When cash flow drives the project timeline, credit flexibility wins the deal.
A glass contractor working on a civic infrastructure build in Montréal had a cash flow challenge. The work was secure, and specs were approved, but payment from the municipality would only be released after the second inspection milestone—still six weeks out. The contractor needed nearly $100,000 in fire-rated IGUs, but the direct manufacturer demanded a 50% deposit up front and final payment on shipment.
The contractor reached out to a regional distributor, who offered net-45 terms backed by a credit facility built for construction cycles. The distributor not only delivered the glass on schedule—they also allowed for split billing by building section, enabling progress claims and smoothing payment alignment with the GC.
This wasn’t about price. It was about matching financial terms to operational reality. Distributors who understand construction billing, retention schedules, and site-based milestone payments often outperform manufacturers who apply uniform payment rules regardless of context.
Credit terms shape project feasibility. For procurement leads managing cash flow across multiple sites, especially in government, healthcare, or institutional markets, distributor flexibility isn’t just helpful—it’s often the difference between getting the job or sitting on the sidelines.
