Pictured: Finance Broker Josh Doherty of the Brisbane office stands in front of the latest addition to the Magnolia Lane fleet.

We’re excited to announce that Magnolia Lane Financial Services has officially opened a new office in Brisbane!

This move marks a significant milestone in our growth journey and reflects our commitment to better serve our expanding network of clients and referrers across Queensland.

With a strong base already established in the region, opening an office locally allows us to provide more personalised, on-the-ground support, whilst continuing to strengthen relationships with those who have been part of our journey so far.

The timing couldn’t be better. With major infrastructure projects ramping up in the lead-up to the 2032 Brisbane Olympics, we’re seeing increased demand for tailored finance solutions across construction, transport, and equipment sectors.

Our Brisbane presence positions us to respond quickly and effectively to these opportunities, ensuring our clients and partners are well-supported during this exciting period of growth.

Whether you’re a long-time referrer or a new client, we’re here to help you navigate your finance needs with the same trusted service and expertise Magnolia Lane is known for.

We look forward to welcoming you to our new Brisbane office soon!

If you are wanting to make direct contact with our Brisbane broker Josh Doherty, please feel free to reach him on 0488 288 101 or jdoherty@magnolialane.net.au.

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Magnolia Lane Financial Services is pleased to announce the acquisition of Loan Market Group’s national consumer business hub, formerly known as Nodifi. In a move that expands its capabilities into the personal asset finance sector. The acquisition has prompted the formation of a new dedicated division, Magnolia Lane Personal Finance, which will operate alongside its existing commercial asset finance arm.

As part of this expansion, Chris Murray has been appointed Head of Partnerships for Magnolia Lane Personal Finance. Chris will lead a team of experienced asset finance brokers who are well-regarded and widely trusted within the industry. Mortgage brokers and referral partners will continue to work with the same dedicated asset finance professionals they know, ensuring a seamless transition and continuity of service.

Chris joins Magnolia Lane following an extensive tenure as a broker with LMGAsset Finance, Nodifi – as well as with a local Adelaide-based brokerage. His deep industry knowledge and strong broker relationships further demonstrate Magnolia Lane’s commitment to supporting its referral network and enhancing outcomes for clients through a new consumer-focused asset finance stream.

The acquisition is part of Magnolia Lane’s strategic growth plan to provide a full-service asset finance solution to both consumer and commercial clients across the country. The new entity will strengthen its position as a leading finance brokerage, offering end-to-end services across a broader customer base.

“This acquisition represents a significant milestone for us,” said Angus Askew, Director at Magnolia Lane Financial Services. “We’re proud to be extending our offering to better serve everyday Australians, in addition to our highly-valued referral partners and their respective clients, while continuing to deliver the high-quality service our commercial clients know and trust.”

Fellow director Will Overman added: “Magnolia Lane Personal Finance allows us to align with evolving client expectations. Whether it’s a family financing a new vehicle or a business expanding its fleet, we now have the capability and structure to support their needs in-house.”

Andrew Dodwell, also a Director, commented: “This national consumer business has been a strong performer and respected channel in the market. Integrating this into our operations brings both proven referral networks and experienced talent into the Magnolia Lane group.”

Magnolia Lane Personal Finance will focus on consumer vehicle, personal loans, and tailored lending solutions. It complements the long-standing success of Magnolia Lane Financial Services, which has been providing commercial asset finance solutions across a wide array of industries for over a decade.

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New South Wales-based brokerage Magnolia Lane has been unveiled as an inaugural referral partner on Asset Finance Exchange (AFX), a new asset finance marketplace that is designed to connect finance professionals – such as mortgage brokers – with experienced asset finance specialists.

AFX, which is powered by Australia’s largest aggregator, LMG, facilitates referrals from brokers to trusted asset finance specialists via its proprietary technology.

Asset Finance Exchange general manager, Jordan Mutton, says it’s set to offer brokers more choice when it comes to placing their asset finance referrals with a referral partner.

“We understand that the asset finance referral landscape hasn’t been without its challenges, with choice of referral partner and the ability to securely transfer client data key components of that sentiment. AFX helps alleviate such challenges by allowing brokers to decide which state-based or national asset finance specialist to entrust with their client, all while securely transferring client data via proprietary technology.

Mr Mutton continued: “AFX goes a step further by showcasing each asset finance brokerage’s specialities – such as business funding, commercial or consumer asset – making it even easier for a referring broker to place their deal and allowing flexibility to use multiple referral partners when required.”

Speaking on the appointment of Magnolia Lane to the Asset Finance Exchange referral partner panel, Mr Mutton says Magnolia Lane has “significant runs on the board with over a combined 100 years’ experience” when it comes to providing exemplary customer service.

“We have to remember that when brokers decide to refer a client for their asset finance needs, the experience has to be nothing short of outstanding. Not only does Magnolia Lane tick that box, they also have vast asset finance experience supported by a large support team across the country – we’re excited at the prospect of what Magnolia Lane will bring to AFX and most  importantly referring brokers and their respective clients.”

Magnolia Lane Director, Angus Askew, says partnering with AFX – in collaboration with LMG – is testament to the group’s hard work over many years.

“I couldn’t be prouder of what we have built over the past 10 years, with the customer experience crucial to that success. Being part of AFX is recognition of this work and we can’t wait to work with brokers and their clients – our vision is to create long lasting and enjoyable relationships across the network. Our brokers are on the ground across the countryside seeing our clients and referral partners face-to-face. Whilst being based in Sydney, Orange, and Melbourne, the company is looking forward to adding additional offices to service our networks”.

According to Mr Mutton, the platform will also display reviews for each asset finance referral partner, providing referring brokers with greater visibility on who they’re dealing with and ensuring those on the Exchange are held accountable.

“The AFX platform will facilitate an in-platform reviews system, giving brokers the opportunity to leave a review after each referred deal. This will provide brokers with greater transparency on who they’re dealing with and the experience other brokers have had with that referral partner. It also ensures the asset finance specialists on the platform are meeting their outlined SLAs.”

Asset Finance Exchange is now available to all Australian-based brokers. For more information and to become a referral partner, reach out to Angus Askew and the team at Magnolia Lane.

Angus Askew
Director
Magnolia Lane
P: (02) 8287 3000
E: brokerteam@magnolialane.net.au

About Asset Finance Exchange
Asset Finance Exchange (AFX) is a newly launched financial services provider that serves as a dynamic marketplace connecting asset finance referrers with trusted asset finance specialists.

Created to meet the evolving needs of brokers and finance professionals, AFX offers referrers the flexibility to choose among state-based and national specialist groups. With a focus on empowering referrers through choice and trust, AFX is committed to transforming the asset finance landscape by fostering strong partnerships and delivering exceptional service.

About Magnolia Lane
More than 100 years’ combined experience. With industry specific knowledge, the Magnolia Lane team can offer a premium service that you can rely on every time.

We have the expertise, knowledge and accreditations with all major banks and finance institutions to deliver the right equipment finance package tailored specifically to suit your unique business needs.

When you deal with Magnolia Lane you can trust that you will speak to real people. Our team will offer you a premium service right through from application to settlement of funds and beyond.

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Act Fast or Miss Out this EOFY

With the end of the financial year approcaching and the significant reduction of the Instatnt Asset Write Off Scheme we are expecting processing delays of up to two weeks in the lead up to end of financial year (EOFY). Get ahead of the crowd by calling your broker today!

Historically, EOFY is the busiest time on the equipment finance calendar. With just 7 weeks to go until the June 30 EOFY deadline, there are a few things to think about if you are looking to buy new or upgrade your existing vehicles and equipment.

All lenders face increased deal volumes at EOFY typically resulting in significant processing delays. We recommend allowing extra time to get your finance sorted. As a guide, you should allow:

• 2 weeks for application approval.
• 5 days for settlement finalisation.

While every effort is made to turn your transaction around in a shorter timeframe than this, it is best to prepare for the worst-case scenario and get in early.

You can get a preapproval now which will speed up the process when you do choose to purchase an asset closer to EOFY.

The Ins & Outs of Temporary Full Expensing

An extension of the government’s Instant Asset Write Off Scheme, temporary full expensing allows eligible businesses to immediately deduct the business portion of the cost of eligible depreciating assets purchased before 30 June 2023. Furthermore, the business portion of the cost of improvements to both existing and eligible depreciating assets purchased within the same window of time can also be immediately deducted.

Put simply, rather than claiming tax deductions over the life of the asset under standard depreciation rules, you can immediately write off the full cost in the financial year it was first used or installed for use.

The aim of this initiative was to stimulate investment to support the economic recovery from COVID-19. With reduced tax payable comes increased cash flow for businesses and therefore more money to invest in assets.

Eligibility

Under this initiative, businesses with an aggregated turnover of less than $5 billion can immediately deduct the full cost of new assets. If assets are second hand, the business must have an aggregated turnover of less than $50 million to be able to deduct the cost of the asset.

Depreciating assets for which temporary full expensing can be applied are those which were or are purchased between now and 30 June 2023.

All eligibility criteria and information about temporary full expensing can be viewed on the ATO website.

Important Considerations

It is important to note that businesses can only deduct the business portion of the cost of the asset or its improvements. If your asset is used 50% for business purposes and 50% for personal purposes, only 50% of the cost can be deducted.

Cars are subject to the car tax limit which, for the 2022-23 financial year is $64,741. This means if you buy a car worth $80,000, you can only tax deduct the value of $64,741.

At Magnolia Lane, we tailor finance solutions specific to your unique business needs. It is our role as your equipment finance broker to source the best possible rate for you. Through our accreditation with a suite of lenders, there really is no limit to what we can assist with. Contact us or get a free quote today and let’s grow together.

Our advice is general in nature and should not replace that of a qualified accountant. It is best to speak to your accountant before making an investment. Investments should always serve a purpose and fit within your company’s budget.

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Attention Directors…

Did you know that the ATO requires directors to now, legally, apply for a director identification number (Director ID).

What is it?

It is a unique identifier that a director will apply for once and keep forever – to help prevent, reduce, and eliminate false or fraudulent directorships.

The unique identity number is kept forever even if you:

• Change companies
• Stop being a director
• Change your name
• Move interstate or overseas

Why do you need a Director ID?

Stakeholders, such as shareholders, employees, creditors, consumers, external administrators, and regulators are entitled to certain details and names of the directors of certain companies.

All directors are required by law to verify their identity with the Australian Business Registry Services (ABRS), which is important as this helps prevent the use of fraudulent director identities, streamlines the process of information retrieval, and helps to eliminate director involvement in unlawful activity.

If you’re an eligible officer (director or an alternate director who is acting in that capacity) of a company, registered Australian body, or registered foreign company under the Corporations Act 2001, you will need a Director ID.

When to apply?

When people must apply for their director ID depends on when they first become a director.

• From April 5th, intending new directors must apply before being appointed
• Directors appointed on or before 31st October 2021 have until 30th November 2022 to apply
• New directors appointed for the first time between 1st November 2021 and 4th April 2022 had 28 days from their appointment to apply (must contact the ATO immediately if not done so)

Why is this so important?

Other than ensuring criminal and fraudulent activity is minimised, if you are a director and hadn’t completed the director ID set-up within the deadline, you would be facing fines.

If you have any more questions surrounding Director ID’s and anything asset finance related, please email the team on brokerteam@magnolialane.net.au or (02) 8287 3000

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Two of Magnolia Lane’s newest recruits are reaping the benefits of studying whilst working with a hybrid working week to fit in their final studies.  Trainee Brokers Saul McCredie and Sam Bignold built their working weeks to manage their final semesters at university, ultimately working a 4-day week until their studies complete.

Sam is in university every Wednesday.  “This set up is perfect and allows me to complete my studies without overwhelming the week. But most beneficial is being able to finish my degree one year earlier as I can study three units  during that day, whilst building my work experience” says Sam. A designated space in the Magnolia Lane office has been set up to accommodate a quiet area where they are able to log into lectures.

Saul logs into university two afternoons a week either at home or in the office. “Having the option to log in at work is so handy and means I’m always at ease knowing I can make my lectures, even if it is a particularly busy day in the office.  It’s also a great feeling when you can marry together what you’ve learnt at uni with real life scenarios and vice versa. It definitely speeds up the learning process.”

Saul is studying a Bachelor of Business with a double major in Finance and Marketing at UTS and Sam a Bachelor of Commerce at Macquarie University

Director Angus Askew says the decision to employ students was an easy one.  “From a team development perspective, employing university students that can work and study concurrently is a massive positive.

A key development model focuses on the need for education, exposure and experience in professional settings, this arrangement provides for all three elements and works to build Saul and Sam’s confidence during their first few years in the industry.

Obviously is it of long-term benefit to the company that both Sam and Saul finish their studies, but more importantly giving them the option to start their broker careers simultaneously is going to fast-track their overall development.

What’s more, we as a company can learn from both Sam and Saul and keep on top of what Business, Finance and Commerce students are learning. The world is fast changing and so are working practices, technology platforms and even finance institutions and if we want to remain a modern business, this is par-for-the-course.“

In addition, Broker Angus Lennon in the Orange Office recently graduated with an Agribusiness degree from Marcus Oldham Collage.

As Magnolia Lane continue to grow, we are always interested in speaking to great candidates for both our Broker Team and Operations Team. Contact our HR Partners Partale on 02 8021 6369 for more information.

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As we near the wrap up of this financial year, our management team announce promotions, team growth, launches new internal structure and updated flexible working practices for the business.

Business growth is super-charged to further support the requirements of civil construction, earthmoving agriculture and manufacturing businesses across NSW who are financing more equipment to expand their services.

“In many of the industries we work across including construction, there was little downtime during the pandemic and business demand increased over this period for plant & equipment funding due to government stimulus and tax incentives.  While international supply and manufacturing issues halted the new equipment market it gave airtime to a huge preowned market which saw a renaissance across the country in 2021.

During the first half of 2021, 35% of the assets we financed were for preowned equipment.  This doubled in the second half to over 70%” explains Magnolia Lane Director Will Overman

New Client Services team

The overall volume growth in loans plus the additional compliance required for preowned equipment saw the operations team flex to accommodate this.  A team of Client Services Representatives have been introduced across both the Sydney and Orange offices.

Recently promoted Head of Operations, Gayathri Iyer leads the team with big plans to continue the internal systems modernisation and expansion to further enhance capabilities.

“Industry and business requirements over the last year expedited the development of our processes and 2022 will be the year we continue to enhance our client experience through our systems by aligning, refining and continuing the modernisation.”

Broker Team expansion and new marketing function

The structure of the Broker Team expands with additional layers to support the client journey and strengthen the personal development opportunities.  The Broker Teams in both locations will be led by Sales Directors’ Liam Finnane (Orange) and Josh Bridges (Sydney) who bring significant experience and expertise across civil construction, earthmoving, agriculture and manufacturing lending and are both greatly recognised within this space across NSW.

“The last couple of years have been pivotal for our industry and it’s exciting to see how we’re developing our business to suit.  As well as the opportunity to further enhance the experience for our clients, we’re both very passionate about developing the skills of our ever-growing brokering teams”

says Liam Finnane, Sales Director Sydney.

Promotions to Senior Finance Broker for Harry Cummins, Harry Nemeth and Chris Sugiono and new recruits in both locations has further grown the broker teams.

In parallel, the business is heavily investing in the brand with the appointment of Hayley Webb, Head of Marketing to lead this development.  “Magnolia Lane supports the growth of business across some of the most exciting industries in Australia and I can’t wait to share the inspiring stories of the businesses we partner with.  The opportunity for our brand to pioneer in this somewhat untapped marketing space is exciting.”

Improved flexible working

To accommodate a balanced hybrid working environment and following feedback from staff surveys, the company directors have worked closely with HR partners, Partale to launch a new flexible working policy for their staff.  The contemporary policy includes working from home options, capped meeting hours to suit flexible working hours and weekly onsite days for deeper team collaboration.

We are currently recruiting across our Broker, Operations and Marketing teams., please contact Partale for more information.

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Our Sales Directors Liam and Josh are the most dependable people to lead your finance solutions.  Their combined networks reach far and wide across NSW and their solid relationships with lenders guarantees the best tailored deal.

“In most cases, within five minutes of speaking to a client we’ll know the best lenders for their specific scenario” says Josh Bridges, our Sydney based Sales Director.

Josh will often be found along the North Coast of Sydney giving facetime to clients.  “Some of the best relationships I have I’ve met their family popping in for a coffee and a chat.  As much as we can, loan signups are done in person, and this is what makes it special.“

“Prior to the sign up, we’ve got to know you and your business – what you do, why you do it and the impact this asset will have because we genuinely enjoy watching you and your business flourish. Not only is this a favourite part of the job but allows me to service you better on the next deal.”

Meanwhile Sales Director Liam Finnane is reciprocating the same level of service from our Orange office, covering Bourke to Bega and everywhere in between. “There’s nothing more satisfying than seeing our clients’ branding on a new vehicle or a machine in operation knowing it’s working hard for that business.  Over the last 7 years, we’ve developed extremely close relationships with companies all over regional NSW and beyond and I’m delighted that our recent team growth means we can do even more of this.” says Liam.

Liam and the Magnolia Lane vehicles are widely recognised in the local and regional communities around Orange.  “The clients we work with vary from sole traders to large commercial enterprises across earthmoving, mining, construction, agriculture, manufacturing and forestry.

Year to date we’ve seen an increase in earthmoving in the area and expect to see agriculture catch up as we move into the new financial year and various projects in the regions progress.”

The two Sale Directors also lead our team of Brokers and will be heavily focusing on their further development in the coming months as they continue to grow.

“Together, Josh and I make sure that our teams deliver consistent high levels of personal service across the board and we can handle all lending scenarios on both a team and individual basis to accelerate our clients’ growth.”

As Australia continues to bounce back following restrictions of the pandemic, the restructured and expanded team are ready for the next challenge.

“That feeling when you help someone achieve their goal it feels good whether it’s their first or twentieth deal and we’re pumped to see what the new financial year will bring.” concludes Josh.

Contact the team to explore some growth options for your business.  Email Josh@magnolialane.net.au for enquiries in Sydney and Liam@magnolialane.net.au for Orange and surrounding regions or call 0282873000

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The Importance of Showing a Net

Showing a net profit is an undeniably important aspect of running a business. Effectively, net profit indicates whether or not a company is doing well and, when it comes to long-term growth and prosperity, is essential.

Net profit, or the bottom line, is the final profit calculation on the income statement. It is the remaining profit in the company’s back pocket after accounting for all expenses, including tax and interest.

So, why is showing a net profit so important? There are many reasons. Let’s unpack them.

Ability to Borrow Money

Almost every business will rely on equipment finance to purchase new gear at some point. When assessing the viability of a loan, lenders conduct servicing. Servicing determines whether, after you’ve honoured your existing monthly expenses, you have capacity to repay the proposed loan commitments. They derive your capacity from your net profit.

Put simply, are you making enough profit to repay your loan? Lenders are more likely to approve it if you are. Conversely, if you aren’t showing a net profit, the lender will be hesitant to loan you the money.

Business Growth

No business wants to stay stagnant. Growth and expansion are important considerations that ensure your business remains relevant and competitive in the market long-term.

Net profit facilitates growth by allowing you to reinvest in your business. It may allow you to expand your fleet or the areas you service and hire more employees. The expansion of your fleet could allow you to tender for jobs you wouldn’t have been able to without that specific equipment, whilst hiring more employees could allow you to take on jobs that you previously didn’t have scope to pursue. If managed effectively, winning additional jobs has a flow on effect of helping you derive more profit.

The important thing here is to note that growth should be in line with the business’ strategic plan and accompanied by strict budgeting, not undertaken just because you have the money to do so. Growth does not equal profit just by default. You must ensure that you are equipped to manage the expansion. There is no point reinvesting in your business if you are not set to profit further off the expansion. This means there needs to be a genuine need in the market for the service, and beyond that, you need to have appropriately skilled staff, equipment, and time to facilitate the expansion, within a predetermined budget.

Paying Yourself Dividends

A dividend is the money paid by a company to its shareholders from retained profits. You work hard and deserve to reap the rewards. Showing a net profit affords you the opportunity to do so as you can draw a dividend from the business. While this might not be possible in the first few years of operation, it is certainly an attractive motivator to keep striving to improve your profitability.

Gauging Operational Efficiency

Showing a net profit can be a good indicator of operational efficiency. In essence, if you are making money and the cogs of your business are turning efficiently, you should be rewarded with net profit. On the other hand, failing to show a net profit could be an indicator that operating costs and overheads aren’t being contained.

Having this knowledge allows you, in the first instance, to track and compare your current financial position against your projections. Furthermore, it allows you to formulate projections for the following financial year based on what you achieved financially this year.

What if I’m NOT Showing a Net Profit? 

Your business isn’t unsuccessful just because it’s not showing a net profit. There are ways to improve your profitability to support your long term sustainability, for instance:

1. Temporary Full Expensing – by utilising the government’s Temporary Full Expensing scheme, you can reduce the amount of tax payable on new purchases, allowing you to hold onto your cash. This should be positively reflected in your net profit.
2. Take a deep dive into your expenses – maybe you’re paying too much for utilities, internet, or rent. It is worthwhile assessing and comparing these to other options in the market to make sure you’re not overpaying. You could save hundreds of dollars a year by drilling into these basic expenses.
3. Look into insurance premium funding – if paying your insurance premiums upfront is eating into your net profit too much, consider funding them. You can pay for your premiums in a similar way to equipment finance by utilising Insurance Premium Funding. You can preserve cash by repaying your premiums in easy monthly instalments rather than upfront. This will then be reflected in your net profit.
4. Reduce labour – Reducing labour can have a massive impact on your profitability. While it may not align with your long term growth targets, it can be an effective cost saving measure in the short term.

At Magnolia Lane, we tailor finance solutions specific to your unique business needs. It is our role as your equipment finance broker to source the best possible rate for you. Through our accreditation with a suite of lenders, there really is no limit to what we can assist with. Contact us or get a free quote today and let’s grow together.

Have you followed us on social media? Connect with us on Instagram, Facebook, and LinkedIn.

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The Ins & Outs of Insurance Premium Funding

When it comes to protecting you and your assets, insurance is a no brainer and in most cases from a lender’s perspective, non-negotiable. Learn how Insurance Premium Funding (IPF) can benefit you and your business. 

Asset insurance is a risk management strategy. It reduces the financial impact or loss to your business if your assets are damaged, written off, or stolen. Depending on which cover you have in place, you can be protected against costs relating to repair or replacement of equipment as well as lost income from downtime as a result of the equipment loss or failure.

Protecting your assets with insurance typically comes at a high price. This can dent your cash flow. IPF is a flexible solution which protects your cash flow. IPF allows you to pay your premiums on a monthly basis even if your insurance company does not offer monthly repayments.

How it Works

In the lead up to your insurance premium due date, your insurance provider or broker will send you policy renewal invoice/s. Once you have provided these to your broker at Magnolia Lane, they will send you quotes for 6-12 month loan terms, depending on your needs. After you have accepted one of the quotes, we will provide a contract from the lender for you to sign.

At settlement, the IPF lender will pay the premium/s on your behalf. You will then commence paying monthly instalments back to them for the stipulated loan term.

The process from application to settlement is fast and efficient. Even better, we manage it on your behalf every step of the way.

Benefits of IPF

There are a number of benefits of IPF. The most obvious is the preservation of cash flow. Insurance premiums can be quite expensive, particularly if you have a number of policies to cover your fleet. With IPF, rather than paying a lump sum and eating into your cash flow, you can break your premiums down into much smaller, more manageable monthly repayments. This frees up cash that you can invest back into your business.

If you do have several policies, it may be confusing to keep track of which ones you have and have not paid. IPF allows you to manage and pay multiple policies in one monthly instalment saving you time and confusion. With fixed interest rates and terms, you can be confident knowing what your repayments are and when they will be due.

Both the premium and interest payable may be allowable business expense deductions come tax time, making IPF a tax effective option.

If you have existing equipment finance loans with Magnolia Lane and choose us for your IPF, you have the added benefit of housing all your finance under the one roof. This means that when you need a policy added or cancelled off your IPF loan, you need a payout on your equipment finance loan, or you have misplaced your loan documents, you just have to think of one name, Magnolia Lane. We are your dedicated point of contact. We exist to alleviate confusion and reduce the frustration of post-settlement contract administration.

Need to Cancel or Add a Policy? 

If you have let go of an asset for one reason or another and no longer require cover for it, your insurance company will process any applicable refund to the lender. The lender will then pass this onto you, pending any outstanding payments. If you have multiple policies on the same IPF contract, the lender will recalculate your repayments, taking out the policy which has been cancelled.

Likewise, if you acquire new assets throughout the loan term you could be eligible to add these to the loan. Bear in mind that repayments would be adjusted accordingly.

Applying for IPF

For an obligation free IPF quote, contact the broker team via broker@magnolialane.net.au or our office on (02) 8287 3000.

Have you followed us on social media? Connect with us on Instagram, Facebook, and LinkedIn.

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