The following article provides solid arguments and the payoff for brokers who try to think outside the box when working in the vendor market. Those who refresh their thinking and make changes on how they work will be able to find success even in a somewhat sluggish market.... read more

March/April 2007

Now in its 28th year, the EAEL is striving to meet the challenges of its members, both old and new, while taking a heightened interest in the association. Current President Nancy Pistorio tells us what’s in store for the year’s conferences and meetings, and highlights EAEL’s new programs, mentoring and member opportunities.... read more

March/April 2007

In this issue, Ken Weinberg discusses the Commercial Money Center, Inc. case, and the decision, which determined that payment intangibles are separate from the lease itself. The results of this case offer some recommendations funders may want to consider.... read more

March/April 2007

In the 23 years since a small group of leasing professionals started the Certified Lease Professional designation, it has become the only designation in the leasing and finance industry that recognizes those who strive to be the best in the business. This article chronicles the history and mission of the foundation, and explores the requirements, preparation and payoffs for those who seek to attain the designation.... read more

March/April 2007

An industry without a self-imposed code of ethics creates one with no boundaries. The absence of boundaries creates an uncontrolled machine that may grow to prey upon its customers in an effort to generate unearned and unwarranted profits. Eventually, this machine either becomes subject to regulation or earns it a reputation that causes would-be customers to look elsewhere.... read more

March/April 2007

Good business ideas need good execution, and that often happens when people come together from disparate places. For Grand Rapids, MI-based Enterprise Funding Group, the quality of the idea has really taken off since the right person came along to enhance its execution.... read more

March/April 2007

The arrival of 2007 was not very happy for the lenders who are the subject of two recent decisions. In opinions issued in the first two weeks of this year, the courts sent a strong message — don’t expect a sympathetic reception when you fail to perfect your security interests promptly.... read more

March/April 2007

This article addresses corporate fraud and malfeasance as a given in today’s business finance environment. Not that it is prevalent in every corporate financing transaction, or even in a majority or them — but when it is present in a company being financed or its management team, it is both costly and disruptive to the victim. The costs can be measured as real costs, opportunity costs and even brand dislocation or wasting.... read more

January/February 2007

The technology revolution and its proliferation of cell phones, e-mail and online platforms have delivered great benefits to the business community, making cross-country or even international deals much easier to source, negotiate and close. But the convenience and portability of modern-day communication cannot replace the value of knowing the people with whom you are doing business.... read more

January/February 2007

No one thought, least of all Martin Cox more than 30 years ago, that he would be “bridging the divide” so to speak, between banking and equipment leasing — and successfully — at JPMorgan Chase. But bridge it he has, with an important focus on company-wide clients, internal communication and partnering, establishing a strong workforce and playing to each division’s strengths.... read more

January/February 2007

Emerging economies provide great opportunities for U.S. equipment lessors and finance companies seeking to fund the growing appetites of organizations looking to acquire critical equipment. These lessors must proceed cautiously, however, and carefully address a number of risks inherent to expanding markets.... read more

January/February 2007

Last year, the equipment managers we spoke to classified 2005 as a year of increasing competition, with more and more money chasing fewer and fewer deals. Most of our respondents said they expected that trend to continue into 2006; and by all indications it has done just that.... read more

January/February 2007

The data, tools, and analytics that companies are increasingly using to improve their sales forces will not only help top performers shine, but they will also help drive sales force laggards to the middle of the curve.... read more

January/February 2007

Many lease agreements contain an “interim rent” provision enabling the lessor to charge for the use of the lease property for the time period between the actual acceptance date and the date on which the base term of the lease commences. Although interim rent is well established, it’s not specifically addressed in the UCC. Therefore, it’s valuable to have an understanding of how it’s used and how the courts enforce it.... read more

January/February 2007

There is no getting around it...being in business involves taking risks. New forms of risk are emerging every day with the ever increasing and more complex methods used to finance growth. The penalties for getting it wrong can be severe. The solutions lie in how the industry improves its ability to quantify and manage risk, and how it identifies the tools available to mitigate these risks.... read more

January/February 2007