Articles

The Uberization of Vendor Finance: Customer Demands Force Reassessment of Vendor Program Agreements

As the industry evolves from providing standard equipment leases and loans to more managed solution transactions, standard vendor program agreements may no longer be up to the job. Dexter Van Dango examines this trend, which may relegate the hell-or-high-water clause to the history books.... read more

Renewed Focus on Vendor Finance: DLL’s New Executive Board Appointments

With its focus now squarely on international vendor finance, DLL appointed three new members to its executive board. Marc Dierckx, Ab Gillhaus and Tom Meredith detail their new roles while providing insight into the direction of the company.... read more

From Average Joe to Sergio: How to Become a Master of Sales

Sergio Garcia recently won the 2017 Masters Golf Tournament after 18 years without winning a major tournament. Linda Kester uses his experience as a lesson for sales people to achieve the volume of their dreams.... read more

ELFA/IMN Investors’ Conference: ‘Things Are Good’ in Equipment Finance

The biggest takeaway from the 16th Annual Investors’ Conference was the feeling that the equipment finance market is poised for steady growth in 2017. With interest rate hikes on the horizon and conditions improving in the energy sector, new business volume is expected to rebound despite uncertainty surrounding public policy and trade.... read more

Interim Rents Under ASU 842: Lessees & Lessors Take Note

Bill Bosco examines interim rent accounting under ASU 842, including implications for both lessees and lessors. He encourages lessors to become very familiar with the new lessee accounting rules as they will have a large impact on their lessee customers.... read more

Don’t Be an April Fool: How to Avoid the Hague Hangover

Stephen Whalen examines how the Hague Convention will affect the equipment finance industry. He urges those who use securities accounts for securitization transactions, portfolio sales or security deposits to familiarize themselves with the new rules before they go into effect on April 1.... read more

Vuja De: Sales Tips from George Carlin

If there’s one thing a salesperson puts off, it’s prospecting. Taking an idea from comedian George Carlin, Linda Kester encourages reps to take a vuja de approach to making those dreaded calls — by striking an attitude they’ve never experienced before.... read more

Funding Confidence: New Landscape Presents Opportunities for Deal Flow

As confidence in the equipment finance industry reaches new heights to start 2017, funding sources face a number of challenges as well as opportunities. Paul Menzel of Financial Pacific Leasing, Bob Fisher of Ascentium Capital and Brian Griffin of MB Financial Bank discuss ways to remain competitive, how the new presidential administration will impact business and how liquidity and credit quality have fared.... read more

The Quest for Increased Spreads: Changes Ahead for the Buy Desk

Monitor contributor Lisa Miller catches up with three buy-desk executives to discuss the capital markets environment. While they faced unrelenting competition and tighter spreads in 2016, they remain optimistic about the year ahead as we begin to enter a rising rate environment.... read more

Top Five Private Independents: Providing Flexibility and Value to Stay Ahead of the Competition

In a Monitor Q&A, leaders from the top five private independent equipment finance companies discuss the challenges and opportunities they encountered in 2016, their strategies for staying competitive and their outlook for the year ahead.... read more

Active M&A Cycle Continues: Strategies to Improve the Chances of Completing a Transaction

The Alta Group’s Bruce Kropschot and James Jackson provide an update on M&A activity in the equipment finance industry and an outlook for 2017. They offer strategies for sellers and buyers to move a transaction from a letter of intent to a successful closing.... read more

One Big Family: BancorpSouth EF Looking to Grow Under Gilliam

Kyle Gilliam joined BancorpSouth as president of Equipment Finance and Leasing in the fall of 2016. Gilliam discusses with Monitor his transition to the Tupelo, MS-based bank, his views on teambuilding and expanding to include a vendor/dealer program.... read more

Is Your Chattel Paper All Wet? An Even Deeper Dive Into the Super-Priority of Possession

In the second installment of a series on chattel paper, Attorney Ken Weinberg scuba dives into the two distinct super-priority rules relating to proceeds interest and non-proceeds interest.... read more

Accelerate Your Success: 5 Tips From Top Sales Books

Linda Kester shares five favorite sales tips from recently published books that will help salespeople land meetings with prospects and improve their outlook. Her suggestions also will assist managers who wish to improve their sales team and company culture.... read more

FASB Meeting on Lease Implementation Issues: Results Are a Bad Omen

Bill Bosco reports on the FASB’s first meeting on Leases Topic 842, which concerned a consequential lessor classification issue. Although this issue results in bad accounting practices, Bosco is concerned because the board seems unwilling to resolve the issue through a revision of the standard.... read more

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Terry Mulreany
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