Article Archive — Vendor Finance
CIT’s Arrington on the Value-Add of Vendor Finance
As the economy improves, equipment manufacturers and resellers are gearing up to meet pent-up demand. Third-party lenders providing captive services offer a viable option for those sellers that want to improve control over customer relationships by offering a broad range of financing options and customer support — while avoiding the up front investment of building their own captive program. We spoke with Ron Arrington, global president of CIT Vendor Finance, to discuss the challenges of a changing economy, recent developments within the CIT vendor portfolio and what’s going on in the third-party captive market.
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Today’s Vendor Finance Programs
Enhanced Efficiency, Customer Relationships & Portfolio Management Are Keys to Success
Today as equipment manufacturers recognize the strategic importance of providing financing options to increase market penetration and maintain the control of their customer base, The Alta Group’s Paul Frechette notes an evolving mindset among these manufacturers. More than just an aid to closing sales, these manufacturers look to their financing partners to meet the needs of an ever-savvier customer base.
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Most Active Vendor Leasing Companies – 2010
A Turnaround Year for Vendor Leasing Volume
The Monitor’s Most Active Vendor Leasing Companies enjoyed a turnaround year in 2010 with a majority reporting healthy gains in new business volume after two years of steady decline.
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Equipment Leasing Reduces Business Risks
In August 2010, the Financial Accounting Standards Board issued a proposal that would require leases for equipment, corporate aircraft and real estate to be recognized on a lessee’s balance sheet. Although it is expected that the final standard won’t be released until later this year, it’s likely that companies’ financial performance metrics and ratios could be impacted. Nevertheless, the core benefits of leasing remain intact.
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An Independent Lessor’s View
Building the Right Relationship
The last few years of market and credit swings have been enough to make even the most seasoned observer a bit seasick. GreatAmerica Leasing’s David Pohlman offers his point of view on the most effective approach in navigating the often-choppy waters of vendor finance relationships.
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Four Top Providers Offer Insight Into the Vendor Finance Marketplace
Issues & Outlooks
As an alternative to the traditional roundtable discussion format, the Monitor approached the leaders of four top vendor finance providers to discuss relevant issues facing those institutions that participate in this specialized market as well as to share their individual outlooks for 2011. The methodology was simple: each industry leader got a crack at a randomly assigned question as well as the opportunity to provide his or her take on what the future holds.
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Interview With a Vendor: Capacity & Capability Make the Difference for Extreme Networks
In January, Extreme Networks announced it had selected LEAF as its partner in a new customer financing program. The Santa Clara, CA-based company provides converged Ethernet networks supporting data, voice and video for enterprises and service providers. For a change of pace, the Monitor speaks with a representative from the vendor who gives readers insight into the company’s selection process.
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