Developing Strong Leaders for the  
Commercial Equipment
 Finance and Leasing Industry 

August 2018    
News from
Wheeler Business Consulting:
The results are in.  Wheeler Business Consulting conducted an industry-wide survey of originators in the month of July. We are pleased that over 200 professionals participated in the survey. The sample group was made up of 54 bank originators,100 originators from independent lessors/finance companies, 50 originators working for syndication/origination/broker companies and 7 originators from other participants in the industry (i.e. captives/cash advance). The industry continues to provide a lucrative career for originators/business development/sales professionals. Of those surveyed, 25% of the participants had less than five years of experience, 10% had five to ten years of experience, and 65% had ten or more years of experience. The survey consisted of: 76% small ticket originators, 20% middle market originators and 4% large ticket originators.

Originators' Incomes

In 2017, 34% of the originators had incomes above $200.0K and 58% of the originators had incomes above $125.0K.  The survey indicated that originators anticipate an even better 2018. Of those surveyed,  40% of the originators expect incomes over $200.0K in 2018; and 64% expect their incomes to be over $125.0K.

Originators' Production 

In 2017, 54% of the originators produced in excess of $10.0MM and 27% produced in excess of $25.0MM. The survey indicated that originators anticipate increases in their production in 2018;
57% anticipate production in excess of $10.0MM and 33% anticipate production in excess of $25.0MM.

The survey is a powerful tool for recruiting new originators and motivating existing professionals in the industry.The potential for individual professionals and originating teams is strong. Additional information including
Compensation Structures and Origination Channels 
can be found on the following links:

Wheeler Business Consulting works with management teams to further develop their human capital, to identify and strengthen weak links within the organization, and to improve overall efficiencies. Wheeler Business Consulting works with banks, independents, captives, origination companies, and investors in the equipment leasing and finance arena. We provide training, strategic planning, and acquisition services. Scott Wheeler is available to discuss your long-term strategy, to assist your staff to maximize outcomes, and better position your organization in the market.

Comments and suggestions are always welcome.

Scott A. Wheeler CLFP
Wheeler Business Consulting LLC
Phone: 410-877-0428
Email: scott@wheelerbusinessconsulting.com

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Lift-Out Opportunities
Wheeler Business Consulting is aware of  several management teams that are seeking to be lifted-out of their existing employment situations.
Please contact Scott for more information.
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Wheeler Business Consulting  introduces buyers and sellers involved in the commercial equipment leasing and finance industry. If you have an interest in buying or selling contact Scott Wheeler 

A book written specifically for our industry:


Scott Wheeler
Wheeler Business Consulting
1314 Marquis Ct. Fallston Maryland 21047
Phone: 410-877-0428 
Email: scott@wheelerbusinessconsulting.com