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www.VinSolutions.com

What Has Been Your Experience With VinSolutions?

With any large company there will be lovers and haters but as a national consultant, it is my responsibility to identify the truth and value of any and all corporations that effect dealerships, especially my Dealer Synergy clients.

I posted a simple question on my Facebook and in less than 24 hours it received almost 200 comments. It seems that there are a lot of people that have an opinion about VinSolutions. There were a lot of people passionate in their positions! It shows that CRMs are very important for a dealership to be successful. Even more important is that dealerships choose the right partner to help them achieve that success.

Here is the "Cut and Paste" from my Facebook Thread.

* I would LOVE to hear your thoughts and experiences about VinSolutions.

#CarPeople I want to get your opinion about VinSolutions as a CRM. I have a lot of Dealer Synergy clients that have been giving some candid feedback and I want to ask my network here on Facebook your thoughts. I am curious to hear from DEALERS, NOT from Vinsolutions or their employees. Please let me know what you like and what you do NOT like. As a national consultant and trainer, It is very important to gauge what the dealers are thinking so I can make the best decisions and provide my clients with the most accurate feedback. Thank you all in advance-

Shane Locke It's great for the salesmen as far as accountability goes , you have to complete tasks or u cannot input a new customer . Internet sales is another story , dealer peak was great from a internet perspective . Dealer peak allows you to make high volume calls without losing your place with the "last action" option . We miss dealer peak.

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Sean V. Bradley Csp Thank you Shane Locke for the feedback. I too think that DealerPeak is a good tool!

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Stanley Damer I'm a dealer in the D. Bout to sign up with there new web platform that's adaptive with mobile! Great new product. Other than this platform I never been impressed with them. Sean V. Bradley Csp if ur interested with the best CRM that all us large ford dealers use in Detroit message me! Ford are high volume in the D and follow up is the key (33 ford dealers in 3 counties) let me kno. Love money Mondays

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Sean V. Bradley Csp Stanley Damer Thank you so much for your insight!

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John Roberts Like Shane said, the accountability of Vin is great. The main drawbacks I find with it is a lack of inventory page for salespeople and it does not remove a no longer owned car from marketing campaigns, so you find need your trade emails going to people that no longer have the particular car.

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Sean V. Bradley Csp I would love for you to post here what the CRM company that you DO prefer on this thread but if you prefer not to make your opinion public I respect that. I guess it is enough that you do NOT recommend their CRM...

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Sean V. Bradley Csp John Roberts, Thank you very much. Shane Locke is on top of his game... like it seems you are! I appreciate your opinion

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John Roberts One other issue I forgot to mention, Vin does not update from DMS, so if something changes in DMS it will not push to Vin.

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Sean V. Bradley Csp That can be frustrating

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Gary Reed Been using Eleads, seems to be working pretty good. I thought it was a jr. Vin solutions crm as I have used Vin before.

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Kristin Buckley Don't even get me started.

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Sean V. Bradley Csp I have also heard some really good things about eleads!

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Sean V. Bradley Csp Kristin Buckley please do, you have been a valued Dealer Synergy client for a LONG time and are a Veteran of the Internet Sales 20 Group events and even a "Best Idea" contest winner. Your Ford dealership has been in business for OVER 100 years! I would LOVE to hear your opinion

 

Kristin Buckley Okay... Let's see.. Their "support" sucks. No one ever knew what they were talking about, they could only ever "open a ticket".

We couldn't get one good, accurate report to come out of that thing they like to call a CRM/ILM to save a life.

Anyone who has any type of BDC should just track everything on paper and save themselves a shit ton of money because it is definitely NOT designed to work based off of your dealership. They definitely think you should run your store based off of how they have their CRM set up.

Oh, and Sean Rancier was the worst account manager I've EVER dealt with (and I deal with almost all of our vendors). He told me he had too many accounts to pay attention to us, and if I wanted a certain report I should learn how to make them myself because support was only there to try and fix something if it breaks, not create reports for us.. I wonder if I still have his emails........

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Sean V. Bradley Csp Brian Keith Redmond and James D Brafford say hello to RC Lacy Ford Lincoln Subaru

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Sean V. Bradley Csp WOW! I am sorry to hear that Kristin Buckley.

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Kristin Buckley DealerPeak has been amazing. Their staff always knows what's going on, they definitely communicate with each other, and go out of their way to try and make their tool work around our stores processes.

My favorite part is the fact that it's not just set up for "admin" "manager"
And "salesmen" logins. They control each piece individually.

I wanted the salespeople to be able to close out their own sales and 15 minutes later they all had access to it.

If I have a suggestion on something they either work on changing things, or at least give us the option to have it built for us by their support team. Couldn't be happier

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Sean V. Bradley Csp I am very happy to hear that! Jock Schowalter Joel Matteson and the rest of the DealerPeak is AWESOME!

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Sean V. Bradley Csp For the record, Dealer Synergy works with 13 DIFFERENT CRM / ILM companies with dealerships all over the country. I am VENDOR neutral. I only want to know what dealers like and don't like and why-

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John Roberts Thought of another, any problems that come up they want three samples before opening a case. Not everything happens in threes.

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Megan S Barto DISCLAIMER: I am a dealer.
I love VinSolutions. We've been on them since 2007 and every issue I've ever had has been rectified.
As far as "support ticket issues" - find out who your Performance Manager is - go through them. The custom reports are amazing. I have 20-30 of them set up for just about every person that needs any kind of reporting. Including salespeople! "Save A Deal" - delivered to my sales professionals email inboxes. Daily. With their ups.
Salespeople CAN close out their own visits - or they can't. If you don't trust your Green Pea? Don't let them close out visits! VinSolutions does integrate bi-directionally with your DMS - all it takes is a simple phone call to set it up. Id anyone needs any help with VinSolutions - let me know - I'd be happy to help!

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Sean V. Bradley Csp Thank you Megan S Barto You have been nationally recognized for your Internet Success. I appreciate your insight-

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Kristin Buckley My performance manager was the biggest problem we had.

The system wouldn't track customers for our BDC reps at all.. Once it was switched over to a salesperson it stopped tracking for them. I tried like hell to make that system work for us because it costs so much money to switch systems, plus loss is customers etc. but it just wasn't going to happen. I am very computer savvy and I knew that system inside and out.. The problem is that not everyone was/is that savvy and VinSolutions is complicated for the average user

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Sean V. Bradley Csp Kristin Buckley did you meet Megan S Barto at our Internet Sales 20 Group ?

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Kristin Buckley Not officially but I know of her. We were on Auto Dealer Live together once

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Megan S Barto Kristin - you can assign specific BDC agents and there's even a system report (not a custom report) that's "Performance by BDC Agent" which makes a FANTASTIC tracking/breakdown sheet. And if you don't like your PM - you can ask to have them changed!

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Kristin Buckley I know the report.. We had a problem with it because it would round robin a BDC agent onto every customer added to the system. So it was definitely not accurate. Believe me, I spent a lot of time on the phone with whoever would listen to me from Vin. It wasn't designed to work with our store and by the end of it they could have completely redesigned their tool and I wouldn't have used it if they paid me to.

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Megan S Barto The nice thing about VinSolutions is there's a work around for just about everything. Just in certain situations - you just need to find a Performance Manager with some knowledge of the system and some imagination.

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Kristin Buckley I imagined that system going right out the window.... And it was so weird because the next thing I knew, it was gone.

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Sean V. Bradley Csp LOL!

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Subi Fernando Ghosh I'm no longer a dealer, but it's been less than a year after 6 years in a showroom but I had vin (among others) and had a single really bad experience. when I took it to them, they addressed my issues, took input for opportunities to help the platform and really dove into great options with reporting. I ended up with a strong vin relationship with my reps after they helped me out. I will say that their new restructuring efforts have made huge differences for the better. I'm impressed with their direction and growth in the last year. I would definitely recommend them but ensure (like with any Crm switch) that they have an individual in house that understands the ins and outs of CRM for proper set up. My experience is that poor set ups usually set the tone for poor experiences with CRMs. I've even had a great experience with ADPs CRM that most complain about after setting up a great partnership for my dealer group.

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John Roberts I would love to find out about getting ours to be Bi-directional. Don't take my posts wrong, I do not hate Vin, it is head and shoulders above our previous CRM, just wish a few things were better.

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Sean V. Bradley Csp This is not an Anti VinSolutions thread. This is a clarity thread. We have heard from numerous people naming the pros and cons of the tool

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John Roberts I agree, just want to make clear my feelings

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Sean V. Bradley Csp Absolutely! Thank you so much for your insight

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Kristin Buckley The way Subi and Megan talk about vin is how I feel about dealerpeak. The entire staff has treated me like gold and I love the fact that I can name probably half of their staff by their first names. Not only does their tool work so much better for our store, and performance wise, but they're less expensive.

Having been treated like we were not important from a company we were spending $3500+ monthly was all I needed to move on.

People buy from people they like, right #carpeople!? Lol

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Megan S Barto John - DM me your questions about Vin - I'll be happy to answer any!

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Tammie LeBleu CRM thats the key to being successful in todays market. I used Car Research and had phenominal success with it. When I was still at ORR Group I trained some Internet Managers on VIN Solutions and found it hard to navigate. There are so many components that are not utilized. I had the honor of training my first store over a week ago in BDC and their CRM was VIN. I am not one for bashing but I defintely prefer Car Research to VIN.. I am partial because of the great succes I had with it but lets just cut through all the red tape. It doesn't matter what CRM tool you use. You must marry it adapt its processes and put those strict processses into place and you will be successful. It is the road map to great success and must be utilized everyday....

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Subi Fernando Ghosh Aaaand tammie comes in to lay it out! Preach on sista!

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Sean V. Bradley Csp Thank you Tammie LeBleu you (and I) are on the COVER of AutoSuccess Magazine for this very subject... CRM! http://issuu.com/autosuccess/docs/as.nov14

AutoSuccess November...

issuu.com

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Nathan Hays Our DMS Import from Autobase to VINSOLUTIONS was/is atrocious. 56,000 people, 4 brands, 3 rooftops and 4 store IDs. Data wasn't scrubbed. Each store/ID has different settings, permissions. Part of it our issue, part AutoBase, Part ADP. It's brutal.

The customer merge function is better than it was. The website provider/software compatibility is mediocre. Minimal Cheome/Firefox support. Internet explorer sucks, but I'm forced to use it because of VIN. The mobile app is better, however my settings have been shut off at random.

Their support is pretty good. Very quick, yet very concerned with closing tickets, even without resolution. I have a few other complaints, but many of it is out of my control.

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Sean V. Bradley Csp Tammie LeBleu for the record... you were the #2 Nissan Consultant in the United States, selling 47.5 units in one month and 400.5 in one year and made OVER 1.5 Million Dollars selling cars on the showroom floor in less than 5 years right?

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Kristin Buckley We had auto base before vin too. It was like living with the Flinstones and then moving in with the Jetsons lol

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Subi Fernando Ghosh One last note. If we're talking CRMs DealerSocket has a fantastic product, is incredibly intuitive, and excellent customer service.

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Tammie LeBleu Right! And Car Research was my tool and my road map to success!!!

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Megan S Barto I was on the cover of AutoSuccess talking about CRM as well! #smallworld http://issuu.com/autosuccess/docs/as.july14/0

AutoSuccess July 2014

The #1...

issuu.com

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Sean V. Bradley Csp I gave you kudos Megan S Barto!!

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Sean V. Bradley Csp Ours was last month... #JustSayin

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Megan S Barto So you're copying me???

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Sean V. Bradley Csp Actually... you were copying me. My clients and I were on the June issue too http://issuu.com/autosuccess/docs/as.june14

AutoSuccess June 2014

The #1...

issuu.com

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Sean V. Bradley Csp LOL!!!

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Megan S Barto My GM is in on this month's cover. http://issuu.com/autosuccess/docs/as.dec14

AutoSuccess December 2014

Sean V. Bradley Csp OUCHHHHHH! You GOT ME

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Megan S Barto I know - it doesn't happen often.

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Sean V. Bradley Csp This thread is one hell of a plug for Susan Goodman Givens and AutoSuccess Magazine!

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Nathan Hays Needs some Midwest love.

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J.r. Batchelor I've used almost every CRM personally and what I noticed with Vin was that you can't use their follow up process or you would not touch customers daily during the initial 30 days. I agree with Tammie LeBleu unless managers and salespeople own and master the CRM any tool the dealer chooses will be in vain.

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Sean V. Bradley Csp Thank you J.r. Batchelor I appreciate your insight!

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Megan S Barto JR - I absolutely agree with you. A CRM is a *tool* you need to have competent people running the tool - no matter what the CRM is. With Vin - their processes are a great base, but as with anything you need to add your own "flair" to it. Which is why I've modified every single process in VinSolutions. It's also the job of their Performance Managers to help you modify them for your store!

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Sean V. Bradley Csp I will say this though Megan S Barto, you are one of the exceptions... as you pointed out, you were on the cover of AutoSuccess Magazine. So, you know what to do, how to do it and how to modify it and make it better. There are a LOT of sales reps, Internet Managers / Directors that do NOT have that knowledge or experience and are dependent of Customer Service / Client Support to guild them and assist them, to coach them, to assist them and if it isn't there... then the dealer is screwed. And this goes for ANY CRM COMPANY.

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Kristin Buckley We are process driven, not task driven.... Right Sean V. Bradley Csp lol

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Sean V. Bradley Csp YES!!! Kristin Buckley EXACTLY

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Sean V. Bradley Csp Dealer Synergy does NOT want the CRM to tell you WHO to call in the "task list". Process driven versus task list driven wins all the time, every time. Task list driven leaves too many errors and gaps.

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Sean V. Bradley Csp That is J.r. Batchelor 's point

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Kristin Buckley Another reason I love dealerpeak.... But they're going to have to start signing my pay checks if I keep going lol

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Sean V. Bradley Csp I am referring to CRM as it relates to an Internet Department or BDC that has "Coordinators" or BDC Reps... b/c these people do NOT have to get up and do product presentation, deliveries etc...

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Sean V. Bradley Csp LOL! Kristin Buckley

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Kristin Buckley Applies to salespeople too. Our "guys" have their folders they go through daily to keep their customers in front of them. They don't operate just based off of tasks either. I've been able to set our system up to work for THEM. We have folders for everything.. Makes life much easier

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Sean V. Bradley Csp Look at this Video I created in April, 2014 about VinSolutions and how to actually set up VinSolutions the RIGHT WAY! This is the Dealer Synergy system (qucik version). Do you hear the COMPLIMENT I give VinSolutions? This is TRULY a NUTRAL post http://www.youtube.com/watch?v=Jyo5w0aTM40

Set Up VinSolutions...

youtube.com

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Sean V. Bradley Csp If you are not part of the solution... you are part of the problem-

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Joshua Shackelford Dealersocket is a far superior CRM.

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Sean V. Bradley Csp Thank you Joshua Shackelford. There have been numerous people on this thread that have spoken highly of DealerSocket and I have a lot of Dealer Synergy clients using DealerSocket but I would love to hear what you like about them most and what you think they do that sets them a part from all other CRMs...?

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J.r. Batchelor As we all know this is a people driven business. You can have all the best tools in the world and have an $200K ad budget but when the rubber meets the road you MUST have the right PEOPLE. Processes without the right people are utterly worthless. Sean V. Bradley Csp Megan S Barto

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Sean V. Bradley Csp Well said!

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Joshua Shackelford Compared to VinSolutions is like comparing Harvard to grade school. Endless amount of data to pull. It gives you alerts daily on all previous customers, ups, and service customers as well. I run a Ford and GM store, I can pull equity positions (you're no longer upside down), APR (based on your rates and payment history I can save you X amount of dollars when you trade in and up), how much they would save on fuel by trading out of an older car they're in to our newer one that's also under warranty, time since last service, warranty expirations and renewal etc. It gives the amount of data I can have my employees mine nearly endless. It's much more complex but it's reports and data on MY employees as well as the salesman has helped show me who's working it right and who's not. I can automatically generate birthday, anniversary or purchase etc and link directly to the customers social media to communicate, congratulate etc. It brings more "development" of business than any other CRM, including Vins than I've ever seen. It's allowed me to help make actual "salesman" out of salesman instead of product pushers. Makes all the difference in building and retaining a customer base.

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Sean V. Bradley Csp Thank you very much for the detail Joshua Shackelford!!

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Joshua Shackelford I tried to be objective but it's honestly apples to oranges. What do/would you prefer?

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Joshua Shackelford Oh yea, the mobile app of socket is second to none. It really makes my job as manager of 2 lots much easier.

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Sean V. Bradley Csp What do I prefer as a CRM? or do you mean as to your feedback?

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Joshua Shackelford CRM.

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Sean V. Bradley Csp LOL! of course...

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Sean V. Bradley Csp First, I want to say that I truly believe that there isn't a perfect CRM. There are NUMEROUS functions of a CRM, BDC, Dealership(s). And different CRMs specialize in Different things. For example... some CRMSs SPECIALIZE in Special Finance, some CRMs specialize in Data Mining, some in LEAD MANAGEMENT, other in showroom control / desking...

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Joshua Shackelford Haha.. So are you obligated to prefer vins? Lol.

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Sean V. Bradley Csp So it is important for a dealership FIRST, "Begin with the end in mind". What are THEY looking to accomplish...how are they going to use the CRM?

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Sean V. Bradley Csp Now with that being said... As it relates to Internet Sales, BDC... Lead Management. I have my (NEW) Top 5 in NO particular order...

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Joshua Shackelford The downside to socket is teaching those less tech savvy how it can help them. Some guys are pen and paper guys, but it's MY job to show how the benefits of managing leads in their customer bucket and every detail of their deal and how it can make them money. If I'm not showing them how it's here to make them money then I am failing them.

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Sean V. Bradley Csp 1. DealerPeak 2. DealerSocket 3. eLEads 4. Dealertrack DMS 5. AutoLoop (VERY SOON)

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Sean V. Bradley Csp LOL!

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Sean V. Bradley Csp THAT is ANOTHER issue... NADA just released its 3rd Annual Industry report on Workforce. It states that Dealerships have a 66% Turnover rate on the showroom floor! http://www.nadafrontpage.com/Dealership_Workforce_Study... That means that with such a HIGH Turnover... all of the new sales reps that join the force have to be accimated to the CRM ASAP... who is doing that? Who is monitoring that this is getting done the right way?

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Joshua Shackelford BDC managers are the most under appreciated people in any dealership.

Because who's going to teach them? We are. And in our market, producing 50 additional sales to a 150 car a month lot plus cleaning up sales staff garbage, spending most my day on 700 credit to pre-qualify.

I've turned my departments out of appointment based and into qualified buyer based. Im incentivizing getting credit apps more and more. It's saving and making my company more money in the long run for all the obvious reasons... What salesman wants to waste 2 hours on a guy 7k hooked who can't even buy paper?

No one. We sat at a 50% show to sale conversion last month which is absolutely unheard of.

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Sean V. Bradley Csp Strong!

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Joshua Shackelford The manager I replaced had 82 shows and 4 sales in her last month.

That's essentially stealing from the company.

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Tom Hawkins We install Vin Solutions starting at 8:30 tomorrow morning. Over the years, I have been on Autobase, Interflow, Dealer Socket, back to Interflow, and then Car Research. After a painful year on Car Research, I decided to give Vin a try after running into Sean Stapleton at Driving Sales Executive Summit. We are already using Cox products vAuto, HomeNet, Auction Genius, and Auto Trader so going to Vin Solutions was an easy choice and a large savings due to consolidation. I am sure I will have my share of frustrations with Vin Solutions at first, but he two things I like about Vin are: 1. The marriage of all these products under the Cox Automotive label will allow the exchange of data that will benefit dealers a great deal...now and well into the future. 2. They use the performance manager model similar to vAuto. We are very satisfied with our vAuto performance manager process. I will be holding them accountable for how well we use the system. To be fair to Car Research, the previous owner was draining the company and not investing in the future of the product. I believe Auto Loop, with Tammie LeBleu's leadership, will make it much better company by upgrading the platform and giving them the tools to succeed (I was on the Autoloop Dealer Advisory Board). However, I couldn't wait, especially with the advantages for me of the platform consolidation. I guess I will know for sure when we're fully into it. But as you can see I have had enough experience with different CRM's to have a little bit of an idea.

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Tony White My thoughts as I am a user of VIn.

I myself have been in the industry for about 14 years. I have used many programs and there's not a single one that has it all.

Vin needs to work harder on their fixed operations side. Not as robust as the sales. And we all know how much business comes out of service.

Vin like anything is accountability. Fair warning to those getting ready to buy it. Map your processes out on paper first. This way you don't create useless processes that people won't follow and you have a printed out manual of the processes and email responses. This way no one can ever say they didn't know.

I worked for Autotrader and KBB as well. There is still a lot the COX corporation has to do to get everything to work together. Some of it never will unless they rewrite the entire code.

Vin is good. But like anything, it's only as good as the users and management team. I would be happy to help you with it if you need. Or to run ideas.

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Tony White You also need to know the depth of involvement your dealership is going to have in the tool. Are you only going to use it for Internet department, sales and Internet? Finance, forms, write ups? Trades? Marketing? Farming? Are you willing to make your service department use it? I think that has to be a big discussion. Then base your CRM around those needs. Not the other way around. Or you will be stuck with another headache and looking for the next shinning toy. Good luck!

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Tony White Sorry Sean V. Bradley Csp for writing so much. Just a huge topic. Bottom line is VIN is good. But only as good or as bad as you make it.

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Tina Ledoux Norton The best CRM depends on your dealer group and your level of usage. Tony White said it well above. In 2010 - 12, we made the decision to leave Autobase and we shopped everyone under the sun - it took everyday of 2 years to decide our next step. For our situation, we felt that VIN did not have the enterprise reporting necessary for a large dealer group - there were a lot of promises for what it would do in the future but we did not want to experiment. At the time, their poster child was Gary Crossley Ford. We visited them and found slowness issues, usage issues and because they were not a multi-point dealer, they could not address a lot of what we would need in a CRM. We also did not feel that it was as BDC friendly as some other tools on the market. In the end, we went with DealerSocket. Change is always difficult and there will always be those that resist. Roll out took almost a year and then it was another 6 months to a year beore I could say that we were truly users of the system and we are still learning more every day.

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Jeremy Lewis Great Topic, if VIn was smart someone would be reading this and using it to their advantage!

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Jarrod Kilway Sean V. Bradley Csp just throwing this out there if any of your stores need assistance or have a question please give them my contact info.

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Sean V. Bradley Csp Thank you Tom Hawkins for the feedback!

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Sean V. Bradley Csp Tony White, great sincere insight as always! Thank you

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Sean V. Bradley Csp Tina Ledoux Norton, thank you so much. There have been a lot of great kudos for DealerSocket.

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Sean V. Bradley Csp Thank you Jarrod Kilway

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Susan Goodman Givens Thanks everyone for the AutoSuccess shout outs. I am feeling the love!

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Vicky Cooper An Internet dealership will utilize all their available tools to their maximum but having the right tools can definitely have an impact on success. Vinsolutions is horrible about the "bad leads", customer merge, and support. One the other hand, it is somewhat user friendly, has mobile app, and is easy to edit templates & auto responders. The push from the DMS is less than desirable.

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Megan S Barto Vicky - have you tried their most recent Customer Merge? It's wonderful and is eons above the previous version.

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Read more…

The 2013 Special Finance Benchmarks were announced at the Used Car University Subprime Conference, held last month in Las Vegas. To no one’s surprise, after analyzing tens of thousands of special finance (SF) transactions, the performance benchmarks increased in nearly every aspect of operation from 2012 to 2013. In some cases, the numbers came in at or above all-time highs. These upticks certainly demonstrate an aggressive and competitive battle for market share among auto finance companies.

The chart here supplies all the key metrics that comprise the Used Car University benchmarks, which are calculated at the 75th percentile levels. The following will delve into some of the most important metrics dealers typically look at daily.

Volume and Conversion Rates
We begin with deal volume and the general makeup of dealers’ SF businesses. While both franchised and independent dealers enjoyed a general uptick in volume, franchised dealers grew at a rate of slightly more than 10 percent — all based on new-vehicle sales. In 2012, new vehicles comprised 34.7 percent of a franchise dealer’s SF volume. In 2013, that ratio grew to a whopping 40.8 percent, which shows the strong influence of the captives’ subprime efforts. And their impact on the market is being felt all the way down to “Tier 4” SF customers.

And as unit volume increased, so did both the conversion ratio of showroom opportunities and deal gross profit. This year, franchised dealers converted 37.9 percent of the SF opportunities that made it into their showroom. They did slightly better than independents, which converted just less than 33 percent of their opportunities into sales.

Conversion of most lead types improved in 2013, especially third-party leads. Franchise dealers converted nearly 11 percent of their third-party leads, while independents converted nearly 10 percent — both significant improvements from 2012 and the past four years.

Internet leads also converted well. Independents delivered 14.9 percent of all SF leads they received from their websites, while franchised dealers delivered 14 percent of their leads, just a tick off from last year. 
Phone conversion increased as well. As a group, franchised and independent dealers converted in the mid-13 percent range of all incoming SF phone calls.

One metric absent from this year’s benchmarks is the credit-hotline lead, where customers dial a toll-free number to apply for financing. Such leads have been a staple in the SF segment since the early 1990s. This year, however, marks the first time that an insufficient number of dealers reported credit-hotline usage, making the category’s results statistically irrelevant. Results from the few dealers who reported using credit-hotline leads were all over the map, making it impossible to set a benchmark.

Gross Profits
Gross profits on SF deals soared this year. Unlike the last two years, when there were significant differences in vehicle (front-end) gross profits between franchised and independent dealers, gross profits in 2013 came in close enough to set a single benchmark: $2,235 per SF vehicle sold. F&I (back-end) gross profits did continue to see a significant variance. The franchise benchmarks dipped ever so slightly to $1,056 per SF vehicle sold, while independents improved gross again to $763 — still far short of the franchised dealer mark.

Adding the front and back ends together, total deal benchmarks for 2013 come to $3,291 per SF vehicle sold by franchised dealers and $2,998 for independents. That’s a significant increase over 2012 and the past five years.


Marketing Spend
For the second consecutive year, SF advertising expenses still remain inefficient compared to past years. Franchised dealers actually reduced their ad cost per vehicle sold to $436, while independents crept up to $360. Additionally, ad expenses as a percent of gross profit still dropped for both sides due to the significant increase in deal gross profits.

Investment in advertising media varied significantly between franchised and independent dealers. Franchised dealers, who spend more money overall, tend to direct more of their ad budgets toward broadcast and digital than independents. They drive the customer to the phone or dealer website and then work leads through a call center or business development center (BDC). Only 11.5 percent of all the total opportunities received by franchised dealers are customers who walk into the dealership. As for independents, more than one in four customers walk into their stores before first contact.

Results also revealed that franchised and independent dealers amped up their broadcast media spends this year. Forty-four percent of franchised dealers spend money on radio advertising, and for those who do, that medium represents 73 percent of their entire SF advertising budget. TV is also in play. It’s used by nearly one in three franchised dealers, representing 54 percent of their ad budgets.

Whether franchise or independent, one thing is for sure: The numbers add up to increased success and penetration into the subprime credit market. While deal conversion and gross profits have not quite returned to 2007’s peak levels, they are not far off. In fact, it wouldn’t be surprising to see SF benchmarks reach all-time highs in 2014

Source: http://www.autodealermonthly.com/article/story/2013/09/shifting-into-high-gear.aspx

Read more…

Lender: Access Capital Investment Group


For more
information:


Access Capital Investment Group’s (ACIG) acquisition program assists auto loan originators better manage
their consumer auto loan portfolios, primarily through the “Bulk Acquisition” of auto portfolios along with
custom “Payment Stream” and “Floor Plan” financing options. Unlike other acquisition companies that only
purchase performing accounts, ACIG has the flexibility to price and purchase all accounts in your portfolio,
regardless of status. ACIG purchases portfolios from credit unions, banks, independent finance companies
and dealerships nationwide.


For more information, contact Ken Terkel at (720) 961-4074, email kterkel@acinvest.com or visit
www.acinvest.com.


Lender: AFCD


For more
information:
Today’s car dealers are faced with the ongoing challenge of creating a respectable revenue per car on used
inventory purchased either from an auction or dealership or traded in by consumers. Loan origination
models along with backend products such as vehicle service contracts can increase the revenue per car if the dealer has access to these types of products. Based in Carmel, Indiana, and a part of KAR Holdings, Inc., AFCD was established to address and meet the needs of automotive dealerships that would like to increase the number of cars sold per month and the revenue per car by having access to a diverse array of proven dealer solutions in select US markets, including a fully integrated dealer management system (“DMS”) powered by NowCom, virtual F & I services, and access to lender financing, vehicle service contracts, GAP coverage, floorplan programs and more. For more information, call (888) 610-AFCD, or visit www.MyAFCD.com.


Lender: Allstate Credit Acceptance


For more
information:
We work nationwide with lenders, banks and private capital partners that purchase auto loan pools from
auto dealers and finance companies that are looking to sell loan portfolio's in bulk.
Our mission is to be able to accommodate the sellers of auto loan pools with the best pricing and terms in
the industry as well as aligning them with the buyer that best fits their selling objectives.
For more information please visit www.allstatecreditacceptance.com or send inquiries to
allstatecredit@sbcglobal.net

Lender: AMAC


Lender Directory Listing

Ace Motor Acceptance Corporation is a leading source for a Dealer’s secondary auto finance. Ace’s online
system provides deal approvals 24/7. Its online system instantly shows your profit on every vehicle in
inventory, making it easy to land your customer on a highly profitable unit.
Ace’s Underwriters and your Dealer Development Representatives are available to assist you when
necessary. Ace purchases contracts on customers with non–prime to subprime credit and has no minimum
beacon score. Dealers frequently find that doing business with Ace substantially increases their bottom line.
Ace Motor Acceptance Corporation does business with franchise and independent dealers in North
Carolina, South Carolina, Virginia, Deleware and Maryland. For more information call Wayne Garland,
Director of Business Development, at (704) 882-7100.
Check out the company’s site, at www.acemotoracceptance.com.


Lender: AmeriCredit


For more
information:


AmeriCredit, a leading non-prime auto finance company, focuses on building strong relationships with their
auto dealers. AmeriCredit does business with approximately 12,000 franchised dealers and select
independent dealers supported by an experienced team of credit and sales professionals. Contact your local
AmeriCredit representative to find out more or call 1-888-556-4616."
"Our organizational structure allows us to provide extended hours of operation and local buying in major
markets, with the support of highly skilled credit and sales teams," states Kyle Birch, executive vice
president.
"We are committed to providing the best service to help our dealers deliver more cars.
AmeriCredit also works with independent auto dealers via AppOne, a national provider of Internet-based
risk mitigation and financial technology. We partner with AppOne to generate additional business with
independent dealers through the AppOne platform," says Birch.
"This relationship allows us to provide non-prime financing solutions to select independent dealers


Lender: AppOne


For more
information:


AppOne, a part of Wolters Kluwer Financial Services, offers Internet-based risk mitigation and financial
technology that provides independent auto dealers with tools to automate indirect lending, credit approval
and compliance processes. The AppOne platform helps dealers increase sales volume by providing
additional lending sources, expediting funding and minimizing documentation errors, all within a single
application.
As indirect lending standards tighten, it is more important than ever for dealers to secure strong
relationships with lenders. Working with AppOne, dealers can show lenders that they have the necessary
processes in place to mitigate risk and meet regulatory compliance requirements. This not only helps build
lending relationships, but ultimately gives dealers a competitive edge and enables them to provide their
clients with the best service possible. For more information, visit www.AppOne.net.

Lender: Atlantic Financial Services (of N.C.)

Serving northeastern North Carolina and the Hampton Roads area of Virginia for 10 years with consumer
loans and sale finance services through local automobile dealerships
Branch Locations:
—145 Rich Blvd, P O Box 2771 — Elizabeth City, NC 27906 Phone: (252) 338-9008
—1300 S Croatan Hwy, P O Box 2581 — Kill Devil Hills, NC 27948 Phone:
(252) 441-4422
—109 Currituck Commercial Drive, P O Box 58 — Moyock, NC 27958 Phone: (252) 232-3320
—1000 Airline Blvd, P O Box 7037 — Portsmouth, VA 23707 Phone: (757) 337-0420
Web site: www.atlanticfinancialsvc.com
Email us: customerservice@atlanticfinancialsvc.com
Lender: Atlantic Financial Services Inc. (Based in Ohio )
Atlantic Financial Services services Ohio and Indiana.
Atlantic Financial Services, a privately held corporation, was formed in 1995 for the purpose of acquiring
and servicing subprime and non-prime retail installment contracts originated by local car dealerships. The
corporation's principals have over 70 years of combined experience in the retail auto sales and finance
industries.
During the preceding decade, Atlantic Financial experienced phenomenal growth. By investing heavily in
both technology and talented people, Atlantic Financial has developed the programs and infrastructure
needed to maintain its consistent and controlled growth in an industry where few companies survive. Our
knowledge of retail auto sales, and experience on the dealer side of the financing relationship, has allowed
us to develop superior solutions and tools that work in the "real world.” Atlantic has cultivated successful
relationships with dealerships, both franchised and independents, throughout Ohio and Indiana.


For more information:
If you are a dealership who is looking to increase its sales, please contact a representative at Atlantic
Financial Services today.
Toll Free: (888) 441-4344, or visit us at www.atlanticfinancialservices.com


Lender: AFS Acceptance


For more information:
AFS Acceptance is an established, full-service auto finance company that serves the subprime financing
needs of franchise and independent car dealers. We help our Dealer Partners sell more automobiles and
improve profits by providing prompt service and flexible lending options. AFS’ tiered program gives Dealer
Partners a complete set of pricing options, from nonprime to deep subprime, with limited, poor or no credit
histories. With highly personalized service and underwriting capabilities, AFS provides pricing flexibility
for subprime customers. We offer consistent, responsive guidance and support, giving Dealer Partners a
dedicated Account Manager backed by a team of professionals to process and fund contracts quickly.
For more information please contact our Dealer Group Line at (877) 223-3254.
www.afsacceptance.com.
AFS currently services the following states: AL, AZ, CA, CO, FL, GA, ID, IL, IN, LA, MD, MI, MN, MO,
NC, NJ, NM, OH, OK, PA, SC, TN, TX, UT, VA, WA, with plans for further expansion in to other states
by year end.


Lender: Auto Credit of Nashville

Auto Credit of Nashville
162 Cude Lane
Madison, TN 37115
(615) 865-1300
Lender: Auto Trakk LLC
For more
information:
AutoTrakk specializes in lease financing on late model dependable cars for your customers with poor to
very poor credit. Auto Trakk combines an easy to manage weekly lease payment with a payment protection
device that encourages customers to make their payment on time. Community based financing.
Auto Trakk is responsible for all collection problems and repossessions. Warranty and GAP protection on
every deal. Online application system and approvals.
1500 Sycamore Rd. Suite 200
Montoursville, PA 17754
(888) 689-7117
For more information, visit www.autotrakk.com/dealerinfo.html.


Lender: Automotive Credit Corporation


For more information:
Automotive Credit Corp., headquartered in Southfield, Mich., is a regional automobile finance company
focused on the subprime market. Automotive Credit Corp. purchases installment contracts from both
independent and franchised automobile dealers for consumers with limited or challenged credit histories
who are unable to obtain financing from traditional sources.
Founded in Michigan in 1992, ACC has partnerships with hundreds of dealers throughout the Midwest, East
and Southeastern United States, including Michigan, Ohio, Illinois, Indiana, Tennessee, Kentucky, Missouri,
Georgia, Maryland, Florida, Virginia, Kansas, Arkansas and Alabama
For more information, contact 888-268-1400
Automotive Credit Corporation
26261 Evergreen Road; Ste. 300
Southfield MI 48076


Lender: AutoUse


Auto Use is an independent finance company with over 40 years experience in the Auto Finance Industry.
We offer Floorplan and Sub Prime Retail financing to franchise and independent auto dealers throughout the
country. Auto Use is dedicated to providing superior customer service and believes in establishing long term relationships with our business partners.
Floorplan Financing is offered nationally and features our Checkbook Program that allows the freedom to
purchase inventory from multiple non-auction and auction sources. Auto Use is affiliated with over 700
auctions nationwide. Our Sub Prime Retail product is offered in selected states. No minimum credit score
and our self-approval program are just a few of the innovative ways that makes our retail product easy for
you to write more business. All retail advances are non-recourse and there are no dealer sign up fees.
Utilizing both floorplan and retail programs allows for product synergies, which includes but is not limited
to Free Floorplan Interest and higher Retail Advances.

More information:
We invite you to call our Dealer Development Team @ (800) 737-9780 to get further details on both
products or visit our Web site www.autouse.com


Lender: Bank of Stockton


For more
information:
Bank of Stockton is a prime lender serving the state of California
For more information, contact Finance Express at (800) 543-8085


Lender: Barnett Finance Co.


For more
information:
BARNETT Finance is the Southeast's leading subprime lender servicing both new- and used-car dealers.
We originate, purchase and service retail automotive installment contracts. We guarantee increased profits
to your dealership's bottom line with simple and effective tiered finance options covering the entire
spectrum of credit challenged customers.
Barnett is owned, managed and operated by seasoned automotive professionals. We understand what it takes to conduct business in today's environment. Whether your customer is in bankruptcy or has experienced a recent repossession, we have originators and reps standing by all hours of the day to provide that all important call back while the customer is in your dealership waiting. No automated turn downs. With
Barnett, we find out what it takes to put the deal together right now and make it happen.
(912) 692-0008


Lender: Capital One Auto Finance


Capital one Auto Finance is a national non-prime auto lender in the following states:
AL, AR, AZ, CA, CO, CT, DE, FL, GA, IA, ID, IL, IN, KS, KY, LA, MA, MD, ME, MI, MN, MO, MS,
MT, NC, ND, NE, NH, NJ, NM, NV, NY, OH, OK, OR, PA, RI, SC, SD, TN, TX, UT, VA, VT, WA, WI,
WV and WY.

For more information:
CAR Financial Services, Inc. (“CAR”) services both independent automotive dealers and automotive
subprime financial organizations. We are dedicated to providing a stable funding source for the long term
and offer a variety of financial programs designed to improve cash flow and accommodate individual needs.
CAR operates in 45 States and is continually evolving its programs to meet the ever changing needs of those
we serve. Our strengths lie with our experienced and professional employees, our dedication to technology
and a tradition of over 25 years of quality service.
We offer:
—Payment interval purchasing
—Subprime financing
—Buy-Here, Pay-Here bulk purchasing
—Account billing and collection service
Let us show you how much cash you can generate from your accounts today by calling
1-877-570-8857, or going to www.carfinancial.com.

Lender: CARFINCO


For more
information:
Carfinco is Canada’s leading specialty finance income Fund. We provide vehicle financing to consumers
who are not able to obtain it from more traditional lending sources. Carfinco purchases loans made by select
independent and franchised vehicle dealers in most provinces of Canada.
4245-97 Street, #300
Edmonton, AB T6E 5Y7
(888) 486-4356
Lender: C&F Finance


For more
information:


C&F Finance Co. is a leading regional finance company focused on providing auto loans in Virginia,
Maryland, Tennessee, North Carolina, Ohio, Indiana, Kentucky and West Virginia. C&F Finance is a
wholly owned subsidiary of C&F Bank which was established in 1927 and is publicly traded on the
NASDAQ under the symbol CFFI. C&F Bank acquired C&F Finance, formerly Moore Loans, in September
of 2002. Moore Loans had been in business since 1952. C&F Finance Company's headquarters are in
Richmond, VA.
C&F Finance Co.
4660 S. Laburnum Avenue
Richmond, VA 23231
(804) 236-9601
For more information, visit www.cffc.com


Lender: Chase Auto Finance


For more
information:
Chase Auto Finance serves more than 15,000 auto dealers across the country and specializes in subprime
financing for franchise and independent dealers through 41 Custom Finance division business centers. Chase
provides a full range of credit and financial services to dealerships, as well as floor plan and commercial
loans, treasury management services, real estate financing and other banking services.
Chase Auto Finance, together with its affiliates, is the largest bank provider of auto financing in the country.
Since 2001, Chase also has partnered with Subaru, creating the Subaru Motors Finance private-label brand
and making Chase the only bank that serves as a “captive” lender for the auto industry. Chase Auto
Finance’s Dealer Commercial Services division is the largest non-captive floorplan and commercial loan
provider for auto dealerships nationally.
Chase Auto Finance purchases retail installment contracts and originates loans across the continental United
States as well as in Alaska and Hawaii.
For more information, visit www.ChaseDealer.com, or call (800) 223-5050.


Lender: CitiFinancial Auto


For more
information:
CitiFinancial Auto is a leading, national subprime auto lender focusing on dealer relationships to help them
sell more cars with fast decisions and customized solutions.
For more information, call (866) 926-1397.
This lender is also available via Finance Express.

Lender: Coastal Credit


For more
information:
Coastal Credit is available in CA, DE, FL, GA, LA, MS, NV, OH, OK, PA, TX and VA. Coastal Credit,
L.L.C. specializes in purchasing contracts from new and used automobile dealerships. We have been serving
the automobile industry continuously since 1984. Our primary customer base is in the secondary used-car
market, and we purchase loans made to military and civilian consumers.
Coastal Credit continues to expand its relationships with dealerships nationwide. We purchase contracts on
a point of sale basis and acquire buy-here, pay-here loans through portfolio acquisitions. For more
information, visit www.coastalcreditllc.com/index.html.
3852 Virginia Beach Blvd.
Virginia Beach, VA 23452
(800) 969-2729


Lender: Columbus Finance Inc.


For more
information:
Since 1960, Columbus Finance has specialized in providing vehicle finance products to central Ohio auto
dealers. CFI offers both direct and indirect loan programs to accommodate any size dealer allowing for a
wide range of dealer structures. Our professional staff members are experienced in subprime lending and
will help dealers increase sales and profits while earning long-term customers for us both.
Central Ohio auto dealers can learn more at www.columbusfinance.com, or call (614) 236-8541 to speak to
a representative.
Columbus Finance Inc.
3050 East Main Street
Columbus, Ohio 43209


Lender: Community Choice Financial


For more
information:
Community Choice Financial is available in Tennessee.
5200 Maryland Way, Suite 310
Brentwood, TN 37027
(615) 370-5401
For more information, visit https://www.first-state.net/.


Lender: Consumer Portfolio Services

Consumer Portfolio Services Inc. ("CPS") is a specialty finance company that provides indirect automobile
financing to individual borrowers with past credit problems, low incomes or limited credit histories. The
company purchases retail installment sales contracts primarily from factory franchised automobile dealers.
The contracts are secured by late-model used cars and to a lesser extent, new cars.
The company accumulates the contracts into pools, and finances the pooled contracts through the issuance
of "AAA" rated asset-backed securities. CPS was founded in 1991 and currently purchases contracts in 47
states from approximately 7,000 dealers. The company’s common stock is traded on the NASDAQ National
Market System under the symbol "CPSS".
Available in the following states:
AL, AR A, CA, CO, FL, GA, HI, IA, ID, IL, IN KS, KY LA, MA, MD, MI, MO, MS, NC, NE, NH, NJ,
NM, NV, NY, OH, OR, PA, RI, SC, SD, TN, TX, VA, WA, WI, WV and WY
Since 1991 CPS has been providing franchise and independent dealers with consistent and profitable
subprime solutions. Our 7 proven programs offer generous advances and cover a wide spectrum of credit in


For more
information:


Visit our website at www.hityournumbers.com or call 800-304-6812 to see how at CPS, We approve more
people so you can sell more cars!
Lender: For more information, call (800) 443-2588.
Founded in 1972 by Don Foss, the world's largest independent used-car dealer in the 1970s and 1980s,
Credit Acceptance provides vehicle loans to consumers regardless of their credit history. Without our
product, consumers may be unable to purchase a vehicle, may purchase an unreliable one, or may not have
the opportunity to improve their credit score.
Offered through a nationwide network of automotive dealer-partners, our Guaranteed Credit Approval
Program provides dealer-partners with the opportunity to deliver a written credit approval to every
consumer, on every vehicle in their inventory, within 30 seconds using our patented Credit Approval
Processing System (CAPS).
Using the CAPS Profit Calculator, dealer-partners can work a deal in just seconds and maximize the profit
they receive by adjusting the term, interest rate, and selling price of a vehicle.


For more
information:


Whether you’re a dealer that wants the benefits of Buy-Here, Pay-Here without the hassles of collections
and cash flow concerns, or simply want a finance company that lives up to its commitments and funds deals
quickly, our Guaranteed Credit Approval Program is the key to more customers and more profits.
For more information about how Credit Acceptance can help you open the door to more customers and
profits, call (800) 873-0512, or visit www.creditacceptance.com.


Lender: Credit Union Direct Lending

Created in 1994 by the California Credit Union League and The Golden 1 Credit Union, CUDL was
established with the vision of providing point-of-purchase lending to the credit union community, and has
grown to become the nation’s largest point-of-sale and indirect lending network for credit unions. Today,
the CUDL Network of credit unions and dealers serves nearly 18 million credit union members nationwide.
CUDL is administered by CU Direct Corporation, a Credit-Union-Owned Service Organization (CUSO),
which serves the credit union industry through aggregation, leveraging the power of numbers to create a
stronger presence in the marketplace and at dealerships, which ultimately help credit unions fulfill their
indirect lending goals by selling more auto loans.
For more information, visit www.CUDL.com.


Lender: CUdirect Connect


For more
information:
CUdirect Connect is available in Colorado.
6377 S. Revere Pkwy. #200, Suite 200
Centennial, CO 80111
(720) 260-3188


Lender: CPS


For more
information:
Since 1991 CPS has been providing franchise and independent dealers with
consistent and profitable subprime solutions. Our 7 proven programs
offer generous advances and cover a wide spectrum of credit including
thin files, low FICO's, open CH 7's,recent repos, and delinquent
mortgages. Visit our website at www.hityournumbers.com or call
800-304-6812 to see how at CPS, We approve more people so you can sell
more cars!


Lender: CreditWest Corp.


For more
information:
CreditWest Corp. purchases C & D quality subprime auto paper in California, Nevada and Colorado. Our
Web site for dealers is www.creditwest.net.
For more information, contact president and chief executive officer Larry Kelley at lkelley@creditwest.net.
CreditWest is also available via the Finance Express platform.


Lender: Crescent Bank and Trust


For more
information:
Crescent Bank and Trust provides our dealers with a consistent, no extra cost financing alternative for the
subprime customer. Subprime auto financing is our specialty. Established in 1991, Crescent Bank and Trust
has focused primarily on subprime lending. We started in New Orleans, La., with one location and have
grown through the years to over 35 locations in 19 states.
We build strong relations with thousands of dealerships through our local presence. We provide dealers with
an opportunity to do business with a strong reputable company that has one of the most stable financial
reports in the industry.
For more information, contact Jeff Owens, National Account Manager, (866) 320-0525, or e-mail
jowens@cbtno.com.


Lender: Dealers’ Financial Service /MILES Program

Are you looking for a way to finance your non-prime active duty military customers? Then look no further!
Dealers’ Financial Services LLC is a leader in providing solutions for automotive loans to the active duty
military community through our Military Installment Loan and Educational Services (MILES) program.
The MILES Program is a non-credit score, criteria based loan program. We offer loan approvals in 30
minutes or less and are integrated with both RouteOne and DealerTrack.
If you would like to increase your military business and join our over 500 MILES Certified Dealerships then
contact us toll free at (866) 466-4537, or visit our Web site at www.usmiles.com.


Lender: DealerTrack


DealerTrack is transforming every aspect of dealership management by providing solutions that help
dealerships realize higher profits, enhance compliance and improve customer satisfaction.
Headquartered in Lake Success, N.Y., its family of companies enables DealerTrack to provide a broad
range of industry-leading solutions.
Founded in 2001, DealerTrack revolutionized auto financing by giving lenders an online portal for credit
applications. Today, DealerTrack provides solutions to optimize the performance of every department in a
dealership. Because DealerTrack recognizes that each dealership has a unique and dynamic set of needs, the
company provides a flexible platform of solutions. Dealers can choose from a complete dealership
management solution that delivers high value for lower cost than competing products, as well as individual
solutions that can be easily integrated in an open environment. DealerTrack gives each dealership the power
to select the specific tools it needs to reduce costs, increase profits and find sustainable success.


For more
information:


DealerTrack supplies online solutions to 90 percent of all franchised dealerships in America, more than any
other provider. The company’s platform connects over 22,000 automotive dealerships, plus 3,000
recreational vehicle, marine and motorcycle dealerships with more than 700 financing sources and a broad
range of service and information providers.
To learn how DealerTrack solutions can help grow your profits, or to determine which subprime financing
sources do business in your area, visit www.dealertrack.com or call (888) 853.9402.
Lender: Dependable Credit Corp.
Dependable Credit Corp., is a sales finance company, licensed in the states of New York, New Jersey and
Connecticut, providing used car loans to individuals with varying credit profiles at competitive interest
rates.
Our credit guidelines are more flexible than most major financial institutions. Each application submitted to
our office is reviewed based on its own merits considering several factors which dictate customer's ability to repay the loan. Unlike major financial institutions who only consider FICO scores, Dependable Credit Corp., considers stability of residence, stability of employment, amount of down payment in relation to the price of the vehicle (high equity), as well as paid (slow) auto loans, past and/or present delinquent accounts in your credit profile, etc.
Dependable Credit Corp., has been in business since 1992, providing flexible financing programs to over
250 used car dealerships in New York and New Jersey and now in Connecticut for over $80 million in
amount financed. Our continued growth has surpassed our yearly estimates, which allows us to offer
various programs to our dealers and better customer service to our account-holders.
285 Saw Mill River Road Yonkers, N.Y. 10701.
285 Saw Mill River Road
Yonkers, New York 10701
www.dependablecredit.com
SUB-Prime Loan Specialist for over 20 Years
Licensed in NY, NJ & CT (Rates as low as 7.9%)
Contact: Carmine Manager; Direct Financing
Toll free @ 1-866-575-7539 ext 542
Email carmine@dependablecredit.com


Lender: Exeter Finance Corp.


For more
information:
Exeter Finance Corp. is an auto finance company specializing in purchasing and servicing subprime auto
finance contracts from select franchised auto dealers throughout the United States. The company’s
underwriting and verification teams work in local branches rather than a centralized facility. As a result,
dealers enjoy personalized service from people they already know and trust. Founded in 2006, Exeter
Finance is headquartered in Irving, Texas.
For More Information: Visit www.ExeterFinance.com and click the “Auto Dealers” button.


Lender: EZ Dealer Finance


For more
information:
EZ Dealer Finance is your lending network which offers multiple lending solutions for Franchise and
Independent Car Dealers.
We offer Prime to Subprime, New and Used Car Leasing.
We offer solutions in every state except for Alaska and Hawaii.
For further information on how your dealership can start on “The EZ Way to Profits”
Visit us at www.ezdealerfinance.com
Or call 866-343-6714 option 1
8998 RT.18 N.
Suite 210
Old Bridge, NJ 08857


Lender: Fifth Third Alternative Finance


For more
information:
925 Freeman Avenue, MLD 009014
Cincinnati, OH 45202
(877) 782-8102
For more information visit
https://www.53.com/wps/portal/cv/?New_WCM_Context=http://www.53.com/wps/wcm/connect/FifthThird
Site/CommercialArea/Industry+Specializations/Dealer+Financing/.


Lender: Finance Express

The Finance Express platform brings quality lenders to independent dealers. In addition to its DMS
capabilities, Finance Express was specifically designed to bring competitive lenders to the independent
dealer. This is accomplished through dealer due diligence and risk mitigation processes provided to the
lenders. As a result, the Finance Express platform will serve to help maintain a strong relationship between
lender and dealer during these difficult market conditions.
For more information, call (800) 543-8085.


Lender: Financial Institution Lending Option


For more
information:
FILO is a near-prime to prime lender serving Wisconsin.
For more information, contact Finance Express at (800) 543-8085


Lender: 1st Investors Financial Services Group


First Investors Financial Services Group (First Investors) was founded in 1988 by its current chairman and
president, Tommy A. Moore. The original vision was to serve customers in the subprime spectrum that had
life events that created credit problems and were looking for an alternative finance source. It is still that
vision today.
First Investors currently services in excess of a $600-million portfolio from its’ Atlanta, Ga.-loan servicing
operation. Additionally, the company has both direct and indirect distribution channels where loans are
originated from its Houston loan origination and funding operation. Combined originations are
approximately $200 million annually.
Indirect loan originations are created through franchise automotive retailers in metro locations in Texas,
Georgia, Ohio, Tennessee, Alabama, Virginia, Maryland, North Carolina and Illinois. In all, First Investors
is licensed in 28 states and actively originates loans from 17 states in the Central, Southeast and Eastern
seaboard markets. Direct lending activities, which are also handled from the Houston office, are conducted
in 14 states through a separate subsidiary of First Investors.
First Investors’ Programs are designed for customers in the subprime market with Beacon Scores in the 530
to 620 range. In particular, First Investors has a core competency in lending to customers who have
experienced a previous bankruptcy, particularly those customers who have just emerged from bankruptcy.
We feel we offer some of the most attractive terms for the customers, and the most profitable terms for the
dealers that pursue that customer in earnest.
For more
information:
Additionally, First Investors Programs accommodate the non-bankruptcy customer that has a substantial
history with credit, whether good or bad. We feel there are terms and pricing that allows most customers to
finance a vehicle at terms acceptable to all involved.
If you would like to learn more about First Investors, our programs, pricing guidelines and credit guidelines,
please visit our Web site, www.FIFSG.com.
If you would like to talk about becoming a dealer partner, please contact our Director of Sales & Marketing
– Collin E. Williams. collin.williams@fifsg.com, office: (866) 889-6495.

Lender: Flagship Credit Corp.

from automobile dealers.
Flagship provides financing to non-prime consumers for new- and late-model used vehicles. It is available in
the following states through the Finance Express System: FL, GA, IL, IN, MD, NC, NJ, OH, PA and WV.
For more information, contact Finance Express at (800) 543-8085.
Lender: Freedom Financial Group Inc.
For more
information:
Freedom Financial Group is a regional automotive finance company that specializes in working with
customers who have less than perfect credit. We have an extensive point-of-sale network that consists of
independent dealers. Dealers in the Freedom Financial Group network find the financial resources they need
to do business with subprime customers.
We are currently doing new business in Illinois, Indiana, Kansas, Missouri, Oklahoma and Tennessee
For more information, contact: Julie Mclean (800) 832-5530, Oklahoma & Western Kansas; Lisa Bearden
(615) 202-1700, Tennessee; Bruce Norton (219) 670-0542, Indiana & Illinois; Ross Terando (314) 517-
8080, Eastern Missouri; Steve Cox (913) 909-4794, Western Missouri & Eastern Kansas. Or visit,
http://ffgrp.net
Lender: Friendly Finance Corp.
For more
information:
Available in DE, IL, IN, KY, MD, MI, OH and VA. For more information, visit
www.friendlyfinancecorp.com.
6340 Security Blvd., Suite 200
Baltimore, MD 21207
(800) 872-2877
Lender: FSB Financial
For more
information:
110 West Randol Mill Road, Suite 100
Arlington, TX 76011
(888) 372-3868
Lender: Gateway One Lending & Finance
For more
information:
Currently licensed and operating in California, Nevada, Utah, Oregon, Washington, Florida, Georgia, North
Carolina, South Carolina, Tennessee, Maryland, Virginia, Alabama, Colorado, Ohio, Indiana and soon
opening in Texas and Arizona. We are continuing to add additional states and expect our footprint to
include the majority of the continental United States by year-end.
www.gatewayonelending.com
Lender: Globe Acceptance

Globe Acceptance is a special finance lender the states of IA, KS, MN, NE, OK and Eastern IL (Peoria,
Quad Cities, Rockford).
We are a second chance and credit starters for high school graduates.
Globe Acceptance, Inc
PO Box 65400
West Des Moines, IA 50265
515-225-9067
globeaccepts@qwest.net
Lender: Honor Finance
For more
information:
Honor Finance is a subprime lending organization which purchases contracts from approved dealers for
loans up to $8,000. Honor Finance also provides loan servicing for dealers who hold their own paper. Honor
Finance purchases loans from dealers in Illinois and Nevada, exclusively.
Honor Finance Illinois
1563 Sherman Avenue
Evanston, IL 60201
(847) 733-0300
Contact: Bill Caan, Marty Collins
Honor Finance Nevada
8290 W. Sahara , Suite #150
Las Vegas, NV 89117
(888) 924-6667
Contact: Steve Webster
For more information, visit www.honorfinance.com
Lender: Inofin
For more
information:
Available in CT, FL, GA, MA, ME, NH, SC and TN. If you are interested in becoming an Inofin Dealer
Member we strongly encourage you to take our online tour and discover how and why we are
revolutionizing the sub prime auto loan industry, what you receive as an Inofin Dealer Member and the
ability to join us online.
55 Accord Park Drive
Rockland, MA 2370
(877) 946-6346
Visit www.inofin.com/dealers/index.asp.
Lender: Inspire Auto Finance

Inspire Auto Finance spent 18 months developing a custom technology solution and reworking the subprime
lending model to deliver the highest standard for decisioning, customer care and profitability, automation
and performance to automotive dealers nationwide. It just recently went live.
Inspire Auto Finace has partnered with DealerTrack, Contract Management Solutions, CenterOne Financial
Services and Black Book to deliver a superior service and world-class financing solutions to dealer partners
and consumers. It is the only nationwide subprime lender set to redefine the auto finance industry.
Headquartered in Dallas, the company brings more than 100 years of auto finance experience and deep
relationships with dealer partners nationwide to deliver the industry’s most advanced subprime lending
solutions.
For more information on Inspire Auto Finance, please visit www.inspireautofinance.com.
Lender: Kaptor Financial
For more
information:
Kaptor Financial, a boutique merchant bank that has provided financing solutions to small business since
1989 and AJM Leasing, a subprime automotive finance company that has operated successfully in southern
Ontario since 1996.
939 Lawrence Avenue East, PO Box 47590
Don Mills, ON M3C 3S7
(866) 850-7911
For more information, visit www.maclease.ca.
Lender: Leaders Financial Co.
For more
information:
We are a subprime lender forging strong and lasting relationships with independent and franchise dealers
throughout N.J. and N.Y. Customer education and service are the lynch pins for our success. The company
was started in 2006 but the executives of the company have over 100 years of experience in the industry.
For further information call Doug Cussen at (732) 388-8200 x302 or e-mail dcussen@leadersfc.com.
Lender: Liberal Finance Service
For more
information:
Liberal buys contracts from dealers in N.J. that are financing buyers that live in that state. Contracts must be
under $10,000. Liberal is also available via the Finance Express platform.
For more information, contact
Gus Terry
1160 Parsippany Blvd.
P.O. Box 6
Parsippany, NJ 07054
(973) 335-0888
Lender: Lobel Financial

Available in the following states: AZ, CA, CO, NM, NV, TX, UT, and WA. Lobel Financial is a motor
vehicle sales finance company specializing in non-prime automobile loans. The company purchases retail
installment sales contracts from franchised and independent dealers, who have non-prime consumers
purchasing pre-owned automobiles.
Lobel Financial has a well established market presence serving the automotive finance industry for more
than 25 years. The company's state-of-the-art technology provides superior dealer and customer service.
This has allowed the company to be a low cost source of financing for the dealers they have funded. Lobel
Financial is based in Anaheim, California, where the company services its automobile loan portfolio at its
headquarters using automated servicing and collection systems.
For more information, visit www.lobelfinancial.com, or call (714) 816-1356.
Lender: MAFS
Manheim Financial Services (MAFS) headquartered in Atlanta, Ga., is a division of Manheim, the world’s
leading provider of vehicle remarketing services.
MAFS serves thousands of franchised and independent car dealers in the United States and Canada with
short– and long–term floor planning and a variety of financing and insurance programs.
Dealers can turn to MAFS to finance rental cars, recreational vehicles, motorcycles, heavy duty trucks, as
well as for receivables funding and retail financing. They also can obtain full insurance coverage to protect
their businesses.
Manheim provides 88 locations across the U.S. and Canada, each of which includes a MAFS office and
service oriented staff to service our customer’s floor plan needs. In addition, MAFS is also available in more
than 125 independent non-Manheim auctions, Enterprise Rent-A-Car, Thrifty Car Sales and OPENLANE.
Together with the new Manheim Service Centers, MAFS is available at more than 200 locations with more
to come in the future.
For more
information:
Offerings include:
—90-Day/GOLD card inventory financing
—45 Special – 45 day inventory financing
—Rental inventory financing
—Receivables funding
—MAFS Advantage
—RV/Motorcycle inventory financing
—Big truck inventory financing
—Insurance
For more information, visit www.UseMAFS.com.
Lender: MarkOne Financial
For more
information:
MarkOne Financial is a specialty finance company that purchases auto loans from both franchise and
independent dealerships and delivers quality service to our retail customers. We are relationship driven with
our auto dealerships by providing competitive loan programs and exercising consistency in our buying
decisions and flexibility in meeting the dealer’s needs when warranted. The Company currently purchases
consumer auto loans from dealerships in Florida, Georgia, South Carolina, North Carolina, Virginia,
Tennessee, Ohio, Indiana, Pennsylvania, Maryland and Delaware. The headquarters for MarkOne Financial
is Jacksonville, Florida. For more information call 855-MarkOne or visit us online at
www.mark1financial.com.
Lender: Marlton Auto Credit

Marlton Auto Credit Corp. specializes in the acquisition and servicing of subprime automobile auto
receivables purchased from our dealer network in New Jersey, Maryland, Pennsylvania, Delaware.
For more information call 856-983-3832.
Lender: Mid-Atlantic Finance
For more
information:
Founded in 1989, Mid-Atlantic Finance (MAF) has spent the last 19 years becoming the premier non-prime
auto finance source in the automotive industry. With originations exceeding $1 billion and a current
portfolio in excess of one hundred million dollars, MAF has the experience and funding capacity to satisfy
all non-prime lending needs. There are 175 team members between our headquarters in Clearwater, FL, and
a servicing center in Houston to provide unparalleled service. Mid-Atlantic not only has the financial power
but the “after the sale” support necessary to efficiently handle both large and small transactions.
15500 Lightwave Drive, Suite 201
Clearwater, FL 33760
(800) 793-9661
For more information, visit www.midfinance.com.
Lender: Mint Leasing
Established in 1999, The Mint Leasing brings a new approach to the lending industry. We review every deal
individually and do not rely on beacon score to decision deals. We use a common-sense approach to provide
the best possible approvals and the fewest turndowns in the industry. The result is our unprecedented 95%
approval rate. In addition, our dealers are rewarded with outstanding service from our entire staff of
dedicated professionals.
Our dealers appreciate our can-do attitude and the ability to approve deals with or without a dealer
agreement. Our customers appreciate our flexible leasing terms that do not restrict them to mileage limits
and allow them to trade vehicles when their needs change. Our customers are happy with the vehicles that
meet their needs and our dealers are happy with the repeat business our leases allow them to generate. Our
flexibility also allows for multiple autos, no DTI/PTI limits and no vehicle mileage restrictions. This is
something that is simply not offered by any other lender.
Dealers also appreciate our operating hours which make us accessible when we are needed the most. Our
underwriting and funding departments are available from 8:30 am to 5:30 pm Monday thru Friday and 10
am to 2 pm on Saturday. We are also fully-functioning on most holidays. We maintain a callback time of
less than two hours and purchase contracts quickly with our in-house funding department.
Every dealer is looking for a lender that is able to help them deliver more units with more gross profit. With
our No-fee and discount free program, quick callbacks and personalized service, we look forward to being
your lender of choice to keep you "soaring above the competition."
Our Mission Statement
Our mission is to provide our dealers the ability to offer the most flexible financing and an opportunity for
customers to customize their financing through a closed-end motor vehicle lease. We will do this in a
professional and ethical manner that provides a win-win-win solution for all parties.
For more
information:
We deal with franchised dealers in Texas, Oklahoma, Arkansas, Mississippi, Tennessee, Alabama, Georgia
and Florida. We expect to expand into other states by the end of 2009. Our guidelines are available on our
website:: www.mintleasing.com or you can call 866.311.6468.

Lender: National Auto Lenders
National Auto Lenders is one of the leading independent non-prime auto finance companies servicing
Florida. Based in Florida, NAL is dedicated to servicing their family of dealers by offering a variety of
programs catering to their financing needs, including the purchasing of buy here/ pay here portfolios.
Some of our program highlights include:
—Providing Call Backs Within an Hour
—Fast Funding
—Offering GAP Coverage to the Client
—Offering LSI Coverage to the Dealer
—No Application or Administrative Fees
—Excellent Customer Service Practices
For more
information:
For more information please contact us via phone, email, or visit our web site: Tel: 305-828-8777
Email: Sales@NALenders.com Web site: www.NALenders.com
Lender: Nationwide Acceptance
For more
information:
Serving dealers for over 50 years, Nationwide Acceptance is one of the largest independently-owned finance
companies in the nation. Specializing in the underwriting and purchase of non-prime and subprime
automobile installment sales finance contracts, Nationwide serves franchised and independent dealers in the
following 20 states: AZ, CA, GA, ID, IL, IN, LA, MI, MS, NE, NV, NM, OH, OR, TN, SD, UT, WA, WV,
WI.
View our programs and sign-up packages at www.nac-loans.com, or call Bonnie Herden at (800) 622-7605
Ex. 1528. Nationwide is also available via Finance Express.
Lender: New City Funding Corp.
For more
information:
P.O. BOX 121
STONY PT., NY 10980
(845) 942-0020
FAX (845) 942-0020
We are an indirect lender that works with independent used-car dealers throughout New York.
Lender: Nicholas Financial
For more
information:
Nicholas Financial Inc. is staffed with a team of experienced professionals committed to serving the needs
of franchised and independent automobile dealers. Nicholas allows the dealer to increase sales and
maximize profits through financing programs tailored to both the customer and the dealer.
Please call our corporate headquarters at (800) 237-2721 to learn more about current dealer programs in
Florida, Georgia Indiana, Kentucky, Maryland, Michigan, North Carolina, Ohio, South Carolina & Virginia.
Visit www.nicholasfinancial.com/dealserv.htm for more information.
Lender: NK Financing Corp.

NK Financing is an auto finance company operates in the automobile finance business in California. We
specializes in purchasing retail automobile installment sales contracts originated by franchised and
independent dealers in connection with the sale of used and new automobiles. Our funding for auto lending
activities is obtained primarily through our own funds. Our loan servicing activities consist of collecting and
processing customer payments; responding to customer inquiries; initiating contact with customers who are
delinquent in payment of an installment; maintaining the security interest in the financed vehicle; monitoring
physical damage insurance coverage of the financed vehicle; and arranging for the repossession of financed
vehicles, liquidation of collateral, and pursuit of deficiencies.
For more
information:
The company services its loan portfolio at Beverly Hills Office using MegaTERM loan servicing and
collection program. We provide indirect financing to the customers of dealers with limited credit histories,
and low incomes or past credit Problems. Without our product, consumers may be unable to purchase a
vehicle or they may purchase an unreliable one, or they may not have the opportunity to improve their credit
standing. As we report to the national credit reporting agency, a significant number of our customers
improve their lives by improving their credit score and move on to more traditional sources of financing.
The company uses a combination of a CreditSmart, Dealer Track and dealer relationship managers to
market its indirect financing programs to selected dealers. The company was founded in 2004 and is based
in Beverly Hills, Calif.
For more information, visit www.nkfinancing.com.
Lender: PAC
PAC is a New England based auto finance company catering to the subprime market. We are an indirect
lender with a strong, make sense lending program for both used- and new-car dealers. PAC is based in
Peabody , Mass., and has been in business for almost 10 years. It currently lends in MA., NH., Maine and
VT.
The philosophy of PAC has always been and always will be “Dealer Oriented.” By this we mean that our
approach and demeanor will be more of an aid to support our dealers in many ways. Whether it be as a sales
tool, or credit repair to the financially challenged, help with inventory evaluation, or effective floor
planning, dealer reserve earning or repossession liquidation.
Our “Customer Service” is and will ceaselessly be our pride and of the utmost caliber to us and our dealers.
We take enormous gratification in our proud history and responsible growth, experienced collection staff,
sales, support systems and proven underwriting staff.

We never forget that we are guided by Car People first, who have collectively nearly 100 years
experience working in dealerships as dealer principals, sales and service managers and F&I managers. We
know the importance of fast and available financing.
We are experts in the subprime market and have systems in place that allow the dealer to attain more
through a recourse company without the worries normally associated with recourse lending. This substance
is what will continually set us apart from our competitors, in any economy or environment and will enable
us the fulfillment of being truly deemed a leader in our industry.
All inquiries are invited to contact George Nedder, Business Development Manager, at (888) 852-2886, ext.
40.
PAC
Persian Acceptance Corp.
83 Pine Street, Suite 102
Peabody, Ma. 01960
(888) 852-2886
Lender: P E Financial
For more
information:
Since 1975 our founder has been specializing in auto financing. Always looking for good people with past
credit problems, he has always felt there were the people who needed his help the most. To these people, the
employees of P E Holding Corp. and its affiliated companies, dedicate themselves to giving all they can, to
assist all of our customers and dealers/retailers achieve their goals. Available in AL, AR, GA, LA, NC, NM,
TN and TX.
For more information, visit www.peholding.com.
Lender: Pelican Resource Group, LLC
For more
information:
Pelican Resource Group LLC (www.pelicanresourcegroup.com) provides lending, servicing and dealer
portfolio solutions (including performing and non-performing loan sale) for subprime automobile
receivables. Currently operating in the Mid-Atlantic region (NJ, PA, MD, DE, VA), Pelican Resource
Group offers a number of programs that enable dealers to sell more cars and grow their customer base by
engaging consumers in the deepest subprime credit segment. Our Senior Management has 28 years of
experience collectively in automotive and consumer lending; primarily in sales, risk, collections, loan
servicing, originations, and process management. Especially important in serving the subprime sector, we
possess 8 plus years experience with Ensure Pay® starter interrupt/GPS devices that provide collateral loss
protection. We have been directly responsible for the origination of over $7.1 Billion in automobile
contracts and $50 million in structured whole loan sales to financial institutions and institutional investors
For more information visit www.pelicanresourcegroup.com or call (866) 989-9688.
Lender: Penn Acceptance Corp.

Free Online instant qualifying for Super Deep Sub-Prime. We buy 0
FICO, Repo's, open BK's, Foreclosures, All of it! A real Non-Recourse
buyer, prior to first payment. We buy vehicles 12 yrs & 150k! We pay up
to 115% Guide! Buying BHPH level contracts from dealerships since 1988!
With www.peoplescredit.com web site (24-7-365) it is easier than ever to
be profitable with a discount finance company selling to customers with
Small Down Payments, or No Credit or Bad Credit even Low Income!
Buying contracts in OR, WA, ID, CA, NV, AZ, TX, MS, TN, SC, GA, NC, OH,
PA , NJ
Contact Dealer Services at 800-531-4420 ex202
1071 Camelback
Ste. 100
Newport Beach, CA 92660
Marketing@unitedautocredit.net
Lender: Peoples Credit Co.
For more
information:
We are a high risk lender. We have an online process for dealers that operates 24-7. We do not look at
FICO score, but offer a purchase price based on employment and residence time. We currently purchase
contracts from 15 different states, including OR, WA, CA, ID, NV, PA, NJ, NC, SC, OH, AZ, TX, GA, FL
and OH.
For more information, visit www.peoplescredit.com.
Lender: Preferred Funding
For more
information:
Preferred Funding LLC has been in business since 2003. We are centrally located in Delaware and service
both independent and franchise dealers in DE, MD, NC, NJ, NY, PA and VA.
We offer a variety of financial programs, including subprime financing, prime financing, new- and used-auto
leasing and dealer floor planning.
Preferred Funding is a lender who is focused on dealer relationships, no nonsense approvals and quick
funding. We have an active dealer base exceeding 150 dealers throughout our territory. We are actively
looking to grow our business.
For further information, please visit our Web site at www.PreferredFundingLLC.com.
Lender: Prestige Financial

Since 1994, Prestige has been helping dealerships around the country to rewrite the definition of "success"
in special finance, by offering:
—Competitive near-prime through deep subprime financing
—no minimum score and no minimum down requirements
—generous advances and low fees
—open 7, open 13, and double bankruptcy fundings
—live buyers for make-sense approvals
—automatic rate drops for good customers
Prestige currently partners with franchised dealerships in the following states: AZ, CO, FL, GA, ID, IL,
MD, MO, MT, NC, ND, NM, NV, OR, SC, SD, TX, UT, VA, WA and WY.
For more information, visit www.gopfs.com/Webpages/autoDealers.aspx.
Lender: Regional Acceptance Corp.
For more
information:
Regional Acceptance offers many dealer lending programs tailored to the guidelines of your state and your
specific needs. You'll find a number of advantages to working with us.
With about 50 branch locations throughout 14 states, we're close enough to deliver checks with a smile and
a handshake. And, we make ourselves available in after-hours situations. We provide these personalized
services to help your deals get financed quickly and easily.
For more information, visit www.regionalacceptance.com/dealers.
Lender: Reliable Auto Finance
For more
information:
Want to offer more finance options that traditional loan financing? Reliable Auto Finance offers a full
featured service that includes outstanding support. Contact Brian Chisholm at (616) 245-5983 for
information on adding Reliable Auto Finance as one of your financing options for your customers. Your
dealership must be licensed as a Michigan Class A or B dealership with an Installment Sellers License from
the Department of Consumer and Industry Services Financial Institutions Bureau.
For more information, visit http://reliableautofinance.com/dealer.htm.
Lender: RouteOne
RouteOne was formed in 2002 by the captive finance organizations of Chrysler LLC, Ford Motor Co.,
General Motors and Toyota to create a more streamlined credit application process for automobile dealers
and their customers. Providing access to more than 21,500 dealers in North America, RouteOne’s Webbased
credit application management system allows automotive dealers to submit credit applications on our
secure and compliant platform to a wide variety of indirect finance sources; request credit reports; book out
vehicles using NADA and BlackBook online valuation guides; support dealer compliance with Adverse
Action and other functionality; and increase profitability with RouteOne’s free Dealer Reporting Suite.
RouteOne’s open integration business model also allows the dealer to integrate RouteOne with their choice
of 50 best-in-class providers, including DSPs, CRM systems, F&I modules and menu providers. RouteOne
offers dealers a common platform for all their credit application financing needs. A list of integrated
providers is available at www.routeone.com.

Though formed by the captives, RouteOne is an open portal, available for integration to all viable indirect
finance sources, including prime, near-prime, and subprime, as well as credit unions. Currently, RouteOne is
integrated with 253 finance sources (15 captives, 238 non-captives) and is contracted with 40 more. For a
list of all lenders, visit www.routeone.com/language/english/R1_FS_Listing.pdf.
For more
information:
RouteOne has experienced a tremendous increase in the participation of subprime finance sources on our
platform. This is attributable in large part to the fact that the perception of
RouteOne in the industry has evolved from a captive/prime application platform to recognition of what we
are now — a true application management system supporting dealer and finance source application
management for the entire credit spectrum.
Feedback from subprime finance sources on RouteOne indicates they are not only experiencing improved
business via RouteOne versus other platforms, but they are experiencing better look to book ratios, and are
generally are seeing better paper. These benefits are available to subprime finance sources due to the
opportunities created by the side-by-side placement with the captives on the RouteOne platform.
To learn more about the features and benefits above, contact the RouteOne Sales Support line at (866) 933-
0663, or visit www.routeone.com.
Lender: Scotiabank
For more
information:
Scotia Dealer Advantage is one of Canada’s largest and fastest growing Special Finance companies
providing automotive financing programs nationwide. We build partnerships with authorized independent
and franchise automobile dealers to help them grow their businesses and serve their special finance
customers. Scotia Dealer Advantage is a wholly owned subsidiary of The Bank of Nova Scotia. We provide
dealers and customers alike with the advantages, strength and experience of Scotiabank, coupled with Scotia
Dealer Advantage's industry leading Special Finance expertise and service.
For more information, visit www.scotiabank.com
Lender: Security Auto Loans

We are an Automobile Finance Company focused on partnering with used auto dealers to enable sales to the
sub prime (“C” and “D” credit) auto buying market. People with poor credit or sometimes no credit
represent a growing segment of today’s auto buying market. These individuals, with the right financial help,
can become good customers - sometimes providing repeat and referral business to the dealer who said “yes”.
We specialize in working closely with dealers to help them get to “yes” for their customers. We help dealers
Get the Deal Done, both quickly and profitably.
We have 25 years of experience in the auto finance industry working with dealerships large and small, urban
and rural, franchised and independent. This wide variety and our years of experience have taught us a thing
or two about developing good working relationships with dealerships. We recognize that one flavor does not
suit all dealers, therefore, we have adopted three dealer programs to choose from. Multiple programs
coupled with a flexible and personal approach to conducting business means that you do not need to change
your business to work with us.
ZERO FEES
NON-RECOURSE
NO AGE AND MILEAGE LIMITATIONS
NO MINIMUM CREDIT SCORE
97% APPROVAL RATE!
Available in the following states: IA, IL, IN, KS, MN, MO, NE, OH, MI, PA, and WI.
For more information contact us at 1-763-559-5892
Lender: Security National Automotive Acceptance Corp.
SNAAC is one of the fastest growing indirect lenders in the automotive industry. SNAAC provides
outstanding and innovative finance products to auto dealerships servicing military personnel across the
United States. With over 20 years of service to auto dealerships, SNAAC has provided thousands of dealers
an opportunity to grow their business while offering their customers, both military and civilian, an
opportunity to finance quality vehicles and establish their credit.
—The SNAAC Advantage: Receive your callback instantly via SNAAC’s easy to use online application
system — SnaacNOW — available 24/7
—Military, Military Officer, Military Motorcycle and Civilian Programs
—Service Army, Navy, Air Force, Marines, Coast Guard and Civilians
For more
information:
Security National has set the standard for service, support and commitment to military men and women of
all ranks. No one understands the unique circumstances of U.S. service members better than the associates at
SNAAC. You are in caring and understanding hands when you have an account serviced by SNAAC.
Security National is headquartered in Mason, Ohio. We currently have expanding dealer/retailer networks in
30 states (AL, AK, AZ, CA, CO, CT, DE, FL, GA, HI, IL, KS, KY, LA, MD, MO, MS, NC, NE, NM, NV,
NY, OH, OK, SC, TN, TX, UT, VA and WA).
Visit our Web site at www.snaac.com, or contact Dealer Services at (800) 995-0592 for more information.
Lender: Southern Auto Finance Co.

OK, SC, TN, TX and VA. Our Web address is www.GoSAFCo.com; dealers can request information from
our Dealer Services group via email dealerinfo@gosafco.com or phone (800) 277-9198.
At SAFCo, our mission is to provide our dealer partners competitive financing options to build strong
relationships today and for the future, while providing our consumers the opportunity to build their credit
for a better tomorrow.
SAFCo is the partner more dealerships turn to for financing their most challenging customers: buyers with
no credit, bad credit, prior bankruptcies and even repossessions. SAFCo will finance up to $15,000, plus
TTL and up to $2650 additional for warranty and GAP coverage. We offer advances of up to 110 percent of
N.A.D.A. Trade with qualified credit, 60 month terms, and competitive fees from $500 to $1,500. SAFCo
will consider vehicles up to 10 years old, and up to 100,000 miles. SAFCo is also a member of the
DealerTrack network of financing sources.
Lender: Skopos Financial
For more
information:
Skopos Financial makes tough, deep subprime auto loans easier to finance
for franchise dealers nationwide. Leveraging its sophisticated, patented
iLender(tm) technology and visionary management team, Skopos provides a
streamlined process for dealers to finance customers with credit scores
of 520 and below.
For more information: Call 214.520.4600 or visit
www.skoposfinancial.com.
Lender: Sport Leasing & Financial Services Corp.
For more
information:
For more than 20 years, Sport Leasing has developed, funded and serviced innovative lease solutions for the
subprime market. We work through franchised new-car dealers and select high-end independents in Arizona,
California, Georgia, Nevada, North Carolina, Oregon, Tennessee and Texas. We specialize in late model
high-end cars, full-size trucks and SUVs. Our mission is to help our dealer clients achieve greater subprime
profits through leasing.
Call 800-367-7678 today for more information, or visit www.sportleasing.com.
Lender: Stream Capital Group
For more
information:
Stream Capital Group is a national company offering financial solutions to automobile retailers. Our
flagship program is the Stream Interval Purchase Program. The Stream Interval Purchase Program (SIPP) is
designed to meet the needs of independent and franchise auto dealers by providing instant access to capital
to fuel operations, growth and expansion. The SIPP, simply put, enables a dealer to leverage existing Buy-
Here, Pay-Here receivables.
The uniqueness of our program lies in the fact that it allows the dealer to continue to service their own
accounts thus protecting the opportunity for repeat and referral based business. We offer industry leading
advances and superior service.
To find out how to put Stream Capital to work for your dealership, call us at (423) 648.7387, or e-mail
inquiry@scapgrp.com.

Lender: Tidewater Motor Credit
A privately held company in business since 1992. We service all of our own accounts from our Virginia
Beach, VA, location and are available to franchise dealers in AZ, CA, CO, GA, ID, IL, IN, KY, MD, MI,
NC, NM, NV, OH, OR, TN, TX, UT, VA, WA, WI, and WV.
We specialize in programs for open and discharged Chapter 7 filers based upon job & residence stability
and extensive positive installment credit prior to filing. Our open Chapter 7 program is non-recourse if
delivered after the 341 meeting of creditors with no guarantee of payments from the dealer.
We do not have a minimum beacon score and do not use an internal scoring system for decisioning
applications. Each dealer is assigned a buyer and encouraged to discuss deals with that buyer whenever
possible. Our Average APR is 18.95 percent and average fee is $ 595, with advances up to 120 percent of
NADA trade ++ 140 percent out the door. We do offer 66 month financing and up to 1 point of
participation on qualifying tiers.
We will consider second units for qualified customers and bank statements are required for self-employed
applicants as opposed to tax returns.
For more
information:
Please contact out Marketing Department at (800) 216-6862 Ext 6468 for further program questions or
request additional information at our website:
www.tidewatermotor.com/newdealersignup.aspx
Lender: Top Finance Co.
For more
information:
Top Finance Co., headquartered in Chatsworth, Calif., is a auto lender specializing in purchasing subprime
and bellow subprime vehicle sales contacts originated in the state of California. Established in 1999, we
have proven to be a stable and consistent purchaser of auto paper from California Dealers with reasonable
common sense underwriting and guidelines, providing excellent service to our dealers and their customers.
For more information, visit www.topfinance.com or e-mail Alexh@topFinance.com.
Tel: (818) 721-3710
9121 Oakdale Ave #203
Chatsworth CA
91311
Lender: Trac Funding Corp.
For more
information:
We are a non-prime and subprime lender servicing both independent and franchise dealers throughout the
U.S.
Additional information is available at our Web site, www.trac11.com.
Lender: TriFish
For more
information:
Trifish Finance has recently opened a Car Financing division to be able to service the growing auto sales
market in California. We currently purchase dozens consumer contracts per month from our broad dealer
base here in California. If you are a car dealer and would like to see whether Trifish Finance is the right
match for you, please visit www.trifishfinance.com/dealers.asp. TriFish is also available via the Finance
Express platform.

Lender: Turner Acceptance
For more
information:
Turner Acceptance Corp. has been in business since 1973 working with franchised and independent usedcar
dealers. Turner Acceptance is a subprime to near-prime lender doing business in the state of Illinois.
For more information contact Finance Express at (800) 543-8085
Lender: Union Finance
For more
information:
Union Finance is available in Virginia.
For more information, contact:
Union Finance
1703B North Main Street
Suffolk, VA 23434
(757) 934-1537
Lender: United Acceptance Inc.
For more
information:
We are one of the largest purchasers in the country of BHPH portfoios.
Our website is www.unitedacceptance.com and our sales line is (888) 951-9512 Ext 1856.
Lender: United Auto Credit
A program for EVERY customer, and a common sense decision on EVERY deal. Nonprime financing
since 1996. United Auto Credit – Driven to make a difference. Don’t miss another deal - contact us today!
For more
information:
United Auto Credit
18191 Von Karman Ave.
Ste. 300
Irvine, CA 92612
866-504-2133
www.unitedautocredit.net
marketing_department@uacc.net
Lender: Virtual Lending Source
For more
information:
VLS is part of the Virtual Lending Network, which has been serving franchised and independent automobile
dealers nationwide since 1994. In addition to lending, VLS provides software technology platforms for lead
generation, direct mail, print, radio and TV advertising, as well as consumer credit data. VLS offers prime
and subprime programs in 50 states for both purchasing and leasing of both new and used vehicles.
VLS
Virtual Lending Source, LLC
7084 Miramar Rd., Suite 400
San Diego, CA 92121-1359
Contact: Larry Murray
(858) 348-6628
lmurray@vlsmail.com
www.ItsAllAboutSellingCars.com
Lender: Wachovia Dealer Services

Wachovia Dealer Services has a long history of building successful relationships with dealers. As the
seventh-largest auto finance company in the nation, we offer powerful products and services that can help
you increase your sales and bottom line.
For more information, visit www.wachoviadealer.com.
Lender: Wells Fargo Dealer Services
For more
information:
Wells Fargo Dealer Services is one of the nation's leading auto finance
lenders and the #1 used car lender. With regional offices nationwide, we
offer an integrated financial services solution designed for the dealer
community. We provide a broad credit spectrum of lending to the auto
industry, real estate and floor plan financing, and an array of
commercial banking services through Wells Fargo Bank, N.A. We offer F&I
aftermarket products and services through Warranty Solutions(r), a
member of the Wells Fargo family of companies. Wells Fargo Dealer
Services has relationships with more than 12,500 auto dealers.
To learn more about Wells Fargo Dealer Services, please visit us at
wellsfargodealerservices.com.
Lender: Western Funding
For more
information:
Western Funding Inc. was incorporated in 1962 and licensed as a personal property broker by the State of
California. We recognized that both businesses and consumers had a need for a financing source for substandard
contacts, also known as 'subprime' contracts. We realized that people who were new in the area,
recently bankrupt, or perhaps had a lack of or a poor credit history were still entitled to credit but were
constantly being turned down by banks and other lending institutions.
We also knew that these types of sales were not necessarily being made to the 'Grade C' buyer, but were
nonetheless difficult to finance because of their sub-standard nature, such as service contracts, direct sales,
etc. Our innovative approach and vast experience in the finance industry has led us to be the leader in all
types of subprime finance, from automobile contracts to goods and services. Available in all 50 US States.
For more information, call (888) 434-3150, or visit www.westernfundinginc.com.
Lender: Westlake Financial Services
Westlake Financial Services is a leader in sub-prime auto finance, helping dealerships grows for over 20
years. Based in Southern California, Westlake originates indirect retail installment contracts through a
network of over 9,000 new and used-car dealerships in the United States. With dedicated dealer service
representatives both in the office and out in the field, Westlake dealers get the personalized service they’ve
come to expect.Westlake’s Buy Program™ is available online 24/7 through Nowcom Corporation’s
DealerCenter® website or via Route One®. With the program’s wizard-driven approach to structuring
deals, getting an instant approval is fast and efficient. By simply inputting the customer’s down payment
and desired monthly payment, the Deal Wizard will analyze the customer’s credit and automatically
structure an approval for every qualifying vehicle on the dealer’s lot. The results are arranged in order of
potential profit, thereby minimizing the time spent, and maximizing the profit made, on every Westlake
deal.

Westlake currently operates in 48 states with Wisconsin and Massachusetts pending.
For more information: Contact us today to learn more and to join our dealer family for free.
Please visit www.westlakefinancial.com or contact Marketing Operations at (888) 8-YES-YES (888-893-
7937) or email dealersignup@westlakefinancial.com
Lender: Wisdom Financial
For more
information:
Wisdom Financial is a subprime sales finance company based in Great
Neck, NY and is licensed/authorized to conduct the business of
originating automobile loans sourced from a network of dealerships
located in selected states across the United States of America. Wisdom's
niche includes but not limited to: (1) approving customers with
previous BKs, auto-chargeoff, prior repossession and foreclosure;
self-employed; first-time buyers; zero credit score, and (2) financing
current model year and older vehicles up to 12 years old; up to 150,000
miles; rebuilt salvage; lemon law buyback; TMU.
For more information, visit www.wisdomfinancials.com or contact us at
(516) 829-7570.
Lender: XpressCredit
For more
information:
Founded in 1999, XpressCredit is a privately held corporation headquartered in Syracuse, N.Y.
XpressCredit is a leading provider of Web-based F&I tools, including a Credit Aggregation System used by
both dealers and lenders; a comprehensive loan origination system, utilized by banks, credit unions and
finance companies; the FacTrack ID verification system; and the Xpress F&I Menu Selling System.
As a unique, cost-effective, patent-pending solution, XpressCredit automates and accelerates the indirect
financing process between dealers and lenders. XpressCredit’s strategy leverages the Internet to speed prequalification
and automate the credit decision process and workflow. Thousands of dealers and financial
institutions across the country are active users of the platform.
Direct dealer benefits include: F&I Menu System, Red Flag Compliance, Profit Calculators, CarFax
Integration, Discounted Credit Reports, Remote Accessibility and much more.
For more information call (866) 447-0462 or visit www.xpresscredit.net.
Editor’s Note: Finance Express submitted summaries for its lender partners, so for those companies a
notation was added that they are available on the Finance Express platform.

Read more…

Sean,
Thanks for taking the time to walk me through your site today.  We are excited to expand our relationship with the Internet Sales 20 Group, and I have no doubt that it will be long and mutually beneficial. 
The primary difference between our leads and any others on the market is our call verification process.  We use the same data modeling filters and process as most of the other reputable lead companies, but then we add another layer of filtration by having a call center call the leads to verify both information and intent of the customer.  All of the calls are recorded, so if the dealer ever has a question regarding a specific lead we can provide the audio file of our verification call.  The filtration process is the same for both finance and brand specific leads, although obviously there is more information to verify on the finance leads.
Another differentiator for us is our account management and training.  While many lead providers leave the dealer to his own devices once they sign up, we invest in full time account managers to help assure our clients success.  Our account managers have all worked leads in dealerships, and their sole purpose is to work with dealership personnel on scripting and process.  Our general process is a monthly conversation with the GM/DP as a progress report with a minimum of one conversation per week with the person working the leads to discuss details and progress of each lead. 
We have a combined 40+ years of lead generation experience on our management team, so while we are a new company we have been able to avoid many of the mistakes that a company new to the space would be likely to make.  We already have multiple dealers delivering over 20% of our leads, and our dealer attrition is almost none.   The one down side to our business model is lead volume, because we have such stringent filters in place we do not deliver the volume of leads that many of our competitors do.  In most major markets we only have about 200 leads available, and there are a few markets that have already sold out.  
I look forward to speaking with you soon, and I'll get you a blog submission tomorrow.
All the best,
Bob Harwood-
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http://www.dealersynergy.com 

Automotive Internet Sales / Phone Sales "What to Do if There is NO Phone Number or a Bogus Number"  

The hardest part of Automotive Internet Sales or Business Development is simply getting the prospect on the phone and that in part is because you might not have ANY phone number to contact them or its a wrong / bogus phone number... OR you might have a number, it could be there home or office and you can't seem to connect with them. So, what do you do? I see way too many people in our industry accepting defeat without ever trying to do something proactively to try to create a connection with a prospect.

What can you do...? 

First and foremost is NOT to accept that if there is no phone number listed or if there is a wrong phone number that "That is it". You MUST seek out an alternative... Here is a GREAT website you can go to:

* http://www.spokeo.com 

or

* http://www.anywho.com 

or my personal favorite is to call "411" and ASK for a "Reverse Look Up". 

If you can not find the prospect's phone number trying those resources then maybe you should take their email address (from their internet purchase request) and drop it into:

* Google 

* FaceBook

* LinkedIn 

etc...

The bottom line is TAKE A SHOT... try to find a person's contact information, or better contact information. REACH OUT TO THEM. Be "Proactive".

And remember, "You can not lose something, that you never have had before".

If you have any questions about this post or would like some free help... call me or email me-

http://www.seanvbradley.com 

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How many times as a manager have you looked through a deal that one of your salespeople just dropped on your desk and you asked yourself. "Who filled out this credit application? Or who filled in the blanks? Why are there crossouts? It sure looks like my salesperson did this. I have a complete deal in front of me. Ok let's call it in. " That's the norme in most dealerships. We wag the dog, push the paper, let's spot the car. This is a major problem. Dealers we have got to get out of this old habbit!

 For years I have been telling my salespeople. "The customer fills out the whole credit application! Not half, not some, but the whole thing! ' Would you let a mortgage broker fill out your mortgage application? So why would it be acceptable for are salespeople to fill out a customers 2nd biggest purchase application in their lifetime?
 
My article below is enough to scare anyone out of the bad habits of allowing a salesperson or any level of management to be filling out a credit application in there own handwriting for the dealer to save time.By having the customer
complete his or her application own reduces the chances of your sales staff from giving customers unnecessary pay raises, fake jobs, or even inflated investment income for a senior citizen so that they will qualify for a loan or lease with their high credit score. All of these scenario's are BANK FRAUD! Let's face it times are tough, and without proper process in set in place, as dealers we are wide open to lawsuits!
 
 Automotive News reported on an informal online survey of F&I managers last month in which 29% responded that salespeople or sales managers fill in credit applications for customers at their stores. "Oh well they’re just trying to move the deal along quicker and  help the customers fill them out the right way.  What could go wrong?"

What happens if a customer claims that the income or time on the job shown on the application does not reflect the truth?  How can that come up, you ask?  How about a customer’s lawsuit over a deal that was rescinded when the customer’s financing was denied because his income could not be verified randomly by a Prime bank two weeks after being funded? Look at your dealer agreements with these banks. They can contact the customer the moment you send them a deal and request just about whatever they want to support the application that was submitted to them. Just because your funded, doesn't mean you won't get charged back!

What if the customer was at another dealership and the income you stated doesn't match the application that another dealer sent in the week prior? Red Flag. Now you need POI, that's if your lucky enough that the annalist or banks computer doesn't turn it down because they see it as a flam. In the world of computers banks are sharing more and more information to protect themselves by leaning on each other. In the end ultimately they are the ones who will get the car back when the customer stops making the payments. As dealers most of the banks that we use have zero recourse unless it is a sub prime bank that is for extreme risk. In cases of contracts with recoarse smart dealer makes sure the customer makes the first few payments right at the dealership. Or until the recourse period is over. Until then the car has a tracking unit in it, and the dealer has a spare key for easy recovery, and we have no worries. This is quite common in the Gulf Coast Region  being that it is such a transient marketplace. 

Or how about a claim against the dealership arising from a repossession where the customer claims that he could not afford the vehicle because his income on the credit application was falsified by the salesperson? To make matters worse  the equipment that was stated on the book out sheet was also falsified. Now the dealer has REAL trouble. When matters like this become issues in litigation, it is easy for the customer to claim that he knows nothing about what was entered on the credit application if it is not in his handwriting.  He will claim that the amount of income, the time on the job, and any of several other important facts were made up by the salesperson.  Sure, he signed the application, but it was just another in an endless line of documents he was told to sign as part of his deal.

So where does your dealership stand if this happens? Where it leaves the dealer is basically in a position that he has to write a check and buy this vehicle back from the lender + any fee's the lender has incurred along the collections, and repossession process.  Now you have an angry customer, without a car and destroyed credit. In  light of the situation you as the Dealer have been deemed WRONG. Hopefully the customer doesn't look for a payday and proceed with a civial lawsuit. Unfortunately in this situation almost every dealer who has been forced to buy the vehicle back from the lender due to fraud, by a dealership employee a settlement has been rewarded. Oh and let's not forget what will happen if the State Attorney General decides to get involved. Whoever filled out that application may be paying fines, or even worse spending some time in prison. I don't know about you folks, but I'm way to cute for prisson

Not that it  makes any sense? We get sued, or prosecuted for selling a car.The customer came to us. They begged and pleaded to get approved, and asked for our help. We did our job and sold them a car. But were the bad guys in the systems eyes to begin with. We are car dealers!   "Us the big dealer vs the poor trusting customer." Who does the arbitrator or Judge rule in favor of? The little guy... Everybody's had a bad car deal including the arbitrator.

 
Certainly, dealers want credit applications to be legible and complete.They want salespeople to work with customers so that all of the required information is filled in. But a salesperson who is filling in the credit application for the customer makes it easy for the customer to claim that the salesperson made up the information. Here is the answer. Using blue ink pen. (Black ink can be accused as copy)  Have all information on the credit application filled in by the customer. Have a  seasoned salesperson, sales manager, or an F&I person work with the customer to develop all the pertinent information.  Then have the customer sign the application, and initial the income and time on the job.  The information on the credit application will be transferred into an electronic screen anyway "Dealer track, your DMS, etc."  Even when the application is not legible, it should be handwritten again by the customer in the most legible form they can and signed again by the customer,. Along with the customer’s original handwritten application attached to the legible application, along with the printed copy of the application from the DMS system your dealership uses. Make sure you retain all  original copies in the deal jacket with the orginal signatures. Doing otherwise is just being lazy, and you are not protecting the Dealership and it's Principal's best interest.
 
 Being a thorough sales consultant or manager will only get you positive results, and enhance your chances of promotion because of leading by proper example.Regardless of all our efforts a customer can always claim that he wrote what he was told to write by a salesperson.  But if it is the customer’s handwriting that is 100% throughout the application, and we have matching typed and written applications with original signatures on each.  It will be a tough sale to a jury, or arbitrator that we as the dealer did anything wrong.  Happy Selling! And remember compliance matters;)

 

By: Carter R. Nies

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http://www.dealersynergy.com

How Bad Do You Want It?

Out of thousands of videos that we have ever seen relating to inspiration and motivation, literally none seem to encompass the spirit of hard work and determination as this one video. “How Bad Do You Want It?” features former East Carolina running back Giavanni Ruffin along with a speech given by Eric Thomas aka “The Hip Hop Preacher”.

 

Giavanni Ruffin, a 6’1, 215 lb. running back, played college football at East Carolina where he mainly served in a backup role. Even as a backup, the thought of making the NFL never left Ruffin’s head.

 

“I’m hungry and determined,” Ruffin told Who’s Next Football. “When you start from the bottom you always want more. I’m one of the hardest workers you'll ever meet. I hate losing and I love to win. Every day, I take the necessary steps to become better for the team and for myself.”

 

After watching this video, you will completely understand the type of athlete and person Giavanni Ruffin is. Besides running an impressive 4.4 40-yard dash time, Ruffin may possess some of the more unique qualities found in a football player: a never-ending determination. There is nothing shallow about him. He lets his actions speak louder than words.

 

In this video, Ruffin is training his heart out during the NFL Lockout, hoping that someday he can make it on an NFL roster.  

 

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Got Bad Credit?

Got Bad Credit?

Have you ever heard this before? “Treat people the way you would want to be treated?” Otherwise known as the Golden Rule. Maybe you heard this one; “All people are created equal,” which just so happens to be mentioned by Thomas Jefferson over 2 centuries ago. But these statements are still not enforced 100% of the time in our Dealerships. The problem is that in today’s society and business we continue to do the same things over and over again expecting a different result, sometimes referred to as insanity.

Check out this scenario, (true story) I ask a sales consultant why his sales this month are off, and he responds like the average sales person, “got too much bad credit.” Well I guess he was unaware that West Tennessee and Memphis has been known in the past as the “bankruptcy capital of the world.” The problem here is not the bad credit, the problem here is the sales consultants mind set about a customer with challenged credit. I decided to watch this sales consultant closer, I needed to understand the sales consultants process with challenged credit customers before I could analyze the true problem. After 5 minutes here was my conclusion:

 

  1. The meet and greet was weak, he saw that the customer had a ‘98 Clunker and immediately brought the customer in for a quick 5-Liner (quick credit application in non-sales terms)
  2. Asked the customer how much money they have for a down payment.
  3. Let the customer go with no Manager T.O. before telling the customer to leave because their pockets were empty. Wow.

 

But who is to blame here, has the store created a culture to treat all customers the same? Does the sales consultant really understand the process with challenged credit customers? Here is what we do know, the sales consultant already thought in his mind that this customer has bad credit and that he would not sell them a car. The sales person treated them is if they were not important, almost as if that people with challenged credit are not allowed at this dealership unless they fit the banks guidelines. Would this sales consultant have treated his grandmother the same way? Would this sales person have treated a customer that stepped out of 2008 BMW 7 Series with business attire the same way? My guess is probably not, I would guess that the red carpet would have been rolled out for both.

 

Would you like to know how to sell more cars to people with challenged credit? Follow these easy steps:

  1. Treat the customer as if they had just won the lottery. Roll out the Red Carpet. Make the customer feel as if they are the first customer you have ever worked with, almost as if it is your first day on the job. Thank the customer a minimum of 2 times while doing the meet and greet. Something like this, “Before we get started, ABC Motors and myself would like to thank you for coming in today. We know that you have many choices when it comes to choosing a dealership, and I appreciate you for giving us an opportunity.
  2. Perform a proper need analysis with the customer. Find out they are trying to accomplish by coming into the dealership. What is most important to them? You need to earn there trust here. Explain the process and the proper steps that need to be taken before submitting there information to a lender.
  3. Select a Vehicle that fits within their guidelines.
  4. Provide them a world-class presentation and demonstration.

 

I will not go through all the steps here, but what I can tell you is that if you perform these first 5 steps on a challenged credit customer the way you would on a customer with an 800+ beacon, the results will be immeasurable. Here is why, regardless if you sell this customer or not, they will tell more people about there experience with you than a customer with excellent credit because typically an excellent credit customer gets the red carpet rolled out 99% of the time. The same with challenged credit customers, they typically get treated poorly the same way at every dealership. Statistics show that when a customer purchases a vehicle someone else in the household or family tree is looking to purchase a car within the next 90-120 days. Well I say the same statement would be made for people that visit a dealership and do not purchase, they know someone in the family, friend, or co-worker that is looking within the next 3 months.

 

            For example, a customer recently visited our website and submitted an online credit application. Immediately we emailed the customer and then followed up with a phone call. We first thanked the customer for the opportunity, performed a need analysis, explained our dealerships value package, and sold the appointment. Down payment and any other financial questions are not to be mentioned over the phone to our customers. This customer received a confirmation number and came in to meet with me directly. I thanked the customer and performed the steps listed above and assigned the proper “Product Specialists” to go over the features of this vehicle. In short, we were unable to obtain financing for this customer, but she was so enthused about the visit that she referred 2 people to us within 48 hours because of the great experience she received. We sold one of them and the other is still a working prospect. She also just so happens to be employed at the local Y.M.C.A. so as you can imagine she interacts with hundreds upon hundreds of people everyday. She continues to send us business and we continue to work on getting her a vehicle. All this because the Red Carpet was rolled out and we treated her differently than our competition.

           

Do you have bad credit? Want to sell more customers with challenged credit? Start with the most basic thing, treat the customers the way you would want to be treated and the rest will take care of itself. All customers are created equal.

 

Durran Cage

Internet Sales Director

Alan Vines Automotive

 

 

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http://www.dealersynergy.com

http://www.twitter.com/seanvbradley

http://www.facebook.com/seanvbradley

 

Special Finance Online

 

Special finance is back — I am seeing all over the country that sub-prime sales are up. More and more banks are approving people with bad credit and no credit. Special finance is not just for used car dealerships and buy-here pay-here dealerships. Special finance is for every dealership, even highline stores can benefit from sub-prime deals. More than 50 percent of the United States has less-than-perfect credit. So, if you are not actively and proactively taking advantage of special finance, you are missing the boat. Dealerships that are successful with special finance boast grosses averaging of more than $3,000 per copy.

Now that I have your attention, let’s focus on something very special — “special finance online,” where special finance meets the Internet. We know that more than 89 percent of Americans go online before they ever step into the dealership for some type of research. That goes for people looking for a bad credit/no credit car loan. Most dealerships in 2011 are doing unsatisfactory in their Internet departments; most dealerships’ Internet sales departments or BDCs are non-functioning or unprofitable. The bottom line is that most dealers are still struggling with automotive Internet sales, so it would seem absurd for most dealerships to worry about any other form of Internet sales. That fact, however, is in your best interest. There is a huge opportunity with “special finance online.” It is like the Wild Wild West. Since no one really has dominated special finance online, which means the door is wide open for you and your dealership.

Here is what you need to do to dominate special finance online:

  • First, create a “special finance” Website like www.autocreditapprove.com – Make sure it is NOT www.abcmotors.com / we do bad credit / no credit. You want to make it a complete separate entity, as if you have your own special finance lead source provider site.
  • Make sure that you have the proper “onsite” SEO done to your site. Title tags, descriptions, anchor text, alt tags, key words, site map, and so on.
  • Make sure you set up a separate Google Places page for your new special finance company, fully set up with unique content.
  • Set up Google Alerts.
  • Create an online reputation strategy for your sub-prime site. Google Reviews, Dealer Review Boost, Dealer Rater, Car Folks, Edmund Reviews, Yelp, etc.
  • Create a campaign of “focus” (microsites) — one site for each relevant category.
  • Create a Video Search Engine Optimization (VSEO) campaign.
  • Set up a full special finance social media campaign/strategy (along with social media SEO)
    • Facebook
    • Twitter
    • Tumblr
    • Flickr
    • YouTube
    • MySpace
    • WordPress Blog
    • Create a powerful search engine marketing campaign (Pay Per Click)

Basically, you are going to build a special finance site and think of it as a brand new dealership. In the same way that you are going to dominate automotive Internet sales, you are going to dominate special finance online. The idea is to make sure that when anyone searches for anything at all related to bad credit/no credit auto loan in your area (and surrounding areas) they will find your sub-prime site. You are going to be the “Autotrader” or the “Cars.com” for special finance online in your area.

You might be asking how is this possible? It’s simple: Everyone is asleep at the wheel. Again, most dealerships are struggling on how to simply survive with automotive Internet sales, special finance online is not even on their radar.

If you have any questions about this article or you would like me to assist you for free in starting your special finance online campaign, please call or e-mail me.

 

Sean V. Bradley is the founder and CEO of Dealer Synergy, a nationally recognized training and consulting company in the automotive industry.
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