The trick to selling more bill finance is very simple – tune in to the customers and give them what exactly they want. Hence I have placed out below our meaning of what they wish based on the feedback we now have received from the 1000s of potential invoice finance customers that we have spoken to through our brokerage activities: invoice financing services
Flexible contracts – customers tend to be put off by extended contract periods and long periods of notice of termination. They act in response to very short end of contract periods, so that they are not tied in if they choose to leave. In practice they rarely leave anyway, when they do, they want an easy, simplified copy process to support them in moving providers.
Decrease cost version of monthly bill discounting – many customers are comparing the expense of account discounting with an overdraft or loan. A low cost version of monthly bill discounting would permit account discounters to recruit huge numbers of customers that may otherwise use an overdraft or loan. Whilst the argument that “invoice discounting releases more funding than overdraft” is often true, the retail price premium often makes it unattractive to the customer.
Widen the charges differential between factoring & invoice discounting – trying to doesn’t sufficiently indicate the significantly lower work load for the invoice discounter that the customer thinks invoice discounting to require.
Separate funding from credit limits – increasingly the funding given against borrowers has become from the credit limit (for bad debt protection limit) that can be written on the debtor. This forbids many customers by using invoice finance, as credit limits in the current climate are usually insufficient to release enough funding.
Tiny business pricing – for the smallest of businesses i. e. those turning over lower than? 150K pennsylvania, even minimum service charges of? 3K per year are hard to manage. A lower cost model for the smallest businesses would open up a sizable segment of the market.
No premium for discerning products – some customers are considering selective account finance where they can select certain debtors to receive funding against alternatively than their whole journal. A few financiers will allow yet it is often charged at reduced which puts customers off.
Modular pricing – customers appear to like the idea that they pay for a core service e. g. funding and they can bolt on further services, occasionally for just the short term, for example collections support.
Remove hidden charges – customers are often postpone by the perception that there will be unpredicted “hidden charges” – this could be addressed by simplifying the pricing way. Many customers find an “all inclusive” rate attractive.
They are some of the issues that are limitations to customers buying financing and invoice discounting products. Hence they are somewhat in charge of the overall anxiété of invoice financing customer numbers.
Some of these ideas may well not be palatable from an invoice financing company’s perspective however these are the things that customers seem to be to want. If the factoring and invoice discounting companies could address some or all these issues it would lead to a dramatic development of the invoice financing market.