Offering Customer Financing for Countertop Fabricators
Customer financing for countertop fabricators means partnering with a lending platform to let customers pay for their countertop project in monthly installments while you receive the full payment upfront (minus a dealer fee). Shops that offer financing report 15-25% higher close rates on jobs over $3,000 and a 20-35% increase in average job value because customers are more willing to upgrade materials when they can spread payments over 12-60 months.
TL;DR
- Financing increases close rates by 15-25% on jobs over $3,000
- Average job value increases 20-35% when financing is available
- Dealer fees range from 3-8% depending on the plan term and promotional rate
- You receive full payment within 2-5 business days of project completion
- 68% of homeowners say financing availability influences which contractor they choose
- Setup is free with most financing platforms---no monthly fees or minimums
- The most common financing plan for countertops: $150-$300/month over 36-60 months
Why Financing Wins You More Jobs
The $5,000 Psychology Problem
A homeowner walks into your showroom and falls in love with Calacatta quartz. You quote the kitchen at $5,800 installed. They want it, but $5,800 as a lump sum makes them pause. They say "let me think about it" and leave.
With financing, that same $5,800 becomes $165/month for 36 months. The project feels accessible. The customer signs the contract that day and picks a more expensive edge profile because the monthly difference is just $8.
This scenario plays out thousands of times daily across the countertop industry. The problem is rarely that customers cannot afford countertops---it is that writing a $4,000-$8,000 check in one shot creates decision friction.
Impact of Financing on Sales Metrics
| Metric | Without Financing | With Financing | Change |
|---|---|---|---|
| Close rate (jobs over $3K) | 22-28% | 32-40% | +15-25% |
| Average job value | $3,800 | $4,700-$5,100 | +20-35% |
| Time from quote to approval | 5-8 days | 1-2 days | 65% faster |
| Percentage choosing premium material | 25% | 40-50% | +15-25 pts |
| Callbacks requesting cheaper option | 15-20% | 5-8% | -10-12 pts |
How Fabricator Financing Works
The Basic Flow
- Customer picks their countertop and receives your quote
- Customer applies for financing (soft credit check, 60-second application on phone or tablet)
- Lender approves the loan (typically within minutes, approval rates of 60-80%)
- Customer selects a payment plan (12, 24, 36, 48, or 60 months)
- You complete the project (template, fabricate, install)
- Lender pays you the full project amount minus the dealer fee (within 2-5 business days)
- Customer makes monthly payments to the lender---you are out of the picture
You are not acting as a lender. You are not managing payments, chasing late payments, or taking on credit risk. The financing company handles all of that. Your role is simply offering it as a payment option and processing the application.
What It Costs You (Dealer Fees)
| Plan Type | Term | Customer Rate | Your Dealer Fee |
|---|---|---|---|
| Same-as-cash | 6-12 months | 0% (promotional) | 5-8% |
| Low interest | 12-36 months | 4.99-9.99% APR | 3-6% |
| Standard | 36-60 months | 9.99-17.99% APR | 2-4% |
| Extended | 60-84 months | 12.99-24.99% APR | 1-3% |
| Deferred interest | 12-18 months | 0% if paid in full | 6-10% |
Example: On a $6,000 countertop job with a 36-month plan at 7.99% APR, your dealer fee might be 4.5%. You receive $5,730 and the customer pays $188/month for 36 months. You gave up $270 but closed a job you might have lost entirely---and the customer upgraded from Level 1 to Level 2 quartz because the monthly difference was only $22.
Is the Dealer Fee Worth It?
Consider the alternative. Without financing:
- The customer asks for the cheapest option ($3,800 instead of $6,000)
- Or they "think about it" for two weeks and go with a competitor
- Or they postpone the project entirely
A 4.5% dealer fee on $6,000 is $270. But the margin on the $2,200 upsell (from $3,800 to $6,000) at 40% gross margin is $880. You are spending $270 to make an additional $880 in gross profit. That is a 3.3x return.
Comparing Financing Platforms
Top Platforms for Countertop Fabricators
| Platform | Approval Rate | Dealer Fee Range | Funding Speed | Min FICO | Contract |
|---|---|---|---|---|---|
| GreenSky (Goldman Sachs) | 65-75% | 3-8% | 2-3 business days | 600+ | Free signup |
| Hearth | 70-80% | 2-7% | 1-3 business days | 550+ | Free signup |
| Wisetack | 60-70% | 3-6% | 1-2 business days | 600+ | Free signup |
| Mosaic | 65-75% | 3-7% | 2-4 business days | 640+ | Free signup |
| Service Finance | 60-70% | 4-9% | 2-3 business days | 600+ | Free signup |
| Synchrony | 65-75% | 3-8% | 2-3 business days | 620+ | Free signup |
Platform Recommendations by Shop Size
| Shop Size | Revenue | Best Platform | Why |
|---|---|---|---|
| Small (1-3 crews) | Under $500K | Wisetack or Hearth | Simple setup, no minimums, mobile-friendly |
| Medium (3-6 crews) | $500K-$2M | GreenSky or Hearth | Multi-lender options, higher approval rates |
| Large (6+ crews) | $2M+ | GreenSky + Synchrony | Multiple programs, highest limits, brand recognition |
Hearth is particularly popular with countertop fabricators because it sends the customer's application to multiple lenders simultaneously, maximizing approval rates. If one lender declines, others may approve. This multi-lender approach pushes approval rates to 70-80%.
Setting Up Financing in Your Sales Process
When to Mention Financing
Bring up financing early---before the customer has sticker shock. The wrong time is after they see the price and their face drops. The right time is during material selection.
Example script during material selection:
"This Cambria Brittanicca is one of our most popular choices. For a kitchen your size, it runs about $5,800 installed. A lot of our customers take advantage of our financing option and pay about $165 a month for that. Would you like me to include the monthly payment on your quote?"
This normalizes financing as a standard option, not a last resort for people who cannot afford it.
Your Quote Should Show Both
Every quote should display:
- Total price -- $5,800
- Monthly payment -- Starting at $165/mo for 36 months
- Financing badge -- "Financing available, apply in 60 seconds"
SlabWise Quick Quote automatically calculates and displays estimated monthly payments alongside the total price for every quote you send.
Training Your Sales Team
Key points for sales staff:
- Present financing as a feature, not a fallback ("most of our customers use financing")
- Never make assumptions about who needs financing (high-income homeowners finance large purchases regularly)
- Know the application process so you can walk customers through it
- Have a tablet or phone ready for on-the-spot applications
- Celebrate the approval---"Great news, you are approved for up to $12,000!"
Handling Common Customer Questions
"What is the interest rate?"
"Rates range from 0% for 12 months to around 8-15% for longer terms, depending on your credit profile. The application takes about 60 seconds and starts with a soft credit pull that does not affect your credit score. Want to see what you qualify for?"
"Does applying affect my credit score?"
"The initial application is a soft pull, so it does not affect your credit score. A hard pull only happens if you choose to accept a financing offer and move forward."
"Can I pay it off early?"
"Yes, all of our financing options allow early payoff with no prepayment penalties. Many customers finance the project and then pay it off within a few months once their savings catch up."
"I'd rather just pay cash."
"That works perfectly too. I just want to make sure you know the option is there in case it helps. Some customers prefer to keep their savings intact and use financing for the project."
FAQ
How do I sign up for a financing platform?
Most platforms have a free online application for merchants. You will need your business EIN, bank account information for direct deposit, and proof of business (contractor license, website, or Google Business listing). Approval typically takes 1-3 business days. There are no monthly fees, no annual fees, and no minimum transaction requirements.
What credit score do customers need to qualify?
Most platforms approve customers with FICO scores of 600 and above. Some multi-lender platforms like Hearth can approve scores as low as 550 by routing applications to subprime lenders. Approval rates for countertop projects (typically $2,000-$10,000) run 60-80% across all applications.
How quickly do I get paid after the project is complete?
Most platforms fund within 1-5 business days after you mark the project as complete and the customer confirms satisfaction. Some platforms like Wisetack fund within 1-2 business days. The full project amount (minus the dealer fee) is deposited directly into your business bank account.
Can I offer 0% financing?
Yes, but it costs more. Promotional 0% financing (same-as-cash) for 6-12 months typically carries a dealer fee of 5-10%. For a $5,000 job, a 0% / 12-month plan might cost you $375-$500 in dealer fees. Use 0% promotions strategically---during slow seasons or to move specific premium materials.
What happens if the customer misses payments?
The financing company manages all collections. Missed payments are between the customer and the lender. You have already been paid in full. The customer's credit may be affected, but your business takes no financial risk once the project is funded.
Should I build the dealer fee into my pricing?
Some shops add 3-5% to all quotes and then "waive" the financing fee for cash payers as a discount. Others absorb the fee as a cost of sales. Either approach works. The important thing is to not present financing as costing the customer extra---that creates friction and discourages its use.
What is the maximum financing amount for countertop projects?
Most platforms allow individual transactions up to $50,000-$75,000, which covers even the largest residential countertop projects. The customer's approved amount depends on their credit profile, income, and debt-to-income ratio. Average approved amounts for countertop customers run $5,000-$15,000.
Can I offer financing for commercial projects?
Most consumer financing platforms are for residential customers only. For commercial projects, look into business financing options like equipment financing through Balboa Capital or commercial credit through your bank. Some commercial customers use business credit cards or lines of credit for countertop projects.
How does financing compare to accepting credit cards?
Credit card processing fees run 2.5-3.5%, similar to standard financing dealer fees. However, credit cards cap at the customer's available credit limit, while financing can approve amounts up to $50,000+. Financing also offers lower monthly payments (a $6,000 credit card balance at 24% APR costs $250+/month; the same amount financed at 8% over 36 months costs $188/month).
Do I need to be licensed to offer financing?
You are not acting as a lender---you are referring customers to a licensed lending partner. In most states, no additional license is needed beyond your business license and contractor license. The financing platform handles all lending compliance, disclosures, and regulations. Check your state's requirements, as some states have specific rules about advertising financing terms.
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Sources
- GreenSky -- 2025 Home Improvement Financing Industry Report
- Hearth -- Contractor Financing Benchmark Study 2025
- Wisetack -- Small Business Financing Adoption Survey
- National Kitchen & Bath Association -- Consumer Financing in Home Improvement 2025
- Lightspeed Research -- Home Improvement Payment Preference Survey
- Small Business Administration -- Offering Consumer Financing as a Small Business
- Federal Trade Commission -- Consumer Lending Compliance Guide