Current Opinion

Bunny Hunting a Bear: Why Do Leasing Sales People Fail?

Linda Kester

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

Technology Vendor Finance: Past, Present and Future

Doug Andring

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

Success Through IRS Section 179

Justin Tabone

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

Financing Truck Fleets: One Size Doesn’t Fit All

Ray Ellingsen

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

Record, Review and Improve the Sales Process

Linda Kester

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

Three Things We’re Doing Wrong in Equipment Financing Sales and How to Fix Them

Vernon Tirey

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

Softening Market Could Push Many to Leasing

Scott Mishoe

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

Chaos Ensues: DLL, FirstMerit and Increasing M&A

Dexter Van Dango

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

Age: It’s More Than A Number in Fleet Financing

Mike Hamilton

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

Automation Bringing New Norms to Small Ticket Equipment Financing

Vernon Tirey

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

Clouds Loom Over Used Truck Market

Dale Tower

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

Making Employee Engagement Part of the Strategic Plan

Scott Thacker

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

Investing in Technology Means Savings for Top Fleets

Scott Mishoe

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

Concerns for Sale Leasebacks Under New Revenue Recognition Rules

Bill Bosco

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

The Shifting Landscape of Medical Equipment Financing

Justin Tabone

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

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