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November 30, 2009

The U.S. Economy’s $1 Trillion Question

Filed under: General — Tags: , — afp @ 5:37 pm

I wanted to share an article I read from the Wall Street Journal this morning which discusses the high cash reserves banks are holding right now and what could happen because of it.

There is a $1 trillion stash of cash idling in the banking system. It’s too big to ignore, and it’s a cause for concern.

In normal times, banks hold a bare minimum of funds in reserve to support their liabilities. But these bank reserves now exceed the U.S. Federal Reserve’s regulatory floor by $1 trillion. Before the credit crisis intensified in September last year, excess reserves—effectively cash banks hold above their regulatory requirements and usually hate holding—totaled just $2 billion.

The Fed’s extraordinary policies aimed at shoring up the economy and banking system are the reason excess reserves have ballooned. As the central bank prints money to buy, say, mortgage-backed securities, much of that extra cash ends up in the banking system, potentially as excess reserves.

So why do excess reserves create disquiet?

First, inflation hawks view them with distrust. In theory, these sleeping funds could be “activated” to support a huge volume of new loans, which in turn could fuel demand and inflation. True, the Fed can increase interest payments it makes on excess reserves, which would encourage banks to keep holding them and not activate new lending. But that works only if the Fed doesn’t wait too long to raise that rate.

For now, though, the inflation fears look overdone. Bank credit is actually falling, despite the excess reserves. That raises an opposing fear: That banks remain nervous, even after all that has been done to support them. They would rather cling to low-yielding cash than lend it.

“If they don’t make a loan, they can’t make a bad one,” says John Mason, associate professor at Penn State. And, he says, banks have plenty of reasons to remain cautious and liquid, such as looming commercial-real-estate losses and big debt maturities.

A third camp takes a laid-back view of excess reserves. At this early point after a recession, an increase in bank lending can hardly be expected, they say. As a result, it is misleading to link falling loan totals and high excess reserves to make a convincing case that bankers are paralyzed by uncertainty. The Fed’s special policies were always going to create cash that ended up in the banking sector, regardless of banks’ willingness to lend, they say.

But excess reserves have surely made banks feel safer, something backed up by history. The Fed’s moves to trim excess reserves in the late 1930s, by raising minimum requirements, arguably helped create another economic downturn. “The Fed apparently wasn’t aware that banks wanted to hold these reserves,” says Paul Kasriel, economist at Northern Trust. “The result was that banks started to cut lending.”

The current Fed has extra tools to avoid such mistakes, such as the ability to pay higher interest on excess reserves to keep them dormant if necessary. But if it waits too long, it risks getting behind the curve on inflation if the economy roars back.

Excess never looked less fun.

—Peter Eavis, Printed in The Wall Street Journal, page C10

November 25, 2009

Giving Thanks

Filed under: General — Tags: , — afp @ 3:59 pm

It is nearing the end of 2009 which has most of us reflecting on the events of 2009, trying to hit goals we’ve established for ourselves in 2009 and start thinking about what we want to accomplish in 2010.  As I look back on this year, I think of all of the challenges so many of us have faced and how much I’m looking forward to the economic growth and opportunities in 2010.  Although this has been the most challenging year many of us have ever experienced, life is what you make of it and I want to take this time to express my sincere gratitude to our customers, vendors, industry friends and everyone I’ve had the opportunity to build a relationship with.  Thanksgiving is a great time to think of all of the things we are thankful for:  family, friends, health, home, freedom, dreams…  Every day is a gift and despite the difficulties many of us faced in 2009, Thanksgiving is a time to cherish with family and friends and really focus on the memories with loved ones.  Happy Thanksgiving.

November 24, 2009

Tips to reestablish credit

Filed under: Credit tips — Tags: , , — afp @ 2:56 pm

There are a number of ways to reestablish credit, some good and some that simply take too long and are not very effective.  I will address some of the most common methods, noting both the positive and negative aspects of each.

Secured credit cards: This method is both costly and time consuming. Keep in mind that all types of credit are “rated” differently and this is one of the lowest rated types of credit and the time frame it takes to develop a “history” for the account makes for a long process of improving your credit. 

Department store credit cards:  This type of credit is usually easy to qualify for as their guidelines are usually less strict than for other types of credit.  With that said, keep in mind that again, they are rated lower then other types of credit and it takes a long time to develop a “history” for the account and is thus a time inhibited approach to quickly increase your credit history while improving your score.

Find someone to cosign for you:  This is one of the better choices to quickly and effectively increase your credit score.  It does require that you have a close friend or relative that has trust in you and good credit at the same time.  It also goes without saying that you must meet your financial obligations and not default as the creditor will then go after both parties for full payment and could potentially hurt both of your credit ratings.

There are a couple of points to keep in mind while utilizing any of these techniques.   Make sure that the company you are working with regularly reports to the three major Credit Reporting Agencies: Experian, Equifax and TransUnion.  Also, keep the balances on any of these accounts to a minimum.  A high “Debt to Credit Ratio” (balances divided by the credit limits) is a very large factor in the algorithm that is used to calculate your credit score…the higher the ratio the more negatively it will affect your score!

November 23, 2009

Setting Goals for 2010

Filed under: General — Tags: , — afp @ 12:50 pm

2010 is right around the corner and many businesses have started planning for 2010.  Setting goals for your business in 2010 is an important prerequisite for making sure you hit the numbers you want to hit.  There are a number of aspects which need to be considered when you set your goals.  If you spend a good amount of time on your goal setting, it will help you focus and lead you to success.  Here are some tips as you are setting your goals:

  1. Avoid vagueness and be precise.  Make sure your goal can be measured.  “To be successful” is too vague of a goal and can’t be measured.  Examples of precise and measurable goals would be “Make 15 cold calls and 15 current customer calls a day” or “Attend one tradeshow a quarter.”
  2. Set realistic goals.  If you typically manufacturer 5 signs a month, setting a goal to manufacturer 15 signs a month may not be realistic.  You want to make sure your goals aren’t easy either.  The bigger the goal, the more likely you are to achieve it.
  3. Set timeliness. If you do not set a schedule for your goal, you will lessen your chance for success. For example, if one wishes to lose 25 pounds, he or she needs to determine how long it will take to achieve that weight loss goal successfully with determination. Having deadlines will help the person avoid laziness and thus delays, or even failure. With a timeliness or a schedule, a person will be more motivated to achieve deadlines and as a result, better his or her chance to achieve goals successfully.  Remember that deadlines can be flexible. Life changes and so do goals. Never be afraid to adjust the timeframe for a goal. What’s important is to keep moving forward.
  4. Make Goal Setting a Routine.  Track your goals regularly. Look at your goals everyday!  Your goal setting plan should include a tracking system. To determine whether you are moving in the right direction towards your goal, you must review your progress regularly. For example, if you want to earn three thousand dollars in a month, you should track your progress weekly to ensure you will achieve your goal successfully on time.  Reading and re-writing goals are two very effective visual aids, which are an effective way to program your brain. 

A popular Harvard Business School study once found that only 3% of the population records their goals in writing. Another 14% have goals but don’t write them down, whereas 83% do not even have clearly defined goals. More interesting is that this 3% earned an astounding ten times that of the 83% group!   So get started setting your goals for 2010 right now… and good luck!

November 20, 2009

Dealing With An Angry Customer

Filed under: General — Tags: — afp @ 2:48 pm

Dealing with angry people in our society is becoming increasingly challenging.  Some days, it seems anger surrounds us at home, in the workplace, on the roadways, and at sporting events.  Anger is a normal emotion that humans can experience.  It is easy to get caught up in an escalating spiral of angry exchanges which usually upsets everyone and does nothing to improve communication or solve the problem at hand.  We’ve all had to deal with an angry customer in the past.   Here are some suggestions in dealing with an angry person: 

1)                  Stay calm.

2)                  Listen to the angry person and do not interrupt.  Someone who is angry often has a difficult time listening and hearing what another person has to say.  Talking will only make them feel angrier. They have built up frustration that they want to get out; let them vent.  By listening to the angry person you are allowing them to release their frustration.  You can show that you are listening by having eye contact, keeping your mouth closed and nodding in a yes gesture to show that you hear what you they are saying .  By listening you may get the other person to calm down.  If you work primarily over the phone, I find it is sometimes easier to mute my phone so I don’t have the opportunity to talk while someone is venting their frustrations.   

3)                  Empathize.  Explain why things are the way they are. If your company has a rule or policy that you can not overturn or your customer is just being unreasonable explain why their request can not be met at this time. Now is a good time to say something like “I will let senior management know that this policy is causing problems for you right away.” You are not telling them anything will change but you are letting them know your company wants their business and does care how they feel.

4)                  Help the angry person come up with solutions. After they have released some anger ask the person what would be some solutions to their problem.  It’s not always easy to detect the intensity of the angry problem the person has.  You could kind of tell if their body seems calm and they have stopping for a moment in being angry.  Depending on how much they have calmed down after releasing some anger you may be able to help them come up with solutions to what is making them feel angry.  A safe approach is let them brainstorm solutions that way you will avoid coming up with an idea that will trigger their anger again.

5)                  When all else fails, just leave on good terms.  Make sure that you remain professional.  If need be advise your customer that you are sorry that they are unhappy and you were not able to meet their demands and sincerely tell them you hope their day gets better.  Leave things on a positive note from your end regardless of how the customer is behaving.  Later when they have had a chance to cool off and think reasonably they will remember that and be thankful.

Staying calm has helped me keep a customer, but I have also lost a few.  There is no way to make sure you keep all customers, and some you may not even want to keep, but just remember to handle yourself in a professional manner as getting angry back doesn’t do anyone any good.

November 18, 2009

Term Sheets and Commitment Checks

Filed under: Leasing tips — Tags: , , — afp @ 3:52 pm

What are term sheets?  Per Wikipedia, the free encyclopedia, a term sheet is a bullet point document outlining the material terms and conditions of a business agreement.  It then guides the final terms of the agreement.  Terms sheets are preliminary, non-binding documents, meant to record two or more parties’ intentions to enter into a future agreement based on specified (but incomplete or preliminary) terms. 

Term sheets are a legitimate business practice and used on a regular basis in the leasing industry.  Most companies use them in a positive manner to protect themselves and the customer, but there are some companies who use this as a money making scheme so it is important for customers to ask questions and read the term sheets.   First, know who you are doing business with.  If you have any questions, check the BBB on the company and you can also cross-reference leasing companies in a popular leasing website called www.leasingnews.org.  If a company has had a lot of complaints filed against it, their name could be found on this website.  Businesses who use term sheets in a positive manner use them to help improve their efficiencies; no one wants to work on a lease transaction if the terms that can be provided aren’t going to work for the customer.  That just wastes everyone’s time.  For example, our company uses term sheets so the customer is clear on what we believe we can offer them on their lease and make sure they will accept the approval and fund the lease with us if we obtain that approval.  We ask for a minimal upfront fee that will apply to the customer’s upfront costs once the lease closes.  If the customer agrees to the terms and we finalize the approval for them and they do not move forward with the lease for whatever reason, we will keep that minimal upfront fee (typically $150 to $350) for our processing expenses.  If we can not provide an approval based on the terms of our term sheet, we will refund the customer their money.  The commitment check doesn’t simply help cover our expenses, but more importantly helps us make sure we are only working with customers who want to move forward with the lease allowing us to maintain acceptable ratios with our bank relationships.  Companies who do not collect term sheets or commitment checks could submit 10 deals to a bank and not close one of them.  That is not only incredibly inefficient for the company but also for the bank.  The bank may sever their relationship with companies who have poor approval and funding ratios.  All companies are looking for ways to make their business process flow more efficiently and banks and leasing companies are no exception.

I mentioned above that some companies use term sheet and commitment fees in a negative manner.  When you are asked to provide money upfront, first make sure the amount sounds fair.  Also find out what happens to that money if the company does not provide an approval for you and make sure you have that in writing.  I have had too many calls from customers who couldn’t get their money back from companies even though they couldn’t offer an approval to the terms they had agreed upon.  Again, know who you are doing business with.  The leasing industry is a very small, tight-knit group and if you have any questions about the leasing company you are working with, call 3 to 5 other leasing companies and ask for referrals on the company you are looking to work with.  There are many good leasing companies out there to work with and I would be happy to give a good reference to all of the good companies I know in the industry.

If your company decides to lease equipment and is asked to sign a term sheet and send a commitment check, just make sure you know how that money is handled depending on the outcome of the credit decision and that this is clearly documented in writing.  Happy Leasing!

November 17, 2009

What is Interim Rent?

Interim rent is a common fee applied to lease contracts along with other types of loans and financing obligations.  Interim rent is the rent you pay for daily use of equipment between the equipment acceptance and lease start dates.  For example, let’s say you accept a lease on November 2nd with the first bill date being the 15th and your monthly payment is $700 a month.  The bank will take the number of days between the 2nd and 15th and prorate your monthly payment by 13 days to calculate your interim rent fee.  So the bank will take 13 days divided by 30 days in the month and multiply that by $700 to get $303.33.  Your interim rent fee on this lease would be $303.33 which would cover November 2nd through 15th and your first payment would be due December 15th.  Interim rent does not count as a payment, it is simply an additional fee charged by the bank.  The rationale for interim rent is that you have use of the equipment and the bank is obligated to pay the equipment vendor during this period.  While the rationale is not unreasonable, interim rent can balloon lease pricing by arbitrarily extending the term of the lease (usually by only a few days).  The best approach is to schedule equipment delivery and acceptance as close to the monthly due date as possible.  Ask your leasing professional what due date your lease will have so you can schedule your equipment delivery and acceptance date as close to the due date as possible thereby reducing your interim rent payment.  Some companies do not charge interim rent at all and others will try to charge an exorbitant amount of interim rent such as 20-25 days, so make sure you read your contract and understand what your obligations are before signing the lease.  You can slash lease costs significantly by limiting interim rent.

November 16, 2009

Are Your Passwords Too Weak?

Filed under: General — Tags: , , — afp @ 10:55 am

I read an article by Michael Fitzgerald in Inc magazine last week about making sure your passwords were secure on your computer.  Companies such as Twitter have been hacked into because their employee’s passwords were not strong enough.  Here are some tips to make sure you have strong passwords to hopefully prevent you or your business from being hacked into.

Many people use very simple passwords:  Two of the most commonly used are password and password1.  Others tend to choose easy-to-remember words or dates.  These weak passwords are no match for a dictionary attack (a program that guesses passwords by systematically trying every word in the dictionary), say security experts.  Automated password-cracking tools can check more than a million password variations in 28 hours.  Passwords composed of random strings of uppercase and lowercase letters, numbers, and punctuation, such as J<m$b7ua!43, can usually withstand an attack, but those are tough to remember.

Fortunately, there are some ways to create strong, memorable passwords.

  1. Two words connected by a number.
  2. Using a full sentence, such as Carrie Radloff was married in 1999 (or use the first letter in each of the words to create the password such as CRwmi1999.) 
  3. A line from a song or a nursery rhyme.
  4. Pick a pattern on your keyboard, like a triangle formed by c, 6, and n keys.  Enter them twice, once in lowercase, once in uppercase.

There are programs available to store your passwords securely such as Password Safe, RoboForm and Mitto so you only have to remember the one password to get into this program.  If you are a business owner, there are also software programs available to make sure your employees are using strong passwords. 

If this sounds like too much for you, you can always use the old option of writing your passwords on a sheet of paper and storing it in a safe place (not under your keyboard).   Hackers are less likely to break into a locked desk drawer.

November 13, 2009

Life is not how you survive the storm, but how you dance in the rain

Filed under: General — Tags: , — afp @ 3:07 pm

Difficult times have helped me to understand better than before, how infinitely rich and beautiful life is in every way, and that so many things that one goes worrying about are of no importance whatsoever…– Isak Dinesen

Every single one of us has been affected by the recession in one way or another; whether directly or indirectly.   I always remember what my parents and grandparents taught me about what was really important in life.  A friend forwarded me this article today and I wanted to share it as a bit of inspiration.  These tough times will pass and what really matters is how we handle ourselves getting through them.

“To celebrate growing older, I once wrote the 45 lessons life taught me. “  Written By:  Regina Brett
1. Life isn’t fair, but it’s still good.
2. When in doubt, just take the next small step.
3. Life is too short to waste time hating anyone.
4. Your job won’t take care of you when you are sick..  Your friends and parents will.. Stay in touch..
5. Pay off your credit cards every month.
6. You don’t have to win every argument. Agree to disagree.
7. Cry with someone. It’s more healing than crying alone.
8. It’s OK to get angry with God. He can take it.
9. Save for retirement starting with your first paycheck.
10. When it comes to chocolate, resistance is futile.
11. Make peace with your past so it won’t screw up the present.
12. It’s OK to let your children see you cry.
13. Don’t compare your life to others. You have no idea what their journey is all about.
14. If a relationship has to be a secret, you shouldn’t be in it.
15. Everything can change in the blink of an eye. But don’t worry; God never blinks.
16. Take a deep breath. It calms the mind.
17. Get rid of anything that isn’t useful, beautiful or joyful.
18. Whatever doesn’t kill you really does make you stronger.
19. It’s never too late to have a happy childhood. But the second one is up to you and no one else.
20. When it comes to going after what you love in life, don’t take no for an answer.
21. Burn the candles, use the nice sheets, wear the fancy lingerie.  Don’t save it for a special occasion. Today is special.
22. Over prepare, then go with the flow.
23. Be eccentric now. Don’t wait for old age to wear purple.
24. The most important sex organ is the brain.
25. No one is in charge of your happiness but you.
26.. Frame every so-called disaster with these words ‘In fiveyears, will this matter?’
27. Always choose life.
28. Forgive everyone for everything.
29. What other people think of you is none of your business.
30. Time heals almost everything. Give time time.
31. However good or bad a situation is, it will change.
32. Don’t take yourself so seriously. No one else does.
33. Believe in miracles.
34. God loves you because of who God is, not because of anything you did or didn’t do.
35. Don’t audit life.. Show up and make the most of it now.
36. Growing old beats the alternative — dying young.
37. Your children get only one childhood.
38. All that truly matters in the end is that you loved.
39. Get outside every day. Miracles are waiting everywhere.
40. If we all threw our problems in a pile and saw everyone else’s, we’d grab ours back.
41. Envy is a waste of time. You already have all you need.
42. The best is yet to come….
43. No matter how you feel, get up, dress up and show up.
44. Yield.
45. Life isn’t tied with a bow, but it’s still a gift.”

November 12, 2009

Turn to Leasing as Lending Guidelines Tighten

Filed under: Leasing tips — Tags: , — afp @ 5:48 pm

I read an article this morning from www.creditcollectionsworld.com that I wanted to share:

U.S. banks continued to tighten standards and terms over the past three months on all major types of loans to individuals or households during the third quarter, according to a senior loan officer opinion survey on bank lending practices released by the Federal Reserve. The percentage of banks that tightened standards and terms for most loan categories, however, continued to decline from the peaks reached late last year.

Some 15% of survey respondents reported tightening standards for credit card loans to individuals or households, down from the 35% that reported doing so in the previous quarter’s survey and the smallest net percentage reported since April 2008. Between 30% and 40% of banks continued to report tightening various terms and conditions on credit card loans, including credit limits, interest rate spreads, minimum required credit scores and their willingness to grant loans to customers who do not meet credit-scoring thresholds.

Approximately 15% of banks, on net, reported having tightened standards on consumer loans other than credit card loans during the third quarter, down from the 35% that reported having done so in the previous quarter and the smallest net percentage of tightening recorded since January 2008. With the exception of interest rate spreads, which nearly 35% of banks reported having widened, reports of tighter terms on other consumer loans were also less prevalent. For consumer loans of all types, 25% of banks reported weaker demand, roughly the same as in the previous quarter.

Approximately 25 % of banks, on net, reported that they had tightened standards on prime residential real estate loans over the past three months, which is slightly higher than during the second quarter, but is still significantly below the peak of 75% that was reported in July of last year.

For the third consecutive quarter, banks reported that demand for prime residential real estate loans strengthened. Some 30% of banks reported tightening standards on nontraditional mortgage loans, which represents a decline of about 15 percentage points from the previous quarter.

This article focuses on consumer lending, but commercial lending guidelines are following the same trends.  Leasing is an even more important option to business owners today who need to acquire equipment for their businesses.  Leasing has seen tightened guidelines as well, but is still offering lease approvals to many business owners who have been turned away by their local banks.  Leasing has many benefits to it including lower down payments, only the equipment as collateral, no blanket liens on your business, and faster turnaround time just to name a few.   Leasing has become even more popular in the past few months as banks continue to tighten their standards.  Leasing equipment is a quick and simple process that, if done correctly, can have an extremely positive impact on your business. It’s a great way to grow your business without significantly impacting your cash flow.

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