SME Merchants Interview
Questionnaire
SME Introduction and Overview
1. Could you provide an overview of your company?
Company Name: [Your Company Name]
Size: [Number of employees]
Main Industry: [Industry]
Line of Business: [Describe the key products or services]
Client Target: [Key industries or business sizes you target]
Main Countries of Operation: [List the countries]
Main Sales Channels: [e.g., in-store only, e-commerce only, both in-store and e-commerce]
2. What is your role in the company?
Role: [Your Role]
Duration: [How long you have been with the company]
Responsibilities: [Brief description of your responsibilities]
Exposure to Payments: [Your involvement with company payments]
3. Tell us a bit about your company’s operations.
International Revenue Percentage: [Percentage of revenue from international clients]
International Expenses Percentage: [Percentage of expenses linked to international
suppliers/payments]
Sales Process Description: [Briefly describe the sales process and key departments/people
involved]
Main Distribution Channels: [Main channels used for sales, e.g., marketplaces, wholesale
trade channels]
Procurement Process Description: [Briefly describe the procurement process and key
departments/people involved]
Main Procurement Channels: [Channels through which procurement needs are identified]
B2B Expenses
1. What are the main expenses your company bears?
Type of Expense: [e.g., payroll, rent, utilities, transportation]
Estimate Value: [Estimated value of the expenses]
% over Total Expenses: [Percentage these expenses represent over the total expenses]
% Domestic: [Percentage of expenses that are domestic]
% International: [Percentage of expenses that are international]
Frequency: [How often these expenses occur]
Example:
Type of Expense: Payroll
Estimate Value: [Value]
% over Total Expenses: [Percentage]
% Domestic: [Domestic]
% International: [International]
Frequency: Monthly
2. Top 10 Suppliers and their Relative Weights:
Supplier 1: [Weight over total expenses]
Supplier 2: [Weight over total expenses]
...
Supplier 10: [Weight over total expenses]
3. Strategy for Days Payable Outstanding and Access to Credit:
Strategy: [Describe your strategy]
Access to Credit: [Describe if you have access to credit]
4. Key Expenses at Market Level:
Type of Expense: [e.g., payroll, rent]
Estimate Value: [Value]
% over Total Expenses: [Percentage]
% Domestic: [Domestic]
% International: [International]
Frequency: Monthly
Payment Methods and Challenges
1. Main Payment Methods for Each Main Expense:
Type of Expense: [e.g., payroll, rent]
Payment Method: [e.g., bank transfer, checks]
Value of Expenses: [Value per year/month]
Preferred Channel and Reason: [Physical or e-commerce, and why]
Channel Split: [Split between channels]
Example:
Type of Expense: Payroll
Payment Method: Bank Transfer
Value of Expenses: [Value]
Preferred Channel and Reason: Physical, more secure
Channel Split: [Percentage]
2. Key Payment Methods in the Market:
Type of Expense: [e.g., payroll, rent]
Payment Method: [e.g., bank transfer, checks]
% over Value of Expenses: [Percentage]
Preferred Channel and Channel Split: [Physical or e-commerce, and split]
Adoption Barriers
1. Barriers Preventing Payment Card Utilization:
Overall Pricing
Pricing Structure
Settlement Period
Fees
Limited Acceptance
Rewards
Key Features Missing
Lack of Education
Fraud
2. Attitude Towards Payment Cards:
Change in Attitude in Last 5 Years: [Describe if your attitude has changed]
Openness to Use Payment Cards: [Would you be open to use payment cards?]
3. Barriers in the Market:
Main Barriers Preventing SME Utilization of Payment Cards: [List and describe barriers]
Distribution Channels
1. Payment Card Providers:
Provider(s)/Issuer(s): [Current providers]
Most Common Providers Among SMEs: [List and market share]
2. Preferred Payment Provider for Payment Cards:
Type of Provider: [e.g., bank, challenger bank, marketplace provider]
Main Drivers of Choice: [Reasons for choosing the provider]
3. Payment Card Acceptance Providers:
POS/mPOS Terminal Provider(s): [Current providers]
Ecommerce Acceptance Provider(s): [Current providers]
Most Common Providers Among SMEs: [List and market share]
4. Preferred Payments Provider for Card Acceptance Services:
Type of Provider: [e.g., bank, challenger bank, marketplace provider]
Main Drivers of Choice: [Reasons for choosing the provider]