Successful Leasing with

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Successful Leasingwith

• Presented byJack Harvey, CLPPresident/CEOEnterp
  rise Financial Solutions, Inc.
• ph 501-375-2822
• fax [phone]
• jharvey_at_efsolutionsinc.com
• www.efsolutionsinc.com

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The Secret to Closing Sales
Leasing

• Agenda
• The basics of leasing
• How leasing can generate sales
• EFSIs easy leasing process
• How to start offering leasing

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Leasing 101
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The Advantages of Leasing

• Provides 100 financing
• No down payment required
• Preserves credit lines and working capital
• Increases purchasing power
• Provides fixed rate financing
• Provides flexible options to renew, buy, or
  return

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The Advantages of Leasing

• Offers flexible payments that match cash flow
  requirements
• Balances equipment usage and cost
• Protects against inflation and obsolescence
• Is tax-advantaged
• Allows sales and use tax deferral
• True lease structure

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The Popularity of Leasing

• 8 out of 10 corporations lease something
• Leasing is corporate America's biggest external
  source of equipment finance
• Bigger than bank loans and other conventional
  equipment financing
• Roughly 1/3 of equipment acquisitions are leased
• More than 200 billion of equipment was estimated
  to be leased in 2003
• Source Equipment Leasing Association

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Why Leasing is Better Than Bank Loans

• Low, fixed rate financing
• 100 financing available with flexible terms
• Greater access to working capital
• Flexible lease structure
• Simple collateral requirements
• Pay with pre-tax dollars
• Reduce equipment obsolescence risk
• Faster approval cycle

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Assets That Can Be Leased

• Office furniture and equipment
• Computers network equipment
• Manufacturing equipment
• Medical equipment
• Telephone/voice equipment
• Agricultural equipment
• Special purpose equipment
• And much more!

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End of Lease Options

• Dollar out
• Percentage put (lessor's option)
• Percentage call (lessee's option)
• Fair market value purchase option
• Fair market value lease extension
• 10 purchase option
• Options can be customized to meet your customers
  needs

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How Leasing Can Increase Sales

• Helps customer finance equipment needs through
  alternate source of capital
• Overcomes sticker shock of purchase price
• Can include soft costs (installation, freight,
  training) in lease payment
• Customer perceives it to be a value-add that you
  have a leasing program (especially if your
  competitor doesnt)

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Why lease with EFSI
Why You Should Lease with EFSI
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EFSIs Key Benefits Over Other Lessors

• CLP Industry Certification
• Experienced in Leasing Sales
• Simple Easy Leasing Process
• Online quote calculator
• Online quote letter generator
• Online or printed leasing applications
• Responsive and Flexible
• Local
• Strategy Assistance

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Advantages Over Captive Leasing

• EFSI offers quick answers, quick online tools,
  quick application processing quick payment of
  invoices
• It is easier to do business with EFSI
• We do the work for you
• Our terms are more flexible
• We welcome mixed vendors

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EFSIs Leasing Process
EFSIs Leasing Process
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EFSIs 7-Step Leasing Process

• Present a lease proposal to your customer
• Includes a purchase price and a lease quote
• Contingent upon lease application acceptance and
  proper documentation execution
• If the customer wants to lease, your customer
  completes the online lease application (also
  available in 1-page printed format that can be
  faxed to EFSI)
• EFSI processes application and notifies you of
  the approval results

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EFSIs 7-Step Leasing Process

• Once accepted, you or EFSI attain customer
  acceptance of lease payments, as quoted, and
  obtain customer signature on lease documentation.
  Customer submits signed lease documentation along
  with the first payment to EFSI.
• EFSI notifies you that the lease documentation
  has been received. You order equipment and
  perform any installation and/or training required.

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EFSIs 7-Step Leasing Process

• When installation and training is complete, EFSI
  performs a telephonic audit to verify the
  lessees acceptance of the lease terms,
  equipment, etc.
• Following a successful telephonic audit, you
  submit an invoice to EFSI and EFSI funds the
  transaction. Typically you are paid within 24 to
  48 hours of invoice receipt.

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A Sample Lease Application
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A Sample Lease Application

• The only document required for transactions less
  than 50,000 (Contact EFSI if you have any
  questions)
• Section 1 Lessee information
• Section 2 Vendor information
• Section 3 General description of equipment,
  price, tax total
• Section 4 Lease terms, business information
• Section 5 References
• Section 6 Signature

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A Sample Lease
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Getting Started
Getting Started
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How to Include Lease Quotes in Your Proposals

• In the beginning, to help EFSI understand how you
  do business, call EFSI to create a lease quote
• It takes less than 10 minutes to explain the
  transaction and to make sure you are considering
  all your options
• When appropriate, EFSI will give you a rate sheet
  so you can calculate your customers options.
• EFSI provides Platinum Vendors with access to an
  online quote calculator and quote letter
  generator.

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Become an EFSI Partner Today

• If you have LOST transactions due to
• Sticker shock
• Budget delays
• The competition offering a leasing option
• Immediate leasing opportunities
• Your 3 best funnel transactions--do they have
  lease quotes?
• Need an excuse to renew the sales cycle for a
  current transaction negotiation?
• Dont assume your customers have financing --
  Include a lease quote in EVERY proposal!

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Platinum Vendor Program
EFSI Platinum Vendor Program
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EFSI Platinum Vendors Gain Benefits by the
Truckload
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Expedited Service

• Priority handling of all credit submissions
• Special aggressive credit guidelines on all
  transactions submitted
• Expedited payment on all invoices submitted after
  completion of delivery and receipt of all signed
  documents

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Access to Personalized Online Leasing Tools
Submit at least 3 lease applica-tions per quarter
to EFSI and we will waive the 300.00 service
charge for these tools.

• Password-protected site available 24x7
• Access our Online Payment Calculator
• Generate personalized Quote Letters
  with your company logo
• Generate customized Credit Applications
• Generate customized Credit Release Authorization
  forms

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Equipment Leasing Training

• On-site training to all levels of your
  organization to ensure a full understanding of
  our lease programs, criteria, and pricing
• Follow-up leasing seminars at your training
  facility whenever you feel the need

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Online Tools Demo
EFSI Online Leasing Tools Demo
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Go to www.efsolutionsinc.com
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Click on Platinum Vendors button
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Enter your User Name Password
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Platinum Vendors Community
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Click Lease Calculator button
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The Lease Calculator form
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The Lease Calculator form (cont.)
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Fill in form and click calculate payment
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Table shows calculation, Print Quote Letter lets
you view or print letter
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Quote Letter example
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EFSI Online Lease Application
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EFSI Online Lease Application (cont.)
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EFSI Online Lease Application (cont.)
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EFSI Online Lease Application (cont.)
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EFSI Online Lease Application (cont.)
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EFSI Online Lease Application (cont.)
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Become an EFSI Platinum Vendor Today!

• Its as easy as 1, 2, 3
• Complete the Platinum Vendor Agreement
• Complete the Best Efforts Marketing Agreement
• Schedule your training

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QA
QA
Jack Harvey, CLPPresident/CEOEnterprise
Financial Solutions, Inc. ph 501-375-2822 fax
501-375-2551 jharvey_at_efsolutionsinc.com www.efsolu
tionsinc.com