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Auto Finance from Zero to 60: Fundamentals to expert tips & tricks

November 15th, 2013 9:00 AM – 4:00 PM

Whether you’re new to auto finance or an industry veteran, this session is designed to cover the entire automotive finance landscape.  So fasten your seatbelt and hang on while you learn about the industry “from Zero to 60.”  

While this session is geared toward the direct lender, we will touch briefly on the simple mechanics of an indirect loan and how dealer participation fees work.  

We will also cover smart credit policy inclusions and critical success factors for auto lenders of all stripes.



  • —The automobile and auto finance – a (very) brief history

Auto finance industry world view

  • —Why you should care

Auto finance segments

  • —Slice the auto finance industry by these metrics and grasp the entire size and scope of the auto finance industry.  
  • —Learn the strengths and weaknesses of each segment
  • —Explore auto finance industry SWOT (Strengths, Weaknesses, Opportunities and Threats) by channel, loan type, corporate structure, credit grade and collateral type  

Forget the MBA

  • —A simple 15-minute crash course for industry ROA, leverage, risk, and balance sheet management
  • —Learn to teach your CFO why you need more auto lending activity in your shop now

Learn the major risks that keep the auto finance industry up at night

  • —Credit risk / Operational risk / Collateral risk / Compliance risk / Interest rate risk / Third-party risk / Reputation

What you didn’t know about credit scores

  • —An eye-opening look at the auto finance industry’s not-so-reliable tool

2,000 vendors

  • —  You only need to know 9


  • —  Why leasing is the most important market segment in the auto finance industry
  • —  Learn how to compete without ever booking a single lease
  • —  Learn how residual-based financing is taking off beyond the world of a balloon loan


Charles “Chas” Roscow has dedicated his entire career to auto lending, sitting at every desk in every single segment of the auto finance business. Prior to Capital One's acquisition of Chevy Chase Bank, he was SVP & Division Executive of the Consumer Lending Division and managed a $5 billion prime loan and lease portfolio.  He also was President & CEO of a Chevy Chase subsidiary which serviced $1 billion in sub-prime auto loans.

In 2009, Chas founded Tactical Auto Training, a bank training and consulting company designed to help auto lenders manage risk and profitability.  While most of Chas’s clients have been smaller prime and subprime lenders, his client list also includes CUNA Mutual, Moody’s Analytics, FIS Global, and Benchmark Consulting International. 

He is a frequent speaker at national lending conferences held by the Consumer Bankers Association and the Royal Media Group’s Auto Finance Summit and has also been a guest speaker at University of Maryland economic classes.  He has had several articles published in nationally known banking journals.   

Chas has an MBA from The Ohio State University, and also graduated at the top of his class from the Consumer Bankers Association's Graduate School of Bank Management.   He spent five years as an adjunct MBA Professor at Franklin University in Columbus, Ohio, where he taught courses in marketing, project management, and entrepreneurship.

8:30 a.m. – Signing in, networking, light breakfast
9:00 a.m. to 4:00 p.m. – Training
Lunch is provided.

Tuition Reimbursement – New Asset Ceiling Eligibility!
Maryland and D.C.-based credit unions with up to $150 million in assets may be eligible for up to 75% educational reimbursement from the Credit Union Foundation of MD & DC. For details and an application, visit contact Training Director Diane Pinter, dpinter@mddccua.orgor 443-325-0779.





MD & DC Credit Union Association
8975 Guilford Road
Suite 190
Columbia, MD 21046

Event Info


November 15th, 2013 9:00 AM – 4:00 PM


MD & DC Credit Union Association
8975 Guilford Road
Suite 190
Columbia, MD 21046


Phone: 443-325-0772

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