Editor’s Picks
Prospecting with Gusto: Engaging the Right People in Real Time
Just the thought of prospecting inspires dread in many salespeople, but Linda Kester says it doesn’t have to be that way. She provides five tips that will get your sales team excited about creating new opportunities.... read more
November/December 2018
Riding into the Financial Future: The Next Five Years of Captive Financing
Consumption models are changing, and Kristine A. Snow says captive finance companies are poised to be the catalysts for cultural change. With an unwavering focus on the customer, she says captives will prosper as new technologies shift and redefine industries.... read more
November/December 2018
Material Handling Trends: Insight from Honda Supplier of the Year, Pacific Rim Capital
Dave Mirsky, co-founder of Pacific Rim Capital, winner of the Honda of America Manufacturing Supplier of the Year Honor, discusses challenges and opportunities in the material handling industry, including long lead times, a shift toward clean energy alternatives, autonomous technology, telematics and fuel cell batteries.... read more
November/December 2018
Construction Strength Builds Its Own Challenges: Significant 2018 Growth Could Point to a More-Moderate 2019
After achieving a 20-year high this year, the construction industry is undoubtedly thriving. But have we reached the top of the cycle? John Crum examines the factors that have fueled growth over the last five years and the indicators that the pace of expansion will slow in 2019.... read more
November/December 2018
Gaining Altitude Across the Globe: Exciting Times for Business Aviation
Deliveries of new aircraft are up, new airframes with exciting capabilities are reshaping the market and business aviation operations are on the rise in nearly every market across the globe. In a Q&A with Monitor, Ed Bolen discusses trends that have shaped the industry this year.... read more
November/December 2018
Investing in Wind and Solar Projects
The traditional equipment financing market continuously evolves with changes in accounting rules, tax laws, equipment financed and financing structures. Many investors previously considered lessors of equipment are now exploring other specialized financing opportunities. Joe Sebik explains the basics behind the types of investments and the benefits that accrue to investors in certain alternative energy projects. ... read more
November/December 2018
Tariffs and Taxes: Impacts on Equipment Leasing
What do tariffs and tax reform mean for the equipment finance industry? Carl C. Chrappa and Shawn D. Halladay investigate the ramifications of recently enacted or threatened tariffs and explore the silver lining of tax reform that will encourage customers to lease.... read more
September/October 2018
The Five Traits of an MVP: How All-Stars Maximize Their Value
Determining the present value of equipment is common in our industry, but measuring your own value isn’t always that easy. Linda Kester explores the five traits of MVPs and demonstrates how these employees elevate their entire team.... read more
September/October 2018
Increasing Vendor Approvals: Veteran Team Launches a Multi-Funder Model at Verdant
A team of industry veterans is back in the game with Verdant Commercial Capital, a vendor finance company backed by the patient capital of a family office. Using a money-agnostic funding model, Verdant plans to meet the needs of its partners with speed and agility.... read more
September/October 2018
Leveraging Elements of Orderly Process and Traditional Auction: Blended Sales in Commercial & Industrial Dispositions
Equipment appraisals typically assume an orderly liquidation value, which is rarely realized in the auctions that result from a distressed situation. Tiger Group’s Jeff Tanenbaum suggests a blended approach and provides two case studies demonstrating the benefits of a multi-phase liquidation process.... read more
September/October 2018
The Next Generation of Customer Service: Serving Clients When, Where & How They Want to be Served
Customer service departments were originally designed to serve traditionalists and baby boomers. But the service-with-a-smile via a toll-free number that satisfied these customers just won’t cut it for millennials and Generation Z. Dexter Van Dango explores this digital disruption and offers practical steps toward anticipating the needs of every customer.... read more
September/October 2018
Effective Leadership in the Age of Disruption: Monitor’s All-Star Executive Team Shares Strategies
What does it take to be an effective leader in the age of disruption? An All-Star Team of Monitor MVP Award finalists discusses how to integrate innovation into a sustainable company vision that employees will embrace.... read more
September/October 2018
Sales-Leasebacks: The Devil is in the Details
ASC 842 expands the failed sale-leaseback concept to include equipment. Under ASC 840, only real estate was subject to this accounting approach. Unless the current tax rules change, a similar issue arises when considering the tax effect of certain sale leasebacks. These factors mostly affect the lessee however lessors should be aware of them when structuring leases. Joe Sebik explains the accounting and tax ramifications and considers how the approaches may have to change to accommodate the new rules. ... read more
September/October 2018
Empowering Your People: Fate Leads by Listening and Learning
Monitor’s first annual MVP award winner, Stonebriar Commercial Finance President and CEO Dave Fate, talks about Stonebriar’s successes and shares five tips for aspiring MVPs.... read more
September/October 2018
A Little Something About Proof of Insurance (This Article Confers No Rights Upon the Reader)
Although maintaining insurance on equipment is usually a mandatory provision of financing agreements, the disclaimer language used on proof of insurance forms seems to render the certificates worthless. To help lenders protect their interests, Ken Weinberg discusses the different types of insurance certificate forms and specific items to monitor on each certificate.... read more
July/August 2018
Recent Opinion
Use a Dynamic Financing Model to Adjust Asset Life Cycles
January 2019
With wild swings in financial markets, the political landscape changing worldwide, oil production through the roof and the U.S. Federal Reserve increasing interest rates, how should a company adjust its asset financing structures to contend with the uncertainty? Corcentric’s Pat Gaskins suggests using a dynamic financing model that can account for unexpected change over the asset life cycle.
Lenders Beware: Acceleration May Defeat Right to Prepayment Premium
January 2019
Moritt Hock & Hamroff counsel Theresa Driscoll takes a look at the recent Second Circuit Momentive decision and uses it to examine the importance of clarity in drafting loan documents and understanding what loan documents say, especially when a lender needs to enforce its rights.
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