Industry Related

Prospector on Deck: Come to the Plate Prepared to Avoid Striking Out

As baseball season gets into full swing, Linda Kester compares prospecting to America’s favorite pastime. She says leasing professionals who prepare a great opening statement, listen carefully and ask important questions will close more deals. There are many ways to score in baseball and in leasing, but preparation is vital.... read more

Vendor Finance for the Uninitiated: A Newcomer’s Guide to Building a Vendor Finance Business

Dexter Van Dango provides a step by step to follow to take advantage of the long term benefits and annuities of a well-run vendor finance platform.... read more

CLFP Foundation: 30 Years of Raising the Bar

CLFP Foundation’s Reid Raykovich, along with First American Equipment Finance’s Bill Verhelle and Dave Schaefer of Orion First Financial and Mintaka Financial spoke with Monitor to discuss the benefits of the CLFP designation on the equipment leasing and finance industry — and why advocating it at all levels of organizations is key to the Foundation’s continued growth.... read more

ELFA/IMN Investor Conference: High Investor Demand Breeds Competition, Consolidation and Innovation

Spirits and confidence in the equipment finance sector were high at the 14th Annual Investor Conference where panelists concurred that equipment—no longer an “esoteric” asset class—has reached a new level of familiarity and desirability with investors. While high investor demand is creating a competitive landscape and fueling innovation, many investors cautioned that competition could lead to loosening of standards.... read more

Multiple Competing Variables: Dealing With the Impact of Falling Oil Prices

Evidence shows onshore drilling activity in the U.S. is not sustainable, given the current state of oil prices and issues facing producers. Joseph R. D’Angelo, partner at Carl Marks Advisors, looks at restructuring issues facing fracking suppliers and providers, and advises steps to take when secured lenders are hit with vulnerable credits.... read more

Separating the Amateurs from the Pros: Three Methods to Expand Your Target Market

Linda P. Kester understands that developing leads and marketing plans can be overwhelming, but she has three methodologies to help sales people separate themselves from the pack and boost their success in their target markets. Ultimately, she advises sales professionals to find what works for them — and do it consistently.... read more

Heating Up: M&A Gaining Momentum in 2015

The Alta Group’s Bruce Kropschot says the equipment financing M&A market showed signs of heating up in 2014, putting the long period of reduced activity from the Great Recession further in the past as he expects a continued upswing in 2015. Kropschot discusses recent M&A activity, noting it is a great environment for the equipment leasing M&A market.... read more

A Tough Year for Buyers & Syndicators: The State of the Bank Lessor in 2014

Fifth Third’s Scott Kiley observes that there is generally some sort of consensus on whether market conditions faired better for buyers or syndicators. However, due to a lower volume of good product for sale, Kiley says it was a tough year for everyone.... read more

The Same Old Buy Desk Challenges Abound

Monitor contributor Lisa Miller catches up with this year’s buy desk roundtable panelists, as they lament the same challenges that many leasing professionals have faced during the last few years: price compression, low interest rates, tight margins and increased competition. David Drury, Joe Fantauzzi and Bob Wright strive to embrace this “new normal” as they tackle 2015.... read more

Fostering Time, Talent & Treasure Through Member Engagement

Bob Rinaldi discusses the top priorities for his term as ELFA Board of Directors chairman, emphasizing the vital role of member engagement through time, talent and treasure to ensure the continued sustainability and success of the industry.... read more

No Respect: Why Charge-Offs are Still Assets

Brett Boehm of TBF Financial thinks charged-off loans or leases don’t get the respect they deserve. He explains how the process of selling charged-off assets can generate revenue from almost nothing.... read more

467 Loan Structuring

IRS Section 467 loan structuring techniques are commonly used today as powerful leveraged lease structuring approaches that can greatly improve a transaction’s economics. Ivory Consulting founder Chris Ivory provides insight into the use of a 467 loan.... read more

How Equipment Finance Can Foster Innovation

GE Capital, Corporate Finance chief commercial officer Eric Dusch discusses equipment finance’s ability to foster innovation and the importance of the opportunity it affords to learn about the market and keep abreast of developments.... read more

Franchise Finance: Still the Next Big Thing

Signature Financial’s John Black delves into the franchise finance industry, explaining its evolution and the opportunities that come along with it. Overall, he notes it is an exciting time to be a lender engaged in the food service marketplace.... read more

Commercial Finance M&A Market: More Sellers Come Out of the Woodwork, But Who Are the Right Buyers?

Houlihan Lokey’s Tim Stute discusses the increasing M&A activity in the financial services sector and the emergence of non-bank buyers in the space. Stute notes there is an abundance of potential buyers in the market, but the reality is it’s not quite as easy as simply calling a group of bank buyers and selling to the highest bidder.... read more

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