Industry Insights - Retail & E-Commerce

Retail and e-commerce are the fastest-growing segments in B2B trade. This growth is driven by online marketplaces, direct-to-consumer brands, and digitally enabled supply chains. In the U.S., e-commerce now accounts for over 15% of total retail sales [1]. B2B e-commerce is rising even faster, with projections to exceed $2 trillion annually [2].

As a result, more retailers depend on trade credit to fund inventory purchases, manage cash flow, and support rapid growth.

Key Trends in Retail & E-Commerce Credit

Higher Demand for Retail Trade Credit

Surveys show that over 60% of retail suppliers [3] now offer net terms to stay competitive. Retailers increasingly use Net 30, Net 60, or flexible terms to stock inventory before seasonal demand.

Increased Fraud Exposure

Retail and e-commerce face some of the highest fraud rates in B2B sectors. Studies indicate that fraud attempts during online onboarding are up to twice as high as in traditional wholesale or manufacturing settings due to the speed and volume of digital applications [4].

Seasonal Volatility in Payment Behavior

Retail cash flow is highly seasonal. Industry data shows that late payments rise by 20 to 30% after major sales periods [5], such as the holiday season and the back-to-school timeframe, as businesses deal with inventory and returns.

Faster Onboarding Expectations

Retailers want quick credit decisions to keep shelves stocked and listings active. Companies that use automated credit workflows process applications 30 to 50% faster [6] than those that rely on manual reviews. This speed reduces lost sales caused by delays in approvals.

Data-Driven Credit Limits

Retailers have access to tons of volumes of real-time sales and inventory data, yet most credit decisions still rely on static limits and periodic reviews. While more organizations are adopting advanced analytics for risk assessment, the use of raw impactful data to adjust credit exposure remains under construction rather than a widespread norm.

Why This Matters for B2B Sellers

For U.S. suppliers, the growth of retail and e-commerce means:

• More applications to process

• Higher risk of fraud and impersonation

• Greater exposure to seasonal cash flow fluctuations

• A stronger need for automation and monitoring

• Closer cooperation between sales and finance

Retail and e-commerce are not just expanding; they are also changing how credit must be managed. Credit teams that rely solely on manual reviews and static policies face higher risks, slower approvals, and less visibility into exposure.

Bottom Line

Retail and e-commerce are the most rapidly growing segments of B2B trade credit in the U.S., but they also involve higher risks. Companies that incorporate digital credit applications, using industry benchmarks such as automated screening and real-time monitoring, are better positioned to support growth while protecting cash flow.

If you're looking to gain a clearer view of customer-level credit trends, NetNow can assist. Book a demo to see how digital credit applications and reporting tools can automatically reveal industry insights.

[1] https://www.census.gov/retail/mrts/www/data/pdf/ec_current.pdf

[2] https://www.statista.com/statistics/186288/value-of-b2b-e-commerce-sales-in-the-us/

[3] https://nacm.org/credit-managers-index

[4] https://www.clearlypayments.com/blog/fraud-risk-by-industry-in-payments/

[5] https://group.atradius.com/publications/payment-practices-barometer.html

[6] https://www.pymnts.com/tracker/b2b-automation/