Portfolio Perspective: Managing Risk & Seizing Opportunity

In this special one-year anniversary episode of ACS Portfolio Perspective, Andrew Pace steps out of the host seat and into the guest role to reflect on what the podcast has uncovered over its first year.Drawing from more than 20 conversations with lenders, lessors, and industry leaders, Andrew shares the common challenges that surfaced across the industry, including portfolio stress, misalignment, and delayed decision-making. He also highlights the themes that consistently emerged, such as the tension between risk and growth, the importance of early intervention, and the gap between policy and execution.The episode explores how the podcast has shaped Andrew’s approach to listening, leadership, and client conversations, while reinforcing ACS’s role as a connector across the industry. Looking ahead, Andrew outlines the topics, guest perspectives, and opportunities that will define the next phase of the podcast.At its core, this episode is a reflection on what happens when leaders are willing to ask better questions, share openly, and learn in real time.Key Topics Discussed:Why ACS launched a podcast and what gap it aimed to fillCommon challenges across lenders and lessorsThe shift from isolated problems to shared industry experiencesLessons learned about listening and leading conversationsWhy candid, unpolished discussions create better insightsRecurring themes: risk vs. growth, early intervention, execution gapsHow the podcast has influenced ACS’s role in the industryThe importance of curiosity over positioning in client conversationsFeedback from listeners and real-world impact of episodesVision for year two, including new topics and guest typesBuilding a more connected and collaborative industryNotable Takeaways:“Everyone assumed they were dealing with these challenges alone.”“This podcast became a way to surface those shared experiences.” “I wanted to learn out loud.” “Better questions matter. We don’t need all the answers.” Subscribe to Portfolio Perspective: Managing Risk & Seizing Opportunity for more industry insights and field-tested strategies.For more information, visit Asset Compliant Solutions.

In this episode of ACS Portfolio Perspective, Andrew Pace sits down with Deborah Reuben, CLFP, innovation strategist, CEO and Founder of TomorrowZone®, and author of Enter the TomorrowZone, to explore how leaders can move beyond reactive decision-making and design future-ready organizations.Deborah shares how the conversation around innovation has shifted from why it matters to how to actually do it, especially in regulated industries like equipment finance. She introduces key concepts from her work, including the “Yesterday Zone,” where teams get stuck in constant urgency, and the “TomorrowZone,” where leaders step back, gain clarity, and intentionally shape what comes next.The discussion covers practical challenges leaders face today, including the tech-first trap and navigating the messy middle of transformation. It also offers a framework for building alignment, shared understanding, and momentum across teams. At the core is a simple but powerful principle: clarity first, then technology.Key Topics Discussed:How innovation conversations have shifted from “why” to “how”The “Yesterday Zone” vs. the “TomorrowZone” mindsetWhy leaders get stuck in reactive, firefighting modeThe tech-first trap and why technology alone does not solve problemsInnovation in regulated industries and working within constraintsThe importance of clarity, guardrails, and shared understandingThe 60-day co-creation approachWhy ownership and alignment drive successful executionNavigating the messy middle of transformationWhy people, not technology, transform organizationsArchitecting for the future vs. reacting to the presentNotable Takeaways:“We don’t have to convince people that innovation is necessary… the conversation has shifted to what exactly do I need to do right now?” “You could find yourself in a trap of rebuilding the past instead of shaping what’s next.”“Buying new technology actually feels like progress… but sometimes the real problem has nothing to do with technology.”“You can’t go around it… you can only go through it.” “Clarity first, then technology.” Subscribe to Portfolio Perspective: Managing Risk & Seizing Opportunity for more industry insights and field-tested strategies.For more information, visit Asset Compliant Solutions.

In this episode of ACS Portfolio Perspective, Andrew Pace sits down with Mark Musumeci, Director of Risk Operations at Volvo Financial Services USA, to explore how captive finance organizations navigate risk, relationships, and performance through challenging market cycles.Mark shares how Volvo Financial Services balances supporting OEM partners with maintaining a healthy portfolio, and why relationships with customers, dealers, and vendors are central to that mission. Drawing from recent experience managing through a prolonged freight recession, he discusses the importance of downturn preparation, operational agility, and cross-functional collaboration.The conversation also highlights the role of leadership in high-pressure environments, including building psychologically safe teams, developing talent, and maintaining strong culture during uncertainty. Mark emphasizes that while systems and processes matter, long-term success ultimately comes down to people—both internally and across vendor partnerships.Key Topics Discussed:What makes captive finance companies different from independent lendersBalancing brand protection with portfolio performanceThe importance of customer relationships in collections and recoveryNavigating a prolonged freight recession in transportation marketsDownturn preparation and operational agilityCross-functional staffing and team flexibilityBuilding psychologically safe, high-performing teamsThe role of vendor partnerships in managing portfolio stressProcess improvement through automation, telematics, and efficiency toolsEvaluating vendors as long-term strategic partners vs. tactical resourcesNotable Takeaways:“We exist to help our OEM partners sell more trucks… but also operate as an efficient finance company that is profitable and adds value.”“They can pick up pretty quickly if you actually care about their business or if you're just dialing for dollars.” “Even the best of the best customers out there were feeling a financial strain because of the struggling market.” “It’s not just collecting… it’s really resolving. It’s understanding the customers.”“If you care about your teams and your teams care about each other, you're going to have so much more results.” Subscribe to Portfolio Perspective: Managing Risk & Seizing Opportunity for more industry insights and field-tested strategies.For more information, visit Asset Compliant Solutions.

In this episode of ACS Portfolio Perspective, Andrew Pace sits down with Reid Raykovich, CEO of the Certified Lease & Finance Professional (CLFP) Foundation, to explore how education, ethics, and professional standards are shaping the future of equipment finance.Reid shares the remarkable story of how the CLFP Foundation evolved from a struggling organization with limited resources into the industry’s leading certification body. Under her leadership, the CLFP community has grown more than tenfold while maintaining a strong commitment to professionalism and ethical standards.The conversation dives into the value of certification, the power of community within the CLFP network, and the role of education in strengthening the equipment finance industry. Reid also discusses the Foundation’s recent affiliation with ELFA, its expansion into international markets, and new initiatives to introduce equipment finance to the next generation of professionals through university partnerships and micro-credential programs.Key Topics Discussed:The turnaround and transformation of the CLFP FoundationWhy ethics and professional standards matter in equipment financeThe real value of the CLFP designation for industry professionalsBuilding a strong professional community through certificationThe role of volunteers in scaling the CLFP FoundationThe new affiliation between the CLFP Foundation and ELFAExpanding CLFP internationally in Canada, Australia, and the UKANSI accreditation and its potential impact on industry credibilityBringing equipment finance education into universitiesCreating specialized credentials for niche areas of equipment financeNotable Takeaways:“Something I'm really proud of is we’ve grown from about 150 members to nearly 1,800 today.”“Professionalism, ethics, recognition, and knowledge — that’s really why people pursue the CLFP designation.”“If too many people are passing, then it’s not rigorous enough.”“Our mission is building a better commercial equipment finance industry one individual at a time.” Subscribe to Portfolio Perspective: Managing Risk & Seizing Opportunity for more industry insights and field-tested strategies.For more information, visit Asset Compliant Solutions.

In this episode of ACS Portfolio Perspective, Andrew Pace sits down with Ron Elwood, Senior Vice President at Navitas Credit, to explore what it takes to build and sustain a leading third-party origination platform in today’s competitive equipment finance market.With more than 25 years of industry experience — starting in credit underwriting and rising to executive leadership — Ron shares how Navitas achieved record-breaking performance in 2025 while many competitors struggled. From disciplined underwriting to strategic broker partnerships and the evolving role of AI, this conversation offers practical insight into managing risk without sacrificing growth.Ron also discusses his leadership role within the National Equipment Finance Association (NEFA) and why industry involvement is critical for long-term professional fulfillment.Key Topics Discussed:Transitioning from credit analyst to sales-focused leadershipWhy “relationships over transactions” wins in the broker channelWhat “stick to your knitting” means in competitive marketsCredit discipline through COVID and the 2025 downturnRecognizing red flags early and pivoting quicklyAI in credit decisioning and portfolio insightsThe impact of auto-scoring and the “Internet of Things”The long-term value of NEFA involvementWhy equipment finance remains one of the most resilient industriesNotable Takeaways:“If you are a funding source in the space and you have a long-term mentality… you really do have to keep that balance in mind in order to protect the business.”“It’s hard not to be optimistic just based on how resilient we’ve proven to be over the years.”“True fulfillment in what we do in our career really can come from community impact.”Subscribe to Portfolio Perspective: Managing Risk & Seizing Opportunity for more industry insights and field-tested strategies.For more information, visit Asset Compliant Solutions.

In this episode of ACS Portfolio Perspective, Andrew Pace sits down with Paul Fogle, 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.Key Topics Discussed:Scaling an independent lender from $20M → $240MFinding a market gap in B & C creditThe 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 concentrationsFunding strategy and balance sheet discipline: retained earnings, leverage, liquidity stressTechnology + analytics + fraud prevention tools in underwritingNEFA’s collaborative culture and the value of participation/committees/philanthropyCLFP certification: why it matters and what it teaches beyond your day-to-day roleNotable 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?”Subscribe to Portfolio Perspective: Managing Risk & Seizing Opportunity for more industry insights and field-tested strategies.For more information, visit Asset Compliant Solutions.

Dan Krajewski has helped scale some of the largest platforms in equipment finance. In this episode, he joins ACS’s Andrew Pace to share the playbook for building sustainable growth — including MAZO Capital’s transformation from a discounter to a full-service, balance sheet lender.With more than 40 years in the industry, Dan breaks down what it takes to raise capital, build infrastructure, and grow volume in today’s market. From GE Capital and CIT to MAZO, he’s seen the cycles, navigated the pivots, and knows exactly what it takes to scale.Key Topics Discussed:MAZO Capital’s transition from discounter to lenderCapital markets and sourcing for growthScaling operations from $100M to $500M volumeMarket dynamics and competitive advantages in 2026Leadership and lessons learned from 40+ years in equipment financeNotable Takeaways:“We’re not just raising capital to raise capital — we’re building an entire platform that can sustain $500 million in annual volume.”“It’s not about how fast you can grow. It’s how well you can build something that lasts.”“At MAZO, we’re bringing a GE-level discipline to a nimble, independent platform.”“I’ve seen the cycles. We’re building with 2026 in mind — not just 2024.”“You have to understand your competitive advantage and stay laser-focused on it. For us, it’s being fast, flexible, and relationship-driven.”Subscribe to Portfolio Perspective: Managing Risk & Seizing Opportunity for more industry insights and field-tested strategies.For more information, visit Asset Compliant Solutions. 

In this episode, Saurin Shah shares his entrepreneurial journey from GE Capital to building and scaling two successful equipment finance platforms — Nations Equipment Finance and now MidCap Equipment Finance. Hosted by Andrew Pace, Chief Client Experience Officer at ACS, the conversation covers risk management, platform growth, team-building, credit discipline, and lessons from past cycles. Saurin also shares insights into balancing institutional discipline with entrepreneurial energy and how MidCap is positioned to weather future downturns.Key Topics Discussed:Entrepreneurial roots and GE Capital backgroundLessons from building Nations Equipment FinanceLaunching MidCap Equipment Finance and developing a distinct cultureBalancing credit discipline and growthManaging originator pressure vs. risk protocolsHiring and retaining sales talent in a competitive marketPortfolio diversification and securitization strategiesThe role of technology in operations and inspectionsNavigating today's lending climate and future trends in equipment financeInsights into recovery costs and collateral riskNotable Takeaways:“It’s very easy to send the money out the door. It’s very hard to protect those investments, manage the portfolio, handle delinquencies and defaults, work through recoveries.”“There is no red tape. Everybody does everything… I try to remove as much of the layers as possible and give everybody an opportunity to lead and be heard.”“Salespeople are the hardest people to find. It’s becoming tougher and tougher to find really, really good salespeople that bring together two unique skill sets…”“We let some of the bigger guys compete against each other, and we sort of see what falls through the cracks… We like to work on transactions that have some sort of uniqueness.”Subscribe to Portfolio Perspective: Managing Risk & Seizing Opportunity for more industry insights and field-tested strategies.For more information, visit Asset Compliant Solutions.

In this episode of Portfolio Perspective: Managing Risk & Seizing Opportunity, Andrew Pace sits down with Hollis Bufferd, CEO of Star Hill Financial, for a dynamic conversation about growth, resilience, and inclusion in the equipment finance space. From building a minority-certified business to navigating market headwinds with adaptability and discipline, Hollis shares what it takes to scale smartly—and why relationships remain at the heart of long-term success.Key Topics Discussed:What it means to be a minority-certified lender—and why it matters to large organizationsStar Hill's approach to growth, specialization, and building a winning teamHow to stay opportunistic without sacrificing credit qualityThe importance of cash flow in today’s lending environmentLessons from past cycles: COVID-era performance and 2023 challengesThe shift in broker behaviors and increased sophisticationStrategic capital sourcing: when to grow, when to pauseWhy inclusion is more than a buzzword—it's a strategyAdvice for early-stage lenders and originators trying to find their nicheNotable Takeaways:“We like people who are looking for partners, not just lenders.”“Everyone thinks they want to grow fast until the first deal goes sideways.”“People remember how you handled yourself when times got tough.”Subscribe to Portfolio Perspective: Managing Risk & Seizing Opportunity for more industry insights and field-tested strategies.For more information, visit Asset Compliant Solutions.

In this episode of Portfolio Perspective: Managing Risk & Seizing Opportunity, host Andrew Pace welcomes Kip Amstutz, President of 360 Equipment Finance. From launching his first business with a promissory note from his father to building a nationwide finance company with a disciplined approach to subprime lending, Kip shares the real-world strategies that have shaped his success. They explore portfolio diversification, AI-driven automation, strategic use of third-party originators, and what it means to scale responsibly in a volatile market.Key Topics Discussed:Kip’s entrepreneurial start and the founding story of 360 Equipment FinanceTransitioning from originator to full-service finance companyPortfolio diversification across 47 states and multiple verticalsStrategic use of third-party originators for scale and geographic diversitySubprime risk management and credit-conscious underwritingHow AI and automation are reshaping fraud detection, data entry, and credit decisioningWhy company culture, EOS, and hiring for complementary skillsets drive growthCapital access, lender trust, and transparent communicationWhat’s ahead for 2026: AI, BI dashboards, and marketing-driven growthNotable Takeaways:“You can’t hold anything if you can’t fund it. We’ve learned to hold the subprime—and sell off the prime—because that’s where we can use our capital to its fullest.”“Hiring people who think differently than you do? That’s where the magic happens. It’s how we’ve scaled while staying lean.”“AI isn’t just about speed—it’s about precision. And it only works if it complements the human experience.”Subscribe to Portfolio Perspective: Managing Risk & Seizing Opportunity for more industry insights and field-tested strategies.For more information, visit Asset Compliant Solutions.

In this episode of Portfolio Perspective: Managing Risk & Seizing Opportunity, Andrew Pace sits down with Rob Ceribelli of Channel to unpack what it takes to scale a financial services company—from leading through a private equity exit to building out infrastructure that supports sustainable growth. Rob shares candid insights into strategic leadership, risk modeling, portfolio expansion, and how his team is preparing for the future of alternative finance.Key Topics Discussed:Lessons from Channel’s acquisition by Onset FinancialMaintaining employee trust and culture during major transitionsHow to structure teams and invest in middle management to scaleThe role of operational excellence and technology in high-growth environmentsExpanding into working capital: benefits and risksBuilding proprietary credit models vs relying on industry dataBalancing risk tiers through precision-based pricingDigital innovation, AI, and future growth prioritiesNotable Takeaways:“We’re small-ticket and Onset is large-ticket—so the fit was natural. But what made it work was the cultural alignment and open communication.”“Sometimes your systems or team structures are fine…until they’re not. We watch for what’s humming, what’s smoking, and what’s on fire.”“We don’t outsource our credit models—we built them from the ground up using 16 years of data. That’s how you take smarter risk and grow with confidence.”Subscribe to Portfolio Perspective: Managing Risk & Seizing Opportunity for more industry insights and field-tested strategies.For more information, visit Asset Compliant Solutions. 

In this episode of Portfolio Perspective, Andrew Pace welcomes Jim Ryan, Sales Manager at Sandhills Global, to unpack the current realities of equipment valuation, auction trends, and retail-first remarketing strategies. With oversight of all auction products and financial customer relationships at Sandhills, Jim brings an unmatched view into market cycles, recovery tactics, and the role of AI and data in driving smarter decisions.Key Topics Discussed:Equipment valuation trends post-COVID and sector-specific volatilityInventory gluts in agriculture vs. normalization in transportation and constructionHow auction values signal real-time market conditionsStrategic retail-first recovery paths that deliver 20%+ lift over auctionLender timelines: Why delay is costing you moneyTransportation finance: Opportunities for cautious re-entryThe role of AI in matching buyers and accelerating time-to-salePrint vs. digital: Surprising data on buyer engagementNotable Takeaways:“If you have 10 assets and you retail 5 before auction, it boosts your bottom line. Why wouldn’t you?”“We’re seeing a sweet spot—about 15–20% over auction value—for fast retail transactions right now.”“Print is not dead for us. The more we print, the more web activity we get. It's our digital search engine.”Subscribe to Portfolio Perspective: Managing Risk & Seizing Opportunity for more industry insights and field-tested strategies.For more information, visit Asset Compliant Solutions.

John Gougeon didn’t just step into leadership at Unifi—he opened the gates for a high-performance team to run. In this episode, John joins Andrew Pace for a candid conversation about leading through transition, building a growth engine without sacrificing credit quality, and navigating today’s market with clarity, caution, and consistency.From transitioning away from tranche business to tightening portfolio performance, John shares how Unifi has scaled volume, maintained top-tier credit metrics, and invested in service and culture—all while keeping one eye on macro indicators and market pressure.Key Topics Discussed:The “break the machine” leadership mindsetWhy Unifi moved from tranche to direct originationAligning organizational design with expertise and empowermentBuilding a culture of trust, communication, and shared goalsEarly indicators Unifi watches for asset and portfolio riskHow Unifi achieved <0.3% delinquency without adding headcountTariffs, trade tensions, and how they reshape CapEx planningPricing discipline, service benchmarks, and sticking to strategyAsset classes to watch in 2025, including CNC and constructionNotable Takeaways:“I told the team, my goal is to break the machine—and see how fast we can run without losing control.”“Credit quality comes first. Volume never trumps portfolio strength.”“We haven’t thrown bodies at growth. We’ve just executed against the plan.”“Service is more than fast funding. It’s being accessible, accountable, and easy to work with.”Subscribe to Portfolio Perspective: Managing Risk & Seizing Opportunity for more industry insights and field-tested strategies.For more information, visit Asset Compliant Solutions.

In this episode of Portfolio Perspective: Managing Risk & Seizing Opportunity, Andrew welcomes Justin Pavek, Chief Credit Officer at Wallwork Financial. From his time in the Army to leading credit strategy at a fourth-generation finance company, Justin shares how long-term thinking, technology integration, and relationship-driven lending are helping Wallwork thrive—even in one of the most volatile transportation markets in recent years..Key Topics Discussed:Post-COVID market correction and why many lenders were caught off guardBalancing growth with risk during a prolonged transportation downturnWallwork's commitment to customer relationships and direct lendingStrategic use of Salesforce and Power BI to improve underwritingManaging broker relationships and setting expectations upfrontEarly indicators of borrower distress and proactive collection strategiesSecondary market pressure and valuation challenges in used equipmentHow third-party partnerships, like ACS, support lean internal teamsNotable Takeaways:“We're in it for the long haul—through the good times and the bad.”“If a customer misses their grace period, they're getting a phone call. We don’t wait until 30 days past due.”“There’s value in being an advisor, not just a lender. We help our customers think beyond the deal.”“With Power BI and Salesforce, we’re looking to make smarter credit decisions based on real data, not guesswork.”Subscribe to Portfolio Perspective: Managing Risk & Seizing Opportunity for more industry insights and field-tested strategies.For more information, visit Asset Compliant Solutions.

In this episode of Portfolio Perspective: Managing Risk & Seizing Opportunity, host Andrew Pace welcomes Donna Yanuzzi, Executive Vice President at 1st Equipment Finance and recipient of the ELFA’s 2024 Michael J. Fleming Distinguished Service Award. With nearly 30 years of industry experience, Donna unpacks the leadership principles, market foresight, and people-first mindset that have shaped her legacy—and continue to fuel her passion for mentoring the next generation of equipment finance professionals.Key Topics Discussed:Attracting and retaining talent in a competitive hiring landscapeBuilding culture in entrepreneurial vs. institutional environmentsDonna’s 5-day outreach strategy to manage delinquency and riskTransportation and construction sector insights, including tariffs and rentalsWhy vocational vehicles and used construction assets are outperformingShifts in small business leasing and the decline of the TRAC lease modelSuccession planning, college outreach, and industry mentorship programsThe integration of AI tools in finance without losing the human touchNotable Takeaways:“Culture is everything. You have to build a place where younger people feel ownership and impact—like they’re running their own business.”“We don’t wait for a 30-day delinquency to act. We start outreach at day five. It’s about relationships, early insight, and helping the customer avoid escalation.”“Vocational vehicles and used equipment with wheels are outperforming. That mobility gives us flexibility—and better risk management.”“AI isn’t about replacing people. It’s about scaling smarter so our people can do more meaningful, high-impact work.”“I came out of retirement because I wasn’t done helping others grow. If I can make a difference in someone’s life or career, that’s the success of my career.”Subscribe to Portfolio Perspective: Managing Risk & Seizing Opportunity for more industry insights and field-tested strategies.For more information, visit Asset Compliant Solutions.

In this episode of Portfolio Perspective: Managing Risk & Seizing Opportunity, host Andrew Pace sits down with Nick Coscia, ASA Equipment Manager at DLL, to explore how the role of asset managers is expanding amid evolving economic, technological, and sustainability trends. From using AI to streamline operations to navigating volatility in the secondary market, Nick offers practical insights and a global perspective on the tools, strategies, and partnerships that shape success in today’s equipment finance environment.Key Topics Discussed:How AI is transforming asset management operationsTime-saving tools and practical uses of Microsoft CopilotMarket volatility: pricing pressures, dealer inventories & COVID’s lingering effectsTariffs, trade deals, and their influence on asset valuesPercentage vs. dollar-based residual calculationsDLL’s sustainability strategy and energy transition initiativesRegulatory uncertainty and its impact on customer behaviorHow third-party partnerships like ACS support efficiency and scaleNotable Takeaways:“AI is like a superpower for pulling together and analyzing data faster and smarter than ever, which is enormous for delivering real value to our customers.”“The transportation market has definitely softened over the past 6, 12, even 18 months. That’s put a lot of pressure on portfolios.”“At DLL, our sustainability strategy is fully integrated into our business model — we’re committed to being the transition partner for our customers and vendors.”“Third-party vendors like ACS bring us a ton of value. They free us up to focus on higher-impact work while helping us execute with speed and scale.”Subscribe to Portfolio Perspective: Managing Risk & Seizing Opportunity for more industry insights and field-tested strategies.For more information, visit Asset Compliant Solutions.

In this episode of Portfolio Perspective: Managing Risk & Seizing Opportunity, host Andrew Pace welcomes Kit West, a Wyoming-based business development leader with a deep entrepreneurial background and a national view of broker success. Together they explore how CH Brown grew originations during industry slowdowns, why relationships trump rates, and how proactive support can drive loyalty—even in a transactional world.Key Topics Discussed:Why CH Brown leaned in while competitors pulled backMarket outlook for transportation and equipment financeScaling a national broker network from a small-town HQDay-one contact strategies and early interventionBalancing automation with real human connectionSupporting brokers with coaching, marketing, and AI-powered toolsHow associations build trust and community in the industryThe mindset of a problem solver in asset-based lendingNotable Takeaways:“When everyone else is running away from the fire, you lean into it—that’s how we’ve always operated.”“Client service isn’t just answering the phone. It’s calling the borrower the day after a missed payment and asking how they’re doing.”“Our brokers know they can text me directly. We’re not just another funding source—we’re a partner who shows up.”“You don’t need a degree to do this. You need to listen, sell, and solve problems. That’s the opportunity.”Subscribe to Portfolio Perspective: Managing Risk & Seizing Opportunity for more industry insights and field-tested strategies.For more information, visit Asset Compliant Solutions.

In this episode of Portfolio Perspective: Managing Risk & Seizing Opportunity, host Andrew Pace sits down with RJ Grimshaw, CEO of The AI CEO and former CEO of Unifi Equipment Finance. RJ shares his unique journey from leading high-growth finance teams to helping businesses embrace AI with a human-first approach. From demystifying AI adoption to empowering teams through intrapreneurship, RJ offers actionable strategies for leaders looking to innovate while staying rooted in relationship-driven business.Key Topics Discussed:RJ’s pivot from equipment finance CEO to AI-focused strategistThe difference between AI hype and real-world applicationsOvercoming AI fatigue and cutting through the noiseBuilding strong SOPs as the foundation for successful automationThe three-bucket model for AI adoption: prompting, automation, and dataWhy intrapreneurs are the game-changers in modern organizationsSuccess stories where AI improved efficiency without losing the human touchHow leaders can overcome fear and resistance to AI integrationNotable Takeaways:“AI won’t fix a poor team, but it can make your best people exceptional by freeing them to focus on what truly matters.”“Precision prompting is the skill that separates top performers—it’s about asking smarter questions, not just more questions.”“Automation should start internally before extending it to clients; AI is a teammate, not a replacement for human connection.”Subscribe to Portfolio Perspective: Managing Risk & Seizing Opportunity for more industry insights and field-tested strategies.For more information, visit Asset Compliant Solutions.

In this episode of Portfolio Perspective: Managing Risk & Seizing Opportunity, Andrew Pace sits down with Mike Peplinski, Vice President at Harding Brooks Insurance Agency, to unpack key legal and insurance challenges in today’s asset recovery space. As litigation pressure continues to rise, Mike provides actionable guidance for lenders, agents, and service providers on how to manage risk, protect themselves, and operate compliantly — even as legal, regulatory, and contract pressures evolve.Key Topics Discussed:The rising trend in wrongful repossession lawsuits and litigation fundingInvalid assignments and contract enforcement challengesHow indemnification language creates exposure for recovery vendorsThe growing importance of documentation, body cams, and video evidenceInsurance claim denials: where contracts often go wrongVendor management, subcontracting risks, and ensuring proper licensingThe role of bank consolidation and shifting dynamics in recovery partnershipsThe importance of safety culture, training, and proactive risk mitigationNotable Takeaways:“You know, five years ago, you’d get one or two claims here and there. Now you get multiple claims every single month on invalid assignments.”“Probably 40% of the claims that we have going on today are invalid assignment issues, and most of them are no fault of the recovery agent.”“When you don’t have any type of audio or video, you are basically negotiating with your checkbook because you have nothing to defend yourself with.”“If you're subcontracting out a lot of your work, you better know who you're working with, because if you're going to indemnify a client, and you're having a subcontractor do the work, you are taking all the responsibility if something goes wrong.”Subscribe to Portfolio Perspective: Managing Risk & Seizing Opportunity for more industry insights and field-tested strategies.For more information, visit Asset Compliant Solutions.

In this episode of Portfolio Perspective: Managing Risk & Seizing Opportunity, Andrew Pace sits down with Dominick Cevet, CLFP, Assistant Vice President of Portfolio Management at Auxilior Capital Partners. Dominick shares how Auxilior has scaled from startup to over $2 billion in assets in just four years — leveraging deep vendor partnerships, independent decision-making, portfolio diversification, and a service-first approach that keeps both vendors and borrowers engaged.Key Topics Discussed:The benefits of operating as an independent lenderDeep vendor/manufacturer relationships and program buildingManaging rapid portfolio growth while maintaining disciplineAdjusting to transportation sector volatility (without fully exiting)Pivoting into new sectors like motor coach and franchise lendingThe role of seasonality in portfolio structuring and payment modificationsLeveraging technology for efficient customer engagement (automation, texting, portals)Navigating consumer vs commercial borrower behaviorEarly warning signs in market shifts (spot rates, equipment values, student loan defaults)The role of culture, internship programs, and office collaboration in driving growthNotable Takeaways:“We’re managing over $2 billion in assets. It’s pretty exciting.”“When you don’t have enough clarity, you have to make decisions to protect the portfolio. Sometimes it’s not about getting out of a sector — it’s about waiting until you have enough information.”“We can implement something in weeks that might take others months. That nimbleness is a huge competitive advantage.”“Our independence allows us to pivot quickly, respond to vendor needs, and make decisions without layers of bureaucracy.”“We invest in young talent through our intern program — it’s become a huge pipeline for long-term success.”Subscribe to Portfolio Perspective: Managing Risk & Seizing Opportunity for more industry insights and field-tested strategies.For more information, visit Asset Compliant Solutions. 

ACS CFO and CIO Greg Meyer joins host Andrew Pace for a deep dive into the operational backbone of modern recovery and collections. With nearly two decades of leadership at ACS, Greg discusses the growing overlap between finance, IT, and compliance—and what it means for lenders today. From securing sensitive data to building scalable frameworks for regulatory risk, this episode covers how smart technology and proactive controls create a competitive advantage in asset-based lending.Key Topics Discussed:Why clean, consistent data is the foundation of effective decision-makingTurning past data into forward-looking insightsThe risks and rewards of system integrations and automationReal-world cybersecurity threats facing collections and recoveryWhat SOC2 compliance means in practice for vendors and lendersThe balance between security and usability when sharing sensitive dataAdapting tech strategies for multi-state regulatory complexityHow automation and APIs improve efficiency—without losing the human touchNotable Takeaways:“No data, no clue. If your data isn’t clean, your insights are suspect—and your risk goes up.”“Technology isn’t a cost center. It’s an edge—when it’s used to increase security, reduce friction, and scale compliance.”“SOC2 has made us better. It’s more than a certification—it’s a way to meet client expectations and stay ahead of evolving threats.”Subscribe to Portfolio Perspective: Managing Risk & Seizing Opportunity for more industry insights and field-tested strategies.For more information, visit Asset Compliant Solutions. 

In this episode, Andrew Pace welcomes Chris Norman, ACS’s Client Support Manager, for an in-depth conversation on the human side of collections, strategic lender support, and navigating complex borrower situations with empathy and professionalism. With more than 30 years in the recovery space and a reputation for transforming distressed accounts into proactive recoveries, Chris shares firsthand stories and strategies that combine operational insight with a deep respect for the borrower experience.Key Topics Discussed:The evolution of recovery from a back-office operation to a frontline risk management toolHow client expectations have shifted toward professionalism, transparency, and trustThe rise of reputation risk and why recovery needs to be handled with precisionBest practices in borrower communication and de-escalationBalancing client mandates with borrower realities in high-stress situationsThe role of empathy in asset recovery and how it leads to better outcomesInsights from ACS’s proactive outreach efforts to identify at-risk assets before defaultReal-time market trends and what early signs lenders should watch for in distressed portfoliosNotable Takeaways:"Every client doesn’t define success the same way. Relationship management means understanding what matters most to each one—and delivering on that.""Being kind doesn’t cost you anything. In collections, it often gets you further than pressure ever could.""Proactively identifying accounts at risk before they become problems is the future of portfolio protection."Subscribe to Portfolio Perspective: Managing Risk & Seizing Opportunity for more industry insights and field-tested strategies.For more information, visit Asset Compliant Solutions.

In this inaugural episode of Portfolio Perspective: Managing Risk & Seizing Opportunity, host Andrew Pace sits down with Brian Noble—CEO, co-founder, and industry trailblazer behind Asset Compliant Solutions. With over 25 years of experience, Brian shares his unique perspective on how the asset recovery and collections space has evolved from transactional services to strategic partnerships rooted in compliance, innovation, and brand protection.Key Topics Discussed:Culture as a Competitive Advantage: How ACS’s culture of collaboration and compliance drives innovation and long-term client successEconomic Cycles & Lending: Navigating the impact of inflation, interest rates, and borrower behavior on portfolio performanceRisk Mitigation: Why proactive, earlier-stage service provider engagement is key to protecting asset valueCompliance & Technology: SOC2 isn’t just a checkbox—it’s foundational to trust and operational efficiencyStrategic Partnerships vs. Vendor Relationships: How ACS positions itself as an extension of the client’s teamThe Role of APIs & Automation: Creating seamless client experiences and reducing costly human error through smarter techTalent & Empathy: Why hiring for emotional intelligence and problem-solving abilities is essential in collections and recoveryThe Future of Lending & Recovery: Embracing AI, data-driven decision-making, and end-to-end service capabilitiesExecutive Takeaways:"Today’s market conditions require a more sophisticated approach to managing at-risk assets. The traditional recovery model focuses too late in the cycle.""Your recovery partner’s actions directly impact your brand reputation in an era of instant feedback.""SOC2 compliance isn’t optional—it’s protection against regulatory and reputational risk.""Time-to-resolution is the KPI that most directly impacts your portfolio’s NPV."Subscribe to Portfolio Perspective: Managing Risk & Seizing Opportunity for more conversations with leaders across lending, recovery, and compliance.For more information, visit Asset Compliant Solutions.