Closing Sales with Lease Financing presented to Strategic Selling Computer  Dealer & VAR: Southeast Region
Marlin Is Your Computer/VAR Leasing Partner  As a leader in the Computer/VAR Equipment Leasing  Industry we make it easier...
Our Competitive Strengths  <ul><li>Marlin offers a  Single Point of Contact  which is a level of service in which you work...
Strengthen Your Sales Cycle <ul><li>Leasing compliments long-term relationship selling. </li></ul><ul><li>Building a relat...
Marlin’s Benefits To You <ul><li>Overcome pricing objections </li></ul><ul><li>Increase average transaction size </li></ul...
Benefits of Leasing To Your Customers <ul><li>Source of capital for equipment acquisition </li></ul><ul><li>Preservation o...
Lead With Leasing <ul><li>Forced to pay higher bank fees of 3%-4% </li></ul><ul><li>Cash Price still open for negotiation....
Give us a call… Rene Vaca Regional Manager, Southeast Division Marlin Leasing   6470 East Johns Crossing, Suite 430 Johns ...
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Southeast Computer Webinar

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Typical Lease Presentation to an Equipment Dealer

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Southeast Computer Webinar

  1. 1. Closing Sales with Lease Financing presented to Strategic Selling Computer Dealer & VAR: Southeast Region
  2. 2. Marlin Is Your Computer/VAR Leasing Partner As a leader in the Computer/VAR Equipment Leasing Industry we make it easier for your customers to say “YES!” By Offering: TOTAL PROJECT FINANCING - this gives you the ability to include the equipment, installation and training (soft costs not to exceed 30%) into one easy payment. MARLIN’S COST JUSTIFICATION PROGRAM - this is an Excel program that qualifies the customer shrinkage compared to their lease payment, making it a “Cost Saver” for customers to acquire your product today. TAX ADVANTAGES FOR CUSTOMER WHO LEASE - leasing pays dividends for customers who are aware of the Tax Savings. PARTNERING WITH AN INDUSTRY LEADER - we are the exclusive financing source for many major manufacturers in the security market.
  3. 3. Our Competitive Strengths <ul><li>Marlin offers a Single Point of Contact which is a level of service in which you work with the same leasing professional all the time, every time </li></ul><ul><li>We offer a comprehensive credit process which provides you with a less than 2 Hour Decision Time on all lease applications </li></ul><ul><li>We can provide you with Customized Reports such as, End of Term, Monthly Lease Volume etc… </li></ul><ul><li>Marlin offers you a level of Marketing Support that surpasses all expectations </li></ul><ul><ul><li>Joint Advertising/Brochures </li></ul></ul><ul><ul><li>Point of Sale Materials </li></ul></ul><ul><ul><li>Financial Sales Training/WebEx </li></ul></ul><ul><ul><li>Specials/Promotions/Contests </li></ul></ul>
  4. 4. Strengthen Your Sales Cycle <ul><li>Leasing compliments long-term relationship selling. </li></ul><ul><li>Building a relationship vs. doing a deal. </li></ul><ul><li>Lock out your competitors and grow a portfolio. </li></ul><ul><li>Position your offering to compete with your largest competitor </li></ul><ul><li>Think of how you make your own purchasing decisions - </li></ul><ul><li>If you had to pay cash, would you own your home or car? </li></ul>
  5. 5. Marlin’s Benefits To You <ul><li>Overcome pricing objections </li></ul><ul><li>Increase average transaction size </li></ul><ul><li>Higher profit margins </li></ul><ul><li>Competitive lease rates </li></ul><ul><li>Lock in customer relationship for repeat sales </li></ul><ul><li>Flexible lease programs to meet customer needs </li></ul><ul><li>Marketing support programs </li></ul><ul><li>Simplifies docs & fast credit decisions expedite transactions </li></ul><ul><li>Web interactive </li></ul>
  6. 6. Benefits of Leasing To Your Customers <ul><li>Source of capital for equipment acquisition </li></ul><ul><li>Preservation of bank credit lines </li></ul><ul><li>Potential tax advantages </li></ul><ul><li>Finance soft costs </li></ul><ul><li>Simple and convenient approval process and documentation </li></ul><ul><li>Minimize balance sheet liabilities </li></ul><ul><li>Upgrades and add-ons made easy </li></ul><ul><li>Flexible payment options with longer payment terms </li></ul><ul><li>Flexible end-of lease purchase or renewal options </li></ul><ul><li>Helps avoid technological obsolescence </li></ul>
  7. 7. Lead With Leasing <ul><li>Forced to pay higher bank fees of 3%-4% </li></ul><ul><li>Cash Price still open for negotiation. </li></ul><ul><li>Fast Process </li></ul><ul><li>Uses up credit card line </li></ul>Credit Card <ul><li>Cost of Credit Dept and Potential Credit Risk </li></ul><ul><li>Higher A/R and Personal expenses to Collect </li></ul><ul><li>Decreases your Cash Flow if carrying high Net 30 Accounts </li></ul><ul><li>A Cash Price still is open for price negotiation. </li></ul><ul><li>May not have cash in 30 days, but get equipment today. </li></ul><ul><li>May not get approved for Net by your own Credit Dept. </li></ul>Net 30 <ul><li>Reduces Receivable Cost </li></ul><ul><li>Forces negotiation on price </li></ul><ul><li>Reinforce short term “do a deal” rather than long term relationship. </li></ul><ul><li>Delay in transaction closing because of waiting for bank loan. </li></ul><ul><li>May think the total price is too high. </li></ul><ul><li>May not have full cash price. </li></ul><ul><li>May shop your price to find better deal. </li></ul>Cash Price <ul><li>Improves your Sales Expenses to Revenue generated ratio. Cost less to get business from existing Customer than landing a new Customer. </li></ul><ul><li>Marlin takes all Credit Costs, Credit Risks & Collection Cost </li></ul><ul><li>Fast Payment lowers account receivables </li></ul><ul><li>Increases closed Sales by eliminating cost objection. </li></ul><ul><li>Creates an ability to “up-sell” more equipment for small additional monthly payment increase. </li></ul><ul><li>Locks Customer Relationship for repeat Sales in the future. </li></ul><ul><li>Maintain and/or improves profit margin. </li></ul><ul><li>Gets them thinking about small payment before thinking about a larger total cost. </li></ul><ul><li>Keeps Customer focused on equipment benefits – Not the price. </li></ul><ul><li>100% of equipment cost is financed. </li></ul><ul><li>Preserves Cash for other uses. </li></ul>Lease Payment Impact on your expenses Impact on Your Sales Revenue & Margins Impact on the Customer Payment Options
  8. 8. Give us a call… Rene Vaca Regional Manager, Southeast Division Marlin Leasing 6470 East Johns Crossing, Suite 430 Johns Creek, GA 30097 Office: 888-479-9111, ext. 3228 Fax: 800-535-8576 [email_address] www.marlinleasing.com Visit our web site at www.marlinleasing.com

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