Why Do Business With Us

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1 Why Do Business With Us Quality, Excellence and Trustworthiness Lenovo Financial Services reinforces Lenovo s commitment to deliver pioneering products and services recognized for their quality, excellence, and trustworthiness. The Finance Process Lenovo Financial Services offers financing solutions and services that complement your technology solution anywhere in the world. 2. You submit the customer s credit application to us. Easy to Do Business 3. If approved, we may provide a higher credit line for the customer, which gives you the opportunity to adjust the sale to better fit the customer s full need. We work with businesses, non-profit organizations, governments and educational institutions to finance their entire technology solution. We focus on making it easy to do business with us. Our highly experienced team of finance professionals operates in a work culture that emphasizes the importance of providing outstanding customer service. Our systems, processes and flexible policies support our goal of providing customers with a positive experience. In addition, up to 50% of a deal can be softcosts (e.g. software, services) or as much as 100% softcosts when it s Lenovo provided services or your preapproved services. Additional Services We differ from others by allowing you and Lenovo customers with easy access to information you need to understand and manage your financed assets. Our LFSpartner.com web portal for Lenovo Business Partners and our QDS customer service web portal for finance customers provide a wealth of useful information and tools. Major account customers also benefit from our Premier Client services. Each of these large accounts is assigned a representative as a single point of contact for all inquiries, invoicing activities and end of lease coordination. 1. Your customer expresses interest in your finance solution. 4. If the customer agrees to the finance solution, they sign and return the lease documentation. 5. The financed assets are installed and the customer verifies delivery and installation. 6. The lease commences.

2 Premier Service for Large Accounts One-to-One Servicing Our Premier Client offering is a one-to-one servicing solution focused on the unique needs of the largest, most important Lenovo accounts. We dedicate a leasing specialist to manage these relationships from first invoice through asset disposition. This specialist develops an in-depth understanding of the preferences and processes of these major accounts. This service is designed to provide customers with a positive, easy leasing experience. It helps to ensure customers don t feel the need to pull you into issues they re having with the finance company. When that happens, particularly on large accounts, it distracts you and the customer from more productive activities. In addition, these accounts often include your managed services, which we bill and collect on your behalf. The customer experience with our accurate billing adds to their confidence in the invoice amount and increases their likelihood to pay on time. So, you get paid faster for the services you rendered. Sell More Equipment Our Premier Client specialist ensures customer satisfaction by: Being knowledgeable in the intricacies of their account, which means increased billing accuracy, faster resolution of issues and less instances of payment delinquency Managing all aspects of the lease through a single point of contact Communicating with the customer s accounts payable department to understand their requirements to approve and apply payments Monitoring payment postings to ensure accuracy Training the customer on the extensive account information available 24/7 through our QDS customer service web portal should they need answers during non-business hours Who Gets This Service? We designed Premier Client to service accounts that typically feature: Financing in excess of $250,000 Multi-location or multi-unit installations Complex lease/finance structures Equipment added over a period of months or years Equipment returns staggered over months or years

3 Benefits of Offering Leasing Benefits for Technology Resellers Offering leasing has become an integral part of selling technology equipment. It s being embraced by more technology resellers as they experience firsthand how leasing provides opportunities to sell more equipment, more often, involving more customers, all while improving cash flow and margins. Sell More Equipment Offer low monthly payments and make equipment acquisition easy for customers. Enable customers to order additional equipment or higher performing equipment they might not purchase due to budget constraints. Increase transaction size and profit margins by selling monthly payment. Sell More Often Make it easier for customers to acquire new equipment, upgrade current equipment, or add on to existing equipment as their needs change. How Customers Benefit Leasing is popular among commercial and government customers for many reasons, including: Helps to maximize their productivity by using the latest technology Provides them with predictable, lower monthly payments Lowers their upfront costs Allows more flexibility than cash purchases Permits the bundling of the entire solution cost Develop follow-up selling opportunities and build a long-term footprint for repeat business. Distribute to More Customers Close sales faster and spend more time in front of potential prospects. Control the deal by offering one-stop shopping equipment, technology, servicing and financing all in one package. Increase customer loyalty by being a single, convenient source for quality products and flexible, affordable financing. Improve Your Cash Flow and Margins Reduce your days sales outstanding from net-30 sales and eliminate fees paid to credit card companies. Get paid fast with rapid funding on documented and installed systems. Obtain higher margins like your competitors achieve by using financing. They can charge more for the same equipment, software and services as you because they re selling payments, not a total cost. Continued on back

4 (continued from previous page) Selling a Total Solution If you are not offering financing when trying to close new transactions, you are missing a critical opportunity. Providing customers with a way to finance their acquisition can make the difference between winning and losing a deal as well as getting to Yes faster. Providing financing options may remove the last hurdle customers have how to pay for it. Differentiate Yourself When you offer financing to customers, you enhance your value proposition. When you include Lenovo Financial Services valueadded offerings, it further strengthens your offering and distinguishes you from the competition. Leverage the power of financing today! Listen for Opportunities to Sell Financing Watch for the following situations to determine if customers would benefit from financing: My budget is limited. We can t afford this equipment. Customers often don t realize that leasing is a great option when budgets are tight. They can obtain more equipment with leasing than they could with cash purchases. Leasing compares favorably to an outright purchase. Avoid cost objections by presenting payment, not price. It s easy for customers to think in terms of low monthly payments. Your Solution: It sounds like your budget is limiting you from buying all the equipment you need. Did you know that leasing could get you more equipment than purchasing with cash? This will negatively impact our cash flow. Cash flow can be a roadblock to your sales success. Purchasing equipment ties up capital. The larger the transaction, the more anxious customers may be about making a purchase. Leasing enables them to spread the cost of technology over the asset life cycle. Your Solution: Leasing reduces upfront costs, enabling you to obtain the technology you need now with little or no up-front cost. Just as important, it frees up cash for other operational expenses, which allows you to invest capital in other ways to grow your business. Your Solution: Leasing may fit into your budget, and offers lower, fixed monthly payments. How do we ensure our technology will help us remain competitive? With the rate of change in technology today, customers can be concerned about making a major purchase. Leasing allows them to take advantage of technological advances with lower financial impact or risk. Your Solution: Leasing enables you to add-on or upgrade additional equipment during your lease term, and at the end of the lease, you can choose to return or purchase the equipment. You will remain up-to-date with the technology that supports your success. Plus, you won t have to deal with the changing regulations associated with e-waste disposal. The finance company takes on that burden when you finance using a Fair Market Value lease.

5 Doing Business at LFSpartner.com A Complete Online Solution Lenovo s LFSpartner.com web portal for business partners is a complete leasing management solution. Successfully manage every aspect of leasing from submitting credit applications and receiving real-time credit decisions to generating lease documents, managing your portfolio and taking advantage of our comprehensive reporting capabilities. With LFSpartner, all the benefits of working with us are at your fingertips. The system functions as an extension of your own business, making the lease process easy and seamless. You have access to critical business information 24/7. You can designate information access levels among your employees who use the portal. LFSpartner puts leasing to work for you with a comprehensive suite of services that enables you to conduct business quickly and efficiently. LFSpartner Helps You to Turn Financing into a Competitive Advantage Quickly submit credit applications and receive credit decisions Typically, half of all applications are auto-decisioned in under a minute and you ll see the credit decision in real time Receive credit decisions by and text message on portable devices Close deals faster for approved customers Generate lease documents Track open approvals that need to be closed Gain insight on customer payment delinquency Identify accounts coming to end of lease term for new sales opportunities When you become an approved partner with Lenovo Financial Services, we will provide you with access to Continued on back

6 Frequently Used Features of LFSpartner.com LFSpartner.com offers many services to Lenovo Business Partners. The following five capabilities are particularly popular with users. Credit Application Submission LFSpartner makes it easy to submit credit applications online. Simply provide the required information, and you re on your way. The form contains only a few required fields and can be completed quickly. Credit applications are input directly into our automated scoring system, ensuring the fastest decision turnaround time available. Real-Time Credit Notification With AppAlert, you receive immediate updates on our credit application decisions anywhere, anytime. Determine the best distribution method for you: , fax or text message. Stay on top of all your applications and move with speed to close sales. Lease Document Generation Once an application has been approved, you can view and print finance documents directly from LFSpartner, including the finance agreement, delivery and acceptance certificate and customer invoice. Portfolio Management LFSpartner helps you to build sales leads by identifying when customers are approaching end of lease. Plus, you can prepare realtime upgrade quotes to quickly inform customers of their options. Comprehensive Reporting LFSpartner offers a variety of customer management reports. Portfolio reports provide access to lease contracts in your portfolio allowing you to view by customer name, contract and asset level. Funding reports provide details for every payment we made to you. All reports are downloadable and easily converted to Excel.

7 24/7 Access to Account Information Quality Digital Solutions QDS customer service portal provides our customers with immediate and efficient online access to the information they need to manage their lease portfolio. Effectively Manage Their Portfolio Online QDS allows our customers to: Review the details of current lease agreements Track leased equipment and locations View invoices and payment histories for the past 12 months Customize their invoice: allocate charges, personalize descriptions, sort and subtotal costs Easy for Customers to Get Started Customers simply need their invoice to complete the self-registration process at: As the technology provider, you have access to much of the same information as QDS provides. You will find it in the Lenovo Financial Services partner portal: Make payments online Identify when we received payments and how we applied them Download contracts, invoices, payment histories and asset details Communicate with our servicing department through Receive notifications when invoices are available online View and print finance documents Use QDS information to assist with Sarbanes-Oxley Act compliance Lenovo Financial Services provides tools like QDS to ensure it s easy to do business with us.

8 How to Get Started With Us A Simple Review Process You must be approved by us at Lenovo Financial Services and sign our program agreement. We will need your company s: Lenovo partner number (CMR in U.S.) Legal name Physical address Phone number Tax identification number Trade references and annual revenue (equipment and service) Some of the requirements for approval include: minimum two years in business, active and in good standing with your Secretary of State, an operable website, and a UCC filing when a reported high credit is > $50K. Financial statements may be required by credit underwriting. Who to Call to Start the Process To start the process, contact your Lenovo Financial Services Client Manager for your region. Richard Mudd: 888-LFS-8840 Richard.Mudd@LenovoFS.com For organizations east of the Mississippi River, except for Michigan, Wisconsin, Illinois and Indiana Tim Mueller: 888-LFS-8841 Timothy.Mueller@LenovoFS.com For organizations west of the Mississippi River or in Michigan, Wisconsin, Illinois or Indiana