UAEL "Two Panels" Regional Meeting w/pictures and information

 

Pictures with Captions—San Jose Regional UAEL Meeting, October 22,2003

 

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John Pritchard, Vencore Solutions,Russ Wilder, Atel Leasing,Peter Eaton, Pentech Financial. Pritchard said his company starts at $50,000, buy rate 11% to 14%

and often tops out at $250,000, rarely goes higher, but has, pays brokers two points;

Eaton said his company starts at $250,000 and goes much higher, quite often, 11%

to 18%, and higher, but most between 13 ˝ to 14%, pays two points; Wilder

says Atel like $1 million and above, writes $10 million, has plenty of money,

wants more venture deals, rates go from 11% but are mostly higher, and pays

two points. Soft costs, industry, and other factors change rates and terms,

but mostly three years for all, rarely four years. Venture business is growing.

They rely mostly on talks with the major VC investors to insure they may

put more money in, if necessary, and visit customers, plus heavy due diligence.

 

There were several pictures Kit Menkin took that were not very good,

and unfortunately, the ones with Archie Julian ( wearing a tie, rare) where

he looked goofy.

 

“Go with the goofy one,” “ Archie responded when told about the pictures.

“ Hopefully I can show people I'm not goofy in real life.”

JulianA@ExchangeBank.com

 

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We were able to procure this picture from Archie’s wife, Sue:

Archie with his dog Pierre. Dumac Leasing is owned by Exchange Bank

and their territory today is Northern California (maybe Southern California

in the future.) $20,000 and above with bank credits and rates, but they

are specialists in “story credits,” meaning not letting Faire Issac scoring

make their credit decisions. They look at cash flow, personal net

worth, reasons for a loss such as losing a major customer, divorce of

partner or mate, move to a new location, and want to understand the

business and predict the payment of their lease request. Peter Eaton

says Pentech’s minimum is $250,000 and they look at all types of

credit, study the business, visit the applicant, and spend a great deal

of time to make their credit analysis with rates from 11% on up,

mostly 14% and 18% buy rates with two points to the broker.

 

 

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Doug Houlihan, Director of Marketing , for Allegiant-Partners,

Ben Carlile, President, with Scott Enbon, Credit Administrator .

Carlile also brought his Director of Sales, Paul Foster, not pictured here. They

are setting the national market a fire with their “story credit” program,

doing “A,” “B” credits, but specializing in “B-“ and “C.”

“Story credits are the reason we're in business!”

Ben Carlile

Allegiant Partners Inc.

999 5th Avenue, Third Floor

San Rafael, CA 94901

Phone: (415) 257-4200, x202

Fax: (415) 257-4201

www.allegiant-partners.com

 

Here is one of the “hand outs” that Allegiant Partners passed out. This one

outlines their definition, how they evaluate these credits, and their process.

It is best to open Adobe acrobat first, then download this file:

http://two.leasingnews.org/loose_files/Allegiant.pdf

 

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Attorney Victor Harris, bon vivant, “go get ‘em” attorney and nice guy

with Bob Teichman, CLP, Teichman Financial. He is on the Leasing

News Advisory Board and is the correspondent for this event

 

 

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Bruce Harrison, McCue Systems, Ben Carlile, Allegiant-Partners,

Marty Garrett, McCue Systems. McCue does not often go to

these regional conferences, but since both Pentech Financial and

Allegiant-Partners are there new customers with the “Bronze plan,”

they decided to come and learn more about this market. Evidently

their new software has this module that allows for growth to their

larger more sophisticated software systems and this is basically

a new marketplace for McCue.

 

 

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Allen Jensen,Lease2Loan, came from Arizona just for the conference

( and the wine, he added) with Kevin May of GATX, San Francisco.

 

 

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Paul Knowlton, Bank of Walnut Creek, Jake Krist, former VC investor/lessor,

not producing non-profit Ocean Film Festival in San Francisco.

 

 

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Juliet Child and Karen Weaver of Phoenix American Financial Services,

two of the team that offers back office and other services at very low

costs and terrific customer service.

 

 

 

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Joe Woodley, CEO of UAEL, who was there to brag about the attendance

and success of the recent Portland, Oregon conference, plus growth of

his organization, ( and to see he many friends in the Bay Area, with

Steve Crane, Bank of the West Leasing, Bill Grohe, UAEL membership

director, who was a great help in calling around, reminding people

to attend and get more involved.

 

 

 

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Brad Dunham, son of one of the founders of UAEL, Steve Dunham.

Brad runs Leasing Associates right here in San Jose.

 

 

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Margaret and Kathy. Normally you don’t salute the people who take

care of the food and wine, but they were terrific. As a side note, I

don’t know how this group of 31 drank five bottles of 1995 Duckhorn

Mt. Howell Merlot, six bottles of 1999 Lamborn Mt. Howell “Solar” Zinfindel

and seven bottles of 1999 Chateau Woltner Mt. Howell Chardonnay, Frederique

Vineyards. We actually ran out of wine at 6pm, starting around 3:30pm

and ending after 7pm. Food was all gone, including all the various cheese.

 

E-mail Addresses:

 

Ben Carlilie

bcarlile@allegiant-partners.com

 

Peter Eaton

peter@pentechfinancial.com

 

Archie W. Julian

juliana@exchangebank.com

 

John Pritchard

john@vencore-solutions.com

 

Russell H. Wilder

rwilder@atel.com

 

UAEL “Two Panels” Regional Meeting

October 22, 2003

 

By

 

Robert Teichman, CLP

 

“This year, Bob Teichman, CLP, celebrates his 40th year in the leasing business, having started in automobile leasing in 1963. He provided funding for lease brokers for over 20 years as an officer of such funders as Belvedere Equipment Finance and New England Capital. His company, Teichman Financial Training, founded in 1998, is located in Sausalito, California and provides lease education and consulting services to lessors, funders, brokers and other members of the financial community.

 

“Bob is active in industry affairs. He currently serves as a board member of UAEL and was, for three years, chairman of their Education Committee. Bob is also on the Leasingnews Advisory Board and was recently elected to serve on the Board of Directors of the CLP Foundation.”

 

 

A group of 32 leasing professionals, representing all segments of the equipment leasing business, enjoyed an evening of networking, knowledge and noshing at UAEL’s “Two Panels” Regional Meeting in San Jose, California last night.

 

The event was hosted by Kit Menkin, American Leasing, who provided excellent wines from his cellar and delicious hors d’oeuvres. Attending were almost an equal number of lessors, brokers, funders and service providers. As in most recent meetings, such as the recent UAEL Annual Conference and Exhibition in Portland, OR, energy and optimism were high, and attendees have seen recent increases in business.

 

As the attendees rose and introduced themselves, it became clear that many had been in the leasing and financing business for a long time, in some cases up to forty years. However, as Joe Woodley, Executive Director of UAEL, remarked, many new people are entering the equipment leasing business, including new funders.

 

Peter Eaton of Pentech Financial, John Pritchard of Vencore Solutions and Russ Wilder of Atel Leasing presented an interesting and well-received panel on “Venture Leasing”. Representing all aspects of the field, from small ticket to large, and from early stage venture-backed companies to more mature ones, the panel generally agreed that the market for venture leasing has improved since the drop-off in 2001 and 2002. More qualified companies are appearing and more venture capital companies are starting to invest again.

 

Archie Julian of Dumac Leasing (Exchange Bank), representing the small-ticket market, Ben Carlile of Allegiant Partners, representing the middle market, and Peter Eaton of Pentech Financial, representing the larger-ticket market, presented the second panel on” Decisions Not Based on Credit Scoring”. The panel discussed their positions on “story” credits. These are non-conforming transactions requiring full financial disclosure. The panelists generally agreed that extensive due diligence was necessary and that any originator presenting such a transaction should have a thorough knowledge of his or her applicant.

 

Participants left the meeting with a better understanding of both venture leasing and how diverse funders look at story credits.

 

It was a successful and enjoyable event.

 

Bob Teichman, CLP

Teichman Financial Training

3030 Bridgeway, Suite 213

Sausalito, CA 94965

Tel: 415-331-6445

Fax:415-331-6451

e-mail: BoTei@aol.com

 

"Providing education and training to the equipment leasing and financing industry."


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