In my role as CEO of Ivory Consulting, I visit with many of our customers and attend quite a few industry events every year. During 2017 I noticed several CEO’s talking about revising or improving their commission plans for their... read more
January 2018
As we kick off the New Year, we are faced with sweeping changes in both the tax system and equipment technology. If you have not already evaluated how these changes will affect your business, now is the time to do... read more
January 2018
2017 was an impressive and successful year for the equipment financing industry, with a 4% YTD increase in new business volume and a projected 4.3% expansion in equipment and software investment in Q4/17. As 2017 comes to a close, it’s... read more
December 2017
If you experience Sales Call Reluctance, you need not feel embarrassed or ashamed. At the same time, you don’t have to go on living with it. Sales Call Reluctance is learned – which means it can be unlearned. Most cases... read more
November 2017
America’s corporations with private fleets as well as for-hire carriers are ordering units at an increased pace. The latest figures from ACT Research show that orders for Class 8 trucks surged 62% in October compared with activity from the previous... read more
November 2017
Most executives spend their time dealing with the issues they are facing today. Some are focused on the near-term, meaning the next 12-24 months. But very few spend enough time thinking about the long-term future or engaging in “day after... read more
November 2017
The National Alliance of Commercial Loan Brokers held its third annual conference in Orlando, FL recently. There is only one word to describe the event: “FANTABULOUS!” At the most recent count, 714 (that’s not a typo) attendees gathered for networking... read more
November 2017
“Today, I’ll make 50 prospecting calls.” John drives to the office, feeling confident and ready to hit the phones. The moment he arrives, his manager accosts him¬ she’s questioning his most recent activity/pipeline and is in urgent need of John’s... read more
November 2017
One of the biggest trends worth celebrating this National Manufacturing Day (October 1) is how digital solutions can keep powering manufacturing forward. At the 2016 MAPI Executive Summit, Raj Batra, president of Siemens’ Digital Factory Division, noted that companies are... read more
September 2017
When you think about putting together a finance structure that accommodates changes in the economy, there are a number of factors you need to take into consideration. Those include asset cost, equipment specification trends, used asset values, inflation, changes in... read more
September 2017
By and large, 2017 has been a positive year so far for the vendor equipment finance industry. We’re seeing solid year over year performance, as well as an optimism among industry leaders that hasn’t been felt for a number of... read more
August 2017
Introduction In my role as CEO of Ivory Consulting, one of the three most important facets of my job is to ensure that our quality assurance activities are executed to the best of our ability. Toward that end, we have... read more
August 2017
Today’s consumers think nothing of ordering and purchasing over the internet. More recently businesses, too, have been taking advantage of the internet as an additional buying channel for everyday purchases. But unlike their consumer counterparts, businesses that are entering the... read more
July 2017
Considering the rapid pace of technology in our industry, replacing an asset based on gut feel or even historic patterns is no longer an efficient strategy. Equipment purchasers operating on the principle of inertia are deluding themselves if they are... read more
June 2017
Over the past 10 years, social media and digital marketing have become necessary tools for businesses of all types. For leasing companies in particular, building a positive and pervasive presence on social media and the internet can have a significant... read more
June 2017
Terry Mulreany
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