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ICSC - DLL Webinar - Shared screen with speaker view
lucyspencer
07:34
Will we be offering leasing to Galati as well?
Chuck Viosca
08:17
No leasing to Galati or Galati customers.
Annabelle Redman- Purdue University
08:34
How does DLL profit from this?
Frédérique Bernauer
09:27
they pay interest
Tim Butler
09:32
Is this the same as pay-per-use or is that different?
Chuck Viosca
10:01
Pay as sold is different. It means you pay the balance when it is sold.
Daytona Hodson
10:08
Is line of credit for a fleet or is that for each individual unit?
Tim Butler
10:11
Thanks!
Chuck Viosca
10:49
Yes, DLL charges interest on this financing, thus they make money that way.
John Cox
10:57
What's the average turn around time for a credit up lift?
Tim Butler
11:29
Does this link https://www.dllgroup.com/us/en-us/resources/payment-flexibility about payment flexibility apply to this case and situation?
Fawzi El-Kattan
11:30
Will we be more concerned about the client not having enough inventory or struggles with financing the inventory to their customer?
Chuck Viosca
11:34
The line of credit is for purchasing a number of units, in this case boats.
Ethan Gutzlaff
11:47
How do we determine how much credit line they can get?
Calum
11:52
With the payment flexibility offerings, are those for Galatis customers? Or is that for Galati directly?
lucyspencer
12:21
Is this considered the discovery call that we are getting our information from?
Herlache, Daniel R
12:26
What term did he say we could use?
Travis Brickey, Georgia Southern
12:27
Chuck, is Galati working with a commercial lender right now for Floor Plan Financing? A competitor to DLL?
Van Oijen
12:49
How did you met Carmine at the ICSC?
Frédérique Bernauer
13:36
Did you (the student) make the appointment with Carmine yourself?
bbaker
13:58
Is there a minimum payment every month even if no inventory has been sold?
Frédérique Bernauer
14:24
What does this mean?
Frédérique Bernauer
14:49
What’s the average turn around time for a credit up lift?
Ethan Gutzlaff
15:20
How can we determine the credit line for the buyer?
Tim Butler
15:42
Thank you, Chuck! That makes sense. Also, what's the difference between vendors and dealers in this graphic? https://icsc-fsu.com/wp-content/uploads/2022/02/Benefits-of-Commercial-Finance-Visual.pdf … does this distinction apply in the situation for this case.
Monica Favia
16:03
So, I believe it was discussed that for the purpose of this role-play it is only for the Sarasota Fla. location Correct? Otherwise the credit line does not make sense. The student should confirm this - right.
Mike Burns
16:12
Hi Chuck! A couple of questions:
Mike Burns
16:19
How long should one expect to have inventory on hand after making an order if it is with a competitor?
Mike Burns
16:39
How will we get them to fill out the form for financing in the role play? Will it be provided before the event or will there be a link we can print it from?
ΔΔΔ Kennedee M.
17:03
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Czerise Villiers
17:47
will there be any international aspect to our scenario? DLL is a global company and this is an international competition so just curious.
Tim Butler
19:08
Do we have any idea whether they are financing through manufacturer/bank now or currently purchasing their inventory outright?
John Travers
19:48
So, closing is getting them to submit an application for using our financial services. No promise of service is given?
ΔΔΔ Kennedee M.
20:01
Which of DLL's technology ( mobile and online) are most relevant to the case?
Jack Torgler
20:02
Why does your credit uplift and application approval take less time than your competitors?
lucyspencer
20:22
The terms he said were: Commercial financing, inventory financing or floor planning
Tim Butler
21:47
Chuck's boat inventory is limitless
Czerise Villiers
22:24
So in the discovery call (round 1) should we limit our presentation and focus on just gathering information?
Asia Bennett
22:30
So they already have someone they are using for inventory financing; what are the next steps? What does that transition look like?
Michael Patella
23:18
So it’s pay as sold, unless the product doesn’t sell after a year? Then after a year it is paid in full?
Chuck Viosca
23:56
The turn around time for a credit uplift means how long it takes to get approved for an increase in credit amounts.
Mia Spencer
24:12
10% added each month?
Juliana Martinez
24:13
Are there any cases where there would be an interest free period?
bbaker
24:36
Does DLL's competition demand principal and interest regardless of sale of the inventory or not?
Frédérique Bernauer
24:45
What do you mean with “How much is outstanding”
Frédérique Bernauer
25:19
10% extra as intrest? So 14% then?
Fawzi El-Kattan
25:49
could the issue for the end user be not enough inventory on the lot or lack of flexibility to finance the boat from the end user to galati and does the line of credit give galati help with more lenience for financing to their customers
Ryan Reilly
27:16
Why does DLL win business compared to your competitors? What is your value prop - lowest rates / quickest service / lead time?
oliviastimpson
27:36
Due to finance companies not making money off of interest payments in the last 2 years, how has that changed contracts with companies/ how did that effect relations
Czerise Villiers
27:50
Does DLL offer Dealers any kind of marketing and advertising and if so do they have to pay?
Travis Brickey, Georgia Southern
28:20
Is it common practice to work with more than one Floor Plan lender at a time? Working with DLL & Wells Fargo in a single dealership.
Czerise Villiers
29:10
How should we go about monetizing our financing to Galati?
George.Allen
29:52
Are the timing and amount of your curtailments a differentiator? How might a competitor’s terms differ from DLL?
Czerise Villiers
30:58
How does DLL go about protecting dealers data in all of these digital solutions?
Mike Burns
31:48
Hopefully this is worded better! We were looking at the overall turnaround time for DLL to get a product to the dealer compared to what the general turnaround time for product to the dealer with competitors we are up against
George.Allen
33:12
Does Digital Marketing benefit dealers or just manufacturers?
Connor Downs
33:22
How much should Mike/ Michelle know about finance if they are a floor planner?
Christian Silveira
35:43
I know you spent a lot of time talking about how DLL is flexible and works with clients to tailor a solution. For this case, are we discussing deferred, seasonal, and step payments?
ΔΔΔ Kennedee M.
37:42
How often is interest payment percentages reevaluated for each customer DLL works with? Is there a year contact that holds the percentage at a certain rate or can it just change?
Mike Burns
38:09
I know the colder weather states have slow months for yachts but Is there seasonality in the Yacht market in Florida?
Monica Favia
38:28
What about skip months in the even of a natural disaster like a hurricane?
Herlache, Daniel R
38:40
Galati, sells a new boat and takes in a used one. Do you floorplan the used as well?
Chuck Viosca
38:40
The 10% is on the balance and is not the same as the interest. So if you get to curtailment payments, you are paying both interest and principal.
Michael Patella
38:43
So what sets DLL apart?
Barbara Dawson
39:12
If that is common, what is not common, your flexibility between interest/payment/curtailment?
Luke Fish
39:14
What if Galati does partial trades with a boat, aka they sell a new boat and take in a used boat?
Roos van Oijen
39:14
Is Galati Yachts also operating internationally?
oliviastimpson
39:19
What does Sustainable growth mean to DLL
bbaker
39:33
which company keeps the inventory on their books
Christian Silveira
42:23
Galati has a brokerage in Washington, would we offer seasonal payments for them?
Asia Bennett
43:17
Galati agrees to fill out their financials; what is the next step?
Frédérique Bernauer
45:06
Curtailment payment is from 6 months?
oliviastimpson
45:28
If companies use multiple floor planning prior to partnering with DLL, do they eventually consolidate to one provider after partnering with DLL
Czerise Villiers
46:25
is the dealers interest rate a locked in rate?
Roos van Oijen
48:05
When Galati wants to buy more boats does a new contract have to be signed each time? And how does it work with interest? Are the interest from both investment then added together?
ΔΔΔ Kennedee M.
50:25
Do we have a contract that we have
Chuck Viosca
51:10
No used inventory for this competition.
ΔΔΔ Kennedee M.
51:10
Do we have a contract for them to only work with us as their floor planning partner or can they work with multiple companies for different orders?
Jana Carpenter
51:24
can you pay a fee to hold your interest rate
Fawzi El-Kattan
53:56
does that happen after round 1 or round 2?
oliviastimpson
55:11
Why is DLL interested into getting into to yacht industry and why do they think there is potential in this industry
Olin 208 Conference room
55:27
why wouldnt gelatti just buy / lease from the yacht manufacturer
karen peesker
56:05
What advantage does the bank have over DLL? do they give discounts for the business to consolidate all their financing /business. how do you compete with that?
karen peesker
57:40
-- other than the account manager and client retention .. is your rate generally more competitive?
Juliana Martinez
01:04:16
Are there any cases in which there could be an interest free period?
Barbara Dawson
01:05:31
Will the Galati dealership we are working with be in FLA
Fawzi El-Kattan
01:05:38
what kind of issues is galati experiencing?
Barbara Dawson
01:05:52
So no seasonal issues, specifically
harvey markovitz pace univeristy
01:05:54
how critical is kowing the interest grid
harvey markovitz pace univeristy
01:06:26
how do we get the credit score
harvey markovitz pace univeristy
01:06:37
ok
Mia Spencer
01:06:41
In which meeting should we be asking how much they are looking to borrow?
Czerise Villiers
01:08:04
will we get their credit quality and current rate for round 1?
Frédérique Bernauer
01:10:11
Do we know what company we are speed selling for?
oliviastimpson
01:10:14
Thank you
Frédérique Bernauer
01:10:29
okay thank you!
karen peesker
01:10:30
Can our role play students compete in speed sell
Jack Tishkevich
01:10:33
Thank you!
Amanda Woodley
01:10:34
Thank you so much!
Asia Bennett
01:10:39
thank you!
karen peesker
01:10:40
Thank you
John Panico
01:10:40
Thank you!
Mike Burns
01:10:49
Thank you!
Argha Sen-Salisbury University
01:10:52
Thanks everyone.
Evan Peterson
01:10:55
Thank you!
Dennis Hill
01:10:59
This was great! Thank you!
Roos van Oijen
01:10:59
Thank you!
robert jacob
01:12:29
Thank you