Kit Menkin's Leasing News

           www.leasingnews.org Thursday, May 2, 2002

     Accurate, fair and unbiased news for the equipment Leasing Industry

_________________________________________________________________________

 

Headlines

 

 Greater Bay Bancorp Appoints Susan Black Prez. Community Banking Group                   --One World Leasing-----Leasing Co-Op Up-Date

    Uncertainty in U.S.Economy Fails to Dampen Home Buyer’s Vigor

           Leasing News Classified Ads

                 CMC Address-Telephone Number

                    AOL Chooses Google

                        Xerox Comments On Ratings Action by Moody's

 

 

### Denotes Press Release

 

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Greater Bay Bancorp Appoints Susan Black President of the Community Banking Group

 (Newstream) -- Greater Bay Bancorp (Nasdaq: GBBK), an $8.3 billion in assets financial services holding company, announced the appointment of Susan K. Black as President of the Company's Community Banking Group.

 

"We are very fortunate to have Susan heading our new Community Banking Group, which is comprised of nine of our subsidiary banks, as well as three Greater Bay Bank offices and our Service Management division," stated David L. Kalkbrenner, President and Chief Executive Officer of Greater Bay Bancorp. "This is a new position created as a result of our tremendous growth over recent years."

 

Ms. Black will continue to serve as the President and Chief Executive Officer of Mid-Peninsula Bank, a subsidiary of Greater Bay Bancorp.

 

"We believe that Susan is an outstanding choice for this position due to her expertise in the areas of relationship banking and client service," stated Byron A. Scordelis, Senior Executive Vice President and Chief Operating Officer of Greater Bay Bancorp. "We believe that the new Community Banking Group will strengthen our approach to the delivery of banking services and further differentiate Greater Bay as the relationship bank of choice."

 

Susan Black has been an officer of Mid-Peninsula Bank since its formation in 1987. She is also a member of the Board of Directors of Bank of Petaluma, Bay Area Bank, Golden Gate Bank, Mid-Peninsula Bank and Peninsula Bank of Commerce, all subsidiaries of Greater Bay Bancorp.

 

Greater Bay Bancorp through its eleven subsidiary banks, Bank of Petaluma, Bank of Santa Clara, Bay Area Bank, Bay Bank of Commerce, Coast Commercial Bank, Cupertino National Bank, Golden Gate Bank, Mid-Peninsula Bank, Mt. Diablo National Bank, Peninsula Bank of Commerce and San Jose National Bank, along with its operating divisions, serves clients throughout Silicon Valley, San Francisco, the San Francisco Peninsula, the East Bay Region, the North Bay Region and the Central Coastal Region. ABD Insurance and Financial Services, a wholly owned subsidiary of Greater Bay Bancorp, provides commercial insurance brokerage, employee benefits consulting and risk management solutions to business clients throughout the United States.

 

For additional information and press releases about Greater Bay Bancorp, visit the Company's web site at www.gbbk.com.

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Produced for Greater Bay Bancorp

Contacts:

At Greater Bay Bancorp:
David L. Kalkbrenner, President & CEO
(650) 614-5767

Byron A. Scordelis, Sr. EVP & COO
(650) 614-5751

 


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Leasing Co-Op Up-Date

 

There is a lot of talk about One World Leasing.  That's an exceptionally good thing. Since our initial press release in late March, the cooperative has received a tremendous response from the broker community - some responses skeptical and many very enthusiastic. As expected, the "traditional" funding community has expressed some degree of skepticism; however, "non-traditional" funders have greeted the idea with open arms.

 

On the other hand, there has been a bit of confusion about the cooperative.  For example, in Leasing News from the 26th and 29th of April, there was some banter back and forth about a "10% bonus" and how that gets split.  Understandably, this commentary engendered some comical response (i.e. "how are 25 brokers each going to get 10% of the co-ops profits?").

 

We'd like to take a few moments of your time (and some of your valuable Leasing News space) to try and clarify exactly how the cooperative model works.  As we've said before, many issues are still to be determined, but the basic outline is the same for every cooperative.  There are over 47,000 cooperatives in the United States - it is a successful business model that adds value to its members (and it's suppliers).

 

Let's address the "how we make money" questions first.  The idea is that the cooperative, based upon the value proposition that will be provided to funders, will be able to achieve a attractive cost of funds for it's members and a "rebate" schedule from the funders based upon equipment cost volume achievements.

 

OneWorld’s earnings (some realized right away by the member in the form an attractive cost of funds; some realized later on in the form of rebates issued after the end of each fiscal year) are reduced by the operating expenses of the cooperative.  In the leasing forum, we indicated that the average expenses of operating a mature cooperative are approximately 10% of revenue.  (Obviously, this expense ratio will be higher during the early stages of the business.) Net earnings – that is the money remaining after expenses and other costs - are then returned to the members on a pro-rata basis.

 

If the cooperative "earns" $100,000 for a year and operating expenses & other costs are $10,000, the net of $90,000 is returned to members pro-rata (the more you fund through the co-op, the more you get back). If Member A does $10,000,000 of equipment cost volume out of a total of $100,000,000 of equipment cost volume generated by the entire cooperative, then Member A is entitled to 10% of the net; or, $9,000.  If Member B did $5,000,000, then Member B is entitled to 5% of the net; or, $4,500.  Make sense?

 

As has been said before, the cooperative is not, and will not be, a "roll-up", a "consolidator", or a "super-broker".  The cooperatives main objective is NOT to exert or maintain any level of control over the broker members - UNLESS those members desire the control.  Any such types of control would be "put to a vote" to the members at large.  Remember, regardless of a broker's size, one membership = one vote.

 

The primary directive of OneWorld Leasing is to provide its cooperative members an opportunity for increased profits, increased capabilities and a more level playing field in relation to the rest of the leasing industry. 

 

With the coordinated efforts that OneWorld will provide, the members should enjoy substantial benefits in the form of marketing, legal, postal, payroll – value-added savings based upon the volume that will be provided to the service providers.  This concept is similar to what is already being done by hundreds of other cooperatives across the country. These services can be consolidated at the cooperative level or left as "un-centralized" based upon the mutual desires of the service providers and the cooperative members. Again, a board of directors comprised of the members, controls such decisions. 

 

More importantly, perhaps, is the coordinated effort that the cooperative will provide to its members in regard to the funding community.  Brokers should ask themselves, “do I have more significance in a lender’s eyes as a $15 million dollar player or am I more important as a member of a $1.5 Billion dollar company with a nationwide brand?”  Remember, OneWorld’s efforts will also substantially benefit our funding partners as well.  It's a win-win situation for two parties that, currently, are often at odds with one another.  In fact, these parties should be working together; unfortunately, very often they are not.  The cooperative will fix that.

 

There are many lenders that are shying away from broker business right now.  This is hurting the lenders and the brokers.  The lenders are turning their backs on a large part of business that they have done in the past and that they should be doing now.  The brokers, on the other hand, are having a tough time getting their deals done and comprehensively managing their businesses because of this impact.

 

The primary directive of OneWorld Leasing, at the sole discretion of its members, will be to CHANGE THAT!!!

 

Remember, there is STRENGTH IN NUMBERS . . .

 

David Stearns             dstearns@gacllc.com         847-458-0191 x 12

Richard Selby                        rselby@mainstreet.coop    480-831-6118 x 40

James Brustad                       jbrustad@gacllc.com         847-458-0191 x 11

 

OneWorld Leasing

1553 W. Todd Dr., Suite 110
Tempe, Arizona 85283

 

 

 

 

 

Uncertainty in U.S.Economy Fails to Dampen Home Buyer’s Vigor

 

by Richard Paoli

San Francisco Chronicle Real Estate Editor

 

Greed is a good thing -- at least for homeowners.

 

Continued and surprisingly strong U.S. home prices may be driven by buyers' expectations that their homes will increase in value despite slippage in other economic sectors, according to a Federal Reserve Bank report.

 

"On its own, this conclusion -- prices are high today because they are expected to be high in the future -- would be unsettling," wrote John Krainer, an economist with the Federal Reserve Bank of San Francisco.

 

"But the strong expectations in the housing market are mirrored in other parts of the economy. These expectations could, of course, be proven wrong," he added.

 

Krainer's report was prompted by currently strong home prices when compared with the drop in value during the 1991 economic downturn.

 

"But this time," Krainer said, home prices "have remained positive and appear to be firm. The strength in the housing market also contrasts vividly with the declines in the stock market over the past couple of years."

 

Krainer's report focused on home prices nationally. But in a reference to the Bay Area, he noted: "Indeed, many of the regions where house price appreciation has been strongest over the past two years have large concentrations of high-tech firms; tumbling share prices and job losses in the high-tech sector would seem to represent a large shock to housing demand, yet year-over-year price changes in places like San Francisco remain stubbornly positive."

 

While lower mortgage rates may help support home prices, they also fell in the last recession -- but that did not prevent home prices from declining, Krainer wrote.

Constricted home inventory -- the result of a slower flow of construction funds from large lenders -- might also influence the rise in home prices. Before the early 1990s, construction starts were highly volatile. They have been relatively smooth since then.

 

"Boom-and-bust dynamics that seem to characterize development in prior periods," appear to have fallen from the equation, Krainer said. "In that case, it is possible that developers have been constrained in their ability to bring new housing stock to market and may not have overbuilt during the economic expansion," the report concluded.

 

E-mail Richard Paoli at rpaoli@sfchronicle.com.

 

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Leasing News Classified Ads

 

Job Wanted

 

Asset Management: Silicon Valley, CA

Experienced Asset Manager with SMT/PCB equipment focus. Managed/sold large ticket mid-term and EOL transactions with global contract manufacturer and OEM accounts. Email:boklund9@earthlink.net

 

Asset Management: Nashville, TN

Experienced Asset Manager with construction/ telecom focus. Managed portfolio of repo & EOL transactions for large leasing companies. 10 years experience including sales & credit/ collections focus. Email:jambam2000@comcast.net

 

Collector: Oceanside, CA

Collections supervisor, experienced with commercial leasing. motivated, good work ethic, enthusiastic. call (760)941-9209 Email:mantinarelli@yahoo.com

 

Contract Administrator: San Diego, CA

work-at-home position to perform processing & documentation. 5+ years small ticket arena, used to handling a 25-30 deal workload. You do the sales, I'll do the rest. Email:jmccorman@hotmail.com

 

Credit: Hayward, CA.

Versatile/ creative senior financial executive w/ extensive experience in varied areas of the commercial lending environment. Strong written/ oral skills with a results-oriented team-player attitude. Email: daveschultz9@aol.com

 

Credit: Mill Valley, CA

Senior corporate officer with financial services credit background. M and A, fund raising and workout expertise. Email:nywb@aol.com

 

Finance: Atlanta, GA

Twenty five plus years experience in middle market lease/ asset based/cash flow transactions. Heavy banking and credit background, with particular expertise in structure and negotiation. Email:brown235@bellsouth.net

 

Finance:: Birmingham, AL

 type: finance

 description: Admin./International:  10+years global

 ops mgmt int. biz admin.w import/export/reg. compliance,

 global biz development, in, transaction P/L, global

 recruitment/training/staff mgmt. middle market to Fortune 20 account

 development.

 

Funding: Northern, NJ

Coordinate all aspects of financing for leased equipment, prepare necessary documentation for discounting with banks.Handle renewals of and amendments to lease schedules. Email:istaub@unicapitalcorp.com

 

Legal: Chatsworth, CA

Managing attorney for general corporate and financial services law including: leasing, acquisitions, service agreements, commercial loans, securitizations, workouts and litigation. Email:SandiDQ@msn.com

 

Operations: Phoenix, AZ

15 years of increasingly responsible positions as a financial-marketing manager in commercial leasing, credit, and collections. Extensive experience in leasing and accounts receivable portfolio management. Email:williamdoughty@hotmail.com

 

Sales: Louisville, KY

I have been in leasing/financing of construction, machine tool, and mfg equipment for 20+ years. Traveled KY, IN, OH and TN.

Email:kyle90@msn.com

 

Sales: Boston, MA

Boston, MA (big Patriots' fan) Senior Sales person, 15 years experience, strong vendor program background, middle market concentration Email:smillard27@juno.com

 

Sales: Minneapolis/St. Paul, MN

6+ years experience in small & large ticket leasing. Current customer database. Seeking a position that will utilize my prospecting, structuring and presentation skills. Email:golfadm@yahoo.com

 

Sales: Silicon Valley, CA

VP level Business Development and Sales Manager, well connected in Silicon Valley. Experienced in major vendor programs on a global basis.Email: Tadadzn@ix.netcom.com

 

Sales: Oklahoma City, OK

20 years sales and marketing experience. Aggressive but relationship selling technique, proven success record, want to work out of home office, will travel if necessary Email:jammoon@earthlink.net

 

Sales: Mission Viejo, CA

Account Sales Executive with 10 years of leasing experience looking for company to bring existing customer base.

Email:makelly21@hotmail.com

 

Sales: Phila, PA

Proven Aggressive Winner w/strong prospecting skills,vendor program exp. both captive/non- captive,territory mgmt on all levels,remote office for many years,very adaptable. Email:jppa100@cs.com

 

Sales: Silicon Valley, CA

9 years Leasing Exp. small/medium ticket arena , Proven overachiever/exceeding company goals, vendor& & direct. Home office for several years, Currently in IT leasing. Email:scott61@attbi.com

 

Sales Manager: New York, NY

I have over 25 years owning an independent leasing company that specialized in truck leasing. Tow trucks, Limos, ambulances, tractors, etc.. Email:rfleisher@rsrcapital.com

 

Sales Manager: Hartford, CT

Director of Equipment Lease Division with credit/collateral evaluation, marketing & operations experience. Simultaneously coordinated efforts to develop new vendor business. Email:pkumiega@peoplepc.com

 

Sales Manager: Atlanta, GA

15 years experience in Small Ticket Vendor Leasing. Managed sales team for eight years in Copiers, Telecom, IT, Construction, Auto Aftermarket, etc. Email:jim_acee@hotmail.com

 

Senior Management: Hicksville, NY

Senior equipment leasing and banking executive with credit, collections, marketing and operations experience. Background includes development of new business,risk management and budgeting. Email:FrdA4@aol.com

 

Senior Management: Irvine, CA

Senior Manager at Enterprise Leasing Software Company. 10 yrs programming, 15 yrs system/ network, and 15 yrs management experience. Working Experience with 12 Leasing companies. Email:sw_leasing@hotmail.com

 

Syndicator: Wilmington, NC

Ten years experience/contacts placing debt & equity for middle market end-users for transactions $75K - $10MM. Can relocate or telecommute. Email:ccrllc@yahoo.com

 

Sales: Overland Park, KS

15 YRS. LEASING EXPERIENCE. CAPTIVE, PRIVATE LABEL AND NEW VENDOR PROGRAM DEVELOPMENT. RELATIONSHIPS, STRATEGIC SELLING SKILLS AND TRAINING HAVE BEEN MY KEYS TO SUCCESS

Email: JWALTER53@KC.RR.COM

 

Senior Management: Denver, CO

Eleven years of small/mid ticket leasing. Seven years sales and sales management. Four years general management running entire operation. Willing to move.

Email: vandewalker1@attbi.com

 

Sales: Chicago, IL

12 years end-user and vendor, captive and 3rd party experience. Avg. trans. size $250K. MBA w/ sales mgmt. and new business development background.

Email: Irishreel@aol.com

 

Sales: Dallas, TX

Director, Business Development for global vendor programs with minimum sustainable volume of $24M annually. Several CFO and Treasury contacts with technology and energy corporations. Email: tkorpolinski@ev1.net

 

37 Help Wanted

 

http://65.209.205.32/LeasingNews/JobPostingsWanted.htm

 

15 Outsourcing

http://65.209.205.32/LeasingNews/JobPostingsOutsourcing.htm

 

3 Attorneys

http://65.209.205.32/LeasingNews/JobPostingsAttorney.htm

 

7 recruiters

 

http://65.209.205.32/LeasingNews/Recruiters.htm

 

Other E-Mail Sites

 

http://65.209.205.32/LeasingNews/Classified.htm

 

 

 

CMC Address-Telephone Number

 

Leasing News receives many e-mails and several telephone calls a day, wanting

to reach CMC over problems. Here is the only address we have:

 

Commercial Money Center

101 Convention Center Drive, Suite 1225

Las Vegas, Nevada 702-894-9400

 

Capital Markets Corporaiton has the same address

and telephone number.  Commercial Servicing Corporation

is also located at this address ( sorry, telephone number not known ).

 

All their e-mail comes back and while the website is up,

no one responds in our several tests.

 

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AOL Chooses Google

by Michael Liedtke

SAN FRANCISCO –– America Online Inc.'s decision to hire search engine leader Google to help its 34 million members find their way around the Web provided another reminder of Google's rising popularity.

That success may turn into Google's biggest challenge.

With a rising number of Web surfers bypassing online portals and going directly to Google's site for search results, the fun-loving company is now viewed as a competitor by some Internet giants.

That's one reason Microsoft relies on two of Google's biggest rivals, Overture Inc. and Inktomi Corp., to deliver the search results at its MSN service, said Danny Sullivan, editor of SearchEngineWatch.com.

"MSN recognizes that Google is a threat and it doesn't want to help (a rival)," said Vish Makhijan, Inktomi's general manager of Web services. "We don't steal users or advertisers away from our customers."

Mountain View-based Google remains confident that the highly relevant responses served up by its powerful search engine will continue to attract new customers. "We do quite well whenever the user experience is a factor in choosing a search engine," said Sergey Brin, Google's co-founder and president of technology.

Google's site ranked as the sixth most popular destination on the Web in March, attracting 33 million unique visitors, according to Jupiter Media Metrix. At the same time last year, Google ranked 22nd, attracting 10.9 million unique visitors, Jupiter Media Metrix said.

Some analysts believe Google's rise will discourage Yahoo from renewing its contract with the search

 

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Xerox Comments On Ratings Action by Moody's

 

 

STAMFORD, Conn.---Xerox Corporation's (NYSE:XRX) chief executive officer today commented on the ratings decision by Moody's Investor Services, calling it "inconsistent with the company's progress and momentum."

 

"Our performance demonstrates that we have significantly improved our operations and strengthened our liquidity. We have consistently and effectively executed on every element of our turnaround plan and have clearly set the stage for a return to full-year operational profitability," said Anne Mulcahy, Xerox chairman and chief executive officer.

 

Among the company's recent accomplishments:

 

--  Xerox Capital Services, Xerox's joint venture with GE Capital

Vendor Financial Services, formally began operations today.

Xerox Capital Services will manage Xerox's customer

administration and leasing activities in the U.S., a key

element of the company's plan to transition equipment leasing

to third-party partners.

 

--  The company's worldwide cash balance increased to $4.7 billion

at the end of the first quarter. Since announcing the

turnaround plan in October 2000, Xerox has reduced debt net of

cash by 28 percent to $12.3 billion, as of first-quarter 2002.

 

--  Xerox has taken actions to reduce annual spending by more than

$1.2 billion over the past 18 months, while investments in

research and development have been sustained at about 6

percent of revenue.

 

--  Xerox has announced it expects to complete negotiations no

later than the end of June to refinance the $7 billion

revolving line of credit.

 

--  Xerox reached a settlement with the Securities and Exchange

Commission, effectively resolving all outstanding issues with

the SEC. Xerox neither admitted nor denied the allegations of

the SEC complaint.

 

--  The company said it expects to file its 2001 10-K and 2002

first-quarter 10-Q by the June 30 extension deadline.

 

Mulcahy concluded, "We will continue improving the efficiencies of our operations; investing in our core production, office and services businesses to drive future profitable and sustainable revenue growth; and delivering on our commitment to build back value in the company."

 

CONTACT:

 

Xerox Corporation

 Media Contacts:

 Christa Carone, 585/423-5074

 christa.carone@usa.xerox.com

 

Bill McKee, 585-423-4476

 bill.mckee@usa.xerox.com

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