Most business owners proudly talk about turnover… But the real question is — 👉 How much of it actually turns into money in the bank? A client of mine from the IT products distribution business faced the same challenge. They were an authorized distributor for brands like HP Networking Switches, Commscope Cables and Accessories — with annual turnover around ₹20 crore. Yet nearly ₹2 crore was always stuck in delayed payments and credit defaults. On analysis, we realized this wasn’t a sales problem — it was a credit-risk problem.