Articles

Fixing the RFP: Improving the Software Vendor Selection Process

Ron Meyer from Linedata examines the pitfalls of the typical RFP process for financial institutions seeking to streamline their processes with software. He says it is vital to ensure that a software vendor will make a great long-term partner, that the cost of a project is in line with industry standards and that the vendor provides direct access to client references.... read more

The B-B-Billion Dollar Mistake: Remember to Take a Deep B-B-Breath Before Touching Financing Statements

Gather around the campfire as Ken Weinberg tells the tale of the billion dollar mistake, a cautionary truelife horror story that reinforces the importance of financing statements. These documents often do not receive the attention they deserve, which can lead to disastrous consequences.... read more

Throw Out the Script: How to Win Over Gatekeepers & Achieve Results

Scripted sales calls are painful for the sales rep and the prospect. Linda Kester hates them too and offers a better solution. By setting an objective, actively listening and asking questions, salespeople can say goodbye to their scripts and hello to success.... read more

Basel & EFRAG Decide on New Lease Rules: Two Bad Calls for the Industry

Bill Bosco discusses two recent EFRAG and Basel Committee decisions and outlines the reasons why he believes these regulatory moves are bad for the equipment finance industry.... read more

Limited Benefit Method: An Alternative to the Multiple Investment Sinking Fund Yield

Ray James from Ivory Consulting provides an overview of the various methods used to measure lease tax benefits, including the alternate limited benefit method, which has become popular as focus has shifted to both leverage and lease accounting considerations.... read more

Evolving With Customer Expectations: Banks Remain Predominant Players in Equipment Finance

Monitor catches up with three Bank 50 leaders to discuss how they achieved growth in 2016 and how this year is measuring up to expectations. They offer predictions of what is in store for the industry in the second half of 2017, asserting that banks will continue to dominate equipment finance.... read more

The Next Big Trend: Equipment Finance is Ready for a Platform

In a Monitor Q&A, executives from five software companies — Michael Campbell from International Decision Systems, Simon Clark of Alfa, Farooq Ghauri of NetSol Technologies, Madhu Natarajan of Odessa Technologies and Jeff Van Slyke of LeaseTeam — discuss keeping up with the digital demands of today’s martketplace, including harnessing the power of Big Data and predictive analytics while utilizing the cloud. They outline how technology can help a company achieve intimacy with its customers and predict the next big technological trends for the industry.... read more

Alter Ego Trip: Daebo International Challenges an International Vessel Lease

Blank Rome’s Michael Schaedle and Gregory Vizza dissect the New York Bankruptcy Court’s Daebo International Shipping decision that upholds the independence of vessel lenders and lessors from their borrowers’ and lessees’ general obligations while reaffirming the power of Chapter 15 to protect foreign collective remedies from opportunistic individual creditor action in the U.S.... read more

Carrying the Torch: Whitney Equipment Finance Continues Legacy of Serving the Gulf Coast

Whitney Equipment Finance, the newly-formed equipment finance business of Gulf Coast stalwart Hancock Whitney Bank, debuted in the Monitor 100 this year at No. 70. Managing Director Chris Bucher explains how the newcomer leveraged its parent bank’s resources and legacy of serving regional businesses into a spot in the rankings after just a year and a half of operations.... read more

Preparing for ASC 842: How to Help Lessee Customers

Thanks to ASC 842, lessees will soon enter a new world of recording and accounting for operating leases. Bill Bosco discusses several ways that lessors can help their lessee customers meet these extensive compliance requirements.... read more

Asset-Backed Securities: A Critical Tool in the Equipment Finance Market

Wells Fargo Securities’ Kevin Ryan provides an overview of the equipment-backed ABS market. Thanks to its performance history and value spread, equipment lenders will continue to have to access this market, which bodes well for the industry at large, especially independents, captives and large cap finance company subsidiaries.... read more

Sweet Relief for the Middle Market: Monroe Credit Advisors Navigate the Credit Markets

Although the economy has slowly recovered since the Great Recession, many traditional lenders are still wary of lending to the middle market. Monroe Credit Advisors’ Brent Krambeck and Linda Crothers discuss their team’s mission of pairing middle market companies with the lenders that will help them achieve their goals. While Monroe Credit initially focused on borrowers seeking debt capital solutions, the firm soon expanded the practice to include lease and capital equipment finance advisory and placement services.... read more

New Streams: Marlin Seeks to Parlay Small Business Expertise

In his first year as president and CEO, Jeffrey Hilzinger has been at the helm of a rejuvenated Marlin Business Services, which has its sights set on being more than just a small-ticket equipment financing company.... read more

Caveat Emptor: Let the Buyer Beware

Despite the best underwriting efforts, the industry uncovers a new fraud among our ranks every few years. Dexter Van Dango ponders the NorVergence, Royal Links, Brican and MHT schemes and considers the ways competitiveness, ego or greed can influence the actions of decision makers in successful leasing companies.... read more

Changing the Conversation: Perry and Regions Equipment Finance Put Community First

One of Regions Equipment Finance’s core values is supporting economic development and growth in the communities it serves. As president, William Perry plans to take the company to the next level by instituting a policy of transparency, thoroughly evaluating processes and transforming sales reps into valuable consultants through education.... read more

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Terry Mulreany
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tmulreany@monitordaily.com
Frank Battista
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fbattista@monitordaily.com

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