Fair settlements come from knowledge and negotiation. Introduction

Fair settlements come from knowledge and negotiation. Introduction

Fair settlements come from knowledge and negotiation. Introduction One of the riskiest and least manageable facets of an auto loan portfolio is the impact of total loss incidents and associated insurance claim collections. Auto Claim Specialists can help reduce and manage this risk. This presentation will show how we do it. Outline What is a total loss? Example of turning a certain charge off and likely lost customer into a potential new loan. How we do it (Lender Resolution Process) How we can impact your annual bottom line What Constitutes a Total Loss? State Total Loss Criteria Total Loss Formula 22 States Total Loss Threshold 28 States 100% Threshold 2 States (TX, CO)

80% Threshold 3 States 75% Threshold 16 States 70% Threshold 4 States <70% Threshold 3 States (Min 50% - IA) What Constitutes a Total Loss? TRANSPORTATION CODE CHAPTER 501. CERTIFICATE OF TITLE ACT SUBCHAPTER E. NONREPAIRABLE AND SALVAGE MOTOR VEHICLES Sec. 501.091. DEFINITIONS. In this subchapter: (8) "Motor vehicle" has the meaning assigned by Section 501.002. (9) "Nonrepairable motor vehicle" means a motor vehicle that: (A) is damaged, wrecked, or burned to the extent that the only residual value of the vehicle is as source of parts or scrap metal;

a (15) "Salvage motor vehicle" means a motor vehicle that: (A) has damage to or is missing a major component part to the extent that the cost of repairs, including parts and labor other than the cost of materials and labor for repainting the motor vehicle and excluding sales tax on the total cost of repairs, exceeds the actual cash value of the motor vehicle immediately before the damage; What Constitutes a Total Loss? Settled Appraised ACV vs Market Valuation Report Age ALL % of Claims 100% Average $ Difference $3,116

Average % Difference 27.7% Maximum $ Difference $17,758 0-2 13.1% $3,543 11.9% $8,749 3-5 23.5% $3,047

13.6% $7,725 6-8 14.4% $2,516 23.4% $7,591 9-11 24.2% $3,630 30.6% $17,758

12-14 19.0% $2,739 34.3% $14,531 >14 5.9% $2,215 84.4% $4,650 Example of a Positive Lender Resolution 2015 Mercedes-Benz C350

54 Remaining Payments of $707.00 @ 5.9% Lender had $4,708.27 Remaining in Unearned Finance Charges Payoff at Total Loss of $33,469.73 Example of a Positive Lender Resolution Example of a Positive Lender Resolution Without Auto Claim Specialists Settle Offer: $28,319.46 $33,469.73 Payoff: $5,150.27 Charge off: Lender loses $, client and potential future loan income from client Example of a Positive Lender Resolution Example of a Positive Lender Resolution With Auto Claim Specialists:

Award*: Payoff: Balance: $33,783.68 $33,469.73 $313.95 Lender receives full payout and retains client Balance of $313.95 available as down payment on a new car, resulting in a potential new loan with option to sell after market products such as GAP, Credit Life, Disability and Service Contract *ACV $32,267 + Sales Tax $2,016.68 less deductible $500.00 Lender Resolution Process Automobile Owner Auto Claim Specialists Market Valuation

Report Lender Insurance Carrier Auto Claim Specialists Lender Resolution Process Vehicle Value Experts Umpire Agreed Value Third Party Appraiser Lender Resolution Process Where process starts and typically ends: 1A. Vehicle is towed to wreckers storage facility:

1B. Vehicle is towed to an auto body facility: a. Wrecker sends notification to owner and lender. b. Owner notifies insurer of accident and location of vehicle. c. Insurer sends out an appraiser to storage facility. a. Insurer sends an appraiser or uses the auto body facility estimate. 2. Based on estimate and Market Valuation Report, if deemed a total loss, insurer requests a payoff from the lender. 3. Insurer sends Declaration of Total Loss and Settlement Offer to the vehicle owner. Settlement offer is typically less than payoff, resulting in a deficiency charge off, with little or no recourse to the lender. Lender Resolution Process NOTE: In almost every instance, the lender knows that a vehicle has been deemed a total loss before the owner or body shop. 1A. Vehicle is towed to wreckers storage facility: 1B. Vehicle is towed to an auto body facility:

a. Wrecker sends notification to owner and lender. b. Owner notifies insurer of accident and location of vehicle. c. Insurer sends out an appraiser to storage facility. a. Insurer sends an appraiser or uses the auto body facility estimate. Lender could intervene HERE or HERE and contact owner or Auto Claim Specialists. 2. Based on estimate and Market Valuation Report, if deemed a total loss, insurer requests a payoff from the lender. Lender Resolution Process Auto Body Facility Estimate Automobile

Owner Contract Lender Invoke Appraisal Clause Market Valuation Report Auto Claim Specialists ACV Valuation Payoff Insurance Carrier Fixed Fee Certified Appraisal

Fixed Fee Umpire Vehicle Value Experts Third Party Appraiser Agreed Value Declaration of Total Loss and Settlement Offer Lender Resolution Process Auto Body Facility Estimate Automobile Owner Contract

Lender Invoke Appraisal Clause Market Valuation Report Auto Claim Specialists ACV Valuation Payoff Insurance Carrier Fixed Fee Certified Appraisal Fixed Fee

Umpire Vehicle Value Experts Third Party Appraiser Agreed Value Declaration of Total Loss and Settlement Offer Lender Resolution Process Auto Body Facility Estimate Automobile Owner Contract Lender

Invoke Appraisal Clause Market Valuation Report Auto Claim Specialists Payoff ACV Valuation Insurance Carrier Fixed Fee Fixed Fee Fee Certified Appraisal

Fee Umpire Vehicle Value Experts Third Party Appraiser Agreed Value Declaration of Total Loss and Settlement Offer Lender Resolution Process Auto Body Facility Potential Order to Fix Car; Lender Receives Full Payoff Estimate

Automobile Owner Lender Fee Contract Invoke Appraisal Clause Market Valuation Report Auto Claim Specialists ACV Valuation Amended Settlement Offer; Lender Short Gap Reduction or Elimination;

Owner Credit Rating Preserved Declaration of Total Loss Payoff and Settlement Offer Insurance Carrier Fixed Fee Fixed Fee Fee Certified Appraisal Fee Award Letter Umpire Vehicle Value Experts Third Party

Appraiser Agreed Value Impact On Your Bottom Line 1. Well develop Total Loss Frequencies a. b. For vehicles declared a total loss that could not be fixed, or that owners do not want fixed. For vehicles declared a total loss that could and should be fixed, and that owners want fixed. 2. Well show average Loss Reduction Per Total Loss with the help of ACS a. b. For vehicles declared a total loss that could not be fixed, or that owners do not want fixed. For vehicles declared a total loss that are instead fixed. 3. Well calculate Expected Loss Reduction Per Loan (Frequency * Loss Reduction) YOUR TOTAL EXPECTED LOSS REDUCTION EQUALS THE EXPECTED LOSS REDUCTION PER LOAN TIMES THE SIZE OF YOUR PORTFOLIO.

Impact On Your Bottom Line 1. Total Loss Frequencies Percent of Total Loss Claims (Vehicles < 7 Years Only) % Claims Flagged % Total Age % Claims Total Loss Loss Claims Current-3 4-6 Total 60% 40% 7.5% 12.5% 4.5% 5.0% 9.5% CCC Information Services, Whats Driving Total Loss Frequency (Q4 14 Q3 15)

Impact On Your Bottom Line 1. Total Loss Frequencies Value .0575 .0350 .0925 Description Source Claim Frequency (per 100 vehicles per year) for collision claims Claim Frequency (per 100 vehicles per year) for liability claims Total Claim Frequency (per 100 vehicles per year) 0.095 Probability of a claim being classified a total loss (vehicles < 7 years) .0088 Total Loss Frequency (per 100 vehicles per year, vehicles < 7 years) (0.0925 * 0.095) A

Verisk Analytics, Claims Frequency, Severity: Whats Behind the Rise? A A Prior Slide Impact On Your Bottom Line 1. Total Loss Frequencies Value 50% 49% 24.5% Description Source Percent of claims wrongfully categorized as total loss B Percent of customers who want their totaled car fixed if given the choice B Percent of vehicles declared a total loss that could be fixed and that owners want fixed (.50 * .49) 75.5% Percent of vehicles declared a total loss that could not be fixed or that

owners do not want fixed (100% - 24.5%) COMBINING THE ABOVE: 0.0066 Total Loss Frequency for vehicles declared a total loss that could not be fixed or that owners do not want fixed (.0088 * .755) 0.0022 Total Loss Frequency for vehicles declared a total loss that could be fixed and that owners want fixed (.0088 * .245) B Vehicle Value Experts Database Impact On Your Bottom Line 1. Total Loss Frequencies In Summary: You can expect 0.88% of the vehicles in your loan portfolio to have a total loss claim in any given year. (US Average) Breaking this percentage out: 0.66% will have a total loss claim where the vehicle cannot be fixed or where the owner will not want the vehicle fixed. 0.22% will have a total loss claim that, with the help of ACS, could be changed to a partial loss claim whereby you would retain the loan. Impact On Your Bottom Line 2. Average Loss Reduction per Total Loss

Value Description $2,418 Expected loss reduction per totaled vehicle that could not be fixed or that owner does not want fixed $3,116 Average ACS Increased Value (Saved Lender Charge-Off) - $698 ACS Fee ($75 + 20% of Increased Value) $2,418 $5,358 Expected loss reduction per vehicle that is initially totaled, but ends up being fixed with help of ACS $4,850 Saved Principle Charge-Off* +$1,206 Saved Loss of Unearned Finance Charges** $6,056 Total Savings - $698 ACS Fee ($75 + 20% of Increased Value) $5,358 *Vehicle Value Experts Database, Average Negative Equity Position **See next slide. Impact On Your Bottom Line 2. Average Loss Reduction per Total Loss Saved Loss of Unearned Finance Charges Calculation: New Car Used Car Source Average Loan Amount

$30,621 $19,329 A Average Term 68 Months 63 Months A Average Rate 4.74% 8.50% A Remaining Interest at half-way point $1,153.63 $1,241.59 Typical Portfolio Mix 41% 59% C Weighed Average Remaining Interest at Half-way Point: (.41 * $1,153.63) + (.59 * $1,241.59) = $1,205.53 A B C Experian Survey, State of the Automotive Finance Market, Q4 2016 Amortization table based on above loan information

Dominion Dealer Solutions B Impact On Your Bottom Line 3. Expected Loss Reduction Per Loan Value Description $15.96 Expected Loss Reduction Per Loan for unfixed totaled vehicles (0.0066 * $2,418) $11.79 Expected Loss Reduction Per Loan for fixed vehicles that would have been totaled (0.0022 * $5,358) $27.75 Total Expected Annual Loss Reduction Per Loan NOTE: If you are in a more rural area, where Total Loss Frequency might be twice the national average, your annual loss reduction per loan could be double this amount. Impact On Your Bottom Line Example: 1000 Loan Portfolio Expected Annual Loss Reduction: 1000 * $27.75 = $27,750 Expect approximately 9 total losses per year Average negative equity position = $4,850 Anticipated Charge-Off Expense = $4,850 * 9 = $43,650 Charge-Off Reduction from Auto Claim Specialists:

2 (24.5%) cars fixed 7 cars totaled 2 x $5,358 = $10,716 7 x $2,418 = $16,926 $27,642 Actual Charge-Off Expense = $43,650 - $27,642 = $16,008 63% Reduction in Charge-Off Expense Simple Step to Achieve These Benefit s Auto Body Facility Potential Order to Fix Car; Lender Receives Full Payoff Estimate

Automobile Owner Lender Fee Contract Invoke Appraisal Clause Market Valuation Report Auto Claim Specialists ACV Valuation Recommendation to Call Auto Claim Specialists Amended Settlement Offer; Lender Short Gap Reduction or

Elimination; Owner Credit Rating Preserved Declaration of Total Loss Payoff and Settlement Offer Insurance Carrier Fixed Fee Fixed Fee Fee Certified Appraisal Fee Award Letter Umpire Vehicle Value Experts

Third Party Appraiser Agreed Value What Else We Do for Lenders Auto Claim management for damaged repossessed vehicles. Diminished Value Claim Settlement Q&A Fair settlements come from knowledge and negotiation. Visit our website at autoclaimspecialists.com

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