Category: Lease Marketing

In the recent times in the leasing business, there is a gradual shift from finance leasing to operating leasing in Nigeria, partly as a strategy to mitigate default risk and in response to market dictates especially to meet the demands of corporate clients. This was revealed through a recent survey conducted by the Equipment Leasing Association of Nigeria (ELAN), and also that operating lease is growing at a faster rate. Operating Leases (leases intended not to own the asset…

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Having a good customer base is very important to all business transactions. Changing a   prospective lessee to a customer and retaining him requires a whole lot of systematic approach, appropriate intelligent gathering, planned programme of actions on your part as a lessor (owner of an asset). A specific time should be set aside each week for prospecting with a catchy corporate message on why leasing is the most appropriate form of financing for the prospective lessee. It is important…

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The term vendor leasing refers to any programme in which an equipment manufacturer, distributor, dealer or  makes use of leasing as a means of selling its products. Vendor leasing, sometimes called “Sales aid Leasing” can be divided into two forms: i. Captive lessors – is when the manufacturer/dealer decides to establish a wholly –owned subsidiary to offer lease finance directly to customer ii. Third-party lessor – is when the lease is handled by an independent leasing company.   Third party lease…

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  Sales promotion and prospecting Who are your prospects? i. Every vendor ii. Every vendor sale person iii. Manufacturer iv. Every retailer, professionals, Service firms v. Every lessee active or inactive vi. Every one Prospects Management & Strategy i. Categorisation ii. Cold or warm prospects iii. Geographical concentration iv. List building v. Sources for general prospects: trade associations, business directories, news story lead etc vi. Direct mail vii. Lessee follow up viii. Speaking engagement ix. Convention& Trade shows x….

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