How We Set Up Net 30 Terms and Grew B2B Sales by 200%
Emma Clarke
Account Director
A stationery brand was losing wholesale accounts because they couldn't offer payment terms. We implemented Net 30 through Shopify Plus B2B and grew wholesale revenue by 200% in a year.
A premium stationery brand had 80 wholesale stockists and had been managing trade orders through a manual invoicing process for three years. Their biggest challenge wasn't order volume — it was that they had lost three significant wholesale accounts in six months because they couldn't offer payment terms. Boutique retailers and corporate buyers both expected 30-day invoicing as standard. Without it, the brand simply wasn't in the conversation for larger accounts.
The Challenge with Payment Terms
Offering Net 30 terms isn't simply a checkbox in a payment settings panel. It requires credit assessment, accounts receivable management, late payment processes, and integration with accounting software. Shopify Plus's B2B payment terms feature handles the commerce side; we needed to build the surrounding infrastructure to make it operationally viable.
What We Built
We implemented Shopify Plus B2B with payment terms configured at the Company level. New wholesale accounts were onboarded through a credit application process: the brand collected business details and an estimated monthly order value, and allocated payment terms based on a simple credit scoring model they agreed internally.
- Net 30 terms enabled for approved Company accounts in Shopify Plus
- Xero integration: approved B2B orders automatically created invoices in Xero
- Automated payment reminder emails at 7 days, 3 days, and 1 day before due date
- Overdue account orders automatically placed on hold pending payment
- Monthly aged debtors report generated for the finance team
Account Tiering
We advised the brand to offer Net 30 only to established accounts (trading for over 6 months) and to require prepayment from new accounts for the first two orders. This mitigated bad debt risk while still offering the terms that larger buyers required. Net 60 was offered to three anchor accounts representing the brand's highest-value wholesale relationships.
Results
- Wholesale revenue: +200% year-on-year
- Wholesale account count: 80 → 210
- Three previously lost accounts re-won within Q1
- Bad debt rate: under 0.4% of wholesale revenue (below industry benchmark)
Emma Clarke
Account Director, Flex Commerce
