Commercial and Enterprise Payments

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    This individual Note Driving Up the Value of Commercial Card Acceptance for Suppliersis available for purchase. This Note is available to members of Mercator Advisory Group’s Commercial and Enterprise Payments Advisory Service. Please be advised that this Note is normally part of a research and advisory service that provides ongoing support throughout the year. As such, this Note contains significant depth of content that is selected for its strategic importance to our members. (For a description of these services, see our Advisory Services section).

    While the Note represents significant analyst time invested, there is no means of our ascertaining if it will fully meet your specific intended purposes. Typically, these Notes form the basis for future discussions with our clients where we are able to fine-tune additional information that we have gathered in the construction of the series of Notes (or locate new information rapidly due to our exclusive focus on gathering information in the payments industry) for specific member needs.

    Unfortunately, in fairness to our paying members, we are not able to offer this level of support for a single Note purchase. We will, however, credit any Research Document purchase against the future purchase price of the service should you become a member within 30 days of purchasing the document.

    The price for individual Note purchases is $1450 per document. 


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Driving Up the Value of Commercial Card Acceptance for Suppliers

Improving suppliers’ knowledge of commercial card benefits aids buyer, supplier, and issuer

New research from Mercator Advisory Group recommends ways to boost commercial card acceptance for business-to-business payments

Corporations, their suppliers, and the banks that issuer commercial cards all stand to gain from commercial card use. The benefits of commercial card acceptance by suppliers have been well publicized—process efficiencies, improved working capital management, strengthened customer relationships, and more. Yet, suppliers are not always happy about accepting cards for business-to-business (B2B) payments. Their reluctance may stem from their lack of knowledge of how to maximize the efficiencies of card acceptance and thereby reduce costs, both hard and soft dollar. Banks that issue commercial cards stand to reap the benefit of increased commercial card processing volumes if they improve the level of knowledge they impart to suppliers, both directly and in collaboration with their corporate clients, which are typically the buying organizations.

Mercator Advisory Group's research note, Driving Up the Value of Commercial Card Acceptance for Suppliers, recommends that issuers inform suppliers of the steps they can take to make commercial cards a win for themselves and their customers. The document presents details on the combination of factors that affects the relative value of commercial card acceptance, including interchange strategies, incremental benefits of electronic accounts payable (EAP) and cash flow impacts for all parties involved.

“There is a tremendous upside to card scheme acceptance, for which banks and buyers hold the keys,” comments Richard Hall, Director of Mercator Advisory Group’s Commercial and Enterprise Payments Advisory Service and principal author of the report.

The research note is 10 pages long and contains 7 exhibits.

Companies mentioned in the document are MasterCard and Visa.

Highlights of the research note include:
  • Differences between supplier-processed and buyer-processed commercial card options

  • Calculations showing how card product and purchase-to-pay process affect value

  • Implications of payment timing