Customer Resource Management
 On February 15, I shared insights with members of the American Association of Commercial Finance Brokers (AACFB) on how to “Get ahead with data.” AACFB’s Monica Harper hosted Allen Jones of Copernicus and me for a discussion regarding data-centric technologies that can help brokers improve operations, grow faster, and transform into companies with broader offerings.
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One of the oldest and most common business plans in equipment finance is the broker-to-lessor transformation and goes like this: establish one’s brand as a finance broker, build customer and lender relationships, grow the business to the point where one can secure funding for the paper and become a lessor. One could say it’s a straightforward three-step process.
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Equipment Finance is a business that feels like running on a treadmill set at twelve. And the roughly 12,500 finance brokers operating in the space are trying to help lenders keep up.
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If you look deeper – behind the financials – at the factors that are influencing trends and transforming industry economics, strategic planning is much more than updating last year’s AOP.
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