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- Title
CLINCH THE DEAL WITH A FINANCE PACKAGE.
- Authors
McMackin, GEORGE E.
- Abstract
This article examines the pros and cons of providing financing to customers, specifically for equipment vendors. Financing can attract and help retain customers as well as shorten the sales cycle. The author makes some recommendations including whether performing the financing in-house is possible or if a third party is needed. If the choice is in-house then a department to check credit and perform the necessary legal steps will be necessary. This means the company assumes the risk of default but it also allows quick responses and low interest rates.
- Subjects
CREDIT risk; CREDIT management; CREDIT departments; LOAN originations; INDUSTRIAL equipment; INDUSTRIAL equipment leases; MANAGEMENT
- Publication
Financial Executive, 1993, Vol 9, Issue 4, p37
- ISSN
0895-4186
- Publication type
Article