League/LSCConference Call

Wednesday, September 16, 2009

Agenda• Top LSC’s• What’s New

– Chrysler– THOR RV– Allied Moving and Storage– Lending Update

• Sprint– New Supporting Leagues– 2009 Incentive Checks– Renewal Forms Online

• Online Marketing Campaign• Sample Marketing Kits to Leagues• Second Quarter IIA Incentive Checks• Overcoming Objections• Best Practices/Success Stories• League Communication Schedule

Top LSC’s

Auto Sales Sprint Supporting Credit Unions

Texas 24,631 California/Nevada 33

Michigan 16,851 Texas 32

Florida/Alabama 11,715 Florida 30

California/Nevada 9,402 Pennsylvania 27

Pennsylvania 8,834 New Jersey 24

What’s New

• Chrysler – Exclusive Credit Union Member Discounts resume

October 1. Details to be released as soon as they are available

– IIA is one of a select few affinity partnerships that Chrysler will continue through 2010

What’s New

• THOR RV– 21 sales recorded in first two weeks of program

• CrossRoads – 2• Dutchmen – 15• Four Winds – 4• In 15 states: AZ, ID, MI, MN, MS, ND, NY, OK, PA, TN,

TX, UT, VA, VT, WA

– Nearly 1,000 members visited the THOR Savings page on lovemycreditunionl.org

What’s New

• 10 members have requested quotes to date

• 9 quotes for Interstate moves

• Nearly 100 member visits to the Allied Save Page on lovemycreditunion.org

Average FICO Scores Drop

726723 722

720719 718

714

706

695700705710715720725730

Jan Mar May Jul

Avg. FICO Scors in 2009

• Demand for vehicles has increased as consumers have taken advantage of rebates and other incentives

• Lenders relax credit or re-enter market to seek to generate new auto loans

• Impact on Credit Unions - Minimal: – Credit union members tend to have

higher average credit scores than other consumers, so credit unions have not experienced as much of a decline in their average credit scores.

– Credit unions have maintained a steady auto loan volume throughout 2009, so they haven’t felt pressured to lower their lending standards to generate new loans.

Source: CNW Market Research

CUs Grow Point-of-Purchase Balances

$65.40

$70.90 $70.50

$75

$77.10

$58$60$62$64$66$68$70$72$74$76$78

2005 2006 2007 2008 Q2 09

Point of Purchase Balances

• CU point of purchase auto loans increased 2.8 percent Q2 09 over Q2 08 and now total $77.1 billion

• Point of purchase auto loans make up 41 percent of all total auto loans

• Credit unions continue to increase their point of purchase auto lending balances through increased partnerships with automakers and dealers.

• As domestic automakers, such as GM and Chrysler, restructure, credit unions provide them with the funds they need to provide auto loans to members

Source: Callahan’s Peer to Peer

$ Billions

Sprint

• The following Leagues/LSCs have partnered with us to market the Sprint CU Member Discount Plan. New partners as of Jan 1, 2009 are in bold.

Alabama Massachusetts Oregon

Arkansas Minnesota Pennsylvania

Arizona Missouri Rhode Island

California New Hampshire Texas

Connecticut New Jersey Utah

Delaware New Mexico Washington

Florida Nevada

Hawaii New York

Indiana Ohio

Sprint

• Incentive Checks for the 08-09 Contract Year will be mailed out in early December .– Last year, almost $2M in incentives was distributed to the

credit union community, split between credit unions and LSCs.

– We expect to exceed this amount this year.

• Renewal Forms available Online– Credit unions can renew and schedule a mailing by

downloading the form at www.lovemycreditunion.org– New credit unions can sign up to participate at any time.

Online Marketing Campaign

• Comprehensive online advertising to run September through Year-end

• Plan includes – Online advertising on key sites– Key word search optimization– Social media through Twitter, Facebook, Blogger and

YouTube, etc.• Promotes vehicle discount programs• Compliments free marketing kits• $975,000 spend

– 70% on advertising– 30% on search sites

Marketing Kits

• Free Marketing Kits will be mailed directly to all supporting credit unions the week of 9/14/09

• LSC’s will receive a sample kit that includes:• Printed Materials:

– (2) 8.5” x 11” Teller Posters: 1 GM Version and 1 Chrysler version– (200) Lobby inserts promoting both vehicle brands

• Additional materials– Marketing CD Containing:

» Teller Poster» Publication Ads» Web Banners» Web Site Homepage Content» E-mail Copy» Newsletter Copy

• Only 683 credit union’s have ordered the free statement inserts. LSC’s should promote the use of the inserts to their credit unions which can be ordered online at: http://www.lovemycreditunion.org/IIA_Marketing_Materials_Order_Form_307.html

Second Quarter Incentive Checks

• Eligible payments to LSC’s exceeds $130,000• LSC payments are based on meeting the following

minimal requirements:– Solicit credit union sign-up in IIA– Distribute all IIA communications to credit unions

(newsletters, e-mail blasts, etc.)– Prominently promote IIA on league web site

• Prior to payment, CUcorp will audit web sites for compliance in order to meet GM/Chrysler contractual agreements

• 2nd Qtr payments will be sent in October

Overcoming Objections

Sprint• Credit Union – We only promote core credit union products • Response – By partnering on the Sprint Credit Union Member

Discount Program, you are not promoting a product, but rather a discount. You are simply letting your members know that if they use Sprint services, they can save 10% on recurring charges and have their activation fees waived and receive free upgrades. The credit union does not sell Sprint.

Overcoming Objections

IIA Discounts• Credit Union – We offer Visa and they offer discounts too. So

we already have a discount program.

• Response – While it may be true that your members can take advantage of discounts offered by VISA, those discounts are not specific to credit union members, they are simply discounts offered to consumers. The discounts offered through IIA are only offered to credit union members. The general public does not receive those discounts. So, in addition to helping save your members money, you are also adding value to being a member of your credit union. Why would you not want to let your members know there are various ways they can save money simply because they are a member of your credit union?

• Best Practices/Success Stories

Future League Communications

• League Conference Calls (Wednesday’s at 3 pm EST)

– October 14– November 11– December 16

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

• IIA Newsletter (First Friday of every month)

– October– November– December