{"type":"video","version":"1.0","html":"<iframe src=\"https://www.loom.com/embed/0b703c2883fb4db6bad00cab8096119d\" frameborder=\"0\" width=\"1176\" height=\"882\" webkitallowfullscreen mozallowfullscreen allowfullscreen></iframe>","height":882,"width":1176,"provider_name":"Loom","provider_url":"https://www.loom.com","thumbnail_height":882,"thumbnail_width":1176,"thumbnail_url":"https://cdn.loom.com/sessions/thumbnails/0b703c2883fb4db6bad00cab8096119d-351228d70d26a04a.gif","duration":3513.694,"title":"Sales 101: Equipment Finance Sales and MArketing(Bob Baker)","description":"This Loom explains a vendor-focused sales and marketing strategy for small ticket equipment leasing under $100,000, emphasizing that success starts with strong vendor programs. It argues that convenience drives vendor use, noting that 76% of automobiles financed in the US are financed at the dealership, and stresses frequent follow up with lessees and users at least every other month because finding new customers is six times more expensive. The speaker advises concentrating on a few equipment industries rather than many, using research via resources like Thomas Registers and trade magazines, and targeting sales managers by calling to ask for their name and zip code. When presenting to vendors, the Loom criticizes generic pitches and insists vendors care only about increased sales, so the goal is to show how the broker will generate additional business rather than merely salvage transactions after a sale."}