Opinion Topics
Asset Management
It’s Time to Consider Sale Lease-back
Asset sale lease-backs are not a new idea. However, it is an idea that makes good sense today. But before we get into why this strategy works to your advantage, given current market conditions, let’s go over some basics. The... read more
February 2019
Best Practices
Use a Dynamic Financing Model to Adjust Asset Life Cycles
In a rapidly changing market where we see 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 we adjust our asset financing structures to... read more
January 2019
Credit / Underwriting
Automation Bringing New Norms to Small Ticket Equipment Financing
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
Equipment Sector
How Fleets May be Gearing Towards Electric Trucks
In 2018, the Class-8 Heavy-Duty truck and fleet industry sustained its dialogue pondering the prospects of electrification of vehicles and where they stack up against diesel counterparts. While electrification may cultivate into a possible reality down the road, many in... read more
January 2019
Lease Accounting
Using Separated Maintenance Costs to Improve Clarity of Cost of Operation
The new lease accounting standards are going to do more than change the way leases are accounted for in financial statements. Putting lease payments on the balance sheet is also going to give fleets more insight into their true total... read more
July 2018
Legal
Lenders Beware: Acceleration May Defeat Right to Prepayment Premium
Clarity in drafting loan documents and understanding what your loan documents say are vital to a lender’s success in enforcing its rights and remedies both in and out of bankruptcy. In June, the United States Supreme Court denied review of... read more
January 2019
Management
What White-Collar Employers Are Forgetting About the New Overtime Rules
The U.S. Department of Labor (DOL) — it isn’t just for blue-collar workers anymore. Starting December 1 of this year, any employee who is paid less than $47,476 per year — even full-time, salaried workers — could be eligible for... read more
November 2016
Of Interest
Outsourcing Gaining Ground in Equipment Finance
I recently had the opportunity to host 4 roundtable discussions with 65 equipment finance professionals. The participants represented a wide range of financial institutions across the United States, including large banks, captive financers, and small leasing companies. Prior to the... read more
November 2018
Performance Improvement
Leveraging Bank Referral Programs to Enhance Originations
With 78% of businesses using financing to acquire equipment according to a recent Equipment Leasing and Financing Association study, it’s more important than ever for equipment leasing companies to stay ahead of the competition and look for ways to grow... read more
February 2017
Pricing / Structuring
Planning a Financial Structure that Anticipates Change
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
Sales / Marketing
Examining Sales Commission Plans and Pricing
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
Technology
How the Increased Pace of Change is Impacting New Equipment Financing
There is no arguing that the pace at which change is occurring is quicker than it has ever been before. It used to be that when new technology was introduced it was on the market for some time before it... read more
October 2018
Recent Articles
Global Equipment Finance Predictions for 2019
November/December 2018
A favorite question of the year-end issue is, “What lies ahead?” In the U.S., Canada, Latin America, Europe and China, expect continued industry growth that, in some cases, lacks the gusto of 2018. Trends to watch include the impact of... read more
Construction Strength Builds Its Own Challenges: Significant 2018 Growth Could Point to a More-Moderate 2019
November/December 2018
Equipment finance and leasing industry observers know 2018 has been a good year for U.S. business. And the construction industry is no exception. But before taking a closer look at this important segment, it is crucial to understand its scope.... read more
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