League/LSC Conference Call

League/LSCConference Call

Wednesday, October 14, 2009

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Agenda• Top LSC’s• What’s New

– FTD– CU Benefits– GM– Chrysler– Sprint

• News of Interest• Follow-up• Overcoming Objections• Best Practices/Success Stories• League Communication Schedule

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Top LSC’s

Auto Sales Sprint Supporting Credit Unions

Texas 26,019 Michigan 230

Michigan 17,318 California/Nevada 42

Florida/Alabama 12,406 New York 35

California/Nevada 9,754 Texas 35

Pennsylvania 9,500 Florida 34

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What’s New

• FTD.com• Beginning November 1, 2009• Members receive 20% discount on:

– Flowers– Plants– Gift baskets– And more

• Web site encourages members to use their credit union credit or debit card

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What’s New

• Beginning November 1, 2009• Bundled discounts on medical and lifestyle

products and services • Discounted monthly subscription rates• Examples include:

Medical Discounts Lifestyle Discounts• Dental Care • ID Theft• Vision Care • Financial Helpline• Medical supplies • Legal Services• Mail order pharmacy • Fitness

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What’s New

General Motors• Private Offer (Nov – Dec)

– $750 Private Offer pilot developed with five largest credit unions. Targeted direct mail/email developed by each credit union. Data mining capability will be a key metric.

• College Graduate (Nov – Dec)– $750 college graduate pilot through Michigan State University FCU. Approximately 2,500 grads eligible.

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What’s New

Chrysler • Affinity Rewards Pricing for Credit Union

Members– Discounts 1% to 2% below invoice.

– November 1st target start date.

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Sprint

New Sprint Partner League• Welcome to the Oklahoma League – our newest partner on the Sprint

Credit Union Member Discount Program!!!Sprint Goes Green with IIA and Credit Unions• CUs can order recycling countertop displays at [email protected] • Displays include 50 postage paid envelopes for recycling wireless

phones, batteries, accessories and data cards.  Credit Union Member Discount Includes Sprint Any Mobile,

Anytime Plan• The Sprint Everything Data Plan = unlimited calls to and from any

wireless phone on any network at no additional charge.  Plans start at $69.99.

• Any Mobile, Anytime Plan usually not included with affinity discounts.

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New Vehicle Inventories Low

• The Cash for Clunkers program drove an increase in the Seasonally Adjusted Annual Rate (SAAR) of new vehicles sales. For the first half of 2009, the SAAR of new vehicles sales was less than 10 million, in August that number jumped to 14.1 million.

• On September 1st, there were 49% fewer new vehicles available to sell.

• Good news for the auto and their service and support industries. Plants have re-opened, and workers are back on the line.

• Until inventories are replenished and consumer demand once again increases, competition for auto loans will likely increase. Credit unions will need to monitor their rates against competitors and continue to offer the best deal possible to members. Source: MANHEIM CONSULTING

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Residual Values Increasing• An industry wide shortage of used

vehicles is driving higher used car values and in turn increasing new vehicle residual values.

• Leasing is once again more attractive to finance companies who previously walked away.

• The IIA lease program was developed to mitigate the residual value risk to credit unions. When combined, the IIA lease program and rising residual values makes getting into the leasing business now, very attractive.

Source: Automotive Lease Guide

Residual Forecast

Actual Retention

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Follow-up

• Sprint Incentive Checks will be mailed mid to late December.

• Marketing Materials Fulfillment:– 683 credit unions have ordered marketing kits– 1193 credit unions have not responded– We need your help… no cost to credit unions to order!

• 2nd qtr. Incentive payments should arrive late October. As discussed, CUcorp will audit league web sites for contractual compliance.

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Overcoming Objections• Credit Union:  We have a “Preferred Dealer” list or work with a company

that gives our members auto discounts already. • Response:  That is fantastic!  So, your members are used to your credit

union helping them save money.  This program is the perfect complement to that.  Letting them know about the auto discounts through the IIA program is simply giving them the option to determine the best deal they can get.  If your members can save more money using the IIA discount on a new GM or Chrysler vehicle than through your other service, why would you not want them to?

• Additionally, the IIA program offers discounts on so much more than autos.  There are partnerships with: Thor Industries for savings on RVs, Sprint for savings on wireless services for both individuals and small businesses – members have saved more than $31 million with the Sprint  discount already,  Allied Moving and Storage for both in and out-state moves, and Universal Studios and FTD Florists are joining the mix November 1.

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Overcoming Objections• Credit Union: We don’t want to spend money promoting IIA.•  Response:   The IIA program has always offered marketing materials

at low or no cost.  The printed pieces simply needed to be downloaded from www.LoveMyCreditUnion.org website and printed at the credit union or their preferred printer.  Additionally, there are many tools for credit unions to use that don’t cost anything at all:  email, on-hold messages, newsletter articles, print and on-line ads, logos and web banners.

• However, since October, IIA has offered FREE printed materials to all credit unions signed up to support the program.  Credit unions can order inserts to be shipped directly to their mail house, additional pieces to use as take ones at the credit union branches, and posters for both GM and Chrysler - all at NO COST to the credit union. These pieces are in the new American Values theme. There are also American Values themed email, on-hold messages, newsletter articles, print and on-line ads, logos and web banners to use as well.

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• Best Practices/Success Stories

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Future League Communications• League Conference Calls 1st

month of each quarter (Wednesday’s at 3 pm EST)– January 13, 2010– April 14, 2010– July 14, 2010– October 13, 2010

• Access– Phone: 888-742-8686– ID: 9691663

• Monthly updates via PowerPoint presentation– 2nd Wednesday each month– Available on line

• IIA Newsletter (First Friday of every month)– November– December