THE ALTA INVITATIONAL

1. THE ALTA INVITATIONAL Resetting A Company To The New Normal

2. The Equipment Finance Ecosystem WHAT IS THE NEW NORMAL? OPPORTUNITIES Economic Activity Risk Environment EXTERNAL Economic Structure Technology Customers Competition MARKET Product Features Channel Partners Regulation Legislation PUBLIC POLICY Industrial Policy Reputation Sources Investors CAPITAL Risk / Reward Capital Adequacy

3. THE NEW NORMAL – ARE WE TREATING IT AS NEW? NEW NORMAL TRANSITION • DECISIONS ABOUT CUSTOMERS • DECISIONS ABOUT VALUE TO • BE ADDED • DECISIONS ABOUT POLICIES and • PROCESSES – USE OF TECHNOLOGY • DECISIONS ABOUT ORGANIZATION / • PERSONNEL • DECISIONS OF SCOPE OF BUSINESS PREVIOUS NORMAL

4. OR – ARE WE WAITINGTO GO BACK TO THE OLD NORMAL? NEW NORMAL I liked the way it was, please come back PREVIOUS NORMAL

5. Resetting My Company to the New Normal RESET DECISIONS CUSTOMER SELECTION ? ? VALUE TO BE PROVIDED ? ? ? ? HOW DO WE MAKE MONEY ? ? ? ? ORGANIZATION ADMINISTRATION ? ? ? BUSINESS SCOPE ? ?

6. Genuine Change Are We Doing This FUTURE TOMORROW TODAY OBJECTIVE Extend and defend core business Build emerging businesses Create viable options FOCUS Bottom line performance Top line growth – Capital efficiency Future potential PEOPLE Business maintenance Business builders Visionaries

7. OR, ARE WE DOING THIS? FUTURE TOMORROW TODAY TOMORROW TODAY YESTERDAY

8. GROWTH

9. Basic Growth Strategy Question Is the Purpose of a Company to Create a Customer? Discuss

10. What are the most important “growth” words? 1. 2. 3. 4. 5.

11. How You Build YourValue Proposition? Historical State Future State Transition State Customer Alignment Value Proposition Gap Value Proposition Assigned by Customer Base and/or Competitors currently Utopia – What You say is what your customer needs, hears and experiences Customer Perception of Your Value Proposition Customer Perception of Your Value Proposition Your value proposition is Unclear Customers & Competitors define Your value proposition

12. What are the five most important “value” words? 1. 2. 3. 4. 5.

13. Developing A growth Strategy Which Growth and Value Words Fit Which Strategy Best? Michael Porter’s Three Basic Go To Market Strategies • INNOVATION • Product • Process EFFICIENCY -Low Cost Provider CUSTOMER INTIMACY -Service -Knowledge -Integration

14. Value Unique Service Scale / Scope Global Customized Integrated Cost Package / bundle Flexibility “state of art” Knowledge Risk Management Growth Profit Scale / Scope Sustainability Risk Tolerance Organic Opportunity Demand Personnel Organization Capabilities Footprint Select Sector Premium Strategic Partnering Some of those “frequent” words!

15. Point of Difference Point of Entry Point ofPreference The Components Of A Value Proposition TARGET Who is your value proposition for? What market? What segments? What competitive options are your targetcustomer evaluating you against? Who are we competing against? FRAME OF REFERENCE BENEFITS What’s in it for them? Why should they work with and buy from us? • Significant points of leverage with customers to get business. • Begins to positively separate you from your competition. comprised of … . . • Required to gain acceptance from customers.

16. The Equipment Finance Ecosystem WHAT IS THE NEW NORMAL? OPPORTUNITIES Economic Activity Risk Environment EXTERNAL Economic Structure Technology Customers Competition MARKET Product Features Channel Partners Regulation Legislation PUBLIC POLICY Industrial Policy Reputation Sources Investors CAPITAL Risk / Reward Capital Adequacy

17. THE ALTA INVITATIONAL Resetting A Company To The New Normal A SUMMARY

18. New Normal – “Sound Bites” • The New Normal is the increased Pace of Change. • A Challenging Time, not a Paradigm Shift. • There IS a New Normal with important new conditions: • Less leverage / Capital adequacy. • Lower risk tolerance. • Changed customer behavior: Need replaces want! • Slow growth. • A sense of the future is less clear and change is faster.

19. New Normal – “Sound Bites” • New Normal is what the market does. • This New Normal is that a lot happened all at once. • The industry is at a “transformative” place ending a 20 Year Old Normal of good times. • Companies now have the opportunity and impetus to alter business models and change unsustainable practices.

20. New Normal – “Drivers” • The New Normal is a flat economy with shifts of New Sectors and Old Sectors changing opportunities. • Consolidation. • Too much capacity. • Specialization. • Discipline. • Strategic.

21. New Normal – “Drivers” • Realities of running a business, the entire package: • Strategic management • Customer selection • Attention to Value Proposition • Customer centric, focused on service and solving needs • Risk management

22. New Normal – “Drivers” • Importance of scale and efficiency. • Importance of deploying technology. • Public Policy: • Financial Accounting • Financial Reform • State legislation related to practices

23. New Normal – “Customers” • Importance of defining the customer. • Company behavior, a reduced tendency to borrow. • No more “single source” for customer borrowing. • Customers see Equipment Finance Company as an outsource of risk.

24. Marketing Matters Michael Porter’s Three Basic Go To Market Strategies • INNOVATION • Product • Process EFFICIENCY -Low Cost Provider CUSTOMER INTIMACY -Service -Knowledge -Integration

25. Which Strategy is easiest to implement?- Which Strategy is easiest to defend?- Which Strategy is hardest to replicate? Michael Porter’s Three Basic Go To Market Strategies • INNOVATION • Product • Process EFFICIENCY -Low Cost Provider CUSTOMER INTIMACY -Service -Knowledge -Integration

26. Genuine Change Are We Doing This FUTURE TOMORROW TODAY WORK HERE OBJECTIVE Extend and defend core business Build emerging businesses Create viable options FOCUS Bottom line performance Top line growth – Capital efficiency Future potential PEOPLE Business maintenance Business builders Visionaries