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Welcome to the 2009 Winning Sales with Flexible Financing Farenhyt Distributor Presented by: Conference Bryan Spence Agenda Introduce LEAF Financial Corporation Discuss the benefits of an effective customer financing strategy Provide an overview various payment solutions Discuss the 5 steps to offer financing Demo payment calculator Questions 2 LEAF Financial Corporation A multifaceted commercial finance company founded in 1983 as Fidelity Leasing Corporation and has originated over $7 Billion in small and mid ticket leases and loans. A subsidiary of Resource America Inc. (NASDAQ:REXI) which builds specialized asset management groups in core competencies managing over $15B in assets for its own account and third-party investors. Highly experienced management team Proven aptitude in developing small & middle ticket, vendor based leasing businesses Highly knowledgeable about structuring leasing transactions to target the needs of small, medium, and enterprise businesses; also tax-exempt and 501(c)3’s Twenty years of building vendor focused leasing programs Currently managing over 100,000 contracts with assets under management of over $1.4 Billion. 3 What is this all about? Financing in its simplest form is a sales and marketing strategy In this current economic climate it is imperative that financing is offered, upfront as part of the solution ESD’s have been requesting flexible financing options to help overcome cost oriented objections Now you can help close more sales with… Dedicated financing sales support Flexible payment programs Quick credit decisions Simple paperwork Customized customer-facing marketing collateral 4 Why Offer Financing to Customers? 85% of American organizations lease or finance some or all of their equipment. Approximately 1/3 of all products acquired are financed. Over $216 Billion in equipment was financed last year alone. According to CFO Magazine…Equipment leasing is the capital vehicle of choice in the current recession 93% of prospective customers do not realize a financing option is available unless offered upfront as part of the solution 5 Customer Benefits Conserves working capital, preserves existing credit lines & overcomes budget constraints Provides 100% financing Requires NO Money Down Fixed rate Curbs obsolescence Tax advantages And… 6 Customer Benefits It’s EASY & CONVENIENT Don’t make me work to… Finance the purchase of your product or service. If I am forced to go through a series of complex maneuvers and negotiations to obtain financing for the purchase of your product or service – thanks but no thanks; I’ll go elsewhere. Selling Power – January/February 2005 7 Benefits to You Offer full service, one-stop shopping Reduces sticker shock Offers greater flexibility to your customer which helps you close the sale Maintain and/or increase margins Increase average transaction size Helps YOU control the sale Locks in repeat sales 8 Comprehensive Customer Finance Solutions Flexible Financing Products to Drive Sales 9 Solutions for All Market Segments SMB – Auto credit scoring, simple lease documentation, micro-ticket transactions, Commercial Office Buildings same-day funding, market competitive pricing Hospitals Mid-Market – lease structure flexibility, responsive legal representation, plain- English documentation Churches Enterprise – Master Lease Agreement, Schools expedited decisions, asset management solutions Small Businesses Education/Municipal – Non-appropriations language, Master Lease Agreement, flexible lease structure. 10 Flexible Customer Financing Options Fair Market Value Offers the customer the lowest monthly payment with the most Payment Comparison end of term options FMV 10% Purchase Option Offers the customer the a low monthly payment with the 10% comfort of a fixed purchase option $1 $1 Buy out Offers the customer ownership Loan at the end of term $0 $100 $200 $300 $400 $500 Loan Agreement Offers the customer the ability to finance the purchase on a loan 11 Flexible Payment Structures Lease and Loan Structures Monthly Payments – Standard monthly payments that can have multiple due dates during the month Bi Monthly, Quarterly, Semi-Annual -Just about any payment term Annual – Preferred payment structure for Educational & Governmental customers Deferred Payment Plans – Ideal for the customer that needs your solution today but may not have the budget Flexibility to include: Installation, Implementation, Maintenance, Software, & Extended Warranty. 12 Flexible Payment Structures Seasonal Payment Plan – Perfect $600 solution for the seasonal business. $500 Match their payments to their $400 monthly cash flow with the Seasonal $300 Payment Plan. Install the system $200 today and don’t risk losing the sale! $100 $0 1 2 3 4 5 Term Step Payment Plan – Perfect solution for the newer business, or the customer with operating budget constraints. Step the customers payments to match incoming revenues. 13 Proactive Sales and Marketing Support Single Point-of-Contact Sales Support Proactive approach designed to drive volume vs. redirecting it. Dedicated sales support for the 50 states and Puerto Rico Available for joint sales calls to determine customer needs Ongoing trainings and support Development of customized marketing collateral Centralized operation allows for ownership of the transaction from cradle to grave 14 Process & Engagement 5 Simple Steps To Offer Financing 15 5 Simple Steps To Offer Financing Quote payment options on each and every #1 proposal Rate card Excel Payment Calculator Call us! 16 5 Simple Steps To Offer Financing #2 Submit for Credit Approval Application Only - $100,000 One Page Application Call us! Financial Information More Than > $100,000.00 Credit Application Company Financial Statements 17 5 Simple Steps To Offer Financing #3 Send Finance Documents Upon credit approval, we will send, by e-mail, the lease documents to the customer for signature(s). 18 5 Simple Steps To Offer Financing #4 Receive Purchase Order Once signed documents are returned, LEAF will issue a Purchase Order. 19 5 Simple Steps To Offer Financing #5 Submit Invoice for Funding Upon receipt of invoice we will verbally confirm delivery and acceptance by the customer and promptly fund the transaction. 20 Program Rollout Next Steps… Payment calculator, rate card and contact information will be distributed Brand specific, customer facing marketing materials will be developed Webinar trainings will be scheduled with each ESD For immediate opportunities or for more information please call – 800-662-0191 Start closing more deals today!!! 21 Thank you for attending the subtitle 2009 Farenhyt Distributor Conference!
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