The 30 Extraordinary Benefits of Leasing
Online Course | Duration: 30 min
Just as Winning With Leasing! is a must for all leasing companies, this course is a must for all those who offer FMV leases. It quickly reveals the differences between capital and FMV leases and delves into the 30 benefits that FMV leases offer.
It can (and should) be used as a presentation for customers to open their eyes to the astounding benefits of FMV leases. It should also be offered to internal marketing and sales personnel. Once they grasp the FMV benefits, they will be able to substantially enhance their marketing collateral and their customer sales pitches.
Participants Will Be Able To:
Appreciate the significant role that leasing plays.
Distinguish between the two types of leases.
Understand the tax and accounting impact of FMV leases.
Grasp the powerful benefits offered by FMV leases.
Conclude that leasing is the matchless mode of acquisition.
Significance of Leasing
Statistical perspective
Understanding Leases
The two types of leases
A comparison
Illustrating the difference
Accounting and tax treatment
The Power of Leasing
Motivations to lease
Cash flow
Taxation
Financial reporting
Hedge against obsolescence
Flexibility and convenience
Financial
Course Overview
Conclusion
A summary of benefits
The matchless mode of acquisition
Management Strategies for Success
Online Course | Duration: 50 min
External influences and internal managerial strategies affect the direction of all industries— including equipment leasing. The former is mostly out of our control. The latter comes from learning, experience, and wisdom.
While artificial intelligence and financial technology are in vogue (and rightly so!), too often we overlook the basics. Numerous industry surveys conclude that two strategies are key to our success: 1) a customer-centric approach, and 2) business differentiation. In this course, participants will understand and learn to apply these simple strategies to win customers and outsmart competition.
Participants Will Be Able To:
Use two of five external drivers to your company’s advantage.
Determine which managerial strategies are best to focus on.
Understand how best to gauge customer needs in delivering the most appropriate solution.
Differentiate your product to preserve margins.
Implement strategies from those who have outperformed and those who have failed.
Industry Overview
Global perspective
Learning from leasing’s evolution
Drivers and Motivators
Five external drivers
Character of the marketplace
Management focus
Enhancing Sales and Profit
Two types of customers
Benefits of leasing—a complete list
A template to gauge customer needs
Countering common objections
Course Overview
Significance of Business Differentiation
Remedying a buyer’s market
Profiting from niches
Differentiating products
Keys to success
What makes a few outperform
What causes failure
Outsmarting Competition
Gaining competitive advantages
Qualities of the ideal lessor
Adding value
Conclusion
Winning the customer and outsmarting competition
Profiting from Vendor Leasing Programs
Online Course | Duration: 45 min
Vendor leasing programs are a significant source of originations for independent and bank-based equipment finance companies. To garner these coveted programs, lessors need to fully grasp varied vendor motivations—particularly when vendors seek to benefit from immediate revenue recognition while reaping the rewards of third-party leasing programs. This course will allow participants to implement two approaches toward such mutual benefit.
Participants will learn all the steps involved in vendor leasing from selecting the right vendor to mitigating varied program risks. They will learn the compelling reasons why vendors should not offer lease financing directly.
Participants Will Be Able To:
Understand vendor motivations in utilizing lease financing.
Learn to dissuade vendors from offering leasing directly.
Navigate complex revenue recognition issues toward mutual benefit.
Undertake appropriate due diligence in selecting vendors.
Mitigate program risks using approaches acceptable to vendors.
Overview
The three types of originations
Definition of vendor leasing
Understanding Vendor Motivations
Market control
Market enhancement
Ancillary income
Revenue recognition
Lessor opportunities
Types of Programs
Referral
Third party
Private label
Joint ventures
Choosing the best program
Course Overview
Benefits to the Parties
Lessor
Vendor
Customer
Selecting the Right Vendor
Desired vendor qualities
Appropriate due diligence
Responsibilities of the parties
Elements of the agreement
Program Risks & Mitigants
Credit risk
Asset risk
Vendor performance risk
Summary
Making it happen!
Accounting for Leases: A Customer Perspective
Online Course | Duration: 40 min
Lease accounting can be so complex and cumbersome that even accountants have difficulty understanding its intricacies! While salespeople don’t need to grasp every accounting complexity, they must understand how leases are booked and the impact that has on their customer’s financial statements.
Instead of struggling through 191 pages of the accounting pronouncement, participants learn in 40 minutes everything they need to engage customers in a meaningful conversation. They will understand the correlation between marketplace products and their accounting treatment which ultimately influences what matters most: earnings and key financial ratios.
Participants Will Be Able To:
Understand accounting principles enough to converse intelligently with customers.
Gauge the needs of customers who are financial-reporting conscious.
Explain the financial reporting impact of the two types of leases.
Provide an ideal solution that meets customers’ needs.
Win the deal!
Pre-New Accounting Standard
Significance of FAS13 and ASC840
Marketplace and accounting correlation
Accounting treatment
New Accounting Standard
Overview of ASC842
Impact on financial statements
Criteria distinguishing the two types of leases
Full-Payout Capital Lease Example
Steps involved
Booking the lease
Subsequent measurement
Financial statements
Course Overview
FMV Lease Example
Criteria for classification
Steps involved
Booking the lease
Subsequent measurement
Financial statements
Comparison
Finance versus operating lease
Income statement
Balance sheet
Impact on earnings and ratios
Marketing Strategies
Providing ideal solutions
Winning With Leasing!
Online Course | Duration: 60 min
An extract from our flagship seminar attended by over 35,000 leasing professionals, this course is a must for everyone in the world of leasing. It provides a bird’s-eye view of leasing for all personnel, plus it includes powerful tools salespeople can instantly implement to increase sales.
Besides the comprehensive benefits of leasing, it is replete with ideas on how companies can enhance their websites, marketing collateral, and sales pitches to win incremental transactions.
Newcomers will gain tremendous insight and experienced professionals will refine their skills. Back-office personnel will get a high-level view, and front-office personnel will gain tools to increase sales.
Note: You are encouraged to view Winning with Leasing! first as it is foundational to all other courses.
Participants Will Be Able To:
Understand all the benefits of capital and FMV leases to grasp the power of leasing.
Communicate the benefits of leasing to customers while gauging their needs.
Learn how to meet varied customer needs.
Arrive at deal-clinching responses to common objections.
Possess the ideal attributes required to win incremental transactions.
Understanding the Products
The types of leases
The similarities and the differences
Accounting and tax consequences
Grasping the Power of Leasing’s Benefits
Cash flow
Taxation
Financial reporting
Hedge against obsolescence
Flexibility and convenience
Financial
Course Overview
Meeting Customer Needs
A template to arrive at needs
Approaches to delivering the needs
Countering Perceived Objections
Arriving at a complete list
Arriving at counters
Possessing Ideal Attributes
Differentiating from competition
Summary
Winning with leasing