An Interview with DiAne Reed,
Executive Vice President, Director of National Sales

Learn how Marquette  can help your business grow.

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At Marquette, DiAne builds relationships and individually reviews client situations to offer custom finance plans that help them grow. She has more than 30 years of experience and specializes in financing for the transportation industry.

Copyright © 2017 UMB Financial Corporation

About Marquette

Marquette, a subsidiary of UMB Bank, n.a. located in Bloomington, Minn., is a leading provider of accounts receivable financing solutions, serving companies with annual revenue from $2 million to $400 million. Marquette assists companies in meeting their working capital needs to drive growth, fund acquisitions, improve liquidity and fund restructures. Marquette is small and nimble, which allows it to control how it manages and offers its services, yet it’s also backed by the strength of its parent company, UMB Financial Corporation, which allows the company to extend larger financing packages.

These associations allow members to stay abreast of industry changes and challenges, and interacting with dedicated people in the industry is always inspiring. With the networking opportunities, I can discuss Marquette and our values, as well as communicate the way we do business by partnering with clients from start to finish. We are a relationship-based business and we put a lot of emphasis on integrity and ethics.

Q. Define accounts receivable (AR) financing

A. Marquette funds and purchases AR accounts, which means we provide financing based on your current level of business. An AR line is evaluated on several criteria: 

  • The monthly dollar volume of purchases 
  • The average A/R turn (how long an invoice remains outstanding) 
  • The number of invoices processed by Marquette on a monthly basis 
  • Risk associated with the transaction 

The key difference between AR financing and traditional financing is that we don’t base our decisions on the credit or financial stability of our client. Rather, we base our decisions on our client’s customer base.


Q. What makes Marquette unique? 

A. Marquette is dedicated to understanding our clients’ businesses—we want to know what makes you tick, and what moves your company forward. We pride ourselves on taking the time to completely understand your business, from invoicing requirements and cash cycles, to reasons for periodic over-advance requests, and current news and trends. Knowing your client’s business helps foster a strong relationship, and our entire business model is built on relationships. 

Our financing helps companies grow, fund restructures, and improve liquidity. Q. Describe your typical client—what do they need, why are they looking for alternative financing and why do they consider Marquette? 

Typically Marquette clients aren’t eligible for traditional bank financing, or the bank facility is deficient in meeting the borrower’s financing requirements due to one or more of the following business characteristics:

  • Start-up or rapid growth 
  • Acquisition and recapitalizations 
  • Needs bridge financing in the midst of a turnaround 
  • Customer concentrations 
  • Working capital starved 
  • Negative net worth Debtor-in-possession (Chapter 11) 
  • Highly leveraged 

Every client receives supportive accounting services to help facilitate payments and steady receivables. These services are provided by a full back office team of individuals.


Q. Tell us about yourself.

A. I joined Marquette in 2002 and assumed my duties as senior vice president, national sales manager in 2005. I am responsible for the overall marketing and sales activities of the company, and I have more than 30 years of finance sales and sales management experience. Before Marquette, I worked at Citi Capital as well as Associates, which was later acquired by General Electric (GE) and liquidated.


Q. What are your professional affiliations, and why are these connections important?

A. I’m actively involved in many associations including the American Trucking Association (ATA), the Truckload Carriers Association (TCA), Women In Trucking (WIT), Commercial Finance Association (CFA), Turnaround Management Association (TMA) and the International Factoring Association (IFA). I am also a participant of the TCA communications and image committee.

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