Independent Banker - February 2018 - 60

Lender Life
LEASE FINANCING
Equipment financing 101
Community banks that provide lease financing can help commercial customers
score a better deal-and keep those customers from being stolen away
by competitors.
By William Atkinson
W
hen it comes
to expensive
equipment, most
commercial outfits
prefer leasing
to making an outright purchase, even
if it's financed by a loan. They understand
that they make more money
by using equipment than they do by
owning it. " Leasing allows customers
to maintain liquidity and access the
latest technology, " says Ben Buehler,
vice president of vendor relations
for ICBA. " Having access to state-ofthe-art
technology helps businesses
capitalize on opportunities and grow. "
Commercial customers that
approach community banks for
loans usually want them for working
capital, refinancing business debt,
purchasing real estate, expanding
their businesses or funding new
business acquisitions. But could
community banks be doing more to
attract this business? " Often, businesses
overlook equipment financing
and leasing options available to them
through their community bank, "
Buehler notes.
" Community banks have done a
fantastic job of financing real estate, "
says Mark Buchanan, president and
CEO of BancLeasing in Plano, Texas.
" If you're talking to customers who are
doing anything in the real estate realm,
they will reach out to their bank. "
60 ICBA Independent Banker February 2018
Buchanan agrees with Buehler, however,
saying that customers often don't
think to go to their bank for equipment
financing. " For example, if a physician
opens his own practice, " he says, " he
will go to his bank to finance the building
but will go to an equipment vendor
or other third party to finance the
equipment in that building. "
For their equipment financing
needs, a majority of commercial
customers will lease directly from the
equipment manufacturers. " Manufacturers,
suppliers and vendors are
in business to sell their products, so
the majority of them do an excellent
job of offering point-of-sale financing,
whether direct sale or lease, to try

Independent Banker - February 2018

Table of Contents for the Digital Edition of Independent Banker - February 2018

Table of Contents
Independent Banker - February 2018 - Intro
Independent Banker - February 2018 - Cover1
Independent Banker - February 2018 - Cover2
Independent Banker - February 2018 - Table of Contents
Independent Banker - February 2018 - 2
Independent Banker - February 2018 - 3
Independent Banker - February 2018 - 4
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Independent Banker - February 2018 - Cover3
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