Why Retailers Lose Known Customers at Checkout—and How to Stop the Bleed
Q&A with Brandon Spear, CEO at TreviPay
RH-Hub: Retailers obsess over consumer checkout friction but often make business customers jump through hoops—credit apps, net terms paperwork, separate portals. Why has B2B buying within retail lagged so far behind the consumer experience, and what finally broke the inertia?
Brandon: Retailers optimize consumer commerce around card transactions. On the B2B side, transactions are more complex, so naturally, it differs from the consumer experience. B2B purchasing revolves around an entire account relationship to include credit decisions, negotiated pricing, purchase approvals, and invoicing requirements. Those responsibilities sit across multiple departments, which adds to the level of complexity. The difference is that buyers stopped accepting the friction as the cost of doing business. Acceptable onboarding time has fallen from 6.7 days to 5.1 days. Buyers are now in a position to evaluate suppliers on the entire buying experience, making the payment process more important and delays less tolerable. The cost of complexity isn’t abstract. Retailers see what’s at stake and are using technology to improve conversion, repeat purchasing, and customer retention.
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