How Grass & Co. doubled their business with flexible invoice financing
Grass & Co., founded in 2019 by brothers Ben and Tom Grass, aimed high from the beginning. The company set out to develop high-quality, botanical, and vitamin-enriched products, soon building an award-winning wellness brand. Initially a direct-to-consumer (D2C) model, Grass & Co. pivoted to retail, gaining listings among household name food specialists and grocery stores, including Holland & Barrett, Ocado, Whole Foods Market, Sainsbury’s and Amazon.
With scale came new challenges, however. Discover how easy access to finance with Kriya helped them not only overcome these, but double their turnover.
The Opportunity and the Challenge
The launch of the Mushrooms range marked a significant milestone for Grass & Co. It wasn't just a product introduction; it was the creation of an entirely new category for the business. This is a fast growing market globally and one that Grass & Co. had an opportunity to capitalise on in the UK.
- Securing an exclusive launch with Holland & Barrett was a huge opening for growth, with the new product creating interest from other partners.
- It quickly became evident that orders were going to exceed forecasts.
- This additional demand put pressure on the business’s available cash reserves, with the need to finance additional stock and maintain availability for their commercial partners.
To scale in line with the market available, Grass & Co. needed a fast, flexible financing solution to manage this growth phase without depleting their operational funds.
“If we hadn’t been able to meet the exceptional demand for our new Mushrooms range, it would have significantly limited the impact of the launch and slowed our growth this year. “ - Ben Grass, Co-Founder, Grass & Co.
Securing supply pipeline with flexible finance
In searching for a solution, Grass & Co. connected with Kriya, having worked with the business previously.
Kriya’s invoice financing service offered clarity and simplicity in its fee structure, essential for a fast-scaling business like Grass & Co. This partnership provided the necessary working capital to finance their mushroom range, ensuring a continuous supply of products for their expanding market in the UK and beyond.
“Partnering with Kriya to support this launch has undoubtedly contributed to our operational efficiency. It has enabled us to focus on securing new revenue streams by securing key retail accounts and expanding into new international territories.” - Ben Grass, Co-Founder, Grass & Co.
Expanding the Grass & Co. footprint
Kriya’s approach to invoice financing offered Grass & Co. the agility to respond to escalating market demands rapidly. By financing their invoices through Kriya, they could unlock cash tied up in deliveries to make new orders for their partners. With the ability to access cash on demand, they were able to scale operations and expand their product range to meet retailer and consumer demand efficiently.
- Rapid growth: With Kriya's financial support, Grass & Co. is on track to double its turnover in the 2023/2024 period.
- Scaling partnerships: The successful launch of the Mushrooms range has not only solidified existing retail partnerships but also opened new ones.
- Operational efficiency: The ability to swiftly grow order volumes, has enabled them to deliver consistent service and availability to their key partners.
With Kriya, Grass & Co. has been able to fulfil demand for new product lines, providing us with a springboard for future growth. We continue to value their services as we rapidly scale our brand. - Ben Grass, Co-Founder, Grass & Co.
Building a partnership for growth
The strategic partnership between Grass & Co. and Kriya is built on trust and support, with Kriya’s account managers serving as an extension of their own team. Kriya’s ability to adapt in response to Grass & Co. evolving needs has enabled Grass & Co. to focus on what they do best – developing and marketing top-tier wellness products for their growing audience.
In 2023, they have achieved:
- The introduction of 14 new products across various ranges, including the groundbreaking Mushrooms line, which is now the top brand of its kind in the UK.
- Recognition from industry leaders, including Best Supplier and Community Engagement Awards from Holland & Barrett.
- Grass & Co.'s products are now available in over 1500 stores across the UK.
In the fast-moving wellness market, Grass & Co. have proven their ability to spot new opportunities and create products that meet and surpass the demands of consumers. With the ability to access flexible finance based on their performance, the team are ideally placed to expand and build stronger relationships with partners and consumers, for the wellness of all.
“We expect our B2B revenues to double as a result of providing Kriya’s flexible payment terms to our trade and business buyers.”
Stuart Zissman, Head of Financial Services
Halfords is the UK’s leading provider of motoring and cycling services and products. Its customers shop across over 1,750 fixed and mobile locations including, Halfords stores and garages, as well as its website, halfords.com.
Today, around a quarter of Halfords turnover is business-to-business. They sell to organisations of all sizes including SME businesses, garages, and workshops, offering discounts on automotive parts and tools with their Trade Card, as well as directly to larger commercial and government customers that buy in bulk.
However, like many well-established enterprises, Halfords found its future growth was challenged by the legacy processes of its past. Find out how they’ve teamed up with Kriya to remove the friction from their B2B commerce.
Halford's challenges
“The exam question” says Halfords’ Head of Financial Services, Stuart Zissman, “was how do we make selling to business and trade buyers less labour-intensive?” Having already overseen a successful consumer finance proposition at Halfords, it was clear to Zissman that their B2B offering had potential to grow by introducing a simple and effective credit solution.
1. B2B buyers expect payments terms
“All successful B2B propositions have some sort of financial support” Zissman explains. Whether large or small, Halfords’ business buyers want to be invoiced on payment terms. This is especially beneficial for garages and workshops, which thrive on efficient working capital cycles, allowing them to source parts upfront and defer payment until they have received compensation for their services.
Halfords recognised the opportunity to enhance their offerings by providing scalable trade credit, which was previously untapped. As Zissman says, "offering payments completes the circle."
2. Manual, unscalable processes were holding back growth
Halfords' hands-on approach to B2B processes presented an opportunity for greater scalability and growth. Wholesale orders, managed via account managers, involved manual quotes and purchase orders, which added complexity.
“We’d like to say yes to every single customer that wants to order from us,” says Head of Trade Card, Chris Millan. However, processing these detailed orders for existing buyers took time, limiting the retailer's ability to proactively attract new business and expand their account base.
What Halfords sought was a way to make their B2B offering more accessible and achieve a better economy of scale.
“We work with sole traders, business customers and government entities. Kriya is the only supplier that could support all three.”
Chris Millan, Head of Trade Card
The search for a solution
Recognising the need for change, Halfords set out to find a way to modernise its B2B offering. With Kriya's 12-year track record and willingness to collaborate on a solution for their unique requirements struck a chord with Halfords.
A solution for all B2B buyers
Halfords has a diverse buyer base and needed B2B payment terms that could be offered to limited companies, government entities and sole traders.
Multichannel
With trade customers already purchasing online and in-store, Halfords needed a solution to offer payment terms holistically across their sales channels.
Risk expertise
With their focus on Motoring and Cycling, Halfords sought a partner with strong expertise in finance and payments, including robust credit and fraud detection capabilities, to help onboard their buyers.
“We are experts in motoring and cycling, and to ensure exceptional service for our customers, we decided to partner with Kriya, specialists in B2B payments and lending decisions.” Stuart Zissman, Head of Financial Services
The B2B vision
Halfords partnered with Kriya to transform their B2B offering. By integrating Kriya PayLater with their Trade Card, the retailer is combining trade discounts for B2B buyers with the ability to pay on account for online and in-store orders.
Adopting an eCommerce-first model has a number of advantages. Firstly, providing online buyers with highly-demanded payment terms expands the businesses they can sell to. Secondly, much of their offline business can be shifted to a self-serve, online checkout. Not only does this provide a smoother buyer experience, it also frees up the Halfords team to focus on the customers where their expertise has the most impact.
The near-infinite scalability of the Kriya solution means Halfords can not only improve their overall B2B customer proposition and experience, but they can also see financial benefits through the partnership too.
“Offering trade credit through payments makes it much slicker. It’s something buyers are familiar with from the consumer world.”Chris Millan, Head of Trade Card
Wholesale change
Halfords have kicked off their payments transformation with their wholesale offering.
Business buyers come to the Halfords wholesale team to place bulk orders and request custom details, such as branded bikes and accessories. Before Kriya, this fully offline sales channel required multiple teams and processes to transact each order. This process led to delays and hampered conversion, such as inventory becoming unavailable during the order, or customers purchasing elsewhere.
By streamlining the entire wholesale workflow into Kriya Merchant Portal, Halfords now have a single, automated flow for processing orders.
Wholesale buyers are first onboarded into Merchant Portal. This screens for credit and fraud risk, directly providing their sales team an instant spending limit decision for the buyer. Orders can then be placed on payment terms and invoices are automatically generated for the buyer. Additionally, Kriya assists with credit control by managing payment collections too.
“We needed a way forward that was less hands-on because the whole process was very, very manual.” Chris Millan, Head of Trade Card
How it works
The buyer places a wholesale order with Halfords
Halfords onboard the buyer into Kriya’s Merchant Portal
Payment terms selected and purchase complete. The buyer pays at the end of the following month.
Partnering for growth
Reflecting on the journey so far with Kriya, Zissman says “It’s that personal touch and relationship that makes the difference to the product we’re building together.” For Zissman, it's not simply outsourcing the expertise to a third party. “It’s more like we’re onboarding Kriya into Halfords and by extension they’ve become part of our team”.
There’s a busy roadmap ahead for Halfords and Kriya, with plans to bring the whole multichannel offering to market by the autumn of 2024.
We're very excited about this development,” says Millan. “Introducing payment terms to our Trade offering eliminates barriers that previously slowed us down and unlocks opportunities with a vast number of businesses we haven't historically engaged with.”
