Introduction Who is Ezilease? Ezilease is a national retail financier Ezilease is Australian owned and operated We are underwritten by various funding lines allowing us to approve more applications in less time. What is Ezilease? Operating Lease (Fixed Term Rental) Available to ABN Holders or individuals Some Key Features of Ezilease Flexible finance term – 12, 24, 36, 48 or 60 Months Over the phone approvals – in 10 to 15 minutes Quick and easy settlement – within 24 hours Flexibility at End of Term Return the goods Upgrade Make an offer to own Provides Benefits such as tax deductions and upgrades. (Independent tax advice is recommended). Sales Tool for your store to sell more. Introduction Key Benefits of Ezilease Customer Customers can hold onto their cash or savings. Businesses can conserve capital. Tax deductions for business users*. Off balance sheet expense for business*. Enables customer to get what they want vs. what they can afford right now. Affordable monthly payment, budget over time. Upgrade their product regularly. Add on equipment over time. Increases the amount of goods the customer can obtain. * Independent tax advice recommended Introduction Store Repeat business through upgrades Maximise Gross Profit Control of the relationship with customer Recognition from Ezilease Increase Stock Turnover Generous Rebates – up to 4% of the invoice amount Salesperson Repeat business, Improve long term business growth Maximise Gross Profit – Price at full RRP Bundling Opportunity – Increase average deal size Recognition from Store Manager/Ezilease Upsell to Better Suited Equipment Sell a Weekly Payment not a Price, no need for discounting. Increase customer contact through the term of the agreement Example of Bundling Which of the following do you think would be easier to sell? Cash Ezilease Ride On Mower Push Mower Chainsaw Power Blower Hedge Trimmer Safety Pack Total $5,999 $399 $459 $249 $499 $100 $7,705 $35.71 pw $2.38 pw $2.73 pw $1.48 pw $2.97 pw $0.60 pw $45.87 pw 1. Use weekly pricing to add on equipment 2. Using this strategy will also help you up-sell the customer to other or better quality goods The above example is based on a 3 year term. If the term is extended the weekly amount will be less. Rates are for indicative purposes only. Who can apply? Just about anyone can apply but there are some basic criteria: 18 Years of age or over Australian Resident Employed and/or able to show serviceability The applicant will also have a greater chance of being approved if they have a : Stable employment history Stable residential history Clear and established credit file. Processing an application Call 1300 394 532 with your store details Provide Operator with invoice price, term and product details Put customer on the phone - they will be asked a series of questions Ezilease will process the transaction & provide the customer with an answer The customer will be asked to put the sales person back on the phone Ezilease will forward the approved documents to you via email or fax Signing the contracts Customer signs the following: Signature Page Identification Page Direct Debit Page – Includes ‘Delivery/Collection Confirmation’ The sales person will need to: Check the customers ID – It is suggested that they also take a copy of their ID Sign the witness signature boxes Ensure the customer has completed & signed the documents Record serial numbers Send documents and invoice to Ezilease Releasing the equipment Complete paperwork and fax to 1800 673 356 Approval Centre checks that the documents are correct Release note is sent to the store (store can call to check) Receiving this guarantees the store will be paid promptly Important Contacts Customer Applications Dealer Rebates Call 1300 EZILEASE EZILEASE Rebates (1300 394 532) Email: [email protected] In Store POS New Dealer Registrations EZILEASE Marketing Department EZILEASE Applications Email: [email protected] Send completed dealer registration form to; Fax: 02 9423 6924 Email: [email protected] Assistance / Training EZILEASE Operations Manager John Chidiac Mobile: 0439 491 353 Email: [email protected] Demographic of an Ezilease Customer Who is a Ezilease Customer? Consumers Have to Budget their MONEY carefully • • • • • • Household Family Holidays Family Car Kids Recreational Activities Bills What PRODUCTS could they get with Ezilease? • Ride on mowers, Hedge trimmers, Blower Vacs, Tools • Bikes, Quad bikes • Golf clubs, Golf cars • Sports equipment • Computers/IT • Cleaning equipment • Sewing machines Who is an Ezilease Customer? Businesses Require the items to run their business • They understand the value of a higher priced product • They see the items as tools of the trade • They are easily converted to return customers Why would they choose Ezilease? • • • • • • Easy to apply and get approval Tax effective Flexible end of term options Upgrade options available Save their cash & credit limits They can walk out of the store with the items they want today Tax Deductions Example of where Tax Deductions may apply: Gardening business Other business Investment Property Home Office Positioning of Ezilease in the sale 1. Greeting the Customer Attentive and welcoming approach Build rapport 2. Establish a Customers Needs Ask Questions and Listen to their response Effective Questioning Techniques So what are we looking for? Hot Buttons Specific Needs Motivation for Buying Decision Making Process Positioning of Ezilease in the sale Types of Questions: Open ended questions (beginning) Is a question that has multiple answers Questions for information gathering Closed questions (middle and end) Is a question that will deliver a specific answer. Take Control of the Sale Using Information shared. Benefits of Questions: Helps to: Learn about the customer Build a customer profile (don’t prejudge) Build a total solution Build Rapport Understand their buying motivation Understand what is important to them Summarise responses to questions: Displays that you have listened, taken an interest and understand their needs. Positioning of Ezilease in the sale 3. Presenting a Solution Match customers needs with products upon presenting a solution. For example: Specific Product Requirements suited to the End User, consider: Type of Customer Occupation/Studies Hobbies and Interests Budget/Finance constraints How long they have had their old product for. Build a total package (including main product, accessories and services) Explain the benefits of each product to the customers individual needs. Positioning of Ezilease in the sale 4. Overcoming Objections Understand the most common objections so that you can in turn overcome these more successfully. Build confidence in your ability to overcome objections Demonstrate belief upon responding to the customer Examples of common objections and how to overcome these Positioning of Ezilease in the sale 5. Closing the Sale Ask customer if they would like to take home goods today. If a potential Ezilease customer, encourage the customer to apply in store (control of sale). Objection Handling It costs too much Take focus off ticketed price Explain the full benefit (total solution) Get what they need rather than what they could afford right now (cash). I could put it on my credit card Explain that this will use up some of the clients credit card limit Let them know that the repayments can be charged to their credit card each month so that they do not have to pay for it all up front If the client is an ABN holder make sure that they understand that putting it on their credit card will mean that they will not be able to get the same tax benefits. I want to Own it Explain the flexibility of the rental and the end of term options. Customer can make an offer at the end of term to own the goods. Explain that they will also be given the option of upgrading the item. Use examples of Foxtel, Internet Service etc to explain that they are paying for a service. Objection Handling I want to pay it off early Advise they have the option to do so if they choose to however no benefit as the contract is a fixed term. More advantageous to select a term that best suits their needs. What is the interest rate? Explain that it is a rental, not a loan, therefore there is no interest rate. Show the customer how much the item is, how much they pay in total over the term and what the difference is. Also let them know about the ‘Swap It’ option six months prior to end of term. They are paying for use of equipment (similar to renting a hire car). I want to depreciate it Explain the advantages of tax deductibility through rental. Key Points Review No cost to the store Return business via the Ezilease ‘swap it’ (upgrade) option Higher retained profit by selling more items at full RRP More business by offering another payment method and capturing a wider market section. Easier to sell a ‘payment’ over a full price and easier to increase the total sale amount through bundling and incremental up selling Rebates to the dealer (or salesperson) increase the profit in every sale Over the phone approval within 10 to 15 minutes No deposit required Up to 100% tax deductible when used for business purposes Flexible end of term options (offer to own, return, upgrade) 1 to 5 year payment terms available Choose your item, get approved, take it home without delay! Why Ezilease? Every customer is different. Different Needs…. Different Financial Situations…. Different Reasons For Purchasing…. Ezilease is not intended for every customer who walks through the doors but not having Ezilease means that the customers who want to use this option will purchase elsewhere. Our intention is to help your dealers get more business, increase margins and actively drive return business.