F&I managers, coach your credit union partners, suggests Michael Cochrum of CU Direct. “There used to be this adversarial relationship” because credit unions encouraged direct lending to consumers, he said, which deprived dealerships of earning retail margins on loans. Dealers should “explain why direct is disruptive to the process … and why [each] piece of the process is important to the dealership,” he said.
Coach credit unions on positives of indirect lending
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