For the past few weeks, this newsletter section has focused on the results of the TRL program. We've talked about our clients, the benefit of repeat business, and what our successful brokers are doing. We need to address how to do it.

P&L has NEVER signed lease without a number of conversations taking place between the broker, end user prospect, and P&L. As a funding source with a niche product, we are different and the product is different than most the programs you have sold before. THIS IS ALL WE DO, EVERYDAY.

Your prospecting and qualifying should get us to the point where we can put an agenda together for a conference call. If you compete on rate, and rate alone, we will never sign a lease with this product. The rates will be in line with the industry, but your prospects won't change for the sake of change, we need to solve a problem. For example, a broker called me this week saying that he had a prospect that is frustrated with DFS. The broker emailed me the equipment list and asked for a proposal. At that time, I asked the broker what the end user was frustrated with and how does a proposal solve it? If he presents our proposal to the end user (proposal outlines a monthly payment), isn't the end user still frustrated with DFS? Let's define the frustration and specifically address how to fix it. If we do this, then the pain of change declines because you have added value.

For a more complete picture of how we add value and what others have done to bring this business in, make sure we stay in contact


Our Niche: Desktops, Laptops, Monitors, some Servers for companies who need to rotate, or are already rotating every 2-3 years.