Closing Sales with Lease Financingpresented to
Strategic Selling
Computer Dealer & VAR: Southeast Region
Marlin Is Your Computer/VARLeasing Partner
As a leader in the Computer/VAR Equipment Leasing Industry we make it easier for your customers to say “YES!”
By Offering:
TOTAL PROJECT FINANCING - this gives you the ability to include the equipment, installation and training (soft costs not to exceed 30%) into one easy payment.
MARLIN’S COST JUSTIFICATION PROGRAM - this is an Excel program that qualifies the customer shrinkage compared to their lease payment, making it a “Cost Saver” for customers to acquire your product today.
TAX ADVANTAGES FOR CUSTOMER WHO LEASE - leasing pays dividends for customers who are aware of the Tax Savings.
PARTNERING WITH AN INDUSTRY LEADER - we are the exclusive financing source for many major manufacturers in the security market.
Our Competitive Strengths
• Marlin offers a Single Point of Contact which is a level of service in which you work with the same leasing professional all the time, every time
• We offer a comprehensive credit process which provides you with a less than 2 Hour Decision Time on all lease applications
• We can provide you with Customized Reports such as, End of Term, Monthly Lease Volume etc…
• Marlin offers you a level of Marketing Support that surpasses all expectations
Joint Advertising/Brochures Point of Sale Materials Financial Sales Training/WebEx Specials/Promotions/Contests
Strengthen Your Sales Cycle
• Leasing compliments long-term relationship selling.
• Building a relationship vs. doing a deal.
• Lock out your competitors and grow a portfolio.
• Position your offering to compete with your largest competitor
• Think of how you make your own purchasing decisions - If you had to pay cash, would you own your home or car?
Marlin’s Benefits To You
• Overcome pricing objections
• Increase average transaction size
• Higher profit margins
• Competitive lease rates
• Lock in customer relationship for repeat sales
• Flexible lease programs to meet customer needs
• Marketing support programs
• Simplifies docs & fast credit decisions expedite transactions
• Web interactive
Benefits of LeasingTo Your Customers
• Source of capital for equipment acquisition• Preservation of bank credit lines• Potential tax advantages• Finance soft costs• Simple and convenient approval process and
documentation• Minimize balance sheet liabilities• Upgrades and add-ons made easy• Flexible payment options with longer payment terms• Flexible end-of lease purchase or renewal options• Helps avoid technological obsolescence
Lead With LeasingPayment Options Impact on the
CustomerImpact on Your
Sales Revenue & Margins
Impact on your expenses
Lease Payment Gets them thinking about small payment before thinking about a larger total cost.
Keeps Customer focused on equipment benefits – Not the price.
100% of equipment cost is financed.
Preserves Cash for other uses.
Increases closed Sales by eliminating cost objection.
Creates an ability to “up-sell” more equipment for small additional monthly payment increase.
Locks Customer Relationship for repeat Sales in the future.
Maintain and/or improves profit margin.
Improves your Sales Expenses to Revenue generated ratio. Cost less to get business from existing Customer than landing a new Customer.
Marlin takes all Credit Costs, Credit Risks & Collection Cost
Fast Payment lowers account receivables
Cash Price x May think the total price is too high.
x May not have full cash price.
x May shop your price to find better deal.
x Forces negotiation on price
x Reinforce short term “do a deal” rather than long term relationship.
x Delay in transaction closing because of waiting for bank loan.
Reduces Receivable Cost
Net 30 May not have cash in 30 days, but get equipment today.
x May not get approved for Net by your own Credit Dept.
x A Cash Price still is open for price negotiation.
x Cost of Credit Dept and Potential Credit Risk
x Higher A/R and Personal expenses to Collect
x Decreases your Cash Flow if carrying high Net 30 Accounts
Credit Card Fast Process
x Uses up credit card line
x Cash Price still open for negotiation.
x Forced to pay higher bank fees of 3%-4%
Give us a call…
Rene VacaRegional Manager, Southeast Division
Marlin Leasing 6470 East Johns Crossing, Suite 430Johns Creek, GA 30097Office: 888-479-9111, ext. 3228Fax: [email protected]
Visit our web site atwww.marlinleasing.com
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