GSG Journal

Whether You Are in Sales or Not, Small Talk is Good FORM

Posted by JP Nicoletta on Nov 16, 2016 10:30:00 AM

Conferences, networking events, sales calls and business meetings (in and out of the office) all require a level of “icebreaking” that comes in the form of small talk. It doesn’t matter if you are in sales or not, some people love it and others hate it. This type of conversation is an important element of our culture, and is a first step to creating deeper relationships with the people we interact with.

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Topics: leasing, strategy, personal development, growth, tips, network, small talk, holidays, engaged learning, learning

Managing Distractions Playbook

Posted by Robert Kimmich on Nov 10, 2016 10:30:00 AM

Distraction impairs productivity. The experience is so common that most employees prefer workplaces that minimize distraction. One June 2016 study by Oxford Economics found that employees worldwide rated ‘the ability to focus and work without interruptions’ as most important in their work environment. However, some obvious sources of distraction, like smartphones and open offices, are increasingly popular. Respondents of the same study rated having the space to collaborate, and being able to use their devices everywhere as the next most important. (Subsidized food was near the bottom of the list, which I personally find shocking). The study suggests that open offices, Wi-Fi and smartphones are both a priority and a liability. It follows that effectively managing these collaborative opportunities is key to productivity, quality of work, and employee morale. 

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Topics: Personal Productivity, leasing, strategy, How-to, tips, distractions, managing

Millennials

Posted by Gabriella Cafaro on Nov 1, 2016 10:32:26 AM

This past September, a few members of the GSG Financial team went to the ELFA Emerging Talent Advisory Council’s (ETAC) meet and greet. The session included a panel of veterans from the leasing industry representing different aspects of the business. The topic of conversation was how to communicate with millennials, and how to get the next generation interested in leasing. There was a representative from a bank, a small finance company, and a large finance company. The panel was very well versed in millennial relations, and how to communicate and relate to the successors of the financing industry.

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Topics: leasing, personal development, ELFA, growth, millennials, engaged learning, ETAC

Putting the RIGHT Proposal in Front of your Prospect

Posted by James Brown on Oct 5, 2016 10:30:00 AM

All good equipment salespeople become experts on the products that they sell. They take the time to understand how their product works and what it can do.  They know the specifications, applications, capabilities, speed, integration and every other facet of the solution. They can rattle off the key points of the solution from memory, and take pride in understanding how it can benefit their customers. When a potential sale is identified, sales professionals invest significant time in moving to the next step. From initial call, to needs analysis, and on to a demonstration and possibly a trial in the customer’s environment, a very precious commodity, sales time, is used.

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Topics: leasing, strategy, service, solutions, leasing benefits, tips, sales tool, sales, end of lease, proposal

Major Accounts

Posted by Jessica Geltzeiler on Sep 22, 2016 10:39:20 AM

GSG has an extremely diversified customer portfolio which includes customers of all sizes- from mom-and-pop shops to large universities. At GSG our foremost core value is to put Customers first, there are certain customers however that we have built an exceptionally strong relationship with, who we like to refer to as Major Accounts. A Major Account customer has a particular profile – it is a customer who sends in recurring equipment lease requests. In order to accommodate the influx of schedule requests, GSG utilizes a process for Major Accounts unlike other “one-off” schedules. This process is flexible and is adapted to fit the needs of each individual account, but the core of this process is relatively standard.

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Topics: leasing, personalized, documents, customer-driven, lessee, flexible solutions, teamwork, major accounts, relationships

Managed Services, Bundled Payments, Usage Models, Oh My!

Posted by Andrew Bender on Aug 17, 2016 10:30:00 AM

Dialogue in the equipment finance industry is heating up on the topic of managed services, bundled payments and financing agreements tied to usage models. Some people call them consumption agreements, cost per use or managed solutions. 

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Topics: leasing, ELFA, bundled payments, payment options, asset management, managed solutions, managed services, usage models, ELFF

Benefits to Using Electronic Documents

Posted by Katharine Harris on Jul 14, 2016 10:46:20 AM

After prospecting, selling, negotiating and closing a deal with your customer, the easy part should be getting their John Handcock on the lease contract. Unfortunately, legal technicalities and simple mistakes have a way of bogging down the process at the most pivotal moment. Seemingly innocent signing or dating errors can send you back to your (now frustrated) customer to have the forms recompleted. But short of craning over the lease package as each party signs, how can you make sure the job is done correctly? The questions may keep you awake at night:

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Topics: leasing, strategy, documents, process, Documentation, simplicity, flexible, electronic

How to Maximize ROI at Trade Shows

Posted by Lindsay Kirzner on Jul 7, 2016 10:30:00 AM

Every year companies look forward to trade shows specific to their industry. It’s a time to strengthen current relationships, network for potential new business, and learn about upcoming trends. While these gatherings give your company the opportunity to market its name, the costs of attending any show can challenge the potential return on investment. Whether you’re attending or exhibiting an industry show, here are a few things to consider to ensure your experience is a successful one.

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Topics: leasing, strategy, plan, exhibit, industry, ROI, trade shows, budgeting, network

Advice for Lessees on New Lease Accounting Rules

Posted by Robert Russo on Jun 22, 2016 10:00:00 AM

This year, the Financial Standards Accounting Board (FASB) has issued the final standards on lease accounting (ASU-2016-02).  The biggest change is in how operating leases will be accounted for. In the past, operating leases appeared as a table of future payments in the company’s financial statement footnotes. Under the new guidelines, these operating leases will appear on the balance sheet as non-debt liabilities. The rules on whether to classify a contract as an operating lease or a finance lease are still the same. These rules will be implemented retroactively, so existing operating leases will need to be capitalized in the financials. 

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Topics: leasing, strategy, accounting, lessee, accounting standard, plan, prepare, review

Transaction Life Cycles

Posted by Paul Christensen on Jun 8, 2016 10:00:00 AM

All transactions, whether business or personal, have life cycles. Some are long some are short, some are fun and some are not. However in this writer’s opinion, each has phases that they go through from start to finish. I like to call this “The Six Phases of a Deal”.

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Topics: leasing, strategy, Documentation, Life Cycle, Transactions, Negotiation, Analysis

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