Articles

No Casualties in Leasing: Implications for Revenue Recognition

In part two of a three part series, Monitor editor, Rita E. Garwood, sits down with members of the ELFA’s Financial Accounting Committee — Bill Bosco, John Bober and Rod Hurd — at the ELFA’s 2015 Lease and Finance Accountants Conference to discuss the implications of the new revenue recognition standard.... read more

Make vs. Take: Labeling Leads, Creating Strategies & Seeing Results

All potential leasing customers are not the same, which is why Linda Kester says labeling prospective accounts as a “make” or a “take” will help sales reps increase their volume. She explains the characteristics of each label and the best methods to transform these prospects into customers.... read more

Structured Finance and Revenue Streams: Not Absolute and Unconditional

In the first installment of a two part series, Attorney Kenneth Weinberg explores the unique nature of bundled and PPA transactions, and outlines how these transactions differ from more traditional equipment leasing and finance structures. Additionally, he provides a list of questions that will inevitably arise when equipment leasing and finance companies decide to invest in these situations.... read more

Innovative Financing: Models Needed for 3rd Platform Transformations

As businesses have shifted into the third platform, marked by an inter-dependency between social, mobile, analytics (big data) and cloud, IDC’s Susan Middleton shares IT spending trends and says innovative programs and IT consumption models are necessary to solidify a financing company’s role as a trusted advisor.... read more

An Evolving Dynamic: Captive Financing in IT

As the Internet of Everything continues to grow, the next generation of IT solutions will require more structured financing capabilities to be successfully developed. Cisco Capital’s Kristine A. Snow anticipates that captives will not only serve as a financial foundation but — more importantly — will evolve to become trusted advisors to organizations.... read more

Construction Activity Strong in 2015: Rental Rates Continue Upward Trend

Wells Fargo’s John Crum takes a look at the construction industry environment, including information from a survey of construction industry executives who expressed a sense of optimism during the first three quarters of 2015. The last five years have witnessed slow but steady growth, and he sees significant opportunities for equipment financing and leasing in 2016.... read more

Pivotal Elections Approaching: AED’s Washington Office Plans 2016 Policy Push

With a new speaker in the House and a presidential election on the horizon, Christian Klein says Associated Equipment Distributors are elevating the voice of equipment distribution in the political process. He outlines key items on the association’s agenda, including the surface transportation bill, tax reform, investment in water infrastructure programs and energy independence.... read more

ELFA Financial Accounting Committee: Transitioning to the New Lease Accounting Standards

In part one of a three part series, Monitor editor, Rita E. Garwood, sits down with members of the ELFA’s Financial Accounting Committee — Bill Bosco, John Bober and Rod Hurd — as well as ELFA president and CEO-elect Ralph Petta at the ELFA’s 2015 Lease and Finance Accountants Conference to discuss the most important steps that lessors and lessees can take to ensure a smooth transition to the new accounting standards.... read more

Embracing the Trucking Transformation: Strategies to Adapt to Rapid Technological and Regulatory Change

Element Fleet Management’s Ken Gillies and Rob Kooken provide an update on key issues affecting the trucking industry, including fuel costs, emissions regulations, the driver shortage and regulatory compliance. They share strategies that fleet operators can adopt in order to address these concerns.... read more

North American Commercial Truck Industry Forecast: Expect Continued Sales Growth in 2016

Despite oil industry uncertainty and stock market fluctuations in 2015, the National Truck Equipment Association’s Steve Latin-Kasper expects continued commercial truck sales growth in 2016. He attributes this positive forecast to a healthy U.S. economy, including growth in the construction sector.... read more

No Man’s Sky: Business Aviation’s Promising But Uncertain Future

The business aviation industry experienced growth amid major change in 2015, and is positioned to continue moving upward in 2016, even if the industry will look different than it did just 12 months ago. Stonebriar Commercial Finance’s Michael Amalfitano discusses the past year and what can be expected in the future.... read more

GAMA Issues Mixed Q3 Report: Ex-Im Bank Reauthorization Delay Causes Turbulence

GAMA President and CEO Pete Bunce discusses the state of the general aviation manufacturing industry. With recent reports indicating a mixed performance, Bunce says passing the Export-Import Bank reauthorization is essential to ensure a level playing field for general aviation manufacturers in the global marketplace.... read more

There and Back Again: Paulhus Comes Home as Citizens Rhode Island President

Marc Paulhus discusses his dual role as president of Citizens Asset Finance and Citizens Bank Rhode Island president, a position that has brought him back to his home state where Citizens dominates in market share. During a 30-year career, Paulhus says he’s learned that the equipment finance industry is resilient.... read more

Navigating a New Ecosystem: Forming Alternative Finance Alliances

Charles Wendel discusses the changing relationship between alternative finance companies and traditional lenders, which has evolved from competitive to cooperative. He outlines the essential criteria that equipment finance companies should use when evaluating potential alternative finance partners, as well as the potential benefits of establishing these relationships.... read more

Mastering a Prospecting Habit: Focusing on Actions, Not Outcomes

Linda Kester tackles the cold call, a task that many sales people dread. She shares methods to develop a daily prospecting habit — such as scheduling and accountability — and outlines ways to guard against distractions and eliminate excuses.... read more

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Terry Mulreany
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terry.mulreany@monitordaily.com
Susie Angelucci
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susie.angelucci@monitordaily.com

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