Flying without a seat belt


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Equipment Leasing efficiency model

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Flying without a seat belt

  1. 1. The Leader. The Expert. The Source. Are you Flying without a Seat Belt?When either flying in a plane or driving in a car, would you ever dare to think twice about refraining fromthe use of your seatbelt? Why take unnecessary risks with your life or your family when a proven protectionsystem like a seat belt is readily available. Wouldn’t you agree?As business owners, your goal is to provide a predictable level of safety and stability to your employees andcustomers. Through the use readily available industry tools, vendor partners, and business strategies, youcan provide a predictable stream of profitable revenues that will help your business grow and prosper foryears to come. The question is…are you using them?In the print environment, the sale, servicing, managing, and retention of MFP and printer assets are criticalto your survival. As you know there are many moving pieces inside this equation which includes hardware,software, and services. Invoicing of your clients properly, and in an efficient manner is one of the keycomponents that are often overlooked. Detailed, timely, and uniform invoices have a greater chance ofbeing paid on time, thus lowering your DSO. MPS and Office Equipment providers often have end-useragreements that consist of one invoice for equipment, and another that invoices for actual services. Is thisthe most efficient method for you and your clients? Multiple invoices, reports, purchase orders, andcollections efforts are redundant and profit draining for your operation and those of your clients. Moreover,what is keeping your clients from cancelling service agreements and moving them to your competition? Anefficient expense reducing approach that can combines lease financing and services into one unifiedapproach, is a win-win for all involved. So why aren’t you doing it?A “bundled agreement” or a single invoice that includes hardware and services is your safety belt and helpsyou to retain clients, improve your operational efficiencies, reduce your administrative expenses and cangrow the profitability of your business. Taking services up when funding a deal with your lease provider isnot a long term or sustainable strategy. It`s time to think longer term. A bundled process that provides for:annual service escalations, equipment add-ons, pooled billing, individual asset upgrades, no termination ortrade up fees, daily ACH remittances for services from your lease provider, and protection from competitive“take –outs”, is a long term solution that a real financial partner can provide.So go ahead and fasten your seat belt and protect your business from unforeseen accidents. It’s time toevaluate your leasing partners, take control of your business portfolio, and use available tools as adifferentiator and competitive advantage. It all starts with the assessment of your leasing partners andvendors and developing a strategic plan to smooth out your ride and take your business to the next level. .Harry Hecht, Regional Sales Manager, US Bank Office Equipment Finance has more than 30 years ofindustry experience, including a 22 year distinguished career as the Vice President US Dealer SalesDivision for Konica Minolta Business Solutions and 5 years as VP/ General Manager for Global ImagingSystems, a Xerox Company. Harry Hecht is a member of the MPSA has been actively involved for over 10years in the development, creation, implementation and growth of Managed Print Services programsthroughout the independent dealer channel. Hecht is a graduate of Texas Tech University. 39 Wrentham Drive Medford, NJ 08055  609-636-9893  www.linkedin/in/harryhecht