Leasingnews.org We Get Letters--eMail/Oct 22 Two Panels/CIT

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: Austin, TX.

20+ years all facets of lease/finance. Collection and credit management. Equipment & rolling stock structuring. $150k credit authority, $100 million portfolio management.

email: texmartin@juno.com

Finance: Lyndhurst, NJ

CFO w/20+ years leasing/financing. Respected by lenders/rating agencies full & fair financial reporting. Outstanding record restructuring debt. Adept at investor relations and mentoring people. Email:joemcdev@aol.com

Legal: Los Angeles, CA

Experienced in-house corporate and financial services attorney seeks position as managing or transactional counsel. Willing to re-locate. email:sandidq@msn.com

72 Job Wanted Ads at:

http://64.125.68.90/LeasingNews/JobPostings.htm

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Economic Events This Week

October 6

Monday

None

October 7

Tuesday

Consumer Borrowing: August

California Recall Election

October 8

Wednesday

October 9

Thursday

Weekly Jobless Claims

Sales of Leading Retailers: September

ACC Workshop, Portland, Oregon

UAEL Conference

October 10

FRIDAY

Balance of Trade: August

Producer Prices: September

UAEL Conference

[Headlines]

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Salesman Pay Survey

Still working on the latest equipment leasing salesman remuneration. It has

been two years since we printed the last results. Then we received many responses,

but this year has been different.

Sales managers and presidents of companies we have contacted are “too busy.”

This may be a good sign, meaning business has picked up for them.

Many are also preparing for the two major leasing association conferences starting

the end of this week, several leaving early for golf or to cross the country.

Orix Intl. to keep expanding financial services

http://thestar.com.my/services/printerfriendly.asp?file=/2003/10/4/business/6394010.asp&sec=business

[Headlines]

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Orix USA Floundering—Holmes Going, Going....

by Christopher Menkin

Last June Tom Hidder, president of the Business Credit Group (BCG) at ORIX Financial Services (OFS), announced the promotion of Mark E. Tauber to National Sales Manager of BCG. His job to build “ a national sales organization to deliver BCG’s products to middle-market companies throughout the U.S.”

ORIX Financial Services is an indirect wholly owned operating subsidiary of ORIX Corporation, a leading diversified financial services organization with assets in excess of $49 billion. ORIX Corporation is based in Tokyo, Japan with operations in 23 global markets. ORIX is a publicly traded company listed on the Tokyo, Osaka, Nagoya and New York Stock Exchanges (Ticker: IX).

Leasing News has received several reports from insiders that Jay Holmes, Chairman and CEO of OFS, is on his way out. No one at Orix is willing to talk on the record. They

like to send press releases, hand outs as we call them, almost like an advertisement.

Most have been announcements of changes such as the recent appointment of Bill G. Fite to senior vice-president/group credit manager within the Equipment Finance Group. In 2001, he was the director of marketing and sales for the Equipment Finance Group.

The CIO and CAO were let go at the first of the year at about the same time they laid off 10% of their staff. The word is they were given a nice going away party and enough money to keep their mouths shut. It was also reported Holmes also lost half of his responsibilities to Gary Gussoff who was promoted to COO after failing to turn around the Equipment group. Word from insiders is that Gusoff is like a “teflon don.” Everything he touches seems to fail but for some reason he never gets blamed. He just gets

promoted.

Leasing News was told the move from New Jersey to Atlanta, Georgia cost the company a lot of money and much of it was not spent wisely. The CIO and CAO were

heading it up and spending the money, thus making them the fall guys.

The current failing at ORIX reportedly are not Holmes’s fault. The Credit Alliance

portfolio is losing big money, the original Palitz brothers had a way of

moving money around to make the company look good on paper and after they

sold and left the problems didn't surface until the economy took a dive.

What the problem may be appears complicated with several stratums of organization,

and the market place. Is the finance business like football, when the team isn’t winning,

you get rid of the coach? Leasing is quite different, you say, perhaps, because the marketplace is what you “conquer,” not the other team. Or is it? To win more deals?

To win more games.

Holmes will be at the Equipment Leasing Association Conference in San Diego, California. Ask him yourself, if you are there. Insiders tell Leasing News

he has been having trouble with some of his top staff. In fact some were allegedly flat or insubordinate. Maybe they are to blame. Perhaps blame the Credit Alliance history or blame the economy it doesn't matter.

One insider said New York is driving the show and Holmes has been a figure head for some time. The Japanese, this insider says, have planted a person from California to run the operations and "report" to Gary K. Gusoff, group president, serving on the OFS board of directors.

Gusoff is certainly concerned. Holmes will deny he is on his way out. Leasing

News would like to ask him if it is true or not true. How much money did the US group lose last year and are they going to repeat it again this year?

Those on the inside, and also competitors, such as CIT, tell Leasing News that it will

be Orix’s loss without him. This article is not about whether he is doing a good

job or not. The people who Leasing News spoke to on the agreement

their names would not be revealed say Gusoff has to dig a bit deeper and root out the real problems.

In football, they let go the coach, and often his staff follows him. Maybe Holmes

should be looking at his staff first. If they don’t see the big picture, and carry out the game plan agreed to, you are bound to fail.

It is said Holmes has surrounded himself with people he knew, not people committed to the success of the team.

[Headlines]

Jeff Taylor Says “Final Goodbye”

by Kit Menkin

http://www.leasingnews.org/pictures_past/past_11-19-02.htm

1987 Picture Jeffrey Taylor, WAEL Newsletter

Jeffrey Taylor is the best selling author of "Leasing in a Tough Economy"

and well-known lease accountant, educator, "trainer" and writer.

“It's Been A Great 2 1/2 Years “

he said at the beginning of his eMail announcement.

“Now It's Time To Say Goodbye.

“I sent you this final e-mail because you have not

joined my new ALERTS e-news program for $15/year.

As you know, I have tried very hard to keep my e-

newsletters free to equipment leasing professionals.

Unfortunately, expenses kept rising and I could no

longer afford to subsidize this effort.

“It was a difficult and painful decision and many readers

wrote me to share their feelings. It is through their

guidance that I continue my efforts to educate the

equipment leasing industry.

“I hope that someday you will return to my list. When

you do, the door will always be open.

“May God Bless You!”

jtaylor@executivecaliber.ws

Actually, it is “good bye” only to the “free readers.” He has 800 paid subscribers who

have sent in checks or paid by credit $15 a year. They have paid through 2004.

Jeff was disappointed that many did not pay to subscribe. He received

telephone calls and e-mails from CFO, chief legal officer, presidents,

and others saying they will miss his daily bon motts, a mixture of information,

news, humor, and love ( no kidding,” but they didn’t want to pay the

$15.

He was feeling down because he only had 800 paid subscribers. At Leasing News, we only have 36 paid subscribers, and many of them are our advisory board.. Once

people start receiving something for free, they don’t want to pay for it. All

the dot.comers learned that the hard way.

Jeff had a mailing list of 17,000. He spent quite some time obtaining the

names and addresses from all over the world, and uses it to promote his

book(s), training classes, and activities. He started a “free” newsletter

two and a half years ago after reading Leasing News. I encouraged

him, gave him advice when he asked, and have become his good friend

during period.

Jeff did all the art, technical work, and writing. Constant Contact http://www.constantcontact.com/home.jsp

charged him $150 a month to maintain the list, up-date, delete ( he actually did this, but the form gave him the ability to do so) and sent it out. His out of pocket cost was $150 a month. The rest was his time. He followed the format.

He said he knew 3,000 opened the subject matter in his e-mail daily. What readers may not know are these programs that require you to “go to” or “open” actually record the day, time, the e-mail address, and some how long you had the section open. The

sender gets a daily report and some also put the name of the person. You

can also sort it, when available, by time, city, state, etc. So Jeff knew people

were opening it. Whether they were reading it all, he assumed they did (some

programs report the various pages you visit as you “open” them and

send the signal that you have opened it. (Leasing News is sent out in

text, you don’t open anything, and the html is really a duplication of our website. We don’t have such features, except what a “Web Trend” report can tell you. It would

be helpful to get feedback on what is read or not read, such as the News Briefs. )

Jeff decided to weed out the malling list, taking out info@ or “webmaster”@

or “president”@ as he found out in creating a new list that the people did

not respond to receiving his e-mail ( Leasing News you have to ask to

subscribe, Jeff built up his own mailing list of those in the leasing industry

from many sources.) He worked it down to 12,000.

He could cut his costs at Constant Contact by going below 10,000, and the out of

pocket cost would be $75 a month ( remember, not counting his time

for mechanics and writing them, nor working on the list.). So he experimented

and took out foreign country addresses in a systematic way, cleaning it

up, but giving readers the opportunity to continue. He sent out in English

and realized someone in Italy or France might not be able to read it. Though

a systematic process he culled the list further for his daily alert. When he got it down to 10,500, all he needed to do was get below 10,000---so he decided he would find out how many would be willing to be $15 a year to continue to receive his daily bon mots.

Now he has his loyal following, and people who are willing to spend

money to continue to hear from him. It isn’t the number who receive

the newsletter, but those who take the time to read it, and care about it.

He has 800 real readers.

Here is his main site:

http://executivecaliber.ws/sys-tmpl/door/

He continues his Leasing Academy:

http://leasingacademy.com/index.html

It’s not good-bye for us, as Kit Menkin is a subscriber. Jeff brightens

my day with his observations, plus he often has information you don’t

get elsewhere.

[Headlines]

#### Press Release ################################

NACM Credit Manager's Index (CMI) for September 2003: Results Indicate A Strong Gain In The Economy.

COLUMBIA, MD: --The National Association of Credit Management (NACM) has released its Credit Manager's Index (CMI) for September 2003. The CMI, a monthly survey of the business economy from the standpoint of credit and collections, was launched in January 2003 to provide financial analysts with another strong economic indicator.

The NACM Credit Manager's Index total shows a strong gain of 2.2% (120 basis points) for September and is at its highest level since April of this year. The improvement is driven by the manufacturing sector, which

jumped 5.2% (290 basis points) over its August level. The manufacturing reading of 58.4 is the highest it has been since May 2002. Last month's improvement in this index was its first up-tick since April 2003. It appears

the manufacturing sector is well into recovery and renewed strength. The service sector, however, is showing signs of slowing growth. Although its growth remains strong, the service sector is slowing on a

month-over-month basis. Last month, after showing seven consecutive months of improvement, the service sector index lost 90 basis points. This month, it lost another 40 basis points.

The CMI survey asks credit managers to rate favorable and unfavorable factors in their monthly business cycle. Favorable factors include sales, new credit applications, dollar collections and amount of credit extended.

Unfavorable factors include rejections of credit applications, accounts placed for collections, dollar amounts of receivables beyond terms and filings for bankruptcies.

A complete index including results from the manufacturing and service sectors, along with the methodology, is attached.

To view the complete index online, go to

http://www.nacm.org/resource/press_release/pressSept03.html .

###

The National Association of Credit Management (NACM), headquartered in Columbia, Maryland supports more than 25,000 business credit and financial professionals worldwide with premier industry services, tools

and information. NACM and its network of Affiliated Associations are the leading resource for credit and financial management information and education, delivering products and services which improve the

management of business credit and accounts receivable. NACM's collective voice has influenced legislative results concerning commercial business and trade credit to our nation's policy makers for more than 100

years, and continues to play an active part in legislative issues pertaining to business credit and corporate bankruptcy.

Contact: Norma Heim, NACM

410-423-1842

[Headlines]

### Press Release ###################################################

Financial Federal Earnings Down 19%

Financial Federal Corporation announced net earnings of $30.1 million for the year ended July 31, 2003, a decrease of 19% from the $37.1 million earned for the year ended July 31, 2002. Diluted earnings per share decreased by 17% to $1.65 from $1.99. Finance receivables originated during the year totaled $696 million. Finance receivables outstanding decreased by 1% to $1.42 billion at July 31, 2003 from $1.44 billion at July 31, 2002.

Net earnings for fiscal 2003 includes a $1.1 million non- recurring, after-tax loss from the redemption of convertible debt. This loss reduced diluted earnings per share by $0.06. Without this loss, net earnings was $31.2 million and diluted earnings per share was $1.71, decreases of 16% and 14%, respectively from fiscal 2002. These amounts are non-GAAP financial measures that management believes to be useful to investors in comparing the Company's current operating performance to past and future fiscal periods.

Net charge-offs in fiscal 2003 were $12.4 million or 0.87% of average finance receivables compared to $3.4 million and 0.25% in fiscal 2002. Non-performing assets were 4.4% of total finance receivables at July 31, 2003 compared to 3.7% at July 31, 2002. Delinquent receivables (60 days or more past due) were 1.6% of total finance receivables at July 31, 2003 compared to 2.3% at July 31, 2002.

Paul R. Sinsheimer, CEO, commented "I am pleased to report improvement in the following credit quality statistics during the fourth quarter of fiscal 2003; repossessions were down by 32%, past dues by 25%, non-accruals by 4% and net charge-offs by 5%. New business opportunities were soft due to the weak economy.

"During fiscal 2003 we took several steps to strengthen our balance sheet. We raised $35 million in equity through the call of our convertible subordinated debt lowering our leverage to 3.3x compared to our historical level of 5.0x. Additionally, we accessed the debt markets through on balance sheet securitizations and term debt. This further diversified our liquidity and lengthened maturities.

"Fitch Ratings has recognized these initiatives by reaffirming our investment grade ratings and raising their Ratings Outlook from stable to positive. While fiscal 2003 marked our first year of lower earnings and finance receivables outstanding, our focus on credit quality and liquidity has positioned the Company for growth and profitability in an improving economic environment."

Financial Federal Corporation specializes in financing industrial and commercial equipment through installment sales and leasing programs for manufacturers, dealers and end users nationwide. For additional information, please visit the Company's website at www.financialfederal.com.

[Headlines]

##### Press Release #################################

CONFERENCE/MEETING/DINNER Up-Date

[Headlines]

*** announcement ********************************************

UAEL Conference—October 9^th- Over 300 Attending

Only a Week Away... And Everything Really is Coming Up Roses!

We're down to the wire - the United Association of Equipment Leasing Annual Conference & Exposition begins next week on October 9th in Portland, Oregon. We've already topped 300 attendees, and we have 50 Exhibitors. It will undoubtedly be the

Industry's best Conference of the year!

Don't miss it... if you haven't signed up yet - there's still room at the

Inn (Downtown Portland Marriott) and we'd love to have you join us. There

will be networking, education, fantastic speakers - and ample time to meet

with funding sources, brokers/lessors and service providers. We've got

wonderful entertainment and food on Thursday and Friday - and Saturday night

at the Pittock Mansion will be unforgettable.

You can register online at www.uael.org - or give Jessica a call @ (760)

564-2227 or Bill @ (415) 681-2234.

For those of you who are already

registered, Exhibitor appointments are filling up fast - so sign up online,

don't wait until you get to the conference or you may miss a date with an

existing or future business "partner"...

GO HERE FOR THE LATEST SIGN-UP SHEET

(also see who is popular and who is not:

http://www.uael.org/events/fall2003/appt_calendar.htm

Portland is beautiful in the Fall... and remember - You Can't Afford To Miss

It!

See you there...

Bette Kerhoulas, UAEL President

Pacifica Capital

( Loni Lowder is not only giving a free one day seminar ( see below,) but

covering the conference for Leasing News. Readers should realize

his one day conference is open to all, whether a UAEL member or attending

the UAEL Conference does not matter.)

[Headlines]

***** announcement ***********************************************

Free Workshop October 9, Portland, Oregon—Open to Everyone

(If you are nearby, this is one session you will not only want your

sales staff to attend, but operations, customer service, plus it is

open to new brokers---You do not need to be an association member

or attending the UAEL conference. It is open to all. )

THE CLASS IS THURSDAY OCTOBER 9, 2003,

October 9th, October 9th, October 9th!!!

at the United Association of Equipment Leasing's Annual Conference & Exposition.

"Technical Leasing for Sales Success"

* No Cost, Full Day

Advanced Leasing Workshop

* Among the subjects covered

1. Industry Overview

2. Industry Terminology Refresher

3. Understanding Lessee Needs

4. Understanding and Selling the

Tax Benefits of Leasing

5. Understanding and Selling the

Accounting Benefits of Leasing

6. Lease vs. Purchase Analysis

7. Developing Vendor Relationships and Loyalty

8. Packaging for Maximum Approvals

Your Instructor:

Loni L. Lowder, President and CEO of ACC Capital Corporation has over 25 years of experience in the technical and sales aspects of leasing, including having served as a partner and board member

of Amembal & Dean.

* CLP- CPE Accredited

* Location

Marriott Portland Downtown

Portland, Oregon

* Schedule: 9 AM to 5 PM

To Register or for more information call Tori Hernandez at

(800) 409-5008 ext. 238 or e-mail thernandez@acccapital.com

(You don't need to register for the conference to attend this free one

day work shop. This is a wonderful opportunity for your staff to

learn more about leasing, and ideal for all those involved in

sales....also note, Loni Lowder will be covering the UAEL

Conference for Leasing News---He is our "official" correspondent.

[Headlines]

***** announcement ************************************************

ELA Conference --October 12-14 Over 1,000 Attending

Full Schedule:

http://www.elaonline.com/events/2003/AnnConv/schedule.cfm

Hear it at The Convention, or Hear About it Later

Each year, the Annual Convention is the industry’s BIG STORY. It’s where

the new research is unveiled, cutting edge products debut and the most

important information is passed along. At the Convention, industry leaders

meet to do business and share perspectives, leasing experts give the most

in-depth and timely presentations. People take note of who’s there, and who

isn’t.

At the 42nd Annual ELA Convention, October 12 – 14 in San Diego, you can be

part of the story—or you can hear about it later.

To register, go to

http://www.elaonline.com/events/2003/AnnConv/

(Leasing News will have a report from Paul Menzel, our correspondent,

most likely by the end of the week, but no matter how well he writes,

it won’t be the same as attending the event this Annual Convention )

[Headlines]

**** announcement ********************************************

October 22---“Two Panels” Regional Meeting, San Jose, California

Silicon Valley UAEL Regional Meeting, Wednesday, October 22,

3:30pm to 7:30pm at Napredak Hall, 770 Montague Expressway, San Jose

( 1 1/2 blocks off Highway 880.)

Two Panels

Venture Leasing

4:30pm to 5:30pm

Peter Eaton, Pentech Financial

John Pritchard, Vencore Solutions

Russ Wilder, Atel Leasing

"Decision Not Based on Credit Scoring"

(also known as "Story Credits" or "Cash Flow Analysis."

6:00pm to 7:00pm

Peter Eaton ( does story credits $250,000 minimum)

Doug Houlihan, Allegiant-Partners ($30,000 +)

Archie Julian, Dumac Leasing (Exchange Bank)

Host: Kit Menkin, American Leasing $15.00 per person ( non-members

encouraged to attend )

http://www.uael.org/indexlow.asp

direct registration: http://www.uael.org/indexlow.asp

[Headlines]

**** announcement*************************************************

NAELB Atlanta Conference November 7-8

National Association of Equipment Leasing Brokers

Sheraton Gateway Hotel — Atlanta Airport

1900 Sullivan Rd.

College Park, GA 30274

Topics to Include:

California Licensing Law T Value 5

Community Bank Leasing Programs

Impact of the new tax laws on leasing

Increasing Broker Stability & Profitability with Relationships.

More details coming soon!

www.naelb.org

[Headlines]

**** announcement **********************************************

AGLF November 12 Tucson, Arizona Conference

Association for Government Leasing and Finance

23rd FALL ANNUAL CONFERENCE

TENTATIVE SCHEDULE OF EVENTS

Wednesday, November 12

Noon Annual Golf Tournament

2:00 PM – 4:00 PM Basics Session

Thursday, November 13

8:00 AM – 1:30PM Keynote Speaker, General Sessions and Luncheon

Evening – Annual Conference Dinner Event

Friday, November 14

8:00 AM – Noon General Sessions, Ending with the Lawyers’ Panel

http://www.aglf.org/index.html

http://www.aglf.org/join.html

[Headlines]

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AELA Newsletter---New Arizona Leasing Association Nov. 13 Meeting

Arizona Equipment Leasing Association proudly announces our 1st issue of the newsletter attached here for your review. Our last meeting was a success and our next meeting is November 13th. Thanks to all the members who have joined and we look forward to seeing you at the next meeting.

AELA Board.

Patrick Sponsel

patrick.sponsel@sharpelease.com

[Headlines]

*** announcement******************************************************

MAEL Dinner---November 18th

Don't Miss Out, Register Now ! ! !

Plan To Be In Chicago November 18th, 2003 To Attend

The 21st Annual Dinner Meeting

of the

MidAmerica Association of

Equipment Lessors

(MAEL)

you won't want to miss...

SPECIAL GUEST SPEAKER:

Anthony Galie, the motivational hypnotist!

The MidAmerica Association of Equipment Lessors ("MAEL"), ELA's largest

regional affiliate, will be hosting its 21st Annual Dinner Meeting at

the Westin Hotel @ O'Hare in Rosemont, Illinois. Pricing for the

meeting is as follows:

Registration Level

Special Benefits

On-line Registration

https://wx6.registeredsite.com/user313780/events/annual_meeting_1.asp>

MAEL Members

$135.00

$150.00