2006 July/August Issue

JULY/AUGUST 2006
USING TECHNOLOGY ADVANTAGEOUSLY
Electronic Efficiencies WIth a Personal Touch

COVER STORY

Harnessing Technology to Enhance Customer Relationships… It’s How We Use It!
By Joseph N. Lane, International Decision Systems
We’ve said it before... equipment leasing and finance is a “relationship business.” Joseph Lane at IDS shares his views on how to use technology, especially the Web, to a lessor’s advantage.
(Ref # TEC0152)

FEATURES

Processes, People & Profits… Attending to Non-Technical Issues in Technological Conversions
By Andrew Denton, CHP Consulting
Experience has shown that it’s the non-technical issues involved in a technology conversion that can have the greatest effects on an organization. Read why addressing these factors is critical when migrating to a new software platform.
(Ref # TEC0151)

When all is Said and Done… the Future of the Leasing Industry Lies in our Hands
By Paul A. Larkins, Key Equipment Finance
When asked about leasing’s future, ELA Chairman Paul Larkins points to external areas of focus that are key components to the industry’s longevity and success. Ultimately, he sees that the final outcome lies in the industry’s own hands. (Ref # ASC010)

Building a Custom Online Lease Processing System for Brokers & Vendors
By Jonathan Albin, Balboa Capital
When Balboa Capital launched its Broker Division and its National Vendor Program, the company knew it needed to, among other things, deliver value-added tools its partners. Balboa took on the challenge. (Ref # TEC0152)

New on the Scene: Complementary Needs… Portrait of a Start-Up Equipment Leasing Company
By David Wolf, Hennessey Capital Leasing
Sometimes starting up an equipment leasing company just makes good business sense. With that in mind, David Wolf formed Hennessey Capital Leasing, providing clients with a spectrum of financing options from equipment leasing to factoring. (Ref # CPR108)

The Ultimate ‘Know-How’ Guide for the Equipment Leasing Sales Professional (Part 2)
By Scott Kiley, Fifth Third Leasing
Fifth Third Leasing’s Scott Kiley shares practical and realistic tips for every stage in the process of closing an equipment leasing transaction. In this issue, the Monitor presents the second part in a continuing series. (Ref # SAL137)

SPECIAL SECTION

MONITOR BANK 50
What a Difference a Year Makes — In 2005, U.S. Bank Leasing Companies Focus on Organic Growth
In the aftermath of the mega-mergers of 2004, bank leasing companies show a renewed dedication to the business of doing business. Broadly based optimism prevails as most of the participants forecasted continued growth and expansion. And looking at the opportunity to do business internationally — just what does the data suggest? (Ref # BKL008 - Special Order Only!)

COLUMNS

TECH TALK
When it Comes to Software Development… Here’s a Do-It-Yourself Guide
By Anthony Carrol, Litehaus Group
Have you ever been frustrated by the lack of appropriate software for your job? Here’s one man’s story of how frustration gave way to a software start-up. (Ref # TEC0154)

ALTERNATE PERSPECTIVES
The ‘Rough Waters’ In Performance Reviews — Ten Rules for Smoother Sailing
By Gni Grossman, Molloy Associates
Most people would do anything to get out of performance reviews. This month’s column gives you ten rules regarding performance reviews with the aim of keeping the reviewer out of rough waters. (Ref # HUM015)

LEGAL WATCH
The Federal & California Quagmire: Preference Actions in Assignments for the Benefit of Creditors
By Andrew K. Alper, Frandzel Robins Bloom & Csato, L.C.
Legal columnist Andrew Alper navigates our readers through the intricacies of assignments for the benefit of creditors as an alternative to a debtor’s bankruptcy by examining two cases in California that yielded different results. (Ref # LGL1073)

DISPATCHES FROM THE TRENCHES
On Matters of Insurance — Some Hard Lessons Learned
By Kenneth P. Weinberg, Baker, Donelson, Bearman, Caldwell & Berkowitz, PC
This edition discusses two cases highlighting certain risks that should be considered when a lessor relies on insurance coverage purportedly provided by its lessee. (Ref # LGL1074)