Module Six
Part 2 – Contract Hire

Positioning:

The structure and benefits of a Contract Hire agreement to include Services and Leasing. This Programme has been designed to follow on from Part 1 – Leasing and Finance, but it is also a standalone course for delegates who have an understanding of Leasing but who need to enhance their knowledge and skill in selling financial solutions inclusive of maintenance and services.

Deliverables:

• Provides delegates with the confidence, motivation, skill and knowledge to convince customers of the benefits and values of Contract Hire

Contents:

• Overview of Leasing as a Financial Tool
• Understanding Contract Hire
• Benefits and Values of Contract Hire
• Finance and Management Overview
• Cost of Ownership (TCO)
• User and Operations Overview
• Asset Management
• Procurement, Commissioning, Service, Maintenance and Disposal
• Accounting Implications for Contract Hire
• The CEO’s Perspective on Contract Hire
• Off Balance Sheet Funding – 90/10 Rule
• Customer Evaluation – Situation Analysis
• The Sales Process for Contract Hire
• Projects and Industry Specific Role-Plays

Who Should Attend?

• Sales resources responsible for selling capital goods with maintenance and services incorporated within a Contract Hire package, and where financial packages form part of their portfolio