SAN DIEGO WEATHER FOR ELA’S 42ND ANNUAL CONVENTION REFLECTS THE STATE OF THE INDUSTRY

 

Bylines: Lingering Fog plagues Big Ticket leasing.

Patchy Sun teases the Middle Market segment of the Industry.

Small Ticket & Vendor lessors warm up to clear & sunny skies.

 

By PAUL MENZEL, CLP

LEASING NEWS

 

SAN DIEGO, CA - The City that is known for perpetual sunshine reminded leasing professionals from around the Country that change is a constant. Every attendee was looking for signs of positive economic growth to break the chill that they have been enduring for the last two years. Overcast skies opened the convention on Saturday, but warm sunshine emerged by the end of the meeting on Wednesday. The fluctuating weather of San Diego served as a fitting backdrop for the release of the “2003 State of the Industry Report” by the Equipment Leasing and Finance Foundation. Tom Peters and Michael Treacy shared their secrets for achieving growth regardless of the economic conditions. Ben Stein, actor and economist, provided balance with a flood of jokes and life chronicles.

 

The estimated 1150 individuals in attendance were as diverse as the industry’s prospects. Approximately 430 different companies represented all segments of the market. Attendance by individuals was down by only 5% from last year but higher than two years ago. The number of companies represented was equal to last year and up 15% over 2001. ELA membership, down approximately 10% from the prior year, is stronger than forecasted by the Association’s leadership. The largest segment and greatest growth in membership is in the smaller size companies and lowest dues paying category.

 

The foggiest prospects continue to be reported by the Large Ticket leasing segment. Thomas M. Jaschik, LaSalle National Leasing Corporation, reported to the ELA Board of Directors that change is in the air. The equity markets are static to declining; low bank debt rates provide a formidable alternative for lessees; attacks on off-balance sheet treatment and synthetic structures are a continuing threat; Basil II Accord confounds the future for many; consolidation and contraction continue. Michael Fleming, ELA President, reminded everyone that the hallmark and strength of the industry is adapting to change with creativity and innovation.

 

David Merrill, Fifth Third Leasing Company, reported cautious optimism for Middle Market leasing. The legislative tax changes affecting leverage leases also serve as a threat to this segment. The average size of the mid-ticket lease has dropped. The trucking industry is again active; construction shows pent-up demand, manufacturing is only replacing equipment; technology is indicating recovery from the Y2K hangover. Portfolios are not being sold in order to preserve income and profitability through static growth. Worries about a “false start’ in the economy abound.

 

Service Providers, represented by John McCue of McCue Systems Inc., reported 261 attendees. Exhibitors found a warm and friendly reception with shopping activity picking up. Consolidation in the information and technology group continues. Outsourcing of attendant processes and systems is a growing trend among businesses in general and financial institutions in particular.

 

Small Ticket Vendors, as reported by Paul Frechette of Key Equipment Finance, is seeing increased collaboration between lessors and equipment vendors. New production is characterized as “hopeful”. Yours truly, as Chairman of the Small Ticket
Business Council, reported lower portfolio delinquency and charge-off; improving credit quality of new applications; softening of the consumer credit alternative of low mortgage rates; strong tax incentives for small business to make capital equipment investment (Section 179 Deduction and Bonus Depreciation); improving economy in the manufacturing and service sectors. Convenience continues o be the business driver for small ticket equipment finance and insulates this segment from many of the accounting worries haunting other lessors. Price inelasticity in a low rate environment is rewarding participants with healthy margins.

 

Throughout the conference, the general mood was upbeat and reflected the conference theme of “TRUST IN EXCELLENCE’. Edward Dahlka, Chairman of the ELA and LaSalle National Leasing Corp., opened the gathering with a report that ELA is “financially strong”. He also reported that “the survivors have used the economic pause to become faster, leaner, and more focused in operations.” Ed went on to tell attendees that “change creates opportunity and our industry has always thrived in such times.” The Association will spend almost $2 Million on “advocacy” as it represents our industry in shaping positive change in the face of increased regulation and homogenization … serious threat to all of our business models. Donations to the ELA LeasePAC are critical to our success in government relations at the Federal and State levels. In the end, Chairman Dahlka reminded us that “Community is created through vulnerability.”

Tom Peters, of “In Search of Excellence” fame, waxed sage by opening the general session with his talk entitled “Business Excellence for a Disruptive Age”. His message was the “replace apathy and whining with commitment”. He shared some quotes of others that he espouses below. Presentation slides available at TomPeters.com.

 

“Uncertainty is the only thing to be sure of.” Anthony Muck, Citigroup Asset Mgmt

 

“If you don’t like change, you’re going to like irrelevance even less.”

General Eric Shuseki, Chief of Staff, US Army

 

“Innovation not Optimization. We have shifted from a Service Economy to an ‘Experience’ Economy” Tom Peters

 

“75% of all administrative functions, H.R., and backroom processes will be outsourced and digitized in the next three years.” Jeffrey Imelt, GE

 

“Don’t own nothing if you can help it.

If you can you should rent your shoes.”

Forrest Gump

 

‘The sun is breaking through” Paul Menzel reporting.

 

 

Paul J. Menzel, CLP

Senior Vice President

Community Bank Lending Group

SANTA BARBARA BANK & TRUST

P.O. Box 60607

Santa Barbara, CA 93160-0607

1 South Los Carneros Road

Santa Barbara, CA 93117

Dir Ph# (805)560-1650

Email PaulM@sbbt.com

Mailcode: #67

 


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