In recent years, the financial leasing business has developed better and better, so how does the financial leasing business in construction machinery operate? What are the steps and processes?
1, project communication
Because financial leasing is a new term for many people, they don't understand its connotation and are confused by its gorgeous appearance. In fact, the financing lease of construction machinery is very simple. It is a tool for credit sales. In essence, manufacturers provide financial services at the time of sales, so that enterprises with insufficient funds can take the lead in using the equipment, and then use the generated profits to purchase the ownership of the leased items in installments (paying rent in each installment).
The concept of financial leasing is very simple. Why is it difficult to communicate? It is because this new thing has been misunderstood that financial leasing is a disguised loan. So I'm always obsessed with interest rates. It seems that the lessee obtained the ownership of the subject matter during the lease period.
No matter what kind of lease, it is essentially to use other people's assets by paying rent within the agreed time. Leased items must be purchased by the leasing company before they can be leased. The right to purchase financial lease items belongs to the leasing enterprise. But the price cannot be decided by the lessee alone, and the lessor has one vote of veto. Everyone on the trading side should know that we are leasing, not lending.
Secondly, it is necessary to know what requirements the leasing company has for potential leasing enterprises, so that enterprises can know whether they have the conditions to use the leased items. First of all, let the leasing company know the basic situation of the enterprise, legal subject qualification and operating conditions; Secondly, the profitability of the project and the guarantee of fund recovery; The third is the guarantee strength of leasing enterprises for the use of leased items. The characteristics of financial leasing of construction machinery are as follows: most of the tenants are self-employed and need to have enough property as unlimited joint liability guarantee to ensure the repayment of rent; Fourth, there must be a lease deposit of about 30%, and the leasing company will not make financial leasing for enterprises without money.
2. Project planning
Manufacturers leasing companies are generally simple in this link, and their main purpose is to sell their own products. Project planning mainly includes two aspects: for customers with limited funds, they will give you a choice suggestion: you can choose to buy refurbished equipment, lease newly developed products for a short period of time or purchase equipment by means of financial leasing according to whether you want the ownership of equipment in the end. Such a plan is relatively simple;
For high-end customers, they will tell you that financial leasing can not only solve the problem of insufficient purchase funds, but also bring some benefits to enterprises in financial management, asset management and taxation. They can help you save taxes by operating leases or leasing in other ways. This kind of planning is complicated and involves some high technology. The leasing companies of general manufacturers mainly carry out leasing business for sales, and it is unlikely to spend more energy to help enterprises design complex leasing structures.
The planning stage of leasing encourages innovation. The more models, the more flexible they are, and the more easily they are accepted by customers.
3. Operation of the project
Generally speaking, the technical content of project communication planning is relatively high, and the project operation is relatively simple. In fact, project operation involves enterprise management and project risk, so it is more complicated. Because it is standardized and programmed, there will be no problem as long as the operation is done in strict accordance with the procedures. However, the importance of program sequence is often ignored in operation, and it should be said that it is very dangerous to innovate and change programs at will. In order to avoid mistakes, Caterpillar has adopted a six-horse management model, strictly implementing every link of the program, and not allowing creativity and easily changing the program. It is difficult for domestic enterprises to do this.
The first step of project operation is project evaluation. It mainly evaluates the credit, guarantee ability, operation ability and repayment ability of potential leasing enterprises according to the communication situation. Project evaluation is based on real project investigation. All events must be proved by reliable, authoritative and fair credentials, and general estimates and verbal promises cannot be used as the basis for evaluation. If in doubt, you can supplement the investigation and re-evaluate. If not, we will give up the project.
The second step is to sign a sales contract. As a manufacturer leasing company, this link is relatively simple, because the supplier and lessor of the leased items are actually integrated, so there is no concept of shopping around in the procurement link, which is an exclusive operation. As long as the lessor and the lessee agree on the terms of the transaction, they can sign the contract. Non-vendor leasing companies should shop around in this link to prevent tenants and vendors from defrauding leasing companies in series. Moreover, the leasing company is the main body of business negotiation, and the lessee is the main body of technical negotiation. This program must not be chaotic. Many leasing companies have problems in this link. They regard leasing as a loan, and property rights begin to lose at this time. Creditor's rights without property rights protection have lost the significance of financial leasing.
The third step is to sign a lease contract. With the purchase contract and project planning, it is easier to make a lease contract. What needs to be determined in this link is what the project needs, whether the upfront cost is sufficient and whether the necessary procedures are complete. Before the funds are in place, all contracts are open contracts (conditionally effective). In particular, some equipment is imported from abroad and enjoys tax reduction and exemption treatment. Before the import license formalities are completed, all contracts can't come into effect formally. This is both a business operation link and a risk control link.
Before the lease contract comes into effect, it is necessary to go through the notarization procedures of creditor's rights documents. This procedure is an important part of risk control. Once the lessee defaults on the rent, the leasing company can directly enter the court for execution without going through litigation procedures.
The fourth step is project execution. After the contract comes into effect, all necessary procedures must be fulfilled. Payment for the purchase of leased items shall be made in accordance with the provisions of the purchase contract; The manufacturer shall deliver the goods to the leasing enterprise in accordance with the provisions of the purchase contract; Transportation and insurance during the execution of the procurement contract shall be monitored and implemented. The leasing company shall assist the leasing enterprise in handling customs declaration, commodity inspection and claim (if any).
The fifth step is to clarify the real right. When the equipment is in the hands of the lessee, the lessee needs to cooperate with the lessor to deal with several things:
1. The equipment acceptance certificate shall be issued to the leasing company, indicating that the received equipment meets the procurement contract standards. If you don't do this, according to the provisions of the lease contract, it will be regarded as the default equipment that meets the contract standards. If there is any problem, it is not easy to find the leasing company theory;
2. What the leasing company needs to do is to paste the property right label of the leased property on the leased property to show that the ownership of this property belongs to the leasing company;
3. The rights and interests of the leased object shall be registered. At present, there is only guarantee registration in our country, but there is no registration system of leasehold rights and interests. At present, relevant systems are being established. Prior to this, some leasing companies made memoranda of property rights information and deposited them in the lessee's administration for industry and commerce.
4. Post project management
In the past, once the lease contract was signed, some leasing companies thought everything would be fine. In fact, the risks of leasing are all in the implementation stage of the project. In addition to internal document management, the monitoring of rental projects is also very important.
Most construction machinery is relatively mobile, and leasing companies are generally difficult to control. In order to prevent risks, some leasing companies are now installing GPS satellite positioning systems on their equipment. Its function is not only positioning. From the point of view of sales, we should track the location of equipment, so as to analyze the market location distribution, equipment wear and tear, working state, maintenance records and so on. For the future sales market, we have the decision-making power and pricing power of second-hand disposal of leased items.
In order to prevent the risk of tenant's withdrawal, it is necessary to track the market development trend of customers. Projects that have no market and are nearing the end are all high-risk areas of leasing. Need to be prepared for emergencies.
For rent recovery, different measures should be taken at different stages according to the five-level risk control:
■ During normal classes, the lessee shall be reminded to prepare to pay the rent 5 working days before paying the rent;
■ If the rent cannot be recovered normally within a short period of time during the attention period, it is necessary to issue a warning to the lessee and add deferred interest;
■ When the sub-class has felt that the lessee has lost the ability to pay the rent, the first thing to do is to preserve the property, stop the lessee's use of the leased property through legal means, announce the expiration of the contract, and step up the collection of rent;
■ Suspicious category means that the lessee has been unable to repay the rent, and needs to directly enter the law enforcement stage to recover the leased property in accordance with the agreement of notarization of creditor's rights documents, without litigation;
■ In the loss category, it shows that it is difficult to recover the rent and leased property through legal means. At this time, it is necessary to apply for bankruptcy of the lessee, recover the leased property and participate in bankruptcy liquidation.
Finally, there are two important things to do: the pre-sale of leased items and the sale of leased assets. In financial leasing, the leasing company has real right and creditor's right. Pre-sale means that the leased items are intended to be disposed of before being sold in the market. With the repayment of rent, the selling price keeps falling. Once the lessee cannot repay the loan, he can immediately dispose of the leased property. The other is the disposal of creditor's rights. In order to maintain the sustainable development of leasing companies, the rent receivable should be sold by factoring (accounts receivable sales).
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