2019 MEDIA KIT

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Auto Finance News



The News Media of the Pre-Owned Industry



2019 MEDIA KIT

September + October | Volume 13 | No. 5

Auto Finance News

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Longevity

We've delivered the news to the subprime auto finance industry for over 10 years. Reaching 45,000 desks and inboxes every other month. Our subscribers include subprime lenders, independent finance companies, banks, franchised, independent, and BHPH dealers.

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2019 MEDIA GUIDE

6Live Events We partner with ARA, NIADA, NAF, and NAAA to bring the industry Used Car Week, which includes the AutoFin Con and Repo Con. We also launched the Automotive Intelligence Summit in 2018, where we partner with NADA.

2016 Educational Opportunities

2016 Attendance

1330+

attendees throughout the entire week of Used Car Week and NAAA Convention

128

Speakers

33

Workshops

Attendance by Conference

1ST BLOCK

2ND BLOCK

652

900

18

Keynotes

9%

of attendees attended the full week

40+

Hours of Networking

7%

12%

29%

11

Panel Discussion

Manager 29%

15%

ATTENDANCE BY TITLE

Executive 20%

Senior VP 17%

Director 15% Dealer / Principal 7% Other 12%

17%

20%

In-Demand Issues

A deep look at market influencers, including new fintech firms, regulatory developments and data trends.

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September + October | Volume 13 | No. 5

Auto Finance News

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23 The industry is set to gather again in Las Vegas for three days of training and networking hosted by NABD and NIADA.

Cherokee Media Group (CMG) is the publisher of leading business-to-business media brands for the auto remarketing, auto finance and used-car industry in the United States and

Canada. CMG has delivered news to this industry for over 25 years. Reaching franchised and independent dealers,

remarketers, auctions, OEM executives, captives, independent finance companies, banks and more.

CMG also produces a number of conferences that bring together the automotive and auto finance industry to address the trends impacting the retail, finance, repossession and whole sectors.

SubPrime Auto Finance News/BHPH Report, a property of Cherokee Media Group, keeps readers informed on best practices, trends and changes in order to remain profitable.

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1/8 Page Horizontal or Vertical

MANHEIM HARRISONBURG ?

ALWAYS THERE TO HELP MY DEALERSHIP SUCCEED.

ARI CPS CREDIT ACCEPTANCE/VRS DEALER SALE ENTERPRISE EXETER FISERV MOBILE SALE Berglund Group - Roanoke, VA

9:30AM 9:30AM 9:30AM 9:30AM 9:30AM 9:30AM 9:30AM 10:00AM

AUG. 3, 10, 17, 24 & 31 AUG. 10 & 24 AUG. 3, 24 & 31 AUG. 3, 10, 17, 24 & 31 AUG. 3, 10, 17 & 24 AUG. 3, 17 & 31 AUG. 3, 10, 17, 24 & 31 AUG. 5, 12 & 19

SELECT MARKETING

9:30AM

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Motorcycles, boats, campers, medium & heavy duty trucks

TRA

9:00AM

Inoperable & drivable

WELLS FARGO

9:30AM

WHEELS

9:30AM

4x4 TRUCK SALE

10:00AM

AUG. 31 AUG. 3, 10, 17, 24 & 31

AUG. 3, 10, 17, 24 & 31

AUG. 3, 10, 17, 24 & 31 AUG. 3, 10, 17, 24 & 31 AUG. 3 & 17

| 866-Manheim | 3560 Early Rd, Harrisonburg, VA 2280 | 540.434.5991

?2016 Manheim, Inc. All Rights Reserved. cv M logo is a trademark of Manheim, Inc.

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1/4 Page Horizontal

TOP 20

7%

LENDERS 6%

i n A u t o F i n a n c e 5%

4% The auto finance

franchise is a

3%

formidable competitor

with the associate

2%

expertise, customer

1%

relationships and

flexibility to adjust the 0%

changing dynamics.

Jeffrey Brown Ally Financial

Results this quarter are another demonstration of

it. The auto finance

franchise will continue to be a key focus

and a cornerstone of our company. We

have a strong heritage and expertise

in this business and no plans to divert

9%

our focus. The adaptability we've

8%

demonstrated is quite powerful.

7%

6%

5%

We are committed

4%

to providing

3%

consumers access

2%

to a broad credit

1%

spectrum of

0%

financing through

our network of

dealers in all

Natalie Brown Wells Fargo

economic cycles. Wells Fargo Dealer Services

has become a

7%

leading auto lender through our long-

6%

term approach to growth, disciplined

5%

underwriting practices, ongoing

customer feedback and strong

4%

relationships with dealers who share

3%

our commitment to the communities

2%

and customers we serve.

1%

0%

6.60 4.88 4.11 3.68 2.42 1.86 1.81 1.79 1.51 1.20 1.06 1.02 1.01 0.91 0.88 0.87 0.84 0.80 0.78 0.75

7.99 7.71 7.55 6.86 6.42 4.99 4.30 3.47 3.39 2.39 2.15 1.90 1.87 1.53 1.42 1.36 1.36 1.33 1.23 1.14

5.92 5.45 4.18 4.06 3.91 3.43 2.82 2.77 2.14 1.83 1.71 1.47 1.20 1.19 1.15 0.99 0.99 0.99 0.97 0.93

Top 20 lenders in the retail loan market

Q2 2015 total loan market share

Top 20 represent 48.1% of all retail loans

Finance 14.46%

Credit Union 16.83%

Bank 34.72%

Source: Experian Automotive

Captive 26.80%

BHPH 7.15%

Source: Experian Automotive

NEW Top 20 represent 70.4% of all retail loans

Source: Experian Automotive USED

Top 20 represent 38.8% of all retail loans

Source: Experian Automotive

Top 20 lienholders among Franchised Dealers Used-Car Sales in 2014

1. WELLS FARGO DEALER SERVICES 2. CAPITAL ONE AUTO FINANCE 3. ALLY FINANCIAL 4. CHASE MANHATTAN BANK 5. TOYOTA MOTOR CREDIT CO. 6. SANTANDER CONSUMER USA 7. BANK OF AMERICA 8. FIFTH THIRD BANK 9. HUNTINGTON NATIONAL BANK 10. GM FINANCIAL

11. USAA FEDERAL SAVINGS BANK 12. CHRYSLER CAPITAL 13. SUNTRUST BANK 14. US BANK 15. BMW BANK OF NORTH AMERICA 16. FORD MOTOR CREDIT CO. 17. SECURITY SERVICE CREDIT UNION 18. NAVY CREDIT UNION 19. BMO HARRIS BANK 20. TD AUTO FINANCE

Source: Cross-Sell Reports, a division of Dominion Dealer Solutions

Top 20 lenders with greatest share of Used-Car Loans among Independent Dealers in 2014

1. CARMAX AUTO FINANCE 2. WELLS FARGO DEALER SERVICES 3. SANTANDER CONSUMER USA 4. CREDIT ACCEPTANCE CO. 5. CAPITAL ONE AUTO FINANCE 6. WESTLAKE FINANCIAL 7. CHASE MANHATTAN BANK 8. DRIVETIME ACCEPTANCE CO. 9. ALLY FINANCIAL 10. CAR NOW ACCEPTANCE CORP.

11. GATEWAY ONE LENDING 12. USAA FEDERAL SAVINGS BANK 13. NAVY CU 14. AMERICAN CREDIT ACCEPTANCE 15. EXETER FINANCE CORP. 16. SECU 17. GFC LENDING 18. CONSUMER PORTFOLIO SERVICES 19. UNITED AUTO CREDIT CO. 20. TD AUTO FINANCE

Source: Cross-Sell Reports, a division of Dominion Dealer Solutions

To make sure you are getting your share of this profitable segment you need the experts.

DON'T IGNORE THE DATA

Subprime Auto Credit Mail Program Daily Subprime Trigger Program Weekly Fresh Chapter 7 Bankruptcy Program Discharged Chapter 7 Bankruptcy Program Open Chapter 13 Bankruptcy Program

18 SubPrime Auto Finance News

Recent reports show that over 30% of all auto loans originated are SUBPRIME!

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Digital auto retailing:The impact to F&I office

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2019 MEDIA GUIDE

IN PRINT

Editorial Calendar

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SUBPRIME AUTO FINANCE NEWS/BHPH REPORT

January + February | Volume 13 | No. 6

Auto Finance News

20 Experts believe the first place any dealer who wants to increase sales should start is to improve online and on-lot inventory presentation. They also share ways to accomplish those goals.

COMPLIANCE & REGULATORY

UPDATE

JANUARY/FEBRUARY

Ad Materials: 1/22 The Compliance Issue: Top CFPB, FTC and Governmental Compliance Actions and Guidance

BIGGESTFINANCE

BIGGEST FINANCE

COMPANIES

Sponsored by

COMPANIES

Sponsored by

BIGGEST FINANCE

COMPANIES

Experian sees outstanding deep

LENDER

Biggest Finance Companies ? Q2 2018

NEW LOAN SHARE

LENDER

subprime balances drop to all-time low TOYOTAFINANCIALSERVICES FORD MOTOR CREDIT

8.0% 6.4%

ALLY CAPITAL ONE AUTO FINANCE

SCHAUMBURG, Ill. -- e amount of comprehensive nancing options to all con-

outstanding deep subprime paper slid to an sumers," said Melinda Zabritski, Experi-

all-time low during the second quarter, ac- an's senior director of automotive nancial

cording to Experian's State of the Automotive solutions.

Finance Market report released on Aug. 30.

"Consumers can also take steps to make

Analysts discovered deep subprime so - sure they're nancially ready when looking to

ened to an all-time low of 3.54 percent of the buy a car. We're seeing the positive trend of

$1.149 trillion that Experian tabulated to be on-time payments, which is just one step to-

the total amount of outstanding auto- nance ward improving credit scores."

balances as of the close of Q2. A year ago, 3.98

Meanwhile, as contract amounts and

percent of all outstanding balances fell into monthly payments continue to reach new

the deep subprime category.

highs, Experian thinks that consumers seem

To reiterate, Experian classi es deep sub- unfazed since the percentage of 30- and 60-

prime paper to be attached to consumers day delinquencies improved during Q2.

with credit scores between 300 and 500.

Report ndings showed 30-day delin-

Overall, Experian determined that out- quencies dropped to 2.11 percent from 2.2

standing subprime and deep subprime auto percent a year ago, while 60-day delinquen-

nancing -- individuals with credit scores cies dropped to 0.64 percent from 0.67 per-

below 600 -- declined to less than 19 percent cent over the same time period.

of the market. As a result, the report showed

"As we monitor the health of the auto-

average credit scores for new- and used-ve- motive market, delinquencies are one of the

hicle nancing continue to improve, reaching most telling metrics. If this downward trend

715 and 655, respectively.

continues, it can be an encouraging sign,"

"Having access to quality credit is some- Zabritski said. thing every consumer deserves, regSaerdplteesms obfer + Oc"toMboevri2n0g18forward, lenders will want to

the type of nancing used. As the cost of ve- keep a close eye on car buyers' payment per-

hicles rises, lenders need to make sure they're formance. Understanding these trends and

leveraging all available data so they can o er leveraging the power of data helps lenders

CHASE AUTO FINANCE

make the right decisions when analyzing risk," she continued.

But while delinquencies trend downward,

secure automotive nancing. forTnCehrweed-ivtTehouincplieon2s0nasnamwcinadgrok(u1eb2tl.e9-ldpeieagricdteengtrr)oswanfthdor

used-

AMERICAN HONDA FINANCE and new-vehicle financing GM FINANCIAL AMERICREDIT

a ordability remains a point of industry interest, as the average amount nanced con-

insintcroolnungd2ge1r.3oawpntehrcaoevnretrraoalfyl t(h4oe.9fmpfaearrkmceetniatl)ita,tchrleonseinandgmes

and CsAomPIeTApLroOvNidEeArsUTthOatFIaNrAeNCE

tinues to rise across the spectrum. e average new-vehicle installment con-

goaf iQn2i.negonmly ootrheersphroavridee.r Ttyhpeetoruenxpdeori-wn basedAoLnLYsecond-quarter data

tract amount jumped more than $700 yearover-year to $30,958 in Q2, while used-ve-

pewrnohcivechigdrgoerwedwth1bw.2yapseEcraxcpepntietvderuiarninnagnecthexeccoslamumpseainvtiimeesley, to SubPNriImSSeAANuItNo FFINinIaTnIcFeINNAeNwCsIAL SERVICES

hicle installment contract gures increased $520 to reach $19,708.

Moreover, Experian pointed out that new- and used-vehicle monthly payments hit

ccpooennnrdiE--oitsnxadugpO.ismenurfsriteaosntmrcasnmaidtpewsinntltagiiittvoelhonestaesnprdeabapavosnleratdtno,cctifinhersecnelrhudaaidtdinitandcrigctee:ichooncaradolllmenpgaensi.eSsCSWctahAHOnaNRRtTYtLshASDprNLoeOEuDcRgMiEahRlCNiztAICheFPOisiIInNNTlAiSAsseLUNtr,MCvaiIEnnAdgRL FINANCE

record highs during the quarter, with the average new monthly payment increasing $20

mhiniogghr$e1b.u1int49extthprielilrsiioensnceinecdQtsi2loo2wn0i1,n8sg,pugporofnwrostmho,r$ree1a.d0c2hb7- y defiSOLBUATNIOKNOSF. AMERICA

year-over-year to $525, and the average used trillion in Q2 2016.

monthly payment increasing $13 over the

-- Leases decreased slightly year-over-

TD AUTO FINANCE

same time period, reaching $378.

year, from 30.83 percent in Q2 2017 to 30.41

Taking an even closer look at the data, Ex- percent in Q2 2018.

perian explained that nance companies can

-- 72 months remains the most common

VW CREDIT INC PNC BANK

gain insights from the gap between new and loan term for both new and used installment used nancing payments, which continues to contracts.

HYUNDAI CAPITAL AMERICA

widen, reaching $147 in the second quarter.

-- Market share for banks dropped to

"For some consumers, that gap can mean 31.6 percent in Q2 2018 from 32.3 percent in

the di erence between buying a new or used Q2 2017.

WELLS FARGO DEALER SERVICES

US BANK

7

vehicle," Experian said.

-- Interest rates increased across all con-

e report also showed that consumers tract types, with the exception of used-vehicle

KIA MOTOR FINANCE CO

are increasingly looking to credit unions to deals in the deep-subprime segment.

HUNTINGTON NATIONAL BANK

6.2% 6.1% 5.3% 4.8% 4.7% 3.6% 3.5% 2.0% 1.9% 1.7% 1.6% 1.5% 1.5% 1.4% 1.3% 1.3% 1.2% 1.2%

WELLS FARGO DEALER SERVICES CREDIT ACCEPTANCE CORP SANTANDER CONSUMER FINANCE CARMAX AUTO FINANCE WESTLAKE FINANCIAL SERVICES CHASE AUTO FINANCE TOYOTA FINANCIAL SERVICES BANK OF AMERICA TD AUTO FINANCE NAVY FCU HUNTINGTON NATIONAL BANK USAA FEDERAL SAVINGS BANK PNC BANK FORD MOTOR CREDIT BRIDGECREST ACCEPTANCE CORP BMW BANK OF NORTH AMERICA NISSAN INFINITI FINANCIAL SERVICES AMERICAN HONDA FINANCE

USED LOAN SHARE

5.7% 5.5% 2.8% 2.4% 2.4% 2.2% 1.9% 1.7% 1.5% 1.4% 1.1% 1.1% 1.1% 1.0% 0.9% 0.8% 0.8% 0.8% 0.8% 0.8%

Loan balances reach another record high -- yet experience slowing growth; Credit Unions see hightest growth

Billions Billions

TOTAL OPEN AUTOMOTIVE LOAN BALANCE

$1,160 $1,140 $1,120 $1,100 $1,080 $1,040 $1,020 $1,000

$980 $960

$1,027 10.1%

2016 Q2

$1,100 7.1%

2017 Q2

$1,149 4.4%

2018 Q2

8 SubPrime Auto Finance News

TOTAL OPEN AUTOMOTIVE LOAN BALANCE

$1,400

$1,200 $1,000

$800 $600 $400

$174 $258 $245

$187 $295 $252

$192 $329 $260

$200 $0

$350 2016 Q2

$366 2017 Q2

$367 2018 Q2

Banks Captive Credit Union Finance

*Charts/graphs provided by Experian

Vol. 13 | Issue 5

Source: Experian

Percentage of subprime shrinks below 19% of loan balances as both deep subprime and subprime fall

LOAN BALANCE RISK DISTRIBUTION

19.38%

19.62%

20.01%

42.26%

41.97%

42.66%

YEAR-OVER-YEAR BALANCE CHANGE

1.28%

3.32%

6.15%

6.52%

19.09%

18.73%

18.53%

15.83%

15.97%

15.49%

3.43%

3.71%

3.32%

2016 Q2

2017 Q2

2018 Q2

-6.64%

Deep Subprime Subprime Nonprime Prime Super Prime

300-500*

501-600* 601-660* 661-780* 781-850*

Deep Subprime Subprime Nonprime Prime Super Prime 300-500* 501-600* 601-660* 661-780* 781-850*

*Note: Ranges above are those used by Experian Automotive for automotive finance market analysis and trending purposes. Other industries and lenders may use other ranges based on unique scores, portfolio and industry trends.

September + October 2018

9

MARCH/APRIL

Ad Materials: 3/12

Biggest Finance Companies in SubPrime Auto Finance (Q4 Data)

Your guide to the 22nd annual Non-Prime Auto Financing Conference

Each year, the National Auto Finance Association looks to provide the industry with a relevant and timely agenda of topics for its annual conference that addresses areas impacting the non-prime auto financing market. This year's event begins on May 30 in Fort Worth, Texas.

The NAF Association pointed out that portfolio quality is a major concern this year as the industry is experiencing deteriorating trends in losses and delinquencies. What can be done to improve portfolio quality and performance? The conference will devote the

last day of the program to an extensive overview of the fraud issues facing the industry. How to identify and avoid both consumer and dealer fraud will be covered in session topics.

AGENDA HIGHLIGHTS

Wednesday, May 30 4-4:30 p.m.

Results from the Annual Non-Prime Automotive Financing Survey Ben Werner, Director, FICO

Attend and hear an overview of the NAF association's Annual NonPrime Automotive Financing Survey. The NAF association has collaborated with the American Financial Services Association to produce this report where companies in the industry provide data on their operations and this is then augmented with information from TransUnion that shows key trends. This session will provide insights into the industry that are not available anywhere else. Don't miss the opportunity to hear about the latest in non-prime auto financing.

Thursday, May 31 8:15-9 a.m.

Keynote Speaker: Disruption in the Auto Industry: Revolution or Evolution Andy Koblenz, executive vice president and general counsel, National Automobile Dealers Association

Change is clearly afoot in the auto industry. New technologies, regulatory mandates, and cultural and demographic shifts are bringing new opportunities and challenges. From his front row seat in Washington, D.C., Andy Koblenz will cut through the hype, discuss what we know and what we cannot know yet, and explore what are the realistic timelines and potential impacts on auto finance.

9-9:45 a.m. Revisiting the Subprime "Crisis" Facts Lou Loquasto, auto vertical leader at Equifax; Melinda Zabritski, senior director at Experian Automotive; Brian Landau, senio vice president and auto business leader at TransUnion This panel of experts will revisit previous media claims of an impending subprime bubble a year later. What, if anything, has changed? Has the industry adjusted appropriately to higher delinquencies and longer terms? This panel will explore the state of the union and the emerging trends of the non-prime auto financing industry.

10:15-10:45 a.m. U.S. Automotive Vehicle Sales, Financing and Used Car Market Insights Michael Buckingham, senior director of PIN Auto Finance at JD Power

This session will provide attendees with an overview of the key trends, challenges and opportunities in the U.S. automotive marketplace. Specific

areas include U.S. auto sales, automotive finance, and used-vehicle insights. 10:45-11:30 a.m.

Subprime Auto Loan ABS: Losses Rising Less Sharply, But Speed Bumps Remain Amy Martin, senior director at S&P Global Ratings; Ines Beato, director at S&P Global Ratings

Amy Martin and Ines Beato will discuss trends and outlook for auto ABS issuance, collateral performance, and ABS ratings. Their presentation will also summarize key takeaways from S&P Global Ratings' recent Subprime Auto Loan ABS Tracker report including vintage analysis for 17 subprime securitizers compared to S&P's Subprime Auto Loan Static Index (ALSI).

11:30-12:15 p.m. Vehicle Sales and Used Vehicle Values Trends Jonathan Smoke, chief economist at Cox Automotive A review of the top economic and automotive market trends and what to expect in the months ahead. Jonathan Smoke, chief economist of Cox Automotive, will walk through the economic fundamentals and how trends are impacting new and used car sales including used vehicle prices, wholesale market supplies, CPO trends, auto loan rates, consumer credit access, and the challenges that are impacting dealers the most.

1:30-2:30pm Risk Management Track: Collection Analytics Chuck Blommaert, vice president of servicing at Flagship Credit Acceptance; Mike Duke, vice president of servicing at United Auto Credit; Steven Garcia, director of auto claims at DIMONT; Moderator: Chris Mitcham, vice president of servicing at SNAAC As technology and regulations change, finance companies service vehicle installment contracts must advance as well. In this session, the panel will focus on best practices of peers as it relates to leveraging analytics to increase collections results. Key questions will revolve around how we take oceans of data and boil down to puddles of actionable information, and how to use new technology or advanced analytics to find and use key performance indicators we may have not leveraged in the past.

Legal/Regulatory Panel Moderator: Eric Johnson, partner at Hudson Cook; Steve Levine, chief legal officer at Ignite Consulting Partners; Mark Edelman, partner at McGlinchey Stafford; Nanci Weisgold, partner at Alston & Bird;

Neil Abbott, partner at Gowling WLG in Canada. In this panel, experts will discuss federal and state compliance issues

in auto finance origination, servicing and collections. They will address disclosures, fees, new products and services, e-contracting, and why having a comprehensive compliance management system remains important. Additionally, they will also discuss why subprime lease financing isn't so easy for an auto finance company, observations and lessons learned from performing risk assessments and twins of different mothers: Is there a wall to lending in Canada?

3:30-4:30 p.m. Why is FASB's Current Expected Credit Loss (CECL) So Important for a Non-Prime Finance Company? Ellen Billings, North America controller at GM Financial; Rob Royall, partner at EY; Peter Melvin, senior manager at EY; Moderator: Jim Bass, senior vice president of the business

development center at Street Finance. CECL -- Current Expected Credit Loss, the new Financial Accounting Standards Board (FASB) pronouncement regarding a change in the timing of loss recognition for loan receivables accounting. Although this sounds purely technical, understanding the impact on auto finance companies is important to every person in the finance companies as the effect on profit will affect every manager! The panel members will cover why this new standard is being developed, how companies must manage their portfolio growth to accommodate the new standard, and what companies are presently doing to accommodate the rule which takes effect on Jan. 1, 2020.

Friday, June 1 8:30-9 a.m. Winds of Change in Washington, D.C. Chris Stinebert, president and chief executive officer, American Financial Services Association (AFSA) The winds of change are accelerating in Washington, D.C. and their impact ? good and bad -- is reaching the non-prime auto finance industry. From philosophical changes at the Consumer Financial Protection Bureau and the modernizing of the Telephone Consumer Protection Act (TCPA) to the potential negative impact of rising interest rates on the non-prime auto finance companies and their customers, Chris Stinebert of AFSA, will provide his unique, inside-the-beltway perspective.

May + June 2018

1

MAY/JUNE

Ad Materials: 5/7

NAF and NIADA/NABD Conference Issue: A Preview of these two industry leading events

Sponsored by

A collection of the industry's heavy-hitters that covers nearly every aspect of the financing business -- from lenders, the repossession and recovery worlds, rapidly advancing technological

firms, dealer associations and much more.

THIS YEAR'S HONOREES

Top players in resilient market

Depending on who you ask, experts are projecting that auto nancing will slow down a bit from the seven years of robust growth that began back in 2007. However, no one appears to be panicking.

When Cherokee Media Group started this project a few years ago, the listing included 100 fewer entries. Since that point, new entities have made their successful way into the auto nance space, leveraging technology, consumer demand and other market factors to create a niche for their o ering.

Published within these next few pages are the nance companies, service and technology providers and other organizations that take the most risk and still ourish in vehicle

nancing that's grown to be a $1 trillion economic pillar. Members of the SubPrime 175 complete vehicle

installment contracts with consumers with checkered credit backgrounds and help to support companies and dealerships with sound guidance and tools to navigate everchanging regulatory demands and potential buyer tastes.

In summary, this feature is meant to highlight the "good work" that's being completed -- a retort to the consumer zealots who o er sometimes disparaging assertions about what it means to ourish in subprime auto nancing.

To the companies included, let this issue be a salute to each of you, your management teams, your representatives in the eld and your support systems that go well beyond brickand-mortar buildings and communications infrastructure.

Congratulations, and please keep in touch so this publication can keep telling the stories about your successes.

Nick Zulovich is senior editor of SubPrime Auto Finance News and can be reached at nzulovich@.

AC AUTOPAY



Ace Motor Acceptance Corp.



ACI Worldwide



ADESA



AFS Acceptance



Agora



Alfa Systems



Allied Solutions



Ally Financial



ALS Resolvion



America's Car-Mart

car-mart

American Credit Acceptance /Spartan Financial Partners



American Financial Services Assoc.

American National Insurance Co. anico-

American Recovery Association



American Recovery Services



AUL Corp.



Auto Credit Express



Auto Data Direct



AutoGravity



Auto I.D.



AutoIMS



Auto Master Systems

auto-

Automotive Compliance Consultants



Automotive Credit Corporation

Automotive Personnel



AutoPal Software



AutoTrader



Auto Use



Bankruptcy Watch



Benchmark Consulting International



BillingTree Payment Solutions

Black Book



BMO Harris Bank



BuckleySander LLP



CalAmp



Caprock Remarketing







CAR Financial Services



CarHop



Carleton



CarMax



Capital One Auto Finance



CEDAR Document Technologies



Challenge Financial Services



Chase Auto Finance



Clarity Services



Compli



Connections Insights



Consolidated Asset Recovery Systems

ez-

Consumer Portfolio Services (CPS)



Credex Systems



CreJdaitnAucacryep|tFaenbcreuary 2018

Credit Mail Experts



Crescent Bank



CU Direct Connect



DataScan Holdings



DealerSocket



Dealertrack



DebtTrader



defi SOLUTIONS

defi

DelMar Recovery Solutions

Digital Recognition Network



DIMONT



DriveTime Automotive Group



Equifax



Exeter Finance Corp.



Experian Automotive



F&I Express



Factor Trust



SPONSORED BY

FICO



First Investors Financial Services



First Tennessee Bank



Financial Network Inc.



FIS



Fiserv



Flagship Credit Acceptance



FNI Incorporated



Fortegra



Global Lending Services LLC



GM Financial / AmeriCredit



GOLDPoint Systems



Goldstar GPS, Guided by Spireon

GSFSGroup



Guardian Portfolio Services Inc.



GWC Warranty



Hudson Cook



iMETRIK



Innovate Auto Finance



Insurance Auto Auctions



Intellaegis



Interactive Financial Marketing Group







Ituran USA Inc.



JD Byrider



J.D. Power Valuation Services



Kelley Blue Book



Launcher.Solutions

launcher.solutions

LenderLive

Home.aspx

Lexis Nexis



Liberty Motor Club



Loan Portfolio Servicing



Lobel Financial



Loss Prevention Services

lp-

Manheim



MarkOne Financial



MBSi Corp.



McGlinchey Stafford



Megasys Inc.



MicroBilt



Millennium Capital and Recovery Corporation

MVTRAC



NAAA



NABD



NADA UCG

b2b

NADA



NAF Association



National Creditors Connection Inc.

Nationwide Acceptance LLC

nac-

NCM Associates Inc.



NextGear Capital



NIADA



Nicholas Financial



Northland Auto Enterprises

Nortridge Software



Nowcom/DealerCenter







PAR North America



PassTime USA



PayNearMe



Payment Assurance Technology Association



Paymentus



PDP Group



Penn Hill Associates



Peritus Portfolio Services



Prestige Financial



PrimaLend Capital Partners



Primeritus Financial Services



Recovery Database Network

Recovery Industry Services Co. (RISC)



Recovery Specialist Insurance Group (RSIG)

Regional Acceptance Corp.

Reliable Credit Association



REPAY



RepoRoute



Reynolds and Reynolds



RoadVantage



Roquemore



RouteOne LLC



RSM



Santander Consumer USA

SDA Inc



Security National Automotive Acceptance Corp.



Skopos Financial



Skypatrol



Solutions by Text



SourceLink



Southern Auto Finance Company (SAFCo)

State National Companies Add1

Stephens Investment Banking



SVR Tracking



Sword Apak

sword-

Tax Refund Services



Teledata Communications



Texas Capital Bank



Tidewater Finance Company

TurnersAucbcperipmtaennceewCso.crpo.m 7

TransUnion



Trust Science



Used Car University LLC



United Auto Credit



van Wagenen Financial Services

vAuto



Vehicle Acceptance Corp.

SP

Veros Credit



Victory Recovery Services

vrs-

Wells Fargo



Westlake ALPS

additional-services/alps/

Westlake Financial Services

White Clarke Group



Wisdom Financial



Wise F&I



Wolters Kluwer Financial Services

ACI Worldwide, the Universal Payments (UP) company, powers electronic payments for more than 5,100 organizations around the world. More than 1,000 of the largest nancial institutions and intermediaries as well as thousands of leading merchants globally rely on ACI to execute $14 trillion each day in payments and securities.

Leaders in the auto nance industry recognize the bene ts of partnering with ACI for the most convenient billing and payment options to reduce delinquencies and improve portfolio performance. ACI's UP Bill Payment delivers the best multi-channel consumer experience throughout the billing cycle including collections, with the most payment options, in a secure and compliant environment. ACI is the expert in debit card acceptance for loan payments, and o ers the lowest debit card interchange rate in the industry.

To learn more, please visit consumer- nance or contact us at billpay@. Find us on Twitter @ACI_Worldwide.

8 SubPrime Auto Finance News

American Credit Acceptance ("ACA") is an indirect automotive lending institution that provides nancing to emerging credit consumers from coast to coast. ACA manages more than $1.8 Billion in assets and has successful relationships with nine of the top ten automotive dealer groups and thousands of independent dealerships across the nation. Headquartered in beautiful Spartanburg, South Carolina, ACA employs over 650 associates and has an A+ rating with the BBB.

Spartan Financial Partners, a division of ACA, specializes in providing capital solutions including Lines of Credit and Bulk Purchases for Buy Here Pay Here

dealers and Independent Auto Finance companies across the country.

Contact our team for more information: 866-202-6912 |

855-233-3605 | spartan-

Vol. 13 Issue 1

American Recovery Service (ARS) is the original full-service nationwide repossession servicing company. With the most industry tenure, ARS o ers brand reputation that is respected and trusted. We partner with nearly every major lending institution in the country. Our breadth of knowledge and experience in all aspects of the industry ensures that our clients and customers receive top value services built on a foundation of integrity.

ARS o ers a cost e ective approach to repossession; ensuring that our clients' interests are met while maintaining strict adherence to compliance and performance standards. Our CompliancePlusTM at-rate fee model o ers all-inclusive services and pricing. is solution provides a true "one-stop shop" experience inclusive of repossession and post repossession activity that supports a positive customer experience.

Our industry pioneering Corporate Compliance Program employs an aggressive approach to upholding compliant business practices and managing oversight of a dynamic network of repossession agents.

Learn more:

January | February 2018

AutoIMS streamlines data connections and business processes for member auctions and the repossession, remarketing, and recovery industries.

Our clients enjoy: Secure SFTP and Web Service connections Reduced manual entry, errors, and cycle time Modules and customizations to suit specific needs Reporting and tools to drive key inventory decisions A company-wide commitment to the client experience

Members can contact Client Support: 888-683-2272 or clientsupport@. To learn more about AutoIMS, contact solutions@, visit . Or dive deeper at .

9

JULY/AUGUST

Ad Materials: 7/9

SubPrime 175: The Most Powerful Companies in the Industry

SubPrime Auto Finance News // BHPH Report

Session Highlights on Tap for 2018

November 12-16, 2018

Westin Kierland Resort and Spa | Scottsdale, Arizona

ORaCEvDEaTGAiIlSOaIRSbCBlLTeOYERthURArBoNTuI1RgIT6OhDN

Photos by Jonathan Fredin.

Photos by Jonathan Fredin.

Trade-in Fraud -- How to Protect Your Dealership Mark Maida, AutoBuy

ere is a new kind of fraud being perpetrated on auto dealerships, banks and businesses that acquire used-vehicle inventory. In response, protocols have been implemented by some automotive businesses and dealerships to prevent future instances, but many dealerships remain unaware and vulnerable to this fraud. is session explains the fraud and is a call to action for new safeguards that need to be developed.

Using Analytics to Grow Con dently in New Markets Solomon Semere, LexisNexis Risk Solutions

e "Popcorn" Repossession Report Dave Kennedy, First Credit Resources/American Recovery Association

is session is about what's "popping" on the collateral recovery business. is includes trends now and predictions covering the next 2-3 years in an industry seeing more changes than it has seen in 50 years. is session will provide insights on the changeover from the federal CFPB to State Attorney General activity; and where recovery portals will be in the near future, including the pitfalls of these portals. It will also cover the new and improved recovery agent, as well as consumer complaints, where are they really focused and how to avoid them.

How Vehicle Info Informs Credit Risk Measures Tony Hughes and Alex Lowy, Moody's Analytics

In this presentation, we explore how vehicle choice can help predict probability of default, even after controlling



for nancial terms and borrower credit score. Our analysis suggests that vehicle information, including residual price forecasts, lifts the ability of traditional scores to classify borrowers from most likely to default to least likely. We will explore questions such as: Can vehicle information help assess the creditworthiness of borrowers? What vehicle types are associated with better credit performance? How economically signi cant is vehicle information?

Executive Suite: e View from the Top Moderator: Bill Zadeits, Chairman, Used Car Week Mike Stanton, NADA Becca Polak, TradeRev/KAR Auction Services Fredrick Standfield, Manheim Rick Ricart, Ricart Automotive Group

Join this C-Suite panel to hear the perspective of auto leaders on some of today's biggest trends making an impact on the used-car industry and beyond.

Auto nance companies are struggling to expand operations outside of their traditional footprint due to variables including business model (direct vs. indirect), dealer relationships, deteriorating model performance due to lack of data coverage, and regional variances in demographic and economic characteristics. e presentation will highlight the bene ts of alternative data in portfolio expansion -- particularly in new and unfamiliar markets. We will share case studies from the

eld and our perspective on best practices.

Forwarding Forecast: Managing Assignments and Vendors at High-Volume Market Moderator: Jeff Marsh, Millennium Capital and Recovery Corp. Terry Groves, CARS Jose Delgado, PAR North America Scott Peters, Primeritus Financial Services Jose Mendiola, ALS Resolvion Claudia Plascencia, Del Mar Recovery Solutions

Even though there have been dramatic changes at the Consumer Financial Protection Bureau during the past year, compliance remains a crucial part of vehicle repossession. Compliance and other standardization processes will be among the topics touched on by our panel of executives from some of the leading forwarding companies that work closely with both nance companies and repossession agencies.

16 SubPrime Auto Finance News

Vol. 13 | Issue 5

e Whole Story -- How Alternative Data Can Give Insight to Consumer Risk Peter Oburu, Equifax

will propose a long-term, e cient solution that involves the coordination between all nance lenders, including oorplan lenders, consumer lenders and commercial lenders.

Traditional credit data is a valuable asset to give a snapshot of a borrowers' historical payment performance and behaviors. However, despite its proven importance, it only tells part of the story. Consumers are not one-dimensional and neither are their credit pro les, as such auto applicants should not be viewed only through traditional credit data but also alternative data. e use of alternative credit-data sources such as phone and cable TV payment histories are gaining greater acceptance among automotive lenders in deciding whether to nance a vehicle purchase. is is because these data sources add tremendous value especially if you are moving from the prime to nonprime segments.

Repo Report: Industry Trends and 2018 Update John Sibbitt and Jessie Herdrich, PAR North America

e repossession industry continues to evolve with new technologies, heightened security and compliance requirements, and innovative tools to help perform recoveries more e ciently. is session will take a deep dive will take a deep dive into these trends -- looking back at some of the biggest moves over the past year, and forecasting what's to come.

Mitigating Dealer Fraud and Minimizing Risk C. Dunham Biles, Fox Rothschild LLP

You should attend this session to protect your collateral and investment. Dunham Biles will explore how easy it is for dealers to defraud lenders and how to mitigate the risk and solutions that eliminate certain risks. Attendees will hear real-life stories on lenders being defrauded and how the fraudulent transactions could have been prevented via short-term solutions. Biles

Repossession Agent Compliance: Do's and Don'ts Stamatis Ferarolis, RISC

Unless you've experienced an external audit, you might not be prepared with the proper documentation and proof of compliance when it comes to your third-party vendors. Recovery agents, in particular, bring additional risk to your institution as they're not only a liability risk, but a reputational risk, as well.

is session will provide real-life examples to help you prioritize third-party vendor compliance e orts.

September + October 2018

17

SEPTEMBER/OCTOBER

Ad Materials: 8/20

Used Car Week Issue: Sneak Peek at Auto Fin Con and Repo Con

November + December | Volume 13 | No. 6

Auto Finance News

20 Experts believe the first place any dealer who wants to increase sales should start is to improve online and on-lot inventory presentation. They also share ways to accomplish those goals.

NOVEMBER/DECEMBER

Ad Materials: 10/29 Repossession

Executive of the Year

7

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