Listening to James make a prospect call was like watching a bunny trying to hunt down a bear. He had no confidence. He gingerly asked questions and could not push past any resistance. He was happy to end a call.... read more
May 2016
The early years of technology vendor finance were quite simple – it started with the basic financing of hard assets like computers, servers and printers. Finance companies quickly gained an understanding of the future value of these hard assets and... read more
April 2016
According to Section179.org, the most common question people have about the Section 179 tax law is how much can they save on their taxes through the deduction. For many people, the way the deduction works is still a mystery and... read more
April 2016
You’ve decided it’s time to finance new trucks and trailers for your business. So how hard can it be? The truth is it’s easy to finance trucks. However, there’s a challenge, which is continually pursuing and competitively obtaining flexible financing... read more
March 2016
This call may be monitored or recorded for quality purposes. We’ve heard that statement so many times that it just fades into the background. Did you ever wonder if anyone ever listens to those calls? To quote Adele, “Hello, it’s... read more
March 2016
How do you know when a company has a successful sales strategy? Short answer: when success is all about sales execution. Long answer: when the company’s products and services are easy to sell, easy to buy and easy to justify.... read more
March 2016
Over the past six months, the transportation markets have become less stable, leading to some significant issues, which are the result of worldwide economic issues that have contributed to a down U.S. stock market, impacting many public companies in terms... read more
Feburary 2016
The equipment finance and leasing business is getting to be quite chaotic. Increased M&A activity surrounds us as investors seeking high yielding assets have begun to focus in on our industry. This week’s announcement that Rabobank Group is seeking to... read more
January 2016
Given the competitiveness of the trucking industry, it’s more important than ever for fleets to have the right mix of trucks in operation. To maximize profitability, this winning combination would include the right types of trucks for a given application... read more
January 2016
When I was a kid, people smoked on airplanes. When I was in college and flying to Europe on a regular basis to visit my girlfriend, now wife, airlines began introducing “non-smoking” flights. It was an awkward transition. But today... read more
December 2015
The good news is that the sales volume of the used truck market, especially the Class 8 portion, is generally stable. The alarming news is the significant increase in the number of used trucks that are literally pouring into the... read more
November 2015
My last blog spoke about the three elements that most strategic plans have at their core: first, increasing shareholder value, second, raising customer satisfaction levels, and third, enhancing employee engagement. Pricing methods can influence all three of these in different... read more
October 2015
The new and used truck markets have been quite hot over the past few years. Part of the reason was the pent-up demand from fleets that didn’t want to deal with the 2007 and 2010 emissions upgrades. Their fleets got... read more
The interaction of the new rules regarding sale treatment under revenue recognition versus the proposed new lease accounting rules will likely mean that sale leasebacks of equipment in which there is a non-bargain purchase option will not be considered sales... read more
October 2015
In the five years since the signing of the Affordable Care Act, the landscape of the medical financing industry has shifted from being primarily focused on physicians’ needs to now include the interests of financial decision makers. Meanwhile, lenders are... read more
October 2015
Terry Mulreany
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Susie Angelucci
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