The Alta Group https://thealtagroup.com Global Experience Provides Direction Thu, 14 May 2020 00:06:31 +0000 en-US hourly 1 https://wordpress.org/?v=5.3.3 Leading industry consultants exclusively focused on commercial equipment leasing and finance. The Alta Group clean episodic The Alta Group randaclay@gmail.com randaclay@gmail.com (The Alta Group) International consultants in financial services, equipment leasing, asset finance, consulting for sales aid finance, vendor and captive programs, contract negotiations, legal witness in equipment leasing The Alta Group https://thealtagroup.com/wp-content/uploads/2016/09/podcastimage.jpg https://thealtagroup.com Strong Interest in M&A Activity Continues as Japanese Investment Remains Active https://thealtagroup.com/monitorreprintjacksonmarapr20-2/ https://thealtagroup.com/monitorreprintjacksonmarapr20-2/#respond Wed, 13 May 2020 23:28:31 +0000 https://thealtagroup.com/?p=9909 The latest on M&As in the equipment finance industry was featured in the Monitor Column, Raising the Bar, by Jim Jackson, March/April 2020 2019 marked another active year of mergers and acquisitions for the equipment leasing and finance industry. The Alta Group anticipates that these trends will continue throughout 2020, as buyers look for opportunities […]

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The latest on M&As in the equipment finance industry was featured in the Monitor Column, Raising the Bar, by Jim Jackson, March/April 2020

2019 marked another active year of mergers and acquisitions for the equipment leasing and finance industry. The Alta Group anticipates that these trends will continue throughout 2020, as buyers look for opportunities to put capital to work and the number of sizable independent leasing companies continues to shrink.

Download the newsletter (PDF) here

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Advice for US Equipment Finance Business on Coronavirus Impacts https://thealtagroup.com/advice-for-us-equipment-finance-business-on-coronavirus-impacts/ https://thealtagroup.com/advice-for-us-equipment-finance-business-on-coronavirus-impacts/#respond Thu, 09 Apr 2020 13:46:57 +0000 https://thealtagroup.com/?p=9679   Comparisons with past events like the Great Recession fall short in describing what equipment finance businesses in the US are experiencing as a result of the COVID-19 pandemic. To provide reliable insights and advice to the industry, consultants with The Alta Group recently developed an article for Equipment Finance Advisor that discusses initial impacts […]

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Comparisons with past events like the Great Recession fall short in describing what equipment finance businesses in the US are experiencing as a result of the COVID-19 pandemic. To provide reliable insights and advice to the industry, consultants with The Alta Group recently developed an article for Equipment Finance Advisor that discusses initial impacts as well as short term and longer term implications. 

The article acknowledges that equipment finance portfolio restructurings are underway, estimated at 25-30%, but the situation is fluid. In fact, there may be more restructurings than even anticipated.  

Equipment manufacturers and their innovative financing partners are stepping up to the challenge. The consultants  advise all captives to keep their manufacturing parents close so they can anticipate shortages and pricing changes. 

Alta consultants who contributed to the article also focused on developments in the fintech sector, including negative fallout but also two business models poised for growth. They described current constraints on mergers and acquisitions; future M&A opportunities; fluctuating equipment valuations and other asset management implications, such as the increased propensity for customers to renew at end of term; and the information technology requirements of remote work.

Additional advice in the article includes a reminder to reach out to customers proactively and spread goodwill as much as possible, but to do so with an objective action plan in place. The consultants also recommend stepping up due diligence and cybersecurity efforts to combat bad actors taking advantage of the situation; and, longer term, supporting pandemic-friendly equipment such as robots, cobots and drones, as well as usage-based flexible payment models – already a trend in the industry – to help businesses through difficult times. 

We invite you to read the full article here featuring the insights and recommendations of Valerie L. Gerard, James Jackson, Carl Chrappa, Paul Bent, David Wiener, Diane Croessmann, Andrew Mesches, John Hurt and Patricia Voorhees.

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Former Managing Director Santander Poland Joins Invigors EMEA Team https://thealtagroup.com/former-managing-director-santander-poland-joins-invigors-emea-team/ https://thealtagroup.com/former-managing-director-santander-poland-joins-invigors-emea-team/#respond Wed, 01 Apr 2020 12:28:23 +0000 https://thealtagroup.com/?p=9654 Tomasz Sudaj has joined the Invigors / Alta team in Europe, based in Poland. His appointment further strengthens the fast growing Invigors’ team in continental Europe and brings additional capability, especially in supporting clients develop “as a service” offerings and in digitalization. Tomasz is a highly experienced asset financier with over 20 years of experience […]

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Tomasz Sudaj has joined the Invigors / Alta team in Europe, based in Poland.

His appointment further strengthens the fast growing Invigors’ team in continental Europe and brings additional capability, especially in supporting clients develop “as a service” offerings and in digitalization.

Tomasz is a highly experienced asset financier with over 20 years of experience working within the Polish leasing industry.

Tomasz began his leasing career with market leader EFL (Europejski Fundusz Leasingowy) at the end of 90’s when the Polish leasing market was formed.  Amongst other achievements, he co-created the dedicated corporate business line in 2009.

From 2011 to 2018 as Managing Director of Santander Leasing Poland (previously BZ WBK Leasing), where Tomasz was responsible for the company’s strategy and created the conditions for significant business growth.  In addition, Tomasz focused on digitalization of front processes and the offer improvement, including automatization of the risk assessment and adjustment of the rating models. Tomasz was also highly engaged in strategic projects related to SME customers in the Santander Bank Poland.

Patrick Gouin, Executive Director of Invigors EMEA, said, “Tomasz joins us at a critical point for our industry and he will clearly be an excellent resource for our clients to draw on.  His combination of strategic vision and ability to translate this into practical outcomes will be extremely valuable to our customers, especially in such unusual market conditions.  Tomasz’s passion and enthusiasm for his work are truly infectious and we’re delighted to have him join the broader Invigors / Alta team”.

 

 

 

 

 

Tomasz firmly believes that leasing as a service and digitalization of the industry are main pillars of the financial sector’s future. Tomasz is also strongly convinced that complex asset-based lending will increase in their importance for national economies.

For more information contact Patrick Gouin, Executive Director + 33 682 64 88 32

patrick.gouin@invigors.com

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How The Coronavirus Can Not Only Infect You, But Also Your Business https://thealtagroup.com/how-the-coronavirus-can-not-only-infect-you-but-also-your-business/ https://thealtagroup.com/how-the-coronavirus-can-not-only-infect-you-but-also-your-business/#respond Tue, 31 Mar 2020 13:13:20 +0000 https://thealtagroup.com/?p=9638 Unlike past crises, the current COVID-19 crisis has arrived with little warning and has left many organisations desperately playing catch-up in response to fast changing events. Businesses who were planning their next phases of growth are now challenged to respond to urgent requests for re-structures and payment holidays with front-line sales teams being rapidly re-deployed […]

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Unlike past crises, the current COVID-19 crisis has arrived with little warning and has left many organisations desperately playing catch-up in response to fast changing events.

Businesses who were planning their next phases of growth are now challenged to respond to urgent requests for re-structures and payment holidays with front-line sales teams being rapidly re-deployed to address these priorities.

Beyond the immediate impact of trying to help customers with their short-term cash-flow management, we at Invigors suspect this is probably just the first wave of business impacts.

As the wider world struggles to assess the potential length of the downturn in activity and impacts, we in the asset finance community are also seeking to assess the right response and to put the best plans in place for what we see today and can realistically imagine in the coming months.

Whilst we all hope the support of governments around the world will minimize the levels of bankruptcies and minimize the length of the current economic downturn, there is clearly already a major impact on economic activity and output.

We already see production facilities in many industries forced into temporary closure and for some businesses it seems inevitable this crisis will precipitate a level of business failure.  As a minimum, the reduction in output will suppress economic demand and consequently the need for equipment.  We already see business failures from SMEs to major companies such as One Web, and more will inevitably follow.

Whilst the nature of this crisis is different to that of the past banking crisis, we believe some of the lessons from 2008/2009 are relevant to the situation facing the industry now.

For most lessors, we would recommend attention be paid in the following areas:

 

  • In-Bound Customer Request Management
    • What rules, which staff, what authorities, do we differentiate by customer type, asset types, outstanding exposures per client, vendor relationships, etc.?

Do we have the right processes and experience in place along with the right information to manage effectively day to day?

 

  • Proactive Portfolio Monitoring and Management
    • Credit quality and delinquency, credit support, vendor and service partner exposure.
    • Residual position and/or any dealer or OEM support. Specific understanding of existing remarketing channels and any new constraints and risks.
    • Proactive offers to ensure equipment remains in situ and clients survive.

Again, are the right processes in place along with the management information and analytics to understand the real exposure and make informed proactive choices?

 

  • Asset Management and Remarketing Strategy & Operational Execution
    • Strategies to keep assets earning with lessees
    • Redeployment strategies
    • Remarketing channel selection, development and management

Do we have the right level of competence and experience to minimise potential losses and do we have the right strategy and processes in place?

 

  •  Reduction in Liquidity
    • How to minimise impact on existing customers?
    • When to turn taps off to new customers / vendor relationships?
    • Which vendor relationships to prioritize?
    • Differentiating versus the competition in times of reduced liquidity.

Do we have the right processes and decisioning in place?

 

  • New Business
    • Are the right underwriting criteria in place?
    • Do we have the appropriate checks in place to minimise potential fraud?
    • Do we target sale and leaseback, and if so, how do we do this safely?
    • What should our approach be towards used equipment?

Is it business as usual, or what new approaches should we consider and implement?

 

The following template is one approach to assessing your key business functions and processes.

It’s important that the business completes an ‘as is’ honest assessment and rating of current organizational capabilities across the key business functions.  Where gaps exist, formulate a project plan to implement the required remedial actions that protects your business from the worst elements of the crisis.

 


 

Whilst it’s clearly impossible to see too far into the future, in the medium to long-term we may come to see this time as a positive turning point for the asset finance industry.

One thing is for sure, as an industry we are intimately connected to the real economy and our collective actions in the coming weeks and months will have a lasting impact not only on the health of our own businesses, but the wider economy at large and we wish all well in the coming months.

 

 

How Invigors and Alta Can Help

The Invigors Team have the personal experience of managing business through the challenges outlined, and our crisis support team is available to provide support in the following areas:

  • Crisis management diagnostic
  • Commercial decisioning support
  • Trouble shooting of portfolios
  • Remarketing and redeployment strategy development and oversight
  • Recommending process fixes and improvements
  • Interim management / surge support

 

To support our clients during this crisis period, Invigors have created a dedicated support team:

Alexander d’Huc alexander.dhuc@invigors.com +43 676 799 3904
Kieran O’Brien kieran.obrien@invigors.com +353 879 598 003
Ian Robertson ian.robertson@invigors.com +41 791 1530 155
Paul Johnson-Ferguson paul.johnson-ferguson@invigors.com +33 6 640 82142
Tor Bowen tor.bowen@invigors.com +44 7877 840702
Eva-Lotta Berg Ljungström eva-lotta.ljungstrom@invigors.com +46 76 856 5137
Nick Feasey nick.feasey@invigors.com +44 2037 780 977

 

This team have experienced the challenges arising and lessons learned from the previous 2008/9 crisis. Observations from our team included:

  •  ‘Of critical importance was understanding the inherent value in the equipment and proactively developing strategies to maximise earnings from both assets remaining with the lessee as well as developing creative redeployment and remarketing strategies’  – Ian Robertson
  • ‘It is so important to have strong customer and security documentation in place to enable securing and repossessing assets and minimise portfolio losses’  – Kieran O Brien
  • ‘True and genuine Leadership is even more relevant during times of storm. Employees need to be heard, understood, recognized and appreciated by their leaders despite tough decisions are to be made. This assures the team remains intact and all actions will be executed with heart, brain and the needed courage to act’  – Alexander d’Huc
  • ‘Make sure that you have robust and well tested business continuity plans in place covering inhouse operations and all outsourced operations’  – Tor Bowen
  • ‘It is vital to have regular business reviews of captives to ensure ongoing regulatory compliance and risk controls cover the various categories country, counterparty, interest / FX and operational risk’  – Paul Johnson-Ferguson
  • ‘Now during tough times is the right time for vendor finance companies to differentiate, step up and support their partners. Partners still remember the companies that switched off the funding & service taps in 2008-09′ – Nick Feasey

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As a Service – Should We Wait Until the Market is More Mature?  https://thealtagroup.com/as-a-service-should-we-wait-until-the-market-is-more-mature/ https://thealtagroup.com/as-a-service-should-we-wait-until-the-market-is-more-mature/#respond Sat, 07 Mar 2020 11:39:57 +0000 https://thealtagroup.com/?p=9613 Oh no, not another self-serving article hyping up “as a service” and servitization! In our work as advisors, we hear plenty of healthy scepticism about managed services, ‘as a service’ models and servitization. There are lots of names for it. Is it real or these over-used expressions with little substance or practical business application and customer resonance? […]

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Oh no, not another self-serving article hyping up “as a service” and servitization!

In our work as advisors, we hear plenty of healthy scepticism about managed services, ‘as a service’ models and servitization. There are lots of names for it. Is it real or these over-used expressions with little substance or practical business application and customer resonance?

It is clearly the case that many industries are still heavily focused on moving equipment and use asset finance primarily as a sales aid.  We do however increasingly see OEMs, dealers, VARs and distributors across a broad range of industries, deploying richer financing offerings and sophisticated integrated solutions.

 

Unfamiliar risks in these models

The move into these types of solutions naturally brings new challenges and potentially new types of risks that need to be effectively managed.  Beyond the traditional elements of credit risk and asset risk which the asset finance industry has managed effectively over the years, there are several additional risks to address. 

Depending on the market maturity and customer demands, the newer solutions require additional focus on:

 

  • New servicing risks
    • For example, what range of physical and data services does the business need to provide to compete and be compelling to its customers (e.g. physical installation, support, fleet management, in life diagnostics, install, de-install, shipment, maintenance, consumables supply, staffing etc). Should the business develop these capabilities, partner or acquire these offerings?
  • Equipment performance risk
    • If the business is guaranteeing outputs or outcomes, how does it ensure that the equipment delivers these, and how can it manage and mitigate this?
  • Utilisation risks
    • What minimum level of usage (if any) does the business price in, who and how does the business solution this utilization. What expertise and inputs are needed?
  • Cancellation risks
    • In this new world, does the customer’s termination sum fully cover the point in time financial exposure?
  • New operational activities and risks
    • How does the business gather the information needed, in order to bill on a pay per use basis, and correspondingly how does it manage its billing and collections on a subscription basis? 
    • How does the business allocate the payments received between what is owed to it and what needs to be paid on to service providers? 

 

Go to market & product development 

In addition to the risk management, there are also the realities of commercial engagement, around market & product positioning and testing, not to mention the sales skills and incentive alignments required to make such offerings fly.

Solution architecting is another key competence that businesses need to address.  This can particularly be true for the set of customers who are seeking true off-balance sheet solutions, and where providers are finding ways to address such customer needs.

 

Our analysis: real opportunities do exist

If reading all of this is confirming the view that it’s maybe better to wait for others to chase after this topic and learn their lessons, we would maybe just offer pause for thought. 

It’s our view at the Invigors/Alta Group, that those companies that act soon and act smartly could give themselves a significant first mover advantage.  The main reason we hold this view relates to data:

 

  • Utilisation risk and cancellation risk
      • In less mature equipment markets this may initially be priced around fully mitigating the asset market price risk. Over time, it’s likely that actors will begin to take a behavioural view on such risks.  This will allow incumbent players to have a data informed view of these risks and be in a much stronger position to more accurately assess and price these risks. This IOT data and the insight generated will be a key component in footprint protection, so first or early to market is likely to be critical.
  •  Equipment performance risks  
      • Historically this is often backed off to OEMs or other third parties. With the advent of widespread deployment of IOT sensors and predictive analytics, these become an element of the value chain that will likely become more important.  In a world where guaranteeing outcomes rather than providing equipment becomes more the norm, developing or having access to partners with such capabilities will, in our view become increasingly commonplace. 
  •  Data insight as a value proposition 
      • Equally important is the ability to provide end customers a value proposition that is much richer in data insight.  This could be around equipment usage patterns and driving their internal business efficiencies through to helping them better select equipment etc.  Arguably these could be a “me too” solution in the fullness of time, but having access to historical data and industry comparisons could be a barrier to entry that first mover players could exploit. 

 

Whilst certain areas of the asset finance industry, such as those in technology finance are past the tipping point, we see other market areas fast approaching that point. 

 

This is one of a series of articles from Invigors and the Alta Group on the topic of servitization.

 

Authors:

 

Ian Robertson 

Executive Director, Invigors EMEA Limited (part of The Alta Group) 

ian.robertson@invigors.com 

 

Nick Feasey  

Practice Leader ”As a Service” Invigors EMEA Limited (part of The Alta Group)  

nick.feasey@invigors.com

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Target Operating Model – Why You Should Care https://thealtagroup.com/target-operating-model-why-you-should-care/ https://thealtagroup.com/target-operating-model-why-you-should-care/#respond Wed, 26 Feb 2020 13:40:27 +0000 https://thealtagroup.com/?p=9470 In the following article, Kieran O Brien, Executive Director of Invigors, explains why it’s more important than ever that to pay close attention to your Target Operating Model. Target Operating Models -Why You Should Care

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In the following article, Kieran O Brien, Executive Director of Invigors, explains why it’s more important than ever that to pay close attention to your Target Operating Model.

Target Operating Models -Why You Should Care

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The Alta Group Podcast— Latest Episode Features Women in Finance https://thealtagroup.com/the-alta-group-podcast-latest-episode-features-women-in-finance/ https://thealtagroup.com/the-alta-group-podcast-latest-episode-features-women-in-finance/#respond Wed, 05 Feb 2020 21:40:08 +0000 https://thealtagroup.com/?p=9412 Patricia Voorhees talks with three female founders at the intersection of finance and technology: Gabrielle Haddad, co-founder and COO of Sigma Rating; Deborah Reuben, president of Reuben Creative; and Sasha Pilch, co-founder of NYC Women in Fintech.

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Reuben, Pilch, Haddad

Alta Director Patricia Voorhees talks with three female founders at the intersection of finance and technology:  Gabrielle Haddad, co-founder and COO of Sigma Rating; Deborah Reuben, president of Reuben Creative; and Sasha Pilch, co-founder of NYC Women in Fintech. They share in this 37 minute segment how their careers have evolved in financial technology and the importance of diversity in product design and delivery. They point to the value of being more inclusive and ensuring there is more equality, especially in fintech businesses and in equipment finance markets where creativity is critical to success.

In recent years Voorhees has developed specialized fintech knowledge while consulting to industry entrants and transforming clients of The Alta Group and speaking on the subject at industry events.

Podcast Transcript

Podcast conversations with Gabrielle Haddad, Co-founder and COO of Sigma Rating, Deb Reuben, president of Reuben Creative, and Sasha Pilch, Co-Founder of NYC Women in Fintech

 

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https://thealtagroup.com/the-alta-group-podcast-latest-episode-features-women-in-finance/feed/ 0 Patricia Voorhees talks with three female founders at the intersection of finance and technology: Gabrielle Haddad, co-founder and COO of Sigma Rating; Deborah Reuben, president of Reuben Creative; and Sasha Pilch, co-founder of NYC Women in Fintech. Patricia Voorhees talks with three female founders at the intersection of finance and technology: Gabrielle Haddad, co-founder and COO of Sigma Rating; Deborah Reuben, president of Reuben Creative; and Sasha Pilch, co-founder of NYC Women in Fintech. The Alta Group clean 37:42
The Alta Group Predictions for 2020 https://thealtagroup.com/the-alta-group-predictions-for-2020/ https://thealtagroup.com/the-alta-group-predictions-for-2020/#respond Fri, 31 Jan 2020 20:43:24 +0000 https://thealtagroup.com/?p=9395 This year will prove pivotal in the next chapter of the US economy. Financial pressures are increasing. Europe, Latin America and other regions are experiencing their own headwinds and tailwinds. Meanwhile, consumer regulations are creeping into commercial finance. These developments and continued disruption will affect the equipment finance industry’s performance in the coming months, creating new […]

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This year will prove pivotal in the next chapter of the US economy. Financial pressures are increasing. Europe, Latin America and other regions are experiencing their own headwinds and tailwinds. Meanwhile, consumer regulations are creeping into commercial finance. These developments and continued disruption will affect the equipment finance industry’s performance in the coming months, creating new product opportunities as well as challenges.

2020 Predictions for Equipment Finance

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Our Treasured Friend in Memory – John H. Giddens https://thealtagroup.com/our-treasured-friend-in-memory-john-h-giddens/ https://thealtagroup.com/our-treasured-friend-in-memory-john-h-giddens/#respond Tue, 07 Jan 2020 14:10:27 +0000 https://thealtagroup.com/?p=9308   It is with sorrow that we mourn the passing of our friend and an industry icon, John H. Giddens, but also with profound gratitude that we are able to know such a remarkable person. In 1992 he joined leasing industry executives, John C. Deane, Norm Chapman, and Bill Montgomery, to form The Alta Group. It is […]

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It is with sorrow that we mourn the passing of our friend and an industry icon, John H. Giddens, but also with profound gratitude that we are able to know such a remarkable person.

In 1992 he joined leasing industry executives, John C. Deane, Norm Chapman, and Bill Montgomery, to form The Alta Group. It is with pleasure that we will remember more than 50 years of camaraderie and respect for his founding role in our consultancy.

John died Jan. 6 of a heart attack at his home.  He is survived by his wife, Clare.

He entered the equipment leasing and finance industry in 1955 at CIT in industrial finance.

In 1964, following nine years with CIT, he joined U.S. Leasing Corporation as Regional Operations Manager in Atlanta. He was appointed Treasurer in 1967, Senior Vice President of Finance in 1969, Chief Operating Officer in 1969 and Chief Executive Officer in 1976. He was elected to the Board of Directors of its parent company, U.S. Leasing International.

In 1978, he assumed responsibility as Group Executive Vice President with operating responsibility for four subsidiaries with aggregate revenues in excess of $250 million. John continued in this capacity until January 1986, when he elected to discontinue this affiliation and engage in private consulting.

He is a former Chairman of the ELFA and was among the first group of executives to be inducted into the association’s Hall of Fame.

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ASSET MANAGEMENT NEWS: Special Edition, December 2019 https://thealtagroup.com/asset-management-news-special-edition-december-2019/ https://thealtagroup.com/asset-management-news-special-edition-december-2019/#respond Tue, 07 Jan 2020 02:43:20 +0000 https://thealtagroup.com/?p=9302 Equipment Market Trends Welcome to this special edition of the Alta Asset Management Newsletter. You will find some of the market changes obvious while others are subtle. We are especially pleased to report that we appraised over 30 aircraft and rotorcraft, and 20,000 railcars and locomotives in the past 90 days alone. As we approach […]

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Equipment Market Trends

Welcome to this special edition of the Alta Asset Management Newsletter. You will find some of the market changes obvious while others are subtle. We are especially pleased to report that we appraised over 30 aircraft and rotorcraft, and 20,000 railcars and locomotives in the past 90 days alone.

As we approach 2020, this newsletter will serve as a prolog to my What’s Hot and What’s Not in Equipment Leasing for 2020 that will be published by the ELFA in February.

Download the newsletter here.

 

 

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