◗ Offering a truly superior value
These attributes are always works in
progress and we continue to build on
them, but that’s really what we’re after.
GE Capital recently expanded its
financing for the restaurant industry.
Are there any other industries that
you perceive as having significant
I think the restaurant industry is an
interesting one. We’ve been in it for
quite some time. We’ve grown by focusing on established operators who
are looking to expand either into new
concepts or brands or who have grown
out of their local banking relationships. We can offer a lot to this next
generation of restaurant operators.
In addition, there are other industries that we see experiencing growth,
such as healthcare, aerospace, agriculture, energy, construction and fleet, to
name just a few.
As a company, we’re focused on
having a sales force that has a strong
depth of knowledge in the industries
our customers are in and who can
provide a level of service that is much
more than a typical lender.
How is GE Capital different from
With GE as our parent company, we
can provide our customers with direct
access to management tools, market
insights, sourcing opportunities and
many other resources from the array
of GE’s global businesses. Our Access
GE program provides customers with a
variety of these tools and insights, deliv-
ered through an exclusive web portal or
one-on-one engagements, all helping our
customers tackle different issues.
Another area of differentiation is
that we specialize in financing middle-market companies, defined as businesses with revenues between $10 million to $1 billion. This sector accounts
for 3% of U.S. companies, but provides
1/3 of all U.S. jobs and a disproportionate share of U.S. economic growth.
These companies have unique needs.
Through a partnership with The Ohio
State University’s Fisher College of
Business, we established the National
Center for the Middle Market, which
researches challenges and opportunities that this specific sector faces. We
are able to share these insights with
our customers, helping them position
themselves for greater success.
There’s a quote by you on the GE Website saying that “managing a diverse
group helps you get much better performance out of your whole team.”
Could expand on that and talk about
your experience with this?
Well, I’m a diverse candidate myself, if
you will, at least from a gender perspective. Ultimately, diversity brings diversity of thought. How does somebody
approach a specific problem or situation and how can you make sure that a
group consists of members who all think
somewhat differently so you effectively
Most people don’t plan for a career in
commercial lending, so please tell us
how you got started in the industry.
I obtained a law degree, but decided
that my interests lay in financial
services. I have spent most of my
career in corporate finance, mostly as
a salesperson, and then later on leading teams that do secured lending and
The banking industry is rebuilding
and I think commercial finance is a
really good place to be. Stakeholders,
such as clients, regulators and investors, really appreciate an institution
like GE Capital that focuses on practicing sound fundamentals in managing
risk and providing credit as its good
base for sustainable, long-term, success. I think it’s a really interesting and
attractive industry for us to be in now.
What have been your main priorities
during your first six months as chief
commercial officer at GE Capital,
I continue a path that my predecessors have been on and that is ultimately to be recognized by the market
as the leading specialty finance lender
in North America. This is based on four
◗ Having a really outstanding sales
◗ Demonstrating superior domain
knowledge, which is a combination
of industry, market and product
◗ Maintaining a deep understanding of our customers and business
“I think the restaurant industry is an interesting one.
We’ve been in it for quite some time. We’ve grown by focusing on established operators who are looking to expand
either into new concepts or brands or who have grown
out of their local banking relationships. We can offer a
lot to this next generation of restaurant operators.”