3/19/2018 Distribution of Lease Products - commercial strategies in direct lease and vendor lease - some best practices ALB Conference – Bucharest – 18/11/2010 Peter-Jan Bentein CEO ING Lease Netherlands
3/19/2018 Contents Vendor Finance & Asset Finance Product/Channel/Asset Mix Vendor Lease Models Key succes factors Direct Lease Distribution through Bank Branches The Three Golden Rules of Synergy e-Lease Direct Lease online A little story about Lease Specialists and Bank Generalists Date 1
Vendor Finance & Asset Finance, a different approach Asset class Approach ‘wholesale medium ticket’ IT copiers automotive Mat. handling 3/19/2018 non core to end user Vendor finance ‘small ticket’ Tailor Made Mid office On line scoring ‘push’ via vendors transportation buses, cranes earth moving agriculture production medical Date core to end user Sales Footprint/Bank Branches Asset finance ‘pull’ end users Sector/asset knowledge 2
3/19/2018 Product/Channel/Asset mix TAILOR MADE High level Sales Skills n/a T&T Buses Cranes & Earthmoving Equipment & Graphic Real Estate Asset and/or Product know how IT T&T Automotive STANDARD On Line Scoring/Mid Office Automotive Equipment Brokers Date Process T&T Automotive Equipment Sales Force/Bank Branches Sourcing IT T&T Automotive know how Vendors 3
3/19/2018 Vendor Lease - challenge Make it easy for a Vendor to sell its products Date 4
3/19/2018 Vendor Lease Models referral business no vendor finance medium ticket asset knowledge transportation, construction equipment, printing, materials handling portfolio financing asset & sector knowledge automotive transportation disclosed contract take over medium ticket billing by lease company IT utilities various undisclosed contr. take over small (& medium) ticket billing by vendor process integration dedicated sales force and/or JV Lease Date ‘captive’ development integrated business partnership strength copiers, automotive, materials handling, IT, various all sectors 5 5
Vendor Lease : key succes factors 3/19/2018 Easy process Respond to expectations Portfolio approach Speed Flexibility Clear legal framework Date 6
3/19/2018 Direct Lease distribution through Bank branches Date 7
3/19/2018 Direct Lease Bank Branches - challenge Make it easy for the bank branch to sell your products Date 8
3/19/2018 Time for a litte story : The three Golden Rules of Synergy Date 9
3/19/2018 Three Golden Rules of synergy, a ‘case study’ By the end of last century… Leasabel - 100% subsidiary of Bankabel - 12 regional lease advisors Bankabel : 250 Relationship Managers - Regional Business Centers - Portfolio Management Reporting System How can these two sister companies create synergy? ? Date 10
3/19/2018 Lead generation was not successful Lead generation means : Bankabel Relationship manager gives a lead to Leasabel Advisor Leasabel advisors is responsable for making a deal out of the lead Why not successful? Lack of coordination in relationship management No reporting or feedback to relationship manager The customer sees the bank and the lease company as one… …Credit decisions though may divert Date 11
3/19/2018 Golden Rule nº 1: Close the Cultural Gap Aliens… …just humans Case Study : each Leasabel advisor gets a workplace at Bankabel Business Center Date 12
3/19/2018 Golden Rule nº 2: Reporting is a must! Quantitative or qualitative feedback Communication is key! Case : Customer Profitability Management System Show the additional income at the level of the originator of the deal Targetsetting aligned between leasing specialist and banking generalist Date 13
3/19/2018 Golden Rule nº 3: Clear and easy processes Make life easier for your internal client Case : • One credit decision committee: Bankabel • ‘nihil obstat’ by Leasabel Clear process steps Timelines Flawless execution Date 14
3/19/2018 Case : e-lease system Integration of… - Automatic upload of client-information (GRID) - Automatic online credit scoring tool and pricing tool embedded (Raroc) - Automatic document generation. - Automatic upload to back-office. - Automatic generation of client/management information. - Single entry of data, improved data quality. . for all leases up to € 500 k Date 15 15
3/19/2018 e-Lease = easy Proposal ready in 15 minutes Date 16
3/19/2018 3 golden rules? ? There is one other… Management attention ! Date 17
3/19/2018 And what were the results? 2005 2007 2009 Date 18
3/19/2018 Direct Lease Online Distribution Date 19
3/19/2018 Direct Lease Online - challenge Make it easy for your the customer to buy your products Date 20
3/19/2018 One last little story : Lease Specialists and Bank Generalists: A better understanding leads to better business Date 21
3/19/2018 Introduction… Hello, I am a Lease Specialist Date Hello, I am a Bank Generalist 22
3/19/2018 Generalists and Specialists I am at your service, lord RSM. Bank G. Is this guy going to MY customer s? ? I can do anything. Lease Specialist Date 23
3/19/2018 Switching the roles… I will introduce you to all my customers Lease Spec. Guess what, he does not have a clue Bank Gen. Date 24
3/19/2018 Specialists and Generalists two of a kind The Specialist The Generalist Knows everything of nearly nothing Knows nothing of nearly everything Explains how it works. It’s simple! Does not understand why the generalist is so stupid, but well paid Has understood how it works, but needs a little refreshment just to get it 100% clear Is of the opinion that Specialists only use jargon Assures that he will arrange everything, “easy Hears that in this particular case things are a task”, “no problemo”! little bit different and that it might be a little more difficult to realise the deal Just wants names&adresses of customers to Says that the specialist should stop asking, but visit, and fast! bring new customers to him Date 25
3/19/2018 One of a kind… The Specialist Is ready to help the Generalist any time he wants, and explain how it works as many times as needed The Generalist Is ready to take up the challenge and to learn more Shares his knowledge in an easy way Says that once you have done a few deals, it is more fun to do Uses the leverage of Generalist colleagues to make deals, in fact he is ‘smart and lazy’ Is proud of being independant in the process Knows that he should keep the Generalist Helps to closes the deal and prepares the well informed during the whole process ground for the next deal Date 26
3/19/2018 Specialists and Generalists Do not have nasty surprises! Date 27
3/19/2018 On the contrary, they… …deliver beyond expectations! Great steak… Date 28
3/19/2018 Thank you for your attention! Synergy Date 29
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