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Companies in France face growing challenges over business-to-business (B2B) customer payments. The worsening payment behaviour of B2B customers is highly likely a reflection of recent shifts in trade credit strategies.
The worsening payment behaviour of B2B customers is highly likely a reflection of recent shifts in trade credit strategies. 40% of businesses in France have relaxed their credit terms aiming to attract and retain clients, boost short-term sales, and prevent loss of market share. This comes with risks in a challenging economic environment and can lead to delayed payments.
Our survey finds that 54% of French companies anticipate a rise in B2B customer insolvencies in the months ahead as the trading landscape becomes increasingly unpredictable with the pressure of US protectionist policies and ever-evolving trade tariffs. The overall expectation across sectors of deteriorating customer credit risk aligns with a negative outlook for Days Sales Outstanding (DSO), which may lead to slower payment collections that directly impacting working capital.
Looking ahead, companies in France expect to face significant business risks. Among the major concerns expressed are protectionist trade policies, rising geopolitical tensions, increasing regulatory burdens, and environmental concerns. These risks are likely to have a lasting impact on financial health, and French firms acknowledge the need to take proactive steps to manage liquidity to stay afloat in the evolving market landscape.
In France, the top three concerns for companies in the coming months are tightening regulatory and compliance demands, geopolitical tensions disrupting trade and supply chains, and the ongoing struggle to attract and retain skilled talent
Agri-food companies currently sell around 40% of their B2B sales on credit, with more firms recently extending trade credit than those tightening or maintaining previous levels. While average payment terms have remained stable, ranging from 30 to 60 days, fewer companies have reported stricter terms than those offering more leniency. B2B customer payment behaviour is mixed, with nearly equal numbers of companies reporting faster, slower, or unchanged settlement speeds. Nevertheless, 42% of B2B invoices are paid late, often due to financial pressures on customers or cash flow constraints. Bad debts affect an average 4% of B2B invoices.
Key industry figures and charts are provided in the report available for download below on this page.
Managing cash flow has become increasingly challenging in the construction sector. With 46% of B2B sales made on credit, more firms have expanded trade credit to support ongoing projects and client relationships, despite increased exposure to customer payment risks. Most businesses are offering longer payment terms, typically ranging from 30 to 60 days. The consequence of the strategy has been a stronger impact of customer late payments and defaults on the sector. Most companies say B2B customers are paying more slowly, with nearly 60% of invoices now overdue. Bad debts are also rising, affecting around 9% of B2B invoices.
Key industry figures and charts are provided in the report available for download below on this page.
Trade credit now makes up 44% of B2B sales in the industry, with more companies expanding credit offerings than limiting them. This shift reflects efforts to stay competitive, but comes at the cost of increased exposure to late payments. Average payment terms, now between 30 and 60 days from invoicing, have lengthened for about half of companies, while customer payment behaviour has worsened. Nearly 55% of B2B invoices are now overdue and bad debts impact an average 8% of invoices. Most companies report longer payment collection times, pushing up Days Sales Outstanding (DSO) and straining cash flow.
Key industry figures and charts are provided in the report available for download below on this page.
For a complete overview of the 2025 survey results for France, download the full report available in the related documents section below.
To explore more on how these insights can strengthen your own credit risk strategy, speak with us at Atradius to see how we can help you stay ahead.
