Why Manage Your Lease Portfolio?
In capital equipment sales, it’s safe to say that 90% of deals made between dealers and clients will be financed. This gives your company a base of existing customers with whom structured deals are in place. More than likely, these deals will be on a 3-5 year term, and at the end of that term, you’ll need to be renewing that lease. If possible, it’s prudent to upgrade that deal to something more profitable for you and offers more utility for them
Financing helps the dealer by increasing the purchasing power of your customers – and also provides a competitive advantage to you to control the repeat selling cycle to your customers. You help the short game by giving your customer a financially feasible option. You work towards long-term growth for your business by ensuring repeat business through the cyclical nature of this selling cycle.
To use an old cliché: it’s always easier to keep a repeat customer than to go and find new business.
Turning Salespeople Into Account Managers.
SalesChain’s system is equipped with a comprehensive Lease Portfolio Management utility which is integrated into all aspects of our system. This gives all users the information they need to service their accounts in an organized and timely manner.
SalesChain is capable of pulling all of your leases from every leasing partner and import them into our database, matching them to the e-Automate customers and machines so as to provide the most comprehensive view of the account in our Lease Desk. To parse down this wide breadth of information, our Advanced Search feature lets you search for specific parameters within this portfolio. For example, leases that are coming to expire within the next 6 months but haven’t had any action taken on them in the last 80 days.
To help keep a tight schedule, our workflow automation system allows your sales team to create customize workflow notifications that include timed emails to the assigned rep, automatically create Leads that will appear in the forecasting screens, follow-up notifications to reps at 12 and 6 months before a lease expires, and manager notifications if follow-ups are past due. These notifications are fully customizable at the dealer level as well.
Integration Across Our System and Your Business
What makes up most of this recurring income? Service. The service pricing module within SalesChain is literally valuable because it helps dealers lock-in and control a consistent revenue stream. And what you want to do is repeat that over and over again. You can only repeat that service business if you renew that lease. By effectively using leasing to control the customer you ensure the continuation of the selling cycle which enables your recurring revenue. Simply put you’re making money.
What Is Your Lease Portfolio?
We Answer This Question and Talk About Why You Should Manage It In This SalesChain University Video
SalesChain is Rooted In Leasing
From the beginning, SalesChain has helped our customers automatically create lease portfolios and applications. SalesChain’s credit desk is a set of tools designed exclusively for office equipment dealers to organize all of the necessary steps of the process within a single familiar software. Lease financing plays a critical role in winning the transaction and controlling the customer relationship over time. That is why we focus on these key aspects of financing:
- Integrated lease and rental rates with easy to use scenario pricing tool
- Automated credit application submittal to one or many finance companies
- Organized Lease origination and funding coordination toolset
- Real-time funding expectation analytics
- Managed portfolio upgrade workflow notifications
Leasing is Fundamental
With nearly 95% of transactions requiring financing, nearly every part of the SalesChain suite has some reference to financial services. Dealers may publish lease pricing from one or many leasing company partners, for any number of products that may include deferred payments. Within the proposal pricing tool, users may select from the many options of finance companies, products, and terms. They may also elect to include pass-through IT and CPC service billing. To make things faster and easier for your sales team, users may utilize the “Scenario Pricing” tool to solve for the target payment amount.
Credit Application submittal
When you are ready to submit a credit application for your proposal, simply click a button and send your automatically created credit application directly to the finance company (or companies) of your choice. The workflow system may be used to intelligent route applications to finance companies based on:
- Direct new business to the preferred finance company
- Direct upgrades to the existing finance company
The credit desk is designed exclusively for the Leasing coordinator in your business to organize credit applications submitted to one or more leasing partners, managing buy rates and conditional approvals and declines. Automated communication tools are built in to notify the sales team of important actions like conditional approvals or declines. Selecting the funding source and tracking funding details is organized and fully integrated with the delivery workflow automation system.
Funding Expectation Report
A comprehensive reporting tool providing operations and finance with a communication tool to report to ownership what deals are funding and what deals could fund. The funding expectation utility includes the option of managing Pre-Funding programs for up to 5 financing partners.