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Show Notes:

In this episode of ACS Portfolio Perspective, Andrew Pace sits down with Paul Fogel, Managing Director of Quality Equipment Finance and Immediate Past President of NEFA, to unpack the real work behind building and rebuilding an independent equipment finance platform. Paul shares how Quality scaled from $20M to $240M, what the prolonged over-the-road trucking downturn taught the industry, and how “Quality 2.0” reshaped their underwriting, pricing, asset mix, and funding strategy. The conversation also dives into how data, fraud tools, industry community, and professional development through CLFP help lenders stay sharp in a rapidly evolving market.

Guest:

Paul Fogel, Managing Director, Quality Equipment Finance

Key Topics Discussed:

  • Scaling an independent lender from $20M → $240M
  • Finding a market gap in B & C credit
  • The OTR trucking collapse: why it was different, longer, and more severe than expected
  • “Quality 2.0”: using loss data to reweight underwriting factors and shift asset concentrations
  • Funding strategy and balance sheet discipline: retained earnings, leverage, liquidity stress
  • Technology + analytics + fraud prevention tools in underwriting
  • NEFA’s collaborative culture and the value of participation/committees/philanthropy
  • CLFP certification: why it matters and what it teaches beyond your day-to-day role

Executive Takeaways:

“We were never over leveraged. And we put the majority of our earnings back into the company. So we had a good base of retained earnings, a strong balance sheet that in hindsight really helped us weather the storm.”

“What came out of Quality 2.0 is a different company than we were. And we were more, we are more sophisticated.”

“We looked at our losses. We looked at the data on the deals that were still good and went bad. And we really went to town to learn, okay, what could we do differently or better?”

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