Leasing News

Kit Menkin's Leasing News

www.leasingnews.org Wednesday, July 10, 2002

Accurate, fair and unbiased news for the equipment Leasing Industry

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Headlines----

Vendor Leasing & Finance Conference

Marlin Leasing Celebrates Fifth Anniversary

Vacation Survey--Gerry Egan

Leasing News Classified Ads

### Denotes Press Release

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Vendor Leasing & Finance Conference

National Conference Aims to Establish Stable Financial Alliances and Economic Growth for Manufacturers in a Turbulent Economy

CHICAGO, IL, -In this unstable economy, manufacturing executives can learn proven methods to establish stable financial alliances that will ultimately help them to improve their sales and customer relationships. The Vendor Leasing & Finance Conference, a national conference scheduled for Sept. 19 and 20, 2002 at the DoubleTree Guest Suites Hotel at Delaware Place, will provide manufacturing executives with the tools they will need to succeed in this arena by delivering smart strategies and business intelligence to manufacturers and equipment leasing professionals.

The conference, sponsored by The Alta Group and The Structured Finance Institute, is the only event known to bring both manufacturing and financial executives together for the purposes of establishing alliances and maximizing vendor sales channels. The event is large enough to embrace global opportunities while remaining small enough to foster new business relationships.

Attendees will learn what's driving today's vendor leasing environment, how to establish a vendor program, and how to expand an existing program globally or improve its performance.

The results of the two-day conference can be proven effective and successful, according to Susan Milnar, senior marketing finance manager for The Toro Company:

"We were in the process of due diligence to establish a new financing structure for Toro's commercial golf equipment when we attended this conference last year (2001). The timing was perfect because we discovered potential partners who were previously unknown to us, and we gained valuable resources that we ultimately used in our selection process," says Milnar. "It was also assuring to learn that our challenges (with vendor financing) were shared by other manufacturers. This program really opened my eyes to the broad impact that financing has on many areas of business."

This is a once-a-year opportunity for leading members of the manufacturing community to network with senior executives who are recognized for their breadth of knowledge and experience in vendor finance and captive programming. Attendees will have the opportunity to meet the leading authorities who represent both the manufacturing and equipment leasing and finance industries, as well as the upper echelon of Corporate America.

John Deane, a founding principal of The Alta Group and conference host, says this event is particularly timely in these turbulent economic times because the topics discussed will help to open attendees eyes to financing alternatives, global opportunities, and sales strategies used by top manufacturing and equipment finance executives.

"Providing financing to customers can make for a real competitive difference for manufacturers, but they need a business relationship with a financial firm that has stable funding and experience. Our program is designed to help them establish a true partnership or alliance. We use such terms because that is what they should be," says Deane.

Program Co-Chairman Jeff Dorn, president of Sony Financial Services, says, "The financial pressures of the current economic environment should be driving every manufacturer to think about how to best provide financing and financial services…whether considering a captive finance company or a vendor program, there are many challenges and issues that a manufacturer will face." Dorn's session will provide advice on how to avoid the common mistakes in establishing such a vendor alliance.

"Since Sony Financial was established in 1999, we've been going through the start-up phase during these tough economic times. As a result, we can provide useful insight on how to overcome the challenges and avoid the pitfalls."

Vince Rinaldi, president of Information Leasing Corporation (ILC) , a wholly owned subsidiary of The Provident Bank, based in Cincinnati is a program co- chairman who will present the lessors' perspective. Rinaldi says the biggest issue in equipment leasing and financing today is the lack of funding sources and the instability created by the numerous mergers and acquisitions in the leasing industry.

"On the one hand, funding for the smaller or not well-capitalized leasing companies has been scarce and on the other hand some of the largest equipment lessors have undergone significant change due to mergers, acquisitions, or change of focus," Rinaldi explains. "Well-capitalized companies, with a focus and commitment to the vendor leasing business, present a viable and stable partner to manufacturers or resellers. The commitments by companies such as ILC extend beyond just providing the capital necessary to fund the vendor customer base, but also to the development of people and systems that provide real time information that truly augments the vendor sales."

In his presentation, Rinaldi will outline how one can create a "win-win situation" for both the vendor and the leasing company. "Number one, the lessor must understand the vendors business and their challenges and objectives, both the good and the bad, and have access to the top management," he says. "Similarly, the vendor must have a good understanding of the lessors' capabilities and objectives."

Many of ILC's customers opt for "private label" financing whereby the lessor is invisible to the end user or customer. ILC currently has over $2 billion of assets under management and manages an additional $800 million for other funding institutions. Some of ILC's vendor niches include copiers, computers, telecom, golf, retail petroleum and medical equipment.

Both the National Association of Manufacturers (NAM) and the Equipment Leasing Association (ELA) are providing keynote speakers. Dorothy Coleman, vice president of tax policy for the Washington D.C.-based NAM, will address the audience on Thursday, Sept. 19. Coleman will discuss the economic outlook for American manufacturers and the role of tax relief in ensuring and sustaining economic growth. She plans to outline NAM's pro-growth agenda and recent legislative victories.

Ralph Petta, vice president of industry services for the ELA, which is based in Arlington, Va., will provide a keynote address on Friday, September 20. It will be based on data collected and analyzed this summer on the nationwide $244 billion industry. Despite the fact that 2001 was tough economically for lessors, he says they are reporting signs of improving portfolio quality. Additionally, he says the association views leasing as a sales assisted financing tool and vendor leasing as the largest source of deal origination in the industry.

Other invited speakers are members of the upper echelon of American organizations such as IBM Global Financing, The Toro Company, Moody's Investor Services and Ernst & Young.

Program sponsors include Key Equipment Finance, Information Leasing Corporation, McCue Systems, Seismiq, GE Capital Services, CIT and LeaseDimensions.

Media sponsors are LeasingLife, Monitor and Manufacturing News.

For more program details visit www.thealtagroup.com and to register call SFI at 914-686-8855 or go online to www.atlas-sfi.com.

About The Alta Group

The Alta Group (www.thealtagroup.com) is based in Glenbrook, Nev., and is a leading source of corporate consulting and advisory services, education and training to the global equipment leasing and finance industry. It is composed of 12 principals - former CEOs, company founders, and industry organization leaders who have more than 200 years combined experience. It was founded in 1992 by John Deane, John Giddens, Bill Montgomery and Norm Chapman.

About The Structured Finance Institute

The mission of The Structured Finance Institute (www.atlas-sfi.com) is to increase the understanding of cross-border financial products and services. Based in White Plains, N.Y., SFI annually produces domestic and international conferences on tax, legal, and accounting topics. Founded in 1998, SFI also produces newsletters and other publications for corporate executives, investors, accountants, bankers, and tax and legal specialists.

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Marlin Leasing Celebrates Fifth Anniversary

Currently listed among the top ten small-ticket equipment leasing companies in the country, Marlin Leasing celebrated another

milestone this June - their fifth year of operation. "This is a very exciting time for us," says Gary Shivers, president of Marlin Leasing. "Our growth strategies continue to be aggressive. We've exceeded our growth expectations each year, and based on current projections, will do so again this year."

Shivers attributes their success to a cohesive management team that has worked together for over thirteen years. "We combined our expertise with a quality staff that is equally committed to success. Because we focus on relationship building both internally and externally, our employees and our customers are motivated to stay with us. And that only makes us better."

In Marlin's first five years they have:

achieved profitability in their second year of operation

employed and trained over 190 employees

grown assets to over $300 million, and

successfully accessed capital markets to support growth.

Marlin's goals moving forward include:

doubling the size of the company in the next three years

being listed among the top five small-ticket leasing companies in the country, and

expanding geographically

For more information visit their web site at www.marlinleasing.com.

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______________________________________________________________________

Why would we want to freeze the Enron and WorldCom execs? They are good

candidates for cremation!

Barbara B. Low

President

BIBLIO.TECH

P.O. Box 657

Lincoln, MA 01773

781-259-0524

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Vacation Survey---Gerry Egan

Jamie and I will be taking a number of mini-vacations this year using

our new motorhome. Though we don't want to be too far from our parents for

too long right now, we intend to start seeing more of this great country as

we're able to get away. We like the driving but not the checking in and out

of motels ---so we're going to try taking our motel room with us! We will

still visit our close friends in France, but will definitely do more

traveling around the USA; that may be a partial reaction to last September.

Security traveling abroad is a concern to me; the economy is not. These are

the years I have, I'm not going to wait for better ones.

Gerry Egan

President

TecSource, Inc.

5621 Departure Drive, Suite 113

Raleigh, NC 27616

Phone: 919-790-1266

Fax: 919-790-2262

E-Mail: mailto:GerryEgan@ForEquipmentLeasing.com

Internet: www.ForEquipmentLeasing.com

(Gerry is president of the National Association of Equipment Leasing

Brokers, and along with his board of directors, responsible for the popular

listserve and bulletin board system to help members find ansers to questins,

and sources to send leases.

---

Please let us know if you will be not traveling far, as per recent reports,

such as the Cambridge Consumer Credit Index Report:

Half of Americans are Vacationing This Summer, With Almost a Quarter of Them Charging it on Their Credit Cards According to the Cambridge Consumer Credit Index

Just over half of all Americans (51%) are planning to take a vacation more than 75 miles from home, and nearly one quarter of them (23%) are charging their vacations on credit cards, according to the results of a nationwide survey by the Cambridge Consumer Credit Index. Nearly two-thirds (65%) will pay for their vacations out of checking or savings accounts and merely 1% will either borrow money from friends or withdraw funds from investment accounts. Others will visit their relatives for free.

In the month of July, the Index surged by 6 points from June levels, meaning that Americans are taking on an increasing debt load. This rise comes on top of another 6 point gain in June, meaning that the Index has soared 12 points over the last two months to the highest level since the Index was launched in December 2001. People are either

out of work or are on vacation.

Cambridge representatives ask callers for the primary reason that they found it necessary to get help with their debts now. Of the 1406 people who answered, this was the order of their responses:

1.I am out of cash (29%)

2. My income has been reduced since CMC went out of business (22%)

3. I am really frustrated in making equipment-leasing sales since

no one will do “story credits” any more (19%)

4. I got into too much debt by overspending on leasing conferences (12%)

5. I am an equipment leasing funder who exhibited at a leasing conference (11%)

6. My attorney is making more money than I am (10%)

7. GE bought my company (9%)

8 .I work for Worldcom (5%)

9. I am a lease broker and can’t place lease applications (4%)

10. GE did not buy my company (2%)

For more information on the survey see www.cambridgeconsumerindex.com/camsurvey.asp

The Cambridge Consumer Credit index number is composite of these three questions:

1. In the past month, have you taken on more debt or paid off debt? The Index reads 72 on this question, a jump of 12 points from June.

In July, 36% of Americans say they have taken on more debt, with 23% taking on a little and 12% taking on a lot more debt. Conversely, 64% of Americans have paid off debt, with 47% paying off a little and 17% paying off a lot. In June 30% of consumers had taken on more debt while 70% had paid off debt, indicating that the number of Americans taking on debt is up for the two consecutive months. It is twice as high for those

in the leasing business.

2. In the next month, do you anticipate taking on more debt or paying off debt? The Index reads 42 on this question, up four points from June. Those in the leasing business

chose d) none of the above.

In July, 21% plan to take on more debt, with 7% planning to take on a lot and 14% planning to take on a little debt. Conversely, 79% plan to pay off debt, with 59% paying off a little and 20% paying off a lot. In June, 19% planned to take on debt and 81% planned to pay off debt.

3. In the next six months, do you expect to take on debt because you are thinking of making a major purchase such as a car, education, appliance, medical procedure, furniture or carpeting?

The Index reads 74 on this question, up by 2 points from June.

In July, 37% of Americans plan to take on more debt to make such purchases, with 13% taking on a lot of debt and 24% taking on a little more debt. In contrast, 63% of Americans plan to pay off debt in the next six months, with 44% expecting to pay off a little and 19% expecting to pay off a lot. In June, 36% of Americans planned to take on more debt, while 64% planned to pay off debt.

"It is striking that every month more Americans say they are going to pay off debt than actually do so. For example, a month ago while 81% of Americans said they were going to pay off debt, only 64% actually did so. This 17 percentage point spread in the 'Reality Gap' widened from 13 percentage points a month ago. This shows that while many Americans have the best of intentions to pay off debts, the reality is that many of them are sinking deeper into debt every month," says Jordan Goodman, spokesperson for the Index.

“We are getting more and more into debt, “Sudhir P. Amembal :\http://www.amembalandassociates.com/missionstatement.html

For more information about the Cambridge Consumer Credit Index, contact Media Relations Representative Paramjit Mahli at pmahli@cambridgecredit.org or 800-804-0575, or economist Allen Grommet, who provides an economic analysis of Index results, at agrommet@cambridgecredit.org or 800-804-0575, or the Index website at www.cambridgeconsumerindex.com. Consumers wishing to find out more about Debt Relief Clearinghouse referral services should call 1-888-4DEBTHELP or visit www.debtreliefonline.com.

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Affected West Coast ports listed

By Associated Press

A list of major West Coast ports affected by negotiations between the International Longshore and Warehouse Union and the Pacific Maritime Association. The contract, which covers 10,500 workers, expired July 1.

Aberdeen/Grays Harbor, Wash.

Anacortes, Wash.

Astoria, Ore.

Bellingham, Wash.

Benicia, Calif.

Crockett, Calif.

Eureka, Calif.

Everett, Wash.

Kalama, Wash.

Long Beach, Calif.

Longview, Wash.

Los Angeles

Newport, Ore.

North Bend/Coos Bay, Ore.

Oakland, Calif.

Olympia, Wash.

Port Angeles, Wash.

Port Gamble, Wash.

Port Hueneme, Calif.

Portland

Redwood City, Calif.

Richmond, Calif.

San Diego

San Francisco

Seattle

Stockton, Calif.

Tacoma, Wash.

Vancouver, Wash.

West Sacramento, Calif.

Source: Pacific Maritime Association; International Longshore and Warehouse Union.

San Francisco Gay Pride/

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individuals to choose from. I am terribly fortunate to run into both

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Jppa100@cs.com

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Asset Management: Silicon Valley, CA

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Asset Management: Nashville, TN

Experienced Asset Manager with construction/ telecom focus. Managed portfolio of repo & EOL transactions for large leasing companies. 10 years experience including sales & credit/ collections focus. Email:jambam2000@comcast.net

Collector: Oceanside, CA

Collections supervisor, experienced with commercial leasing. motivated, good work ethic, enthusiastic. call (760)941-9209 Email:mantinarelli@yahoo.com

Contract Administrator: San Diego, CA

work-at-home position to perform processing & documentation. 5+ years small ticket arena, used to handling a 25-30 deal workload. You do the sales, I'll do the rest. Email:jmccorman@hotmail.com

Contract Administrator: Schaumburg, IL

10 yrs. small/mid-ticket leasing. Proficient in documentation, funding and legal. Worked with brokers, portfolio purchases, vendor programs, municipal transactions. prefer to stay in Suburban Illinois. Email:sophie1900@msn.com

Contract Administrator: Los Angeles, CA

6 years small ticket leasing - Credit Analysis up to $75,000, Documentation & Funding. Highly organized team player trained sales/operations in credit, pricing, docs. Email:miri7ca@yahoo.com

Credit: Columbia, SC

Seasoned senior credit professional with 14 years experience in small ticket. Strong analytical skills, spreadsheet proficiency, all types financials,tax returns. Looking for new career in Southeast/Mid Atlantic Email:lrport2001@yahoo.com

Credit: Hayward, CA.

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Credit: Vista, CA

+15 years experience structuring, underwriting, and collecting leases to privately and publicly held companies. Creative and results oriented. Proven ability to achieve bottom-line results. Email:dkalitow@pacbell.net

Credit: Mill Valley, CA

Senior corporate officer with financial services credit background. M and A, fund raising and workout expertise. Email:nywb@aol.com

Credit: Los Angeles, CA

Over 15 years experience in Credit/Operations with Small Ticket and transactions up to $500,000.00. CLP, with excellent relationships with most major lenders. Email:jonbh123@earthlink.net

Finance: Atlanta, GA

Twenty five plus years experience in middle market lease/ asset based/cash flow transactions. Heavy banking and credit background, with particular expertise in structure and negotiation. Email:brown235@bellsouth.net

Finance: Birmingham, AL

Admin./International: 10+years global ops mgmt. int. biz admin.w import/export/reg. compliance, global biz development, in, transaction P/L, global recruitment/training/staff mgmt. middle market to Fortune 20 account development. Email:ddpeterson1818@yahoo.com

Funding: Northern, NJ

Coordinate all aspects of financing for leased equipment, prepare necessary documentation for discounting with banks.Handle renewals of and amendments to lease schedules. Email:istaub@unicapitalcorp.com

Legal: Chatsworth, CA

Managing attorney for general corporate and financial services law including: leasing, acquisitions, service agreements, commercial loans, securitizations, workouts and litigation. Email:SandiDQ@msn.com

Operations: Phoenix, AZ

15 years of increasingly responsible positions as a financial-marketing manager in commercial leasing, credit, and collections. Extensive experience in leasing and accounts receivable portfolio management. Email:williamdoughty@hotmail.com

Sales: San Diego, CA

Experienced, hardworking, driven, goal oriented sales professional seeks position with leasing company in California. Please reply to this posting/ I will forward my resume today. Email:jonathanwalmsley@yahoo.com

Sales: Silicon Valley, CA

9 years Leasing Exp. small/medium ticket arena , Proven overachiever/exceeding company goals, vendor & direct. Home office for several years, Currently in IT leasing. Email:scott61@attbi.com

Sales: Boston, MA

Boston, MA (big Patriots' fan) Senior Sales person, 15 years experience, strong vendor program background, middle market concentration Email:smillard27@juno.com

Sales: Houston, TX

Experienced outside salesman, seeking Direct Leasing company position either on an independent or employee basis. Email:asauced@hotmail.com

Sales: Louisville, KY

I have been in leasing/financing of construction, machine tool, and mfg equipment for 20+ years. Traveled KY, IN, OH and TN.

Email:kyle90@msn.com

Sales: Chicago, IL

MBA w/ "C" level relationships. Extensive sales/ sales management exper. in new business development w/end-user, vendor and captive programs. Very adapt at complex credit/ economic lease structuring. Email:IrishReel@AOL.Com

Sales: Silicon Valley, CA

VP level Business Development and Sales Manager, well connected in Silicon Valley. Experienced in major vendor programs on a global basis.Email: Tadadzn@ix.netcom.com

Sales: Dallas, TX

Director, Business Development for international financial institutions. Global vendor programs with minimum sustainable volume of $24M annually. CFO and Treasury contacts with major technology and energy corporations.Email:tkorpolinski@ev1.net

Sales: Mission Viejo, CA

Account Sales Executive with 10 years of leasing experience looking for company to bring existing customer base.

Email:makelly21@hotmail.com

Sales: Atlanta, GA

Prof. sales person with 12+ years of leasing, biz development, structuring, credit & closing. Profitable book of business/ contacts in the small-mid ticket arena. Email:flowageman@aol.com

Sales Manager: Atlanta, GA

15 years experience in Small Ticket Vendor Leasing. Managed sales team for eight years in Copiers, Telecom, IT, Construction, Auto Aftermarket, etc. Email:jim_acee@hotmail.com

Sales Manager: New York, NY

I have over 25 years owning an independent leasing company that specialized in truck leasing. Tow trucks, Limos, ambulances, tractors, etc.. Email:rfleisher@rsrcapital.com

Sales Manager: Hartford, CT

Director of Equipment Lease Division with credit/collateral evaluation, marketing & operations experience. Simultaneously coordinated efforts to develop new vendor business. Email:pkumiega@peoplepc.com

Sales Manager: Atlanta, GA

30 years in transportation Finance with strong management/ sales background. Represented company on national & region markets. Started two successful operations- produce profits and growth. Email:mike.leonard@mindspring.com

Senior Management: Irvine, CA

Senior Manager at Enterprise Leasing Software Company. 10 yrs programming, 15 yrs system/ network, and 15 yrs management experience. Working Experience with 12 Leasing companies. Email:sw_leasing@hotmail.com

Senior Management: Hicksville, NY

Senior equipment leasing and banking executive with credit, collections, marketing and operations experience. Background includes development of new business,risk management and budgeting. Email:FrdA4@aol.com

Syndicator: Wilmington, NC

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Sixty-Six Help Wanted Ads

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Nineteen Outsourcing Ads

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Three Attorney Ads

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Recruiters Who Specialize in the Leasing Industry

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Other spots to advertised for work in the leasing industry:

http://65.209.205.32/LeasingNews/Classified.htm

In case you missed the July 4^th message, here is:

Business Charlatans Not New

http://www.leasingnews.org/articles.doc/newletter_business.htm

See Top News Stories at the bottom of www.leasingnews.org