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 onleasing to acquire assets.

Vendor BenefitsReduces “sticker-shock”

Offering a low monthly payment as opposed to the full sticker price gives your customer more peace of mind.

Helps you sell moreA $300 option adds only dollars to the monthly payment

Helps you control the saleYou 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 businessIt’s easy to add more equipment during the lease term or upgrade the original lease

Customer BenefitsFrees up cash

Leasing provides your customer with the equipment they need without emptying their pockets.

Preserves credit linesLeasing has no effect on your customer’s current bank credit lines, so they’re free to borrow more money from their bank.

Flexible and predictableFirstLease has a variety of lease structures to fit your customers’ needs, such as 90-day deferred and step leases.

Hedge against inflationMoney 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 factorsEquipment cost x lease factor = monthly payment

Quote the monthly payment firstWhich 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 investmentUse FirstLease’s calculator to show the customer how they will profit from a low monthly payment.

How to Sell Leasing

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

Return on InvestmentFor 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 ProcessStage 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: ApprovalCredit 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: DocumentationDocumentation is emailed or sent overnight the same day as approval.

Stage Four: Funding Once the documents are received and your customer is satisfied, we overnight payment.

MarketingDirect mail campaigns

We’ll coordinate a joint direct mail campaign to build awareness and volume or to highlight a specific promotion.

Integrated marketing communicationsWe can develop envelope stuffers, brochures, and flyers to advertise our cooperative program.

Trade show supportWe’ll send a representative to major trade shows to support you in closing sales at the convention.

Financing specialsWe’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 19034

(866) 493-4778 ext. 253

Fax: (215) 283-9870

donald@firstleaseonline.com

www.firstleaseonline.com