挑战

在美国，2021 年大约有 2.8 亿辆注册车辆。如此之高的汽车保有量推动了汽车店的维修和保养需求。然而，汽车店老板在经营业务时，一直以来依赖的是纸笔或传统软件。2016 年，软件行业资深人士 Ashot Iskandarian 创立了 Shopmonkey，为汽车店的管理带来了一种现代的、基于 SaaS 的方法。随着 Shopmonkey 从一家初创公司发展成为领先的汽车店管理软件提供商，公司面临着客户不断增长的资本服务需求，他们需要资金来开发新的汽车服务区、场所和其他扩展计划。

该公司还希望通过增加“先买后付”等嵌入式金融选项来继续发展其垂直 SaaS 业务。为了在竞争激烈的行业中茁壮成长，Shopmonkey 希望最大限度减少任何可能损害客户体验或挑战客户忠诚度的支付或金融问题。“通过 Stripe，我们提供了基于 SaaS 的金融服务和 API，使汽车店老板能够管理资金，从而在动荡的经济中蓬勃发展，”Shopmonkey 的支付总监 Crissy Watkins 说。

解决方案

最初，Shopmonkey 选择 Stripe 是因为它上手方便，并且还有客户开单和支付处理等功能。许多处理商需要六个月的集成时间，而且让每个客户加入进来可能很麻烦。为了最大限度地利用其工程资源，Shopmonkey 需要一个快速的“即插即用”解决方案来减少新客户入驻带来的棘手问题。Stripe 为 Shopmonkey 解决了所有这些挑战。

在 Stripe Professional Services 的配合下，Shopmonkey 在四个月的时间内便完成了与 Stripe 的集成。Shopmonkey 首席运营官 Travis Brown 表示：“我们集成 Stripe Standard Connect，最初只是为了通过我们的软件为客户提供一种可轻松入驻和高度集成的支付方式。随着我们的发展，我们希望增加服务并将变现，更好地管理定价和提现时间，帮助他们加快店铺增长。”

而随着客户需求的变化，Shopmonkey 决定以自己的品牌提供 Stripe 驱动的金融产品。Watkins 说：“Stripe 团队向我们推荐了 Stripe Capital，由于我们深知贷款对客户的意义，因此我们知道该产品一定会取得成功。”

Shopmonkey 使用 Stripe 向汽车店老板提供流动资金贷款。贷款资格基于的是多种因素，例如他们在 Stripe 上的付款额和使用记录。资金通常在下一个工作日到账，直接进入他们的 Stripe 账户，然后通过每笔 Stripe 交易的一个百分比自动偿还。

Stripe Capital 的集成全程不需要代码，Shopmonkey 只需开启产品即可开始使用。这意味着商家能够将大部分时间花在营销和教育客户上。“自 2022 年 9 月采用该产品以来，我们收到的反馈全是正面的，”Watkins 说。

汽车店软件提供商还部署了一系列 Stripe 产品，为其客户提供全面的服务套餐，包括：

• Stripe Payments：轻松接受规模化支付；
  
• Stripe Billing：收取客户的订阅费用；
  
• Stripe Invoicing：开具账单，减少跟踪和收取账单款项的时间；
  
• Stripe Radar：利用机器学习来检测和阻止欺诈，从而减少收入损失；
  
• Stripe Sigma：分析 Stripe 数据，确定商业洞察；以及
  
• Stripe Terminal：允许 Shopmonkey 客户将 Stripe 支付功能集成到线下结账流程，或将线下付款构建到移动或 Web 应用程序之中。
  

结果

对于这个由 Stripe Capital 提供支持的 Shopmonkey Capital，Watkins 一直的说法是：对 Shopmonkey 的客户扩张具有深远“影响力”。她说：“我们已经看到客户通过我们的金融产品开设了更多的服务点和增设的服务区。我们正在用 Stripe Capital Dashboard 生成报告，以获得我们客户的增长数据。例如，如果我们能够看到客户是否通过我们的嵌入式金融产品获得了多项贷款，我们就能确定我们的产品带来的具体效果，并根据需要进行微调。”

关键绩效指标的成功

Shopmonkey 将交易额视为其 Stripe Capital 驱动的嵌入式金融产品的关键绩效指标。通过 Stripe Capital，该公司已为客户提供了约 140 笔贷款，总额达数百万美元。

去年，Stripe Terminal 占信用卡处理额的比例从 34% 增长到了 40% 左右。特别是，它帮助加拿大的捆绑销售付款率提高了 42%。

总体而言，Stripe 产品套件使商家能够在其他重要绩效指标方面超越预期。例如，Shopmonkey 记录的数据表明，集成了支付功能的客户，每个客户的捆绑销售率为 52%。Watkins 将称这一数字“令人兴奋”，商家收到了客户关于提供一站式支持、金融风险管理和其他活动的积极反馈，所有报告基于的都是 Shopmonkey 系统内的数据。“我们现在正在提供嵌入式客户体验，以帮助提高我们平台的粘性，”她说。

Shopmonkey 的第三大关键绩效指标是每家店的交易额，使用 Stripe 后，该业务指标增长了 14%。Watkins 说：“一旦我们的客户采用 Shopmonkey 支付方式，我们就可以跟踪交易额的增长情况。我们将这一增长归功于短信支付和电子邮件账单等功能，通过这些功能，我们的客户可以从任何地方接受付款。 ”

两年内支付额增加 423%

总体而言，Stripe 在过去两年中帮助 Shopmonkey 增加了 423% 的支付额。Watkins 说：“从 Shopmonkey 创立之初，我们便采用 Stripe 作为我们的支付处理商，这从一开始就确保了增长。在过去的两年里，我们从一个稍微不同的角度处理了 Shopmonkey 支付问题。由于收款是汽车店的日常运营需要，我们将其视为 Shopmonkey 不可或缺的功能。采取这一方法后，过去两年获得了巨大的增长。”

Watkins 补充说，Stripe 的嵌入式金融服务已经告诉团队，我们的客户十分青睐我们提供的价值。她说：“他们正在寻求增长，并且将 Shopmonkey 视为获得这一增长离不开的一个合作伙伴。当我们可以进一步扩张时，可以继续为我们的商家和汽车店带来“双赢”的结果。我们可以帮助我们的汽车店繁荣发展，同时获得增长所需的收入。”

提高工程团队的效率和专注度

Stripe 平台还为 Shopmonkey 带来了广泛的成本优势和效率。“有了 Stripe，我们现有的工程团队，除了负责软件外，还可以负责支付问题，”Watkins 说。Shopmonkey 的工程师完全没有必要花时间设计新的支付基础设施，而是时间集中在有利于客户的软件更新上。
将执行速度提升多达六个月

由于 Stripe 提供了更快的执行速度，Shopmonkey 现在变得更加敏捷，已经具备了良好的发展条件。根据产品的不同，商家的执行速度可能比使用另一个处理商快两到六个月。“Stripe 做得最出色的地方就是，消除了将稀缺和宝贵的工程资源投入支付系统的需求，让商家得以发展，”Watkins 说。

Shopmonkey 现在专注于使用 Stripe 提供诸如“先买后付”的选项，如此一来，便可以得到更多业务，留住那 40% 因负担不起修理费而不得已离开的人。

One of the business’s most important reports includes a daily decline report, which summarizes all transaction activity from the previous day. By using this report to identify card-testing patterns—such as frequent payment attempts against a single invoice—Shopmonkey can proactively alert merchants of suspicious activity before fraudulent charges occur.

Shopmonkey also uses Stripe Sigma to manage credit risk by monitoring merchant refunds and accounts with negative balances. Because Shopmonkey is ultimately liable for merchant debts, these reports help them identify accounts that might pose a financial risk, such as merchants that are unable to fund their own disputes or refunds.

By monitoring these activities daily, the risk team can intervene before an account causes permanent financial loss for the platform. This oversight ensures Shopmonkey can scale its merchant base while protecting its bottom line.

Looking ahead, Shopmonkey plans to offer interchange-plus pricing to enterprise and high-volume customers using network cost passthrough for platforms, giving shops greater visibility into network costs to improve their margins on credit card and debit payments.

Results

Instant Payouts speeds up revenue access from 3 days to less than 30 minutes

With Instant Payouts, auto shops now receive funds between 30 seconds and 30 minutes, instead of waiting 2 or more days. Customer feedback has been overwhelmingly positive, prompting Shopmonkey to consider expanding eligibility.

“Our customers operate under very thin margins, so we always want to help them get access to funds faster,” said Stokes. “With Instant Payouts, they can access funds in just 30 minutes, which just gives them huge flexibility to support their biggest costs.”

Shopmonkey sees 2.5x average order value with BNPL options

The Optimized Checkout Suite lets Shopmonkey add popular payment methods without a heavy lift from its development team. “With Stripe, we really have a one-stop place for payment methods. It makes it so much easier for our developers to turn on new features and payment methods, and our shops can offer their customers the payment methods they prefer,” said Stokes.

BNPL options have proven to be especially effective. Customers who pay with Sunbit and Affirm spend more than double the average order value compared to other payment methods, increasing sales by 20%. “Bills in the auto repair space can be thousands of dollars, and consumers can’t always pay instantaneously in an emergency. Buy now, pay later lets our shops give their customers payment flexibility, so they can say yes to the service, and the shops capture that business,” said Crane.

More than 45% of payment volume comes from vehicle-side transactions

Nearly half of Shopmonkey’s payment volume flows through Terminal, as technicians meet customers right at their vehicles to complete payment rather than requiring a trip to the reception desk.

“We really love the flexibility to meet customers out in the parking lot, complete the purchase, and have all the transactions feed directly into one interface on Shopmonkey,” said Crane.

Shopmonkey grows payment volume 30% from accounts using Stripe Capital

By offering auto shops access to capital to expand their businesses, Shopmonkey created an additional revenue stream. Capital is a revenue multiplier for payments—many auto shops take out multiple loans over time through the Shopmonkey platform. The company has seen payment volume grow 30% for accounts that take out a loan. To date, Shopmonkey has facilitated more than 1,400 loans totaling nearly $54 million.

“The true value is just the simplicity and ease—it’s a lifesaver,” said Crane. “It can be difficult for a service technician without business experience or extra capital to get a loan. Having Stripe Capital to expand their businesses has been invaluable to propel business growth.”

Mitigating $125,000 in monthly dispute costs

As a result of the daily decline report it built using Stripe Sigma, Shopmonkey has enabled its merchants to mitigate approximately $125,000 in monthly dispute costs, while strengthening their trust and confidence in the platform.

贷款由 Celtic Bank 发放，该银行是美国犹他州特许工业银行会员 FDIC。所有贷款都需要通过信用审批。