EQUIPMENT LEASING & FINANCE: A Dynamic, Global Industry

EQUIPMENT LEASING & FINANCE: A Dynamic, Global Industry

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3 1. INDUSTRY OVERVIEW

INDUSTRY OVERVIEW » Most businesses require equipment in order to operate and grow and, for a majority of businesses, equipment financing is a key acquisition strategy. » Domestically, equipment finance accounts for 1 trillion of business annually. » Each year American businesses, nonprofits, and government agencies invest over 1.584 trillion in capital goods and software (excluding real estate). 4

5 1 Trillion Sector Well-Positioned for the Future Source: Equipment Leasing & Finance Foundations 2017 State of the Equipment Finance Industry Report, Keybridge LLC

INDUSTRY OVERVIEW » In 2018, a projected 1.676 trillion will be invested by U.S. businesses, nonprofits, and government agencies in plant, equipment, and software. » Approximately 63%, or 1.059 trillion of that investment, will be financed through loans, leases, and lines of credit. 6

INDUSTRY OVERVIEW Equipment finance (lease or loan) is often a key component of a company’s balance sheet. 7 Used in conjunction with equity, senior bank debt, and other debt instruments, it is one of the most important ways for businesses to manage their balance sheet.

SECURED LENDING & LEASE FINANCING » A loan is a financing agreement that allows a business to acquire, use, and own equipment. » A loan may require a down payment or a pledge of other assets for collateral. Under a loan financing, the borrower remains the owner of the equipment for tax and accounting purposes. » A lease allows a company to acquire and use equipment while conserving its cash flow and lines of credit. » Leasing also provides a new source of credit with the added benefit of being able to expense your lease payments in most instances. Leasing also can protect against equipment obsolescence when upgrades are included in a lease contract or the equipment is returned to the lessor at the end of the lease term. 8

INDUSTRY OVERVIEW The assets that a business may need to finance are varied; examples include: » Trucks and transportation equipment » Construction and off-road equipment » Manufacturing and mining machinery » Medical technology and equipment » Commercial and corporate aircraft » Rail cars and rolling stock » Vessels and containers » Agricultural equipment » Business, retail, and office equipment » IT equipment and software 9

WHO ARE THE PLAYERS? Banks Captives 10 Independe nts Brokers

WHO ARE THE PLAYERS? Banks Banks finance the sale or lease of equipment. Banks may offer lease financing as one of their financial products in order to provide their customers with a full range of financial services. 11

WHO ARE THE PLAYERS? Captives Captives are companies set up by a manufacturer or equipment dealer to finance the sale or lease of its own products to endusers. 12

WHO ARE THE PLAYERS? Independe nts An independent leasing company is one that is not affiliated with another company. Independent leasing companies vary greatly in the products and services they offer. They may be generalists or they may specialize by ticket size, by equipment type, or by other criteria. 13

WHO ARE THE PLAYERS? Brokers Brokers establish a relationship with the CFO, assess their equipment financing need, and help determine the best product and structure to meet this need. The Broker then presents the deal to several sources to find the best funding partner. Brokers earns fees for services from either Company or the Funding Source. 14

INDUSTRY OVERVIEW Entrepreneurs are prevalent and many have had successful exits. » First American acquired by City National Bank » McCue acquired by NetSol » Capital Stream acquired by HCL 15 Entrepreneurs have started successful leasing companies. Allegiant Boston Financial Great America Entrepreneurs have started successful software and consulting firms. The Alta Group Alfa Financial Software Ivory Consulting PayNet

MARKET SEGMENTS – SMALL-TICKET FINANCING » A market segment is generally represented by transactions under 250,000. » Equipment in this segment includes such items as computer peripherals, office equipment, services, software, and telephone equipment. 16

MARKET SEGMENTS – MIDDLE MARKET FINANCING » A market segment generally represented by transactions between 250,000 and 5,000,000. » Equipment in this segment includes construction equipment, medical equipment, trucks and trailers, manufacturing equipment, computers and software, solar equipment, and virtually any other equipment type. 17

MARKET SEGMENTS – BIG-TICKET/LARGE-TICKET FINANCING » A market segment generally represented by financing that usually exceeds 5,000,000. » Equipment financed in this segment includes power plants, railroad equipment, commercial and corporate jets, vessels, other transportation equipment, and large mining, oil, and gas exploration. 18

19 2. WHY EQUIPMENT FINANCE?

WHY EQUIPMENT FINANCE? There are countless reasons why it’s a smart idea to use equipment leasing & finance: » Conservation of cash » 100% financing » Preservation of capital » Hedge against inflation » Improved expense planning and business-cycle flexibility » Regular technology updates » Tax considerations » Relationship with equipment experts » Obsolescence management » Product and service bundling » Equipment Disposal 20

BENEFITS OF EQUIPMENT FINANCE 21 Income Tax Cash Flow Which party can use 100% Bonus Depreciation? 30% interest limitation? Conserve cash for acquisitions Match payments to seasonality Sale/lease back to generate cash Lowest monthly payment with minimal outlay

BENEFITS OF EQUIPMENT FINANCE 22 Balance Sheet Equipment Comply with key ratios from lenders Measured for performance by ROA/ROE Transfer ownership risk to Lessor Trade up to avoid obsolescence Reduce cash requirements during life

23 3. CAPITAL MARKETS

CAPITAL MARKETS » Capital markets activity plays an important role in the equipment finance industry. » Capital markets activity is any type of external funding required to operate an equipment leasing company. 24

EQUIPMENT-BASED ASSET SECURITIZATION » Asset securitization allows for “wholesale institutional” type funding by pooling a number of individual loans with diverse characteristics in terms of geography, customer concentration, asset type, and industry diversity. » Classes of bonds are issued with varying degrees of risk (A,B,C); higher risk means higher rates, and are often times rated by S&P, Moody’s, and Fitch to increase potential pool of buyers. » Payments on underlying loans provide cash flow to service bond payments. The issuer absorbs a first loss position, and excess cash is built up during term–added protection. 25

SYNDICATIONS » Syndications: Participations of financial institutions in a sale and/or assignment of all or part of an underlying lease or loan transaction. » Larger equipment financing companies maintain a buy and sell desk. Large equipment leases or loans may require a syndication strategy to meet the customer’s needs and bank’s credit requirements. Example: ABC Bank Lessor originated an 80 million lease for 1,800 used railcars. They approve a hold position of 40 million on this company; syndicate 40 million to 3rd party investors. » Customer Benefits: Deal with a single lessor, negotiate 1 set of docs; and 1 servicer. » Benefits to Syndicator: Manage credit exposure, fee income, market intelligence. » Allocation: Investor is allocated specific assets but tied to the same lease. If financing is for one large asset that can’t be divided (a large aircraft), a Participation Agreement is created. 26

PORTFOLIO SALE TYPE ACTIVITY » A leasing company can use portfolio sales (in bulk or one-off) to manage the earnings stream or risk characteristics of their portfolio. » May have desire to decrease (or exit completely) their exposure to certain credits, industries, asset types, or geographies. Portfolio sale efficiently accomplishes goal. » If equipment value increases during term, a new lessor may be able to assume a higher residual and a sale of the lease results in an immediate gain. » Examples: You booked a deal years ago for a weak credit at a high spread, and the credit has improved and the spreads compressed. Deal can be sold at a big gain. A leasing company has 20 million in exposure to Company A and is awarded a new 10 million lease from Company A. Rather than sell the new deal, it may be more profitable to syndicate the lease in the portfolio. 27

28 4. CAREER PATHS IN EQUIPMENT FINANCE

EQUIPMENT FINANCE/LESSORS Executive/ Entrepreneur Economics/Capital Markets Corporate leaders and entrepreneurs who set the vision and lead its execution for leasing/lending organizations in banks, manufactures, or independent entities. Relationship Manager Provide value-added pricing and economic analysis support by keeping up on developments in the accounting, tax, and regulatory environment, as well as following market conditions. Sell lease and loan financing solutions to meet customer equipment financing needs. RMs coordinate the credit approval and documentation process to meet client expectations. Compensation is typically tied to results with commissions paid on funded volume. Asset Management Deep knowledge of equipment assets and customer requirements. Brokerage capability to place equipment in to secondary markets. 29 Credit Includes underwriters who understand the risk dynamics in the equipment leasing and finance industry. Credit employees conduct deal analysis yet wear a business hat. Typically have a macro view of the economy.

EQUIPMENT FINANCE SERVICE PROVIDERS Capital Agent Software Raises capital and funds Executive/Entrepren eur leasing and lending companies. Includes CRM, ERP, originations, pricing, credit analysis, and BI software companies, many founded to serve the lending and leasing industry. 30 Consultant Consulting organizations have a presence in the secured lending and leasing finance industry. The Alta Group Capgemini Deloitte GenPact McKinsey & Company

31 Looking for an Internship? https://www.leasefoundation.org/academic-programs/internship-resources/

32 INTERNSHIP CENTER The Foundation’s digital Internship Center is a onestop resource for finding an internship in the equipment finance industry. Place your screenshot here

INTERNSHIP CENTER Search for internships. 33 Post your resume. Receive new internship opportunities sent directly into your inbox.

34 5. ABOUT THE EQUIPMENT LEASING & FINANCE FOUNDATION

ABOUT THE FOUNDATION 35 » The Equipment Leasing & Finance Foundation is a 501(c)3 nonprofit organization established by ELFA in 1989. » The Foundation propels the equipment finance sector—and its people—forward with its industry-specific knowledge, intelligence, and programs. Through free studies, internships, and Guest Lecture opportunities, we help people navigate the changes coming up to make better business and personal career decisions. » The Foundation is supported 100% by charitable donations: » Over 750,000 raised in 2017 from corporate and individual contributions » Donor benefits include early release of research and recognition during ELFA events » The Foundation has published several hundred industry research studies, publications and articles including: » Journal of Equipment Lease Financing (JELF) » Monthly Confidence Index (MCI) » Industry Future Council (IFC) Report » State of the Equipment Finance Industry Report (SEFI) » Annual U.S. Economic Outlook Report Series (updated quarterly) » Vertical Market Series Reports www.LeaseFoundation.org

36 6. ABOUT THE EQUIPMENT LEASING AND FINANCE ASSOCIATION (ELFA)

ABOUT ELFA 37 » The Equipment Leasing and Finance Association (ELFA) is the trade association representing financial services companies and manufacturers in the 1 trillion U.S. equipment finance sector. » ELFA’s mission is to provide member companies with: » A platform to promote and advocate for the industry » A forum for professional development and training » A resource that develops information about and for the industry For comprehensive information and resources about the equipment leasing and finance industry, visit www.elfaonline.org. For end-user information, visit www.EquipmentFinanceAdvantage.org.

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