Jared Holmes

Every vendor has been here before. A customer is interested. The equipment is right. The conversation is moving forward. Then the question comes: “What’s the best you can do on the price?” Most of the time, that question is not about the value of the equipment. It is about the customer trying to make the numbers work in their head. When financing is not part of the conversation, price becomes the only lever left to pull. That is where margins start disappearing. Why Customers Ask...

Rates are only one part of a financing decision, but customers tend to fixate on them when they are introduced too soon. When a customer hears a rate before understanding the full context, they often make decisions based on incomplete information. This can cause hesitation or pushback, even when the overall structure makes sense. Financing works best when expectations are framed around outcomes rather than percentages. What Vendors Should Talk About Instead Instead of leading with rates,...

Few things frustrate vendors more than a deal that is approved but not funded. From the vendor’s perspective, the sale is done. The customer is ready. The equipment is scheduled. And yet, funding gets delayed, which can create confusion, cash flow issues, and strained relationships. In most cases, funding delays are not caused by credit problems. They are caused by process breakdowns. Understanding where delays typically occur and how to prevent them helps vendors protect deals and get...