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Perfect Fry Dealer Meeting 2005 Oct 13th updated (1)

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Ian Liddell
Ian Liddell

This document provides information and strategies for equipment dealers to promote and offer equipment leasing to their customers. It outlines 6 reasons why leasing is beneficial, including justifying costs and increasing sales and margins. It also addresses common objections that dealers and sales reps have regarding leasing. The document provides sample leasing cost justification calculations for different food equipment. It encourages training sales teams on leasing and providing customers with leasing options and financing programs to help close sales faster.

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Leading With Leasing Perfect Fry Fall 2005 Dealer Sales Meeting How to sell more equipment at full retail price. Have your sales force offer lease options on every sales call.
6 Reasons to Offer Leasing 1. Cost justifies your equipment. 2. Increases your margins and sales rep commissions. 3. Closes the sale faster (one stop shopping). 4. Pre-qualifies your customer. 5. Makes it easier to generate repeat sales. 6. Flexible financing options overcomes procrastinating buyers.
Why Dealers Do Not Offer leasing Negative lease experience Fear of alienating the customer Feel that leasing is too expensive Too much hassle
Why Sales Reps do not offer leasing Do not feel knowledgeable enough Afraid of the interest rate question Feel leasing is only for bad credits Concerned it will postpone/delay the sale No incentive to offer it Employers do not promote leasing
Pre-qualifying questions to ask How long have you owned your business? Are you the sole owner of the business? Have you leased any equipment before? Is there anything the lease company should know prior to pulling your credit? On a scale of 1 to 10 with 10 being the best, how would you rate your credit ? What do you know about equipment leasing ?
Closes the Sale Faster One Stop Shopping Pre-qualifies your customer
Cost Justification Break down lease payment to per day cost Monthly payment/days of operation Show profit per serving Daily payment/profit per serving = B/E $ 197/30= $ 7/day / 1.00 per fry/= 7 servings per day.
COST JUSTIFICATION PFC SERIES PFA SERIES Equipment Cost: $__________x.037 $_________x.037 36 Monthly Lease Payments: $____________ $____________ Daily Lease payment (monthly / 30): $____________ $____________ Selling Price Per Order of Fries: $____________ $____________ Cost Per Order of Fries: $____________ $____________ Gross Margin Per Order: $____________ $____________ Daily Lease Payment / Gross Margin = ____________ ____________ ____ or ____ orders of fries per day covers your daily lease payment! (Break Even) Actual Sales Per Day: _________ Actual Sales Per Day - Break Even = ___________ Orders of Profit Orders of Profit x Gross Margin = $___________ Profit Per Day Profit Per Day x 30 days = $___________ Profit Per Month Profit Per Month x 12 Months = $_____________ Profit Per Year
COST JUSTIFICATION PFC SERIES PFA SERIES Equipment Cost: $__ 5950__x.037 $__7500__x.037 36 Monthly Lease Payments: $__220.15____ $___277.50__ Daily Lease payment (monthly / 30): $___7.34_____ $___9.25_____ Selling Price Per Order of Fries: $___1.25_____ $___1.25_____ Cost Per Order of Fries: $___.25______ $___.25______ Gross Margin Per Order: $___1.00_____ $___1.00_____ Daily Lease Payment / Gross Margin = _____8______ _____10______ 8 or 10 orders of fries per day covers your daily lease payment! (Break Even) Actual Sales Per Day: _________ Actual Sales Per Day - Break Even = ___________ Orders of Profit Orders of Profit x Gross Margin = $___________ Profit Per Day Profit Per Day x 30 days = $___________ Profit Per Month Profit Per Month x 12 Months = $_____________ Profit Per Year
COST JUSTIFICATION PFC SERIES PFA SERIES Equipment Cost: $__ 5950__x.037 $__7500__x.037 36 Monthly Lease Payments: $__220.15____ $___277.50__ Daily Lease payment (monthly / 30): $___7.34_____ $___9.25_____ Selling Price Per Order of tenders: $___2.49_____ $___2.49_____ Cost Per Order of tenders: $___1.00______ $___1.00______ Gross Margin Per Order: $___1.49_____ $___1.49_____ Daily Lease Payment / Gross Margin = _____5______ _____7______ 5 or 7 orders of chicken tenders per day covers your daily lease payment! (Break Even) Actual Sales Per Day: _________ Actual Sales Per Day - Break Even = ___________ Orders of Profit Orders of Profit x Gross Margin = $___________ Profit Per Day Profit Per Day x 30 days = $___________ Profit Per Month Profit Per Month x 12 Months = $_____________ Profit Per Year
COST JUSTIFICATION PFC SERIES PFA SERIES Equipment Cost: $__ 5950__x.037 $__7500__x.037 36 Monthly Lease Payments: $__220.15____ $___277.50__ Daily Lease payment (monthly / 30): $___7.34_____ $___9.25_____ Selling Price Per Order of mozz sticks: $___2.49_____ $___2.49_____ Cost Per Order of mozz sticks: $___1.00______ $___1.00______ Gross Margin Per Order: $___1.49_____ $___1.49_____ Daily Lease Payment / Gross Margin = _____5______ _____7______ 5 or 7 orders of mozzarella stick per day covers your daily lease payment! (Break Even) Actual Sales Per Day: _________ Actual Sales Per Day - Break Even = ___________ Orders of Profit Orders of Profit x Gross Margin = $___________ Profit Per Day Profit Per Day x 30 days = $___________ Profit Per Month Profit Per Month x 12 Months = $_____________ Profit Per Year
COST JUSTIFICATION PFC SERIES PFA SERIES Equipment Cost: $__ 5950__x.037 $__7500__x.037 36 Monthly Lease Payments: $__220.15____ $___277.50__ Daily Lease payment (monthly / 30): $___7.34_____ $___9.25_____ Selling Price Per Order of onion rings: $___1.99_____ $___1.99_____ Cost Per Order of onion ring: $___.40______ $___.40______ Gross Margin Per Order: $___1.59_____ $___1.59_____ Daily Lease Payment / Gross Margin = _____5______ _____6______ 5 or 6 orders of onion rings per day covers your daily lease payment! (Break Even) Actual Sales Per Day: _________ Actual Sales Per Day - Break Even = ___________ Orders of Profit Orders of Profit x Gross Margin = $___________ Profit Per Day Profit Per Day x 30 days = $___________ Profit Per Month Profit Per Month x 12 Months = $_____________ Profit Per Year
Increase Margins/ Commission Selling monthly payment puts focus on payments / not equipment cost Selling at full retail earns greater commissions for food equipment reps
Close the Sale Faster Take credit app on 1st call - 1 call close Do not have to wait for bank to ok Pre-qualifies a customer
Generates Easier Repeat Sales No cash needed in future - upgrade lease often with no money needed (Wrap Lease) Reason to call back at lease end or lease end to intro new services ( Lease company should tell you everyone who is coming off lease, you should be tracking it also.
How to Start Offering Leasing Train Your Sales Force Market leasing to all Web site- hyperlink ( show my site Customized brochures ( see attached Accord brochure) Find right lease company - flex credit window - Joint marketing / telemarketing efforts with your lease company Quick Quote/Cost Justification Calculators Open House/Trade Show Support - demand it from your lease company Eliminate lease turnoffs pre- fund,cash discounts etc. Promote flexible financing - deferred, skips etc.
Relevant Lease Stats 80% of businesses lease equipment 30% of all equipment acquired is leased Existing growing businesses lease more frequently than new Leasing is frequently more cost effective
Cost Justification Tools Quick Quote Calculator Flexible Finance Programs
Flexible Finance Programs* Seasonal Payment Plan: Tailored for customers who experience fluctuating time periods of cash flow. Customer pays a contact payment of $25 during consecutive slow months while making larger payments during their busier season. Ideal for tourist-oriented businesses. 60-Day Deferred: Customer pays (1) security deposit upfront and first payment due in 60 days. 90-Day Deferred: Customer pays (1) security deposit upfront and has 90 days until first payment due. 6x $99.00 Program: The Customer pays 2 security deposits totaling $198.00. Their first 6 payments are $99.00 followed by 30, 42, or 54 payments. Step-Up Program: Helps ease the customer into the lease before the larger payments are due. A customer, for example, pays only $99 for first year of lease, then $199 for second year, followed by $299 for final year. $20.00 Security Deposit Program: This program finds the customer paying only a $20.00 security deposit upfront. First payment due in 30 days. *Business ownership of (2) or more years to qualify. Subject to credit approval.
Date: Sales Representative: Prepared Exclusively For: Lease Payment Options Equipment Cost: $5,800 10% BUYOUT 24 Mos. 36 Mos. 48 Mos. 60 Mos. Monthly Payment $275.51 $195.33 $155.42 $131.28 Daily Payment $9.08 $6.44 $5.12 $4.33 Hourly Payment $0.57 $0.40 $0.32 $0.27 # of French Fries 12.1 8.6 6.8 5.8 $1.00 BUYOUT 24 Mos. 36 Mos. 48 Mos. 60 Mos. Monthly Payment $296.70 $208.40 $164.84 $138.93 Daily Payment $9.78 $6.87 $5.43 $4.58 Hourly Payment $0.61 $0.43 $0.34 $0.29 # of French Fries 13.0 9.2 7.2 6.1 - Above rates are based on two monthly payments in advance. - Minimum $5,000 equipment lease -payments based on credit approval Benefits of Leasing - Conserves working capital - Preserves existing credit lines - Provides flexible payment programs - Covers all equipment costs - Year end tax savings 7 Days of Operation / Week: Hours of Operation / Day: 16 Legion Club Heather Farrell October 13, 2005
TheProcessofthe EquipmentLeaseCycle Step 1 You select the equipment from the equipment dealer of your choice. Step 2 Submit an equipment lease application by fax, e-mail, or online. If the dollar amount of the lease requires financial information, we will advise you of what is needed. Step 3 Accord Leasing reviews the credit information and/or financial information. Principals credit history; banks and trade references, the equipment and the equipment dealer are also reviewed. Step 4 When the lease is approved, Accord Leasing will notify the business owner and the equipment dealer of the terms and conditions of the approval. The average decision time for an application only lease is 24 hours. The variance comes from the response time of the bank and trade information of the business owner. If financial information is required the average decision time is two to three days. Step 5 The equipment dealer will provide Accord Leasing with an invoice or an order detailing the description of the equipment and the exact cost and sales tax if applicable. After we receive this information, we will generate the lease documents and overnight or email them to the business owner. Step 6 When Accord Leasing receives the signed documents from the business owner with the proper initial payments and/or security deposit, we will issue a purchase order to the equipment dealer for delivery of the equipment. Step 7 After the equipment is delivered and installed the business owner will be contacted by phone and asked to verbally verify the delivery and acceptance of the equipment. We will review the lease terms, and authorize payment to the equipment dealer. Once all terms and conditions of the approval are met, the equipment dealer will receive a check via overnight delivery.
HODCO Food Systems has processed leases through Accord for nearly six years and has found the company to be responsive to both HODCOs and our customers needs. In addition they have maintained extraordinary contact with us through the disbursement process, the most recent of which was within 24 hours of invoicing HODCO Food Systems Ronald G Stryker, President Dealing with Accord makes us feel fortunate because we are dealing with a company in which customer service is their main priority and not only that, but we do receive one on one customer service. We could not get over the fact that after equipment has been installed, we would receive funding immediately. Taylor Ultimate Services Yaskary Herrera Sales Administrator Just a note to thank you for providing lease financing for my customers. Since working with you, I have experienced a higher percentage of approvals without increasing the payments for my customers Advanced Cash Register Gary Bertram I highly recommend Accord and would be happy to accept any correspondence, written or by phone, to answer any questions you may have regarding them A&N Restaurant Equipment Albert J Toumazos, Owner Your resourcefulness in finding ways to obtain lease-financing for our customers has allowed us to place machines in their businesses which otherwise might not have been possible. My time, and that of the other staff at ABM, is more productive if we can concentrate on SELLING and not have to worry about obtaining lease financing for the sales we have already made. Once you get the application we arent bothered about answering time consuming questions or gathering financial information Advanced Brewing Machines John Graham VP In the time we have been dealing with Accord the benefits we have found are: they are very thorough in getting the required information, they are very detailed oriented, and Accord handles all of the contact with the customers. I myself like this because it frees me to do my business- Sell Western Freezers Joe Williams Food Service References In the past, I have dealt with other lease companies who have cost me sales because of not knowing my business or not dealing with problems properly. Accord always pays me promptly when the deal is complete. Accord has taken the extra step in satisfying me, my customer and my business Stokers Tenderex Farms, Inc Dan Patterson Jr. Owner/VP of Sales

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Perfect Fry Dealer Meeting 2005 Oct 13th updated (1)

  • 1. Leading With Leasing Perfect Fry Fall 2005 Dealer Sales Meeting How to sell more equipment at full retail price. Have your sales force offer lease options on every sales call.
  • 2. 6 Reasons to Offer Leasing 1. Cost justifies your equipment. 2. Increases your margins and sales rep commissions. 3. Closes the sale faster (one stop shopping). 4. Pre-qualifies your customer. 5. Makes it easier to generate repeat sales. 6. Flexible financing options overcomes procrastinating buyers.
  • 3. Why Dealers Do Not Offer leasing Negative lease experience Fear of alienating the customer Feel that leasing is too expensive Too much hassle
  • 4. Why Sales Reps do not offer leasing Do not feel knowledgeable enough Afraid of the interest rate question Feel leasing is only for bad credits Concerned it will postpone/delay the sale No incentive to offer it Employers do not promote leasing
  • 5. Pre-qualifying questions to ask How long have you owned your business? Are you the sole owner of the business? Have you leased any equipment before? Is there anything the lease company should know prior to pulling your credit? On a scale of 1 to 10 with 10 being the best, how would you rate your credit ? What do you know about equipment leasing ?
  • 6. Closes the Sale Faster One Stop Shopping Pre-qualifies your customer
  • 7. Cost Justification Break down lease payment to per day cost Monthly payment/days of operation Show profit per serving Daily payment/profit per serving = B/E $ 197/30= $ 7/day / 1.00 per fry/= 7 servings per day.
  • 8. COST JUSTIFICATION PFC SERIES PFA SERIES Equipment Cost: $__________x.037 $_________x.037 36 Monthly Lease Payments: $____________ $____________ Daily Lease payment (monthly / 30): $____________ $____________ Selling Price Per Order of Fries: $____________ $____________ Cost Per Order of Fries: $____________ $____________ Gross Margin Per Order: $____________ $____________ Daily Lease Payment / Gross Margin = ____________ ____________ ____ or ____ orders of fries per day covers your daily lease payment! (Break Even) Actual Sales Per Day: _________ Actual Sales Per Day - Break Even = ___________ Orders of Profit Orders of Profit x Gross Margin = $___________ Profit Per Day Profit Per Day x 30 days = $___________ Profit Per Month Profit Per Month x 12 Months = $_____________ Profit Per Year
  • 9. COST JUSTIFICATION PFC SERIES PFA SERIES Equipment Cost: $__ 5950__x.037 $__7500__x.037 36 Monthly Lease Payments: $__220.15____ $___277.50__ Daily Lease payment (monthly / 30): $___7.34_____ $___9.25_____ Selling Price Per Order of Fries: $___1.25_____ $___1.25_____ Cost Per Order of Fries: $___.25______ $___.25______ Gross Margin Per Order: $___1.00_____ $___1.00_____ Daily Lease Payment / Gross Margin = _____8______ _____10______ 8 or 10 orders of fries per day covers your daily lease payment! (Break Even) Actual Sales Per Day: _________ Actual Sales Per Day - Break Even = ___________ Orders of Profit Orders of Profit x Gross Margin = $___________ Profit Per Day Profit Per Day x 30 days = $___________ Profit Per Month Profit Per Month x 12 Months = $_____________ Profit Per Year
  • 10. COST JUSTIFICATION PFC SERIES PFA SERIES Equipment Cost: $__ 5950__x.037 $__7500__x.037 36 Monthly Lease Payments: $__220.15____ $___277.50__ Daily Lease payment (monthly / 30): $___7.34_____ $___9.25_____ Selling Price Per Order of tenders: $___2.49_____ $___2.49_____ Cost Per Order of tenders: $___1.00______ $___1.00______ Gross Margin Per Order: $___1.49_____ $___1.49_____ Daily Lease Payment / Gross Margin = _____5______ _____7______ 5 or 7 orders of chicken tenders per day covers your daily lease payment! (Break Even) Actual Sales Per Day: _________ Actual Sales Per Day - Break Even = ___________ Orders of Profit Orders of Profit x Gross Margin = $___________ Profit Per Day Profit Per Day x 30 days = $___________ Profit Per Month Profit Per Month x 12 Months = $_____________ Profit Per Year
  • 11. COST JUSTIFICATION PFC SERIES PFA SERIES Equipment Cost: $__ 5950__x.037 $__7500__x.037 36 Monthly Lease Payments: $__220.15____ $___277.50__ Daily Lease payment (monthly / 30): $___7.34_____ $___9.25_____ Selling Price Per Order of mozz sticks: $___2.49_____ $___2.49_____ Cost Per Order of mozz sticks: $___1.00______ $___1.00______ Gross Margin Per Order: $___1.49_____ $___1.49_____ Daily Lease Payment / Gross Margin = _____5______ _____7______ 5 or 7 orders of mozzarella stick per day covers your daily lease payment! (Break Even) Actual Sales Per Day: _________ Actual Sales Per Day - Break Even = ___________ Orders of Profit Orders of Profit x Gross Margin = $___________ Profit Per Day Profit Per Day x 30 days = $___________ Profit Per Month Profit Per Month x 12 Months = $_____________ Profit Per Year
  • 12. COST JUSTIFICATION PFC SERIES PFA SERIES Equipment Cost: $__ 5950__x.037 $__7500__x.037 36 Monthly Lease Payments: $__220.15____ $___277.50__ Daily Lease payment (monthly / 30): $___7.34_____ $___9.25_____ Selling Price Per Order of onion rings: $___1.99_____ $___1.99_____ Cost Per Order of onion ring: $___.40______ $___.40______ Gross Margin Per Order: $___1.59_____ $___1.59_____ Daily Lease Payment / Gross Margin = _____5______ _____6______ 5 or 6 orders of onion rings per day covers your daily lease payment! (Break Even) Actual Sales Per Day: _________ Actual Sales Per Day - Break Even = ___________ Orders of Profit Orders of Profit x Gross Margin = $___________ Profit Per Day Profit Per Day x 30 days = $___________ Profit Per Month Profit Per Month x 12 Months = $_____________ Profit Per Year
  • 13. Increase Margins/ Commission Selling monthly payment puts focus on payments / not equipment cost Selling at full retail earns greater commissions for food equipment reps
  • 14. Close the Sale Faster Take credit app on 1st call - 1 call close Do not have to wait for bank to ok Pre-qualifies a customer
  • 15. Generates Easier Repeat Sales No cash needed in future - upgrade lease often with no money needed (Wrap Lease) Reason to call back at lease end or lease end to intro new services ( Lease company should tell you everyone who is coming off lease, you should be tracking it also.
  • 16. How to Start Offering Leasing Train Your Sales Force Market leasing to all Web site- hyperlink ( show my site Customized brochures ( see attached Accord brochure) Find right lease company - flex credit window - Joint marketing / telemarketing efforts with your lease company Quick Quote/Cost Justification Calculators Open House/Trade Show Support - demand it from your lease company Eliminate lease turnoffs pre- fund,cash discounts etc. Promote flexible financing - deferred, skips etc.
  • 17. Relevant Lease Stats 80% of businesses lease equipment 30% of all equipment acquired is leased Existing growing businesses lease more frequently than new Leasing is frequently more cost effective
  • 18. Cost Justification Tools Quick Quote Calculator Flexible Finance Programs
  • 19. Flexible Finance Programs* Seasonal Payment Plan: Tailored for customers who experience fluctuating time periods of cash flow. Customer pays a contact payment of $25 during consecutive slow months while making larger payments during their busier season. Ideal for tourist-oriented businesses. 60-Day Deferred: Customer pays (1) security deposit upfront and first payment due in 60 days. 90-Day Deferred: Customer pays (1) security deposit upfront and has 90 days until first payment due. 6x $99.00 Program: The Customer pays 2 security deposits totaling $198.00. Their first 6 payments are $99.00 followed by 30, 42, or 54 payments. Step-Up Program: Helps ease the customer into the lease before the larger payments are due. A customer, for example, pays only $99 for first year of lease, then $199 for second year, followed by $299 for final year. $20.00 Security Deposit Program: This program finds the customer paying only a $20.00 security deposit upfront. First payment due in 30 days. *Business ownership of (2) or more years to qualify. Subject to credit approval.
  • 20. Date: Sales Representative: Prepared Exclusively For: Lease Payment Options Equipment Cost: $5,800 10% BUYOUT 24 Mos. 36 Mos. 48 Mos. 60 Mos. Monthly Payment $275.51 $195.33 $155.42 $131.28 Daily Payment $9.08 $6.44 $5.12 $4.33 Hourly Payment $0.57 $0.40 $0.32 $0.27 # of French Fries 12.1 8.6 6.8 5.8 $1.00 BUYOUT 24 Mos. 36 Mos. 48 Mos. 60 Mos. Monthly Payment $296.70 $208.40 $164.84 $138.93 Daily Payment $9.78 $6.87 $5.43 $4.58 Hourly Payment $0.61 $0.43 $0.34 $0.29 # of French Fries 13.0 9.2 7.2 6.1 - Above rates are based on two monthly payments in advance. - Minimum $5,000 equipment lease -payments based on credit approval Benefits of Leasing - Conserves working capital - Preserves existing credit lines - Provides flexible payment programs - Covers all equipment costs - Year end tax savings 7 Days of Operation / Week: Hours of Operation / Day: 16 Legion Club Heather Farrell October 13, 2005
  • 21. TheProcessofthe EquipmentLeaseCycle Step 1 You select the equipment from the equipment dealer of your choice. Step 2 Submit an equipment lease application by fax, e-mail, or online. If the dollar amount of the lease requires financial information, we will advise you of what is needed. Step 3 Accord Leasing reviews the credit information and/or financial information. Principals credit history; banks and trade references, the equipment and the equipment dealer are also reviewed. Step 4 When the lease is approved, Accord Leasing will notify the business owner and the equipment dealer of the terms and conditions of the approval. The average decision time for an application only lease is 24 hours. The variance comes from the response time of the bank and trade information of the business owner. If financial information is required the average decision time is two to three days. Step 5 The equipment dealer will provide Accord Leasing with an invoice or an order detailing the description of the equipment and the exact cost and sales tax if applicable. After we receive this information, we will generate the lease documents and overnight or email them to the business owner. Step 6 When Accord Leasing receives the signed documents from the business owner with the proper initial payments and/or security deposit, we will issue a purchase order to the equipment dealer for delivery of the equipment. Step 7 After the equipment is delivered and installed the business owner will be contacted by phone and asked to verbally verify the delivery and acceptance of the equipment. We will review the lease terms, and authorize payment to the equipment dealer. Once all terms and conditions of the approval are met, the equipment dealer will receive a check via overnight delivery.
  • 22. HODCO Food Systems has processed leases through Accord for nearly six years and has found the company to be responsive to both HODCOs and our customers needs. In addition they have maintained extraordinary contact with us through the disbursement process, the most recent of which was within 24 hours of invoicing HODCO Food Systems Ronald G Stryker, President Dealing with Accord makes us feel fortunate because we are dealing with a company in which customer service is their main priority and not only that, but we do receive one on one customer service. We could not get over the fact that after equipment has been installed, we would receive funding immediately. Taylor Ultimate Services Yaskary Herrera Sales Administrator Just a note to thank you for providing lease financing for my customers. Since working with you, I have experienced a higher percentage of approvals without increasing the payments for my customers Advanced Cash Register Gary Bertram I highly recommend Accord and would be happy to accept any correspondence, written or by phone, to answer any questions you may have regarding them A&N Restaurant Equipment Albert J Toumazos, Owner Your resourcefulness in finding ways to obtain lease-financing for our customers has allowed us to place machines in their businesses which otherwise might not have been possible. My time, and that of the other staff at ABM, is more productive if we can concentrate on SELLING and not have to worry about obtaining lease financing for the sales we have already made. Once you get the application we arent bothered about answering time consuming questions or gathering financial information Advanced Brewing Machines John Graham VP In the time we have been dealing with Accord the benefits we have found are: they are very thorough in getting the required information, they are very detailed oriented, and Accord handles all of the contact with the customers. I myself like this because it frees me to do my business- Sell Western Freezers Joe Williams Food Service References In the past, I have dealt with other lease companies who have cost me sales because of not knowing my business or not dealing with problems properly. Accord always pays me promptly when the deal is complete. Accord has taken the extra step in satisfying me, my customer and my business Stokers Tenderex Farms, Inc Dan Patterson Jr. Owner/VP of Sales