ELFA - Equipment Leasing and Finance Association - Equipping Business for Success

Captive and Vendor Finance Best Practices Roundtable

June 17, 2021
Virtual Event

Captive and Vendor Finance Best Practices Roundtable

June 17, 2021
Virtual Event

Captive and Vendor Finance Best Practices Roundtable

June 17, 2021

Virtual Event



Captive and Vendor Finance Best Practices Roundtable (virtual)      
Consumption-Based Leasing - One Creative Way to Recover and Thrive in a Post-Pandemic World

The Captive and Vendor Finance Best Practices Roundtable will focus on what is evolving in consumption-based leasing and how to position your business to win as you recover from the pandemic. Consumption, or usage, models (versus time-based payment programs) have become more prominent across various asset classes over the past 8 years.

As a consequence of business disruptions due to the pandemic, end users of assets are even more interested in these pay-per-use types of models as a means to provide increased protection during economic downturns and disruptions. Even with thin finance margins, a consumption offer could still make sense.  A Gartner report finds that by 2022, 15% of new deployments of on-premises computing will involve pay-per-use pricing, up from less than 1% in 2019, and that by 2024, 5.6% of x86 server spending will be consumed via consumption-based pricing delivery methods.  

Topics covered include:
Pricing/Margin Implications
Balance Sheet/Revenue Recognition
Risk Mitigation (e.g., consumption risk, performance risk)
Contract Administrations (e.g., usage metering, multi-provider services)
Sales Considerations (e.gl, primary relationships, compensation)

There is no cost to attend this year's virtual Captive and Vendor Finance Best Practices Roundtable, but spaces are limited.

WHO SHOULD ATTEND?
The roundtable is open to senior executives of ELFA member captive and vendor finance companies.  
       

Registration Fees

Price Description Amount
Committee member $0.00
Member $0.00

View cancellation and other policies

 
Consumption-Based Leasing - One Creative Way to Recover and Thrive in a Post-Pandemic World  
 
Agenda      
       
1:00-1:10pm Welcome and Introduction
Jayma Sandquist, Commitee Chair
Chief Marketing Officer, SVP JDF US & CA
John Deere Financial

1:10-1:55pm Consumption Based Leasing
     
One Creative Way to Recover and Thrive in a Post-Pandemic World      
 
Topics covered include:
Pricing/ Margin Implications
Balance Sheet/Revenue Recognition
Risk Mitigation (e.g. Consumption Risk, Performance Risk)
Contract Administrations (e.g. Usage Metering, MultiProvider services)
Sales Considerations (e.g. Primary Relationships, Compensation)

Moderator:
SCOTT A. THACKER
CEO Ivory Consulting Corporation
Chairman of the Board of Trustees Equipment Leasing and Finance Foundation
Founding Chair, ELFA Equality

Panelists:
JAMES CRESS
Vice President and General Manager
Stryker Flex Financial

DIANE CROESSMANN
Director
The Alta Group

VINCE MOLLICA
Managing Director, Equipment Finance
CIT

LARRY SCHERZER
Director, Strategy and Payment Solutions Team
Cisco Capital

2:00-2:30pm Consumption Based Models Discussion
Continue the discussion with your colleagues to review key points and strategies and how you can apply these strategies in your business.

2:35-2:55pm Table Reports and Discussion
We will regroup for a share-back discussion to capture the breakout takeaways that you can apply in your business.

2:55-3:00pm  Wrap up      
 
 
     

Available Functions

  Women in Leasing Reception

Speakers

Jon Biorkman

Head, BMO Equipment Finance
BMO



Jon Biorkman

Head, BMO Equipment Finance
BMO



Jon Biorkman

Head, BMO Equipment Finance
BMO



James Cress

Vice President & General Manager
Stryker Flex Financial


James is the Vice President and General Manager of Stryker’s captive finance arm, Flex Financial. He joined the company in 2008 and is responsible for delivering financial solutions that make it easier for Stryker’s customers to reach their clinical and financial goals. Previously, James was Senior Vice President and Vendor Business Unit Director for eight years at National City Commercial Capital and he spent several years as a Vice President in Small Business Banking at US Bank.

James has been an active member of ELFA since 2000 and has served as a Director on its board. He is currently serving as Vice Chair and is the current board liaison to the Emerging Talent Advisory Committee. He has previously served as LeasePAC Chair, regularly attends Capitol Connections, and has been a member of the Captive and Vendor Finance Business Council Steering Committee, Women’s Council, and provided ELFA Guest Lectures at Michigan State University.

James holds a bachelor’s degree in economics and a master’s in executive leadership and organizational change from Northern Kentucky University.

Diane Croessmann

Director
The Alta Group LLC


Diane Croessmann is currently a Director at the Alta Group where she brings extensive experience in the equipment and financing industry.   Her career has focused on designing, deploying and managing equipment leasing, financing and managed services programs both nationally and internationally.  Today, she brings that experience to a broad spectrum of clients who require support in examining strategies for market entry, asset management, managed services and a wide range of other activities that focus on developing and optimizing equipment leasing, financing and managed services opportunities.   
 
Before joining The Alta Group, Diane served as the worldwide managing director of Lenovo Financial Services where she designed and implemented a global strategy for their equipment leasing and managed services solutions.
 
Prior to Lenovo, Diane held multiple domestic and international executive level positions at Xerox where she was primarily involved in the development and deployment of a multi-billion- dollar captive leasing business.  Other executive level experience at Xerox included being the comptroller of North America, vice president of customer operations, vice president/director of worldwide strategy, vice president/director of business transformation for the managed services business division, and general manager of leasing and customer business operations for Eastern Europe/Middle East, Latin America and India.
 
Diane had the pleasure to serve on the board of directors and executive committee of the Equipment Leasing and Finance Association, where she was involved in driving industry awareness for managed services.  She is also a recognized industry speaker on topics including changes in lease accounting and migration to managed services offerings.  
 
After graduating from Syracuse University in New York with a bachelor of science degree in accounting and a minor in art, Diane started her early career as a certified public accountant with Ernst and Young.  She currently lives in Nashville, Tennessee.  In her spare-time she is an avid swimmer, jewelry artist and passionate cook.  

Vincent Mollica

Head of Capital Markets
Vartana, Inc


Vince Mollica is Managing Director of CIT’s Jacksonville, FL-based Equipment Finance business, providing strategic direction and leadership for its Industrial, Technology, Office Imaging and Lender Finance verticals. Vince joined CIT in 1995 and most recently was Senior Vice President for Business Development and Structured Transactions within the Equipment Finance operation. Prior to this, he held key roles in Vendor Finance, including program management for a number of marquee technology and industrial clients. Earlier in his CIT tenure, Vince supported Corporate Finance functions and additionally held CFO roles across multiple business lines. Prior to joining CIT, he was with Bank of America and Price Waterhouse Coopers. Vince holds a Bachelor of Science in Accounting from Montclair State University.


Jayma Sandquist

Chief Marketing Officer, SVP JDF US & CA
John Deere Financial


Jayma Sandquist brings 34 years of industry experience to her current role as SVP and Chief Marketing Officer at John Deere Financial (JDF), a role she has held since June 2020. In this capacity, she holds global responsibilities for spearheading the marketing function at JDF. Her pivotal role encompasses leading the marketing, sales, and customer management teams in the US and Canada and having profit and loss accountability for the region. Jayma's responsibilities include overall management, driving new business generation, and ensuring robust financial performance.

Jayma's journey with John Deere began in 2002 when she assumed the role of Operations Manager for John Deere iVESTA, a unit that laid the technological ground work for the crop-input financing business. Over the years, she has taken on various roles in JDF in marketing, sales, product, and operations functions.

Jayma holds a bachelor's degree in mathematics and computer science from Northwest Missouri State University. She is a wife of 35 years, mother to 4 adult sons (and daughter-in-laws), and grandmother to 3. Additionally, she serves as a member of the Equipment Leasing and Finance Association Board of Directors.

Larry Scherzer CLFP

Senior Director
Cisco Systems Capital Corporation


Larry is currently the Senior Director and the global leader of the Cisco Capital’s Strategy and Payment Solutions team.  The team’s mission is to align with Cisco’s Partner, Sales and Business Units to design and provide new payment solutions such as;
 
 Consumption and as a service solutions
 Bundled technology solutions and subscriptions
 Lifecycle selling  
 
Prior to joining Cisco Capital Larry was the Chief Sales Officer and founding member of the SGEF USA, the US equipment finance subsidiary of SociĂ©tĂ© GĂ©nĂ©rale, and General Manager responsible for overseeing The CIT Group’s ownership interest in Dell Financial Services.
 

Justin Tabone

SVP Originations, Vendor Equipment Finance
EverBank


Justin Tabone leads originations for TIAA Bank's vendor equipment financing team, which specializes in financing solutions for U.S. businesses originated through a select network of manufacturers, dealers, resellers and distributors, and is supported by private label and co-branded programs. 
Tabone began his career in retail banking, but turned his focus to the equipment leasing business while working for a specialty equipment lessor in the healthcare industry.
Prior to his role as SVP Originations, Tabone managed the growth of the bank's healthcare equipment finance platform where he originated and managed vendor programs with leading equipment manufacturers across major healthcare sectors. He has maintained various leadership roles in the company for more than 15 years and through multiple acquisitions including Tygris Commercial Finance Group, Inc.'s acquisition of MarCap LLC in 2008 and TIAA's acquisition of EverBank in 2017. 
As an established thought leader with more than two decades in the industry, Tabone has contributed numerous articles to well-known publications on topics ranging from developments in the healthcare sector to the industry's digital transformation. He is a long-standing member of the Equipment Leasing and Finance Association and a member of the ELFA Captive & Vendor Business Council Steering Committee and Monitor Roundtable organizations.
Tabone holds a BA from Boston University and lives in Cincinnati with his wife of 14 years and their two children. In his free time, he enjoys traveling and spending time with family.

Scott Thacker CPA, CLFP

Chief Executive Officer
Ivory Consulting Corporation


Mr. Thacker is the Chief Executive Officer of Ivory Consulting Corporation, the software and consulting company that has helped define the modern equipment finance industry with the proven software solutions for modeling, analyzing, and pricing equipment leases and loans, managing equipment, and optimizing portfolios.

Scott is the immediate past chair of the Board of Trustees of the Equipment Leasing & Finance Foundation, where he is founding chair of The 1989 Society, the legacy giving initiative. He is also the founding chair of ELFA Equity, the Equipment Leasing and Finance Association’s (ELFA) diversity, equity, and inclusion initiative.

His previous volunteer roles with the ELFA include being a member of the Board of Directors, a member of the Finance Accounting Committee, chair of the Operations and Technology Committee, and co-director of the Foundation’s Research Committee.

Thacker is a member and DEI lead (leave of absence 2023) of Sand Hill Angels, one of the largest angel investment groups based in Silicon Valley. Previously, he served on the Board of Advisors of StartOut for over ten years and was a judge for the business plan competition for the Wharton Executive MBA program and the Visa Everywhere Initiative. He is a second-generation board member of The Ridgewood School.

Prior to joining Ivory Consulting, he was a partner at Accenture and earlier, a Senior Director at Oracle. Thacker began his career at Arthur Andersen & Co.

Thacker holds an M.B.A. in Finance from The Wharton School of the University of Pennsylvania and a B.S. in Accounting from Wake Forest University. He holds the C.P.A. (active) and C.L.F.P. certificates.

Sponsors

Who should attend?  
This event is open to senior executives of ELFA member captive and vendor finance companies.

What does it cost to attend?
There is no cost for this year's event!  
   
How do I access the virtual platform?  
After you register for the Roundtable you will receive a separate email a week or so prior to the event with your own personalized link to gain access to the virtual conference.        

Why did ELFA decide to make the Captive and Vendor FInance Best Practices Roundtable virtual in 2021?  
The ELFA Board of Directors and professional staff have been monitoring the COVID-19 pandemic. As always, the safety of our members, event participants, community and staff are our top priority. After talking to members and weighing a number of factors, we believe the decision to hold a virtual event is in the best interest of everyone involved.              

Who can I contact with questions about this event?
If you have any questions or need assistance, please email Alexa Carnibella at acarnibella@elfaonline.org.       

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