At a Glance

• 54% of middle market borrowers carry owned equipment on the balance sheet that meets the basic criteria for a sale-leaseback, but only 19% of their incumbent equipment finance providers have ever proactively proposed one (Secured Research)
• The trigger conditions are observable in public disclosures, M&A activity, treasury leadership changes and capital expenditure cycles
• The most productive sale-leasebacks originate from incumbent relationships — cold sale-leaseback marketing has the lowest conversion rate of any middle market product
• Internal coordination between RM, credit and structured products determines whether the proposal arrives in five days or five weeks — and most middle market firms have the answer set at five weeks

The Product That Is Sold Reactively When It Should Be Identified Proactively