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B2B diamond marketplace Nivoda on how B2B buy now pay later helped them with their global expansion and growth
Goal
Region
Worldwide
Industry
Jewellery
The Challenge
Nivoda were trying to manage credit internally, which led to low functionality, high interest rates and limited geographic coverage
The Solution
Embedded payments and credit with Kriya Payments
Nivoda’s transforming the diamond industry with embedded credit
B2B diamond marketplace Nivoda is transforming the jewellery industry. And embedded credit with Kriya is helping to speed them along the way. Read on to learn how offering credit at checkout with Kriya helped accelerate their growth.
Nivoda has a simple mission – build a trusted global marketplace for the jewellery industry. Since their launch in 2017, they’ve built a team of over 200+ operators around the world with a wealth of experience in the industry. This helped them build an award-winning solution that enables jewellery businesses of any size, in any location, to buy and sell diamonds in the most profitable, efficient and hassle-free way.
The diamond industry is highly fragmented, which makes Nivoda’s marketplace solution so effective. Their customers include brick and mortar shops, manufacturers, private jewellers and wholesalers, who otherwise have low visibility on the breadth of diamonds available to purchase. Nivoda stands out from the competition with an astounding 1.6 million natural, lab-grown and melee diamonds available on their website.
Why the need for embedded credit?
Nivoda knew trade credit was key to conquering the jewellery industry. The majority of their buyers make sporadic purchases at very high values, which they then have to sell on to the end customer. This results in cash flow gaps and a lot of uncertainty.
In early 2022, they had a facility from one of their stakeholders to fund payment terms for their buyers who are a part of The Organisation for Economic Co-operation and Development (OECD). They provided 30 day payment terms to some of their customers via a trade credit insurance provider, but that option came with limited coverage and high interest for terms longer than 30 days. On the supplier side, they usually got paid after 2-3 weeks which proved challenging to some.
Nivoda was looking for a sustainable, long-term credit solution. They were deciding whether to raise facilities on their balance sheet or partner with an embedded finance partner such as Kriya. Building custom solutions however, is a challenging and resource-heavy undertaking and Nivoda decided that partnering with Kriya was the way to go.
Introducing embedded credit with Kriya Payments
Marilyn Monroe believes that diamonds are a girl's best friend, but we know that embedded finance is a diamond marketplace’s best friend. Nivoda chose Kriya’s B2B buy now pay later solution - Kriya Payments and has been a customer since June 2022. Kriya allowed for the flexibility and wide coverage Nivoda needed. We now support Nivoda customers in a variety of countries – UK, US, Ireland, France, Italy, Belgium, Germany, Spain and Netherlands.
"The partnership between Nivoda and Kriya is rooted in a shared obsession about how good the diamond purchasing experience can be. Regardless of how brick-and-mortar retailers or online stores currently operate - in a high-value industry, they are all looking for ways to boost cash flow whilst maximising sales - and for partners who can make this happen. Our driving ambition is to be there for them. Together we have worked hard on developing a unique payment solution that helps customers tap 30 or 60-day credit where and when they need it. To drive sales, build loyalty and make things easier." - David Sutton, Founder and CEO
Nivoda’s growth
Since the launch of credit Nivoda has seen a monthly average 14.6% increase in orders and quarterly 24% increase in customer numbers. Additionally their existing customers spend 11% more quarter on quarter. And they’re only set to grow – introducing Kriya Payments to their biggest market, Australia, in early 2023.
“Being able to offer credit has helped our customers manage their working capital. Nivoda enables zero inventory business models, combining that with credit allows small and mid-sized retailers to not have to invest in inventory at all and pay for procurement after their customers have paid them. Being able to buy on credit reduces the amount of payments and makes it easier to purchase from Nivoda. As a result, customers appreciate our service even more, as evidenced by higher repeat purchase and retention levels for customers that make use of Nivoda credit.” - Bas Lustenhouwer, CFO
Hear it from Nivoda
Andre Woons, CTO and Co-Founder, and James Morgan, CPO, were guests of honour at our Company Day 2022. So of course we had to snatch them up for a quick exclusive interview. Check out the video below to learn more about Nivoda and what the future has in store for them.
Interested in offering embedded finance?
Are you a B2B eCommerce store and would like to offer flexible payment options to your customers? Get in touch and keep business flowing brilliantly!
“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
1
The buyer places a wholesale order with Halfords
2
Halfords onboard the buyer into Kriya’s Merchant Portal
3
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.”
B2B Payments to boost your growth
To learn more about our payments and digital trade credit solutions book a call with us today.
“Being able to offer credit has helped our customers manage their working capital and buy more. As a result, customers appreciate our service even more, as evidenced by higher repeat purchase and retention levels for customers that make use of Nivoda credit.”
Bas Lustenhouwer
CFO
|
Nivoda
Challenge
Nivoda were trying to manage credit internally, which led to low functionality, high interest rates and limited geographic coverage
Solution
Embedded payments and credit with Kriya Payments
Nivoda’s transforming the diamond industry with embedded credit
B2B diamond marketplace Nivoda is transforming the jewellery industry. And embedded credit with Kriya is helping to speed them along the way. Read on to learn how offering credit at checkout with Kriya helped accelerate their growth.
Nivoda has a simple mission – build a trusted global marketplace for the jewellery industry. Since their launch in 2017, they’ve built a team of over 200+ operators around the world with a wealth of experience in the industry. This helped them build an award-winning solution that enables jewellery businesses of any size, in any location, to buy and sell diamonds in the most profitable, efficient and hassle-free way.
The diamond industry is highly fragmented, which makes Nivoda’s marketplace solution so effective. Their customers include brick and mortar shops, manufacturers, private jewellers and wholesalers, who otherwise have low visibility on the breadth of diamonds available to purchase. Nivoda stands out from the competition with an astounding 1.6 million natural, lab-grown and melee diamonds available on their website.
Why the need for embedded credit?
Nivoda knew trade credit was key to conquering the jewellery industry. The majority of their buyers make sporadic purchases at very high values, which they then have to sell on to the end customer. This results in cash flow gaps and a lot of uncertainty.
In early 2022, they had a facility from one of their stakeholders to fund payment terms for their buyers who are a part of The Organisation for Economic Co-operation and Development (OECD). They provided 30 day payment terms to some of their customers via a trade credit insurance provider, but that option came with limited coverage and high interest for terms longer than 30 days. On the supplier side, they usually got paid after 2-3 weeks which proved challenging to some.
Nivoda was looking for a sustainable, long-term credit solution. They were deciding whether to raise facilities on their balance sheet or partner with an embedded finance partner such as Kriya. Building custom solutions however, is a challenging and resource-heavy undertaking and Nivoda decided that partnering with Kriya was the way to go.
Introducing embedded credit with Kriya Payments
Marilyn Monroe believes that diamonds are a girl's best friend, but we know that embedded finance is a diamond marketplace’s best friend. Nivoda chose Kriya’s B2B buy now pay later solution - Kriya Payments and has been a customer since June 2022. Kriya allowed for the flexibility and wide coverage Nivoda needed. We now support Nivoda customers in a variety of countries – UK, US, Ireland, France, Italy, Belgium, Germany, Spain and Netherlands.
"The partnership between Nivoda and Kriya is rooted in a shared obsession about how good the diamond purchasing experience can be. Regardless of how brick-and-mortar retailers or online stores currently operate - in a high-value industry, they are all looking for ways to boost cash flow whilst maximising sales - and for partners who can make this happen. Our driving ambition is to be there for them. Together we have worked hard on developing a unique payment solution that helps customers tap 30 or 60-day credit where and when they need it. To drive sales, build loyalty and make things easier." - David Sutton, Founder and CEO
Nivoda’s growth
Since the launch of credit Nivoda has seen a monthly average 14.6% increase in orders and quarterly 24% increase in customer numbers. Additionally their existing customers spend 11% more quarter on quarter. And they’re only set to grow – introducing Kriya Payments to their biggest market, Australia, in early 2023.
“Being able to offer credit has helped our customers manage their working capital. Nivoda enables zero inventory business models, combining that with credit allows small and mid-sized retailers to not have to invest in inventory at all and pay for procurement after their customers have paid them. Being able to buy on credit reduces the amount of payments and makes it easier to purchase from Nivoda. As a result, customers appreciate our service even more, as evidenced by higher repeat purchase and retention levels for customers that make use of Nivoda credit.” - Bas Lustenhouwer, CFO
Hear it from Nivoda
Andre Woons, CTO and Co-Founder, and James Morgan, CPO, were guests of honour at our Company Day 2022. So of course we had to snatch them up for a quick exclusive interview. Check out the video below to learn more about Nivoda and what the future has in store for them.
Interested in offering embedded finance?
Are you a B2B eCommerce store and would like to offer flexible payment options to your customers? Get in touch and keep business flowing brilliantly!
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