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
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
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
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
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
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
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
John Flynn, founder and CEO of Fleet Advantage, gleans insights from a recent Class 8 report by research firm Frost & Sullivan, which predicts increased business in that segment over the next six years. In order to keep up with business and competition, Flynn says fleet owners need access to the newest truck technologies, which reduce maintenance costs and fuel consumption.... read more
This year’s Funding Source roundtable participants offer their insights on deal flow, funding sources and credit quality, as well as provide some tips on how brokers can improve the odds of getting a deal done in today’s lending environment.... read more
Monitor mystery writer Dexter Van Dango looks back at his success — or lack thereof — predicting how 2014 would pan out, and takes a stab at what we can (possibly) expect in 2015, such as an uptick in M&A activity, as well as higher interest rates and more competition.... read more
In part two of this two-part series, Kenneth P. Weinberg and Jennifer L. Howard continue their discussion of collateral descriptions in security agreements. Touching on limiting verbiage, timing considerations and collateral type changes, they recommend careful review to make sure you come up smelling like a rose when your lien is challenged.... read more
As Bill Mayer steps into John McQueen’s shoes as head of Wells Fargo Equipment Finance, he emphasizes the importance of collaborative goal setting, a relationship focus and understanding risk as he explores new ways to continually grow a successful brand.... read more
Technological breakthroughs have enabled domestic oil production to replace imports at a historic pace. Dana J. Pasternak, managing director and founder of Fairfield Capital, says the good news is that a lot of the equipment used in fracking is manufactured for extreme duty, has a reasonably long useful life and maintains relatively strong residual values, helping lessees mitigate their collateral risk.... read more
Bill Bosco shares his thoughts on the ever-evolving lease accounting world and the many standards changes that have taken place or are slated to take effect. Most importantly, he urges leasing professionals to follow up with FASB as it continues its deliberations.... read more
Although newer safety features for commercial trucks add expense to the purchase process, being smart about what technologies to choose will lead to safer fleets as well as a positive ROI. Jim Sweeney of AmeriQuest explains the options available and how fleet operators should handle this issue.
With an ocean of data available to help fleet executives make decisions, it is important that the right data reaches the C-suite. Frank Bussone and Tom Toton of AmeriQuest Transportation Services explain the importance of crystalizing data and the role executives can play in ensuring the correct data is gathered.