IFC is ramping up its middle market program for Pioneer brokers, removing barriers and giving brokers increased access to IFC’s considerable funding capabilities for transactions over $250,000, and up to $25 million.

Pioneer’s network of over 450 brokers gained access to IFC as a funding source when IFC acquired Pioneer Capital Corporation in 2004. Now, that access has been improved.

IFC has added additional personnel to assist in middle-market broker referrals, providing Pioneer with faster responses to inquiries, participation in association meetings, and joint advertising and mailings to highlight middle-market offerings.

For brokers, knowing when IFC is the best fit for a middle-market transaction can prove to be an invaluable resource, and is instrumental in getting a difficult deal signed.

In the middle-market space, IFC’s expertise lends itself well to businesses which have a history of profitability, but because of leverage issues or an explainable business problem in recent years, have fallen under increased scrutiny from traditional lenders. Companies needing a specialized lease structure are also well served by IFC. Typically, all these companies are looking to acquire revenue-generating and/or cost-saving equipment...

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What Middle-Market Transactions Are Best Served By IFC?

In the middle-market space, IFC’s expertise lends itself well to businesses which have a history of profitability, but because of leverage issues or an explainable business problem in recent years, have fallen under increased scrutiny from traditional lenders. Companies needing a specialized lease structure are also well served by IFC.

Typically, all these companies are looking to acquire revenue-generating and/or cost-saving equipment.

IFC has a legal staff in house, and is perfectly suited to create structured transactions such as this.

A recent transaction for a Texas-based surgery center shows why equipment leasing brokers seeking to fund difficult transactions are usually best served by IFC Credit Corporation.

The transaction came about by a local broker who was working to obtain funding for a surgery center. The center was in need of a new, advanced endoscopic digital video system that would allow the display of high resolution, real-time video of areas inside the human body. Having this equipment, which cost of over $400,000, would allow the center to provide its patients with a higher quality of medical care.

The center wished to lease the new equipment, with a $1 buyout at the end of term.

The idea sounds simple enough, and if that were the end of the story, the broker could have come to IFC or to a number of other leasing companies, and would likely have been served adequately by either.

As any broker knows, however, a deal is rarely that easy, and as the broker in Texas would find, when the deal becomes more involved, other companies often cannot meet their needs.

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In business, opportunity often only knocks once, and if a chance is missed, it is missed forever.

Take, for example, a medical imaging center in Florida. The imaging center had been doing business for a number of years, and had grown as big as its revenue would allow. Month in, month out, business was decent and routine, but the center’s prospects for growth were limited.

Then, one day, the knock came. Opportunity arrived in form of a large Health Maintenance Organization (HMO), inquiring to see if the imaging center offered a specific service. The HMO needed a new partner, and was seeking a contract to refer its clients to the center if that service could be offered. This service, compared to the imaging center’s current operations, was particularly lucrative, and the contract would be a huge boon for the center.

There was only one problem: the center did not have the equipment to offer that service.

Undeterred, the owner of the center thought to finance the equipment. With financing in place, he could offer the service, get the immediate clients from the HMO contract, and use those revenues to repay the loan and enjoy new profits.

Then came a bigger problem: he could not get the financing....

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April 17-18:  ELFA National Funding Expo
Visit us at the upcoming ELFA National Funding Expo in Chicago April 17-18 at the Fairmont Hotel. To reserve an appointment in advance, visit www.elfaonline.org and use the online meeting scheduler.

May 17-19: NAELB Annual Conference
Visit with Pioneer Capital representatives at the NAELB Annual Conference in Nashville May 17 - 19 at the Gaylord Opryland Resort

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The IFC family of companies come together to meet almost any leasing need. From medical leasing to small-ticket to brokered funding to middle and large ticket financing, learn about IFC's family of companies here.