2003 February Issue

FEBRUARY 2003
30th Anniversary Issue

FEATURES

Equipment Leasing: After Thirty Years, Entrepreneurism Still Counts
By Kevin Riordan
To celebrate our 30th anniversary, the Monitor assembled six longtime leasing executives to give their thoughts on an industry known for its ability to adapt in the face of change. And, our panel agreed: salesmanship, hard work, creativity and one-on-one relationships still matter most in the equipment leasing business. (Ref # 30th004)

The Growth Cycle of IT Leasing
In a recent roundtable discussion, the Monitor spoke with several executives from Dell Financial Services (DFS) about the history of information technology leasing, the success of DFS and the future of this fast-growing segment of the equipment leasing industry.
(Ref # 30th006)

NORTH AMERICA: Engine of the World Medical Equipment Market
By Michael A. O'Hanlon
The prevailing outlook among professionals is that the health equipment market did well in 2002 and will do even better in 2003 largely due to the fact that manufacturers, particularly in the U.S., are aggressively searching out growth opportunities for their products.
(Ref # 30th008)

The Demise of Finova
A 20/20 Hindsight Analysis of a Financial Meltdown. (Ref # 30th009)

Credit Discipline: An Idea Whose Time Has Come - Again
By Peg Maloney
No organization can survive without a solid credit base and a clear understanding of risk. With that said, the credit leaders in the leasing industry have set the standard for innovation within the financial services space over the last decade. This creativity has taken many paths from credit scoring and automation to marketing strategies, documentation innovations, asset evaluation and enhanced management tools. (Ref # 30th010)

Thirty Years of Embracing New Technology
By Richard Venturi
While the leasing industry has been accused of being slow to change and to adopt new technology, a survey of the last 30 years of leasing technology illustrates that the industry has always embraced new technology and found ways to leverage it into better business performance. (Ref # 30th012)

Merger & Acquisition Activity: Where It's Been - Where It's Headed
By Bruce Kropschot
Just as the dynamics of the leasing industry are constantly changing, the factors which impact M&A activity are in constant flux. In the following article, Bruce Kropschot shares his insight on M&A trends for the last 30 years and offers his view on where things are headed. (Ref # 30th016)

Building a Leasing Company: The Matsco Story
By Matt Shieman (Ref # 30th018)

From Sarbanes-Oxley to UCC Revised Article 9: Putting it All Together
By Edward S. Grenville
Although the laws governing leasing transactions have been carefully deliberated and debated by UCC committees and state legislators, recent bankruptcies have caused legislation and regulations to be passed quickly, leaving less time to assess their implications.
(Ref # 30th020)

Certificates of Acceptance, PMSIs and Partial Deliveries: OH MY!
By Kenneth Weinberg
Many in the leasing industry feel that it is prudent to have lessees inspect equipment prior to signing a Certificate of Acceptance. However, when this practice is used for transactions involving partial deliveries, lease documentation must be carefully drafted to avoid some highly technical cracks that may otherwise appear in your pmsi armor. (Ref # 30th021)

Thirty Years of Sweat & Glory: The Changing Face of the Industry
By Veronica McCabe Deschambault
It's said that hindsight is better than foresight, and so it seems natural to mark the 30-year anniversary of the Monitor by calling on those who have worked in the leasing industry at least that long. In this article, two leasing industry legends, The Alta Group's Tom Wajnert and John Deane, discuss what it takes to navigate in the best of times and worst of times. (Ref # TRE056)

Evolution of Asset Managers… From the Wings to Center Stage
By Kevin Riordan
For this 30th anniversary issue, the Monitor asked five asset management veterans to assess the evolution of their profession. As they discussed issues such as consolidation, specialization, the qualities of a good asset manager and how to make good managers better, the industry leaders focused on recent changes, current conditions, and upcoming challenges. (Ref # 30th002)

U.S. Leasing in Tough Times: An Inside-Out Perspective
By Laird M. Boulden
Leasing in the U.S. has taken its share of bumps and bruises in this down economy, but looking at the industry through the eyes of a non-U.S. based leasing company can offer a different view. The Monitor asked Laird Boulden of Lombard/The Royal Bank of Scotland to share his perspective of the challenges and opportunities facing the leasing industry. (Ref # 30th001)

PROFILES IN LEADERSHIP

James Renner, Wells Fargo Equipment Finance, Inc.
Jim Renner's exposure to equipment finance began in 1975 when he took a job in "this new business thing called leasing." Highly regarded by those in his industry, Renner has risen through the ranks to lead Wells Fargo Equipment Finance, Inc. (Ref # 30th013)

Jim Palmer, Boeing Capital Corporation
Managing a financing portfolio that includes more than $8 billion of jet airliners in today's market requires looking through "a clear pair of glasses." That's the way Boeing Capital Corporation President Jim Palmer views the world. And he sees a promising future beyond today's difficult environment. (Ref # 30th014)

Irv Rothman, HP Financial Services
Since his earliest days at U.S. Leasing 30 years ago, Irv Rothman has amassed a wealth of experience dealing with customers of very size. Today as president and CEO of HP Financial Services', Rothman has drawn on his vast experience to integrate two financing units into one, operating globally as a unified whole. (Ref # 30th015)

Ron Slaats, De Lage Landen International
Extensive international management experience, combined with an appreciation of other cultures and fluency in six languages made Ronald Slaats the right choice for Chairman of De Lage Landen International's Americas Division. (Ref # PRO069)

Mike O'Hanlon, DVI, Inc.
Mike O'Hanlon, a proud son of Philadelphia, is President and CEO of DVI, Inc. - a leading provider of finance to manufacturers and distributors of high level medical equipment as well as medical facilities throughout the world. (Ref # PRO070)

Ellen Alemany, CitiCapital
Throughout her career, Ellen Alemany's philosophy has always been to "do the right thing" for employees, customers and shareholders.
As President and CEO of CitiCapital, Alemany has met the formidable task of taking a diverse group of businesses, and melding them into a common corporate culture with a clear sense of purpose and a commitment to empowering her staff. (Ref # 30th005)

Mark Loughridge, IBM Global Financing
Mark Loughridge, General Manager of IBM Global Financing, firmly believes in the concept of giving customers what they need when they need it. Under Loughridge's leadership, IGF appears well positioned to maintain its leadership spot in the IT financing world and to extend that role to its parent company and customers. (Ref # 30th007)

James Beard, Caterpillar Financial Services Corporation
How does a boy from Brenham,Texas - a town mostly known as the home of Blue Bell Ice Cream - wind up leading an international finance company with more than 1,300 employees in 31 countries around the world? Jim Beard, President of Caterpillar Financial Services Corporation shares his 37-year career at the "Yellow Iron" with enthusiasm, humor and passion. (Ref # 30th011)

COLUMNS

CAREER MOVES
Bing Crosby & Worklife
By Jim Pawlak
Art does imitate worklife. Two Bing Crosby movies discuss discrimination, demonstrate the value of expertise and research, demonstrate how to build a team, the power of networking and illustrate how poor management, lack of vision and hidden agendas affect an organization. (Ref # JBS068)

LEGAL WATCH
Revised Article 9 & An Unusual Application of the Bankruptcy Stay
By Andrew K. Alper
The following article discusses the importance of the preparation of notices of acceleration and demand letters under Revised Article 9 and an unusual application of the bankruptcy stay. (Ref # LGL096)

TOP GUN
The Closer’s Club: FAST in Review
By Michael Granieri
The object of these closes and a solid FAST program is to differentiate yourself as a cut above in the eyes of your vendors.
(Ref # SAL124)