Speakers at the Leasing Life asset finance
conference in Milan have urged the industry to open up to new ways
of working as markets gradually recover.

Patrick Gouin, head of High Tech International
at SG Equipment Finance, underlined the
complexity arising from the breadth of operations undertaken by
asset finance companies, and challenged business leaders to focus
in on new KPIs.

He said customer and employee satisfaction
were in danger of being eclipsed once more by the desire to
centralise operations, grow overall portfolios and write business
at competitive rates.

“The more we shoot, the less we hit,” he said,
adding that he would rather his business have fewer, happier
customers, than many who were more or less satisfied.

Joel Posters, head of corporate social
responsibility at De Lage Landen, argued that commercial success
for the sector relied on more than simply book-building and cost

He made the point that a group-wide CSR policy
could aid, rather than hinder, profitability, using the example
that the decision not to finance equipment for a mining group,
which was subsequently shut down after pressure from
non-governmental organisations, had seen DLL avoid reputational and
credit risk.

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