The Credit Crunch and the Role of the Broker

A new survey conducted for the CBI to the owners, chairmen and directors of 500 SME’s has highlighted concerns regarding the possible availability and conditions of future credit.

Whilst the results revealed that only 12% of firms surveyed had already experienced a deterioration in the availability of capital, 22% expected some constraint over the next three months, and 31% over the next 6-12 months. Overall, some 35% are either experiencing, or expect to experience, some deterioration.

According to the survey one in five (19%) of the firms questioned said credit tightening was currently affecting or was expected to affect business decisions and plans. Of this fifth, 34% said they are cutting output or stock levels, 29% are trimming capital investment (and a further 25% postponing investment plans), while 26% are cutting jobs or recruitment plans.

The main worries concern the increased cost of borrowing together with more stringent lending conditions. Concerns regarding the availability of new finance and the withdrawal of previous credit lines were less frequently sited.

Following the credit problems in the US, we have already seen several lenders in the UK affected, with companies such as One World Leasing pulling out of the marketplace and cancelling all approved facilities that had not yet been drawn down.

Traditionally, many businesses have felt that Brokers were primarily concerned with obtaining funding for companies who struggled to obtain the credit themselves or only operated in very specific markets. Whilst this is an area where brokers may be able to assist, they are also often able to improve the terms offered by many high street lenders, through the sheer volumes of business they introduce together with their access to many lenders not widely known to the marketplace.

In his book “Anyone can do it”, well known entrepreneur Duncan Bannatyne says “Shopping around, I got a particularly good deal from one particular lender as a broker i’d used had told me they were desperate to get into the UK commercial market. I might have preferred not to pay a broker’s fee, but it worked out cheaper to pay for his knowledge, and i’ve often found that specialist expertise can be worth the relatively small investment it requires” (Note: Many brokers don’t in fact charge their clients a fee as they earn their money from their panel of lenders on a volume related basis.)

Mike Boss is the Managing Partner of The Boss Corporation, one of the UK’s leading independent provider of IT finance. The Boss Corporation specialize in the provision of IT finance, including Software transactions. They also work with Software Houses and Resellers enabling them to offer a bespoke client financing option.

Equipment Leasing ? - No thank you!

This is often what we hear when first discussing financing options with a potential new client.

The words "Equipment Leasing" to some means simply rental and never actually owning the asset. Some Finance Directors still think of that Photocopier Lease they took out all those years ago, which they continued paying for years after the primary period, or when they did try to terminate the agreement, a huge balloon payment bill landed on their desk.

To others, a bank loan is by far the cheapest way of funding the equipment and "you know where you stand with a bank loan". Of course the most common response is "we always pay cash".

Therefore it will probably surprise you to know that industry statistics show that 89% of Times Top 100 Companies are leasing all or at least some of their IT and other business equipment. But why ? These companies are large, blue chip companies, with plenty of "cash", why would they want to lease their equipment ?! Tax, tax, TAX! By leasing the equipment, as opposed to paying cash or using HP, you are allowed to offset 100% of the rentals, both capital and interest, against your taxable profits. This is why leasing usually offers the cheapest net cost of any form of finance, often cheaper even than paying cash.

Yet many companies are still doing all they can to avoid the dreaded lease, simply because they don't really understand it. Why ? The finance industry itself is largely to blame. Many salespeople from lenders are comfortable with traditional HP or Loans and will try to fit the customer to this type of agreement, as opposed to tailoring an agreement to suit the client.

In addition to this, many clients are still being put off leasing, by funders who continue with their "minimum term" contracts and are only too happy to collect the secondary period rentals when the client forgets to terminate the agreement, or else simply doesn't understand the options available to them.

So, next time you're about to sign that bank loan agreement, step back for a moment, consider it's variable rates, large annual fees, inflexible terms and restrictive covenants. Ask your accountant or independent advisor about the costs and terms associated with leasing, conduct an absolute comparison factoring in all the costs,as this may well be a better option for you.


Mike Boss is the Managing Partner of The Boss Corporation, one of the UK's leading independent provider of IT finance. The Boss Corporation specialize in the provision of IT finance, including Software transactions. They also work with Software Houses and Resellers enabling them to offer a bespoke client financing option.

Why offer your clients a Finance Option

Do you currently work with a finance partner to offer your clients a finance option ?

Some replies we often get from IT Vendors:-

1. "All our clients are large, blue chip companies, who don't need finance" - Due to the considerable tax benefits associated with leasing (making it cheaper than paying cash), 89% of Times Top 100 companies are now leasing their IT Equipment.

2. "Our clients always pay cash" - Great, but do you actually see their cheque when it comes in ? - Often they are using a finance company without you realising and the delay in you getting the order is actually due to the client trying to source the finance. Also, Do you get the cash the same day you deliver the equipment ? Are you waiting 30 days or more for your money ? Do you have to handle payment and collection issues ?

3. " There's no requirement for finance from our clients as they never ask us for financing" - That's because most companies still don't realise that you can finance software ! Their banks/finance companies will happily finance their cars and machinery, and maybe even their Hardware, but as most lenders won't consider funding software, many companies still don't realise that it can be done.

4. " We offer the manufacturers recommended finance scheme" - So you're a Reseller, selling the same products as your competitors and offering the same finance scheme ? Wouldn't you like another way to differentiate your offering ?

Aside from the obvious benefits to the client (including the tax benefit), you will benefit from:-

* Accelerated ROI - It's easy to demonstrate this through the client paying for the system on a pay as you use scenario
* Shorter Sales Cycle - By bypassing budgetary constraints and offering a monthly option, many FD's are able to sign this off without having to get board approval
* Increased Sales - By simply making the product more affordable, you will win more business and clients will be able to order more product from you
* Increased Profit - Clients are less likely to ask for discounts when offered a monthly payment rather than a large lump sum.
* Faster cash - You will be paid within 24 hours of the client installation


Mike Boss is the Managing Partner of The Boss Corporation, one of the UK's leading independent provider of IT finance. The Boss Corporation specialize in the provision of IT finance, including Software transactions. They also work with Software Houses and Resellers enabling them to offer a bespoke client financing option.