Articles

Prospector on Deck: Come to the Plate Prepared to Avoid Striking Out

As baseball season gets into full swing, Linda Kester compares prospecting to America’s favorite pastime. She says leasing professionals who prepare a great opening statement, listen carefully and ask important questions will close more deals. There are many ways to score in baseball and in leasing, but preparation is vital.... read more

Vendor Finance for the Uninitiated: A Newcomer’s Guide to Building a Vendor Finance Business

Dexter Van Dango provides a step by step to follow to take advantage of the long term benefits and annuities of a well-run vendor finance platform.... read more

District Court Upholds Enforcement of Automatic Renewal Clause – Was The Court Correct?

Monitor contributor Andrew Alper discusses the enforcement of automatic renewal or evergreen clauses in the leasing industry. He argues that while the court may uphold the lessor’s right to enforce these clauses, this practice comes with the risks of damaging a lessor's reputation and encourages further regulation in the industry.... read more

Preparing for the New Lease Accounting Rules: Opportunities and Concerns for Certain Lessors

In his second installment in a series on how to prepare for the new accounting rules, Bill Bosco continues his discussion of the lease accounting project, focusing on how lessors can prepare for the new accounting rules regarding leveraged and sales-type leases.... read more

CLFP Foundation: 30 Years of Raising the Bar

CLFP Foundation’s Reid Raykovich, along with First American Equipment Finance’s Bill Verhelle and Dave Schaefer of Orion First Financial and Mintaka Financial spoke with Monitor to discuss the benefits of the CLFP designation on the equipment leasing and finance industry — and why advocating it at all levels of organizations is key to the Foundation’s continued growth.... read more

ELFA/IMN Investor Conference: High Investor Demand Breeds Competition, Consolidation and Innovation

Spirits and confidence in the equipment finance sector were high at the 14th Annual Investor Conference where panelists concurred that equipment—no longer an “esoteric” asset class—has reached a new level of familiarity and desirability with investors. While high investor demand is creating a competitive landscape and fueling innovation, many investors cautioned that competition could lead to loosening of standards.... read more

Catering to the Customer…Marlin Provides Working Capital for Small Businesses

Marlin Business Services Co-Founder Daniel P. Dyer discusses the company’s evolution, from the early startup days to the decisions to go public and launch a bank. With the recent launch of a loan product, Marlin is not only continuing to grow its core vendor finance business but also seeking to reposition itself as a more diversified lender to small businesses.... read more

Multiple Competing Variables: Dealing With the Impact of Falling Oil Prices

Evidence shows onshore drilling activity in the U.S. is not sustainable, given the current state of oil prices and issues facing producers. Joseph R. D’Angelo, partner at Carl Marks Advisors, looks at restructuring issues facing fracking suppliers and providers, and advises steps to take when secured lenders are hit with vulnerable credits.... read more

Building Community: Banc of California CEF Closes the Small-Ticket Gap

David Normandin joined the Banc of California team to start its commercial equipment finance unit in 2012. With recent key hires and exponential growth, the young business is poised to expand Banc of California outside its Southern California footprint into the small- to mid-sized ticket range through third-party brokers.... read more

Separating the Amateurs from the Pros: Three Methods to Expand Your Target Market

Linda P. Kester understands that developing leads and marketing plans can be overwhelming, but she has three methodologies to help sales people separate themselves from the pack and boost their success in their target markets. Ultimately, she advises sales professionals to find what works for them — and do it consistently.... read more

Heating Up: M&A Gaining Momentum in 2015

The Alta Group’s Bruce Kropschot says the equipment financing M&A market showed signs of heating up in 2014, putting the long period of reduced activity from the Great Recession further in the past as he expects a continued upswing in 2015. Kropschot discusses recent M&A activity, noting it is a great environment for the equipment leasing M&A market.... read more

Conflicting Chapter 7 Rulings: Revisiting Administrative Freezes

Lesley Anne Hawes dissects two Chapter 7 bankruptcy-related cases centered on temporary administrative freezes on debtor funds in bank accounts and their dramatically different outcomes.... read more

A Tough Year for Buyers & Syndicators: The State of the Bank Lessor in 2014

Fifth Third’s Scott Kiley observes that there is generally some sort of consensus on whether market conditions faired better for buyers or syndicators. However, due to a lower volume of good product for sale, Kiley says it was a tough year for everyone.... read more

The Same Old Buy Desk Challenges Abound

Monitor contributor Lisa Miller catches up with this year’s buy desk roundtable panelists, as they lament the same challenges that many leasing professionals have faced during the last few years: price compression, low interest rates, tight margins and increased competition. David Drury, Joe Fantauzzi and Bob Wright strive to embrace this “new normal” as they tackle 2015.... read more

Customer Education is Key During FASB Implementations

Despite lingering anxiety among the lessor community, Bill Bosco assures us that the proposed lease accounting changes will have a positive impact on customers and their propensity to lease. ... read more

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Terry Mulreany
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