Vendor Blog

"Analysis Paralysis: How information overload could be blocking sales" - Eclipx Commercial in AMT magazine

anthony.roberts@eclipx.com (Anthony Roberts) — Wed, 03 Oct 2018 03:51:01 GMT

Customers have more information than ever - and feel less able to make choices as a result, explains Anthony Roberts, Managing Director, Eclipx Commercial, in the August/September 2018 issue of Australian Manufacturing Technology magazine.

Ten tangible ways to help your sales force talk finance

anthony.roberts@eclipx.com (Anthony Roberts) — Tue, 02 Oct 2018 06:20:00 GMT

How to sell the benefits of asset finance to your customers and grow your business

If you are one of the 84% of businesses which don’t offer asset finance, chances are your business is not achieving its growth potential. In fact, small and medium sized businesses which offer asset finance report 80% higher forecast growth than businesses which don’t.

You’re missing out on sales - and you may not even know it

anthony.roberts@eclipx.com (Anthony Roberts) — Fri, 28 Sep 2018 06:19:00 GMT

Is your business growth as strong as it could be?

In our survey of 646 Australian SMEs with annual turnovers of A$5-100 million, we found that the average business is predicted to grow by 3.7% over the next year. Contrast that with 5.9%, the average figure for those businesses who, as equipment vendors, included financing options as part of their solution.

Increase sales by learning how to overcome the price hurdle

anthony.roberts@eclipx.com (Anthony Roberts) — Fri, 21 Sep 2018 06:18:00 GMT

Your client’s capital constraints may be stalling your sales growth

Your customers need the latest technology and equipment to grow their business, but the large capital outlays required can mean they miss out. If your sales team are telling you that sales are being lost due to clients’ inability to finance the equipment they need, there is a solution.

Adapt or business as usual? Challenges and opportunities in equipment finance

anthony.roberts@eclipx.com (Anthony Roberts) — Wed, 19 Sep 2018 06:18:00 GMT

In February this year I attended the 2017 Alta Group Equipment Leasing & Finance Industry Summit in the United States, a think tank discussing the future of equipment finance.

How tech resellers and channel partners can overcome 6 common customer challenges

Nicholas Coates — Tue, 28 Aug 2018 06:20:00 GMT

Six common customer objections and how asset finance can overcome them

If you sell IT equipment and software, your customers’ problems are your problems.

How to increase your sales volumes through vendor finance

anthony.roberts@eclipx.com (Anthony Roberts) — Mon, 27 Aug 2018 06:21:00 GMT

Integrate vendor financing into your sales strategy and reap the rewards

Vendor finance - the definition of a win-win

Sales and growth-focused companies understand that a well-structured, well-priced equipment leasing program lies at the heart of their competitive advantage. That’s why successful companies have been involved in financing discussions with their customers in order to facilitate the sales process almost as long as banks have been lending money for the same purpose.

You want to offer asset finance, but you’re not a finance expert: Top tips on choosing a partner who is

anthony.roberts@eclipx.com (Anthony Roberts) — Thu, 23 Aug 2018 06:14:00 GMT

Five things to think about before you choose a partner

Now you are convinced of the benefits of offering asset finance options as part of your sales process, the next big question is “who should provide that finance?”. You’re not a finance expert yourself – but the good news is, there’s no need to be. Your best bet is to partner with a reputable, professional finance provider with experience in your industry, and practical knowledge about the best options for your clients.

Thinking about managed solutions? Think about who you partner with

anthony.roberts@eclipx.com (Anthony Roberts) — Wed, 22 Aug 2018 06:18:00 GMT

Before you sign-up to partner with anyone, think about these five things

If you are an asset finance provider, chances are you are spending a lot of time thinking about your service offering. Is it enough anymore to simply provide customers with finance – or should I be trying to provide more? With US statistics showing managed solutions are on track to account for 22% or more of the total equipment leasing and finance industry volumes over the next 3 to 5 years, it’s a good question to be asking.

High tech to high touch. It’s not actually about the technology

anthony.roberts@eclipx.com (Anthony Roberts) — Wed, 15 Aug 2018 06:19:00 GMT

While you can read my overview of important insights from the 2017 Alta Group conference in my earlier post, “Adapt or Business as Usual? Challenges and opportunities in equipment finance”, one of the key themes occupying equipment finance providers globally was the impact of technology.