GM Premium ProgramReal Time Loan Leads

Thursday, March 20th, 2014

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Agenda

• Goal

• Program Success

• Premium Program Overview

• Real Time Loan Leads

• Free Program Tools

• Credit Union Integration

• How to Enroll

• Contact information

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Goal

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Goal

Drive Loans to Credit Unions!

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Program Success

Credit Union Participation

Credit UnionsProgram Support Continues to Grow!

IIA Participation 2011 2012 Through 2/28/14

IIA Overall 3,314 3,400 3,638

Auto 2,617 2,772 2,845

Sprint 1,560 1,806 1,924

ShopAmerica/Member Rewards 2,547 2,602 2,617

TurboTax (2011 TY) 955 1,142 1,364

Credit Union Auto Club N/A N/A 280

Over 3,600 credit unions support one or more IIA programs!

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Program to Date IIA Stats

Credit Unions

Sales (thru 2-28-14) Member Savings (thru 2-28-14)

Total Sales 3,559,804 Total Savings > $858 million

Sprint Activations 1,178,213 Sprint Savings > $350 million

Auto Sales 625,095 Auto Savings > $499million

Turbo Tax Returns 1,756,496 TurboTax Savings > $9.4 million

Credit Union Auto Loans (thru 12-13)

Auto Loans Funded 318,261 Auto Loan Value > $6.9 billion

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Credit Union VPP Performance

PROGRAM2012 CYTD SALES

% OF GM

RETAIL

2013 CYTDSALES

% OF GM RETAIL

Credit UnionLaunched 1/09

58,561 3.0% 70,998 3.4%

SOURCE: Everest owner database

Credit Union 83.6%Conquest

Top Sellers

Sales by Model

Program/Industry Highlights

• February 2014 - best IIA GM sales month since 2009– Up 80% from prior year

• Chevrolet, Buick, GMC sold 2.6 Million vehicles in 2013

• 2014 U.S. industry forecast by NADA to be 16.4 million

• Enhanced Bigger, Better, Simpler program launched in October 2013

• More loans written by credit unions!

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GM Premium Highlights• 90 Premium credit union enrollments since

September launch!

• Over 42% increase in year over year GM sales since loan lead launch!

• Premium CUs sales as a percent of members over 25% better than Standard CUs

• Focus will be signing up or upgrading credit unions to the GM Premium Level

• Standard level is no longer offered

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Award Winning Program

2009 CU Journal’s Innovation of the Year Award

2012 NCUF Herb Wegner Memorial Award for Outstanding Program “Rarely has the Awards and Nominating Committee collective scored a program so high,” said NCUF Awards & Recognition Committee Chairman Bob Schumacher. “When you look at the numbers that support Invest in America’s efforts, the outcome is so overwhelming, it’s hard to grasp or comprehend all its immensity.” - Watch Award video filmed by CUNA about IIA – IIA VideoSource - National Credit Union Foundation

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Premium Program Overview

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Credit Union Member Discount from GM

Eligible credit union members can purchase NEW Chevrolet, Buick and GMC vehicles at a discount, which is a percentage based discounted price . The Credit Union Member Discount from GM can be combined with most current incentives to save even more.

‒ Fixed price, non-negotiable‒ Not compatible with subvented rate financing

Enhanced Program

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October 2013 launch

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Bigger Simpler BetterNew Credit Union Member Discount from GM Program

Make Model MSRP Old PriceEnhanced

PriceTotal

Discount% MSRP Discount

Memo: Additional

SavingsChevrolet 2014 Camaro 1LT Coupe $ 31,125 $ 30,061 $ 29,720 $ 1,405 4.5% $ 341 2014 Cruze 2LT $ 23,745 $ 23,213 $ 22,943 $ 802 3.4% $ 270 2014 Equinox 2LT FWD $ 29,630 $ 28,606 $ 28,281 $ 1,349 4.6% $ 325 2014 Impala 2LT $ 30,760 $ 29,910 $ 29,562 $ 1,198 3.9% $ 348 2014 Malibu 1LT $ 26,125 $ 25,290 $ 25,002 $ 1,123 4.3% $ 288 2014 Silverado 1500 Crew Cab LT 4WD $ 41,950 $ 39,500 $ 39,077 $ 2,873 6.8% $ 423 2014 Sonic LTZ $ 20,910 $ 20,229 $ 20,003 $ 907 4.3% $ 226 2014 Spark 2LT $ 17,350 $ 17,023 $ 16,828 $ 522 3.0% $ 195 2014 Suburban LTZ 4WD $ 65,245 $ 61,345 $ 60,680 $ 4,565 7.0% $ 665 2014 Tahoe LTZ 4WD $ 64,685 $ 60,741 $ 60,085 $ 4,600 7.1% $ 656 2014 Traverse 1LT AWD $ 37,710 $ 36,378 $ 35,961 $ 1,749 4.6% $ 417 2014 Volt $ 39,715 $ 38,375 $ 37,931 $ 1,784 4.5% $ 444 Buick 2014 Enclave Leather AWD $ 48,445 $ 46,579 $ 46,045 $ 2,400 5.0% $ 534 2014 Encore FWD $ 25,085 $ 24,575 $ 24,289 $ 796 3.2% $ 286 2014 LaCrosse Leather AWD $ 42,460 $ 41,184 $ 40,703 $ 1,757 4.1% $ 481 2014 Regal Turbo Premium 1 $ 32,485 $ 31,747 $ 31,373 $ 1,112 3.4% $ 374 2014 Verano Leather $ 29,360 $ 28,602 $ 28,270 $ 1,090 3.7% $ 332 GMC 2014 Acadia SLT-1 AWD $ 46,730 $ 44,862 $ 44,351 $ 2,379 5.1% $ 511 2014 Sierra 1500 Crew Cab SLE 4WD $ 44,350 $ 41,744 $ 41,297 $ 3,053 6.9% $ 447 2014 Terrain SLE-2 FWD $ 32,225 $ 30,940 $ 30,593 $ 1,632 5.1% $ 347 2014 Yukon Denali AWD $ 65,225 $ 61,323 $ 60,658 $ 4,567 7.0% $ 665 2014 Yukon XL Denali AWD $ 67,940 $ 63,878 $ 63,185 $ 4,755 7.0% $ 693 Program Averages $ 39,239 $ 37,550 $ 37,129 $ 2,110 5.4% $ 421

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GM Premium Level Benefits

Plus, Real-Time Loan Leads!

• Credit Union Member Discount from GM – not compatible with subvented rates• Employee Pricing for credit union employees that own a non-GM make vehicle• Loan links on GM microsite• Custom inserts and take ones• Custom size web banners• Lobby Posters• Newsletter articles and email copy• Email templates• Social media content• Weekly summary of member activity

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GM Premium Marketing Requirements

Premium – Requirements (Jan – Dec)Complete two:

• Include in quarterly statement inserts/E-statements• A direct mail/loan promotion piece • Conduct GM email marketing campaign

Complete all:

• Promote through newsletter/website articles within first 6 months of enrollment and annually thereafter

• Utilize lobby materials within 60 days of enrollment and ongoing thereafter – take ones, posters

• Place one GM web banners or links on website home page, loan page, member benefit page within 30 days of enrollment and ongoing thereafter

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Real Time Loan Leads

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How it Works

• Credit unions integrate the Credit Union Member Discount from GM into their marketing and auto lending programs

• Credit unions manage their members and control the deal– The loan is the credit unions to own and requires

proactive member engagement– Auto financing is a big profit center for dealers

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• Member receives credit union communication(s) about GM Preferred Pricing, low auto loan rates and pre-qualification

• Insert, Email, Newsletter, Promotion, etc…

• Member generates authorization code and credit union is now immediately notified

• CU immediately contacts member and gets pre-qualified/pre-approved for CU auto loan

• If credit union utilizes indirect lending, the loan lead should be incorporated into that process

• Member goes to dealer and purchases vehicle• Credit union books the auto loan

How It Works

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Real-Time Auto Email

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Free Program Tools

Real Time ContactsProvide accurate contact information for loan leads!

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Loan LinkCredit unions can now easily provide their loan link to IIA!

–Provides easy access to your loan app or loan page

–Drive more auto loans to your credit union

–Use your scorecard to provide your loan link

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Marketing Resources

• Free ready-to use marketing materials including:

• Customization and Campaign Execution Services Available

• Monthly Newsletter

• Frontline Staff Update

• National Program Support

Email services Newsletter articles Take Ones

E-Statement Artwork On-hold Messages Statement Inserts

Logos Posters Website banners

Custom Inserts

Custom Size Banners

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GM Premium – Custom Insert

Variable Fields• Credit union name• Credit union URL

to direct members where to apply for loans• Credit union logo• Loan rate•Web disclaimer

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Best PracticesNavigant CU - RI

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Credit Union Integration

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Credit Union Integration

• Prominently display the GM marketing materials in your lobbies

• Utilize custom statement inserts/take ones

• Prominently display the custom size GM web banners that links to the GM member discount page

• Publish a GM discount article in credit union’s newsletter/e-newsletter

• Use the poster or customized take one and incorporate into your new membership packets and SEG communications

• Email your credit union members raising awareness of the GM discount

• Develop a process with your indirect lending activity

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How to Enroll

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Partner Center Home Pagehttp://www.lovemycreditunion.org/Partner-Center-145.html

GM Enrollment

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Revised Enrollment Form

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Contact Information

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Contact Information

Please contact your National Business Consultant with questions/feedback.Leslie Norush, National Business Consultant(Alabama, Florida, Georgia, Hawaii, Illinois, Kentucky, Louisiana, Mississippi, North Carolina, South Carolina, Tennessee, Wisconsin)800.262.6285 x 542Colleen Meek, Senior National Business Consultant (Alaska, Arkansas, Arizona, Colorado, Idaho, Indiana, Iowa, Kansas, Minnesota, Missouri, Nebraska, New Mexico, Oklahoma, Texas, Utah, Wyoming)800.262.6285 x 530Curt Belaney, National Business Consultant (Connecticut, Delaware, Maine, Maryland, Massachusetts, New Hampshire, New Jersey, New York, Ohio, Pennsylvania, Rhode Island, Vermont, Virginia, Washington D.C., West Virginia)800.262.6285 x 543Bob Bearden, National Business Consultant(California, Nevada, Montana, North Dakota, South Dakota)800.262.6285 x 751Crissandra Fry, National Business Consultant(Oregon, Washington)800.262.6285 x 549

Inside SalesJackie Adamson, National Business Consultant800-262-6285 x 584Gary Siegel, National Business Consultant 800-262-6285 x 586

Drew CookCU Solutions GroupDirect: 734-793-4273Drew.Cook@cusolutionsgroup.com