Article Archive — Pricing/ Structuring
Pricing to Win Deals… Different Approaches, One Objective
Technology has reached the point where near-instant intelligence on profitability is available to management. By analyzing your portfolio’s performance over time, and by segment, customer, salesperson, product, asset and so on, management has hard data with which to steer the pricing ship. When making strategic pricing decisions or even when considering a pricing exception, such information is critical. An equipment finance company with that level of information remains flexible, creative and competitive.
Read more...
Discipline in Pricing is Critical to Profitability in the Leasing Industry
There has been a steady decline in profitability measures for the leasing industry over the past several years. Without a doubt, the recession has played a role in this decline, but the recession was an event external to the industry. At a time when there are questions being asked as to the viability of leasing as an industry, and not just as a product, are there other factors and/or drivers at work? Shawn Halladay considers these and other points.
Read more...
Operating Leases: Balancing Risk Management and Customer Value
Indeed, there are opportunities for lessors willing to offer operating leases. Successfully managing residual risks in today’s market, however, requires a fundamental change in approach. Creating value for the customer in this manner will require new methodologies and rigor. The opportunity is there. Who’s ready to take the step?
Read more...
What Lenders Want: Transparency, Pricing & Structure
As the credit crisis subsides and, according to leasing veteran John Unchester, it will, the markets will balance out. However, transparency, pricing and structure will always remain key tenets for lease investors. The ability to establish long-term relationships, which can be relied on through the cycles, requires a commitment to these basic principles.
Read more...
Issues Impacting Lessors’ Pricing and Profitability
Are external and internal factors affecting your ability to meet your established targets? Lessors deal with these issues on a day-to-day basis, and no matter what precautions you take, there will always be new issues to solve. Bill Bosco offers insight into how to work around the factors that impact profitability and growth.
Read more...
