2006 March Issue

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MARCH 2006
Slicing the Pie...
Using Syndication for Managing
Risk and Meeting Client Needs

FEATURES

Slicing The Pie…Syndication Serves as a Powerful Tool in Meeting a Client's Needs, Managing Risks
By Douglas Ducray, RBS Asset Finance
Lessors have turned to syndication as a means to continue to originate transactions with their customers while choosing investors with which to share the credit risk. It also unites lenders in a common goal to collectively provide financing for all of a customer’s funding needs. (Ref # SYN012)

GE Equipment Services — Rail Services: ‘On A Roll’ With a Solutions Approach
By Eric LaBat, GE Rail Services
In this era of intense market competition, GE Rail Services is often asked how it continues to see such solid growth in leasing rail and intermodal assets. GE Rail’s newly appointed chief marketing officer says the answer is simple. (Ref # RAI0012)

In Times Like These…
Even in Periods of Strong Liquidity, Specialty Finance Companies Should Seek to Diversify Funding Sources
By , Diversity Capital
While liquidity is good for the industry, specialty finance companies should not only pursue terms and structures that work for their businesses, they should also use this positive market to diversify funding sources and develop new ones. (Ref # FNF109)

Not Just Another ‘Plain Vanilla’ Bond Deal… Trustees Play Many Roles in Lease-Backed Financings
By Robert Guimont, Wells Fargo Bank
In any securitized transaction, the trustee provides the necessary cash control and information processing required by the parties to the financing. However, in the equipment leasing market, trustees must perform additional roles beyond the norm. (Ref # SEC078)

Searching For Gold in the 2004 Tax Act — to Mine it, Re-Examine Your Leasing Strategies
By Bill Bosco, Leasing 101
The American Jobs Creation Act of 2004 is a tax act that many in the leasing industry view as a black cloud as it killed the big-ticket lessor community’s tax exempt and cross-border structures. But there is a silver lining for captive finance subsidiaries…(Ref # CPL016)

COLUMNS

PROFILE OF SUCCESS
Keeping it in the CIT Family… A Profile of Mike Brown, President of CIT Diversified Industries
By Kara A. McDonald, Assistant Editor
In early 2005, Mike Brown was offered the opportunity to join CIT Diversifi ed Industries. In this month’s profile, Brown describes his experience thus far with CIT as exciting, fulfilling and fun. (Ref # PRO086)

TECH TALK
Customer Relationship Management — More Than Just the Software
By Steve Byrnes, Capgemini
Most companies recognize that customers are the ticket to growth. A sound customer relationship management strategy can help a company serve its customers more effectively and efficiently, but not if executed in a vacuum. (Ref # TEC150)

ALTERNATE PERSPECTIVES
Beating the Odds — How to Conduct an Effective (And Legal) Interview
By Gni Grossman, Molloy Associates
IHiring has a 50/50 chance of being successful. Don’t like those odds? Using effective interviewing techniques can make a big difference. Turn to page 38 and find out how to beat those odds. (Ref # HUM012)

LEGAL WATCH
Court Strikes Down Introduction of Electronic Records — Creditor Loses
By Andrew K. Alper, Frandzel Robins Bloom & Csato, L.C.
Recently, the Ninth Circuit Bankruptcy Appellate Panel has held that a party who introduces evidence of electronic records must provide a witness to authenticate the records equipped with vast knowledge of computer record maintenance. (Ref # LGL1064)

DISPATCHES FROM THE TRENCHES
Some Common Questions Answered on State Liscensing of Equipment Lessors
By Kenneth P. Weinberg, Baker, Donelson, Bearman, Caldwell & Berkowitz, PC
For the most part, equipment leasing is a multistate activity. This month’s column addresses the common questions of what state licensing laws apply and whether it is necessary to qualifying to do business as a foreign corporation. (Ref # LGL1065)

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Questions or comments regarding Monitor content, or to inquire about submitting an article, contact Stuart Papavassiliou, Senior Editor, at 610.293.1300 ext. 124 or e-mail sppapa@monitordaily.com