Is the “lease line” the most under-marketed solution in equipment finance?
This business is a relationship of transactions. In a recent survey of end users, the worst thing about the equipment finance business is the “process”. But don’t feel bad guys, that’s what every end user says about any type of financing. But in our business we have the unique ability to position the customer for […]
Commercial Finance Marketing Strategy: To advertise or not to advertise—is it really worth the money?
“Everything works and nothing works” Do you ever find yourself wondering if advertising would help or are you asking how much you really get out of advertising efforts? You’re not alone. Advertising can be one of the best tools to grow your business or an absolute waste money. Here are some strategy recommendations when looking […]
Thinking about financing new industries or asset classes?
With loan volumes rising and equipment finance demand increasing, more equipment finance companies are looking to expand into new areas of business development. Trying out new industries and/or asset classes or establishing a “vertical” can be a great way to grow revenues. As many of you have discovered, the “throwing it together” plan is less […]
Vendor finance: A free campaign idea for chasing the small, independent dealer
Many of our clients covet the small, independent dealer. So how do you add more of them to your stable of dealers? First, let’s profile the people you are selling to. Marketing geeks call this creating a “persona”. One of the key’s to great marketing is to really connect with people. Part of that is […]
Vendor Finance Promotions: 5 keys to success
“We need more apps. Let’s offer a promotion next month.” No doc fee, extra points, no payments until, promotional giveaway and more are at your disposal to turn the head of vendors and/or brokers. Promotions can be a component of a very effective marketing effort. In fact, most captives offer regular incentives and have for […]
3 reasons you guys are all big chickens
The great ones have the courage to totally break what they just did really well just for the chance of doing something truly great. Let’s face it, this is not most of you. Many people have built pretty good companies from originating business essentially the same way they did 10, 15 even 20 years ago. […]
Marketing the innovation age of ABL: 4 tips to consider
Unitranche, junior secured, second lien, trade finance, recurring revenue, deeper industry specialization and more are rising in popularity among ABL players. Clearly more and more asset based lenders are bringing unique solutions to market and evolving to be more than your father’s ABL. So how does the evolution affect go to market strategies? Whether you […]
Growing portfolio acquisitions and syndication activity
It is definitely not lost on us how profitable a great syndicator or single portfolio acquisition can be. Our principal spent years working larger syndicated deals before becoming a marketing strategist extraordinaire. And although the commercial finance business is a big community, often you’ll find the same players working with each other deal after deal. […]
Selling to the F&I Manager: Top 5 needs
Debt is back baby! Money is chasing equipment deals like crazy which means equipment dealers are getting inundated with calls from funding sources. All you vendor folks are banging away and fighting like crazy to grab a bigger piece of each vendor’s funding puzzle or establish new relationships in an environment where almost everyone sounds […]
Program Leasing: Why selling too much to the CFO is leaving money on the table
Many reps in the middle market and large corporate space covet the holy grail of relationships with the CFOs, Ts, ATs and maybe even a VP of Finance. And rightly so. A great relationship here can lead to great things and first crack at the biggest deals. But, be honest, how many times have you […]