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1. Prime: > 680
2. Near Prime: 625 to 679
3. Sub Prime: < 624
18
17.2M 17M
16.8M 16.9M
16.6M 16.5M
Vehicle Sales in Millions
16.1M
16
14
12
10
2001 2002 2003 2004 2005 2006 2007
Prime
DOWNSTREAM
Merger/
Acquisition
UPSTREAM Organic
Growth
Subprime
© 2008 J.D. Power and Associates,
The McGraw-Hill Companies, Inc.
All Rights Reserved.
There is More !
Full Spectrum
Lending
Up-Stream Down
(Sub Prime Stream
to Mid (Prime to Sub
Prime ) Stream Prime)
10%
5%
0%
0 520 540 560 580 600 620 640 660 680 700 720 740 760 780 800+
FICO ® is a registered trademark of Fair Isaac Corporation Source: J.D. Power and Associates PIN Navigator data
18
17.2M 17M
16.8M 16.9M
Vehicle Sales in Millions
16.6M 16.5M
16.1M
16
14.9M
14
12
10
2001 2002 2003 2004 2005 2006 2007 2008
Price
Liquidity
Risk
Upstream
(Sub-Prime to Prime)
Relationship
Processes
Termination
Policy/
Service
22% Finance
Application/ Provider
Approval Offering
Process 30%
24%
Credit
Personnel
24%
Captives
Banks
Independents
Captive Advantage
Credit Unions
Overall Satisfaction
Downstream
Mid-Stream
Upstream
Offering
Credit Personnel
Application/Approval
Process
Termination
Policy/Service
Price
Portfolio
Downstream Risk
(Prime to Sub-Prime)
Processes Relationship
Termination
Policy/
Service
20%
Application/ Finance
Approval Provider
Process Offering
24% 32%
Credit
Personnel
23%
Overall Satisfaction
Downstream
Mid-Stream
Upstream
Offering
Credit Personnel
Application/Approval
Process
Termination
Policy/Service
High High
a cti on
ti sf
ll S a
Increase Future Business
ve r a
O
Dealer Lender
Market
Conditions
10%
5%
0%
0 520 540 560 580 600 620 640 660 680 700 720 740 760 780 800+
10%
5%
0%
0 520 540 560 580 600 620 640 660 680 700 720 740 760 780 800+
Non Captives 2007 Non Captives 2008
Upstream 2007 Upstream 2008
FICO ® is a registered trademark of Fair Isaac Corporation Source: J.D. Power and Associates PIN Navigator data
15%
Sub Prime Near Prime Prime
10%
5%
0%
0 520 540 560 580 600 620 640 660 680 700 720 740 760 780 800+
Non Captives 2007 Non Captives 2008
Midstream 2007 Midstream 2008
FICO ® is a registered trademark of Fair Isaac Corporation Source: J.D. Power and Associates PIN Navigator data
Growth
Profitability Risk
Short Term
¾General “Retrenching”
¾Evaluate Current Business Model (ERM?)
¾Re Focus on Core Business
¾Reward > Risk
Upstream Lenders
• Opportunity will be in own back yard
• Will Concentrate on Profitability rather than Growth
Midstream Lenders
• Opportunity will be on “higher end” Sub Prime
• Will see core business pushed to opposite sides
Downstream Lenders
• Best Opportunity for Full Spectrum Growth
• Will Focus on Prime
Questions:
Richard_Howse@JDPA.com
12%
10.0% 9.5%
10% 9.3%
8.8%
8.0%
8%
6%
4%
2%
0%
2004 2005 2006 2007 2008
New and Used Vehicle APR