Increase sales and your bottom line
Learn how American Capital Group's vendor division
can help your business by offering leasing and financing solutions for your potential clients
Reasons Why Vendors Don't Use Financing As Much as They Should
  1. “Our customers don’t ask for leasing, and we don’t quote leasing unless the customer asks for it.”
    Answer: Don’t assume that customers will pay the purchase price just because they don’t ask for financing. Many customers, for whom a low monthly payment will make the critical difference, just won’t ask about leasing…you have to suggest the idea. Once you do, they’ll be more likely to go ahead with the purchase because you’ve made your product more affordable.
  2. “If my customers need financing, they usually find it on their own.”
    Answer: If the customer walks out the door, he or she may never come back. If they have to search for financing, they have more time to change their mind, or, worse yet, seek a competitor of yours that does offer leasing. You want to close the sale while the customer is in front of you.
  3. “I am not familiar with leasing.”
    Answer: You won’t be, because all you need to do is introduce us to the customer and we do all the work. If the customer asks you something about which you are unsure, just say, “I’m going to let you talk directly to our lease professional at American Capital Group. He’ll be able to answer all your questions and tailor a lease to meet your specific needs. ”We will be sure to give him the same good advice to talk to you when he asks us a technical question about your equipment.
  4. “The rates are too high!”
    Answer: Your customer is not as rate sensitive as you think. Most will be happy as long as the monthly lease payment is within their budget. Our competitive rates and our two to five year lease plans allow us to precisely tailor the monthly lease payment to your prospect’s budget.
  5. “Leasing does not cover all software or other soft costs, such as installation, training, delivery and maintenance.”
    Answer: While that may be true of many companies, American Capital Group has implemented innovative programs that pick up nearly allsoft costs. Our leases are all-inclusive, and cover all of the ancillary costs of your package deal.
  6. “If you reject the application, the customer will be angry with me.”
    Answer: We are not afraid to take credit risks, and we do approve a substantial amount of leases. In those instances where we have to say no, please be assured that we are professionals who know how to inform your customer with tact and class, so as to keep his or her goodwill and maintain your positive relationship.
  7. “I don’t want to ask our customers for sensitive credit information.”
    Answer: American Capital Group does all of the work. Introduce us to the customer and we handle everything from the application, to getting financials (if needed), to getting the documents signed along with the check and finally to promptly funding you, the vendor.
  8. “We don’t want to get bogged down with extra paperwork.”
    Answer: When you arrange leasing for your customers through American Capital Group, we handle all of the paperwork---freeing your time for more productive tasks and more selling.
  9. “Leasing takes too long and we don’t want to risk losing business due to delay.”
    Answer: At American Capital Group, we make credit decisions fast---as soon as one hour after receiving your customer’s completed application in any instances. We also pay your invoice quickly---usually within 24-48 hours of funding---via overnight delivery.
  10. “We sell mainly to big companies who do not need financing!”
    Answer: Most big companies are cash strong but often lease to take advantage of the large write-off. 70% of Fortune 500 companies utilize leasing to free up cash for profit-making expenditures and to improve financials. Additionally, the person wanting the equipment may not have the authority to make a large purchase without having it subject to review by various committees and home office directors. With leasing, he or she can convert the large purchase to a small monthly expenditure which falls within his own operation budget.
  11. “We already have a leasing company.”
    Answer: Most companies have more than one leasing company that they work with in order to utilize more than one source of funds. It’s beneficial to have more than one company working with you to fill every customer’s different needs. In addition, American Capital Group offers numerous programs that our competitors do not.
  12. “We offer leasing, but our customers never go with that option.”
    Answer: Your customers aren’t always familiar with leasing. American Capital Group will provide all sales reps with key information to allow the customer to make the best decision for their business. Most of the time, they’re just unaware of all the benefits that leasing affords.

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