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CEOs Can Increase Cash Flow through Strategic Equipment Leasing

Equipment Leasing

Tom Williams

August 14, 2008

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Is your business model failing you in the current economic climate? Many small to medium-sized companies are struggling these days to get sufficient cash flow out of standard business models. A primary reason is that these models are not structured to keep wildly moving targets in their place. They do not take into adequate consideration:

•    the volatility of capital markets

•    unprecedented fuel and related transportation costs

•    a crumbled housing market

•    the current recession and inflation rates

Incorporating the following five strategies when leasing equipment can give you added leverage to free up cash flow when it’s needed most.

1)    Ensure The Best Terms By Assessing Your Company’s Needs

Seems simple, but forecasting the specific needs of your business is difficult enough when times are good.  A clear, conservative plan of what you will need and when will give equipment leasing firms a better fundamental understanding of your business, and allow you to command better terms. When considering capital acquisition, balance what your company needs to function operationally with what it must have to be competitive.

2)    Mitigate Risk By Being Up Front About Your Company’s Weaknesses

Communicating a firm understanding of your industry to potential lenders is extremely important. Perception is reality in the current market, and just because your business is considered to be in a challenged industry you are likely to have difficulty borrowing. Like it or not, banks and financial institutions might have your industry on a watch list -- or worse, a restricted list.

For instance, if you are CEO of a mortgage company or a transportation-intensive business such as package delivery, you are going to have a more difficult time borrowing than you did a year ago. 

Be prepared to directly address how your business has and has not been hindered by market conditions.  If you don’t, your lender will. There is nothing you can do about the lender’s perception of what is going on in your industry, but you can reassure them that you are well aware of your company’s position within the industry.

Be sure to come with all the necessary paperwork in hand. The cleaner and more transparent the documentation about your business, the easier it will be for you to get financing:

•    Get a free copy of your Dun & Bradstreet report.

•    Make sure the business report shows all the correct information including current officers.

•    Obtain free copies of credit bureaus’ reports of all stockholders who hold more than 25% of the stock of the company.

•    Take steps to remove anything negative on credit reports that shouldn’t be there.

•    Address any skeletons in the closet with personal credit or tax liens before you approach any lender. 

To risk calling on an overused expression, “You never get a second chance to make a first impression”.

3)    Document And Demonstrate Loss Mitigation

If you can show a potential lender a documented plan to reduce risk and prevent losses,  and demonstrate how you are successfully executing it, your chances of receiving sufficient financing increase significantly.

You may not be able to control the price of gas, but you can show what your company is doing to mitigate its losses.

4)    Rally Your Team To Access Untapped Ideas

You are the quarterback of your business. Get input from your team, and see what they think about the state of the business and the industry. Challenge them for revenue-driving and cost-cutting ideas. Tell them how they can support the company’s initiatives. The more involved your team members are in problem solving, and the more they know how their daily work activity contributes to the success of the company during hard times, the more likely you are to have what you need for a positive borrowing experience.

5)    Persist, Be Positive And Proactive, And Win

In a world of too much information, it is sometimes hard to stay positive and optimistic.  But CEOs are uniquely qualified in their resilience and creative problem-solving…in any economic cycle. Winners win and they find ways to continue to win. Success is the most rewarding in such challenging times as these.

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