T h e A l t a G r o u p – W h e r e E x p e r i e n c e P r o v i d e s D i r e c t i o n Latin...
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T h e A l t a G r o u p – W h e r e E x p e r i e n c e P r o v i d e s D i r e c t i o n Latin American Seminar May 2 – 3, 2007 Presented by The Alta Group John C. Deane
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Transcript of T h e A l t a G r o u p – W h e r e E x p e r i e n c e P r o v i d e s D i r e c t i o n Latin...
T h e A l t a G r o u p – W h e r e E x p e r i e n c e P r o v i d e s D i r e c t i o n
Latin American SeminarMay 2 – 3, 2007
Presented by
The Alta Group
John C. Deane
T h e A l t a G r o u p – W h e r e E x p e r i e n c e P r o v i d e s D i r e c t i o n
GLOBAL LEASING MARKET
Experiences in Market EntryExperiences in Market EntryVertical & GeographicVertical & Geographic
The Global Marketplace
T h e A l t a G r o u p – W h e r e E x p e r i e n c e P r o v i d e s D i r e c t i o n
GLOBAL LEASING MARKET
Vertical Market Entry
Driven By Equipment or Industry Type
Relatively Easy
Should Be Aligned with Core Competencies
Brand New Space or Adjacent Space?
T h e A l t a G r o u p – W h e r e E x p e r i e n c e P r o v i d e s D i r e c t i o n
GLOBAL LEASING MARKET
Vertical Market Entry
De Novo
“Lift Out”
Purchase Going Concern
T h e A l t a G r o u p – W h e r e E x p e r i e n c e P r o v i d e s D i r e c t i o n
GLOBAL LEASING MARKET
Vertical Example
Large Captive Lessor
Global in Scope
Constrained Future Growth Rate
How to Choose Verticals?
Part Instinct
Importance of Alignment
First, Do No Harm
T h e A l t a G r o u p – W h e r e E x p e r i e n c e P r o v i d e s D i r e c t i o n
GLOBAL LEASING MARKET
Geographic Market Entry
The Global Marketplace
T h e A l t a G r o u p – W h e r e E x p e r i e n c e P r o v i d e s D i r e c t i o n
GLOBAL LEASING MARKET
Geographic Market Entry
Much More Difficult
Name a Successful Geographic Market Entrant
Bank Lessor?
Independent Lessor?
Captive Lessor?
Push Through or Pull Through?
T h e A l t a G r o u p – W h e r e E x p e r i e n c e P r o v i d e s D i r e c t i o n
GLOBAL LEASING MARKET
Geographic Market Entry
In this context, equipment leasing & financing is NOT a global business
It IS somewhat regional, but mostly local
It MUST be viewed as a core business that requires core competencies
T h e A l t a G r o u p – W h e r e E x p e r i e n c e P r o v i d e s D i r e c t i o n
GLOBAL LEASING MARKET
Geographic Market Entry
Not De Novo
“Lift Out”
Partnership
Acquisition
T h e A l t a G r o u p – W h e r e E x p e r i e n c e P r o v i d e s D i r e c t i o n
GLOBAL LEASING MARKET
Geographic Market EntryNTY Example
Pull Through
Investment Grade Vendor or Manufacturer
Modest Initial Program Volume Expectations
What are the Alternatives for the Vendor?
T h e A l t a G r o u p – W h e r e E x p e r i e n c e P r o v i d e s D i r e c t i o n
GLOBAL LEASING MARKET
Thank You
The US Marketplace
