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

Conflicting Chapter 7 Rulings: Revisiting Administrative Freezes

Lesley Anne Hawes dissects two Chapter 7 bankruptcy-related cases centered on temporary administrative freezes on debtor funds in bank accounts and their dramatically different outcomes.... 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

Customer Education is Key During FASB Implementations

Despite lingering anxiety among the lessor community, Bill Bosco assures us that the proposed lease accounting changes will have a positive impact on customers and their propensity to lease. ... read more

Cost Effective Asset Management: Fleet Data & Analytics Improve Heavy Duty Truck Acquisition

John Flynn, founder and CEO of Fleet Advantage, gleans insights from a recent Class 8 report by research firm Frost & Sullivan, which predicts increased business in that segment over the next six years. In order to keep up with business and competition, Flynn says fleet owners need access to the newest truck technologies, which reduce maintenance costs and fuel consumption.... read more

Funding Source Roundtable: Leasing Companies Aim for Growth Acceleration in 2015

This year’s Funding Source roundtable participants offer their insights on deal flow, funding sources and credit quality, as well as provide some tips on how brokers can improve the odds of getting a deal done in today’s lending environment.... read more

An Evolving Industry: Dexter’s TOP Picks for 2015

Monitor mystery writer Dexter Van Dango looks back at his success — or lack thereof — predicting how 2014 would pan out, and takes a stab at what we can (possibly) expect in 2015, such as an uptick in M&A activity, as well as higher interest rates and more competition.... read more

Drawing the Fine Line Between Leases & EFAs

In a mock sales Q&A, regular Monitor contributor Linda Kester describes how to approach a potential client’s question: “What’s the difference between an equipment lease agreement and an equipment finance agreement?”... read more

Use Careful Consideration When Drafting Collateral Descriptions

In part two of this two-part series, Kenneth P. Weinberg and Jennifer L. Howard continue their discussion of collateral descriptions in security agreements. Touching on limiting verbiage, timing considerations and collateral type changes, they recommend careful review to make sure you come up smelling like a rose when your lien is challenged.... read more

Lender’s Side of the Desk: Bill Mayer Brings Deep Experience to WFEF

As Bill Mayer steps into John McQueen’s shoes as head of Wells Fargo Equipment Finance, he emphasizes the importance of collaborative goal setting, a relationship focus and understanding risk as he explores new ways to continually grow a successful brand.... read more

Recent Developments in Oil & Gas Lease Markets

Technological breakthroughs have enabled domestic oil production to replace imports at a historic pace. Dana J. Pasternak, managing director and founder of Fairfield Capital, says the good news is that a lot of the equipment used in fracking is manufactured for extreme duty, has a reasonably long useful life and maintains relatively strong residual values, helping lessees mitigate their collateral risk.... read more

Frustrations of an Old Accountant Living in a New World

Bill Bosco shares his thoughts on the ever-evolving lease accounting world and the many standards changes that have taken place or are slated to take effect. Most importantly, he urges leasing professionals to follow up with FASB as it continues its deliberations.... 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

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