Speed, Scale, and Culture: Driving Performance in Equipment Finance

A Turning Point in Equipment Finance: Where Banks Pull Back, Independents Step In

In this episode of ACS Portfolio Perspective, Andrew Pace sits down with Jeffry Elliott, CEO of Elevex Capital, to explore the structural shifts reshaping the equipment finance industry. After decades inside large bank environments, Jeffry shares why regional banks are increasingly focused on deposit-driven lending and how that shift is forcing them to pull back from transactional finance, including equipment finance. As banks consolidate, manage regulatory pressures, and prioritize core relationships, new gaps are emerging across the market. The conversation explores how independent platforms are stepping in to fill that void, particularly in underserved middle market and specialty segments. Jeffry also shares the thesis behind Elevex Capital, including its focus on technology, capital markets, and asset management, and how those pillars position the company for the next phase of industry evolution. At its core, this episode is about a turning point—where the structure of the market is changing, and new opportunities are being created for those prepared to move into them. Key Topics Discussed: * Deposit-driven lending and its impact on banks * Why regional banks are pulling back from equipment finance * The effect of bank consolidation and regulatory pressure * The long-term impact of Silicon Valley Bank and Signature Bank failures * Where lending gaps are emerging across the market * The role of independents in filling underserved segments * The legacy and exit of GE Capital * Middle market and specialty lending opportunities * The importance of asset-based structuring and residual risk * Elevex Capital’s three pillars: technology, capital markets, asset management * AI and automation in equipment finance operations * The growing shortage of experienced asset managers * Rebuilding training and development in the industry Notable Takeaways: “They’re less focused on profitability… and more focused on core banking relationships that bring deposits.” “They don’t view equipment finance as deposit gathering… so they’re starting to trim it.”  “They’re pulling back in areas that need lending the most… that creates opportunity.”  “Nobody’s training them… there’s just a lack of focus.”  “We want to be a true lessor… not just a credit player.”  Subscribe to Portfolio Perspective: Managing Risk & Seizing Opportunity for more industry insights and field-tested strategies. For more information, visit Asset Compliant Solutions [https://acs-cam.com/podcast/].

Speed, Scale, and Culture: Driving Performance in Equipment Finance

In this episode of ACS Portfolio Perspective, Andrew Pace sits down with Erik Eddington, COO of CH Brown Equipment Finance, to discuss how operational discipline, culture, and speed can drive meaningful performance gains. Coming from a background in commercial and agricultural banking, Erik shares what it was like stepping into equipment finance with a fresh perspective and how that outsider lens helped identify inefficiencies and opportunities for improvement. The conversation explores how CH Brown doubled its conversion rates without expanding its credit box, why speed is critical in a broker-driven environment, and how technology and process improvements are being used to eliminate bottlenecks. Erik also shares how the company has navigated volatility in transportation while staying committed to the asset class that built its business. At the core of the discussion is a simple principle: strong performance comes from aligned teams, clear communication, and a culture that supports how people work together. Key Topics Discussed: * Transitioning from banking into equipment finance * Identifying inefficiencies through an outsider perspective * Doubling conversion rates from ~30% to over 60% * Why speed is critical in broker-driven lending * Eliminating bottlenecks without expanding credit risk * Implementing a new LOS and AI-driven processes * Same-day funding and operational realities * Managing a transportation-heavy portfolio through volatility * Risk mitigation strategies and underwriting adjustments * Building a culture-first organization * Breaking down silos across teams * Using CliftonStrengths to improve collaboration * Leadership philosophy: listening to the team Notable Takeaways: “We’re doing the work for these deals… let’s make sure they actually get on the books.” “The broker is our true customer.” “If you don’t like coming to work, you’re not going to stay.” Subscribe to Portfolio Perspective: Managing Risk & Seizing Opportunity for more industry insights and field-tested strategies. For more information, visit Asset Compliant Solutions [https://acs-cam.com/podcast/].

One Year In: What We’ve Learned from 20+ Conversations in Equipment Finance

In this special one-year anniversary episode of ACS Portfolio Perspective, Andrew Pace steps out of the host seat and into the guest role to reflect on what the podcast has uncovered over its first year. Drawing from more than 20 conversations with lenders, lessors, and industry leaders, Andrew shares the common challenges that surfaced across the industry, including portfolio stress, misalignment, and delayed decision-making. He also highlights the themes that consistently emerged, such as the tension between risk and growth, the importance of early intervention, and the gap between policy and execution. The episode explores how the podcast has shaped Andrew’s approach to listening, leadership, and client conversations, while reinforcing ACS’s role as a connector across the industry. Looking ahead, Andrew outlines the topics, guest perspectives, and opportunities that will define the next phase of the podcast. At its core, this episode is a reflection on what happens when leaders are willing to ask better questions, share openly, and learn in real time. Key Topics Discussed: * Why ACS launched a podcast and what gap it aimed to fill * Common challenges across lenders and lessors * The shift from isolated problems to shared industry experiences * Lessons learned about listening and leading conversations * Why candid, unpolished discussions create better insights * Recurring themes: risk vs. growth, early intervention, execution gaps * How the podcast has influenced ACS’s role in the industry * The importance of curiosity over positioning in client conversations * Feedback from listeners and real-world impact of episodes * Vision for year two, including new topics and guest types * Building a more connected and collaborative industry Notable Takeaways: “Everyone assumed they were dealing with these challenges alone.” “This podcast became a way to surface those shared experiences.”  “I wanted to learn out loud.”  “Better questions matter. We don’t need all the answers.”  Subscribe to Portfolio Perspective: Managing Risk & Seizing Opportunity for more industry insights and field-tested strategies. For more information, visit Asset Compliant Solutions [https://acs-cam.com/podcast/].

Clarity Before Action: Rethinking Innovation in Equipment Finance

In this episode of ACS Portfolio Perspective, Andrew Pace sits down with Deborah Reuben, CLFP, innovation strategist, CEO and Founder of TomorrowZone®, and author of Enter the TomorrowZone, to explore how leaders can move beyond reactive decision-making and design future-ready organizations. Deborah shares how the conversation around innovation has shifted from why it matters to how to actually do it, especially in regulated industries like equipment finance. She introduces key concepts from her work, including the “Yesterday Zone,” where teams get stuck in constant urgency, and the “TomorrowZone,” where leaders step back, gain clarity, and intentionally shape what comes next. The discussion covers practical challenges leaders face today, including the tech-first trap and navigating the messy middle of transformation. It also offers a framework for building alignment, shared understanding, and momentum across teams. At the core is a simple but powerful principle: clarity first, then technology. Key Topics Discussed: * How innovation conversations have shifted from “why” to “how” * The “Yesterday Zone” vs. the “TomorrowZone” mindset * Why leaders get stuck in reactive, firefighting mode * The tech-first trap and why technology alone does not solve problems * Innovation in regulated industries and working within constraints * The importance of clarity, guardrails, and shared understanding * The 60-day co-creation approach * Why ownership and alignment drive successful execution * Navigating the messy middle of transformation * Why people, not technology, transform organizations * Architecting for the future vs. reacting to the present Notable Takeaways: “We don’t have to convince people that innovation is necessary… the conversation has shifted to what exactly do I need to do right now?”  “You could find yourself in a trap of rebuilding the past instead of shaping what’s next.” “Buying new technology actually feels like progress… but sometimes the real problem has nothing to do with technology.” “You can’t go around it… you can only go through it.”  “Clarity first, then technology.”  Subscribe to Portfolio Perspective: Managing Risk & Seizing Opportunity for more industry insights and field-tested strategies. For more information, visit Asset Compliant Solutions [https://acs-cam.com/podcast/].

Managing Through the Cycle: Risk, Relationships, and Resilience in Equipment Finance

In this episode of ACS Portfolio Perspective, Andrew Pace sits down with Mark Musumeci, Director of Risk Operations at Volvo Financial Services USA, to explore how captive finance organizations navigate risk, relationships, and performance through challenging market cycles. Mark shares how Volvo Financial Services balances supporting OEM partners with maintaining a healthy portfolio, and why relationships with customers, dealers, and vendors are central to that mission. Drawing from recent experience managing through a prolonged freight recession, he discusses the importance of downturn preparation, operational agility, and cross-functional collaboration. The conversation also highlights the role of leadership in high-pressure environments, including building psychologically safe teams, developing talent, and maintaining strong culture during uncertainty. Mark emphasizes that while systems and processes matter, long-term success ultimately comes down to people—both internally and across vendor partnerships. Key Topics Discussed: * What makes captive finance companies different from independent lenders * Balancing brand protection with portfolio performance * The importance of customer relationships in collections and recovery * Navigating a prolonged freight recession in transportation markets * Downturn preparation and operational agility * Cross-functional staffing and team flexibility * Building psychologically safe, high-performing teams * The role of vendor partnerships in managing portfolio stress * Process improvement through automation, telematics, and efficiency tools * Evaluating vendors as long-term strategic partners vs. tactical resources Notable Takeaways: “We exist to help our OEM partners sell more trucks… but also operate as an efficient finance company that is profitable and adds value.” “They can pick up pretty quickly if you actually care about their business or if you're just dialing for dollars.”  “Even the best of the best customers out there were feeling a financial strain because of the struggling market.”  “It’s not just collecting… it’s really resolving. It’s understanding the customers.” “If you care about your teams and your teams care about each other, you're going to have so much more results.”  Subscribe to Portfolio Perspective: Managing Risk & Seizing Opportunity for more industry insights and field-tested strategies. For more information, visit Asset Compliant Solutions [https://acs-cam.com/podcast/].