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| Chapter One |
Introduction:
An overview of the consumer lending business.
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| Chapter Two |
Planning Consumer Lending Products:
The steps required to plan new consumer lending products or to revise existing ones.
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| Chapter Three |
Acquiring and Screening Customers:
The methods used to acquire and screen new customers, including the impact of negative selection.
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| Chapter Four |
Credit Scoring:
Developing and monitoring the scoring systems used to rank order new and existing customers for risk, profitability, collectability, etc.
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| Chapter Five |
Direct Mail Acquiring Process:
Developing and running a successful mail campaign to acquire new accounts.
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| Chapter Six |
Portfolio Management:
Developing strategies to encourage good customers to use your products and to control an existing portfolio.
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| Chapter Seven |
Collection Strategies:
Planning a complete collection strategy, including the frequency and severity of each contact.
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| Chapter Eight |
Collection Tactics:
Implementing the collection strategy and measuring the results of collector performance.
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| Chapter Nine |
Indirect Lending:
An overview of the vehicle lending and leasing businesses, including the role of the dealer and the manufacturer.
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| Chapter Ten |
The Home Mortgage Business:
An overview of the home mortgage lending (first and second) businesses , including the underwriting process (sometimes automated), securitization, collections, and foreclosure.
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| Chapter Eleven |
Profit Analysis:
A review of the concept of lifetime profitability analysis by product and sub-product.
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| Chapter Twelve |
Management Information:
The importance of developing and using management information to analyze and control every aspect of the business; includes sample reports.
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| Chapter Thirteen |
Organization and Management:
Identifying alternate methods of organizing to manage consumer lending businesses.
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| Chapter Fourteen |
Managing in a Recession:
Identifying when an economic downturn occurs and suggested steps a business should take to mitigate the impact.
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