Jointly presented by Susan Carol and Cameron Krueger Presentation for the World Leasing Convention May, 2001

THE U.S. DIGITAL REVOLUTION TODAY  Evolving Internet models & VC spending  Poor communication, failure to understand leasing  What do application service providers & B2Bexchanges offer?  Does end-to-end leasing really matter? 2

INTERNET SPEED SLOWING DOWN  Funding issues, stock market retraction  DotCom challenges & failures  Problems affecting lessors  Internet revenue only at 10% in early 2000  Disconnect of online, offline operations  Neglect of core capabilities  Focus on deal volume, rather than customer  Adoption rates low 3

THE “NEW”, NEW ECONOMY  What makes a successful digital business?  How long does it take?  What are the characteristics of successful e-leasing ventures?  What is the focus of the new, new economy? 4

 KPMG  Inc. Magazine  Monitor THE INTERNET EXPERIENCE — REVEALED IN LEASING INDUSTRY-FUNDED SURVEY 5

 Case study perspective  Case studies  Large ticket leveraged leasing corporation  Pure technology company  Small, mid-and small-ticket broker shop SUCCESSFUL APPLICATIONS OF INTERNET TECHNOLOGY 6

 Situation  Legacy system & failure to move to “modern platforms”  Highly profitable – no urgency to improve operationally  Problem  Management reports virtually impossible to create  Current reports costly & inaccurate  Needed marketing push into new markets  Solution  Involved Internet & Intranet projects to improve customer relations, increase efficiency, & decrease costs CASE STUDY #1 LARGE TICKET LEVERAGED LEASING CORP. 7

 Situation  Cost savings critical, but systems not up to task  Problem  Sub-optimal management of returned equipment  Inability to generate buyout quotes in Internet time nor data-mine for sales  Could only accept applications via fax  Solution  Custom built web/application tracking software  Integration to core lease accounting system  Online buyout quotes for some VAR’s CASE STUDY #2 PURE TECHNOLOGY COMPANY 8

 Situation  Human resources starved  IT resources starved  Problem  Wasted time re-entering faxed documents  Data accuracy abominable  Only competitive advantage was rate  Solution  Off-the-shelf Web application entry  Web application status query  Fully automated based vendor & broker communications CASE STUDY #3 SMALL, MID- & SMALL-TICKET BROKER SHOP 9

FUTURE OF E-LEASING  Serious challenges  How lessors will manage them  Wireless is HOT  E-signatures are here  Does end-to-end leasing really matter? 10

APPLICATION TYPES THAT WILL WORK  Intranet  Executive Information Systems  Data mart/report consolidation  Focused specific needs  ASP – They host it, you work it.  Non-core competencies  Customer service & asset management  Non-proprietary technologies 11

APPLICATION TYPES THAT DO NOT WORK  Application only – we have a lot of this today  Web “presence” – five years out of date  Outsourcing core business functions  Anything technically challenging  If-you-build-it-they-will-come applications 12

THE BOTTOM LINE  Clear communication is critical, regardless of strategy  Timely flow of information internally & externally is critical to survive  Efficiency, speed & convenience will drive e-commerce  Online leasing will expand because the Web offers the above  Customer service online and offline must reflect same culture 13

TOP 10 INTERNET RECOMMENDATIONS 1.Having a Web site is not enough to become a global operator 2.Choose your technology partners well 3.Determine SLA & exit strategy early 4.Balance business & technology goals 5.Get an internal champion & rally the end users 6.Budget for post implementation/go-live support 7.Fully-integrated is best, but best-of-breed is reality 8.Check customer references well 9.Insist that you own the data 10.Don’t forget security – hire a hacker 14