Our Training

Our online training is comprised of 12 PowerPoint presentations, 6 role playing scripts, a sample customer sales pitch book re: a comparison of buying to an operating and a finance lease alternative, several educational writings. These files are available to the staff of any leasing company that subscribes. For any educational institution they would be available for the staff and students. Available means that all staff and students can read but not download the information as many times during the subscription period (one year – that is 24/7/365 (366 in leap years)). The PowerPoint files contain my audio presentation so you can read and listen or just read to reinforce the messages.

Getting Started for Lessors:

Getting Started for CFOs:

Getting Started for Business Schools:

GETTING STARTED FOR CPAs:

POWER POINT W/ AUDIO

Introduction to leasing

Orientation for any new hire
Lists the products offered by a typical large leasing and finance company
Defines the products
Identifies what types of customers want each product

Why customers lease

Orientation for any new hire, especially new leasing sales staff
Describes the leasing and finance market
Lists why customers lease and how leasing meets customer needs in detail
Explains the IRS tax principles governing leases and the concept of tax shelter in leases
Introduces FASB Topic 842 accounting rules
Introduces the lease vs. buy decision

Glossary of terms

Orientation for any new hire, especially new sales staff
Defines industry terms
Defines key corporate finance terms like ROA, EPS, EBITDA, etc.
Defines terms from ASC topic 842 – the new lease accounting rules

Leasing Sales Under The Accounting and Tax Reform Changes

Very detailed and comprehensive
For all sales staff and management
Accounting and operations staff will also benefit
What’s in the Topic 842 lease accounting rules for lessees and lessors
What are the implications to lessees
The 2 big customer issues
What else to watch out for
Engaging the customer
Opportunities – New Rules/New Ideas!
Impact of the tax reform act of 2017

Lease structuring

For all sales staff, management and sales support/product development
The basics of structuring

Fleet finance alternatives

For all sales staff and management
Compares the product alternatives for financing commercial vehicles
Analyzes terms, asset usage flexibility, economics, tax and financial reporting issues
Displays the assets’ profiles
Comparative benefits displayed via a heat map

Products explained and consultative selling

For all sales staff, management and sales support/product development
Overview of lease accounting rules
Detailed explanation of lease structures that address customer needs
Understanding the customer and the decision maker
Probing for customer needs
Dealing with objections

Should I lease or buy

For all sales staff and management
Topic 842 capitalizes all leases making the lease versus buy analysis more complex
My “new approach” to the lease vs buy decision is really a lease versus lease analysis as the financial reporting impact of a properly structured lease always capitalizes at amounts less that the cost of the asset – the balance sheet and often P&L look better to investors
Shows that leasing is always best using proforma financial modeling of alternative loan and lease structures

ABC Trucking case study

For all sales staff, management and sales support/product development
A case study comparing borrowing to buy to leasing for a lessee customer
Uses comparative financial statement impact analysis to show the benefits of leasing
A new approach to selling leasing to customers – present the lease vs alternative funding options in a clear and concise way

Four lease product offering

For all sales staff, management and sales support/product development
In depth analysis of the products that best address lessees’ financial reporting and income tax needs

Pricing policy

How lessors calculate the rate they charge lessees – cost of funds, cost of credit, cost to process, spread (profit margin)
Pricing “science” vs. market reality
How lessors quote fixed and floating rate deals
True lease pricing – MISF yield vs ROA
True lease pricing variables

Lease analytics

The time value of money explained
Glossary of terms
Common lease analytical problems
Free Excel tools

PDF/POWERPOINT DOCUMENTS

Sample sales pitch books

Real estate synthetic lease proposal
Equipment lease proposal – synthetic finance lease vs loan

Sample Proposal letters

Synthetic lease
True lease

Documents

Disclaimer: These writings are in the public domain and I am not selling them. Instead, as a convenience for subscribers and to enhance the training experience, I am including a read only copy of the articles with the links to the Monitor and ELFA websites (both have published my articles).

Topic 842 lease accounting White Paper

For all sales staff and management
Accounting and operations staff will also benefit
Covers lessee and lessor impacts of the Topic 842nlease accounting rules

Article: The New Approach to Lease vs Buy

For all sales staff and management
Detailed article focusing on the CFO view of asset finance.
Explains how the capitalization of leases impacts the decision as to what alternative to choose to finance an asset acquisition
The focus is on comparing financial reporting results
Concludes that leasing is the best alternative BUT what type of lease?

CFO Chats – role playing

For all sales staff
Six customer calls on a CFO
Each chat covers a different common situation a leasing sales person may confront on a customer call.

Article – So you want to be a leasing sales person

For all sales staff and management
Outlines the things a leasing sales person must know to be successful

Article – Leasing as a Bank Product

For management, accounting/finance and marketing
Explains how the leasing product functions in a bank
How the leasing product works with relationship managers
Marketing strategies.

Article – Structuring Leases in a Challenging Interest Rate Environment

For management, treasury and product development
Reviews how the interest rate spike of the late seventies and early eighties impacted the industry
Changes in policies that resulted
Opportunities to take advantage of volatile rates by offering rate option products to customers
Let the customer take a view on rates – a competitive advantage? The competition may not offer the same.
How to create the different rate type products

Article – Where Have All My Profits Gone?

For management and accounting/treasury
Issues noted over the years where the sales organization thinks their deals were structured and priced well but the management accounting P&L results don’t show it.
Covers pricing, residual setting, tax benefits, management accounting, treasury and operating losses

Article – Increasing Profits Through an Additional Residual Pool

Strategy to win more FMV deals through managed residual risk taking

Article – Lease Analytics 101: The Principal and Interest (P&I) Schedule

Basics of a P&I schedule – Excel and HP 12C

Article – Apples to Oranges: How to compare asset finance options

Putting 2 different asset finance options on a par when their asset and costs vary
Comparing return on assets, cost of capital and permanent cumulative benefits of positive timing differences
A must read for CFOs that make large asset finance decisions
Lessors will learn a hard-hitting concise method of selling the benefits of leasing vs borrowing to buy
A case study demonstrates the method of analysis and results

Article – WHY BUY RVI? – It’s About Financial Reporting

Lessors buy residual insurance to convert operating leases to direct finance leases
Understand how and why it works
Understand the issues and benefits
A case study demonstrates the method of analysis and results

OTHER ARTICLES:

What is a Lease?
Renewed Interest In Synthetic Leases
Anatomy of a TRAC Lease
Article Spotlight on Fleet Leasing
Article Synthetic Lease Dead or Alive
Dealing With Customers Under 842
Interim Rents Under ASU
Lease Structuring
Structuring Leases Under Topic 842: Two Vital Issues to Consider
Spotlight on Fleet Split TRAC and Synthetic leases
Article spotlight on fleet leasing 2024
Article monitor recently asked qs
Glossary: Harvard Business Review
GLOSSARY language of leasing
Truck and Trailer Leasing White Paper 2024

OUR PACKAGE

$5,000 / 1 year subscription. Includes unlimited viewing of all materials by your entire team – 24/7/365 (366 in leap years).

Lessors – Management and all staff can use the material. Managers can use PowerPoints to run staff marketing and strategy meetings. Take advantage of new ideas. Introduce new hires with the basic materials.

Business Schools – Create an “Asset Finance” course suitable for future bankers, lessors and CFOs. Prepare them for real world business in finance. Use the PowerPoints for weekly lectures. Use the CFO Chats as class role playing sessions. Use the writings as class reading and discussion items.