Partners in Success

Lease: a contract by which one party conveys equipment to another to use for a specific term for a specific payment. Capital Lease: also called a $1.00 purchase option lease Operating Lease: also known as a Fair Market Value (FMV) lease The Basics Today, 8 out of 10 American companies rely on leasing to acquire assets.

Vendor Benefits Reduces “sticker-shock” Offering a low monthly payment as opposed to the full sticker price gives your customer more peace of mind. Helps you sell more A $300 option adds only dollars to the monthly payment Helps you control the sale You won’t have to wait for your customer to get financing from their bank if you can complete the lease transaction on the spot. Positions you for repeat business It’s easy to add more equipment during the lease term or upgrade the original lease

Customer Benefits Frees up cash Leasing provides your customer with the equipment they need without emptying their pockets. Preserves credit lines Leasing has no effect on your customer’s current bank credit lines, so they’re free to borrow more money from their bank. Flexible and predictable FirstLease has a variety of lease structures to fit your customers’ needs, such as 90-day deferred and step leases. Hedge against inflation Money loses value over time, so fixed monthly payments become more affordable as time goes on.

Situation A client of yours needs a piece of equipment that will cost $5,000 upfront. Problem The customer does not have the cash available and he has maxed out his bank credit lines. Solution FirstLease finances the equipment for the customer with a low, fixed monthly payment. You win the sale and the client now has the equipment he desperately needed. Common Scenario

Calculate the monthly payment by using our lease factors Equipment cost x lease factor = monthly payment Quote the monthly payment first Which would you rather sell: a lump sum payment of $5,000 or a $125 monthly payment? Put the focus back on the benefits of the equipment, not the price. Lead with a shorter term When you begin your sales process, start with a shorter term, such as 24 months. If your customer indicates the amount is too high, you may be able to offer a 36-month term, thus lowering their payment. Show them their return on investment Use FirstLease’s calculator to show the customer how they will profit from a low monthly payment. How to Sell Leasing

Sample Letter Distribute this letter to your customers to give them an outline of the various programs we offer.

Return on Investment For equipment with a measurable return-on-investment, we’ll supply you with a calculator so your clients can see tangible evidence of their savings.

The Process Stage One: Application Have your customer fill out a one-page application and fax it back to us. Or, refer them to us and we’ll handle it. Stage Two: Approval Credit decisions can be made in as little as two hours. You’ll be notified as soon as possible, and we’ll follow up with the customers to go over their options. Stage Three: Documentation Documentation is ed or sent overnight the same day as approval. Stage Four: Funding Once the documents are received and your customer is satisfied, we overnight payment.

Marketing Direct mail campaigns We’ll coordinate a joint direct mail campaign to build awareness and volume or to highlight a specific promotion. Integrated marketing communications We can develop envelope stuffers, brochures, and flyers to advertise our cooperative program. Trade show support We’ll send a representative to major trade shows to support you in closing sales at the convention. Financing specials We’ll create discounted rate specials to boost sales.

Leasing: The better way to sell Leasing is designed to increase vendors’ sales by making equipment more affordable. Starting a leasing program may seem daunting, but FirstLease will walk you through the basics and design a program that fits your needs. Once you start offering a monthly payment upfront, you’ll notice quicker turnaround and more sales. Offer a limited-time promotion to push sales at year-end, during your off-season, or at the beginning of the year. Leasing will broaden your horizons and FirstLease will help you do it.

Donald Wampler III Sales Manager 1300 Virginia Drive Suite 450 Fort Washington, PA (866) ext. 253 Fax: (215)