ELFA 57th Annual Convention
ELFA 57th Annual Convention
 

Preliminary Schedule of Events


Sunday, October 14

7:00 am -
8:00 am
Breakfast for Golfers
7:00 am -
8:30 am
Breakfast for Community Service and Bike Ride Participants
8:00 am Golf Tournament
8:00 am -
9:00 am
Breakfast for Tennis Players
8:30 am -
Noon
Community Service Project

Lend a Helping Hand to Arizona Helping Hands

(Buses depart at 8:30 a.m.)

(pre-registration required, limited to 60 attendees, off property)
8:00 am -
1:00 pm
Jim McGrane Charity Bike Ride
24 mile route - leaves from the hotel
(Bike riders depart at 8:00 a.m.)

(pre-registration required, limited to 40 attendees)
9:00 am Tennis Tournament and Luncheon
(On property)
10:00 am -
8:00 pm
Convention Registration
(Attendees & Exhibitors)
1:00 pm Golf & Tennis Luncheon
1:00 pm -
3:00 pm
Pickle Ball Tournament
(On property)
1:00 -
5:00 pm
Exhibitor Set Up
2:00 -
4:00 pm
Community Service Project

Arizona Helping Hands: Build a Bed

(pre-registration required, limited to 70 attendees, on property)
4:30 -
5:30 pm
New Members and Leadership Reception
5:00 -
6:00 pm
ELFA Women’s Council Reception
6:00 -
8:30 pm
Welcoming Reception


Monday, October 15

7:00 am -
4:30 pm
Registration Open
7:00 -
8:15 am
Group Breakfast
7:00 am -
4:30 pm
Exhibits Open
8:30 -
10:00 am
Opening General Session

President’s Report and Keynote Address

Speakers:

Ralph Petta RALPH PETTA
President and CEO
Equipment Leasing and Finance Association


Linda Bernardi LINDA BERNARDI
Technologist, Innovation Provocateur & Former IBM CIO and Watson Co-Lead


10:00 -
10:30
Break
Exhibits Open
10:30 am -
Noon
Breakout Sessions

Diversity & Inclusion (D & I) are rapidly growing topics in the business landscape. However, organizations are struggling to find the right strategy and actions to create an environment where D & I not only flourishes, but adds value to its members and stakeholders. In this panel discussion, we will discuss how D & I can impact an organization and how an organization’s membership can help create and drive a diverse and inclusive environment.

Panelist: Adam Warner on Value and Responsibility

Diversity & inclusion isn’t just the RIGHT thing to do, it is good business. Adam will discuss the business results achieved through the intentional steps he has taken to create a culture of diversity and inclusion at Key EF. As a white male executive, Adam recognizes it is not only his moral obligation to provide a workplace which promotes diversity and inclusion, it is also a critical strategic imperative for the future growth of Key Equipment Finance. Adam will share practical examples and steps any leader can take to build a more diverse and inclusive culture in their company.

Panelist: Kara Miyasato on Talent

One of the biggest areas we see unconscious bias at play is in the hiring and promoting of talent. Kara will share ways leaders can understand how their own unconscious biases impact hiring and promoting decisions. She will also discuss strategies that can be used to combat unconscious bias through personal examples and research.

Panelist: Nate Gibbons on Design Thinking & Innovation

Insight and perspective make for a powerful combination in driving innovation and finding creative solutions to business problems. With these two attributes as a backdrop, Nate will establish a connection between design thinking, innovation, and diversity. He will even share a few specific stories to illustrate the impact that this three-pronged connection can have on ideation and strategic planning.

Moderator:

Matthew Bain
De Lage Landen Financial Services, Inc.
Learning Consultant

Speakers:

Nathan Gibbons
Innovation Finance
Chief Operating Officer

Kara Miyasato
Stryker Flex Financial
Sr. Manager, Marketing

Adam Warner
Key Equipment Finance
President

Robotic technology continues to change the world on both a personal and commercial level, although business utilization of robotics has become routine. A significant paradigm shift, however, is the level of robot autonomy and, in particular, the increasing collaboration with, and proximity to, humans. These changes are being fueled by advances in technology, the Internet of Things and artificial intelligence with some forms, such as self-driving vehicles, creating new societal, regulatory and financing challenges.

This session highlights the Equipment Leasing & Finance Foundation’s recent research study on the impact of robotic technology on equipment finance. The amplification and perspective on the results will assist members in becoming better prepared to make the shift in risk assessments, operations, product offerings, and potential business models as robotics continue to evolve. The presentation will emphasize a forward-thinking approach designed to assist industry members in remaining ahead of the curve as opportunities to finance robotic equipment continue to evolve. While exploring the past and current state of robotic technology, the panel also will emphasize what changes are looming in terms of integral human collaboration, broad societal integration, IoT and data analytics, increased robotic autonomy, and the use of artificial intelligence in these advanced technologies.

A key feature of the session will be an examination of the impact of robotics on specific ELFA member industry segments such as transportation, manufacturing, healthcare, agriculture, and material handling. Financing opportunities will be discussed along with challenges and drawbacks, projected future growth, regulatory uncertainty, unique risks, potential new models, and the likely window and manner in which adoption of new or revolutionary robotic technology will occur. Since wide-spread acceptance of some of these new technologies will take time, dialogue will be devoted to assessing the impact of future trends and using such knowledge to plan and successfully react to them.

Primary Presenter:

Shawn Halladay
The Alta Group
Managing Director

Speakers:

Andy Mesches
The Alta Group
Director

Paul Bent
The Alta Group
Senior Managing Director

Competitive pressures, rapid advancements in technology and changing customer expectations are compelling companies in the equipment finance industry to take on extraordinary technology transformation projects. With a plethora of new technologies hitting the market, understanding the opportunities and risks and where to focus your efforts can be a challenge.

To what degree does your business need to evolve to be well positioned as a future industry leader?

A panel of diverse industry representatives will engage in an interactive conversation about technology transformation including:

  • An overview of the factors to consider when determining the rate at which to implement change.
  • Managing a large transformation while growing your bottom line
  • Creating a culture of evolution within your employee base
  • Developing a strategy to “future proof” your technology investment

Speakers:

Jennifer Martin
Key Equipment Finance, VP
Originations

Cameron Krueger
Accenture
Managing Director

Arthur Anhalt
CWB National Leasing
Advisory VP

Steve Taplin
Alfa Financial Software
Chief Digital Officer

This session summarizes the Equipment Leasing & Finance Foundation’s recent research study. The presentation and industry speakers focus on areas related to the current and future role of Independents:

  • What is the domain of the Independent financing company today? Where are Independents strongest, and why? Why have Independents been able to make advances? Do certain industries, segments, product types, etc. remain closed to or difficult for Independents? Why?
  • How do Independents provide innovation and benefits to the industry? What specific innovations and benefits do they provide? How do they impact the customer experience? How do they lever technology to offer strategic differentiation? What are their approaches to risk management? Are their innovations sustainable? To what extent can others copy them?
  • Do Independents provide a better experience for the customer? How is the experience driven by business decisions vs. process decisions? What process improvements are critical to provide an improved customer experience? What role does data analytics and “enhanced” risk management play for Independents in supporting specific segment needs? How do they leverage software solutions for efficiency and/or an enhanced customer experience?
  • How has this changed since the 2011 Foundation study? What key factors have resulted in change? Why? Which segments, product types, etc. have been most impacted? Which changes were externally driven versus segment-specific initiatives?
  • Given the increased importance of technology and possible changes in banks’ risk appetite, how might the Independents’ role change over the next five years? What threats do they face, and how will they need to respond? Which segments, product areas, etc. offer the greatest opportunities? Which face the greatest threat? What steps can Independents take to sustain their success? How will they use technology differently in the future?

Speakers:

Charles Wendel
FIC Advisors, Inc.
President

Chris Enbom
Allegiant Partners
CEO & Chairman

Michael Rooney
Verdant Commercial Capital LLC
CEO

11:00 am -
3:00 pm
Spouse/Companion Event

Desert Botanical Garden Guided Tour and Luncheon

12:15 -
2:00 pm
Equipment Leasing & Finance Foundation Donor Recognition Luncheon Equipment Leasing and Finance Foundation

Mark Zandi MARK ZANDI
Chief Economist and Cofounder of Moody’s Analytics

2:30 -
4:00 pm
Breakout Sessions

There's a constant need to evolve as the landscape of business changes, both as people and as organizations. In the end though, we evolve because of our innate need to make connections and create something valuable/meaningful. In this session, we'll have an interactive discussion tackling the challenges of leadership, which include creating a diverse workplace and what it means to empower people. We'll discuss an example from a relatively new, volunteer-led group within Canon Financial Services that is, effectively, changing the culture of the company: Silos are coming down, leadership opportunities are being created, trust is being built, difficult discussions are occurring and diversity of thought is increasing. Change is needed and we must also adhere to disciplined principles in pursuing a vision. Be prepared for a thoughtful discussion as we debate these issues and how we influence those around us to move our organization's forward.

Speakers:

Kathleen Canum
Canon Financial Services, Inc.
Vice President

Jacob Fahl
Hitachi Capital America Corp.
Opportunity Development Leader

We are now a decade removed from the low point of the last recession, and many wonder how long the expansion can continue. Between concern about global tariffs, budget deficits, and an over-extended stock market, the yield curve is now close to flat, which historically has been an accurate predictor of recession. In the equipment finance industry, lenders are feeling increased competitive pressures, compressing margins and leading to more aggressive underwriting, by at least some participants. At the same time, while the economy is still good, delinquency, defaults and losses are slowly rising toward more normal levels. And while industry originations volumes are up somewhat, the only way most lenders can achieve their volume goals is to increase their market share, which by definition not everyone can do. Hear from a panel of senior executives how they are managing through these “interesting” times.

Speakers:

Thomas Ware
PayNet, Inc.
Senior Vice President, Analytics & Product Development

Jeff Elliott
Huntington Equipment Finance
Foundation Chair

Chris Enbom
Allegiant Partners
CEO & Chairman

Rob Boyer
BB&T Commercial Equipment Capital Corp.
President

Bill Verhelle
Innovation Finance USA LLC
CEO

Technology is advancing quickly, and buzzwords are flying around like a swarm. How do you separate the hype from the reality? What are the key technology trends to pay attention to in this industry and more importantly what are the opportunities?

This session will provide insight into emerging technologies anticipated to have a significant impact on the Equipment Finance industry such as blockchain, robotic process automation, machine learning, advanced analytics, and others. The panelists will provide an overview of these innovative technologies, and explore use cases, critical issues, and considerations for practical business applications.

Moderator:

Deborah Reuben
Reuben Creative, LLC
President

Speakers:

Chris Gigliotti
PricewaterhouseCoopers LLP
Managing Director

Keith B. Letourneau
Blank Rome LLP
Partner

Anu Sachdeva
Genpact
Senior Vice President

Kristie Kosobuski
International Decision Systems
Senior Director Product Management

A lively, fast-paced and informative program geared toward equipment lessors, lending professionals, those supporting them and their attorneys - “those with secured loans.” The program focuses on an aggressive, proactive approach to remedies for secured equipment lenders including proofs of claim, valuation issues, objections to confirmation, motions for relief from stay, analysis of plans, implications of a True Lease vs. Financing Lease in bankruptcy, strategies for defeating avoidance actions, adequate protection payments, acceptance and rejection of leases in bankruptcy, qualifying for Administrative Claims and other important issues that can affect equipment lenders with secured loans. The program will also touch on the proposed National Plan regarding Chapter 13 and how it could affect secured lenders. Every leasing company deals with customers who go bankrupt. This program will help companies take the correct steps to expedite collections, avoid sanctions and aid in ensuring that collection rights are not lost through incorrect actions. Opportunities will be available within the presentation for questions, and for participants to share information and ideas on how they deal with bankruptcy issues.

Speakers:

Sidney Scheinberg
Godwin Bowman & Martinez PC, Chair
Bankruptcy/Creditors′ Rights Section

Speakers:

Elizabeth Fella
Quarles & Brady LLP
Partner

Kenneth Peters
Dressler & Peters LLC
Partner

4:30 -
5:30 pm
International and Former Directors' Reception
5:30 pm Individual Company-Sponsored Receptions and Events


Tuesday, October 16

7:00 -
8:15 am
Group Breakfast
7:00 am -
3:00 pm
Registration Open
7:00 am -
3:00 pm
Exhibits Open
8:30 -
10:30 am
General Session

Chairman's Address and Keynote Address

Speakers:

David T. Schaefer, CLFP DAVID T. SCHAEFER, CLFP
ELFA Chairman, CEO
Mintaka Financial, LLC

Larry Sabato LARRY SABATO
Election Analyst and Author; University of Virginia Professor of Politics; Founder and Head of the U.Va. Center for Politics


10:30 -
11:00 am
Break
11:00 am -
12:30 pm
Breakout Sessions

This session will debut the findings of the Equipment Leasing & Finance Foundation’s new Equipment Leasing & Finance Industry Horizon Report. This 2018 report is a hybrid of past State of the Equipment Finance Industry (SEFI) and Market Sizing study reports. Presenters will provide results and share analysis of an end-user/borrower survey conducted in August 2018. The session will include a mix of industry performance data, relevant economic information, near-term industry and economic trends, and market insights from industry leaders (panelists).

This session will also highlight compelling data from the report on topics of interest. Takeaway intelligence includes:

  • Overall equipment investment by type of equipment, and by end user industry.
  • Methods that businesses are using to finance their equipment investment.
  • Analysis of past behavior and future projections
  • Equipment finance industry sizing chart (including three-year forecast)

Moderator:

Jeff Elliott
Huntington Equipment Finance
Foundation Chair

Speakers:

Jeff Jensen
Keybridge LLC
Senior Director

Elizabeth Rust
Keybridge Research
Senior Analyst

Alan Sikora
First American Equipment Finance, an RBC/City National Company
CEO

Dave Fate
Stonebriar Commercial Finance
President & CEO

Kris Snow
Cisco Systems Capital Corporation
President, Cisco Capital

As the implementation date of the new Standard approaches in 2019, this session will provide insight on ASC 842 implementation challenges such as identification of lease and non-lease components, determination of incremental borrowing rate, application of practical expedients, identification of embedded leases, and renewal and termination options. We will also discuss Lease accounting system readiness, steps to operationalize future state, and other implications market participants should consider.

Moderator:

John Bober
IXL Lease Advisory
Advisor

Speaker:

Kristin Jones
Bloomberg Tax
Senior Product Manager, Leased Assets

Shannon Detling
PricewaterhouseCoopers LLP
Director

The equipment finance organizations of the future will be data driven organizations.

The demand for usage based leasing products is increasing year on year. Along with increased business demand comes the prevailing competitive necessity to utilize enhanced data analytic intelligence (e.g. Big Data) to effectively compete and manage all facets of successful equipment finance business operations, including; business model differentiation, risk adjudication credit underwriting modeling, data processing efficiency, funding system control processing, etc. In this dynamic market, equipment finance organizations need to build and utilize robust data management capabilities to stay relevant.

In this panel, the speakers will discuss how lenders can build core data capabilities to drive real business outcomes. The panelist would help us understand, the working framework and utilization of "Big Data". What does "Big Data" really mean and how do companies look to convert complex raw data into meaningful strategic value based business intelligence. Attendees will gain a perspective on how blockchain technology and vigorous data management practices, can positively impact various equipment finance transactions.

Speakers:

Ray Ellingsen
Corcentric Capital Equipment Solutions
Vice President

Patrick Gaskins
Corcentric Capital Equipment Solutions
SVP - Sales & Operations

Stephen T. Whelan
Blank Rome LLP
Partner

Anu Sachdeva
Genpact
Senior Vice President

Maria Singson, PhD
Genpact
Chief Science Officer

Uber, Lyft, Airbnb; the sharing economy is here, and it is growing at warp speed. According to Bank of America, the market size of pay-per-use-related businesses was $2T globally in 2017.

Equipment leasing fostered one of the earliest usage-based models in the cost-per copy finance product for copiers. Yet, some in the equipment financing industry view these new, technology-enabled, sharing economy models solely as a consumer phenomenon…and that is not the case. Pay-per-use cloud service providers like Amazon and Google already have disrupted the commercial technology marketplace, and fundamentally altered the procurement and funding strategies of many of our traditional clients. Increasingly, customers are making it clear they want to pay for outcomes, not assets.

This session will feature a panel discussion from two pioneering companies and looking to further disrupt things, through the use of fintech, risk mitigation and other options in creating usage-based solutions to end users in a variety of industries. Attendees will get a glimpse of applications and technologies that have the potential to impact the equipment financing industry in important and ground-breaking ways and discuss the intersections of the sharing economy and managed solutions.

Moderators:

Patricia Voorhees
The Alta Group LLC
Director

Speakers:

Diane Croessmann
The Alta Group
Consultant

Robert Preville
KWIPPED
CEO & Founder

Brett Reed
Cohealo
CEO & Founder

11:00 am -
3:30 pm
Spouse/Companion Event

Wine Bottling Experience and Shopping in Old Town Scottsdale

12:45 -
2:30 pm
Business Council Steering Committee Luncheon Meetings
Five concurrent luncheons in different rooms

Technologies available to lenders and consumers is changing at an unprecedented rate. It has never been more important than now to understand how technology changes will impact your business. This session will provide you with an overview of artificial intelligence and several use cases on how artificial intelligence can be deployed to impact how you provide financing to your customers.

Speakers:

Shannon Loomis
PayNet, Inc.

Joe Graham, FIS
Managing Director

Andrew Blacklock
Cisco Systems Capital Corporation
Senior Director, Strategy and Business Operations

Best Practices for Attracting and Retaining Emerging Talent in the Equipment Finance Industry

The Financial Institutions Business Council Steering Committee represents bank-related and other financial institutions (commercial banks, investment banks and multi-line finance companies) engaged in the middle-market and large-ticket sectors. The session will begin with a panel discussion on best practices for attracting and retaining emerging talent moderated by the Chair of the Emerging Talent Advisory Council (ETAC), Nate Gibbons. All emerging leaders attending the Annual Convention are invited to attend the luncheon and network with equipment finance leadership following the panel session.

Moderator:

Nate Gibbons, CLFP
Innovation Finance USA LLC
CEO

Speakers:

Lexie Dressman
Huntington Equipment Finance
Operations Process Manager & AVP

Martin Klotzman, MBA, CLFP
Ivory Consulting Corporation
Marketing and Business Operations Manager

Victoria Mora
GSG Financial
AVP, Credit and Syndication

Garland Brooks
Dell Financial Services
Business Development Advisor

This session will feature a modified “speed networking” format, allowing attendees to rotate among tables to maximize networking and information sharing. This fun and lively forum is designed to help attendees exchange information about their businesses and create new business relationships. “Conversation starter” discussion topics will be available at each table and highlights from an upcoming Foundation study on independent equipment finance companies will also be presented.

Moderator:

Brian Eschmann
Trans Lease, Inc.
President

Speaker:

Charles Wendel
Financial Institutions Consulting, Inc.
President

ROTOMA - A Better Way To Calculate Social Media ROI

It’s a question those of us in business have asked time and time again – “What’s my ROI on social media?” How often have you tried — in vain — to calculate your return on investment in digital and social media? In this session, Spencer X. Smith will share the one social media metric no one is talking about, ROTOMA (Return on Top of Mind Awareness), and why you should start using this strategy instead.

Spencer's book ROTOMA: The ROI of Social Media Top of Mind is the basis for this presentation. His book has been both featured in Forbes, and is an Amazon bestseller.

Learning objectives:

  • Understand why Return on Investment (ROI) is one of the most simple math problems there is…until it isn't.
  • Establish what people really want to know when they're asking "What's our ROI?"
  • Discover why being the most talented or most well-known person/company can actually work against you.
  • Understand the metaphor of "wearing you own band's t-shirt" and why you should stop doing it right now.

Speaker:

Spencer X. Smith
Keynote Speaker, Instructor, Author

This session will discuss short and medium-term implications of tax reform and trade wars on the U.S. economy, with a focus on small businesses, followed by Q&A’s.

Speaker:

Jeff Jensen
Keybridge LLC
Senior Director

2:30 -
3:00 pm
Break
Exhibits Open
3:00 -
4:30 pm
Breakout Sessions

Over the last decade, the equipment finance industry and the U.S. economy have been operating in a low-interest rate and low-inflation setting. Although this business environment has contributed to increased competition within the industry, it has also provided a relatively stable climate for investment in equipment and software. Equipment finance firms have become accustomed to this low-rate environment, and many may be ill-prepared for the possibility of a more rapid rise in inflation and interest rates in the near future.

This presentation, which is based on a recently released Equipment Leasing & Finance Foundation report entitled “On the Rise: How Inflationary Pressures and Rising Interest Rates Could Impact the Equipment Finance Industry” is intended to be a practical guide for equipment finance professionals that explains how rising inflation and interest rates may affect customer demand, portfolio performance, spreads, and the propensity to finance.

Speakers:

John Evans
Verdant Commercial Capital
Business Development Manager

Jeff Jensen
Keybridge LLC
Senior Director

Kirk Phillips
Wintrust Commercial Finance
President & CEO

Tim Quinlan
Wells Fargo Securities LLC
Senior Economist

Elizabeth Rust
Keybridge Research
Senior Analyst

Scott Thacker
Ivory Consulting Corporation
CEO

Positive trends in the US economy and recent US business tax reforms—in particular, a 21% corporate tax rate and immediate expensing for equipment—are expected to trigger greater investments in various types of equipment. In addition, recent changes made to the FASB and IASB accounting standards may impact a company's bottom line and decisions about equipment acquisition. This session will examine how the Tax Cuts and Jobs Act and new lease accounting standards may affect the lease versus buy decisions, and how certain equipment lease structures may impact overall financial performance. This session will also focus on tax reform implementation, including the status and outlook for regulatory guidance, as well as legislation making technical corrections and more substantive changes to the Tax Cuts and Jobs Act. In addition, this session will explore political, economic, budgetary, and other factors that may influence and shape future tax law changes affecting the industry. This discussion is important for the equipment leasing and finance industry to assist companies in understanding the Tax Reform and Accounting Changes implications and to aid them in developing plans to adapt and prepare for the future.

Speaker:

Randa Barsoum
PricewaterhouseCoopers LLP
Partner

Andrew Prior
PricewaterhouseCoopers LLP
Managing Director

Brian Holland, CPA, CTP, CGMA
Fleet Advantage
President, CFO

Andy Fishburn
ELFA
Director of Federal Government Relations

The panelists will engage in a roundtable discussion with the audience regarding various transportation finance considerations, including how financing providers, investors and other participants in our industry analyze the various challenges associated with transportation equipment financings relative to non-transportation equipment financings in order to increase the likelihood of successful deal completion. The panelists and audience will share perspectives regarding the current market approach to structuring, documenting, closing and syndicating transportation financing transactions, including by responding topical questions, such as:

  • How much more difficult is it for traditional equipment financing providers to lease or finance these types of transportation equipment?
  • What are some of the critical asset-specific challenges relating to transaction structures and closings?
  • What are some of the more meaningful legal and practical considerations when structuring and closing a multi-jurisdictional transaction?
  • What are the capital markets implications when participating in these transactions?
  • Are there different/worse tax, liability and other risks or burdens that impact a financing provider’s decision to participate in these transactions?

Speakers:

Marjorie Krumholz
Thompson Coburn LLP
Partner

Amanda Partak
Wolters Kluwer’s Lien Solutions
Sr. Motor Vehicle Specialist

Edward Gross
Vedder Price
Shareholder

6:30 -
9:30 pm
Closing Party - “Kick Up Your Boots!”