Editor’s Picks

Evolving With Customer Expectations: Banks Remain Predominant Players in Equipment Finance

Monitor catches up with three Bank 50 leaders to discuss how they achieved growth in 2016 and how this year is measuring up to expectations. They offer predictions of what is in store for the industry in the second half of 2017, asserting that banks will continue to dominate equipment finance.... read more

The Next Big Trend: Equipment Finance is Ready for a Platform

In a Monitor Q&A, executives from five software companies — Michael Campbell from International Decision Systems, Simon Clark of Alfa, Farooq Ghauri of NetSol Technologies, Madhu Natarajan of Odessa Technologies and Jeff Van Slyke of LeaseTeam — discuss keeping up with the digital demands of today’s martketplace, including harnessing the power of Big Data and predictive analytics while utilizing the cloud. They outline how technology can help a company achieve intimacy with its customers and predict the next big technological trends for the industry.... read more

Carrying the Torch: Whitney Equipment Finance Continues Legacy of Serving the Gulf Coast

Whitney Equipment Finance, the newly-formed equipment finance business of Gulf Coast stalwart Hancock Whitney Bank, debuted in the Monitor 100 this year at No. 70. Managing Director Chris Bucher explains how the newcomer leveraged its parent bank’s resources and legacy of serving regional businesses into a spot in the rankings after just a year and a half of operations.... read more

New Streams: Marlin Seeks to Parlay Small Business Expertise

In his first year as president and CEO, Jeffrey Hilzinger has been at the helm of a rejuvenated Marlin Business Services, which has its sights set on being more than just a small-ticket equipment financing company.... read more

Caveat Emptor: Let the Buyer Beware

Despite the best underwriting efforts, the industry uncovers a new fraud among our ranks every few years. Dexter Van Dango ponders the NorVergence, Royal Links, Brican and MHT schemes and considers the ways competitiveness, ego or greed can influence the actions of decision makers in successful leasing companies.... read more

Changing the Conversation: Perry and Regions Equipment Finance Put Community First

One of Regions Equipment Finance’s core values is supporting economic development and growth in the communities it serves. As president, William Perry plans to take the company to the next level by instituting a policy of transparency, thoroughly evaluating processes and transforming sales reps into valuable consultants through education.... read more

New Accounting Rules: Implications for Vendor, Dealer and Captive Segments

Bill Bosco examines issues that vendor, dealer and captive finance segments will face when the new lease accounting rules go into effect. He discusses lessee operating lease accounting, sale leaseback accounting and sales-type lease accounting and provides strategies to deal with the changes effectively.... read more

Remember the Name: MB Equipment Finance Boosted by GE Capital Hires

MB Equipment Finance was one of the winners of the GE Capital divestiture sweepstakes, as it added eight team members from the former financial service giant last spring. President Dave Drury details the recruitment process, how the new additions have helped lift MB to new heights and the exciting prospects 2017 has to offer.... read more

True Collaboration: Creating Fruitful Vendor Partnerships in a Multifunder Environment

Vendor finance leaders from DLL, Key Equipment Finance and Wells Fargo discuss how the trend of equipment acquisition deferment affected their businesses in 2016, provide an outlook for 2017 and consider what it takes to achieve true partnerships in a multifunder environment.... read more

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

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

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Terry Mulreany
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