Even in a Downturn, De Lage Landen ‘Stays the Course’ With Long-Term Strategy

In January of this year, Monitor readers found out that William Stephenson was appointed to lead De Lage Landen’s Global Vendor Finance (GVF) group. Recently, the company released impressive results for the first half of this year. We reached out to Stephenson, a 25-year veteran of the company, to learn more about his group’s performance and its approach to the market.... read more

Industry Sector Overview 2011

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Resting Comfortably — The Four Paths to Perfection

The last edition of Dispatches From the Trenches discussed the Article 9 concept of attachment. In this edition, Ken Weinberg discusses the four primary ways in which an attached security interest may be perfected — filing, possession, control and automatic perfection.... read more

Seventh Circuit Affirms Use of a Powerful Tool for Judgment Creditors in ‘Rare’ Cases

When defendants Pethinaidu and Parameswari Veluchamy defaulted on their obligations to Bank of America in June 2009, the bank sued in federal district court for breach of contract, obtained judgment against the defendants 18 months later and began aggressively pursuing post-judgment enforcement remedies. What follows is a rare case eventually upheld in the Seventh Circuit Court of Appeals. ... read more

From Goodwill to Concrete Skills

From Linda Kester’s point of view, sales training generates goodwill and concrete skills that forge a path of excellence for your sales reps to follow. In the following article, she supports her viewpoint with five reasons for continuous sales training.... read more

CapStar Commercial Finance: At the Heart of Palm

A banking newcomer, CapStar Bank is now in a position to diversify into the equipment financing space and has turned to former GMAC Commercial Finance execs Lee Palm and Brian Shapiro to create CapStar Commercial Finance. In a cycle that he sees as favorable for emerging equipment finance units, Palm is building a team and focusing on the core values of credit, credit discipline, underwriting and deal structures.... read more

What Happened to the New Reality?

As the second calendar quarter came to a close, Dexter Van Dango can’t help but wonder if the old risk-monitoring pendulum hadn’t swung back past center toward the other side — the crazy side — the irrational exuberance, foolish behavior, dumb money side.... read more

Staying ‘In the Game’

It’s an exciting time for servicers as they get more involved in global solutions for banks, lessors and captives. The industry once again is witnessing gradual consideration by small- or medium-size banks to invest capital in leasing.... read more

When Selling Charged-Off Equipment Leases and Loans Makes Smart Sense

Some leasing and finance executives bristle when they first hear the prices offered by a debt buyer for their charged-off accounts, or they operate off of a general notion that selling their debt just doesn’t make economic sense. What they are often missing, however, is a deeper analysis of their actual overall bad debt liquidation costs and assumptions. ... read more

Economic Growth: Is it Truth or Mirage?

In a Monitor interview, Steve Battreall, GE Capital’s chief commercial officer, offers his candid view on a variety of issues facing the equipment finance industry. Here Battreall speaks to topics ranging from the much-discussed accounting changes to suffering equipment sectors. While much has been said that’s gloomy in nature, Battreall sees things a tad bit differently.... read more

Bank Ranking & Technology 2011

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Reliability: How to Stop Your Business From Coming to a Standstill

Technology, for everything it brings us, can let us down. The more we rely on it, the more we are vulnerable to its occasional failings, and this is true for our lives both business and personal. But while components can fail, there is plenty that can be done to minimize business impact. CHP Consulting’s Richard Raistrick advises how businesses can set a gold standard for their commercial websites.... read more

Yesterday's Solutions Have Become Today’s Problems

With too many competitors chasing too few deals, it seems obvious that leasing companies will be under increasing pressure to identify new markets and products and find more efficient ways of doing business in order to increase the bottom line. Today’s business climate demands that leasing companies operate in the most efficient manner possible. For many leasing companies, the reluctance to let go of legacy applications may no longer be an option. ... read more

Attachment: Your Security Interest Isn’t ‘Perfect’ Without It

The key point of this edition of Dispatches From the Trenches is to provide a friendly reminder that attachment is a cornerstone to a perfected security interest and that it is worthwhile to consider the requisite steps to attachment and their timing. Ken Weinberg reminds us that equipment lease forms need to be carefully worded so that the grant of the security interest occurs prior to acceptance in the event goods are not accepted before or simultaneously with delivery.... read more

Involuntary Bankruptcy Proceedings Part I

The filing of an involuntary bankruptcy petition by a creditor can be a very useful tool for a creditor to collect money from its recalcitrant debtor. But given some new cases, maybe a creditor should give the filing of an involuntary bankruptcy proceeding a second thought.... read more

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