Mr. Brian Sheehan, Vice President and CFO of Dr. Leonard's Healthcare Corporation, furnished this outline as part of a presentation in November, 1995 at the Amembal, Deane & Associates Conference on Issues in Equipment Leasing: A Lessee Perspective. We thought it gave a great perspective on a part of the leasing process which would be useful to users. We requested permission to use it in our Website and Brian agreed.
Important Point to Remember: All leasing companies are not created equal. Likewise, all vice presidents or regional managers are not created equal. Don't waste your time on people or companies that can't meet your leasing needs. Your Goal: to deal with a highly competent, professional person who can provide superior service and has a high degree of integrity.
- Treat the first meeting like an interview. Ask yourself, "Would I hire this person?" Do I want to do business with you? Is this person competent? Deal with only the best!
- Determine their level of experience: How long have they been in the field? What other companies have they worked for? Due to recent consolidations the leasing industry has become somewhat of small industry.
- Ask them what they know about your company? If they haven't taken the time to learn about you, then why spend your valuable time educating them!
- Ask how much volume they must do and under what pricing structure? Most company have an A, B, C pricing structure (A = highly profitable to C = do it for the volume).
- If their fax number is the same as their telephone number, then don't waste your time. (Understand Broker versus Corporation).
- Get an understanding of the credit approval process.
When does the credit committee meet?
Who's on the committee?
What types of deals are they currently investing in?
- Find out who is the final decision maker. If possible, meet that person. If not, then make contact by telephone. Reason: You want your deal approved!
- Does your rep have the pull within his own organization to get the deal done?
- Find out their "appetite" for your type of credit and your type of industry.
- Never tell them how much leasing business you plan to do or if you will be allowing more than one leasing company to participate in your deal. Reason: They may not want to be the lowest bidder as second best may do!
- Don't tell them your incremental borrowing rates, hurdle rates, NPV factors, how you evaluate proposals or qualify them to pass FASB 13! If you do, then don't be surprised when their proposal is identical to your methodology or rates.
- Determine if they are connected to your business in any other way? Example: Are they part of your banking syndicate? Supplier? Factor? Brother-in-law to the CEO? Reason: You need to know if this will impact their willingness to lend.
- Have information about your company ready for them. This will speed up the credit review process. Example: Company fact sheet, 10K's, 10Q's, Annual Report, recent press releases and trade articles.
- Finally, ask for and check references!
Talk with a few of their clients, past and present.