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Leasing Association Reactions -- Read
any of the major equipment leasing association newsletters. Tell me
what you see. Do you feel that things are bad and getting worse? Four
of them (ELA, EAEL, UAEL) are reporting fewer members, lower training
class enrollments and reduced conference revenues. To
survive, they must raise survivors' annual dues, overhaul education
programs and redirect their energies to their most important members. Most
important members? Yes, you heard me right. They cannot treat all members
equally. If you are in a death boat and sinking quickly you do not have
the time to think about everyone on the life boat. People who are dying
focus their efforts on those they need to help them make it back to
shore. And, that may not be you. Unfortunately,
they do not tell the "losers" that they are no longer wanted.
In fact, it is human nature to "use" losers and then discard
them. Heartless, but real. So
why are association numbers dropping? On the surface, one can blame
the economy, too many leasing associations chasing too few leasing companies
and the lack of anything new. I
disagree. I believe that we have entered a brand new world, which mitigates
the need for any leasing association. Especially, the ones which represent
us in Washington. With
the advent of the internet, numerous free leasing newsletters, chat
rooms, instant messaging and electronic bulletin boards information
flows more freely and quickly than ever. So there is no need to have
one pay rolled individual tell another pay rolled individual what lessors
do for society. Either we make it on our own or we don't. We do not
need a middleman to tell our story. Some
of you suggest that we merge the existing leasing associations, throw
out all of the current board members, fire current leasing leadership
and start over with a single mega-leasing association. Would it work?
I don't think so. Years ago, EAEL, WAEL (now UAEL) and NAELB informally
talked about pooling their resources. Unfortunately, it did not work
because no leader wanted to give up his/her power and ELA wanted to
go their own separate way. So,
here we are now! Three leasing associations on "life" support.
And, no one wants the responsibility for pulling the "plug". So
what is the purpose of an association in today's world? To promote education?
Nothing of importance is happening. To inform us about Washington and
Wall Street? We can read about it in the WSJ and the New York Times.
To introduce members to vendors? Costs too much to rent hotel space
and vendors cannot afford to set up booths if there are no paying buyers.
To work with Congress to get them to pass laws that benefit us? Congress
doesn't have the money to give us. Nor do they care. Even after years
of years of educating senators and contributing to their campaigns,
they still don't get it. So
what are we going to do while the economy continues to sink, members
drop out and survivors face unprecedented increases in annual dues,
convention fees and advertising? Is
the economy really sinking? I don't think so! Years ago, New York and
California were doing well with their Wall Street and Hi-tech business
models while the Midwest rusted with their old manufacturing technology.
Now, it's just the opposite. New York's investment banking model has
fallen apart since companies either do not need the money or their credit
is not good enough to get the money. California hi-tech has moved to
India, China and other countries where new ideas can be hatched a lot
cheaper. Ironically, the Midwest is doing well with their manufacturing
model. The
economy is not sinking. It's just uneven. Some of us are doing well,
while others are not. Although
unemployment has dropped from 6.4 percent to 6.2 percent, too many people
have given up looking for jobs. Our economy has been permanently changed.
It's every man/woman for him/her. It's
time for leasing companies and service members to take over traditional
association functions. We can do it better, faster, cheaper. The dreams
and hopes of yesteryear for getting back to "normal" are finished.
Welcome to the "new" economy. Jeffrey
Taylor, CPA, CLP ExecutiveCaliber
- Global Lease Training 2144
South 1150 East Bountiful,
UT 84010 USA (801)
299-9332 (801)
299-9932 (fax) Author
of: Selling Leasing In A Tough Economy --- In
the past three years we have joined the UAEL, the EAEL, and the NAELB. I can't
begin to list the many benefits we have enjoyed as a result of attending
these conferences. The fee to
join is insignificant and I agree the
conferences can be a bit pricey, but I've made money on every conference that
I have attended. - thru associates,
contacts, or information from the meetings. I can't imagine why anyone who is actually 'in'
this business wouldn't
pay the small fee to join and take a few days off in a fancy hotel to
learn what is going on in their industry. Gary
Saulter Chase
Industries, Inc. 800-968-5000 Fax:
616-459-6822 www.chaseindustries.com --- Well
you knew you'd probably hear from me on this one, didn't you? Or not. Anyway,
as you know, I do not currently belong to a leasing association. The
reason, simply enough, is that I am no longer directly involved in leasing. These day's I'm an outsider looking in, and
that's fine with me. I
like to stay abreast of things for a number of reasons, not the lease
of which
(excuse me, I mean not the least of which) includes it just makes good business
sense. That having been said,
if I were still today an active lessor,
lease broker, back-office consultant,
or any of several other things
I was or could have been in the leasing industry, I would not hesitate
to affiliate myself with at least one strong organization. Not only
that, to the extent that I could, I would be as involved in that association
as time would permit. There
are two kinds of members, active and passive, and while both are beneficiaries
of that association, the fact 20 years ago, and I have no doubt
that the fact now is that the benefit of association is directly proportionate
to the level of involvement one puts into it. The
leasing industry has undergone a number of changes over the years, some no
doubt the result of management by crises.
It would have staved off neither
its demise nor the ever impending threat of regulation and onerous governmental
infringements had not ELA, EAEL, NAELB, my personal favorite, WAEL
(I know it's UAEL, now, but allow this old soldier his memories), and the
several other and newer associations and the individuals upon whom the burden
fell for their leadership. Nor
would they checks and balances that exist
between the varying SIGs within the industry be in place were it not through
the strength provided the little guy through affiliation. The benefits
of membership I believe are numerous and clear and in addition to those
mentioned include education, marketing, purchasing power, a forum for name
recognition, and probably most important, an expanded network. Okay, golf,
too. And for all these benefits,
while local groups may spring up from
time to time, usually to address specific state laws, tax issues or markets,
affiliation with at least one of the major groups is also important. We
all know that leasing goes back to the days of the Phoenicians... That aside,
the leasing industry as it is today does not have a rich history steeped
in tradition (it's oldest major association is only 40+ years old), as
say does the banking industry. While
banking and other older industries are
not without its black eyes, leasing in its relatively short history
has been
riddled with attacks from local, state and federal taxing authorities, an
often misunderstood charter on the nature of the instrument and its benefits
to both small and large lessees, and several scandals and swindles that
have challenged the definitions of legal and ethical codes. That it has
withstood these challenges is a tribute to the strength of its associations. That it will continue to withstand, not only
these same kinds of
challenges, but many that are not even yet conceived, will be in the hands
of its united strength. To
anyone who has ever said to me, "I don't see any benefit of membership
in an
association," I have simply replied, "And without your contribution,
you never
likely will." To anyone
who is either not affiliated at this time or who
is considering leaving his or her affiliation, I urge you to reconsider. Even
your name on a roster is important.
And to anyone who is not involved, but
is concerned about the industry he or she has CHOSEN, get involved. It'll
pay. This advice comes from someone
with no agenda. I will neither benefit
nor will I be harmed or offended if you are
or are not a member one of
the leasing associations. You,
on the other hand... Hal
T. Horowitz Financial
Placements Wingate
Dunross, Inc. 30851
Agoura Road, Suite 301 Agoura,
CA 91301 Phone:
818-597-3200 ext. 212 Fax:
818-597-3201 Cell:
818-730-0645 Email:
halh@wingate-dunross.com Website:
http://www.wingate-dunross.com/ My
mission is to collaborate with my clients,
to further their success by identifying
professionals of uncommon ability to whom they might not otherwise
have access and who will in turn make a valuable contribution to their
goals. --- I
share your view that anyone who truly wishes to be a professional in
their industry should participate in that industry's trade association.
It is typically the most efficient and cost-effective way to maximize
your base of knowledge. Our
industry has several good associations, and those who make the commitment
to be active in one or more invariably gain a great deal better than
the investment required. I've been a member of the NAELB for several
years, and that involvement has paid tremendous dividends. The association
offers a very comprehensive list of benefits, but for me none are more
valuable than the education and networking opportunities. At
the conferences and meetings I always learn something new that is worth
more than the price of admission. There are always lots of good ideas
being thrown around. Ideas I haven't heard before, or ones that are
presented in a way that I hadn't thought of myself. Exchanging ideas
with others is also a surefire way to enhance creativity, and I always
seem to come up with more new ideas of my own after discussions with
other association members. Directly
through my involvement in the NAELB, I have met a wide range of people
with substantial experience in many specialized areas. The amazing thing
is how willingly these people share their expertise with other members.
My network of contacts provides access to more knowledge and intellectual
resources than would be available to me anywhere else. Participation
in an association may not be for everyone, but for any individual who
is interested in professional growth, it is essential. It can also be a heck of a lot of fun too! I
would encourage your readers who are not affiliated with any of the
major leasing associations to check them out* and then get active in
the one best suited to their particular market segment. They're sure
to be surprised by what they've been missing. Take care Kit, Mike
McPherson WESTPORT
LEASING CORPORATION Vancouver,
B.C. CANADA Phone: (604) 681-1260 or 1-800-667-0747 Fax: (604) 681-1680 or 1-800-667-4426 *Links
to association web sites www.aglf.org www.eael.org www.elaonline.com www.naelb.org --- Why
I have not belonged to a leasing association. Years
ago when I was with FELCO Commercial I was active in the NVLA (National
Vehicle Leasing Association), local chapter.
I even put on an organized several holiday parties for them in
San Francisco. Nice bunch of
folks, I went to meetings just about every month.
The problem was that at these meetings they mostly focused on
retail consumer leasing issues, which I was working for a commercial
lessor, so most of what was discussed was not relevant to me or my business. FELCO was a member, therefore I was representing
FELCO. Even when
I became a broker, I was still attending meetings etc as a rep from
FELCO...until probably the mid 90's. I
quit attending meetings and functions, simply because I was no longer
representing FELCO, and I found that although socially I enjoyed the
people I had met over the years, there was not any real value to me
of the information obtained at the meetings.
Now this may seem selfish, but I felt that my time was better
spent cultivating new commercial accounts and attending to the day to
day business of getting my deals done.
Meeting were normally 1 to 2 hours away which makes for a very
long evening, not getting home until after midnight in some
instances on a week night.... Now
that I am leaving the corporate world and starting off on my own again
as a broker, I see that I do need to find an organization that will
fit my needs...but how to chose the appropriate one?
One may concentrate on equipment leasing (something that I don't
do) one may concentrate on Consumer retail leasing (which I don't do). Right now, until I can find the right fit I
find that it is more beneficial to me to put my hard earned dollars
towards joining industry organizations
that are within my field of interest and expertise such as the National
Limousine Association, or the Livery and Taxi Association. I
am certainly not trying to discount the importance of leasing organizations,
I just need to make sure that I join the appropriate one that will be
able to benefit me with my situation. Carol
Suggs 209-742-5466
Voice 209-742-5469
Fax
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