{"id":60351,"date":"2024-05-28T01:53:21","date_gmt":"2024-05-28T08:53:21","guid":{"rendered":"http:\/\/www.enxmag.com\/twii\/?p=60351"},"modified":"2024-05-30T05:21:21","modified_gmt":"2024-05-30T12:21:21","slug":"terms-and-conditions-may-apply-but-leasing-is-essential-to-dealer-success","status":"publish","type":"post","link":"https:\/\/www.enxmag.com\/twii\/state-of-the-industry\/2024\/05\/terms-and-conditions-may-apply-but-leasing-is-essential-to-dealer-success\/","title":{"rendered":"Terms and Conditions May Apply, but Leasing is Essential to Dealer Success"},"content":{"rendered":"\n
How would you like to pay? As consumers, it\u2019s a message we\u2019re bombarded with on a daily basis. The ways and means of completing a transaction have billowed to the point where cash has almost become the red-headed stepchild. We couldn\u2019t possibly have envisioned a day when a phone or watch could be used to transact business.<\/p>\n\n\n\n
In the B2B office technology universe, not many end-users are accessing their Apple Watch to square up a deal for a copier or scanner. Traditional leasing and financing tools still rule the day. The Equipment Leasing and Finance Association (ELFA), which monitors the $1 trillion equipment finance sector, reported that its Monthly Leasing and Finance Index (MLFI-25)\u2014companies representing a cross-section of the finance sector\u2014finished out 2023 on a high note despite concerns regarding interest rates and a possible recession. It\u2019s an indicator that while conditions aren\u2019t optimal, business is still brisk.<\/p>\n\n\n\n
This month\u2019s State of the Industry report on leasing provides eight viewpoints from dealers large and small. We touch on the roles of dealers as both consultants and deal closers, examine some of the impediments to securing leases and detail the tactics competitors use in acquiring net-new clients. As you\u2019ll see, it\u2019s a matter of striking a balance between the needs of a customer and the obligation dealers have to maintaining profitability while sometimes absorbing risks.<\/p>\n\n\n\n
Doug Pitassi is a huge fan of the leasing companies. The president of Pacific Office Automation in Beaverton, Oregon, believes they\u2019re instrumental to the dealer\u2019s success, and he counts many of the biggest financers to the industry\u2014Wells Fargo, Canon Financial Services, First Citizens Bank, DLL, Macquarie, U.S. Bank and PEAC Solutions\u2014among his company\u2019s portfolio. It provides more options to address client needs, as the lessors don\u2019t all share the same level of risk tolerance. Pitassi will also take on some risks with in-house financing, but the sheer volume of traditional options reduces that frequency.<\/p>\n\n\n\n
The beauty of an independent leasing company, Pitassi notes, is its ability to provide an end-user client more credit without infringing on its credit line. The monthly payments are far easier to reconcile than a large expenditure that impacts cash flow or the bottom line all at once.<\/p>\n\n\n\n
\u201cWe can break out the costs; there are different components that make up the total payment,\u201d he said. \u201cBut I think a lot of customers just want to understand the technology. Leasing is an ingredient of a transaction, but solving their problems with technology comes first. Figuring out a way to finance it is secondary.\u201d<\/p>\n\n\n\n
As interest rates continue to climb or remain high, Pitassi notes that credit approval percentages in certain verticals have fallen, which can represent an obstacle to completing a deal. Then it becomes a risk proposition, one that POA has been able to \u201cconquer at a really high percentage,\u201d he added.<\/p>\n\n\n\n
Leasing is an ingredient of a transaction, but solving their problems with technology comes first. Figuring out a way to finance it is secondary.<\/p>\u2013 Doug Pitassi, Pacific Office Automation<\/cite><\/blockquote>\n\n\n\n
Pitassi has rarely been risk-averse and is a strong judge of situations. \u201cThere are some customers that have a legitimate reason behind why they\u2019re in the condition they\u2019re in,\u201d he noted. \u201cIf you understand their business at a deeper level, you can take on some of the risk with them.\u201d<\/p>\n\n\n\n
However, there was one time when Pitassi freely admits to a credit misjudgment. It wasn\u2019t long after 9\/11 that a newer online company wanted POA\u2019s help in closing out a $300,000 deal. He demurred, not wanting to take the risk on a company that, at the time, couldn\u2019t get credit approval for a $10,000 copier. Pitassi regrets the missed opportunity to partner with a company that now has a market cap of $15 billion, evidence that misjudgment swings both ways.<\/p>\n\n\n\n
Foundational Element<\/strong><\/p>\n\n\n\n
Leasing is the backbone of business, notes Josh Salkin, a partner with EDGE Business Systems in Roswell, Georgia. The beauty is that it helps clients obtain the necessary solution without the need for a large upfront cash outlay. It also prevents the feeling of being stuck with depreciating assets.<\/p>\n\n\n\n
Josh Salkin, EDGE Business Systems<\/figcaption><\/figure><\/div>\n\n\n\n
\u201cIf sales and service is supporting the client correctly, it\u2019s a natural conclusion to approach expiring leases as an opportunity to discuss options,\u201d Salkin said. \u201cThese include purchase of the existing device, refinancing the device for an extended term as well as upgrading to a new generation. With prospective accounts, we try to educate the client on using manufacturer programs\/promotions to offset the remaining stream of payments owed.\u201d<\/p>\n\n\n\n
Little considerations can translate into huge headaches, and it falls upon the dealer to make sure even the smallest of details aren\u2019t missed. Something as simple as clients notifying the incumbent leasing company as to not get caught in a 12-month auto renewal. Closing the book on the previous agreement can sometimes get overlooked, according to Salkin. Failure in this area can lend itself to unnecessary fees from return shipping, restocking, auto renewals and extra payments.<\/p>\n\n\n\n
Nothing is more disappointing to the rep working the deal or the client who thinks their lease is up than to find out the perceived term is actually further out.<\/p>\u2013 Josh Salkin, EDGE Business Systems<\/cite><\/blockquote>\n\n\n\n
One tactic Salkin\u2019s competitors use is the promise of upgrades early when the actual lease term far exceeds the commitment term. \u201cNothing is more disappointing to the rep working the deal or the client who thinks their lease is up than to find out the perceived term is actually further out,\u201d he added.<\/p>\n\n\n\n
Dealers such as EDGE obviously want to take all strides to help credit-challenged prospects secure feasible leases. Leasing partners may ask to speak to the client to gain more insight into special circumstances. It might require a down payment or opting for a pre-owned device to mitigate the degree of funding needed. EDGE\u2019s in-house leasing arm provides another outlet to support given verticals or new businesses.<\/p>\n\n\n\n
Customer-Centric<\/strong><\/p>\n\n\n\n
Dean Swenson, The Swenson Group<\/figcaption><\/figure><\/div>\n\n\n\n
A majority of the term contracts chosen by clients of The Swenson Group (TSG) of Livermore, California, cover five years, yet about 70% of them don\u2019t reach the full 60 months, notes President Dean Swenson. Roughly 95% of deals are fair market leases, as he finds most clients don\u2019t want to own the equipment after five years. TSG reaches out at least a year in advance of the lease\u2019s end to reassess where the client stands and make tweaks for the next agreement.<\/p>\n\n\n\n
Virtually all deals are bundled with volume minimums, with the possible exception of commercial printers obtaining production machines. There\u2019s the scourge of manufacturers who try to sell customers on the zero minimum concept\u2014pay for what you eat, so to speak. Swenson will humor any client who wants to go that route, but he strenuously points out the dangers in variable pricing, such as separate leasing company bills and service charges. The variable monthly charges are unpredictable and are usually a headache for a client\u2019s accounts receivable department.<\/p>\n\n\n\n
\u201cBundling contracts is fundamentally good for the customer, and it offers a defensive posture when competitors try to buy us out,\u201d Swenson said. \u201cMost want a single invoice that\u2019s predictable, and we can put together a flexible allowance that\u2019s all-inclusive.\u201d<\/p>\n\n\n\n
TSG takes a consultative approach with prospects, educating them about lease notification periods and letters of intent so they don\u2019t unwittingly get ensnared in a renewal. By doing this, organizations then have an even playing field when evaluating different vendors. If they fall victim to auto-renewals, often an organization gets \u201cstuck\u201d in a bad situation.<\/p>\n\n\n\n
Bundling contracts is fundamentally good for the customer, and it offers a defensive posture when competitors try to buy us out.<\/p>\u2013 Dean Swenson, The Swenson Group<\/cite><\/blockquote>\n\n\n\n
It\u2019s par for the course for a dealer whose intention is to do right by the customer. \u201cSome might say I\u2019m crazy; we are very transparent and use fact-based data,\u201d Swenson said. \u201cWe\u2019ll spell out how we came up with the buyout, and we\u2019ll put the dollar amount right in the proposal. So they\u2019ll know the exact dollar amount of the check we\u2019ll write to help them fulfill their [incumbent] contract. Not every dealer is that transparent, and many times it ends up biting the prospect.\u201d<\/p>\n\n\n\n
It\u2019s due diligence that enables TSG to successfully guide clients and prospects through the leasing process. If the prospect believes the expiring pact is a strong jumping-off point, the rep will ask for copies of that pact\u2019s terms and conditions and the last three maintenance invoices. That can help TSG craft the most accurate proposal and give the best counsel. When the prospect drags feet, however, it can make the dealer question their intentions and how serious they are about making a change.<\/p>\n\n\n\n
\u201cThat can disqualify them for being a good fit with us,\u201d Swenson added.<\/p>\n\n\n\n
Bundle and Save<\/strong><\/p>\n\n\n\n
With a respectful nod to Flo, Progressive Insurance isn\u2019t the only business partner that wants to help its customers bundle its assets into a single contract to secure cost savings. MTS Office Systems typically offers an all-inclusive approach similar to a subscription-based model. Mason Smith, president and CEO of the Greenville, South Carolina-based dealership, notes his account reps seek to combine the equipment and service packages into a plan customized to each client.<\/p>\n\n\n\n
\u201cIf the prospect is currently in a lease, our sales team will provide a full total cost analysis with their current costs and our proposed costs,\u201d Smith said. \u201cWe try to right-size their service plan to updated volumes and offer flexibility to change plans throughout the leasing cycle.\u201d<\/p>\n\n\n\n
Lease terms yield the most frequent inquiries from prospects, according to Smith. Some will request a three-year term instead of five without understanding the cost implications, thus MTS\u2019 reps lay out the full slate of options to determine what works best for their needs. To allay any concerns, the dealer provides a life-of-lease replacement guarantee for customers who opt for a lease with a maintenance agreement.<\/p>\n\n\n\n
One clause that tends to catch the client\u2019s eye is the stipulation that prices can increase at any time. \u201cIn that scenario, we\u2019ll let them know exactly what it means and how it affects them, and we can put into writing what their service agreement will look like moving forward if it\u2019s billed with the lease,\u201d Smith said.<\/p>\n\n\n\n
We try to right-size their service plan to updated volumes and offer flexibility to change plans throughout the leasing cycle.<\/p>\u2013 Mason Smith, MTS Office Systems<\/cite><\/blockquote>\n\n\n\n
Internal leasing is generally the final bullet in MTS\u2019 arsenal if the dealer has confidence in the prospect\u2019s ability to pay. A hybrid option is to offer a two-year term, then revisit the client\u2019s credit report. A 12-month deal is also possible in these circumstances.<\/p>\n\n\n\n
Risk-Reward<\/strong><\/p>\n\n\n\n
A pro-bundle advocate is NBM Inc. of Burlington, Massachusetts. The deals can include multiple units, service agreement and competitive buy-out. Fortunately for NBM, notes Vern Hydorn, senior vice president of sales, the maturity of the industry and the pervasiveness of leasing with established businesses means fewer clients require hand-holding during the process.<\/p>\n\n\n\n
Still, the new business space is bustling. According to the U.S. Census Bureau, a record-setting 5.4 million businesses were launched in 2023, and in general, new business growth has spiked in the aftermath of the pandemic. Each year, an average of 4.7 million new businesses hang their shingle, and for a significant portion, automotive leasing may be the extent of their experience in financing.<\/p>\n\n\n\n
New businesses and certain sectors can be problematic, according to Hydorn, and while venture-backed firms make for compelling arguments, the garden variety entrepreneur may need to bring a personal guarantee to the table. \u201cHere in New England, there are a lot of companies in the biotech space,\u201d he said. \u201cWe have conversations with leasing companies about them. Maybe the company is only 18 months old, but they\u2019ve secured $50 million in venture capital. That makes it a worthwhile investment for leasing companies.\u201d<\/p>\n\n\n\n
It\u2019s just like the insurance business. You can win 199 times and lose on the 200th one. You can never predict which one is going to end up being a bad decision. And you certainly can\u2019t predict that the day you make the [approval] decision. It just comes with the territory.<\/p>\u2013 Vern Hydorn, NBM Inc.<\/cite><\/blockquote>\n\n\n\n
When the traditional lessees can\u2019t commit to a risky account, NBM can turn to its internal leasing firm. The caveat: the prospect needs to have a good backstory or a degree of knowledge or familiarity about the account. NBM won\u2019t approve all leases, and in some cases, the dealer has made the wrong call on a prospect.<\/p>\n\n\n\n
\u201cIt\u2019s just like the insurance business. You can win 199 times and lose on the 200th one,\u201d he said. \u201cYou can never predict which one is going to end up being a bad decision. And you certainly can\u2019t predict that the day you make the [approval] decision. It just comes with the territory.\u201d<\/p>\n\n\n\n
The in-house arm represents only five percent of the company\u2019s total lease portfolio. Even more miniscule is the degree of charge-offs from clients unable to meet the terms of the agreement.<\/p>\n\n\n\n
Disappearing Act<\/strong><\/p>\n\n\n\n
David Carson, Plus<\/figcaption><\/figure><\/div>\n\n\n\n
Another dealer that blends its traditional leasing partners with its own leasing company is Plus Inc. of Greenville, South Carolina. The in-house portion is less than 10% of all leases, and about 60% of copier business is done through leasing. However, the days of account reps flipping an expiring agreement into a new one is dwindling, according to President David Carson. The landscape has changed significantly since the pandemic, he says. Certain manufacturers aren\u2019t updating models as frequently; the same SKU might be offered for five or six years. Thus, there\u2019s not as much excitement about the \u201clatest and greatest\u201d models, Carson said.<\/p>\n\n\n\n
\u201cLeasing, for us, just isn\u2019t as critical as it used to be,\u201d he said. \u201cConversations are more along the lines of \u2018Do you want to keep what you have and buy it out?\u2019 If their machine is running well, why would they need the new model?\u201d<\/p>\n\n\n\n
In fact, Carson sees more and more companies eschewing leases in favor of cash purchases, then adding the service pact. At the time of this interview, Plus was in the process of upgrading a new university, having taken over the account from the incumbent manufacturer direct. The school had done an extension during the pandemic and opted to pay cash for everything.<\/p>\n\n\n\n
Conversations are more along the lines of \u2018Do you want to keep what you have and buy it out?\u2019 If their machine is running well, why would they need the new model?<\/p>\u2013 David Carson, Plus<\/cite><\/blockquote>\n\n\n\n
\u201cThey looked at how much money they spent during seven years of leasing and noted how the equipment was still working well,\u201d Carson said. \u201cThey didn\u2019t want to waste a lot of money on a lease.\u201d<\/p>\n\n\n\n
Carson admits it might hurt his company to not push leases as aggressively as most dealers, but notes that Plus makes the most profit through service. The longer the machines remain in field, the greater the profit when factoring in rate increases. Leasing, he notes, provides an opening for competitors to come in as the low-cost provider.<\/p>\n\n\n\n
White Glove<\/strong><\/p>\n\n\n\n
Tom Ouellette, Budget Document Technology<\/figcaption><\/figure><\/div>\n\n\n\n
Like many dealers, Budget Document Technology of Lewiston, Maine, has a twofold approach with customers\u2014one for incumbents, the other for prospects. As an existing client\u2019s pact approaches renewal, account reps can consult their quarterly business reviews, discuss some of the newer offerings and determine if there are any major changes in the workflow. If the account\u2019s activity is fairly static, the rep will offer a proposal. According to President Tom Ouellette, while the dealer doesn\u2019t break out the individual charges, it will share the service rate in a bundled proposal.<\/p>\n\n\n\n
When it comes to prospects, much of the same applies, but with a deeper dive into the environment. The reps can help assess current machines and talk about some of the applications on the Budget vendor\u2019s unit. The dealer also requests a copy of the existing lease, and Ouellette stresses the importance of walking them through the process.<\/p>\n\n\n\n
\u201cIt\u2019s a hand-holding process for new customers, especially the smaller SMBs,\u201d he said. \u201cWhen it comes to larger clients, most of them know the process. We pride ourselves in offering white-glove service\u2014we handle the logistics of shipping back the old equipment\u2014to the point where the client doesn\u2019t have to do anything.\u201d<\/p>\n\n\n\n
We pride ourselves in offering white-glove service\u2014we handle the logistics of shipping back the old equipment\u2014to the point where the client doesn\u2019t have to do anything.<\/p>\u2013 Tom Ouellette, Budget Document Technology<\/cite><\/blockquote>\n\n\n\n
Once the rep has a strong indication that the prospect will do business, a credit check is run to ensure there won\u2019t be any stumbling blocks such as bankruptcies or payment delinquencies. While the reps (and most customers) have been through the process countless times, some newcomers to the leasing game may question terms and conditions, such as what a documentation fee entails. Borrowing from the auto leasing analogy often helps rookie clients better understand the process.<\/p>\n\n\n\n
Budget runs 85% of its deals through GreatAmerica Financial Services, with Xerox Financial Services and U.S. Bank as secondary avenues to financing. One thing that\u2019s changed is the company\u2019s in-house leasing program, which has evolved into a rental agreement. Used\/off-lease\/refurbished gear is available to the most credit-challenged clients on a monthly rental basis, and in the event the client can\u2019t pay, it\u2019s much easier for the dealer to just pick up the machine.<\/p>\n\n\n\n
Closing Out<\/strong><\/p>\n\n\n\n
Travis Lemke, Gordon Flesch Company<\/figcaption><\/figure><\/div>\n\n\n\n
In the world of leasing, it can often be the most simplistic elements that bog down a deal, according to Travis Lemke, vice president of leasing for Gordon Flesch Company (GFC) in Madison, Wisconsin. As a lease is a legally binding pact, ensuring that legal entity names and associated information are provided can help the paperwork get processed in a timely manner.<\/p>\n\n\n\n
As for helping credit-challenged prospects find their way into a lease that\u2019s satisfactory for all parties, there are a number of factors that may or may not provide room for creative or flexible programs. The degree to which the prospect is hampered by the credit report can foreshadow any wiggle room GFC may be able to offer.<\/p>\n\n\n\n
\u201cGenerally, we\u2019re always willing to look at any potential deal and see what we can do, given the situation,\u201d Lemke noted.<\/p>\n\n\n\n
As any changes [to Ts&Cs] take some amount of time, the sooner we\u2019re aware of the requests, the better we\u2019re able to manage the process.<\/p>\u2013 Travis Lemke, Gordon Flesch Company<\/cite><\/blockquote>\n\n\n\n
It\u2019s not very often that a client wants to take a red pen to the contract offer. Lemke points out that GFC leases are comparable to industry agreements, but in those instances when changes are requested, it\u2019s generally a quick process to reach an agreement on mutually beneficial language.<\/p>\n\n\n\n
\u201cSome though, are more in depth and require legal expertise. As any changes take some amount of time, the sooner we\u2019re aware of the requests, the better we\u2019re able to manage the process,\u201d he said. <\/p>\n","protected":false},"excerpt":{"rendered":"
How would you like to pay? As consumers, it\u2019s a message we\u2019re bombarded with on a daily basis. The ways and means of completing a transaction have billowed to the point where cash has almost become the red-headed stepchild. We couldn\u2019t possibly have envisioned a day when a phone or watch could be used to transact business. In the B2B office technology universe, not many end-users are accessing their Apple Watch to square up a deal for a copier or scanner. Traditional leasing and financing tools still rule the day. The Equipment Leasing and Finance Association (ELFA), which monitors the $1 trillion equipment finance sector, reported that its Monthly Leasing and Finance Index (MLFI-25)\u2014companies representing a cross-section of the finance sector\u2014finished out 2023 on a high note despite concerns regarding interest rates and a possible recession. It\u2019s an indicator that while conditions aren\u2019t optimal, business is still brisk. This month\u2019s State of the Industry report on leasing provides eight viewpoints from dealers large and small. We touch on the roles of dealers as both consultants and deal closers, examine some of the impediments to securing leases and detail the tactics competitors use in acquiring net-new clients. As you\u2019ll see, it\u2019s a matter of striking a balance between the needs of a customer and the obligation dealers have to maintaining profitability while sometimes absorbing risks. Doug Pitassi is a huge fan of the leasing companies. The president of Pacific Office Automation in Beaverton, Oregon, believes they\u2019re instrumental to the dealer\u2019s success, and he counts many of the biggest financers to the industry\u2014Wells Fargo, Canon Financial Services, First Citizens Bank, DLL, Macquarie, U.S. Bank and PEAC Solutions\u2014among his company\u2019s portfolio. It provides more options to address client needs, as the lessors don\u2019t all share the same level of risk tolerance. Pitassi will also take on some risks with in-house financing, but the sheer volume of traditional options reduces that frequency. The beauty of an independent leasing company, Pitassi notes, is its ability to provide an end-user client more credit without infringing on its credit line. The monthly payments are far easier to reconcile than a large expenditure that impacts cash flow or the bottom line all at once. \u201cWe can break out the costs; there are different components that make up the total payment,\u201d he said. \u201cBut I think a lot of customers just want to understand the technology. Leasing is an ingredient of a transaction, but solving their problems with technology comes first. Figuring out a way to finance it is secondary.\u201d As interest rates continue to climb or remain high, Pitassi notes that credit approval percentages in certain verticals have fallen, which can represent an obstacle to completing a deal. Then it becomes a risk proposition, one that POA has been able to \u201cconquer at a really high percentage,\u201d he added. Leasing is an ingredient of a transaction, but solving their problems with technology comes first. Figuring out a way to finance it is secondary. \u2013 Doug Pitassi, Pacific Office Automation Pitassi has rarely been risk-averse and is a strong judge of situations. \u201cThere are some customers that have a legitimate reason behind why they\u2019re in the condition they\u2019re in,\u201d he noted. \u201cIf you understand their business at a deeper level, you can take on some of the risk with them.\u201d However, there was one time when Pitassi freely admits to a credit misjudgment. It wasn\u2019t long after 9\/11 that a newer online company wanted POA\u2019s help in closing out a $300,000 deal. He demurred, not wanting to take the risk on a company that, at the time, couldn\u2019t get credit approval for a $10,000 copier. Pitassi regrets the missed opportunity to partner with a company that now has a market cap of $15 billion, evidence that misjudgment swings both ways. Foundational Element Leasing is the backbone of business, notes Josh Salkin, a partner with EDGE Business Systems in Roswell, Georgia. The beauty is that it helps clients obtain the necessary solution without the need for a large upfront cash outlay. It also prevents the feeling of being stuck with depreciating assets. \u201cIf sales and service is supporting the client correctly, it\u2019s a natural conclusion to approach expiring leases as an opportunity to discuss options,\u201d Salkin said. \u201cThese include purchase of the existing device, refinancing the device for an extended term as well as upgrading to a new generation. With prospective accounts, we try to educate the client on using manufacturer programs\/promotions to offset the remaining stream of payments owed.\u201d Little considerations can translate into huge headaches, and it falls upon the dealer to make sure even the smallest of details aren\u2019t missed. Something as simple as clients notifying the incumbent leasing company as to not get caught in a 12-month auto renewal. Closing the book on the previous agreement can sometimes get overlooked, according to Salkin. Failure in this area can lend itself to unnecessary fees from return shipping, restocking, auto renewals and extra payments. Nothing is more disappointing to the rep working the deal or the client who thinks their lease is up than to find out the perceived term is actually further out. \u2013 Josh Salkin, EDGE Business Systems One tactic Salkin\u2019s competitors use is the promise of upgrades early when the actual lease term far exceeds the commitment term. \u201cNothing is more disappointing to the rep working the deal or the client who thinks their lease is up than to find out the perceived term is actually further out,\u201d he added. Dealers such as EDGE obviously want to take all strides to help credit-challenged prospects secure feasible leases. Leasing partners may ask to speak to the client to gain more insight into special circumstances. It might require a down payment or opting for a pre-owned device to mitigate the degree of funding needed. EDGE\u2019s in-house leasing arm provides another outlet to support given verticals or new businesses. Customer-Centric A majority of the term contracts chosen by clients of The Swenson Group (TSG) of Livermore, California, cover […]<\/p>\n","protected":false},"author":166,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":[],"categories":[1641],"tags":[],"_links":{"self":[{"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts\/60351"}],"collection":[{"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/users\/166"}],"replies":[{"embeddable":true,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/comments?post=60351"}],"version-history":[{"count":6,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts\/60351\/revisions"}],"predecessor-version":[{"id":60486,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts\/60351\/revisions\/60486"}],"wp:attachment":[{"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/media?parent=60351"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/categories?post=60351"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/tags?post=60351"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}
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