By Richard M. Contino
The purpose of this publication is to let managers to barter the very best gear hire bargains. It coaches the reader via each degree and provides real-world counsel, strategies and techniques from a leasing insider.
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Additional info for Negotiating business equipment leases
The key is to be able to act quickly to uncover those hiding this fact from you. The inexperienced lessee has the greatest challenge. Brokers often refer to themselves as leasing companies, leading people to believe that they have money to buy and lease equipment. This is reinforced by their use of terms such as Leasing, Credit, Capital, or Financial in their company name. Those more open about their role call themselves lease underwriters or syndicators, which, although less misleading, at times creates an appearance of greater capability than deserved.
Kennedy, publisher, at AMACOM for their help in formulating the revised edition, and Jim Kaylor, one of the smart leasing guys (who undoubtedly thought I'd forgotten all about him), for his initial support in the original project's infancy. My special thanks to my wonderful wife, Penelope, for graciously, as always, putting up with my absences during the revision process; to my marvelous ten-year-old daughter, May-Lynne, for keeping my writing office cheerful with her many charming and colorful paintings; and to my delightful son, Matthew, for not walking on the manuscript pages that were always spread on my writing office floor.
Advantages and Disadvantages of Captive Leasing Companies There are certain advantages, and certain disadvantages, for a prospective lessee in becoming involved with captive leasing companies. Advantages Leasing equipment sold by a captive lessor's affiliated company has its advantages. There may be enhanced negotiating leverage to restructure a lease if future problems occur, particularly if the vendor wants to maintain a good reputation in the sales market. Many are willing to provide Page 13 after-the-fact lease concessions to ensure the possibility of future equipment purchases.