Dealer Relationship Management

By William Hunt | Feb. 3, 2020

Third quarter 2019 data shows that indirect loans still dominate the credit union industry’s auto portfolio, though momentum appears to have stalled in recent quarters.

By Aman Johal | Jan. 28, 2019

Auto market share and penetration rates increased at U.S. credit unions in the third quarter of 2018 even as indirect lending growth slowed.

By Rebecca Wessler | May 1, 2017

Five can't-miss data points featured this week on CreditUnions.com.


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By Sharon Simpson | May 1, 2017

How a hybrid indirect business model helps a Palmetto State credit union earn auto loan referrals and new member face time.

By Origence, a CU Direct Brand | June 6, 2016

Indirect lending helps the credit union industry build market share amid booming auto sales.

By Origence, a CU Direct Brand | Jan. 11, 2016

Why retail and medical lending can be a smart play for credit unions.

By Erik Payne | Nov. 9, 2015

It’s taken more than a decade, but this Wisconsin credit union has fine-tuned its car-buying services to benefit members and increase its loan portfolio.

By Origence, a CU Direct Brand | Oct. 19, 2015

An inclusive Data Owner Team can go a long way toward making big progress with big data.

By IWS | Jan. 26, 2015

Competition among finance and insurance products in the dealer showroom is heating up.

By Marc Rapport | Jan. 26, 2015

At the close of 2014, the Beaver State cooperative was the No. 3 lender in Oregon, trailing only Wells Fargo and Toyota Motor Credit.

By Marc Rapport | Oct. 7, 2014

NBC, NYT pieces on collections give credit unions pause for thought.

By Drew Grossman | Aug. 4, 2014

A larger market share gave Member One the leverage it needed to change how it compensated dealer partners.

By Drew Grossman | Aug. 4, 2014

Whether they substitute or augment your dealer relationships, car buying services can help support targeted strategies.

By myCUmortgage | Sept. 16, 2013

With the uncertainty in the mortgage industry, credit unions need to decide if they want to build a comprehensive mortgage strategy or walk away.

By Catherine Siskos | April 3, 2013

With a pitch-perfect message, Campus USA woos back borrowers to recapture lost business.

By Drew Grossman | March 4, 2013

Credit unions offer all-encompassing services, including a forum for buyers and sellers of used cars, to reduce fees and headaches for everyone.

By Origence, a CU Direct Brand | Nov. 12, 2012

Switching point-of-purchase providers helped one credit union’s auto lending revenue improve by 14%.

By Bailey Reutzel | Aug. 26, 2012

The nation's oldest credit union is evolving its loans and processes to post best-in-class loan growth.

By Credit Union Direct Corporation | March 5, 2012

One credit union's auto lending revenue increased 14% after it switched point-of-purchase providers. How can you identify if there is a vendor partner better suited for you?

By Aaron Pugh | March 5, 2012

A Connecticut credit union demonstrates how sometimes the most effective networks are the ones you build yourself.

By | July 25, 2011

One Pennsylvania credit union uses a variety of tactics to generate auto lending business.

By Callahan & Associates | July 1, 2011

Carolina Cooperative Credit Union uses its partnership-based loan to help members get back behind the wheel.

By Thomas Cullen | March 21, 2011

Industry leaders don't shy away from asking for their members' business.

By Thomas Cullen | Feb. 7, 2011

Three sectors of the U.S. economy bring a sense of optimism and highlight opportunity for credit unions.

By Rebecca Wessler | July 26, 2010

A car. An education. A home. Wright-Patt helps its members live their lives.

By Aaron Pugh | June 17, 2010

Is your indirect lending program everything it could be? Strong dealer relationships and decisive action can turn around an ineffective indirect lending strategy.

By Callahan & Associates | April 19, 2010

Industry leaders offer four strategies credit unions can use to protect the progress they made this year in lending.

By Nick Connors | March 15, 2010

While credit unions made strides in the auto loan market in 2009, they need to remain active and innovative in order to avoid losing the gains as competition heats back up.

By Rebecca Wessler | Jan. 4, 2010

North Dakota credit union members might travel the map to find the perfect car, but they don't want the runaround in financing it.

By Rebecca Wessler | Jan. 4, 2010

Competition for vehicle loans is increasing as banks and manufactures re-assert themselves into consumer lending, but credit unions are poised to offer programs, rates and value- added services.

By Chris Tissue | Dec. 7, 2009

Arlington Community Federal Credit Union (ACFCU), a $188 million credit union with 36 percent of its portfolio in auto loans, created an innovative program to educate Gen Y about the car buying process.

By Callahan & Associates | Dec. 7, 2009

I believe auto lending boils down to fundamentals – in football this would be called “blocking and tackling.”

Partner Perspective
Shifting Gears

By Origence, a CU Direct Brand | Nov. 30, 2009

The resulting tightening in the credit market has encouraged many credit unions to shift away from using indirect lending in this way, at least for the time being, preferring instead to refocus their efforts on building loan portfolios through their existing membership.

By | Nov. 2, 2009

Since some of the larger financial institutions around the country that were doing indirect lending have all but abandoned it, there is now a great opportunity for credit unions to step into the void and serve those members and potential members. Smart credit unions have done so successfully while managing risk effectively.

Partner Perspective
No Time For Idling

By Origence, a CU Direct Brand | Sept. 14, 2009

More agile than larger competitors in the marketplace, credit unions can prosper even in a recession by finding creative solutions, and, above all, maintaining positive relationships with local dealerships.

By Nick Connors | Aug. 3, 2009

While many credit unions have been increasing their dealer networks in response to current struggles in the automotive market, Digital FCU has found success by scaling back the number of dealerships the credit union works with.

By Nick Connors | Aug. 3, 2009

Amplify FCU has worked hard to manage their dealer relationships, but future auto loan success may depend on the way the credit union manages their direct lending relationships as well.

By Lydia Cole | Feb. 2, 2009

At the end of 2008 Northeast Credit Union ($643M in Portsmouth, NH) posted 29.8% loan growth, 19.6% share growth and 20.5% member growth. A conversation with their President and CEO, Peter Kavalauskas, revealed the dedication to the cooperative’s success through new initiatives, solid execution, and an excellent market.

By Nick Connors | Jan. 19, 2009

Check out this video article on auto lending trends.

By Callahan & Associates | Jan. 12, 2009

See the increase in auto lending market share as a result of the Credit Union partnership with GM dealerships.

By Origence, a CU Direct Brand | Nov. 10, 2008

It’s not news that the auto retailing industry is going green: more than eight hundred dealerships nationwide have joined the Environmental Protection Agency’s Energy Star Small Business Network.

By Callahan & Associates | Oct. 1, 2008

Auto lending continued to be a slow growth business for many credit unions as we passed the mid-year mark.

By Nick Connors | Sept. 29, 2008

As auto lending balances continue to slip this fall, many credit unions are being proactive in fine-tuning their strategies to drive growth into their auto loan portfolios.

By Nick Connors | Sept. 22, 2008

The sole component of the lending portfolio that did not experience growth over the past year was new auto loans. For many credit unions, indirect lending is a key component of their new auto loan strategies.

By Origence, a CU Direct Brand | Sept. 8, 2008

Credit unions share their auto lending strategies for tackling the downturn.

By Nick Connors | July 14, 2008

You may not be able to control trends in the automotive market, but the way you respond to those trends can make all the difference.

By Nick Connors | July 7, 2008

As auto lending growth slows for credit unions, more credit unions are turning to unique alternatives to have a tangible positive impact on their members.

By Nick Connors | March 10, 2008

The total number of vehicles sold in 2007 fell more than 400,000 during the year. Due in part to this slowdown in auto sales, credit union auto loan growth was virtually flat in 2007.

By Seena Faqiri | May 7, 2007

In business, measuring the performance of our partners is a routine aspect of the relationship. Am I getting what I asked for? Is the collaboration strong? Is it worth the cost? And, how can I find out?

By My Credit Union | April 23, 2007

When it comes to the credit union difference, the bargain auto loan rate has often verified the big difference. Then why isn’t every car buyer getting their loan from a credit union? With a slowing auto market and tremendous competition, credit unions must be more than just a great rate.

By Brooke Gilchrist | March 19, 2007

Building relationships with auto dealers can boost your bottom line and build member loyalty

By Enterprise Car Sales | Jan. 22, 2007

If your front-line employees are only responsible for cashing checks and processing deposits and withdrawals, then you’re probably missing opportunities to increase profitability.

By Seena Faqiri | Jan. 15, 2007

Credit unions must ensure they have the right auto buying resources available in order to contend in the competitive auto loan market.

Partner Perspective
Fully Loaded

By Chrome Systems | July 18, 2005

Collateral valuation is an often overlooked area where a credit union can both improve revenue and generate savings.

By Joe James | June 27, 2005

Credit unions are large players in auto lending. Understanding how dealers perceive their products and services will help ensure that credit unions remain significant.

By Jay Johnson | Feb. 7, 2005

Did the 2005 Mustang in Sunday's Super Bowl get you excited about your auto lending program? NADA's Convention last week provided that same jolt of inspiration for participating credit unions.