eyesore sipped: MonitorDaily - Article Archive ? 2012 Monitor 100

By Christopher Moraff

The summer of 2010 ended with a thud as August indicators ranging from housing sales to employment confirmed the economic recovery is still on tenuous ground. With economists split on whether we?re in store for a ?double-dip? recession, we decided to ask a group of leasing executives how they saw the past year, and what they think is in store for 2011. What came across is that the industry continues to see the glass half full.

Solving the Legacy Technology Modernization Challenge

By Steve Byrnes and Michael Donnary

Across a variety of industries where legacy platforms are prevalent and challenging to replace (including banking and insurance), companies are considering Business Process Management (BPM) solutions as an alternative to system replacement. ?As equipment finance companies look to the future and consider alternatives to modernizing their legacy technologies, they may want to consider these in the mix.

By Amanda L. Gutshall

To fully comprehend the impact the recession has had on materials handling, the Monitor spoke to Jeff Rufener and Eric Gabriel at Mitsubishi Caterpillar Forklift America to get their take on the industry. Ranging from shipment activity to the affect of government stimulus initiatives, and from environmental equipment?s role to the impact of proposed lease accounting rules, they see the industry as healthy and growing.

Are Better Times Ahead?

By Don Gies

The year of 2009 turned out to be one of the toughest years the corporate aviation industry had ever experienced. The General Aviation Manufacturers Association (GAMA) reported that only 870 new business jets were delivered that year, a drop of 33.7%. Expressed in dollar terms, total sales were $19 billion, down $3 billion (14%) from 2008?s record year. ?Are better times ahead?

Greece, Portugal & Spain Are the Least of Our Economic and Financial Challenges

By Paul L. Kasriel

In the following outlook, economist Paul Kasriel of Northern Trust?s Global Economic Research team puts the economic turmoil happening in Greece, Portugal and Spain (GPS) in perspective. Kasriel suggests we reset our collective GPS away from these troubled Euro-zone members as their problems are less likely to have a significant effect on global economic activity in the short term. The BIC countries of Brazil, India and China are a different story?

By Susan Carol

For equipment leasing and finance executives searching for a remedy to the ills of the current market, the federal government?s mandate ?for the nation?s healthcare industry to update medical records systems is creating a potential multi-billion-dollar cure. This is especially ?true for banks and captives with internal funding sources, strong vendor relationships and deep market knowledge.

By Christopher Moraff

Three years into the worst economy in more than half a century, leasing executives on both sides of the funding divide are finding the old way of doing business is no longer relevant. We asked three leading funders to tell us how they?ve adapted.

Poised to Defend the Bottom Line

By Christopher Moraff

February marks the first official gathering of asset managers since the end of the recession, when the Equipment Leasing & Finance Association convenes its 2010 Equipment Management Conference in Tucson, AZ. In anticipation, the Monitor reached out to five of the industry?s leading asset managers ? including the chairperson of this year?s conference planning committee ? to see what the past two years have been like, what people will be talking about and what?s in store for 2010.

By David S. Wiener

The financial services sector of the economy has been in turmoil, yet many in leasing leadership roles have experienced a ?frog-in-the-kettle? syndrome. Industry veteran David Wiener, a self-described layman economist offers his armchair perspective on the U.S. financial system ? and the resulting systemic impact on the entire equipment leasing & finance industry.

Enhancing the Customer Relationship

By Joseph Moore

A key to getting a technological bang for your buck in tough times is to be both focused and creative ? focus on specific high-value challenges, and creatively use existing mature technology to meet them. Management is unlikely to support massive long-term projects, however worthy, where the investment up front is high and the payoff is years out and uncertain. Here, we?ll look at one such high-value/relatively low-risk application ? focused Web-based quoting.

It Might Be Time to Buy or Merge With a Bank

By Timothy W. Stute

It?s a frustrating market to say the least: small- and medium-sized businesses have never been in such dire need of financing, yet the lenders that serve that purpose don?t have the funding to provide it. Competitors have exited the market and will continue to do so. What?s left is a market with substantial opportunity to fund equipment purchases by borrowers with pristine credit ? if only there was liquidity for equipment finance companies.

By Christopher Moraff

With the U.S. economy suffering through its worst recession in more than half a century and access to credit drying up, funding sources have suddenly become the people in the room everyone wants to talk to. For our annual Funding Source Issue, we asked five leasing industry lenders to weigh in on the challenges and responsibilities of funding in a down market.

By Christopher Moraff

Once again asset managers are finding themselves on the front lines as leasing and finance companies struggle to maintain market share in a stagnant economy. In 2007, with the first signs of credit market instability, some 70% of finance company senior managers polled by the ELFA said they expected equipment managers to become increasingly important to their businesses. The Monitor spoke with five equipment managers to gain their perspectives on these times of unprecedented uncertainty.

Are We There Yet?

By Paul L. Kasriel

In the following outlook, economist Paul Kasriel of Northern Trust?s Global Economic Research team answers a question that is perhaps on everyone?s mind ? are we there yet? And while the short answer is no, there are signs of moderation in the rate of descent of economic activity. And all things being equal, that?s not too bad.

By Amanda L. Gutshall

They say so much can change in a year ? and from the time we spoke with PNC Economist Robert Dye in the late summer of 2008 until now, in August 2009, we have seen a multitude of bad news stories, but we are weathering the continued after effects of the mid-2000s ?economic party? attitude. With the after-party crash, came tumult in the financial and consumer sectors. As we continue to experience a very long, drawn out and somewhat painful hangover effect, we hope to sweep up the confetti, take some aspirin and head toward a better next few years.

North America?s Largest Commercial Truck Dealer Weathers the Storm

By Christopher Moraff

Texans have a reputation for telling it like it is. So, when we wanted to get the skinny on how the domestic truck market is faring as the recession begins to wind down, we went to Rusty Rush, president and chief executive officer of Houston-based Rush Enterprises. Rush pulls no punches when describing the trauma the trucking industry, and his own company, have endured over the past two years.

By Joyce White

The following article explores the results of the 10th annual survey of mid- and large-sized U.S. manufacturing company CFOs commissioned by Bank of America Business Capital. Not surprisingly, CFOs are most concerned about the impact the deteriorating housing market and oil prices will have on the economy in 2008.

By Michael J. Fleming

A candy man can?t make his wares without ingredients. In the same way, a lender in the equipment finance business can?t close deals without its own form of ?sugar.? The industry can?t go sugar-free, and the ingredients must be tested and measured against best practices, then packaged for its end-users? varied tastes, because the competition will be tougher than ever.

By Tim Dawson

Improving the efficiency and effectiveness of IT poses a significant challenge to any organization, but the benefits justify the necessary investment of time, effort and money. When all is said and done, restructuring IT can turn it from an expensive necessity to a powerful competitive tool.

By Scott Kiley

This past year started out in a blaze of glory with plenty of equipment lease and loan products to buy, and an abundant supply of cheap and easy money from many reputable sources. My, how things can change in one year.

Business Incentives in the Economic Stimulus Act of 2008

By Bill Bosco

President Bush and Congress have now forged the 2008 Economic Stimulus Act (ESA) to aid both individuals and companies through the current credit crisis. In this issue, Bill Bosco discusses the effects of the ESA on the leasing and financing industry.

Wells Fargo Economist Talks Food, Energy and Economics

By Lisa A. Miller

As we prepare for upcoming political elections, the media buzzes with animated discussion about the state of the U.S. economy. Suddenly, the price of food and fuel are conversational hot buttons, and economic pundits are expressing fear about reduced consumer spending. If consumers continue to feel their pocketbooks pinched, will their slowed buying habits have a ripple effect across business sectors?

By Darryl Seland

With the barrage of negative economic indicators over recent months, the Monitor took the opportunity to sit down with Robert Dye, senior economist of The PNC Financial Services Group, Inc., to get some perspective on the state of the economy and where the industry is headed as we enter the last months of 2008 and the start of the new year.

By Lisa A. Miller

As the economy inches toward recovery, we asked four independent equipment finance leaders to comment on, among other things, the new realities and practices required in running a successful operation. Central to their success is their ability to create new approaches on the one hand and to adhere to strict, time-honored practices on the other.

Performance Improvement Strategies for the Long Haul

By Mike Grau

The American Trucking Association estimates that trucks haul 70% of all freight tonnage and that 80% of all U.S. communities receive their goods exclusively by truck, which means that distress in the trucking industry has the potential to increase the cost of nearly all products consumed by Americans. But opportunities are out there for those that develop roadmaps for success.

Clearing the Chasm

By Susan L. Hodges

With the Equipment Leasing and Finance Association?s Annual Equipment Management Conference happening in the not-so-distant future, the Monitor assembled a panel of five of the industry?s leading asset managers to gain their insight about topics ranging from sound industry practices to rebounding sectors. Here?s what they had to say?

The Good, the Bad and the Modest

By Darryl Seland

The Monitor sat down with PNC?s senior economist Robert Dye to help navigate through the potential economic warning signs of recent months, and discuss what lies in store for equipment lessors/lenders as they prepare to say goodbye to 2007 and head into a new year.

By Sue L. Carrington

Established in 1998, Alter Moneta is a middle-market equipment leasing and finance company serving Canadian and U.S. markets. Known for its innovative people practices, the company plans to expand its geographic footprint and more than double its workforce by 2012.

Can a Pile of Uncollectibles Really Turn Into a Pot of Gold?

By Robert Boehm

In these days of thinning profit margins, selling so-called ?worthless? charge-offs can produce another source of revenue for leasing companies. Since these sales are booked as recoveries, the proceeds go directly to the bottom line. That?s good news for those looking to enhance their annual profits.

It?s Also About Helping Customers Achieve Their Financial Goals

By Irv Rothman

HP Financial Services? Irv Rothman discusses the current state of IT financing and what customers are looking for when spending on IT needs. The strategic importance of technology is changing the way lenders work with customers, how lenders advise them and how they structure financial proposals.

Should You Be Looking Down This Track?

By Tony Kruglinski

Over the past 18 years, Railroad Financial Corp. has financed or managed rail equipment in North America and around the world valued in excess of $15 billion. Tony Kruglinski, president of Railroad Financial, provides an overview of the railroad sector, current trends and whether the effort to get ?up to speed? on today?s rail equipment finance market is worth the investment.

By Andrew Denton

Customer demands, relentless competitive pressures and regulatory changes are forcing asset finance companies in North America and other markets to rethink, refine and ultimately transform their businesses. CHP Consulting?s Andrew Denton provides the keys to picking the right technological platform for your company.

Prevention, Detection & the Tools to Manage It

By Jerry Oldham

This article addresses corporate fraud and malfeasance as a given in today?s business finance environment. Not that it is prevalent in every corporate financing transaction, or even in a majority or them ? but when it is present in a company being financed or its management team, it is both costly and disruptive to the victim. The costs can be measured as real costs, opportunity costs and even brand dislocation or wasting.

Commerce Economist Sheds Light on Global Economy, Chance of a Recession

By Darryl Seland

In light of recent acquisitions, such as Cerberus? buyout of Chrysler, and those within the industry predicting a slowdown ? or should we say it recession ? Commerce Bank?s chief economist Joel Naroff weighs in on the industry and other concerns facing leasing and the economy as a whole.

Enhanced Efficiency, Customer Relationships & Portfolio Management Are Keys to Success

By Paul W. Frechette

Today as equipment manufacturers recognize the strategic importance of providing financing options to increase market penetration and maintain the control of their customer base, The Alta Group?s Paul Frechette notes an evolving mindset among these manufacturers. More than just an aid to closing sales, these manufacturers look to their financing partners to meet the needs of an ever-savvier customer base.

Bouncing Back with a Vengeance

By James Marple and Alistair Bentley

Manufacturing has played a pivotal role supporting economic growth in the U.S. over the past year and a half, and the stage is set for this to continue. Manufacturing?s outsized contribution to growth, however, has not come from some Herculean strength in the sector. Ultimately, according to TD Bank economists James Marple and Alistair Bentley, until the housing and service sectors become more engaged in the recovery, manufacturing will reign supreme in underpinning it.

Costly Legacies

By Jim Humphrey and Jay Mehra

With too many competitors chasing too few deals, it seems obvious that leasing companies will be under increasing pressure to identify new markets and products and find more efficient ways of doing business in order to increase the bottom line. Today?s business climate demands that leasing companies operate in the most efficient manner possible. For many leasing companies, the reluctance to let go of legacy applications may no longer be an option.

By Monitor Staff

By Lisa M. Goetz

As the long-awaited economy recovery teeters along, we asked a select group of equipment leasing and finance executives to assess the state of the industry now and into 2012. These leaders continue to express the kind of optimism inherent in industry veterans who have weathered down cycles. Now with stronger portfolios and liquidity, they remain undaunted by economic uncertainties and continue to seek out ? and find ? opportunities.

How Software-as-a-Service Changes the Rules for System Selection

By Andrew Lea

It might seem that the consequences of transitioning an accounting and portfolio management team from an in-house solution to one delivered as software-as-a-service are minimal. But a closer look reveals that making the leap to the cloud brings benefits to every level of the organization. NetSol Technologies? Andrew Lea looks at a few key sections of the org chart to see how the SaaS model delivers not only a mission-critical business application, but a whole new way of managing the business.

As Banks Heal, So Too Will Appetite to Win Deals... And Put Pressure on Pricing

By Lisa A. Miller

One quarter into 2012 and the banks appear to have their houses back in order. And as these institutions heal, so too will their appetite to win deals. The Monitor invited a few buy desk specialists to share their views and insights into an environment where banks have heightened their origination focus, which they say will put pressure on pricing.

2011 Vendor Origination Channel Almost Back To Pre-Recession Levels

By Monitordaily

The Monitor?s Survey of Most Active Finance & Leasing Companies in the vendor/dealer space showed remarkable improvement - 20% higher than the previous year and almost back to pre-recession levels. Notably, the increase was broadly based and indicative of a continuation of an upswing that began in 2010.

A Look at the 'New' Leaf

By Crit DeMent and Vince Faino

LEAF Commercial Capital experienced substantial growth in the past year, and in its efforts to maintain momentum and expand its sales force hired Vince Faino in December 2011 to underscore the company?s increasing focus on services-based attributes to its customer base.

By Shawn Halladay

There has been a steady decline in profitability measures for the leasing industry over the past several years. Without a doubt, the recession has played a role in this decline, but the recession was an event external to the industry. At a time when there are questions being asked as to the viability of leasing as an industry, and not just as a product, are there other factors and/or drivers at work? Shawn Halladay considers these and other points.

By Madhu Natarajan and Joe Sebik

With an exposure draft expected this summer, lease accounting changes brought about by FASB and IASB convergence that once seemed distant are now becoming more and more real. It is therefore prudent for leasing companies to prepare for the expected impact to their policies, processes and software systems. At a minimum, lease management systems must be reviewed, modified and tested for compliance.

By Stuart P. Papavassiliou

Take one materials handling finance professional with nearly 30 years experience under his belt, one ten-year old equipment leasing company and a healthy portfolio of forklifts, and you come up with something new ? something like First Financial Corporate Services? Materials Handling Solutions.

By Dexter Van Dango

What do an ancient Greek philosopher, a philosopher from the Italian Renaissance, a nineteenth century English novelist and a contemporary American business writer have in common? For Dexter Van Dango, they all make the same point: Change or die!

Turning a Profit in Tough Times

By Joe St. Henry

Paul Menzel, CEO of Financial Pacific Leasing, is no stranger to tough times. But with strict adherence to pricing for risk and solid funding relationships, Menzel sees Financial Pacific poised to take advantage of promising growth opportunities both today and tomorrow.

By Monitor Staff

With strong headwinds encompassing a poor economy, weak demand and tighter credit standards, 2009 turned out to be a challenging year for most vendor leasing companies.

Funders Reflect on Recent Cut Backs, Exodus From Broker Channel

By Christopher Moraff

By Monitor Staff

In this issue, we decided to chat with Bob Rinaldi, former president of National City Commercial Capital Company (NC4) Canada, and executive vice president of NC4. Here he describes what he feels is the current economic climate for the equipment leasing and financing industry and what independent lessors should be considering now that the tide is starting to turn for the better.

By Dexter Van Dango

Dexter Van Dango is the pen name for a real senior executive with more than 25 years of experience in the equipment leasing industry. And like many people in the equipment finance industry, he wonders where everything is headed. But when it comes down to it, he?s optimistically looking for the ?green shoots.?

By Gerry Perham

In today?s marketplace, adapting to change almost always requires system adaptation. Today?s most powerful systems can help equipment finance companies achieve the necessary flexibility more rapidly, and at much lower expense, through customer configurability.

By Gerald F. Parrotto

The Marlin Leasing story details how an independent leasing company was squeezed by the ravages of a worsening economy and the evaporation of the capital markets. And after achieving bank holding company status, Marlin now finds itself heavily dependent on bank regulators and the TALF program for its future funding and, in fact, its very survival.

The Creation of NEFA ? A New Equipment Leasing & Financing Association

By Brent M. Hall

The National Equipment Finance Association (NEFA) launches into its first year as the newly combined entity of the UAEL and the EAEL. In this year?s message, Brent Hall, CEO of Pinnacle Finance and the group?s first president, provides an overview of his experience in the association, its mission and its value to the equipment leasing and finance professional.

By Joyce White

The results of the 11th annual survey of mid-size and large U.S. manufacturing company CFOs commissioned by Bank of America Business Capital are explored in this article. The survey was conducted during a period of deteriorating health of the U.S. economy (mid-August through mid-October 2008). As a result, responses trended downward during the timeframe the survey was conducted

Active on All Fronts

By Christopher Moraff

For finance industry stalwart Bank of America, 2008 was a year of big ups, and equally dramatic downs. In the wake of a financial crisis that turned the U.S. banking industry on its head, Banc of America Leasing managed to book more than $10 billion in new business volume last year and move up a notch on the Monitor 100.

By Bruce Kropschot

The year 2009 has certainly been challenging for our industry, with new business volume decreasing significantly, high delinquency levels and charge-offs, plus many traditional funding sources evaporating. However, the seasoned industry veterans at The Alta Group recognize the economic recession has impacted various segments of the market differently. Bruce Kropschot explains the impacts as well as the emergence of the ?new normal.?

By Gerald F. Parrotto

Publisher Jerry Parrotto recently spent some time with Bob Costello, chief economist of the American Transportation Associations. In an exclusive interview, Costello provided some valuable insights into the state of the trucking industry and explained why it probably won?t rebound as quickly as we would all like. We asked Jerry to sum up what he learned.

Groundbreaking Study Finds Equipment Finance Market is Significant Contributor in U.S. Economy

By ELFF Staff

Released on December 18, 2007, the U.S. Equipment Finance Market Study, commissioned by the Equipment Leasing & Finance Foundation and conducted by Global Insight, Inc., underscores the equipment finance sector?s role in the U.S. economy. What follows is a summary of the study?s key findings.

By John C. Deane

In these times of economic turmoil, it helps to take a look back to figure out how to deal with the present and prepare for the future. The Alta Group?s John Deane examines the processes of the past ? what worked, what didn?t and how we managed through the last Perfect Storm ? to try to steer the industry on the right course.

By Shawn Halladay

Ongoing pressure to cut costs is forcing many companies to delay or downgrade IT strategies. However, increased competition has lessors debating the value of new lease management systems. How can lessors find the right option for them? Shawn Halladay examines the pros and cons.

By David R. Cardew

In a speech on June 7, 1966, Robert F. Kennedy said, ?There is a Chinese curse, which says, ?May he live in interesting times.? Like it or not, we live in interesting times...?

By Murray Derraugh

Insurance in the leasing and financing industry isn?t only for safeguarding assets. So how do you know you?re protecting what needs to be covered in your company? Swandel and Associates? Murray Derraugh provides an overview of insurance and then delves deeper into what is absolutely necessary for a lessor.

By Joseph N. Boland

Whether you are a complacent observer or a stunned participant, the current crisis in the credit markets provides a useful reminder that certain business fundamentals don?t change. And before it?s over, there will be many lessons learned from the process.

For the ELFA, It?s All About Sticking to the Plan

By Stuart P. Papavassiliou

As the fall conferences approach, the Monitor once again spends some time with ELFA president Ken Bentsen to check in on the association?s accomplishments, setbacks and plans for the future. Bentsen speaks frankly about the association?s progress in the last year and he shares his thoughts on the state of the industry, all the while keeping a vigilant eye on the future and a steady hand in directing the industry?s largest association.

By Bruce Kropschot

With the worst of the liquidity crisis behind us, and the previous funding constraints somewhat lifted, The Alta Group?s Bruce Kropschot is optimistic ? albeit cautiously. The Monitor asked Kropschot to give readers his outlook on the industry?s M&A landscape for 2011 and beyond.

The Year That Is

By Ed Castagna

Moving past 2008 may seem like a good idea given all that has transpired, but judging from the early signs, we may not like what we see in 2009, either. However, modern science has not yet come up with a way to allow us to fast forward through the bad times, so it?s time to look 2009 squarely in the eye.

2011 Survey of What Finance Chiefs Expect

By Bank of America Business Capital's Team

How do top financial decision makers view the world economy and what is their outlook for revenue, financing, M&A activity and involvement in foreign markets, three years after the worst financial crisis since the Great Depression? To find out, Bank of America Business Capital turned to an independent research firm, surveying more than 800 CFOs representing U.S. manufacturing and services and commodities companies.

Lessons to Lead By

By Paul A. Larkins

In a financial world that is constantly changing, the successful equipment financing company must not only roll with the punches but also anticipate where the punches will come from. In this article, Key Equipment?s Paul Larkins addresses several key topics every lessor should consider when facing the equipment financing marketplace of the future.

By Joyce White

Six hundred CFOs were asked their opinions on the economy, financing, M&A activity and their involvement in foreign markets in Bank of America Business Capital?s ninth annual CFO Outlook. Conducted by an independent research firm, respondents were surveyed from late August to early October 2006.

By Monitor Staff

Have you been putting off going paperless because you think it will take too much time to implement into your business? Think again. Madison Capital discusses how the company went from ?paper weighted? to paperless lease transactions in less than 30 days.

Robust, But Look Out for Sharp Edges

By Joseph Pucciarelli

An International Data Corporation study sizes the leasing and financing market for IT equipment, and looks at the growth and opportunities of different IT sectors into 2010. It predicts the largest portion of IT spending in the next few years (43%) will be on IT services.

By Christopher Moraff

Today?s middle-market leasing sector reveals a very competitive environment where success depends on maintaining high market visibility and crafting long-term relationships. Monitor?s Christopher Moraff asked two national sales managers who concentrate on this sector what it takes to succeed in spite of the obstacles.

A Forward-Looking View at Paperless Transactions in the Industry

By Steve LeBarron

One of the tenets of the Equipment Leasing and Finance Foundation is funding forward-thinking industry research as evidenced by the release of the Foundation?s most recent research study, ?Paperless Transactions: The Competitive Edge.? The following article summarizes the report?s findings so that readers understand the potential impact of paperless transactions in the equipment finance industry.

Leveraging the ?Human Touch? to Mitigate Risk

By Robert Doyle

The technology revolution and its proliferation of cell phones, e-mail and online platforms have delivered great benefits to the business community, making cross-country or even international deals much easier to source, negotiate and close. But the convenience and portability of modern-day communication cannot replace the value of knowing the people with whom you are doing business.

Suddenly, A New Force in the Equipment Leasing Industry

By Monitor Staff

On February 28, Prudential Capital Group, an investment business of Prudential Financial, completed its acquisition of General Motors Acceptance Corporation?s Equipment Finance Division. The acquisition allowed Prudential Capital to enter an asset class that it had identified as a target for growth. Prudential instantly became a force in equipment finance and leasing.

A Turnaround Year for Vendor Leasing Volume

By Monitor Staff

The Monitor?s Most Active Vendor Leasing Companies enjoyed a turnaround year in 2010 with a majority reporting healthy gains in new business volume after two years of steady decline.

By Laird Boulden

The way CapitalSource?s Laird Boulden sees it, the economic recovery story has more to do with psychology than statistical analysis. In equipment finance, while things are improving, the mood is far from celebratory. Unprecedented bank liquidity has spawned new market entrants and intense competition, resulting in thinner margins, increasingly more aggressive terms and higher asset prices. But, he, like many in the industry, are more than willing to play the hand that they have been dealt.

By Richard Raistrick

Technology, for everything it brings us, can let us down. The more we rely on it, the more we are vulnerable to its occasional failings, and this is true for our lives both business and personal. But while components can fail, there is plenty that can be done to minimize business impact. CHP Consulting?s Richard Raistrick advises how businesses can set a gold standard for their commercial websites.

Unprecedented Bifurcation, Signs of Life

By Richard Aboulafia

After suffering from apocalyptic numbers in 2008 and 2009, the business jet market spent 2010 and 2011 (so far) convalescing, but with few signs of a complete recovery. Key economic health indicators are sending mixed messages, and the fundamental market trend signs remain depressed. However, there are hopeful prospects for a deliveries recovery in 2012.

By Joeseph Moore

Technology has reached the point where near-instant intelligence on profitability is available to management. By analyzing your portfolio?s performance over time, and by segment, customer, salesperson, product, asset and so on, management has hard data with which to steer the pricing ship. When making strategic pricing decisions or even when considering a pricing exception, such information is critical. An equipment finance company with that level of information remains flexible, creative and competitive.

From ?To Do? to ?Must Do?

By Ken Naglewski

In Part 2 of this two-part article, Seabiscuit Partners? Ken Naglewski turns his attention to flawed strategies and planning mishaps CEOs need to recognize and avoid. Part 1, which appeared in the Monitor?s 2011 Conference Issue, identified core elements of the strategic planning process and provided a perspective on strategic planning practices.

In his vexing parody, Alice?s Adventures in Wonderland, Lewis Carroll wrote, ?One day Alice came to a fork in the road and saw a Cheshire Cat in a tree. ?Which road do I take?? she asked. His response was a question: ?Where do you want to go?? ?I don?t know,? Alice answered. ?Then,? said the cat, ?It doesn?t matter.??

A Survey of What Finance Chiefs Expect

By Bank of America Merrill Lynch

Lower economic confidence and more concerns, but U.S. financial executives staying the course.

Advocacy Will Be Key to Encouraging Community Banks to Enter the Equipment Funding Arena

By Scott A. Wheeler, President, Wheeler Business Consulting LLC

In the process of completing a recent research study grant on community banks and the equipment finance/leasing industry, Scott Wheeler says it became increasingly obvious that members of the leasing community need to increase their advocacy efforts to attract new participants into the industry.

Optimized Business Results From the Empowered Use of Technology

By Michael Fleming, The Alta Group, and Christopher Acevedo, Genpact

Today, a growing number of executives can and are taking in and processing large amounts of data and quantifying, analyzing and delivering sophisticated reports in real time. The optimization revolution has democratized the ability to access, process and create understanding of data and thereby made it possible for executives to gain control of their decision-making process. Nowhere is this type of business process management more evident than in equipment financing.

DLL's Ronald Slaats Discusses 2011 Results, Global Views

By The Monitor

In March of this year, De Lage Landen released impressive 2011 financial results. In the following Q&A, Slaats discusses not only the company?s performance, which he describes as ?equalizing in every sector, in every country,? but includes DLL?s commitment to the sustenance of global resources.

With Advocacy and Offerings, the ELFA Is Dedicated to Both Protect and Serve

By Stuart P. Papavassiliou

Once again with the fall conferences on the horizon, the Monitor continues its tradition of interviewing the president of the Equipment Leasing and Finance Association to catch up on the issues and concerns that affect the industry at large. After a year of transition, we spoke with William G. Sutton as he takes the helm once again ? this time at the industry?s largest association.

Three Trends to Watch

By Michelle Rodriguez

Commercial debt buyers have fared well as companies have looked for ways to create much-needed liquidity and they have proven they are more than capable of filling a liquidity void. But will the trend hold once the economy recovers and the capital markets operate efficiently once more?

A Resilient Market, A Positive Outlook

By Joseph Pucciarelli

In 1964, worldwide spending for computers was $2 billion. By 2014, 50 years later, IDC expects total IT spending will exceed $1.7 trillion ? continuing to require hundreds of billions of dollars in working capital loans, customer financing and equipment lease funding. It is not fashionable to be enthusiastic, nevertheless, IDC believes the IT leasing and financing market will remain the most dynamic and one of the most attractive for many years to come.

The Instant Proposal ? Qualifying & Pricing Your Prospects Online

By Tom Carter

To wrap up the year, the Monitor asked Fountain Partners? founder Tom Carter to share both the genesis and the intricacies of the San Francisco-based funding source?s Instant Proposal Service. For Carter and his team, it?s all about giving brokers and lessees what they?ve always wanted?

A Captive ?On a Mission?

By Stuart P. Papavassiliou

Juergen Rochert has a clear sense of purpose and, as he puts it, he and his team at Daimler Truck Financial are ?there in the tough times? doing what?s right by the dealers and customers his team serves. Rochert?s career has spanned nearly three decades and covered two continents in a variety of positions, and he recently took his place as a member of the executive leadership team

By David G. Mayer

Vendor fraud ? whether by oversight or an intentional act ? is especially harmful to the equipment leasing industry in general and to vendor finance programs in particular. Patton Boggs? attorney David Mayer returns to offer five steps designed to prevent or limit reputational and economic damage in evaluating, structuring, funding and operating vendor finance programs.

Second Year Brings Enhancements, Opportunities

By Randy Haug

The National Equipment Finance Association (NEFA) serves small- to mid-sized independent equipment finance companies, lessors and sophisticated brokers. Formed through the strategic merger of two dynamic organizations, the United Association of Equipment Lessors (UAEL) and the Eastern Association of Equipment Lessors (EAEL), and now in its second year of operation, NEFA is a strong association offering enhanced programs, premium networking opportunities, and greater geographic and industry segment diversity.

By Joyce White

The following article explores the results of the 12th annual survey of mid-size and large U.S. manufacturing company CFOs commissioned by Bank of America Business Capital. Phone interviews were conducted from mid-August to mid-October 2009.

By Shari L. Lipski

Not knowing the basic foundation of how your company is running or how the government views your company?s liability could be your biggest exposure in these hard economic times. You could be playing a game of roulette with your money and the business that you?ve spent a lifetime building ? or would that be a game of craps?

By Daniel H. Ransdell

Eventually when the textbooks are written about this current recession there will be a lot of chapters that feature the winners and losers. There will be the ones led by smart CFOs, who broke the code and advanced smart financing solutions, including leasing options to acquire technology during the recession. These decisions today would be seen as pivotal in positioning their companies for growth during the inevitable rebound in the global marketplace.

Some Rays of Hope in a Financial Tsunami

By Susan Carol

Despite the global financial crisis in which assets fell by $50 trillion since last year and the industry was facing its 15th month in recession, at the March 19 ELFA/IMN Investor Conference in New York, attendees expressed some hope and optimism.

By Amanda L. Gutshall

Last year, those interviewed for the Monitor?s annual broker roundtable were optimistic even during an economic downturn that hit the industry hard in late 2007 following the collapse of the subprime markets. But what most didn?t realize, at the time, was that more hardship was ahead, and 2008 would be even more surprising and worse for the economy than anyone feared.

By Chuck Bobinis

The day-in, day-out reality of bankruptcy practice for practitioners is often likened to the emergency room of a busy urban hospital. Sometimes the patient is wheeled in, barely clinging to life. The wounds must be cleansed, the bleeding stopped, sometimes with an incomplete knowledge of the patient?s full history and circumstance, and with foreknowledge that resuscitation may not be in the cards. All of this is done while striving to earn a living, and to uphold the ethics of the profession.

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Friday, July 20, 2012

MonitorDaily - Article Archive ? 2012 Monitor 100

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