Called Ace, the incentive runs for six months and offers a multitude of winning options. Participants earn points for finance sales and also earn entries in to prize draws based on the number of deals closed. Top prizes include a seven-night VIP holiday to San Francisco and luxury weekend breaks at some of the finest golf resorts in the world.
BNP Paribas Leasing Solutions partners with many leading technology brands in the UK including SAP, HP, BT, Alcatel-Lucent and SCC as well as over six hundred independent resellers.
The incentive is designed to motivate reseller sales teams to embrace lease finance as an effective closing tool. Mike Camm, director at the business’ Technology Solutions division has his eyes set on establishing BNP Paribas Leasing Solutions as the leading provider of technology finance solutions in IT and Telecoms, seeing huge opportunities for ICT resellers to develop long-term, value generating relationships with their customers.
“Ace is but one way to enthuse our technology partners to embrace leasing as a means of increasing product placement and helping customers to continue investing in essential technology despite the restrictive lending practices in place by most banks. In addition to running incentives, we complement this activity with finance promotions that are aimed at benefiting business customers. These can range from low start payment schemes to deferral and interest-free offers. We work with our partners to understand their industry, product strategies and customer profiles to develop solutions that help generate new demand and secure their financial viability.”
Camm also notes that where for example in the Office Equipment industry, finance leasing is very common and features in the majority of sales, in ICT it is less so and therefore the imperative in these markets is to lead with a consultative approach. “Our strategy has always revolved around developing meaningful, long term relationships with our channel partners in all sectors of our business. Whilst we have an extranet that allows instant credit decisions and online portfolio reporting, we will always talk to our partner sales teams, seek to add value to their sales process and help them clinch every opportunity. It’s what sets us apart from the competition and is backed up by having twice won the Moneyfacts “Best Service from an Asset Finance Provider” award in 2010 and 2011.”
“Our research shows that ICT salespeople sometimes view finance as a black art or an obstacle to their sales process whereas in reality, it’s the total opposite. It’s a deal winner and if anything, shortens the sales cycle and greatly adds to their value proposition. Our innovative finance promotions and incentives coupled with a very human, personal contact strategy and excellent front office are designed to challenge and overcome these perceptions.”