VIDEO INTERVIEW: Shawn Arnone, SVP Commercial Vendor Finance, Key Equipment Finance explains the challenges in the vendor finance sector of the equipment finance industry. Arnone explains the importance and art behind successful relationship building in the vendor finance arena. Focusing on your niche, or “staying in your lane,” is important in this highly competitive market according to Arnone. Additionally, being consistent, predictable and always delivering on promises is of the utmost importance to the vendor partner.

Ultimately, to be successful in vendor finance, you need to be consistent and honest with your customer upfront, says Arnone. Also making sure you understand the deals and communicating clearly and honestly with your vendor partners is a key to success in the long term. Delivery is critical says Arnone, advising that creating relationships both externally and internally and being a trusted advisor to your vendor is key to success.

Equipment Finance Advisor’s Thought Leadership Videos feature interviews with subject matter experts and leaders from bank-owned equipment finance companies, leasing companies, banks, independent commercial finance companies, consultants, service and product providers and more – offering their candid thoughts in interviews broadcast via Equipment Finance Advisor’s YouTube Channel.