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

Final Drafts Under Review: The Impact of Proposed Lease Accounting Rules

Bill Bosco provides an update on the status of the lease accounting project and operational issues. He outlines outstanding issues and reveals good and bad news, as well as the anticipated financial impact, of the new accounting rules.... read more

The Aftermath of Recharacterization: Enforcing Terms of a Lease That is Actually a Loan

Andrew Alper discusses the issues that arise after a court recharacterizes a lease transaction as a loan. He reminds us that while a contract will remain enforceable, regardless of whether it is determined to be a lease or loan, there is no substitute for careful drafting.... read more

Adjusting to a Challenging Environment: Good News, Bad News & Wild Cards

Jud Snyder provides an overview of the equipment finance industry. While steady growth, new technology and young talent have increased opportunity, he says liquidity, competition and syndication have proved challenging. He points to several wild cards, including regulation and tax reform, which pose unknown outcomes for the future.... read more

Discipline, Strategy and Customer Relationships: Balancing Risk & Reward in a Competitive Environment

Lisa A. Miller catches up with four industry leaders who discuss the current economic environment, industry sentiment and pending regulations. They say discipline, strategy and customer relationships are essential to maintaining a profitable balance between risk and reward in a market where competition threatens to disrupt that balance.... read more

Shifting Lanes: Partridge Keeps Clients at the Center in New Role

After nearly two decades with Fifth Third, Tom Partridge is taking on an entirely different role as leader of the bank’s Equipment Finance division. Despite the change of scenery, he has set some lofty goals, saying he wants to make his new unit the best retail bank leasing company in the U.S.... read more

Tied with Golden Thread: Stonebriar Aims for Well-Rounded Diversification

Dave Fate and Paul Bossidy share the story of Stonebriar Commercial Finance and their plans to build the startup into a diversified commercial finance company. With the GE Capital divesture announced one week after Stonebriar’s launch, conditions in the underserved middle-market playing field are the best they have seen in 30 years.... read more

Sunny Skies and Thunder Claps: Dexter Dissects the Revolutionary Events of 2015

Mystery writer Dexter Van Dango examines the events that shaped the industry in 2015 — perhaps a bit earlier in the year than he would’ve liked. He says this year’s business environment, economic conditions, state of the industry and competitive rivalry converged to create a memorable storm.... read more

Fostering a Culture of Innovation: Hiring Millennials to Transform a Mature Business

Bill Verhelle explains the importance of hiring and retaining “digital natives.” Verhelle says these young professionals are important to the survival of old-line businesses, and they are often the key to fostering innovation, agility and adaptability in a rapidly changing marketplace.... read more

The Rise of Element Financial: How Data Driven Services are Transforming the Equipment Finance Industry

Monitor publisher, Jerry Parrotto, catches up with Steve Hudson and Brad Nullmeyer of Element Financial. Driven by innovation, opportunity and a customer-centric business model, Element has quickly risen from a small regional player to one of the largest fleet management and equipment finance companies in North America. Hudson and Nullmeyer share their story of success and provide a peek of what lies ahead.... read more

Lease Accounting Project Update: Great News for U.S. Banks

Bill Bosco examines the differences between the proposed FASB and IASB lease accounting standards. He reports that while U.S. banks will see little environmental change when the FASB accounting rules take effect, IFRS bank lessors will face the IASB approach, which is negative for both bank lessee customers and banks as lessors.... read more

Charting a Course to Sales Success: A Q&A to Jumpstart Results

Linda P. Kester lists six essential questions that will facilitate smooth sailing in the never ending quest for success in sales. She says by taking action, visualizing success, thinking positive, setting goals and being persistent, salespeople can generate more volume and commission.... read more

The Importance of Casualty and Loss Provisions in Equipment Financing

Kenneth P. Weinberg outlines the necessary components of well-drafted equipment lease and equipment financing agreements, including key aspects of both “casualty” and “event of loss” provisions. He also discusses the importance of including provisions that clearly outline expectations for equipment maintenance and application of insurance proceeds.... read more

Winning for the Right Reasons: Craig Dahl’s Recipe for Long-Term Success

In an achievement unmatched by most equipment finance executives, Craig R. Dahl has been appointed president of TCF Financial Corporation. In this exclusive Monitor interview, Dahl shares the keys to TCF’s success: engaged leadership, strong risk management, a rigorous control process, as well as recruiting — and retaining — a winning team.... read more

Actualizing the Tool of Technology: Enhancing Customer Experience, Processes and Compliance

Monitor caught up with the leaders of five technology software companies to explore solutions to the resounding goal of this year’s Bank 50 participants: How to improve technology to enhance customer experience, create internal efficiencies and ease the burden of increased regulatory and compliance requirements.... read more

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