Boost Product Sales and Build a Profitable New Revenue Stream with Your Own In-House Equipment Leasing & Financing Operation This book explains how companies that sell equipment and other products can significantly increase sales while creating a powerful new profit center by establishing their own in-house leasing and financing operation. Industry data shows that the need for equipment financing has evolved dramatically-today, nine out of ten U.S. companies rely on leasing or third-party financing to acquire essential equipment. For growth-oriented companies, offering in-house financing is no longer optional; it is a highly effective sales strategy that can materially improve close rates and overall competitiveness. Historically, building an in-house financing platform was complex, costly, and required specialized expertise, infrastructure, and capital. That barrier has largely been removed. Recent advancements in financing technology, software platforms, and third-party service providers now allow companies to implement and manage financing programs far more efficiently and cost-effectively. Businesses can outsource or streamline key operational components while maintaining control over the customer relationship and economics. This new edition of Equipment Leasing and Financing provides a complete, practical roadmap for product vendors evaluating and implementing an in-house financing strategy. It delivers clear guidance on assessing feasibility, structuring programs, managing risk, and operating a scalable, profitable financing platform that supports sales growth while generating incremental revenue. Whether you are a manufacturer, distributor, or product seller, this book equips you with the strategic and operational tools needed to turn financing into a competitive advantage and a consistent source of profit.
Richard M. Contino is a nationally recognized expert, consultant, and attorney in equipment leasing and financing. With decades of experience, he has helped manufacturers, distributors, and vendors successfully design and implement captive financing operations that drive sales and create sustainable, long-term revenue streams.
Introduction (p. xi) Chapter 1 Product Leasing and Financing: A Marketing Strategy for Product Sellers (p. 1) Chapter 2 The Business of Leasing and Financing Equipment (p. 11) Chapter 3 Evaluating the Establishment of a Product Vendor Third-Party Financing Program (p. 29) Chapter 4 Key Considerations for Setting Up an In-House Product Financing Operation (p. 37) Chapter 5 In-House Financing Program Structural Steps: The Basics (p. 51) Chapter 6 Putting Your Business, Credit, and Administrative Process in Place (p. 59) Chapter 7 Financial Analysis of Leases and Other Product Financings (p. 77) Chapter 8 Understanding the Lease Accounting Rules (p. 91) Chapter 9 The Lease and Other Core Financing Documents (p. 97) Chapter 10 Closing the Financing Contract (p. 121) Chapter 11 Tax Aspects of Financing Transactions (p. 129) Chapter 12 Understanding the Tax Lease Rules (p. 137) Chapter 13 The Equipment Leasing and Financing Laws Under the Uniform Commercial Code (p. 151) Chapter 14 An Equipment Financing Trend: Managed Services and Fee-Per-Use Agreements (p. 161) Chapter 15 The Bankruptcy Rules (p. 167) Appendix (p. 177) About the Author (p. 207) Index (p. 209)
