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Until recently, ACHATMAT’s e-commerce sites were limited to upfront payment via card or bank transfer. But that's not how B2B buyers want to pay. Learn how ACHATMAT has transformed its sales function and smashed its KPIs with digital trade credit.
- Without trade credit, ACHATMAT was struggling with lost opportunities and complex negotiations
- They needed a simple deferred payment solution that would not create back-office complexity
- Hokodo has helped improve key metrics while transforming ACHATMAT’s sales process
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Meet ACHATMAT
For the past 13 years, ACHATMAT has pioneered e-commerce in the B2B sector, with specialised sites such as Achatmat, Direct-cuves and Direct-échafaudage providing an unrivalled online experience.
Managing Director Frédéric Guillotin steers development strategy at ACHATMAT, ensuring that the brand continues to help customers overcome the challenges of sourcing specialist equipment online.
Poor-fit payment methods
Until recently, ACHATMAT’s e-commerce sites were limited to upfront payment via card or bank transfer. But Frédéric was well aware of the friction this caused.
“Business customers, by their very nature, manage cash flows and project cycles that often require them to defer payments. Before Hokodo, our solutions did not meet this fundamental B2B requirement.”
The result? Abandoned baskets, unnecessarily complex negotiations and a reluctance from buyers to finalise large orders. Something needed to change.
Seeking a solution
Frédéric set about looking for a partner that would streamline the customer experience without adding any administrative complexity.
“The aim was to transform payment, often perceived as a constraint, into a genuine lever for customer satisfaction and operational efficiency.”
ACHATMAT conducted an in-depth evaluation of several digital trade credit providers, but ultimately Frédéric had an easy decision on his hands, citing our personalised approach, deep B2B understanding and exemplary responsiveness as key factors for choosing Hokodo.
“Hokodo was there every step of the way, from demonstration to integration, building a relationship of trust that we didn't find with other partners.”
Transforming ACHATMAT’s approach to sales
Integrating Hokodo into ACHATMAT’s e-commerce sites took under four weeks, with Frédéric describing the process as remarkably smooth and efficient.
“We felt fully supported, which enabled a rapid and smooth implementation, minimising the impact on our day-to-day operations.”
Since then, Frédéric has noticed a marked improvement in key metrics including conversion rate and average order value. But digital trade credit is not simply helping ACHATMAT to sell more – it has entirely transformed the team’s approach to sales.
“Hokodo is a powerful selling point, enabling the team to overcome payment objections and close sales more easily, particularly for higher amounts. This has freed up time to concentrate on advice and customer relations, rather than payment constraints.”
“Go ahead with your eyes shut”
In the medium-to-long term, the ACHATMAT team wants to develop their deferred payment options even further, continuing to innovate with Hokodo in order to give buyers the best possible e-commerce experience.
And Frédéric’s advice for other businesses considering working with Hokodo?
“I would say: go ahead with your eyes shut.”
Thank you, Frédéric!
Want to find out how digital trade credit could help supercharge your sales team? Book a call today for a no-pressure chat with one of our payments experts.
