Recognizing “the lifetime value of a customer”

Industry: Construction
Customer story

When leading construction, agriculture and industrial equipment company Vermeer began doing business with DLL in the fall of 2010, the initial differentiators were DLL’s global footprint and financial expertise within the industrial marketplace.

But both companies soon learned they also shared an appreciation for stewarding the earth’s precious resources and recognizing, in the words of Jill Blanco, Vermeer’sVermeer
Global Dealer Finance Manager, “the lifetime value of a customer.” Doing what’s right for the customer is a philosophy that encompasses much more than just leveraging ratios. It means looking beyond the numbers to the underlying relationships at the manufacturer, dealer and end-user level.

Finance solutions that build relationships
As a global leader, Vermeer is continually innovating the design of the products and equipment it manufactures, which requires a considerable investment.

“Finding a financial partner with a proficiency in credit underwriting was a must,” adds Blanco. “DLL takes that fundamental skill one step further – they not only understand our risk appetite but they also want to establish a relationship with the end-user to capture a holistic view of their credit profile.”

Doing what’s right for the customer is a philosophy that encompasses much more than just leveraging ratios. It means looking beyond the numbers to the underlying relationships at the manufacturer, dealer and end-user level. "
Customer story

Doing what’s right
Flatirons, a Vermeer customer based in Fort Collins, Colorado, is a case in point. Previously, DLL had already helped Flatirons owner Dan Overton obtain financing for his business, so when he was looking to finance a new D220x300 Navigator® horizontal directional drill and R400T reclaimer, he again looked to DLL.

Customer story

“We worked with Dan to arrive at a down payment he could afford, but during our discussions he received an offer for zero down payment from one of our competitors,” says McAllister. Then Overton’s local bank agreed to finance the whole transaction for zero down using his existing line of credit.

But McAllister sat down with Overton and openly evaluated all of the options available to him. Working with dealer Vermeer Colorado, McAllister concluded that if Overton used up his line of credit line on purchasing the new equipment, he would be vulnerable to unforeseen emergencies and would have no financial foothold for future funding needs. Because of the trust McAllister had built up with Overton and the ease of doing business with DLL, Overton chose DLL.

DLL has the ability to hone in on the aspect most important to the end-user and then determine the right finance product to drive value for that individual’s business "
Customer story

Focus on what’s important
“DLL has the ability to hone in on the aspect most important to the end-user and then determine the right finance product to drive value for that individual’s business,” says Vermeer’s Blanco. “For Dan, it wasn’t just about price, but about reliability and consistency. And that is what Alex and his team delivered.”