This document discusses recommendations for optimizing a lending program's recovery efforts. It begins by reviewing current delinquency rates and procedures. It then outlines various internal and external risk mitigators that can help, such as strong dealer contracts, early delinquency indicators, insurance tracking, and data-driven recovery providers. The document advocates building a robust recovery model with compliance-focused processes and resources like license plate recognition. It concludes by promising recommendations to strengthen the lending program's recovery optimization.

1. Recovery Optimization for
Your Lending Program
October 18, 2016
E. Andrew Keeney, Esq.
Kaufman & Canoles, P.C.
Pete Hilger
Allied Solutions

2. 2
E. Andrew Keeney, Esq.
Kaufman & Canoles, P.C.
150 West Main Street, Suite 2100
Norfolk, VA 23510
(757) 624-3153
eakeeney@kaufcan.com
http://www.kaufcan.com/movies/
credit-unions.html
Pete Hilger
Allied Solutions
(317) 428.5463

3. 3
Topics to Cover –
Items of Interest
• Current delinquencies
• Some current procedures
• Some current offerings
• New products and offerings
• Recommendations for consideration

4. 0%
1%
2%
3%
4%
5%
6%
All FDIC-Ins. Community Banks FICUs
Delinquency Ratios
Source: NCUA, FDIC

5. 5
0.0%
0.5%
1.0%
1.5%
2.0%
2.5%
3.0%
3.5%
4.0%
4.5%
Credit Card Auto
First Mortgage Other R/E
Business
FICU Delinquency Ratios by Type
Note: Auto delinquencies not available prior to 2016
Source: NCUA

6. 6
Risks
Lack of Data to
Determine Risk
Tolerance
Identity Theft
Inadequate
Underwriting
Guidelines
Weak Dealer
Contracts
No Dealer Quality Control / Audit Program
FTE ownership
Lender Level
Lack of Strong
Management Oversight
Product Cancellation
Lack of Risk
Management Tools
Lack of Early Delinquency Indicators
Military
Personnel-
Lending and
Collection
Franchise versus Non-
Franchise Dealers
Ill equipped
Collections Model
Repossession/Redemption/Reinstatement Compliance
Insufficient Legal
Counsel Support
Dealer Compliance
Borrower Fraud Rings
Inadequate Vendor Support

7. 7
Internal Risk Mitigators
• Strong Dealer Contracts
• Audit Program
• Buy Back Provisions
• Early Delinquency Indicators
• Robust Collection/Recovery Model
• CFPB

8. 8
Internal Risk Mitigators (cont.)
• Effective Charge Off Collections
• Strong Legal Support
• Strong Underwriting Guidelines
• Dealer Buy Back Programs
• Dealer Management
• Process for Product Cancellation and Credit

9. 9
External Risk Mitigators
• Insurance
• Insurance Tracking
• Title Tracking
• Address Scoring Services
• AutoCheck
• CARFAX

10. 10
External Risk Mitigators (cont.)
• DRN
• License Plate Recognition
• SKIP Resources
• REPO Resources
• Alert Services
• Product Cancellation Provider

11. 11
Litigation Regarding Repossessions
• Trend
• Class Action

12. 12
Make Recovery Easier
• Forwarders/Aggregators for expanded footprints
• Data Driven Providers (LPR)
• Integration with Insurance Program
• Integration with Collection Software
• Strong Indemnification Contracts
• Use Remarketing Support
– Online Auction

13. 13
Red Flag Mitigators
• Compliant Vendors
– Fidelity Bonds
– Background Check
– RISC Members
– Secure Lots
– Insurance Required Garage Liability
• Measure/Score
– Recovery Rates
– Speed of Recovery
– Complaints

14. 14
Robust Recovery Model
State Specific
Notification and
Processes at time of
repossession
(redemption and
reinstatement
Compliance Focused
Buy Back
Provision
Adherence
Remarketing
Strength beyond
local
Built out and tested ahead
of loan delinquency –
Leverage partners and volume
Territory
Management
versus
Local/State
Management
Internet Bids for Collateral
Robust locate resources, SKIP,
LPR, Repossession network,
incentives and payments
Indirect Collection
Practices- speed to
collect and
repossess
Legal resources for Dealer Recourse
License Plate
Recognition
Recovery Program-
insurance recovery on
repossessed collateral
Data analytics on loan performance/dealer performance
Recovery partner for
Dealer Products
(GAP and MBP)
Vehicle Alerts

15. 15
Recommendations

16. 16
E. Andrew Keeney, Esq.
Kaufman & Canoles, P.C.
150 West Main Street, Suite 2100
Norfolk, VA 23510
(757) 624-3153
eakeeney@kaufcan.com
http://www.kaufcan.com/movies/
credit-unions.html
Pete Hilger
Allied Solutions
(317) 428.5463

17. Recovery Optimization for
Your Lending Program
October 18, 2016
E. Andrew Keeney, Esq.
Kaufman & Canoles, P.C.
Pete Hilger
Allied Solutions