Successful Leasing with

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Successful Leasingwith

• Presented by
• Jack Harvey, CLPPresident/CEOEnterprise
  Financial Solutions, Inc.
• ph 501-375-2822
• fax [phone]
• jharvey_at_efsolutionsinc.com

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The Secret to Closing Sales
Leasing

• Agenda
• The basics of leasing
• How leasing can generate sales
• EFSIs easy leasing process
• How to start offering leasing

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Leasing 101
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What Is A Lease?

• Lease (les), n. origin French. lais, lays, lees,
  a thing left by will, a lease, from laisir, to
  let go, to lease
• So much for French! Its really
• 1. a contract by which one party (lessor) gives
  to another (lessee) the use and possession of
  equipment for a specified time and for fixed
  payments.
• 2. the document in which this contract is
  written
• 3. an easy way you can increase sales!

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The Advantages of Leasing

• Provides 100 financing
• No down payment required
• Preserves credit lines and working capital
• Increases purchasing power
• Provides fixed rate financing
• Provides flexible options to renew, buy, or
  return

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The Advantages of Leasing

• Offers flexible payments that match cash flow
  requirements
• Balances equipment usage and cost
• Protects against inflation and obsolescence
• Is tax-advantaged
• Allows sales and use tax deferral
• True lease structure

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The Popularity of Leasing

• 8 out of 10 corporations lease something
• Leasing is corporate America's biggest external
  source of equipment finance bigger than
• Bank loans
• Stocks
• Bonds
• Commercial mortgages
• Roughly 1/3 of equipment acquisitions are leased
• Over 140 billion of equipment was estimated to
  be leased in 1995, and is growing at 10 per
  year
• Source Equipment Leasing Association

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Why Leasing Is Better Than Bank Loans

• Low, fixed rate financing
• 100 financing available with flexible terms
• Greater access to working capital
• Flexible lease structure
• Simple collateral requirements
• Pay with pre-tax dollars
• Reduce equipment obsolescence risk
• Faster approval cycle

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Assets That Can Be Leased

• Office furniture and equipment
• Computers network equipment
• Manufacturing equipment
• Medical equipment
• Telephone/voice equipment
• Agricultural equipment
• Special purpose equipment
• And much more!

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End of Lease Options

• Dollar out
• Percentage put (lessor's option)
• Percentage call (lessee's option)
• Fair market value purchase option
• Fair market value lease extension
• 10 purchase option
• Options can be customized to meet your customers
  needs

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How Leasing Can Increase Sales

• Helps customer finance equipment needs through
  alternate source of capital
• Overcomes sticker shock of purchase price
• Can include soft costs (installation, freight,
  training) in lease payment
• Customer perceives it to be a value-add that you
  have a leasing program (especially if your
  competitor doesnt)

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Why You Should Lease With EFSI
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EFSIs Key Benefits Over Other Lessors

• CLP Industry Certification
• Experienced
• Leasing
• Sales
• Responsive
• Flexible
• Local
• Simple Easy Leasing Process
• Strategy Assistance

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Advantages Over Captive Leasing

• EFSI offers quick answers, quick application
  processing quick payment of invoices
• It is easier to do business with EFSI
• We do the work for you
• Our terms are more flexible
• We welcome mixed vendors

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EFSIs Leasing Process
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EFSIs 7-Step Leasing Process

• Present a lease proposal to your customer
• Includes a purchase price and a lease quote
• Contingent upon lease application acceptance and
  proper documentation execution
• If the customer wants to lease, your customer
  completes the 1-page lease application and faxes
  it to EFSI
• EFSI processes application notifies you of the
  approval results

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EFSIs 7-Step Leasing Process

• Once accepted, you or EFSI attain customer
  acceptance of lease payments, as quoted, and
  obtain customer signature on lease documentation.
  Customer submits signed lease documentation along
  with the first payment to EFSI.
• EFSI notifies you that the lease documentation
  has been received. You order equipment and
  perform any installation and/or training required.

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EFSIs 7-Step Leasing Process

• When installation and training is complete, EFSI
  performs a telephonic audit to verify the
  lessees acceptance of the lease terms,
  equipment, etc.
• Following a successful telephonic audit, you
  submit an invoice to EFSI and EFSI funds the
  transaction. Typically you are paid within 24 to
  48 hours of invoice receipt.

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A Sample Lease Application

• The only document required for transactions less
  than 50,000
• Contact EFSI if you have any questions
• Section 1 Lessee information
• Section 2 Vendor information

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A Sample Lease Application

• Section 3 General description of equipment,
  price, tax total
• Section 4 Lease terms, business information
• Section 5 References
• Section 6 Signature

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A Sample Lease
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Getting Started
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How To Include Lease Quotes In Your Proposals

• In the beginning, to help EFSI understand how you
  do business, call EFSI to create a lease quote
• It takes less than 10 minutes to explain the
  transaction and to make sure you are considering
  all your options
• When appropriate, EFSI will give you a rate sheet
  so you can calculate your customers options

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Become An EFSI Partner Today

• If you have LOST transactions due to
• Sticker shock
• Budget delays
• The competition offering a leasing option
• Let EFSI help you create a leasing proposal today
  
• Immediate leasing opportunities
• Your 3 best funnel transactions--do they have
  lease quotes?
• Need an excuse to renew the sales cycle for a
  current transaction negotiation?
• Dont assume your customers have financing --
  Include a lease quote in EVERY proposal!

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QA
Jack Harvey, CLP President/CEOEnterprise
Financial Solutions, Inc. ph 501-375-2822 fax
501-375-2551 jharvey_at_efsolutionsinc.com