Credit Acceptance Market Area Manager

This document contains information about the Company and certain benefits and compensation offered to Market Area Managers as of January 1, 2016.The information contained herein is subject to change at any
time in the Company’s sole discretion. The Company reserves the right to amend, modify, suspend or terminate any compensation or benefit plans and programs at any time and in any manner. If there is any discrepancy
between the information contained in this document and the official Plan Documents and insurance contracts, if applicable, for the Credit Acceptance Health & Welfare Plan or the Credit Acceptance Corporation 401(k)
Plan & Trust, such official Plan Documents and insurance contracts will rule.
WELCOME TO
CREDIT ACCEPTANCE
We are a great place to work! Market Area Manager
TAKE CHARGE ABOUT US POSITION PROFILE COMPENSATION & BENEFITS

why not start here?
take
of your own
charge
career
Career Progression Opportunities
As an employee-centric organization we have an intense focus on professional development and continuous improvement.
As a result, we only consider promotions into the Director of Sales roles from the Market Area Manager population
Run Your Own Market
In defined territories with uncapped opportunity, Market Area Managers run their own market with the autonomy of an
entrepreneur and the support of a large corporation.
AB C
AU TO
Above Market Benefits Package and Uncapped Commissions
Our compensation program is designed to attract, retain, and motivate exceptional people.

Credit Acceptance has over 40 years of success, an experienced leadership team, long-term stability and continued access to capital. As a leader in the indirect Auto Finance industry,
we’ve developed proven systems and processes to help new and used car dealers sell more cars and make more money.
a brief
into
Credit
Acceptance
look
HISTORY OF OUR BUSINESS
AWARDS & RECOGNITION

On August 23, 1972 Credit
Acceptance is incorporated for
the purpose of consolidating
the receivables management
and collection activities of
the dealerships owned by the
Company’s Chairman.
The Company celebrates its
Initial Public Offering and
begins to expand rapidly.
(NASDAQ: CACC)
1972 1992
A B R I E F L O O K H O M E
C H A P T E R O N E - T H E E A R LY Y E A R S
A H I S T O R Y O F O U R B U S I N E S S
The Company purchases the
Silver Triangle Building (HQ)
to meet growth objectives.
Opens the Henderson Servicing
Center in Henderson, NV.
1993 1999
C H A P T E R T W O - M O V I N G O N U P
N E X T

Introduces The Company’s
first list of BHAG’s (Big, Hairy,
Audacious Goals).
Introduces the Credit Approval
Processing System (CAPS).
Company exceeds its
Profitability Goal of
18.6% with 18.8%.
Brett Roberts is named
Chief Executive Officer.
Company meets its
Share Price goal of $100.
Company joins Fortune’s list of
Top 100 Best Companies to Work
For for the first time at #52.
2001 20052002 2012 2014
C H A P T E R T H R E E - A C H A N G E I N B U S I N E S S
B A C K A B R I E F L O O K H O M E N E X T

Moves up 15 spots on Fortune’s
list of Top 100 Best Companies to
Work For. Ranks #37.
Establishes BHAG 2.0
2015
C H A P T E R F O U R - O U R C U R R E N T G O A L S & T H E F U T U R E
I N T R I N S I C
V A L U E
$1,000
SHARE PRICE
1.0 MILLION
CONTRACTS
TOP 10
PLACE TO WORK
BHAG 2.0
CLEAR GOALS
CONTRACT
CREDIT ACCEP TANCE
CONTRACT
CREDIT ACCEP TANCE
B A C K A B R I E F L O O K H O M E

A W A R D S & R E C O G N I T I O N
2012 2012 2012
2013 2013 2013
2013 2014 2014 2014 2015 2015
2014 2014 2014
2014 20152015
2015
2015
Detroit Best
& Brightest
Companies to
Work For
Detroit Top 100
Work Places
National Best
& Brightest
Companies to
Work For
National Top 150
Workplaces
ComputerWorld
100 Best Places
to Work In IT
Crain's Fast50
Fastest-Growing
Companies
Fortune 100 Best
Companies to
Work For
Great Rated!
People's
Picks, Great
Workplaces
in Financial
Services
Fortune List
of 100 Best
Workplaces for
Millennials

positionprofile
market area manager
Ask anyone on our Sales Team and they will tell you that the Market Area
Manager role is the best job in the company! As a consultant to our Dealers, the
Market Area Manager is responsible for executing the 6 Step Sales Process:
You will be measured on your ability to grow your business profitability. Key
metrics include:
Enrollments
Enrolled to Active
Volume from Enrollments
Retention Rate
Step 0 - Plan
Step 1 - Prospect
Step 2 - Discover
Step 3 - Select
Step 4 - Set Up
Step 5 - Launch
Step 6 - Develop
RESPONSIBILITIES SUPPORT VALUES BIOS

New Hire Training
Extensive training is provided to ensure MAMs are prepped with the company knowledge and best
practices to succeed. Weeks 1, 3, and 5 are conducted in the field with the Director of Sales, while
weeks 2 & 4 are classroom based and held at our company HQ in Southfield, MI. Once MAMs are
able to gain some experience in their territory, they return 6 months later to review their experience
and learn some new tips and tricks.
positionprofile
market area manager
Tech and Tools*
Credit Acceptance MAM’s are provided with an iPhone, Yoga tablet with laptop conversion, best
in class market reporting and lead generation technology as well as a homegrown CRM and
performance dashboards to help with tracking dealership data and real-time performance metrics.
Annual Sales Leadership Exchange (SLE)
SLE is an annual event held by Credit Acceptance that is focused on best practices in sales and
dealer engagement as well as training & development. The event also includes an awards and
recognition ceremony.
*as of January 2016

positionprofile
market area manager
To be successful in this role, Team Members need to demonstrate the characteristics of PRIDE (our Company core values) in their work:
Positive Respectful Insightful Direct Earnest
1. Maintain a positive
attitude
2. Focus on solutions,
not just pointing out
problems
3. Promote a friendly,
collaborative
environment that is
enjoyable for coworkers
1. Value teamwork and
embrace helping others
2. Share credit and
appreciate work of
others
3. Communicate openly
with language that
promotes trust
4. Actively listen; be
receptive to feedback
1. Make timely, well
considered decisions
2. Create innovative
solutions
3. Find root cause of
problems and solve at
the source
4. Diligently accumulate
company, industry and
business knowledge
1. Communicate in a
clear, fact-based
manner
2. Don’t be afraid of
difficult conversations
3. Raise concerns and
provide feedback
through proper
channels
1. Be honest, sincere
and match words with
actions
2. Work hard and strive to
continuously improve
3. Pursue company goals
relentlessly
R I D EP

positionprofile
market area manager
Eric Cassar
Regional Vice President
Awards
1997
Joined the Credit Acceptance Team
Dealer Service Center1997
Contract Servicing2000
IT2002
Team of the Year2011
Market Area Manager2004
DOS Top Gun2011 MAM Top Gun2007
Director of Sales2008
DOS Top Gun2012 Team of the Year2010
VP of Sales2014
DOS Top Gun2014 DOS Top Gun2010
Positions at Credit Acceptance
“Since joining the Credit Acceptance team in 1997, I have been offered the
opportunity to build my own career path and explore various functions within our
business. Before starting as a Market Area Manager, I worked in several servicing and
corporate support departments all of which fueled my passion for offering our product
to dealers across the country. My growth within the organization is an example of the
tremendous opportunity Credit Acceptance offers to those that bring their best effort
to work every day.”
We are an organization that believes in the development of our team members and promotion from within. Check out just a few examples of
Market Area Managers that have grown their career with Credit Acceptance. Click a name above to learn more.
ERIC CASSAR LEO GUERRA BRIAN LEACH RACHEL BRABHAM

positionprofile
market area manager
Dealership General Manager
Previous Occupation
2012
“My experience with Credit Acceptance has been above and beyond my
expectations. The company has not only allowed me to incorporate my previous
experience and expertise but also has given me the support and knowledge to help
me grow and reach my potential.
I started with the company as a Market Area Manager in Northern New Mexico. Upon
reaching company goals within my first year I was offered a position as Director
of Sales in the Southwest District which includes Colorado, Utah, Arizona and New
Mexico. I currently supervise 13 Market Area Managers in their respective territories
and love what I do. Recently I received the Workplace Hero Award for 2014 and I was
truly honored by the recognition.”
Leo Guerra
Director of Sales
Workplace Hero Award Winner
Awards
RESPONSIBILITIES SUPPORT VALUES BIOSBIOS
BRIAN LEACH RACHEL BRABHAMERIC CASSAR LEO GUERRA

positionprofile
market area manager
2011
Franchise Dealership Owner
Previous Occupation
“I spent many years in the retail automobile industry, the last several as a Dealer
Principal of a General Motors franchise. I joined Credit Acceptance as a Market Area
Manager in 2011, and was able to make a smooth transition with the help of our
world-class leadership and training.
I won the coveted Top Gun award for Q1 2013, and was recently promoted to Director
of Sales for the Southern California District, where I now supervise 13 Market Area
Managers. It’s an honor to work for a company that appreciates their employees’
experience and talents, and also supports us with the best resources in the industry.
My only regret is that I didn’t join Credit Acceptance years ago!”
Q1 2013 Top Gun Award
Awards
Brian Leach
Director of Sales
RESPONSIBILITIES SUPPORT VALUES BIOSBIOSBIOS
RACHEL BRABHAMERIC CASSAR LEO GUERRA BRIAN LEACH

positionprofile
market area manager
2012
Market Area Manager
Awards
Insurance Industry Sales Rep
Previous Occupation
2013 Top Gun Award Top Ribbon Holder
"As someone who didn't come from the car business or the finance world, I knew I
was taking on a huge challenge accepting a Market Area Manager position. To my
amazement, with the amount of training, tools, and resources Credit Acceptance
provided to me, my transition into the industry was surprisingly smooth.
My Director of Sales was an additional wealth of information and promoter of my
career goals. I learned quickly that with determination and a high sense of urgency
to grow the business, it's not always a matter of what you know, but rather preparation
of a plan that you can consistently execute. I'd like to think that I've been able to
achieve a level of success in this role because I knew from day one that a consistent
process was going to allow me to succeed on purpose."
Rachel Brabham
Market Area Manager
ERIC CASSAR LEO GUERRA BRIAN LEACH RACHEL BRABHAM

benefits&
compensation
The Market Area Manager compensation plan goes far beyond our competitive base salary. Uncapped commissions, profit sharing, holiday
bonus, automobile reimbursement, and mileage reimbursement are just a few of the many perks of the role.
Credit Acceptance matches
100% on the first 1%
a team member contributes and
an additional
50% on the next 5%
BASE & VARIABLE
of our team
members overall
rated Credit Acceptance as a great
place to work in 2015
97%
GREAT CULTURE401K
26.5holidays and
vacation days
after one year of employment
PAID TIME OFF
In 2015, the average Market Area
Manager made
$110K+
COMPENSATION BENEFITS

benefits&
compensation
We are proud to offer a highly competitive benefits package inclusive of the following:
Delta Dental Plan of Michigan BCBS
Superior Vision Plan Paid Time Off and PTO Buy
Health Care Savings Account (HSA) Service Award Program
Flexible Spending Account (FSA) Tuition Assistance Program (up to $5250 annually)
Life Insurance Adoption Assistance Program
401K with Company Match 7.5 Paid Holidays
Disability Employee Assistance Program
Profit Sharing Holiday Bonus
COMPENSATION BENEFITS

Credit Acceptance Market Area Manager

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