Oaan Energy Renovation is a hypergrowth Greentech founded in 2014 by Mathieu Guéret. It produces and finances energy efficiency work in agriculture, industry and construction by relying on the Energy Savings Certificates (EEC) scheme.

Frédéric, pould you introduce your company and the context that led you to study Reverse PME®?

Faced with the challenges of climate change, decarbonization is an objective to be achieved collectively, whether you are an individual, a company or an institution. This means improving the energy performance of buildings (residential and professional) and of industrial and agricultural activities.

At Oaan Energy Retrofit, our mission is to build a measurable, reliable and secure energy efficiency ecosystem. Our ambition is to become a reference in energy performance.

We ensure that our renovation work is an active and real part of the energy transition and the achievement of decarbonization goals.

Our teams accompany each step of the work: from energy diagnosis to the realization by our network of demanding and environmentally friendly craftsmen, but also the financing of the aids, in order to guarantee the energy benefits, and this in all confidence.

Learn more about Oaan Energy Retrofit here

The DNA of Oaan Energy Renovation is clearly part of a CSR approach. Do you think that Reverse Factoring contributes to this, and if so, in what way?

In the package of services offered by Oaan Energy Renovation to its network of craftsmen, the regularity and speed of financing is a premium service, reserved for our best partners who are evaluated at two levels: a KYC and a regular measurement of their operational excellence.

The common benefit is a better stability of the customer/supplier relationship with a regularity of the supply flow, and a precise timing of payments to building professionals.

In this sense, Reverse Factoring contributes to making Oaan Energy Renovation an extended company that embraces the actors of energy renovation.

Ultimately, we are pooling human skills, material resources and the fluid circulation of financial flows to promote a more sustainable life, for our environment as well as for our well-being. Reverse Factoring enables the proper circulation of financial energy within our ecosystem and thus feeds our CSR approach.

In your experience with Reverse PME®, what are your sources of satisfaction and what aspects could be improved?

The enrollment process can be improved from a contracting perspective. In the digital age and when offering speed and agility, it is good to generalize the electronic signature and have several payment sessions per week.

However, we know from experience that ACFI listens to the needs of small and medium-sized companies to make things more fluid and to improve its already very pragmatic customer service in order to make Reverse Factoring, which until recently was only available to large companies, accessible.

Thank you very much, Frédéric, for sharing your experience!

Delta Assurances, an independent insurance broker, entrusted ACFI Group to assist its client Laudevco in the structuring and management of its Reverse Factoring program.
Laudevco is a French company specialized in the distribution of heating systems to a network of professional installers.

Photo of Véronique Cézard, Delta Insurance Sales ManagerVéronique, you are the Sales Manager of Delta InsuranceCan you tell us about your activity and more specifically your role in the financing of companies?

Delta Assurances is an insurance brokerage firm with over 100 years of experience. We advise and develop insurance programs for our clients in social protection, corporate risks and financial risks. In 2022, we are ranked as the 18th French generalist broker and the3rd broker in financial risks.

Since my arrival at Delta Assurances almost 5 years ago, I have been developing the accompaniment of our customers on their financing needs. Our activity allows us to access all the offers of the market. Thus, we can save time and money to our customers.

You recently decided to offer Reverse Factoring to your clients. What were your motivations for offering them this still very confidential financing service?

Coming from the world of finance, I always thought that this supplier financing offer was, wrongly, reserved for a restricted category of companies. Then, I found partners who intervene on the SME perimeter. I think it is an ideal complement to bank financing, which also has an extraordinary power to build loyalty between a company and its suppliers. For all these reasons, my team and I offer it as soon as we have the opportunity.

Learn more about Delta Insurance's Reverse Factoring offer here

You use ACFI Group's services for the management of your clients' Reverse Factoring programs. Can you tell us why you made this decision, what potentially held you back and what conclusion you have reached today?

ACFI Group's services allow us to integrate suppliers into a Reverse Factoring program more quickly. This is a major advantage, considering that the difficulty of enrolling suppliers in a Reverse Factoring program is often the main cause of its failure.

Initially, I was hesitant to include an additional player in the financial institution. Today I am totally convinced that this is one of the conditions for a successful Reverse program.

Finally, how do you see the Reverse Factoring market in a few years and what role does Delta Insurance intend to play in this market?

 Like the rapidly expanding factoring market, Reverse Factoring should become an additional and indispensable tool for financing companies' working capital, in addition to bank loans.

Delta Assurances, a forerunner in this approach of accompanying its clients and prospects, of Reverse Factoring, wishes to increase its influence.

Photo by Rodolphe Lelay, Delta Insurance Customer ManagerRodolphe, before joining Delta Assurances as Client Director, you were familiar with Reverse Factoring for large accounts. You recently experimented with an approach dedicated to SMEs and ETIs. Can you give us your feedback on the differences, advantages or disadvantages compared to what you knew before?

The study of a program is carried out with the same approach in both cases, focused on securing product supplies and the serenity of relations with suppliers, in particular through the guarantee of payment of their invoices.

Our approach is more agile in the SME/ETI area. We structure a tailor-made program in a short timeframe, allowing for rapid decision-making. The reactivity with which we build the offer remains a considerable advantage, compared to a longer and more complex retro planning for large accounts.

Our facilitating approach does not exclude the point of attention that we must have and particularly in this unstable context: the ability to find the line of guarantee on the principal. Our role as experts is to provide, in an exhaustive manner, the essential information for the decision making of our partners (insurance companies and financial institutions).

William, you are a founding partner of the company Laudevco. Can you introduce us to your company?

Laudevco is a national actor specialized in the distribution of biomass heating solutions to professionals. We distribute stoves, inserts, stoves and boilers for wood pellets and wood. We also supply hydraulic accessories and flue pipes to enable the implementation of complete installations. Finally, we guarantee the availability of spare parts for the appliances and brands we distribute.

We want to position digital technology at the heart of our offers to our customers, in order to simplify processes and save time. This is a real asset for our customer relations and for our team of 10 field sales people and our support teams.

When Rodolphe told you about a Reverse Factoring offer for SMEs, what was your first reaction and your questions?

We had heard about Reverse Factoring but we thought that this solution was only for large groups and SMEs. We were not aware of this solution dedicated to SMEs and therefore we did not think we were eligible for this tool. Following the presentation by Rodolphe and the ACFI team, we immediately understood the potential of this tool for financing our growth.

And you, Rodolphe, why did you decide to present this solution to your client Laudevco?

In view of the company's excellent growth prospects, the structuring of services and the securing of supplier relations as well as the working capital became necessary. This is how the collaboration between Laudevco and Delta assurances was born 18 months ago.

Thanks to the program we set up, Laudevco has bet on its future and the security of its purchases. The initial investment allowed them to obtain an exclusive contract for France with one of its suppliers.

William, as a manager, can you give us a first feedback on your program? And you, Rodolphe, what are your reasons for satisfaction and what could be improved according to you?

Rodolphe: Thanks to the project team that we were able to federate, we were able to find the best solution for the company within a short timeframe set by Laudevco's management. The guarantee agreement obtained was essential for the management's negotiations with the supplier.

This reactivity is due to the constructive exchanges and collaboration that allowed the project to move forward with a common vision and aligned objectives. 

William: We are also very satisfied with the tool and its day-to-day operation, particularly thanks to the support of the ACFI teams. The computer interface is very ergonomic.

However, it took longer to set up because we work with suppliers based abroad, so we had to explain to them the implementation procedures and the formalities related to the involvement of various partners (ACFI, insurer and funder).

Urios is a partner of ACFI Group in the implementation of guarantees for the Reverse Factoring programs managed by ACFI Group.

Photo by Didier Monteiro, President of UriosDidier Monteiro, you are the President of URIOS. Could you introduce your company to us?

URIOS is a consulting firm and software publisher, specialized in in working capital performance.

We assist companies in develop and secure revenues in France and abroad, accelerate cash inflow and finance working capital.

We have unique know-how in the field of real-time financial analysis of companies. This very high value-added information allows us to offer leading solutions to the market: the solvency study of companies, the guaranteed solvency study which secures the payment of invoices in case of default, and theguaranteed study The "reverse" guarantee study allows the purchasing company to offer a guarantee on itself to its own suppliers.

With a turnover of 14.5 M€, 90 employees and more than 1300 customers, URIOS is a true creator of sustainable growth and a partner for all companies.

Learn more about the URIOS guarantee study here

Exactly, speaking of one of your specialties which is the Reverse Guarantee, you have set up a partnership with ACFI in 2018. Can you tell us what led you to this collaboration?

Reverse Factoring is based on 2 fundamentals: financing and guarantee.

ACFI is the French leader in the structuring and management of Reverse Factoring and URIOS, the major player in reverse guarantee for this target group.

This collaboration is the result of the meeting of 2 complementary "reverse" know-how unseen on the French market. The strength of the ACFI and URIOS alliance is to democratize this innovative financing solution, traditionally reserved for large companies, in order to give room for maneuver to SMEs and ETIs.

Thanks to your tailor-made approach, URIOS has become a key player in the guarantee of Reverse Factoring programs dedicated to SMEs and SMIs. How do you explain such success in this niche market?

The Reverse Factoring has an image of a complex mechanism. The innovation of ACFI and URIOS was to create a "turnkey" solution making it extremely simple for companies and removing all the obstacles.

Decision-makers are convinced by the 3 advantages of Reverse Factoring :

  • Supporting and developing the loyalty of suppliers by offering them secure payment of their invoices
  • Optimization of cash flow management by benefiting from extended repayment terms with the financier
  • The possible negotiation of better purchasing conditions.

4 years after the implementation of the partnership with ACFI, how do you see the future of this offer, in a complex economic and geopolitical context?

Whatever the context, this solution is appreciated by companies that want to strengthen their ties with their partners.tion with their partners. Historically, we have tended to support companies undergoing restructuring that had lost the confidence of their suppliers. Today, the context is getting tougher and Reverse Factoring even companies with a large financial base, because they need to reassure their suppliers and obtain a preferential status.

In a context of inflation, supply difficulties and increased risk of partner default, Reverse Factoring is a powerful lever for securing the supply chain and preserving cash, Reverse Factoring is a powerful lever for securing the supply chain and preserving companies' cash flow.

Founded in 2010, EnergyGo has become a key player in the global energy renovation of individual homes. EnergyGo offers know-how combined with a unique professionalism, legitimized by years of experience in the field.

As part of our desire to support responsible purchasing, we participated in the Webinar "BFR and CSR: Which Strategy for SMEs and SMIs? organised by the CNA (Conseil National des Achats) with the testimony of our client EnergyGo.

Krystel Brassac, CFO of EnergyGo, an expert in global energy renovation, reflects on her experience:

"Following containment, several major changes have impacted our market including: 

  • Important regulatory changes: access to low-cost work for a new category of households
  • Awareness of housing quality

We are in a fast-growing market and at the same time our business model has changed. Historically, we were paid directly by individuals, with no payment delay and the installer was paid within 30 days. With the governmental measures, we receive the subsidies on average with a delay of 3 to 6 months; this has generated a strong increase in our working capital.

Our suppliers are craftsmen, installers, who have experienced the same growth in activity as we have. In order to secure our development, it was important for us to develop their loyalty and to support them in financing this growth. 

We have decided to structure ourselves in order to be able to pay our suppliers quickly and to be able to withstand the delay in payment of grants.

We raised funds to support our growth, but we did not want to take out a traditional loan to cover the payment delays. Our partner, La Banque Postale Leasing & Factoring, presented us with Reverse PME and ACFI Associés in order to respond to this new problem of financing working capital.

Thanks to Reverse Factoring, we have found an important differentiating argument for our craftsmen.

We started the program with two suppliers in order to validate the solution, the costs and the operation. After 3 months of use, we are completely satisfied with the flexibility and simplicity of use.

We have just increased our line to keep an envelope available for our negotiations with new installers or to secure loyal installers who may need our support. Suppliers are paid within a week, with a discount applied to each invoice, so we have found a fair system for all parties involved. We can now control our disbursements, thanks to a simple, adapted and secure tool. It's an agile offer for a growing SME!

ABN AMRO Commercial Finance offers asset-based financing solutions. ABN AMRO Asset Based Finance has offices in the UK, the Netherlands, Germany and France.
ABN AMRO Commercial Finance has been a partner of ACFI Group since its creation, in particular for the implementation and management of Reverse Factoring programs.

Cédric, ABN AMRO positioned itself on the Reverse Factoring offer about a year ago, what motivated this choice? 

In France, ABN AMRO, independent of any banking network, is a challenger in the trade receivables financing market. As such, we are committed to providing our clients and prospects with innovative and differentiated offers. Reverse PME corresponds to this desire and strategy in the mature factoring market. It is a more precise response to the need of SMEs and SMIs to finance and secure their trade receivables.

Reverse Factoring is still a niche financing offer in France. What constraints, both internal and external, did you face in setting up and deploying this offer? 

The main constraint was the need to create an appropriate legal and operational framework. ACFI played a key role not only in the training and support of our staff but also in the implementation of this new offer. 

Now, in collaboration with ACFI, we are working on improving our tools and processes in order to make the management of these programmes even more fluid and to widen our scope of intervention. Yes, there have been constraints, but the fluidity of communication and transparency with our partner has enabled us to successfully complete all the steps. 

Looking back on this first year, what are the keys to success in this positioning? 

In my opinion, the main success factors are transparency and responsiveness on both sides: transparency that allowed ABN AMRO to learn from ACFI's know-how, and vice versa that ACFI was able to understand ABN AMRO's constraints.If we had to talk about a major event in the context of our partnership on Reverse FactoringIf we had to mention a major event in our partnership on Reverse Factoring, I would say that we set up a program with ACFI and an external broker. The dissemination of ACFI's image as a structuring partner in Reverse Factoringand no longer as a competitor broker is a real success. This should enable us to further intensify our activity in this area, by allowing other brokerage firms to offer Reverse Factoring to their clients, while using ACFI's know-how and tools as a service provider.

How do you see the future of the offer, at ABN AMRO but also on the French market?

The Reverse Factoring allows us to enter into contact with companies that are not concerned by factoring. A rebound period such as the one announced today, where real problems of supplier policy management are being raised, allows us to highlight all the advantages of the Reverse Factoring.

Currently, the Reverse Factoring is still a niche, as we are only beginning to set up programs for SMEs. Not all factors want to develop such an offer, since it requires the implementation and development of processes that are not necessarily strategic for the major banking players. But at ABN AMRO, we are convinced that the offer is well-founded and that it should be made more accessible to SMEs. I think that, like confidential factoring, which was originally reserved for large companies and is now offered to SMEs Reverse Factoring will be popularized in the years to come. This is not going to be easy because, unlike factoring, this offer is part of a tripartite relationship with the enrolment of suppliers. This type of relatively technical and innovative tool should not be confined to large companies, but should be democratized by making the processes more fluid while controlling our regulatory aspects: knowledge of the beneficiary of the financing, anti-money laundering, etc.

Our experience proves that Reverse Factoring brings value to our clients who benefit from it. It's up to us to spread our successes and get more credit insurers, who are essential links in this type of financing, to sign up. We'll get there!

Téréva, a Martin Belaysoud Group company, specializes in the supply of and advice on air conditioning, ventilation, heating, plumbing, sanitary and electrical equipment, spare parts, tools and personal protective equipment.

TEREVAdistributor in Electricity, Sanitary and Heating, and MABEOa distributor of protective equipment and industrial supplies, two brands of the Martin Belaysoud GroupGroup, set up a reverse invoicing program with ACFI Associés at the end of 2016. Reverse Factoring for their strategic suppliers.

Bernard Buthod
Group Chief Financial Officer

"The Martin Belaysoud Expansion Group operates in the BtoB distribution sector through its two major brands, Tereva and Mabéo, and in a context of strong development, particularly through external growth. In this context, the optimization of our upstream flows is a very important issue. To this end, we are investing heavily in our supply chain to improve the flow of physical goods with our suppliers, and we are looking for all the solutions that will enable us to process the corresponding financial and administrative flows as efficiently as possible. This is why we worked with ACFI Associés, who were able to convince us of the benefits of reverse factoring and help us implement it, first with Tereva and then with Mabéo. The results:
- greater automation of flow processing and therefore productivity gains
- a privileged relationship with our premium suppliers
- a flexible method of financing, with the possibility of choosing the date of payment to the factor".

Gaëlle Perret
Group Treasury Manager

"As far as cash management is concerned, the impact of such a project is threefold:
- Better visibility on the cash flow forecast insofar as the payment to the financial partner takes place at a date and for an amount known in advance.
- A change in the procedure for establishing cash flow forecasts, especially when this procedure is well established and controlled. This point is, and remains, difficult to grasp, in the context of a gradual increase in the power of the program linked to the enrolment of suppliers.
- It allows us to work closely with departments with which the treasury department is not necessarily accustomed to working. These include the supplier payment department and the DMA (Purchasing Marketing Department). It is therefore a cross-functional and rewarding project to manage.
This structuring project is time-consuming at all stages (preparation, training, start-up/receipt, development). This point must not be neglected when making a decision.
In this project management, the most critical points are:
- the legal/contractual part, with the financial.
- the IT part with the definition of our needs, the study of the current process and its adaptation, the constraints and expectations of the different participants (financial, software editor), and the coordination between all these participants.
- the supplier payment part, which must review its procedures and integrate this new payment method.
It was therefore essential to be accompanied by ACFI Associés who, after having convinced us of the interest of Reverse Factoring, was able to deploy the necessary energy to manage the call for tenders, to structure the program in order to adapt it as well as possible to our processes, to coordinate the various external participants and to remain attentive to the difficulties encountered in order to find the most suitable solutions together.

Dominique Curt
Group Administrative Manager

"With a strong desire to modernize our "tools", the implementation of Reverse Factoring has enabled us to deploy EDI flows with our main suppliers more quickly (orders, AR orders and invoices), a guarantee of speed and reliability of information processing.
The organization of our supplier accounting department had to evolve in order to process their invoices and any disputes as a priority.
We have not encountered any particular difficulties, except in some cases the need to question the logistics platforms on the proper receipt of products, as invoices are sometimes issued when the goods are shipped.
The implementation of the portal allows these suppliers to access the status of their invoices on a daily basis (invoices validated, in dispute, in the process of being paid). This gives them full visibility of their account in our accounting system, which means a lower level of reminders.
Our suppliers can also directly integrate the payment information into their ERP, thus making the lettering process more reliable and productive.
The support of ACFI Associés allowed us to deploy the platform necessary for this new organization and to quickly enroll suppliers.

Sylvain Bernard
Marketing and Purchasing Director TEREVA

"The referencing of our suppliers has always been very selective and rigorous, with the objective of signing "fair" and long-term commercial agreements.
In this period of growth for our group, Reverse Factoring reinforces the partnership with our strategic suppliers.
Our buyers had the mission to select the suppliers, to present them the program and to negotiate the discount rate granted for all the services put in place.
ACFI Associés assisted us in the negotiations and helped us to get out of the Finance scope with the following advantages:
- priority treatment of invoices and disputes,
- fluidity of exchanges,
- information restitution via the platform,
- faster payment times "

The main activities of the Steva group are the cutting and stamping of steel parts, for medium and large series production.
The turnover is distributed in different sectors: Automotive, Agricultural, Electrical, Industrial Equipment, Trucks and Aeronautics.

Feedback from Philippe Lassabliere, factoring and Reverse PME® user.

"STEVA has a factoring contract and a reverse factoring contract. We realise, especially in the current period (ed. note: exit from the 1st The first advantage that I'm going to highlight is that it's a good idea to have a factoring contract and a reverse factoring contract. The first advantage that I will highlight is flexibility, particularly with Reverse Factoring. We are in control of the evolution of the insurance of our supplier panel. It is an evolving system that can, depending on the evolution of your supplier panel, allow you to adjust or direct more or less cover to a supplier. We have a real mastery of the insurance of the supplier panel. In terms of image, during the current period, we are the customer who pays within 10 days, and this customer who pays within 10 days necessarily has a "preference" over others who pay within 60 days and who sometimes pay in an uncertain manner. We also have competitors who have lost all or part of their credit insurance cover and who now find themselves considering pro forma payments to some of their suppliers. We are protected from this with Reverse Factoring, on the main suppliers, the strategic suppliers that are for us the aseris. We are an industrial group of 250 people, with a turnover of about 50M€ and a purchase volume of 20M€, so we have very strategic suppliers for us and Reverse Factoring allows us :

  • to reassure them,
  • to be able to direct in a period which moves quickly the insurance of our panel
  • Above all, the use of the 2 systems has a multiplier effect on the financing of the working capital. Factoring with customer items paid within 5 days and Reverse Factoring with suppliers paid within 60 days. We have been in a recovery phase for a month now, and we can really see in terms of cash the double leverage that factoring and reverse factoring combined provide.

The group
LudendoThe Ludendo Group, based in Paris and operating throughout France, has been specializing in the trade of games and toys since 1977. Ludendo is among the leaders in the French toy market, with several brands including La Grande Récréwhich currently has 140 integrated and franchised stores in multiple formats (city centers, suburbs, shopping malls) and 140 other outlets in Total stations and Club Med centers.

Ludendo entered receivership in early 2018, and emerged in bonis a few months later (October) with a continuation plan validated by the Paris Commercial Court and with the support of its shareholders. It has shown resilience in the current context and is working on solid elements with good prospects. It uses REVERSE PME® (SMALL BUSINESS) since July 2020. Let's go over the reasons, the implementation and the feedback of Marc Cornacchia, Chief Financial Officer. Photo by Marc Cornacchia In what context did you set up the Reverse Factoring ? "The contract started in July 2020. During this particular Covid year, we wanted to build our year-end inventory faster (between August and September) with payment terms allowing for a December payoff."   After 8 months of use, what are the main advantages and disadvantages of Reverse PME® in your situation? "The Reverse is an ideal product for retail, and in particular for our company, which is a highly seasonal business with two distinct periods: the so-called "permanent" period, which covers the first nine months of the year, and the so-called "end-of-year" period (from October to December). The permanent period is sensitive in terms of working capital, where we have to supply the stores with supplier payment terms ranging from 60 to 95 days and a stock rotation period of 120 to 150 days. We therefore found in this solution a way to gain working capital and payment time.   With a total of 120 days of payment terms, we have an envelope that can be rotated three times a year, which means that in this permanent period, we can have terms that are consistent with inventory rotations. If we set things up right, we can plan for a final envelope for year-end product supply." What are the keys to a successful implementation? "Reverse is a tool in partnership with suppliers, so they are central to success. At Ludendo, the implementation was simplified by 5 factors:
  • A historical and quality relationship with our suppliers,
  • The financial reference, LBPL&F, which reassures our suppliers, the simplicity of the contracts,
  • Obtaining credit insurance through URIOS,
  • The choice of fast payment or due date, the modularity for each supplier,
  • The seriousness and expertise of ACFI Groupcoupled with the simplicity and efficiency of the ACFI Network® platform.