Perfect Fry Dealer Meeting 2005 Oct 13th updated (1)

“Leading With Leasing”
Perfect Fry Fall 2005
Dealer Sales Meeting
How to sell more equipment at full retail price.
Have your sales force offer lease
options on every sales call.

6 Reasons to Offer Leasing
1. Cost justifies your equipment.
2. Increases your margins and sales rep
commissions.
3. Closes the sale faster (one stop shopping).
4. Pre-qualifies your customer.
5. Makes it easier to generate repeat sales.
6. Flexible financing options overcomes
procrastinating buyers.

Why Dealers Do Not Offer leasing
• Negative lease experience
• Fear of alienating the customer
• Feel that leasing is too expensive
• Too much hassle

Why Sales Reps do not offer leasing
• Do not feel knowledgeable enough
• Afraid of the interest rate question
• Feel leasing is only for bad credits
• Concerned it will postpone/delay the sale
• No incentive to offer it
• Employer’s do not promote leasing

Pre-qualifying questions to ask
How long have you owned your business?
Are you the sole owner of the business?
Have you leased any equipment before?
Is there anything the lease company should know
prior to pulling your credit?
On a scale of 1 to 10 with 10 being the best,
how would you rate your credit ?
What do you know about equipment leasing ?

Closes the Sale Faster
• One Stop Shopping
• Pre-qualifies your customer

Cost Justification
• Break down lease payment to per day cost
• Monthly payment/days of operation
• Show profit per serving
• Daily payment/profit per serving = B/E
$ 197/30= $ 7/day / 1.00 per fry/= 7
servings per day.

COST JUSTIFICATION
PFC SERIES PFA SERIES
Equipment Cost: $__________x.037 $_________x.037
36 Monthly Lease Payments: $____________ $____________
Daily Lease payment (monthly / 30): $____________ $____________
Selling Price Per Order of Fries: $____________ $____________
Cost Per Order of Fries: $____________ $____________
Gross Margin Per Order: $____________ $____________
Daily Lease Payment / Gross Margin = ____________ ____________
____ or ____ orders of fries per day covers your daily lease payment!
(Break Even)
Actual Sales Per Day: _________
Actual Sales Per Day - Break Even = ___________ Orders of Profit
Orders of Profit x Gross Margin = $___________ Profit Per Day
Profit Per Day x 30 days = $___________ Profit Per Month
Profit Per Month x 12 Months = $_____________ Profit Per Year

COST JUSTIFICATION
Equipment Cost: $__ 5950__x.037 $__7500__x.037
36 Monthly Lease Payments: $__220.15____ $___277.50__
Daily Lease payment (monthly / 30): $___7.34_____ $___9.25_____
Selling Price Per Order of Fries: $___1.25_____ $___1.25_____
Cost Per Order of Fries: $___.25______ $___.25______
Gross Margin Per Order: $___1.00_____ $___1.00_____
Daily Lease Payment / Gross Margin = _____8______ _____10______
8 or 10 orders of fries per day covers your daily lease payment!
(Break Even)

COST JUSTIFICATION
Selling Price Per Order of tenders: $___2.49_____ $___2.49_____
Cost Per Order of tenders: $___1.00______ $___1.00______
5 or 7 orders of chicken tenders per day covers your daily lease
payment! (Break Even)

COST JUSTIFICATION
Selling Price Per Order of mozz sticks: $___2.49_____ $___2.49_____
Cost Per Order of mozz sticks: $___1.00______ $___1.00______
5 or 7 orders of mozzarella stick per day covers your daily lease
payment! (Break Even)

COST JUSTIFICATION
Selling Price Per Order of onion rings: $___1.99_____ $___1.99_____
Cost Per Order of onion ring: $___.40______ $___.40______
5 or 6 orders of onion rings per day covers your daily lease payment!
(Break Even)

Increase Margins/ Commission
• Selling monthly payment puts focus on
payments / not equipment cost
• Selling at full retail earns greater
commissions for food equipment reps

Close the Sale Faster
• Take credit app on 1st call - 1 call close
• Do not have to wait for bank to ok
• Pre-qualifies a customer

Generates Easier Repeat Sales
• No cash needed in future - upgrade lease
often with no money needed (Wrap Lease)
• Reason to call back at lease end or lease end
to intro new services ( Lease company
• should tell you everyone who is coming off
lease, you should be tracking it also.

How to Start Offering Leasing
• Train Your Sales Force
• Market leasing to all
• Web site- hyperlink ( show my
site
• Customized brochures ( see
attached Accord brochure)
• Find right lease company - flex
credit window -
• Joint marketing / telemarketing
efforts with your lease company
• Quick Quote/Cost Justification
Calculators
• Open House/Trade Show
Support - demand it from your
lease company
• Eliminate lease turnoffs – pre-
fund,cash discounts etc.
• Promote flexible financing -
deferred, skips etc.

Relevant Lease Stats
• 80% of businesses
lease equipment
• 30% of all equipment
acquired is leased
• Existing growing
businesses lease more
frequently than new
• Leasing is frequently
more cost effective

Cost Justification Tools
• Quick Quote Calculator
• Flexible Finance Programs

Flexible Finance Programs*
Seasonal Payment Plan:
Tailored for customers who experience fluctuating time periods of cash flow. Customer pays a contact
payment of $25 during consecutive slow months while making larger payments during their busier season.
Ideal for tourist-oriented businesses.
60-Day Deferred:
Customer pays (1) security deposit upfront and first payment due in 60 days.
90-Day Deferred:
Customer pays (1) security deposit upfront and has 90 days until first payment due.
6x $99.00 Program:
The Customer pays 2 security deposits totaling $198.00. Their first 6 payments are $99.00 followed by 30,
42, or 54 payments.
Step-Up Program:
Helps ease the customer into the lease before the larger payments are due. A customer, for example, pays
only $99 for first year of lease, then $199 for second year, followed by $299 for final year.
$20.00 Security Deposit Program:
This program finds the customer paying only a $20.00 security deposit upfront. First payment due in 30
days.
*Business ownership of (2) or more years to qualify. Subject to credit approval.

Date:
Sales Representative:
Prepared Exclusively For:
Lease Payment Options
Equipment Cost: $5,800
10% BUYOUT
24 Mos. 36 Mos. 48 Mos. 60 Mos.
Monthly Payment $275.51 $195.33 $155.42 $131.28
Daily Payment $9.08 $6.44 $5.12 $4.33
Hourly Payment $0.57 $0.40 $0.32 $0.27
# of French Fries 12.1 8.6 6.8 5.8
$1.00 BUYOUT
24 Mos. 36 Mos. 48 Mos. 60 Mos.
Monthly Payment $296.70 $208.40 $164.84 $138.93
Daily Payment $9.78 $6.87 $5.43 $4.58
Hourly Payment $0.61 $0.43 $0.34 $0.29
# of French Fries 13.0 9.2 7.2 6.1
- Above rates are based on two monthly payments in advance.
- Minimum $5,000 equipment lease
-payments based on credit approval
Benefits of Leasing
- Conserves working capital
- Preserves existing credit lines
- Provides flexible payment programs
- Covers all equipment costs
- Year end tax savings
7
Days of Operation / Week: Hours of Operation / Day:
16
Legion Club
Heather Farrell
October 13, 2005

The Process of the
Equipment Lease Cycle
Step 1
You select the equipment from the equipment dealer of your choice.
Step 2
Submit an equipment lease application by fax, e-mail, or online. If the dollar amount of the lease requires financial information, we
will advise you of what is needed.
Step 3
Accord Leasing reviews the credit information and/or financial information. Principals credit history; banks and trade references,
the equipment and the equipment dealer are also reviewed.
Step 4
When the lease is approved, Accord Leasing will notify the business owner and the equipment dealer of the terms and conditions
of the approval. The average decision time for an application only lease is 24 hours. The variance comes from the response time
of the bank and trade information of the business owner. If financial information is required the average decision time is two to
three days.
Step 5
The equipment dealer will provide Accord Leasing with an invoice or an order detailing the description of the equipment and the
exact cost and sales tax if applicable. After we receive this information, we will generate the lease documents and overnight or
email them to the business owner.
Step 6
When Accord Leasing receives the signed documents from the business owner with the proper initial payments and/or security
deposit, we will issue a purchase order to the equipment dealer for delivery of the equipment.
Step 7
After the equipment is delivered and installed the business owner will be contacted by phone and asked to verbally verify the
delivery and acceptance of the equipment. We will review the lease terms, and authorize payment to the equipment dealer. Once
all terms and conditions of the approval are met, the equipment dealer will receive a check via overnight delivery.

“HODCO Food Systems has processed leases through
Accord for nearly six years and has found the
company to be responsive to both HODCO’s and our
customers needs. In addition they have maintained
extraordinary contact with us through the disbursement
process, the most recent of which was within 24 hours
of invoicing”
HODCO Food Systems
Ronald G Stryker, President
“Dealing with Accord makes us feel fortunate
because we are dealing with a company in which
customer service is their main priority and not only
that, but we do receive one on one customer
service. We could not get over the fact that after
equipment has been installed, we would receive
funding immediately.”
Taylor Ultimate Services
Yaskary Herrera Sales Administrator
“Just a note to thank you for providing lease
financing for my customers. Since working
with you, I have experienced a higher
percentage of approvals without increasing
the payments for my customers”
Advanced Cash Register
Gary Bertram
“ I highly recommend Accord and
would be happy to accept any
correspondence, written or by
phone, to answer any questions you
may have regarding them”
A&N Restaurant Equipment
Albert J Toumazos,
Owner
“Your resourcefulness in finding ways to
obtain lease-financing for our customers
has allowed us to place machines in their
businesses which otherwise might not
have been possible. My time, and that of
the other staff at ABM, is more
productive if we can concentrate on
SELLING and not have to worry about
obtaining lease financing for the sales we
have already made. Once you get the
application we aren’t bothered about
answering time consuming questions or
gathering financial information”
Advanced Brewing Machines
John Graham VP
“In the time we have been dealing with Accord
the benefits we have found are: they are very
thorough in getting the required information,
they are very detailed oriented, and Accord
handles all of the contact with the customers.
I myself like this because it frees me to do my
business- Sell”
Western Freezers
Joe Williams
Food Service References
“In the past, I have dealt with other lease companies who
have cost me sales because of not knowing my business or
not dealing with problems properly. Accord always pays me
promptly when the deal is complete. Accord has taken the
extra step in satisfying me, my customer and my business”
Stoker’s Tenderex Farms, Inc
Dan Patterson Jr. Owner/VP of Sales

Perfect Fry Dealer Meeting 2005 Oct 13th updated (1)

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