[Kevin Henry-Seacoast]

So the question remains, how do we market to bank-worthy clients?

Anthony,

I am not sure how you sell the MCA product to a bankable customer unless it's based on pure speed. For the bankable client that a lot of assets (AR, Inventory, and M&E), but a small line...the sell is swapping rate for availability and how does it help the business over the next twelve months. I have closed several deals where a Company has a small LOC and lots of assets, but because of dynamics of the business the bank is not willing to increase the line. In most cases a factoring or ABL struture offers a covenant light structure with more availability. You have to work with the client to see if the added availability helps achieve the goals and is it worth the added cost to get there and then flip back to a traditional LOC.