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Volume Isn't a Strategy: A Credit Union Leader's Guide to Indirect Auto Lending
Paperback
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ISBN13: 9798997833107
Publisher: Cu Risk Advisors
Published: Sep 8 2026
Pages: 238
Weight: 0.71
Height: 0.50 Width: 6.00 Depth: 9.00
Language: English
Publisher: Cu Risk Advisors
Published: Sep 8 2026
Pages: 238
Weight: 0.71
Height: 0.50 Width: 6.00 Depth: 9.00
Language: English
Over the last twenty years, the auto lending transaction has fundamentally shifted to the dealer's finance office. For credit unions today, indirect lending is no longer just a supplemental channel-it is the auto lending market. Volume Isn't a Strategy: A Credit Union Leader's Guide to Indirect Auto Lending by Jeff Bassill provides a definitive framework for small credit unions, or those new to indirect lending, to navigate this complex channel profitably and safely.
Many credit unions either avoid indirect lending out of caution and lose their auto lending relationships, or they expand too aggressively during strong economic cycles, relying on volume rather than underwriting discipline. This comprehensive guide sits right in the middle, offering a strategic playbook built on a prime and super-prime, franchise-first framework.
What You Will Discover Inside
Designed specifically for CEOs, CFOs, VPs of Lending, and Board Members, this manual bridges the gap between board-level strategy and daily portfolio management. Each chapter stands on its own as an indispensable reference tool, complete with illustrative case studies, real-world failures to avoid, board discussion questions, and actionable CEO checklists.
Additionally, the book grants readers access to six companion documents-including risk assessments and dealer scorecard tools-allowing leadership teams to implement these strategies immediately.
Growth and yield are important, but volume is never the strategy. Discipline is.
What You Will Discover Inside
- The Strategic Case: Discover why opting out of indirect lending is essentially an exit from auto lending. Learn how to define your credit union's strategic boundaries before the first application arrives.
- Market Feasibility: Learn how to evaluate objective market data and engage in structured dealer interviews. Discover how to price your risk accurately before committing resources.
- Board Approval & Policy Development: Understand the difference between board-level risk guardrails and management's operational procedures. Protect your program by learning to avoid the dangerous exception trap.
- Technology & Infrastructure: Navigate the friction between dealer submission platforms and loan origination systems. Ensure your technology executes your policy rather than replacing it.
- Compliance & Legal Oversight: Master the regulatory landscape, including the FTC's Holder Rule and fair lending monitoring. Understand state retail installment sales acts to catch issues before examiners do.
- Staffing & Dealer Relationships: Structure your team to provide dealers with rapid, reliable decisions without sacrificing underwriting authority. Ensure you are not turning relationship managers into unofficial underwriters.
- Dealer Onboarding & Monitoring: Implement a robust dealer scorecard to track credit performance, operational quality, and member impact. Ensure you can restrict or remove underperforming relationships swiftly.
Designed specifically for CEOs, CFOs, VPs of Lending, and Board Members, this manual bridges the gap between board-level strategy and daily portfolio management. Each chapter stands on its own as an indispensable reference tool, complete with illustrative case studies, real-world failures to avoid, board discussion questions, and actionable CEO checklists.
Additionally, the book grants readers access to six companion documents-including risk assessments and dealer scorecard tools-allowing leadership teams to implement these strategies immediately.
Growth and yield are important, but volume is never the strategy. Discipline is.
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