After the Sale: How to Achieve a Return on Existing Lessees

The day a deal closes is the end of the line for many sales people, but Linda Kester warns this can be a mistake. She provides several ways for sales reps to build their relationships with clients after the sale to ensure satisfaction and repeat business for years to come.... read more

Smart Contracts: The Future of Documentation & Collections

As the financial world has become increasingly digital, smart contracts — predicted to eliminate paper contracts entirely as well as many collection efforts — are on the cutting edge of forward thinking legal innovation. Joseph Bonanno examines the steps required to make these contracts the norm as well as the legal issues surrounding their use.... read more

Six Ways From Sunday: How to Handle Conflicting Liens

Sometimes a UCC search will reveal a conflicting lien on equipment to be financed. Ken Weinberg reviews several approaches to address this common issue while preserving lenders’ rights.... read more

Imagine the Possibilities: Technology and the Asset Manager’s Challenge

Comparing the current state of the asset management process to a complex Rube Goldberg machine, Ivory Consulting’s Joseph Moore insists there must be a more streamlined way to get the job done using technology that exists today. He encourages asset managers to reimagine the process and focus on the results which could be achieved via automation.... read more

Data-Enabled Technologies Drive Enhanced Asset Focus

The simultaneous emergence of several enabling technologies is priming a revolution in product and services innovation and changing how we understand and anticipate customers’ needs. Ian Robertson says lessors who utilize these asset information-related opportunities can differentiate themselves from their competition.... read more

A Beneficial Vision: Former Marlin Execs Get to Do it Again — the Right Way

Daniel Dyer and George Pelose worked for years at Marlin Business Services in the company’s startup stage. Although both retired from Marlin, they are back in the game, building out Beneficial Bank’s new equipment finance company.... read more

Equipment Finance 2.0: This is Not Your Father’s Leasing Company

Long gone are the days when asset managers relied on Green Guides and paper documents were stored in fireproof filing cabinets. Dexter Van Dango examines data-driven processes, blockchain technology and the demise of traditionally documented transactions. He urges equipment finance companies to challenge their thinking about all aspects of the business before they are left behind.... read more

The Worst Loans Are Made in the Best Times: Credit Managers Lead the Fight Against Complacency

With a record-breaking year on the books, the equipment finance industry has benefitted from a lengthy economic expansion. While it can be easy to relax into the false sense of security a period of abundance can bring, credit managers continue to exercise caution, keeping a vigilant eye out for the slightest negative signs or factors that may affect business.... read more

The Ripple Effect: Modern Asset Managers Master the Complexities of Market Interplay

The markets equipment finance companies serve are always in a state of flux, as are regulations and the state of the economy. Lisa Miller checks in with three asset managers on how they manage to provide accurate valuations in such a dynamic environment.... read more

A Good Road is Paved with Fixed Intentions: What Do Your Documents Say About Fixtures?

Which types of equipment can be considered fixtures? Ken Weinberg says there are many ways to answer that question and discusses the importance of establishing intention about the fixture status of a piece of equipment in a lease or finance agreement.... read more

Equipment Markets 2018: The Federal Impact

Christian Klein takes a look at events in the Capitol that have affected equipment demand this year, including regulatory reform. Although federal appropriations, the president’s infrastructure plan and tax reform are currently in limbo, he expects demand in 2018 to stay at current levels no matter what happens on the Hill.... read more

Construction Activity Up in 2017: Residential Upsurge Makes Up for Declines in Infrastructure Spending

Red tape may have put public construction projects on hold this year, but a surge in private spending drove an overall increase in construction activity. Wells Fargo’s John Crum examines this and other key industry observations including the rental market, new equipment sales, used equipment prices and the effects of hurricane season. Looking ahead to 2018, he predicts it could be another great year for construction if this year’s pattern holds.... read more

Lease Accounting Rules Add to Bank Capital Woes: Topic 842 May Cause Credit Crunch in 2019

In his final Monitor article before retirement, Bill Bosco examines how banks will be affected by the Basel Committee’s decision on international capital rules. He predicts a negative effect on worldwide economic activity in 2019 as banks address their need to increase capital which, in turn, will likely diminish lending activities.... read more

Stuck in Traffic: Driver Shortage, Electronic Logs Make for Small Fleet Trouble

During a year when the industry took on a major role in helping rebuild from devastating natural disasters in Texas, Florida and California, overcapacity and a driver shortage continued to hamper trucking. That doesn’t mean the future doesn’t hold promise. Dan Clark, head of BMO Transportation Finance, discusses what 2017 was like for the industry and what to expect in 2018 and beyond.... read more

The Cyclical Expansion Continues: Commercial Truck Industry Will Fare Well in 2018

The trucking industry continued its slow growth pattern in 2017. Steve Latin-Kasper of the National Truck Equipment Association discusses factors like the labor shortages and infrastructure delays that have hindered growth. He provides a slightly rosier outlook for 2018.... read more

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