HAVE TO SEE TO BELIEVE

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4 HAVE TO SEE TO BELIEVE

5 Your Biggest Opportunity $1.06 Trillion of Equipment Financed $646 Billion via Lease (61%) $414 Billion via Bank Financing (39%) Equipment Leasing and Finance Association

6 Who (currently) Offers Leasing?

7 Why Customers Lease Out-of-pocket expense Accountant / CFO recommendation Vendors CONTROL how it s financed Do your customers even KNOW you finance equipment?

8 The True Cost of Convenience 22% 17%

9 Vendor Representation

10 Customer Reality

11 Vendor Representation

12 Customer Reality

13 The True Cost of Convenience 21%

14 Do You Know What percentage of businesses lease equipment?

15 Good News /Bad News 80%+ of your customers and prospects acquire equipment through leasing with someone else!! --FDIC, SBA & ELFA reports

16 A Bragworthy Customer

17 Bragworthy But For Whom??? Scanning Equipment Lab Equipment Lab Equipment Testing Equipment Lab Equipment Microscopes Tissue Testing Equipment RE & Commercial Lending

18 Truly Bragworthy Customer Relationships Which Are Truly Bragworthy 28 Equipment Lease Loans $12.8MM over 10 years for a Restaurant Franchisee 2 Equipment Lease Loans $ 9.9MM over 2 years for an Ag Grower 3 Equipment Lease Loans $ 2.7MM over 1½ years for a Tile Manufacturer 19 Equipment Lease Loans $10.4MM over 8 years for a Dental/Pharma University

19 Do you know What percentage of business owners contact their bank prior to financing equipment?

20 Appalling A recent industry survey found that 95% of businesses don t think of their bank when financing equipment --Leasing News

21 Differentiate Yourself Offer Options For every equipment financing opportunity offer your customer a loan and a Lease option

22 What is a Lease? It s the OTHER way to finance equipment Equipment Financing Loan Lease

23 There are Basically (2) Types of Leases 1. Capital Lease -Finance Lease -$1 Buyout / $101 Buyout -Fixed Price Purchase Option 2. Residual Lease -Fair Market Value FMV -True Lease -Operating Lease

24 Options Banks Have to Capture Leasing Opportunities Start your own leasing department - or - Refer customers to another bank/3 rd party - or - Work with a company like BancLeasing

25 Let s Discuss Working with a Company like BancLeasing Your Bank Sets the yield and makes the credit decision Finances business essential equipment Receives the payments Maintains perfected security interest in the equipment Has no residual risk

26 Just Like A Loan You control the credit decision (i.e., any/all credit enhancements, etc.) Lessor handles all of the lease and loan documentation including invoicing You have security interest in the equipment Once paid in full, note is fully amortized with no residual risk You earn interest and fee income

27 Bottom Line It s a Loan for your bank Bank books a LOAN! It s a lease for your customer, and a lease for us (BancLeasing), but it is a loan for your bank

28 Does Your Bank Have Customers With Any of This Business Essential Equipment? Hospital, Surgery Center, Medical/Dental Computer Hardware and Software Construction Equipment Machine Shop/Machine Tool Equipment Point of Sale Equipment Printing, Embossing, Embroidery Injection Molding Equipment Telephone Systems Retail Store Fixtures Energy Management Systems A/C And Heating Lighting Systems Signage Warehouse Racking Forklifts Oil Field Equipment Agricultural and Irrigation Equipment Air Compressors/Generators Golf Course Maintenance Equipment Food Preparation / Meat Processing Equipment Automotive Repair and Testing Automotive Paint Booths Restaurant FF&E Packaging Equipment Lines Exhibit/Display Booths Broadcasting Equipment Video Conferencing Equipment Health Club Equipment Playground Equipment Office FF&E Refrigeration Equipment Service Station Equipment Hotel FF&E Hydraulic Lifts Mailing and Sorting Equipment Mining Equipment Recording, Stage, Lighting and Audio Systems

29 Identifying Opportunity Referrals --existing customers --centers of influence UCC searches Recent news articles/stories

30 Understanding the Opportunity What is your customer s CAPEX budget for this year? What equipment is business essential? How has the business paid for equipment in the past & why? --Cash --Traditional bank financing --Vendor financing Ask for the business!

31 How to Qualify a Leasing Prospect Are they currently financing any equipment? Have they been offered both options (loan and lease) before determining what is best for their business? If they were to learn that your bank is able to offer both a loan and lease option to finance equipment - would they allow your bank to compete for and earn their business?

32 Fantastic Impact More income with increased loan growth Lease or Loan You Win and Your Customers Win! Additional wallet share with your better to best customers Protecting hard-earned customer relationships from your competitors

33 Lease Advantages --- Bank Ownership / Power over Collateral Early Buyout / Payoff Protection Administrative Cost Savings Levels the Playing Field

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35 WHY NOT JUST OFFER MY CUSTOMER A 100% LOAN? Customer: Finance the total solution including delivery and installation Sales taxes collected on rental stream Depreciation can be taken over lease term vs useful life Bank: Bank has ownership rights through assignment of the lease BancLeasing handles all administration and servicing of the lease

36 BancLeasing provides our relationship managers with the tools and confidence to know that our customers are financing their equipment with us. Jay Lewis SVP, Washington Trust Bank, WA

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