With the onset of the festive season, smart brokers are staying ahead of SME cashflow challenges and keeping business moving when it matters most.
December's a mad month for Australian SMEs. While some industries wind down, others are ramping up for their busiest period of the year. Hospitality venues are booking out, retailers are restocking shelves at a rate of knots, and manufacturers are scrambling to fulfill orders before their customers go on end-of-year holidays.
But here's something that's easy to overlook: When everyone else is checking out for Christmas, there are businesses that still need access to capital.
For brokers, this creates a unique opportunity. By staying proactive and partnering with lenders who understand the urgency of year-end funding, you can be the difference between a client struggling across this time or crushing it.
The year-end cashflow crunch
December looks different depending on which side of the counter you're on. For example, for those operating in the hospitality and retail sectors, it's all systems go. Extended trading hours, extra staff, and higher inventory levels mean working capital requirements spike when traditional funding slows to a crawl.
But it's not just the busy sectors feeling the pinch. Even businesses that slow down face cashflow headaches. When your customers shut shop for January, invoices don't get paid. Meanwhile, your client's own expenses don't take a holiday.
The problem compounds when you factor in lender shutdowns. Many traditional lenders stop taking applications in early December, leaving businesses in limbo right when they need support most.*
Being proactive beats being reactive
The brokers who win in December and January are the ones who saw it coming, not scrambling for last-minute solutions.
"Be proactive with your business customers that you know will be either hitting their peak trading season or may be impacted by their customer invoices not being paid," advises Jason Gatt, Southern Region Sales Manager at Banjo Loans.
"Start having the conversation early with them, so you can apply and obtain any funding required before the banks stop taking applications."This means checking in with clients now, not when they're already feeling the squeeze. Ask about their December trading expectations, staffing plans and stock requirements. Flag potential cashflow gaps before they become crises.
It's also worth identifying which clients might be vulnerable to payment delays. If their customer base includes businesses that typically shut down over January, help them plan accordingly.
Partnering with lenders who stay open
Your value as a broker isn't just about product knowledge or competitive rates – it's about being there when clients need you. That means working with lenders who share the same commitment.
"We know a lot of SMEs don't take a holiday over the festive season and it can be a period that presents both opportunity and challenge from a cashflow perspective," says Brendan Widdowson, Chief Commercial Officer at Banjo Loans. "By staying open, Banjo makes sure brokers can get quick answers and time-critical funding when their clients need it most."
This operational commitment matters. When a hospitality client needs equipment financing before New Year's Eve or a retailer requires stock funding before Christmas trading hits peak, having access to fast decisions and responsive support is the difference between seizing opportunity and missing it.
Positioning yourself for January and beyond
The December rush isn't just about solving immediate problems. It's about strengthening client relationships that carry into the new year.
When you help a business navigate their busiest period successfully, you go beyond being a 'broker' to become a 'trusted advisor'. That's the kind of relationship that generates referrals and repeat business.
Being available matters too. Not every broker needs to work through Christmas, but making sure your clients know how to reach you – or when you'll be back – sets clear expectations, builds trust and lets them know you're reliable and genuinely thinking about them and their business.
Keep the momentum going
December doesn't have to send you into a spin. By engaging in early conversations, proactive planning and the right lending partners, brokers can turn year-end pressure into quick wins for SME clients.
The businesses that start January strong are the ones whose brokers didn't drop the ball in December. Make sure you're one of them.
*Banjo works as hard as Santa. Our BDMs are here to support you right across the holiday season – don't forget to ask about our expanded $500K Express Loan.
