Best Practices in Used Car Lending: Michigan Credit Union League. Best Practices in Used Car Lending
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1 Best Practices in Used Car Lending: Michigan Credit Union League Presented by Rory Rowland Learn: Best Practices in Used Car Lending Who are the best used car lenders? What are their secrets of success? Learn from CU s who have increased Used Car lending 50% every year for the last 5 years! How to work with dealers. The benefit of increasing used car business. Get some of the best strategies for increasing your used car loans. 1
2 Who are the Top 20 Lender s? Look at the best CU s in Used Car Lending: They have increased used car business by 50% each year over the last 5 years. The Top CU has increase used car loans by 123% (each year) over the last 5 years. Median Growth Rate is 2.2% for all CU s The Top 10 out perform the average CU by 10 times. CU_NUMBER Annual Growth Rate NIZARI PROGRESSIVE % 6918 VAPR 91.22% NORTHPARK COMMUNITY 86.47% 7347 BORINQUEN COMMUNITY 81.61% 7244 UNITED BUSINESS & INDUSTRY 81.14% 2
3 CU_NUMBER Annual Growth Rate FIRST CONNECTICUT 75.25% MEMBERSOWN 75.03% COMMUNITY DRIVEN 72.16% COMMUNITY ALLIANCE 63.57% ALL VALLEY 59.81% CU_NUMBER Annual Growth Rate 5 FIRST CASTLE 57.34% 2643 LINCOLN TEACHERS 55.31% 2644 BEACON CU, INC 54.13% 861 MCGRAW HILL 54.02% 5252 SARATOGA'S COMMUNITY 53.50% 3
4 CU_NUMBER Annual Growth Rate 4020 MEMBERS FINANCIAL 52.26% FIRST GENERAL 51.77% COMM OF ABILENE CU 51.71% 1606 WORKERS CU 51.39% 4
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18 Tips for buying used Hire mechanic to inspect vehicle Ask for car s maintenance record Take a test drive (hills, highways, heavy traffic) Talk to previous owners if seller has no records Contact repair shop where most work was done. Ask: Regular maintenance done? Repairs completed or not done yet? Run Vehicle History Report Totaled, salvaged, rebuilt, flooded, failed inspection, odometer rolled back? (DOT, autotrader.com) Used car inspection checklist Exterior dings, scratches Interior worn or clean Spare tire and equipment Hubcaps and moldings Electrical items function properly VIN match with contract Accessories clock, light, stereo function properly 18
19 Auto insurance coverages Liability Uninsured Underinsured Medical Auto collision Comprehensive Miscellaneous Soured by a lemon? To get refund or replacement for defective new car: Keep good records Provide the right notice Use arbitration program where required Follow state laws (carlemon.com/lemons.html) Resource: autosafety.org (click Lemon Laws ) 19
20 Checklist: Are you ready? I have a good credit history and know my credit score I plan to get preapproved before car-shopping I know how much car I can afford I know what kind of car I need and want I know how to research safety and reliability ratings I know how to find dealer invoice and other prices I understand various financing and warranty options I know what to look for on a test drive I know how to negotiate the best price 20
21 To obtain a complete list of the top 100 CU s in used car lending please send an to yahoo.com Rory Rowland,
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