In today’s B2B landscape, offering equipment financing isn’t just a bonus—it’s a competitive necessity.
Your customers expect it. Your competitors offer it. And if you're not, chances are you're leaving deals on the table.
Whether you sell manufacturing machinery, medical devices, technology systems, or service-based packages, the ability to offer fast, flexible financing is one of the most powerful tools you can have in your sales toolkit.
The good news? Building a financing program that truly works for your customers—and helps you close more deals—is simpler than you might think.
This guide walks you through the essential components of a customer-centric financing strategy, what buyers are really looking for, and how partnering with the right financing provider (like FPG) can make all the difference.
We’re in a moment where expectations have shifted. Business buyers are no longer surprised—or impressed—when vendors offer financing options. They expect it.
Much like consumers anticipate “Buy Now, Pay Later” options at checkout, B2B buyers want frictionless, straightforward financing baked into the sales experience. And in many industries, if you're not providing it, they’ll find a competitor who does.
But offering financing isn’t just about meeting expectations—it’s about removing buying barriers, accelerating decision-making, and boosting your close rates.
Here’s what a well-structured financing program can do for your business:
Done right, equipment financing is more than a payment method—it’s a growth strategy.
The days of clunky paperwork, weeks-long approval timelines, and generic “ask your bank” responses are over.
Today’s B2B buyers are financially savvy, time-strapped, and outcome-driven. When it comes to financing, they want:
Business owners and procurement teams aren’t interested in endless forms or back-and-forth emails. They expect fast credit decisions, easy applications, and electronic document signing. If the process takes more than a few days, you're already losing momentum.
Every business has unique cash flow dynamics. Seasonal swings, growth spurts, and one-off contracts all impact how much a buyer can spend—and when. Customers want repayment terms that reflect their operational realities, not a one-size-fits-all structure.
Buyers don’t want to “figure out” financing later. They want to see the option right in the quote, with clear monthly payment estimates. That makes the purchase feel more achievable—and easier to justify internally.
When financing feels like an obstacle, customers stall. When financing feels like a seamless extension of your sales process, customers move forward.
The most effective financing programs offer customers choices. That doesn’t mean overwhelming them—it means tailoring solutions to their needs.
Here are some financing structures that vendors should consider offering:
From 12 to 60+ months, term flexibility allows customers to choose what works best for their budget and expected ROI timeline.
For businesses with cyclical revenue (like agriculture, HVAC, construction, or tourism), seasonal plans allow for higher payments during busy months and reduced payments during slower periods.
Example: An irrigation equipment distributor offers seasonal terms where farmers pay more from April–September and less the rest of the year—aligning perfectly with harvest cycles.
“Buy now, pay later” is not just for e-commerce. Deferred payment structures let customers acquire equipment today and delay the first payment for 60–90 days.
This is especially effective when:
These plans allow payments to increase or decrease over time, matching expected growth or declining usage.
Example: A med spa purchasing new laser treatment equipment may use a step-up plan, starting with low payments until their new services gain traction.
Customization is key. That’s where a financing partner like FPG comes in—with flexible structures designed around real business needs.
Even with a solid program in place, some buyers may hesitate. That’s natural. Your sales team should be ready to address objections with confidence and clarity.
Here are a few common concerns—and how to respond:
️ “Financing actually preserves your capital, so you can continue investing in your business while still getting the equipment you need. Plus, many businesses are able to write off financed equipment under Section 179—offsetting much of the cost.”
️ “We work with a financing partner that understands small businesses. They consider more than just credit scores and offer a range of solutions—even for non-traditional credit profiles.”
️ “Waiting could actually cost more in lost productivity or missed opportunities. Financing lets you use the equipment now—and start generating ROI immediately—without tying up your cash flow.”
Use phrases like:
This normalizes financing and frames it as a smart, strategic decision—not a last resort.
Building a financing program shouldn’t feel like building a bank. That’s why FPG works as a true partner, not just a provider.
Here’s how we help vendors like you succeed:
A well-designed financing program doesn’t just help your customers—it transforms your sales process.
It removes friction. Overcomes price objections. Speeds up buying decisions. And ultimately, helps you sell more.
At FPG, we specialize in helping vendors build financing strategies that actually work. We don’t hand you a cookie-cutter program—we help you create one that fits your business, your buyers, and your growth goals.
Partner with FPG to build a customer financing program that fits your business.
Connect with our vendor finance team (603) 696-7076 or apply today
Or view our guide to offering vendor financing.
FPG | Real People. Real Expertise. Real Growth.
Because great equipment is only valuable when customers can say yes.