For the last several years, our beloved politicians have made the decision to limit the deduction potential of your equipment purchases. But after almost eight years of sluggish recovery and once in a generation slowness for capital investing, the light bulb finally came on in December of last year and you can acquire new commercial equipment for a large discount if you take advantage of...
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The colloquial definition of insanity: Doing the same thing over and over again and expecting different results. Yeah, but what do they know about commercial equipment sales? Well, nothing. But considering the author of the quote was Albert Einstein and he basically was the smartest dude ever—I wouldn’t count him out when applying this to the behavior of commercial equipment sales teams. Here’s what we...
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If you make your equipment easier to pay for, more people will buy it. The previous sentence is not a famous quote. It’s not a parable or the end of some tale spun by some unrealistic self-help book. It’s a truth. A fact. It’s like saying the sky is blue or that kids like Easter candy. Leading with a payment is the undisputed key to...
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There used to be a time when your bank loan officer could actually make a decision for you. They could evaluate a loan request by the numbers—sure–but also factor in the depth of their relationship with you. They could really listen and even take a chance on you. Those days are gone. Banks are under unprecedented pressure from regulators and the “ivory tower”, all about...
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Experience is great. Expertise is better. Across the landscape of equipment lenders, there are companies full of experience in a wide variety of industries. Decades of funding assets in all kinds of credit situations and economic circumstance behind their chase for the next dealer or small business owner. Our complements. But that’s not enough. Where experience is a valuable asset, expertise is a growth engine....
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Let me tell you a true story (with names changed to protect the innocent). Bob is in the market for about $125,000 in new commercial equipment. Part replacement for older equipment and part addition for some new business on the way, this package of equipment is pretty important to the company. Bob loves the industry leading brand. He takes of pride in being an equipment...
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“He who has the money, has the power.” In business, these words resonate loudly. Yet commercial equipment sales teams often spend most of their time talking about everything but…money. Interesting. More and more customers are haggling with price, shopping relentlessly, being indecisive, and delaying decisions. Equipment sales teams often feel a bit out of the driver’s seat in the process. So let’s get you back...
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There is a “person” in your phone that answers your questions. Amazon seems to read your mind when you land on their website. Some cars even parallel park for you. Often people think of companies like Google and Apple when they think of technology innovation, but in business, technology advances extend far beyond the mobile devices and websites. Commercial equipment in all categories offer gains...
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As a business owner of an equipment intensive company, Jim is always on the lookout for new equipment. He has relationships with every dealer in the area and when the time comes to purchase, he’s paid for the equipment in several ways. His father, who started the business, only paid cash. While Jim tried to keep that up for several years, it became hard to...
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Often, commercial equipment manufacturers, distributors, and dealers experience really high turnover among the sales team. While some might posture that this is the nature of sales, some of our customers enjoy long term, committed, successful sales teams. The variables that contribute to their success are probably enumerable, but you’d be surprised how simple one common ingredient for success can be. Recent research indicates that 69%...
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