FREE SUBSCRIPTION Includes: The Advisor Daily eBlast + Exclusive Content + Professional Network Membership: JOIN NOW LOGIN
Skip Navigation LinksHome / Articles / Read Article


As equipment leasing professionals convene in Orlando for the Equipment Leasing and Finance Association's Annual Convention, Equipment Finance Advisor asked four sales managers to contemplate this year's convention theme -- Adapt, Innovate, Win.

We spoke with BMO Harris' Tom Sbordone, Fifth Third's Dick Maxwell, PNC's Dave Keener and TD's Carl Boccuti and asked them each to provide specific examples in which their equipment leasing and finance shops had to face certain market realities and create innovative solutions that, in turn, yielded winning results. While the responses were varied, a common theme emerged. Whether its setting aside preconceived notions with regard to a particular client's needs, staffing up in certain verticals or gathering market intelligence, to win these days means to assess the current environment acutely and to adapt accordingly.

We thank Carl, Dave, Dick and Tom for taking on the challenge, adapting to a less traditional set of interview questions and sharing their thoughts on what it takes to succeed in today's environment.

Feel free to read these four perspectives in any order you prefer.


BMO Harris Equipment Finance: Adhering to Time-Tested Principles
Thomas Sbordone
Fifth Third Equipment Finance: A Strategy Based on Keen Listening
Dick Maxwell
PNC Equipment Finance: A Value-Added Approach
David Keener
TD Equipment Finance: Market Intelligence Leads to Strategic Wins
Carl N. Boccuti

Comments From Our Members

Bob Rinaldi • View APN Profile
Great article gentleman! Having known and worked with Tom Sbordone at ILC (later known as NC4) It's not surprising to read his success strategy of industry verticals. I would not be so bold as to say that Tom learned this strategy from ILC but rather we hired the individual that already exhibited the rare talent of being able to look beyond the status quo. You combine Tom's talents with BMO Harris's balance sheet and great leadership in Jud Snyder and you have all the necessary ingredients for success. Great Stuff! Thanks for sharing Tom and Jud.
10.24.2013 @ 10:58 PM

Thomas Sbordone
Greetings Bob! Hope all is well with you and your family since we last chatted. Thanks for your kind words below. Jud and I will take all the support we can get. My first exposure to the concept of Industry Verticals was indeed provided by ILC/NC-4. My time spent there was very productive and enjoyable thanks to you, Vince and the Cincinnati management team. I learned a lot and am proud of my association with one of the greatest success stories in the Equipment Finance industry - ILC! Hope to see you soon! Tom Sbordone
10.25.2013 @ 9:26 AM
You must be an Equipment Finance Advisor member to post comments. Login or Join Now.