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Renewable Energy: $1.8 Billion in Customer Financing
A pioneering manufacturer of alternative energy equipment attacked a massive opportunity to sell its products to large enterprises and soon realized that product financing was essential to meet demand, close sales, and rapidly establish a large install base. As a relatively new public company, it had fast evolving and ongoing cash needs. Supporting its equipment offerings with customer equipment financing was critical to meet aggressive sales goals. CLA principals partnered with the company to develop a unique financing capability, which delivered $1.8 Billion in equipment financing for customers and powered the company’s sales success.
Financing as Marketing Strategy
A major equipment dealer, which offered a wide range of products to large and small customers, found it impossible and impractical to use its traditional bank or leasing company customer referral program. By working with us to augment its marketing and sales process with a captive or in-house customer financing operation, it was able to deliver user-friendly financing options. These were all tailored to specific customer needs and backed up by unique financing contract arrangements with a number of carefully selected banks and leasing companies.
Custom Financing for IT Equipment and Software
The customers of an international IT equipment and software manufacturer faced challenges when it tried to use low-cost independent bank and leasing company financing to fund upgrades. By establishing an innovative, state-of-the-art captive leasing operation that ensured products were sold with compelling financing terms, the company was able to overcome customer financing challenges and boost market share. Using cost-effective, industry-focused, third-party service arrangements, the captive was set up without incurring extensive costs and personnel requirements.
Utility Company: A Financing Joint Venture
A large regional utility company needed creative financing options in order to market new energy-efficient products to its business customer base. To support the company’s growing energy equipment offerings, CLA principals established an innovative “private label” captive financing operation. The private label program was developed and implemented, under a joint-venture arrangement with CLA principals, that operated as a privately held, independent leasing company. The program enhanced the utility’s customer marketing capabilities and created an additional revenue stream from in-house financing profits.
Construction: A Unique Strategy to Increase Sales
A manufacturer of construction equipment with the ability to service, maintain and upgrade its equipment, set up a captive leasing operation to ensure it could go head-to-head with its top competitors. Several leasing companies participated in the program with financing arrangements that gave the manufacturer equipment remarketing rights in end-of-lease equipment sales and re-leases. By anticipating end-of-lease equipment remarketing profits, the manufacturer was able to reduce its equipment and customer financing costs, which creative advantage through competitive pricing.
Non-Traditional Financing for Medical Devices
A large medical equipment manufacturer created competitive advantage by combining products, services, and equipment financing under managed service agreements. These agreements enabled customers to pay only a minimum periodic dollar amount for specified services that also covered the cost of the supplied equipment. Since these customer arrangements were not financeable as traditional third-party leases, CLA principals supported the company in establishing its own captive financing operation. Next, CLA principals developed the program arrangements and documentation that major leasing companies required in order to provide full equipment financing to the operation.
Custom Financing Packages
For manufacturers offering unique combinations of products and services that are not easily financeable as a package, captive financing is the perfect option. It allows vendors to bundle products and services in line with customer needs and finance them with customized lease documents and arrangements to satisfy customer needs and business sales goals.
Remarketing Long Useful Life Equipment for Extra Profit
By establishing a captive financing strategy, a manufacturer of long useful life equipment was able to create a major new profit center. The operation was set-up by tapping funding from third-party banks and leasing companies. The private-label captive financing enabled the company to enjoy third-party financing arrangements, which included the right to remarket all off-lease equipment with a ninety percent participation in the equipment remarketing proceeds.