net 30	Invoicing after service delivery is universal

Signs Your Industry Expects Terms

• Competitors offer them - Check what other suppliers in your space do
• Customers ask for them - “Do you offer Net 30?” is a common first question
• Large buyers require them - Retailers, restaurants, and distributors often mandate terms
• Purchase orders are common - PO-based ordering implies invoicing, not immediate payment

Real talk: If you’re selling to retailers, restaurants, or other businesses that resell your products, they likely need payment terms to manage their own cash flow. They buy inventory → sell it → pay you. That cycle doesn’t work with upfront credit card payment.

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When Credit Cards Make More Sense

Net terms aren’t universally better. Here’s when sticking with credit cards is the right call:

1. Small Order Values

The break-even calculation:

If your average wholesale order is $500:

• Credit card fee: $500 × 2.9% = $14.50
• Net terms admin cost: 15-30 minutes of invoicing, tracking, follow-up
• At $50/hour opportunity cost: $12.50-$25.00

For orders under ~$1,000, the administrative overhead of net terms can exceed the card processing fee.

Threshold: Consider net terms when average order value exceeds $1,500-2,000.

2. New/Unknown Customers

Net terms are credit. You’re lending money to customers by letting them pay later.

Would you lend $5,000 to a stranger? That’s what offering Net 30 on a first order is.

Best practice:

• New customers: Credit card or COD only
• 2-3 orders paid on time: Offer Net 15
• 6+ months relationship: Consider Net 30

Exception: If the customer is an established business with verifiable credit history (check with credit bureaus, ask for trade references), you might extend terms faster.

3. Fast-Turnover Products

If your products have retail-adjacent characteristics:

• Low margins (under 30%)
• High volume, small orders
• Impulse/convenience purchases
• DTC-adjacent channels

Credit cards may be simpler. The overhead of invoicing and tracking doesn’t justify the fee savings.

4. Low-Margin Businesses

The bad debt math:

If your gross margin is 20% and bad debt averages 8%:

• For every $100 in sales, you keep $20 gross profit
• 8% bad debt costs you $8
• Net margin impact: 40% of your gross profit gone to bad debt

High-margin businesses (50%+) can absorb occasional bad debt. Low-margin operations cannot.

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The Hidden Math of Payment Terms

Early Payment Discounts Are Expensive

“2/10 Net 30” means: 2% discount if paid within 10 days, otherwise full payment in 30 days.

Hidden cost: This is 36% APR.

• You’re “paying” 2% for 20 extra days of cash (day 10 → day 30)
• 2% ÷ 20 days × 365 days = 36.5% annualized

If you’re offering early payment discounts, you’re paying more than a credit card would cost.

The Real Cost of Late Payments

Industry data shows 55% of B2B invoices are paid late. What does this actually cost?

Example: 100 invoices at $2,000 each = $200,000 outstanding

Scenario	Cash Flow Impact
All pay on time (Day 30)	$200,000 available Day 30
55% pay late (avg Day 45)	$110,000 delayed 15+ days
10% pay very late (Day 60+)	$20,000 delayed 30+ days
8% become bad debt	$16,000 never collected

Total impact:

• Delayed cash flow: $130,000 for an average of 20 extra days
• Lost revenue: $16,000 (8% bad debt)
• Collection time: 10-20 hours/month at $50/hour = $500-1,000/month

Annual cost: $16,000 bad debt + $6,000-12,000 collection labor = $22,000-28,000/year

Compare to credit cards:

• $200,000 × 12 months × 2.9% = $69,600/year

In this example, net terms save ~$40,000/year even with bad debt and collection costs.

But the calculation changes with:

• Higher bad debt (risky customers)
• Lower order values (more invoices to manage)
• Less staff time available (owner doing collections)

Cash Flow Impact

Don’t forget: Net 30 means your money is locked up for 30+ days.

Can you afford to wait?

Questions to ask:

• Do you have 60-90 days of operating cash reserves?
• Can you cover payroll while waiting for invoice payment?
• Do your suppliers require COD, or do they offer you terms too?

If you’re cash-constrained, extending terms to customers while paying your own bills upfront creates dangerous gaps.

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Decision Framework

The Quick Test

Answer these five questions:

1. What’s your average wholesale order value?

• Under $1,000 → Lean toward credit cards
• $1,000-5,000 → Either works, depends on other factors
• Over $5,000 → Lean toward net terms

2. What do your competitors offer?

• No one offers terms → Credit cards fine
• Mixed → Your choice (terms can be competitive advantage)
• Everyone offers terms → You probably need to match

3. What’s your gross margin?

• Under 25% → Credit cards (can’t absorb bad debt)
• 25-40% → Either, with careful customer vetting
• Over 40% → Net terms more viable

4. How many wholesale customers do you have?

• Under 10 → Manual tracking works, either approach viable
• 10-50 → Need basic systems (spreadsheet or app)
• Over 50 → Need proper invoicing/AR software

5. Do your customers expect terms?

• They ask for Net 30 → Strong signal you need to offer
• They pay by card without complaint → Credit cards working fine
• They negotiate → Terms are expected in your industry

Decision Matrix

Scenario	Recommendation
High AOV ($5K+), established customers, industry expects it	Net 30-60
Medium AOV ($1-5K), mix of new/established, competitive pressure	Tiered: COD → Net 15 → Net 30
Low AOV (under $1K), new customers, retail-adjacent	Credit cards
High margin, cash reserves, want competitive advantage	Offer terms as differentiator
Low margin, cash-tight, owner handling all admin	Credit cards

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The Tiered Implementation Approach

If you decide to offer terms, don’t offer Net 30 to everyone immediately.

Start Conservative

Customer Status	Terms	Why
New customer (first order)	Credit card or COD	No credit history with you
2-3 orders, paid on time	Net 15	Earned short-term credit
6+ months, consistent payment	Net 30	Proven reliable
Large strategic accounts	Net 30-60 (negotiated)	Worth the risk for the volume

Establish Credit Limits

Even for approved customers, set limits:

• Small accounts: $2,500 credit limit
• Medium accounts: $10,000 credit limit
• Large accounts: $25,000+ (with credit check)

If a customer’s outstanding balance exceeds their limit, require payment on existing invoices before shipping new orders.

What to Track

At minimum, track:

• Invoice number, date, amount, due date
• Days outstanding (0-30, 30-60, 60-90, 90+)
• Payment received date
• Outstanding balance per customer

This can be a spreadsheet for <20 customers. Beyond that, use accounting software (QuickBooks, Xero) or a wholesale app with AR tracking.

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Ready to Implement?

If you’ve decided net terms make sense for your business, the next step is implementation.

We’ve written a comprehensive guide: Adding Net 30 Payment Terms to Shopify Wholesale

It covers:

• 5 approaches from manual (free) to fully automated
• Step-by-step setup for each approach
• Cost breakdowns so you can choose the right level
• When to upgrade to the next level

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What We’re Building

After implementing payment terms for 7 merchants, we’ve packaged the system into effizient Wholesale:

Features built for this problem:

• Customer-specific payment terms (Net 15/30/60 per customer)
• Automatic invoice generation on order placement
• AR tracking dashboard (who owes what, aging report)
• Payment reminders (coming soon)
• Works on all Shopify plans (no Plus required)

Pricing: $39/month (everything included, 14-day free trial)

Start free trial

Book a call

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The Bottom Line

Net terms aren’t universally better or worse than credit cards. They’re a tool that makes sense in specific situations:

• ✅ Large order values where 2.9% adds up
• ✅ Industries where terms are expected
• ✅ Established customers with proven payment history
• ✅ Businesses with cash reserves to float receivables
• ✅ Competitive situations where terms win deals

And they’re not worth it when:

• ❌ Small order values (admin cost > card fee)
• ❌ New/unknown customers (lending to strangers)
• ❌ Low margins (can’t absorb bad debt)
• ❌ Cash-tight operations (can’t wait 30+ days for payment)
• ❌ Customers don’t ask for them (if it ain’t broke…)

The “I’d rather pay 2.9% than chase payments” crowd isn’t wrong. They’re making a rational choice for their situation.

But if your industry expects terms, your order values justify them, and you have the cash flow to support them—net terms can be a competitive advantage, not just a hassle.

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Questions?

Unsure if net terms make sense for your business? Book a call →

Happy to discuss your specific situation. No sales pitch—just a conversation about what makes sense.

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About the author: Michael Wallbaum has built custom wholesale systems for 7 Shopify merchants since 2019, managing over $2.3M in wholesale revenue. He’s the founder of effizient and creator of effizient Wholesale—a wholesale app for Shopify merchants who’ve outgrown manual processes but don’t need Shopify Plus.