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

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

CIT’s Arrington on the Value-Add of Vendor Finance

As the economy improves, equipment manufacturers and resellers are gearing up to meet pent-up demand. Third-party lenders providing captive services offer a viable option for those sellers that want to improve control over customer relationships by offering a broad range of financing options and customer support — while avoiding the up front investment of building their own captive program. We spoke with Ron Arrington, global president of CIT Vendor Finance, to discuss the challenges of a changing economy, recent developments within the CIT vendor portfolio and what’s going on in the third-party captive market.... read more

Pawnee Leasing

Making Pawnee Leasing Corporation unique in the equipment leasing industry is its exclusive use of brokers for all originations. Even in an era in which others have abandoned the use of brokers, Pawnee unwaveringly adheres to its business model using the broker channel and prides itself in its broker support and training.... read more

Arvest Equipment Finance

In business for a little more than four years, Arvest Equipment Finance has seen steady growth, even through a brutal economic downturn. With 2010 assets up $10.5 million, or 16.1% from 2009, the company has entered the Monitor 100 rankings at #96. Behind this success is Kyle W. Gilliam, president and CEO, and his team based in Fort Smith, AR. ... read more

First Niagara Leasing

How do you transform a non-descript small-ticket leasing company whose business is sourced primarily through the broker channel into a burgeoning regional operation in 14 states focused on the middle market in two years’ time? We asked industry veteran Edward Perkowski, who heads First Niagara Leasing, and we found out that like its famous namesake, First Niagara Leasing is rapidly becoming a force to be reckoned with.... read more

Western Alliance Equipment Finance

Western Alliance Equipment Finance has entered the Monitor 100 at #73 in style — boasting 101% asset growth and 55% volume growth in 2010. On a steady role since 2008 when Michael Brown, president and CEO, joined the company to lead the division, Western Alliance EF is poised to continue meeting its growth goals by sticking to the basics — offering a quality product with a personal touch.... read more

Thin Margins, Aggressive Terms and Higher Asset Prices Make a Comeback

The way CapitalSource’s Laird Boulden sees it, the economic recovery story has more to do with psychology than statistical analysis. In equipment finance, while things are improving, the mood is far from celebratory. Unprecedented bank liquidity has spawned new market entrants and intense competition, resulting in thinner margins, increasingly more aggressive terms and higher asset prices. But, he, like many in the industry, are more than willing to play the hand that they have been dealt.... read more

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