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Over my four decades in the commercial equipment finance and leasing industry, I have learned more from my competition than from any other resource.
In the early days of my career—as a territorial sales representative—originators conducted most of their business in person. It was common to run into competitors in the waiting rooms of end-users or vendors. Originators knew their competition well—not only their names, but their strategies, strengths, and weaknesses. They saw each other’s proposals. They measured themselves against each other regularly. There was a healthy sense of rivalry. Originators respected their competitors and often congratulated them on a transaction well played and won.
Fast forward to 2025, and much of that face-to-face interaction has disappeared. Business is increasingly conducted remotely, making it more difficult for originators to develop a personal understanding of their competition.
Yet, staying connected to the competition remains a powerful and essential attribute for successful originators. Understanding the competitive landscape—how others approach deals, structure terms, or support clients—can sharpen your own edge and elevate your performance.
There is plenty of business in the market for all participants. In fact, the health and success of the competition benefits everyone. It pushes originators and companies to refine their skills, offer better products, and deliver more meaningful solutions to both vendors and end-users.
Top originators learn from their competition, embrace it, and often build lasting alliances that lead to stronger outcomes. (Some of the most successful mergers and acquisitions began as healthy rivalries.)
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