Debunking 6 myths on BNPL that may be holding you back from increasing your revenue

As a business owner, it’s natural to question new payment solutions. Can BNPL really increase your sales, or is it a trend that leads to more issues than rewards? 

In this article, we’ll debunk five common myths about BNPL, showing why it could be the secret weapon your business needs to drive growth in a competitive market. 

Myth 1: Is BNPL Only for the Young and financially stretched? Think Again.

It’s easy to imagine BNPL as something for cash-strapped Gen Z shoppers. While younger generations may have certainly popularized the service, BNPL’s appeal now spans all age groups, genders and financial situations. 

Take Scalapay’s data as an example: in Italy, 22% of our users are Gen Zers, 35% of our users are between 25 and 34, and over 40% of them are over 34. This broad adoption shows that BNPL caters to both budget-conscious consumers and high spenders alike. Millennials, for instance, are leading the charge in luxury purchases. Meanwhile, Generation X and older Millennials are in their prime earning years, fueling the bulk of luxury spending and contributing to ongoing income growth in the near future.

So why are older consumers embracing BNPL? It’s about flexibility and control. With rising costs and economic uncertainty, many are turning to BNPL not out of necessity, but as a way to manage cash flow, avoid credit card interest, and stay in control of their budgets. This isn’t just about impulse buying or financial distress—it’s about savvy financial management.

A recent survey by RFI supports this trend. Respondents declared, even when they have the means to afford their purchases immediately, to use BNPL: 

• To better manage their money and expenses (younger generations) 
• For its convenience 
• Because of the little or no cost (older generations) 
• Because they trust it

This data, which is also confirmed by Scalapay’s users,  reveals that the growing demand for BNPL is driven less by financial hardship and more by the convenience and flexibility it offers. Regardless of age, consumers are turning to BNPL for smoother, stress-free shopping experiences, making it a versatile financial tool for managing purchases big and small.

Myth 2: BNPL Encourages Irresponsible Impulse Buying

BNPL’s critics often argue that it fosters impulsive spending, allowing consumers to overindulge. After all, if you don’t have to pay right away, what’s stopping you from buying more than you need? While there’s some truth to this—BNPL makes immediate purchases easier—this critique oversimplifies consumer behaviour.

Responsible BNPL users view it as a budgeting tool. With structured installment plans and transparent repayment schedules, BNPL can actually help consumers manage their finances better than revolving credit card debt, which often leads to excessive interest charges. In fact, many users appreciate the clarity and predictability of these payments, which allow them to plan more effectively.

Myth 3: BNPL Users Are at High Risk of Defaulting on Payments

Are BNPL users just waiting to default and sink further into debt? Not quite. According to Experian, delinquency levels among BNPL users are actually low, and many BNPL customers outperform others with similar credit scores. For Scalapay, the trend is even more striking—our default rate is below 1%, a figure 70% lower than the industry average.

This suggests that users of these services might actually be managing their finances more responsibly than we give them credit for. In fact, BNPL can be less risky for some shoppers because it requires regular payments tied to debit or recurring payment methods, which limits the chance of missed payments. 

Myth 4: BNPL is just a "nice-to-have" for merchants

In a competitive e-commerce landscape, flexible payment options have shifted from being a "nice-to-have" to a critical driver of business growth, especially when 44% of consumers actively check if BNPL is available before completing a purchase (MAPS UK Report on Buy Now, Pay Later, 2023).
When shoppers don’t find the payment flexibility they expect, they walk away—and make sure to voice their frustrations. Over 38% of merchants report that the absence of BNPL is a top customer complaint, while 40% point to dissatisfaction due to the unavailability of preferred payment methods at checkout.

Merchants that embrace BNPL stand to benefit significantly. PYMNTS Intelligence reveals that nearly 50% of businesses offering split payment options report an increase in customer acquisition, with 51.5% noting higher sales, and 54.8% seeing improved customer satisfaction.
BNPL has evolved into a strategic necessity, not just for reducing cart abandonment, but for boosting sales and enhancing customer satisfaction. In a world where customer loyalty can’t be taken for granted, integrating BNPL is essential for merchants to stay competitive and meet the evolving expectations of today’s savvy consumers.

Myth 5: BNPL cannibalises lower cost sales

Some merchants fear that offering BNPL will cannibalise sales that might have been made with lower-cost payment options, like credit cards. However, the data suggests the opposite: BNPL often drives incremental sales that wouldn't have occurred through traditional payment options. While it may seem counterintuitive, customers are more likely to complete a purchase—and spend more—when given the option to spread payments over time. In fact, consumers using BNPL are up to three times more likely to finalise a purchase after browsing (12 TRC Global study & survey on BNPL, 2021).

We see this trend consistently with Scalapay users: over 40% of transaction volume made on our platform comes from our users that are buying on a new-to-them brand website, meaning we are able to drive significant new customer acquisition for our partners. But that’s not all: across our merchant base, we have seen up to 48% increases in average order values and 11% increase in conversions after implementing Scalapay. 
Ultimately, not offering BNPL means missing out on higher sales, new customers, and significant growth potential.

Myth 6: BNPL is complex and time-consuming to integrate

Buy Now, Pay Later (BNPL) providers like Scalapay are designed to be straightforward and efficient.
Scalapay’s BNPL solutions offer seamless integration with leading e-commerce platforms such as Shopify, PrestaShop, and WooCommerce, as well as top payment processors like Adyen. Our dedicated integration team is ready to support you, ensuring that you can implement Scalapay on your custom platform in just a few weeks.

Our onboarding and integration process with Scalapay has been remarkably fast and effortless. Their team quickly understood our unique needs and technological setup, making the transition smooth from start to finish.  Giovanni Pace, Head of Retail di Coin

In less than two weeks, we successfully launched the Pay in 3 solution for all our clients on our customised e-commerce platform, thanks to the outstanding support from Scalapay's technical team and their impressive technological flexibility. This rapid implementation not only enhances our service offering but also provides our customers with more accessible payment options. Marta Laviano, Project Manager Europe di partner.co.

Conclusione

Despite the misconceptions that surround it—whether it’s the fear of cannibalising sales, encouraging impulsive spending, or being overly complicated to integrate—the reality paints a much different picture. BNPL is not just a tool for budget-conscious buyers; it appeals to a wide range of consumers, from Gen Z to Generation X, who value the flexibility and control it offers. For businesses, integrating BNPL is not just about offering a new payment method; it’s about creating opportunities for your customers—and your business—to thrive.