Sadly, any business that is in any way reliant upon bank support will find that there is a wind of change blowing, and those who the bank no longer think fit the new, lean profitable (and consequently less risky) credit profile will find it increasingly difficult to find bank support on affordable or acceptable terms.

Key to the matter is the introduction of, and rigid adherence with, proper written terms and conditions setting out a detailed and enforceable credit control policy, and the genuine commitment to following through that policy when customers default, even when that ultimately results in the loss of an account.

Conversely, if, as a supplier, you are running a business successfully marketing a product, but are not getting appropriate manufacturer support, whether for the product, or through the provision of geographical exclusivity, or volume discount, or credit terms, you need to consider whether you should re-negotiate that deal, or move on.

It is a regrettable fact of life that any business can give away money. Making it is becoming increasingly difficult.