2006 September Issue

SEPTEMBER 2006
3rd ANNUAL INDUSTRY SECTOR OVERVIEW

FEATURES

Four Factors of Success: Building Muscle in the Material Handling Equipment Finance Business
By Rob Cook, CitiCapital Equipment Finance Group
A firm commitment to the industry, constant reinvention, investments in technology and human capital, and solid relationships are four factors critical to attaining success in financing material handling equipment. Read why CitiCapital’s Rob Cook agrees.
(Ref # HEL014)

It Still Takes Two to Tango... Residual Value Analysis Considerations and Practices
By Kyle Crist and Alan Goldstein, Crist Information and Research
The age-old adage “it takes two to tango” is never truer then when an asset manager sits down with a member of his sales team.
(Ref # EQM141)

The Oldest New Dimension of Logistics — A View Point on the Value of Material Handling
By Richard E. Ward, Ph.d., Material Handling Industry of America
It’s been said what the material handling industry needs is a snappy expression that captures its value. Reality lies in the countless examples of how lift truck technologies contribute to productivity growth. (Ref # EQM142)

Bringing Lots to the Table... Cat Financial Builds Success with Industry Knowledge, Product Breadth
By Sharon Harper, Caterpillar Financial Services
When a captive finance company like CAT Financial sits down to talk business with a construction customer, there’s a lot on the table. And with so much to offer its customers, it’s an opportunity to shine. (Ref # HEL015)

Signs of a Thriving Market — Construction Equipment Rental Proves ‘a Nice Place to be’
By Christopher Moraff, Associate Editor
Some construction customers today find renting equipment preferable to leasing or financing. The Monitor’s Christopher Moraff explores why. (Ref # HEL016)

The Used Construction Equipment Market — an Auctioneer’s Perspective
By Stuart Kernaghan, Ritchie Bros. Auctioneers
The North American construction equipment market is huge by anyone’s standards. Ritchie Bros. Auctioneers shares its views on “what’s hot” in the used equipment market and “what’s not.” (Ref # HEL017)

The Healthcare IT Market: As Opportunities Emerge, Lessors Should Proceed with Caution & Clarity
By Alan N. Frankel, the Alta Group
As opportunities emerge in the healthcare information technology market, lessors are well advised to pay special attention to the complexities involved. It takes more than an “I can do it too” attitude. (Ref # HCL010)

Loan or Lease? That’s the Big Question in Acquiring New Technology
By Todd Skulte, GE Healthcare Financial Services
Healthcare professionals are inundated with news of the latest advancements in IT that help enhance virtually every aspect of their operations. While they may understand the benefits of these technologies, they also wonder, “How do I pay for them?’ (Ref # SAL138)

Outlook 2007: Transportation Equipment Finance & Leasing
By Martin Weissburg, Volvo Financial Services
The past few years have been great times for businesses involved with trucking equipment and several elements have converged to create this favorable climate. But change in all things is inevitable. (Ref # TRU014)

NTEA: U.S. Economy Growing Strongly; Inflation Remains a Concern
By Steve Latin-Kasper, National Truck Equipment Association
The NTEA expects that a pre-buy will boost sales through the fourth quarter, and temporarily shift the industry’s position in the business cycle. (Ref # GLB004)

Reaching New Heights — Business Aviation Market Continues to Soar
By Don Gies, Merrill Lynch Capital
GAMA reported worldwide deliveries of 750 new business jets in 2005 representing a 27% increase over 2004. This momentum has carried into 2006 and this sector is forecasted to enjoy another great year. (Ref # AIR043)

General Aviation Continues as Vital Economic Engine
By Katie Pribyl, General Aviation Manufacturing Association
General aviation’s role is often combined with other transportation sectors, masking its own strong contribution. Yet, general aviation fulfills transportation needs that would otherwise not be met. (Ref # ASC011)

Teal Group Business Jet Overview: Another Year, Another Peak
By Richard L. Aboulafia, Teal Group Corporation
Business jet deliveries this year look set to hit another record. While there are vague signs of demand softness, backlogs still look strong enough to set new records in 2007. (Ref # AIR044)

COLUMNS

LEGAL WATCH
Seventh Circuit Reaffirms True Lease vs. Loan Principles in UAL Bankruptcy
By Andrew K. Alper, Frandzel Robins Bloom & Csato, L.C.
Two recent opinions from the Seventh Circuit Court of Appeals add to the body of case law that serves as a guide to lessors as to how their transactions will likely be handled in the event of a lessee’s bankruptcy. (Ref # LGL1075)

DISPATCHES FROM THE TRENCHES
One Troublesome Trio... Fraud and the UCC; Quantum Meruit & Affiliates and Subsidiaries in Contracts
By Kenneth P. Weinberg, Baker, Donelson, Bearman, Caldwell & Berkowitz, PC
This edition discusses the intersection of the UCC and the common law of fraudulent misrepresentation; New York analysis of quantum meruit claims; and the benefits of including coverage for affiliates in documents. (Ref # LGL1076)