Ah, the sweet smell of success… It’s a sensation everyone is striving to experience more of these days. Linda Kester returns to remind us that in selling equipment leasing, success often requires a lot of hard work and sometimes, a bit of inspiration. ... read more

October 2009

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July/August 2009

Eventually when the textbooks are written about this current recession there will be a lot of chapters that feature the winners and losers. There will be the ones led by smart CFOs, who broke the code and advanced smart financing solutions, including leasing options to acquire technology during the recession. These decisions today would be seen as pivotal in positioning their companies for growth during the inevitable rebound in the global marketplace.... read more

July/August 2009

Frustration is a normal emotional response to being unable to fill a need. It’s a feeling of dissatisfaction, often accompanied by anxiety or depression, resulting from unresolved problems. Linda Kester provides eight steps to alleviate the frustration many salespeople experience.... read more

July/August 2009

Just like the seasons, economic busts turn into economic booms. Whether the economy or the stock market has bottomed out is irrelevant; one day soon the economy will turn around. Will your business be ready to handle the increasing volume of orders smoothly and efficiently, or will you find yourself back in firefighting mode, scrambling to deliver?... read more

June 2009

Building a high-quality list of leads takes a lot of time and resourcefulness but after a while, it takes less of both. And while it’s not easy, it’s well worth it. Linda Kester returns to remind us of the sense of satisfaction one receives by connecting with their top ten prospects on a regular basis.... read more

June 2009

In the following outlook, economist Paul Kasriel of Northern Trust’s Global Economic Research team answers a question that is perhaps on everyone’s mind — are we there yet? And while the short answer is no, there are signs of moderation in the rate of descent of economic activity. And all things being equal, that’s not too bad.... read more

June 2009

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.... read more

May/June 2009

Remember the Captain & Tennille song, “Love Will Keep Us Together?” That could be an anthem for turning one-time lessees into multiple transaction customers.... read more

May/June 2009

Despite the global financial crisis in which assets fell by $50 trillion since last year and the industry was facing its 15th month in recession, at the March 19 ELFA/IMN Investor Conference in New York, attendees expressed some hope and optimism.... read more

May/June 2009

The Marlin Leasing story details how an independent leasing company was squeezed by the ravages of a worsening economy and the evaporation of the capital markets. And after achieving bank holding company status, Marlin now finds itself heavily dependent on bank regulators and the TALF program for its future funding and, in fact, its very survival.... read more

May/June 2009

It’s a frustrating market to say the least: small- and medium-sized businesses have never been in such dire need of financing, yet the lenders that serve that purpose don’t have the funding to provide it. Competitors have exited the market and will continue to do so. What’s left is a market with substantial opportunity to fund equipment purchases by borrowers with pristine credit — if only there was liquidity for equipment finance companies.... read more

May/June 2009

As convention season rolls around this year, it’s important to remember some key aspects to getting the most out of the annual leasing conventions and that means networking, networking, networking. Linda Kester offers some helpful tips to finding and securing new prospects.... read more

March/April 2009

Last year, those interviewed for the Monitor’s annual broker roundtable were optimistic even during an economic downturn that hit the industry hard in late 2007 following the collapse of the subprime markets. But what most didn’t realize, at the time, was that more hardship was ahead, and 2008 would be even more surprising and worse for the economy than anyone feared.... read more

March/April 2009

The National Equipment Finance Association (NEFA) launches into its first year as the newly combined entity of the UAEL and the EAEL. In this year’s message, Brent Hall, CEO of Pinnacle Finance and the group’s first president, provides an overview of his experience in the association, its mission and its value to the equipment leasing and finance professional.... read more

March/April 2009