For resellers, leasing has more benefits than initially meet the eye, the distributor contends
Nimans is persisting in its campaign to promote leasing as a tool for creating a greater bond between resellers and their customers. It has now launched an educational campaign to help alert its resellers to the advantages they may be missing.
The distributor is attempting to drum up custom for its leasing division by pointing out the virtues of a customer “lock-in”. For the reseller, the ongoing advantages of rental systems can come in the form of upgrades and upselling opportunities. In addition, offsetting payments against Corporation Tax is a hidden benefit that often gets overlooked.
Nimans estimates that up to a quarter of resellers are missing out on a valuable financial service which offers a proven way to grow order sizes and overcome price obstacles to a standard sale.
Tom Maxwell, head of dealer sales at Nimans, said, “One of the most important areas that often gets overlooked is how leasing can help resellers ‘lock in’ their customers over a long period of time,” says head of dealer sales, “There’s no worries about cash price discounts that can erode margins and they also have greater control over a customer where they can upgrade or add additional equipment further down the line.”
To explain the advantages, Nimans has launched an educational marketing campaign, which helps to explain to the resellers the ‘hassle free’ way leasing can be used to grow their business.
“There are still a lot of resellers who view elements of leasing as complicated. They don’t want to embrace it and only go after cash deals which very often ends up with a price discount and loss of margins. We offer a free lease desk which takes away all the pain of paperwork and liaising with different lenders, and so on,” Maxwell added.
He believes many resellers are very good at selling leasing but others are a bit confused about who owns the kit, particularly at the end of the deal. He added that he would like to soothe their fears and show them how to remain in control.