LHPH DEALERSHIP INTERVIEW – MARKOSIAN AUTO
Tim Lawrence | September 3, 2019
“My experience with LHPH Capital has been nothing but 100% positive!” – Nick Markosian
Read more of the informational interview below to find out why this LHPH dealer principal is so pleased they made the switch from a BHPH program.
|What was the original catalyst for your transition from BHPH to LHPH?||“There were of course the attractive advantages of fewer regulations, easier repos and depreciation, but the actual catalyst was almost going broke during the 2008 recession and needing the cash flow of $600 more per unit from the decreased sales tax.”|
|Now that your LHPH portfolio is mature, are there any advantages that caught you by surprise?||“The recycling of inventory that came back to us every month in a profitable way was a huge surprise. There were more expired leases and trade-ins than repos so having 50-60% of our inventory as assets already paid for out generating cash flow again made a huge difference. I think another surprise was the simplicity of the accounting, especially because we didn’t need a RFC. The only money on your P&L is the lease payment income; whereas with BHPH it’s all smoke and mirrors.”|
|What is the typical customers response when they hear leasing instead of buying?||“First, I’ll say we’ve never had a customer say they won’t do business with us because we offer leasing. The two biggest concerns are that they won’t own the car in the end or that it might be an exotic scheme to take advantage of them. We take that as an opportunity to educate them on the differences and benefits to them and then compare the buying cost to the leasing cost. In the end, they care most about having a lower payment and knowing they have a way out by turning in the car if they have trouble making a payment.”|
|What were your greatest obstacles during the transition?||“Figuring out how to do leasing with our BHPH DMS was by far the biggest challenge. We just kind of shot from the hip mainly and didn’t realize how important it was to get the right CPA and DMS in place.”|
|What has been your overall experience working with LHPH?||“Nothing but 100% positive. Terry is incredibly knowledgeable about our business and has trust and faith in us. I consider Terry a friend and not just someone who lends me money. You guys are awesome.”|
To find out more about the LHPH model and the benefits your dealership can enjoy, please refer to our E-Book, Lease Here Pay Here, Why Do It & How To Launch It.