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

November/December 2017

Safety and Technology First: GAMA Eyes Customer Expectations as Flight Hours Soar

More than a decade following the Great Recession, the general aviation industry is beginning to show signs of a full recovery, with flight activity increasing in the U.S. and Europe. GAMA’s Jens Hennig discusses the economic environment of the industry and the association’s efforts to improve the process of bringing aircraft, equipped with the safety standards and modernized technology customers desire, to market.... read more

November/December 2017

Credit vs. Sales: The Battle for Approvals

Linda Kester explores the interplay between sales and credit departments. Taking a lesson from her own early experiences as a salesperson, she discusses common misconceptions the departments have about each other and shares methods for creating the synergy essential for success.... read more

November/December 2017

Commitment to Digital Business Sparks Sales: 2017 Best Year on Record Since Recession

IT spending is on the upswing, according to data from Gartner. John Lovelock examines the reasons behind the increase, including a commitment to digital business and a declining U.S. dollar. As software overtakes hardware and service-based models replace traditional ownership, he says businesses that fail to keep up with technological advancements will be left behind.... read more

November/December 2017

Improving the Odds: How to Ramp Up Quickly as a Sales Rep

Starting a new sales job isn’t always easy — for sales reps or their employers. Linda Kester provides six tips and expert advice from an executive recruiter to ensure a new employee’s successful assimilation into a company’s culture.... read more

September/October 2017

Taking the Road Less Traveled: How One Woman Created Her Own Equipment Finance Success

Entrepreneur Terri McNally shares the insight she gained from launching and successfully running an independent equipment finance company. She offers six vital lessons for those in the industry who are hoping to create a successful business.... read more

September/October 2017

Blockbuster Deals: A Look at High Profile Independent Acquisitions

Over the last 12 months, several major independent equipment leasing companies have been acquired. Banks and private equity firms were some of the major acquirers, with People’s United Bank buying LEAF Commercial Capital and Solar Capital taking on Nations Equipment Finance. What has led to this spike in activity, and will it continue?... read more

September/October 2017

Structuring Leases Under Topic 842: Two Vital Issues to Consider

Bill Bosco raises two Topic 842 issues to consider prior to implementation — the impact of financial measures and ratios and the new rules regarding sale-leaseback accounting. He discusses several challenging situations and offers potential solutions.... read more

September/October 2017

Seeing Clearly: 2017 Provides Improved Clarity for Equipment Finance Landscape

With more than half of 2017 in the books, Ralph Petta and Anthony Cracchiolo provide an update on the equipment finance industry from the ELFA’s perspective. They discuss struggling sectors and the 2016 election, improved performance in 2017 and what the association is working on and expecting in the next year.... read more

September/October 2017

Evolving with ‘Servitization’: The Days of Buying Equipment Are Numbered

Today’s customers want to enjoy the benefits of equipment use without the hassles of ownership. Equipment finance structures are evolving to keep up with this trend. Monitor examines three types of servitization and the way these new structures will affect the future of the industry.... read more

September/October 2017

Hardwick v. Wilcox: Release Ineffective for Usury Claims

Andrew Alper examines usury and discusses paths to exemption available for lenders using the Hardwick case as an example to demonstrate that having a borrower sign a general release may not always release the borrower’s right to file a usury claim against a lender.... read more

September/October 2017

Skillful Sailing: Extraordinary Performance Driven by Cultural Winds

The culture of a company — the invisible force that determines vision and values — will ultimately determine its success or failure. Dexter Van Dango embarks on an expedition to uncover the power of culture. He examines recent cultural breakdowns that made headlines and shares insights from equipment finance leaders on the impact of corporate culture on their organizations.... read more

September/October 2017

Changing Dynamics: Industry Leaders Share Their Insights

Lisa Miller sits down with four executives, each representing a different corner of the equipment finance universe, to discuss the current state of the industry. They share their thoughts on 2017’s ability to live up to expectations, their outlook for the rest of the year and the myriad ways recent natural disasters will inevitably affect the industry.... read more

September/October 2017

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

July/August 2017

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

July/August 2017