{"id":6442,"date":"2014-01-09T11:14:32","date_gmt":"2014-01-09T16:14:32","guid":{"rendered":"http:\/\/www.theweekinimaging.com\/?p=6442"},"modified":"2014-01-09T13:43:02","modified_gmt":"2014-01-09T18:43:02","slug":"return-engagement-ervin-equipment-finance-returns-to-the-office-imaging-space","status":"publish","type":"post","link":"https:\/\/www.enxmag.com\/twii\/feature-articles\/2014\/01\/return-engagement-ervin-equipment-finance-returns-to-the-office-imaging-space\/","title":{"rendered":"Return Engagement: Ervin Equipment Finance Returns to the Office Imaging Space"},"content":{"rendered":"

\"Ervin<\/a>You learn something new every day. Or so they say.<\/p>\n

Until recently I wasn\u2019t familiar with Ervin Equipment Finance, formerly Ervin Leasing, an organization that has been in the equipment finance business for 35 years, approximately 15 of those focused on office technology. After the economic downturn in 2009, Ervin Leasing took a break from the office technology space because they were unable to provide their partners with competitive pricing. That changed last January 2013 when Ervin Leasing joined with Bank of Ann Arbor, an Ann Arbor, Michigan-based bank with total assets and assets under administration of over $1.7 billion. With that solid financial backing, the time was right for Ervin Leasing, now Ervin Equipment Finance, to once again start providing leasing and financing options to office technology dealers.<\/p>\n

A recent conversation with RJ Grimshaw, EVP, chief sales officer, Ervin Equipment Finance, offers a further introduction to this leasing company along with the\u00a0background behind the rebranding.<\/p>\n

\u201cThat was one of my first initiatives,\u201d says Grimshaw who was formerly with Everbank. \u201cWe needed to change with the times and get \u2018Equipment Finance\u2019 in our name because we offer more than just leasing; a portion of our business is leasing and the rest financing. We\u2019re focused on office technology as a whole and work with technology resellers on software only transactions [too]. A lot of those transactions are done as IPAs or as an installment agreement. There\u2019s no residual in it.\u201d<\/p>\n

\"RJ<\/a>

RJ Grimshaw<\/p><\/div>\n

The experience working with the office technology dealer community over the years remains an asset and Grimshaw has been busy building a team to better serve the dealer community. He\u2019s on a mission to turn Ervin Equipment Finance into a major player in the national equipment finance space. His new team members understand the office imaging space and where the market is headed.<\/p>\n

\u201cWe have the pedigree and heritage of understanding that space and know cost of parts and we\u2019re going after the underserved marketplace,\u201d says Grimshaw. \u201cWe\u2019re taking the philosophy of helping resellers grow their revenues.\u201d<\/p>\n

He has a specific demographic in mind. \u00a0The team does not plan on chasing the big dealers who have 12 funding sources. They are over banked.. We want that mid-tier to low-tier reseller who can be a big fish in a small pond, and we want to provide incredible customer service to that dealer base and help them in terms of their portfolio long term.\u201d \u00a0\u201cAn example of this vendor centric service is a live person picks up the phone every time it rings.\u201d<\/p>\n

Ervin Equipment Finance has a national footprint and its new salespeople will focus on specific regions. \u201cThe strategy for now is a hybrid model,\u201d explains Grimshaw.<\/p>\n

Until he fills out his team from a geographic perspective, one of his latest hires will serve New York and Boston while the other will be responsible for a larger territory because of his contacts in the market.<\/p>\n

Meanwhile, Grimshaw is in discussions with a couple of other individuals who will be more geo centric.<\/p>\n

\u201cOver the last quarter I\u2019ve been looking for the best talent that can serve the marketplace and not so much I need a rep in Denver and find a rep in Denver,\u201d he adds. \u201cWe\u2019ll work on the logistics and geographies afterwards.\u201d<\/p>\n

Grimshaw is happy with Ervin\u2019s growth since reentering the office imaging space. He\u2019s been spending a fair amount of time on the road calling on dealers and understands there is a lot of competition out there and that despite its legacy in the office imaging space, Ervin still has to prove itself as a worthy partner.<\/p>\n

\u201cThey have to try us,\u201d says Grimshaw. \u201cUntil they have deals and transactions go through our shop and experience the level of service we can provide that is where we\u2019ll be able to multiply the business several times over. That\u2019s what\u2019s been taking place over the last 60 days.\u201d<\/p>\n

Why would a reseller choose Ervin?<\/p>\n

\u201cThey have a lot of options and I tell the sales team and the team internally, the money is all colored green so we have to differentiate ourselves from the competition in that every time we engage with a reseller we provide an experience when they hang up the phone they say, \u2018I\u2019m doing my next transaction with Ervin.\u2019 We want to keep this relationship and the opportunity to provide them with service. We have good rates, we\u2019re able to do bundled solutions, we\u2019re able to do private label, and we\u2019re able to offer everything all our larger competitors offer.\u201d<\/p>\n

And indeed they do. Ervin can offer CPC, pass through, managed print, etc. \u201cWe are able to offer all the tools that the larger lessors can,\u201d states Grimshaw. \u201c However, we \u00a0don\u2019t want to be #10 in their list of funding sources. I\u2019d rather walk into a small dealer of an authorized manufacturer and be #3 and work my way to #2 and then work my way to #1 and have a long term relationship with that company.\u201d<\/p>\n

The challenge is getting the word out to resellers that Ervin is a player in this space. \u201cThat\u2019s my biggest challenge every single day,\u201d states Grimshaw. \u201cFrom a long-term perspective I want to partner with resellers who understand the value, which is a good portfolio performance for us as well as them. This is a long-term play. We\u2019ve been in the business for the past 35 years and plan on staying in the business for the next 35.\u201d<\/p>\n

To learn more about Ervin Leasing, visit them at www.ervinleasing.com<\/a> or follow them on Twitter @ervinfinance.<\/p>\n

 <\/p>\n

 <\/p>\n","protected":false},"excerpt":{"rendered":"

You learn something new every day. Or so they say. Until recently I wasn\u2019t familiar with Ervin Equipment Finance, formerly Ervin Leasing, an organization that has been in the equipment finance business for 35 years, approximately 15 of those focused on office technology. After the economic downturn in 2009, Ervin Leasing took a break from the office technology space because they were unable to provide their partners with competitive pricing. That changed last January 2013 when Ervin Leasing joined with Bank of Ann Arbor, an Ann Arbor, Michigan-based bank with total assets and assets under administration of over $1.7 billion. With that solid financial backing, the time was right for Ervin Leasing, now Ervin Equipment Finance, to once again start providing leasing and financing options to office technology dealers. A recent conversation with RJ Grimshaw, EVP, chief sales officer, Ervin Equipment Finance, offers a further introduction to this leasing company along with the\u00a0background behind the rebranding. \u201cThat was one of my first initiatives,\u201d says Grimshaw who was formerly with Everbank. \u201cWe needed to change with the times and get \u2018Equipment Finance\u2019 in our name because we offer more than just leasing; a portion of our business is leasing and the rest financing. We\u2019re focused on office technology as a whole and work with technology resellers on software only transactions [too]. A lot of those transactions are done as IPAs or as an installment agreement. There\u2019s no residual in it.\u201d The experience working with the office technology dealer community over the years remains an asset and Grimshaw has been busy building a team to better serve the dealer community. He\u2019s on a mission to turn Ervin Equipment Finance into a major player in the national equipment finance space. His new team members understand the office imaging space and where the market is headed. \u201cWe have the pedigree and heritage of understanding that space and know cost of parts and we\u2019re going after the underserved marketplace,\u201d says Grimshaw. \u201cWe\u2019re taking the philosophy of helping resellers grow their revenues.\u201d He has a specific demographic in mind. \u00a0The team does not plan on chasing the big dealers who have 12 funding sources. They are over banked.. We want that mid-tier to low-tier reseller who can be a big fish in a small pond, and we want to provide incredible customer service to that dealer base and help them in terms of their portfolio long term.\u201d \u00a0\u201cAn example of this vendor centric service is a live person picks up the phone every time it rings.\u201d Ervin Equipment Finance has a national footprint and its new salespeople will focus on specific regions. \u201cThe strategy for now is a hybrid model,\u201d explains Grimshaw. Until he fills out his team from a geographic perspective, one of his latest hires will serve New York and Boston while the other will be responsible for a larger territory because of his contacts in the market. Meanwhile, Grimshaw is in discussions with a couple of other individuals who will be more geo centric. \u201cOver the last quarter I\u2019ve been looking for the best talent that can serve the marketplace and not so much I need a rep in Denver and find a rep in Denver,\u201d he adds. \u201cWe\u2019ll work on the logistics and geographies afterwards.\u201d Grimshaw is happy with Ervin\u2019s growth since reentering the office imaging space. He\u2019s been spending a fair amount of time on the road calling on dealers and understands there is a lot of competition out there and that despite its legacy in the office imaging space, Ervin still has to prove itself as a worthy partner. \u201cThey have to try us,\u201d says Grimshaw. \u201cUntil they have deals and transactions go through our shop and experience the level of service we can provide that is where we\u2019ll be able to multiply the business several times over. That\u2019s what\u2019s been taking place over the last 60 days.\u201d Why would a reseller choose Ervin? \u201cThey have a lot of options and I tell the sales team and the team internally, the money is all colored green so we have to differentiate ourselves from the competition in that every time we engage with a reseller we provide an experience when they hang up the phone they say, \u2018I\u2019m doing my next transaction with Ervin.\u2019 We want to keep this relationship and the opportunity to provide them with service. We have good rates, we\u2019re able to do bundled solutions, we\u2019re able to do private label, and we\u2019re able to offer everything all our larger competitors offer.\u201d And indeed they do. Ervin can offer CPC, pass through, managed print, etc. \u201cWe are able to offer all the tools that the larger lessors can,\u201d states Grimshaw. \u201c However, we \u00a0don\u2019t want to be #10 in their list of funding sources. I\u2019d rather walk into a small dealer of an authorized manufacturer and be #3 and work my way to #2 and then work my way to #1 and have a long term relationship with that company.\u201d The challenge is getting the word out to resellers that Ervin is a player in this space. \u201cThat\u2019s my biggest challenge every single day,\u201d states Grimshaw. \u201cFrom a long-term perspective I want to partner with resellers who understand the value, which is a good portfolio performance for us as well as them. This is a long-term play. We\u2019ve been in the business for the past 35 years and plan on staying in the business for the next 35.\u201d To learn more about Ervin Leasing, visit them at www.ervinleasing.com or follow them on Twitter @ervinfinance.    <\/p>\n","protected":false},"author":3,"featured_media":6465,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":[],"categories":[82],"tags":[1090,1086,1089],"_links":{"self":[{"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts\/6442"}],"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\/3"}],"replies":[{"embeddable":true,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/comments?post=6442"}],"version-history":[{"count":4,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts\/6442\/revisions"}],"predecessor-version":[{"id":6472,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts\/6442\/revisions\/6472"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/media\/6465"}],"wp:attachment":[{"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/media?parent=6442"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/categories?post=6442"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/tags?post=6442"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}