New Hires/Promotions in the Leasing Business
and Related Industries

Reilly Hauptman was appointed SVP, Asset Management, Transportation Management to cover the $6 billion equipment Finance Portfolio at Key Bank. He is located in the Denver Metropolitan Area. Previously, he was Vice President, Asset Management (August, 2025 – March, 2026); Director, Business Development, Rouse Appraisals (2024-2025), Business Development, Appraisals, (2023-2024), Asset Analyst, Appraisals (2022-2023; Key Bank: Credit Analyst, Structured Finance (2021-2022); Risk Analyst, Asset Management (2016-2021).
https://www.linkedin.com/in/reilly-hauptman-4605ab70/

Sera Oliver was hired as Senior Director of Capital Markets, Flagstar Equipment Finance, New York City. She is based in New York, “which will be her Marketplace.”  Previously, she was at Key Equipment Finance, starting as Credit Analyst, August, 1999, promoted June, 2005, Vice President, Capital Markets, promoted Director, Capital Markets (September, 2019 – April, 2026); Investment
Analyst, CL King & Associates (1998 – 1999).
https://www.linkedin.com/in/sera-oliver-b4883110/

Susan Sullivan Kinney: The Equipment Leasing & Finance Association (ELFA) today announced the appointment of Susan Sullivan Kinney as Senior Vice President of Policy & Government Affairs. In this leadership role, Kinney will lead ELFA’s federal and state advocacy, oversee the association’s government relations strategy, and serve as the primary voice before Congress and federal agencies.

Kinney joins ELFA from the Independent Community Bankers of America (ICBA), where she most recently served as Senior Vice President of Congressional Relations. During her tenure at ICBA, she built and leveraged strong bipartisan relationships on Capitol Hill and led coalition-building efforts to advance legislative priorities.

Prior to her time at ICBA, Kinney spent nearly a decade at the American Financial Services Association (AFSA), where she held various federal and state advocacy roles and managed the association’s political action committee. This experience provided a foundational understanding of federal- and state-level issues that remain critical to the equipment finance industry. These collective experiences align closely with the work Kinney will lead at ELFA as the association continues to strengthen its advocacy and represent the interests of the broader equipment finance industry.

“Susan is an exceptional advocate with deep roots in Washington, D.C., and I am excited to have her lead our government relations efforts,” said Leigh Lytle, President & CEO of ELFA. “Because of her previous work at ICBA and her nearly decade-long tenure at AFSA, a regular partner of ours on lobbying issues, Susan understands our landscape and is prepared to hit the ground running on behalf of our members.”

“The equipment finance industry is a primary driver of capital investment, and I am excited to lead ELFA’s advocacy efforts at such a critical time,” said Kinney. “I look forward to leveraging my experience in financial services policy to advance our members' priorities and to strengthen our relationships with policymakers at every level of government.”
https://www.linkedin.com/in/susanjsullivan5/

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CapEx Finance Index March 2026:
Q1 New Equipment Demand at Record High

April 28, 2026 - The latest CapEx Finance Index (CFI), released today by the Equipment Leasing & Finance Association (ELFA), shows that while new deal growth edged down in March, total new business volumes (NBV) recorded its strongest quarter on record. Financial conditions remain stable despite ongoing regional tensions in the Middle East. The industry maintains a strong buffer against the surge in energy prices and the upcoming leadership transition at the Federal Reserve.

• Total NBV among surveyed ELFA member companies was $10.8 billion on a seasonally adjusted basis.
• Year-to-date NBV rose by 18.6% relative to the same period in 2025.
• Year-over-year, NBV increased by 12.5% on a non-seasonally adjusted basis.

“Geopolitical tensions and economic uncertainty appear to have hit another gear in 2026, but demand for equipment has so far been unaffected,” said Leigh Lytle, President and CEO at ELFA. “New business volume growth slowed modestly in March, but the industry just experienced its strongest quarter ever. The full economic impact of the conflict in the Middle East has not yet been felt in the data, so I wouldn’t be surprised to see some deterioration in demand heading into the summer. That said, financial conditions remain healthy, and I’m optimistic that our industry can weather the dual impact of higher prices and a changing of the guard at the Fed.”

Equipment demand remained strong. Total NBV grew by $10.8 billion in March, a contraction of 1.8% from the $11.0 billion recorded in February. The total new volume series tracks the amount of new activity added by banks, independents, and captives in a given month. While the headline index has declined for two consecutive months, total new volumes hit their highest quarterly dollar amount ever at the start of the year. New volume growth is on pace to exceed its 2024 annual total, which was the largest dollar amount ever recorded in the survey's history.

Small ticket volume growth tracks broader economic conditions and is an important barometer of aggregate demand for equipment. Small ticket deals grew by $3.4 billion, down 17.7% from February. December through February saw the strongest total small deal volume dollar amount ever, and the March dollar amount is just under its trailing 12-month average of $3.6 billion.

Activity at banks and independents rose by 2.3%, while new volumes declined by a modest 0.2% at captives. New deals at independents plummeted 34.3% from the prior month but were only down 0.3% year over year.

The overall credit approval held firm at a high level. The industry-wide average ticked up to 77.2% in March, up 0.1 percentage points from the prior month. Over the last year, the credit approval rate was up 1.1 percentage points. The average small ticket approval rate rose for only the second time in six months, to 79.8%. The rate at banks dropped by 0.2 percentage points, while the rate at captives rose 0.8 percentage points, and the rate at independents was unchanged.

The delinquency rate edged up, and the loss rate rose further. The overall delinquency rate rose to 2.0% in March, in line with its average over the last two years. The delinquency rate at banks rose by 0.4 percentage points, while the rate at captives fell by 0.21 percentage points. The rate at independents was up 0.04 percentage points.

The overall loss rate increased by 0.07 percentage points to 0.62%. The average loss rate for small ticket deals also rose to 0.93%, driven predominantly by a single survey respondent. The average loss rate for all three industry groups increased from the prior month.

Industry Confidence

The Monthly Confidence Index tracks the sentiment of executives in the industry. The index in April is 54.6, a decrease from 61.0 in March, and the lowest level since May 2025.

"Tariffs may have stalled decision-making in 2025, but 2026 is all about execution,” said John Paradisi, Chief Executive Officer of Libertas Funding. “We are seeing strong activity across construction, healthcare, and manufacturing, where businesses are moving on expansion projects and equipment upgrades that require both equipment financing and working capital. Geopolitical uncertainty, including the situation in Iran, continues to pressure supply chains and input costs, making access to flexible working capital even more critical. As borrowing costs remain elevated, businesses are prioritizing speed and access to capital over cost alone. Working capital has become the bridge that keeps large-scale projects moving forward on schedule."

Technical Note
New business volume data are concurrently seasonally adjusted each month to capture the latest seasonal patterns. Data in previous months and years may change due to updated seasonal factors.

 

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Hiring in Equipment Finance:
Who's Getting Jobs — and Who Isn't
A Market Intelligence Report | Spring 2026
by Ken Lubin, Managing Director — ZRG Partners

The equipment finance industry is posting numbers it has rarely seen. New business volume hit an all-time high in January 2026 and came within a hair of it again in February. Originations are running more than 22% above prior-year levels. By every traditional measure, this should be a strong hiring market across the board.

It isn't.

What's happening instead is a bifurcation that most companies and candidates aren't reading clearly enough. Certain professionals — producers with portable books, credentialed underwriters, finance professionals who can speak fluently to AI and automation — are moving fast and negotiating from strength. Others, with ostensibly similar backgrounds and comparable tenure, are stalling. The difference isn't effort or experience in the traditional sense. It's fit with a market that has structurally shifted what "qualified" means at every level of the org chart.

Three forces are driving this simultaneously. The AI skills premium has created a new compensation tier inside finance that most leasing organizations aren't built to compete for — yet. Vertical-specific credit stress in transportation and small-ticket is producing headcount reductions in the middle of a record origination environment. And a credentialing shift — accelerated by the ELFA and CLFP Foundation's formal affiliation — is redefining what the industry expects candidates to bring to the table before the first interview.

I've spent more than 25 years running retained searches across this industry. What I'm seeing right now is one of the most unevenly distributed talent markets in that time. The opportunity is real — but it's concentrated, and it rewards specificity in a way that prior cycles did not.

This report maps the fault lines. It identifies who is getting hired and why, who is facing headwinds and what it will take to reposition, where compensation is moving, and what both hiring leaders and candidates need to do differently in the second half of 2026. Whether you're building a team, managing your own search, or trying to understand where this market is headed — this is the read I'd want in front of me right now.

Help Wanted Ad
    Ameris Bank Equipment Finance

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Your Contribution
By Scott Wheeler, CLFP

In the commercial equipment finance and leasing industry, originators build security and long‑term value the same way they always have — by increasing their personal contribution to bottom‑line profits. Markets shift, credit cycles tighten, and operational costs rise, but the core principle remains unchanged: producers who create profit create their own stability.

More than a decade ago, a sales manager sat down with a young originator to deliver a blunt assessment of the moment. Costs were rising. Margins were deteriorating across the board. Credit standards were tightening. Competition was fierce. The environment had changed rapidly, and the organization needed stronger production and better yields to remain viable.

The message was direct: “To maintain your income and your value to this company, you must increase production and improve margins — immediately.”

There were no shortcuts. No special programs. No market tailwinds to rely on. The young originator responded the only way a true professional can: He went to work. He put in more hours. He sharpened his focus. He became disciplined about where he invested his time. He pursued relationships that could be won and funded. He stopped chasing transactions that would never materialize.

Within six months, he doubled his production. His margins improved on every transaction — even as credit tightened.

• He became indispensable.
• He didn’t wait for conditions to improve.
• He improved his contribution.

In 2026, that once‑young originator is now a sales manager. And recently, he found himself having the same conversation but this time, he was the one delivering the message.

Operational costs have risen sharply over the past two years.

Margins are under pressure. Competition is more sophisticated. Expectations from capital providers are higher. The cost of inefficiency is greater than ever.

He told his team: “To remain contributors, originators must increase both production and margins. The company’s success and each originator's long‑term security depend on it.”

The industry will continue to evolve. Costs will rise. Margins will compress. Credit cycles will tighten and loosen. Technology will reshape processes. Competitive pressures will intensify. Every originator will face moments when the environment feels unfamiliar or unforgiving.

But one principle will remain constant: Originators who increase their contribution increase their security.

Originators who wait for conditions to improve fall behind. This has been true in every cycle — expansion, contraction, disruption, recovery. It was true in the early 2010s when a young originator doubled his production and strengthened his margins in the face of tightening credit. And it is just as true in 2026, where discipline, expertise, and intentional effort separate contributors from passengers.

The professionals who thrive in 2026 and beyond will be those who embrace this truth, act on it, and build their value through consistent, measurable contribution. Just as that young originator did years ago, today’s originators will secure their future not by waiting for better conditions, but by becoming better contributors.

Scott A. Wheeler, CLFP
Wheeler Business Consulting
1314 Marquis Ct.
Fallston, Maryland 21047
Phone: 410 877 0428
Fax: 410 877 8161

Email: scott@wheelerbusinessconsulting.com
Web: www.wheelerbusinessconsulting.com 

Wheeler Business Consulting is working with individual originators and sales teams throughout the industry to ensure that they are well positioned in the market, capturing their fair share of business, and outperforming the competition. To schedule a one-on-one meeting contact Scott Wheeler at: scott@wheelerbusinessconsulting.com

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Fraud Friday: Kris Roglieri’s Second in Command
Gets 15 Month Sentence in $55 Million Loan Broker Fraud
by Coleman Report

Christopher Snyder was the Chief Operating Officer of Prime Capital Ventures, second in command to Kris Roglieri.

Roglieri convinced small-business borrowers to pay large upfront due diligence and reserve fees by promising that those funds would secure financing or be refunded. The loans never existed. He used incoming client money to pay earlier clients, fund private jet travel and numerous luxury vehicles, and spend over $4 million on high-end watches, many antiques, and art, including the infamous Andy Warhol portrait of John Gotti. 

He was sentenced to 8 years and will reside at USP Marion in Illinois, the same prison as John Gotti.

The victims left behind tell the story plainly. From the prosecutor’s sentencing memorandum: one victim’s real estate business went bankrupt. Another liquidated all retirement accounts, investment accounts, and sold real estate to cover obligations. One had to postpone retirement indefinitely and continue working in high-stress environments. Another was forced to reorganize under Chapter 11 bankruptcy. Credit was severely and permanently damaged across the board.

Now his number two has his sentence.

Christopher pleaded guilty to one count of conspiracy to commit wire fraud. He was sentenced to 15 months in prison. He functioned in a back-office role, preparing documents, responding to borrower inquiries, and performing tasks at the direction of others. His personal take was approximately $615,500. 

He must report to prison by May 26, 2026. His restitution was set at $31,280,334.

Co-conspirator Kimberly Owen has not yet been sentenced. Kimmy was Roglieri’s executive vice president and Snyder’s sister. Roglieri bought her a $3.75 million mansion in Virginia Beach with borrower funds and told the court-appointed receiver it was a Prime Capital investment. Owen lived in the house rent-free, paying only utilities. The mansion has since been seized. 

Owen pleaded guilty to wire fraud conspiracy and faces sentencing on July 26, 2026. She is the last of the three to be sentenced.

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Major Finance/Leasing Associations Conferences

May 5—May 7
American Association of Commercial Finance Brokers
Hilton Orlando Lake Buena Vista, Disney Springs, Orlando, Florida

Momentum for the 2026 AACFB Annual Conference is building!

The exhibit hall is officially sold out. That means the room will be filled with active funding sources, service providers, and industry partners ready to connect and do business.

Plus! We have assembled an exceptional lineup of presenters who will be delivering practical insights designed to help you close more deals and grow your business. Learn from the experts!

Scott A Wheeler CLFP will be facilitating "The Professional Broker/Lessor Education Series" in conjunction with the National Equipment Finance Association (NEFA). This is a comprehensive seven-part series focused on the originator’s role within the Equipment Finance Industry including a curriculum covering the full transaction lifecycle—origination, underwriting, documentation, collections, ethics, relationship management, and in-person training, outlined below. I encourage you to participate.

The Women in Finance Luncheon will be held on May 5 from noon to 1:30 pm at the Planet Hollywood Restaurant. The cost is $50 per person.

Leasing News coverage by Vicki Shimkus, CLFP, Leasing News Advisory Board, Finance, Brokers Relationship Manager, Ameris Bank Equipment

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June 1
DeBanked Broker Fair
Returns to NYC June 1, 2026, after 1,100 Turn-Out in Miami
https://debanked.com/2026/03/broker-fair-returns-to-new-york-city-june-1-2026/

Don Cosenza, CLFP,  Senior Vice President, Maxim  Commercial Capital, will cover the conference for Leasing News readers

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September 15th - 16th
Brokers Expo, New York City
https://thefundersforumbrokerexpo.com/ny/

Edward Castagna, CEO, InPlace Auction will be covering the Brokers Expo

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September 28—30, NEFA Fall Conference
Omni Atlanta Hotel at Centennial Park
https://www.nefassociation.org/event/2026-fall-conference/

Don Cosenza, CLFP, Senior Vice President, Maxim Commercial Capital, will cover the conference for Leasing News readers

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October 21-23, AACFB Commercial Financing Expo
Hilton Irvine, Irvine, California
https://community.aacfb.org/events/event-description?CalendarEventKey=068b9817-3c58-4aaf-b21d-01999b13a2e4&Home=%2fevents%2fcalendar

Don Cosenza, CLFP, Senior Vice President, Maxim Commercial Capital, will cover the conference for Leasing News readers

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October 25—27, ELFA Annual Conference
JW Marriott Desert Springs Resort & Spa, Palm Desert, CA
Online Scheduling Coming

Randy Haug, LTi Technology Solutions, Leasing News Person of the Year 2024, will cover for Leasing News Readers

 

News Briefs

America’s Pandemic Car Bubble Is Now Trapping Buyers in Debt
https://www.wsj.com/business/autos/car-owners-debt-negative-equity-3cfcd031?st=xGWLcR&reflink=desktopwebshare_permalink

Republicans throw support behind Trump’s ballroom following WHCA dinner shooting
https://www.politico.com/news/2026/04/27/trump-white-house-ballroom-support-00893013

Photos show China’s automakers unveiling the future of driving at Beijing auto show
https://apnews.com/photo-gallery/china-autos-evs-beijing-show-photos-f5dad09ea479c7da5ed1679f616fbf10

Don’t count on rate cuts just yet: Warsh as Fed chair may not lead to big policy changes
https://apnews.com/article/inflation-trump-federal-reserve-warsh-bcaac06bfee8bb92a900366b2d03ce01

Apple is on its way to becoming the biggest smartphone seller in China
https://sherwood.news/tech/apple-is-on-its-way-to-becoming-the-biggest-smartphone-seller-in-china/

In pictures: King Charles’ state visit to the US
https://www.cnn.com/2026/04/27/us/gallery/king-charles-us-state-visit/

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Sports Briefs

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California News Briefs

 

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Gimme that Wine

http://www.youtube.com/watch?v=EJnQoi8DSE8

Pleasant Valley Wine Company, Oldest Winery in the Finger Lakes
Closed and For Sale After 166 years
https://www.syracuse.com/business/2026/04/the-oldest-winery-in-the-finger-lakes-is-closing-after-166-years-and-is-for-sale.html