1. League/LSC Conference Call
Wednesday, August 19, 2009 1

2. Agenda IIA Results Current Offers New Partnership Marketing Kits
Chrysler
Ford GM
Sprint
THOR RV
New Partnership
Allied Moving and Storage
Marketing Kits
Chrysler Survey Results
How to Present IIA to Credit Unions
League Communication Schedule 2

3. IIA Results Metric Program to Date League Participation 45
(Dec 08 – July 09)
League Participation 45
# Supporting Credit Unions
1,937
% CU membership Opt-Ins
48.4%
# of Top 500 CU Opt-Ins
252
New CU Members
274,240*
# CU Loans
146,969
# Vehicle Sales
179,955
(Jan 06 – July 09) 23
487
Total saved by members
$29M
Automotive
Sprint
* New CU membership 1st Qtr 2009 compared to 4th Qtr 2008 3 3

4. Online Campaign Scorecard
Metric
Program to Date
Visitors to Site
712,200
# of Credit Unions Linking To Love My Credit Union
1,063
# of Hits To Love My Credit Union From A Referring Credit Union Website
131,647
# Of Twitter Followers (since 5/6/09)
628
# of Hits to Love My Credit Union From Twitter (since 5/6/09)
481
# Of Twitter ReTweets From Influencers & Credit Unions (since 5/6/09)
120
# of Facebook fans (since 4/17/09) 94
# of Hits to Love My Credit Union From Facebook (since 4/17/09) 64
# of Hits to Love My Credit Union From Love My Credit Union Blog (since 5/26/09)
150

5. Chrysler July 23 – August 31, 2009 Chrysler Brand
- $4, /300C, PT Cruiser & Aspen OR 0% APR for 72 months
- $3,500 Sebring Sedan  OR 0% APR for 60 months
- $3,500 PLUS $1,000 Bonus Cash Town & Country OR 0% APR for 60 months  
- $3,500 Sebring Convertible
Dodge Brand
- $4,500 Charger, Durango & All Ram Heavy Duty OR 0% APR for 72 months
- $3,500 Avenger & Journey  OR 0% APR for 60 months - $3,500 PLUS $1,000 Bonus Cash Grand Caravan & Ram Light Duty (Get an extra $500 Bonus Cash on Ram Light Duty Crew Cabs) OR 0% APR for 60 months on  
$3,500 Dakota
$3,000 Nitro OR 0% APR for 60 months
Jeep Brand
- $4,500 PLUS $1,000 Grand Cherokee & Commander OR 0% APR for 72 months
$3,000 Liberty OR 0% APR for 60 months
$1,500 Patriot & Compass
$1,000 Wrangler

6. Ford Lease Pilot August 1- October 31, 2009
Florida and the Northeast market areas.
Pilot will include select Ford and Mercury vehicles.
Ford Models
Mercury Models
Focus (excl S)
Ranger
Grand Marquis
Escape (Non Hybrid)
Econoline
Sable
Taurus X
Expedition
Mariner (Non Hybrid)
Mustang (excl Mustang Shelby GT500 and KR)
F150
Super Duty
Mountaineer
Explorer Sport Trac
Explorer 4 Door 6 6

7. GM Supplier pricing continues through year end
August 4 – August 31, 2009 Supplier Pricing Plus. Members receive an additional $250 discount on top of supplier pricing.
Certified Used Vehicle Program
Cash Incentive
Coming Soon 7 7

8. GM Lease Program July 1 – December 31, 2009
NY, NJ, PA, FL and MI markets.
Program will start with select 2009 models from the four core brands and expand as 2010 models are launched
2009 Model Year
2010 Model Year
CTS – Supplier Pricing plus $4,750
Acadia – Supplier Pricing plus $3,250
Malibu – Supplier Pricing plus $2,500
Enclave – Supplier Pricing plus $3,250
Traverse – Supplier Pricing plus $4,250
Equinox – Supplier Pricing plus $250
Lacrosse – Supplier Pricing plus $250
SRX – Supplier Pricing plus $250

9. Leasing Program Status
7 Participating credit unions
49 applications received with 33 approved
GM has agreed to open the leasing program beyond the initial pilot markets where sufficient credit union coverage exists.
Interested credit unions outside the defined market areas should:
Contact
Complete the lease pilot sign up form on the sign up page of the partner center at

10. Sprint The 2009-2010 Contract Year begins in October.
Credit unions must schedule at least one mailing during the contract year.
New enrollment forms must be submitted by September 1 to make the October quarterly mailing and be eligible for 100% incentive
Member Discounts
10% off most regularly priced service plans
Waived activation fee on new accounts
Waived upgrade fees
Business Discounts
15% discount on most corporate recurring charges
Waived activation (new accounts) and upgrade fees
Equipment discounts
20% off accessories 10 10

11. RV Credit Union Program
September 1 – December 31, 2009
Nationwide credit union member discount program
Discounts from $300 to $1,000 based on type of vehicle
Motorhomes $500 or $1,000
Trailers $300 to $700
Popular RV brands including:

12. THOR Campaign Full marketing campaign
Materials available through the Partner Center and will be available 8/24

13. New Partnership Allied Moving & Storage Discount Program
12 Month Contract
Nationwide Credit Union Member Discounts
Members receive corporate rates (up to a 50% discount)
Extra value to offer members receiving mortgage loans

14. Marketing Kits
FREE printed marketing materials are now available to participating Invest in America credits unions to utilize in promoting the auto discounts to their members.
Order forms for marketing kits and quarterly/monthly statement inserts have been ed directly to credit unions.
649 of 1,937 supporting credit unions have ordered kits

15. Marketing Kits
Participating credit unions can still order FREE marketing kits by visiting: lovemycreditunion.org/IIA_Marketing_Materials_Order_Form_307.html
For those participating credit unions that have not ordered a marketing kit by the end of August, they will automatically be sent a FREE marketing kit and be encouraged to order quarterly/monthly statement inserts.
A list of credit unions that have ordered kits will be posted in the reports page of the partner center.

16. Marketing Kits
Marketing kits are slated to be mailed to credit unions at the end of August. Kits will include the following:
Printed Materials:
(2) 8.5” x 11” Teller Posters: One GM Version and One Chrysler Version
(200) Lobby inserts promoting both vehicle brands
Additional materials
Marketing CD Containing:
Poster Artwork
Insert Artwork
Publication Ads
Postcard
Web Banners
Web Site Homepage Content
Copy
Newsletter Copy
Quarterly/Monthly statement inserts ordered by the credit union will be distributed according to order requests.

17. Chrysler Survey Results
Survey Methodology
An online survey was administered in July 2009 to credit union members who had signed up to use the Credit Union Member Discount from Chrysler.
Respondents were given approximately three weeks to complete the online survey, 244 valid surveys were completed, representing a 7% response rate. 17

18. Over half of all respondents (62%) purchased the Dodge brand
State
Chrysler
Dodge
Jeep AL 0%
100% AZ
88%
13% AR
75%
25% CA CO CT DE FL 7%
64%
29% HI ID IL
10%
80% IN IA KS
22%
67%
11% KY LA ME MD
50% MA MI
34%
41% MN
17% MS MO
33% MT NE NV NM NY
86%
14% NC
60%
40% OH OK OR PA
63% SC SD TN TX
16%
72%
12% UT
43% VA
20% WA WV WI WY

19. The majority of all respondents (90%) purchased their vehicle less than 1 month ago19

20. The Credit Union Member Discount from Chrysler was used by 81% of all respondents to purchase their vehicle

21. Over one-third of all respondents (36%) owned a competitive brand vehicle and 13% owned a foreign brand
State
Competitive Brand
Foreign Brand
Chrysler Brand AL 0%
100% AZ
13%
25%
63% AR
50% CA
11%
33%
56% CO CT DE FL
21%
29% HI ID IL
20%
10%
70% IN
75% IA KS
22%
44% KY LA
67% ME MD MA MI
18% 3%
80% MN
17%
83% MS MO MT NE NV NM NY
14%
57% NC OH OK OR PA SC SD TN TX
40%
12%
48% UT VA
60% WA WV WI WY
Note: Survey results have been grouped by automaker

22. The majority of respondents (67%) heard about the program through a dealer
State CU
Dealer
Other AL 0%
100% AZ
13%
75% AR
25%
50% CA
11%
56%
33% CO CT DE FL 7%
71%
21% HI ID
67% IL
60%
40% IN IA KS KY LA ME MD MA MI
63% MN
17% MS MO MT NE NV NM NY NC
80%
20% OH
83% OK OR PA
88% SC SD TN TX UT
86%
14% VA WA WV WI WY

23. 80% agreed that the member discount was very important in their purchase decision
State
Agreed AL
100% AZ AR CA CO CT 0% DE FL
57% HI ID IL
86% IN
75% IA KS KY LA ME MD
67% MA MI
76% MN MS MO MT NE NV NM NY NC OH OK OR PA
83% SC SD TN TX UT VA WA
50% WV WI WY
Agreed = Strongly agree + Somewhat agree 23

24. 70% of all respondents have been credit union members for more than a year
State
Less than 1 year
years
20+ years
Do not belong AL 0%
100% AZ
25%
38%
13% AR
50% CA
44%
33%
22% CO CT DE FL
14%
43%
21% HI ID IL
30%
10% IN IA KS
56% KY LA
67% ME MD MA MI
20% MN MS MO MT NE NV NM NY
29% NC
40% OH
17% OK OR PA SC SD TN TX
16%
24% UT VA
60% WA
75% WV WI WY 24

25. Of all the respondents surveyed, 60% agreed that the CU Member Discount strengthened the value of their credit union
State
Agreed AL
100% AZ
38% AR
75% CA
56% CO CT
50% DE FL
36% HI 0% ID
67% IL IN IA KS KY LA ME MD MA MI
52% MN
83% MS MO MT NE NV NM NY
57% NC
80% OH OK OR PA
63% SC SD TN TX
68% UT
86% VA
60% WA
25% WV WI WY
Agreed = Strongly agree + Somewhat agree

26. Of all the respondents, 41% consider a credit union to be their primary financial institution
State
Bank
Credit Union
None in particular AL 0%
100% AZ
38%
50%
13% AR
25% CA
44%
11% CO CT DE FL
57%
43% HI ID
33%
67% IL
70%
30% IN
75% IA KS
22% KY LA ME MD MA MI
56% 6% MN MS MO MT NE NV NM NY
71%
29% NC
40%
60% OH
83%
17% OK OR PA SC SD TN TX
52%
36%
12% UT VA WA WV WI WY

27. Demographics All Respondents Gender Male 71% Female 29% Age Group
All Respondents
Gender
Male
71%
Female
29%
Age Group
Under 18 0%
18 – 24
25 – 34
10%
35 – 44
22%
45 – 54
26%
55 – 64
65 or older
13%
Children in HH
Yes
46% No
54%
Homeowner
93%
vs. Renter
Renter 4%
Other 3%
HH income
Under $25,000
$25,000 - $49,999
$50,000 - $99,999
44%
$100,000 or more
40%
Income
Less than High School Graduate 1%
Source
High School Graduate
12%
Some College
College Graduate
35%
College Postgraduate
21% 2%
CU Employee
98% 27

28. Conclusions
The Invest in America brand is effectively driving consumers’ behavior toward buying American when you consider the significant percentage of respondents who previously owned a foreign vehicle
The CU member discount is an appealing offer with over 80% utilizing it to purchase their vehicles
Credit unions need to be more engaged in this program because they are missing key opportunities for loan volume and wallet share growth
Although 94% used a credit union to finance their vehicle (the discount program required financing from a credit union in order to receive the vehicle discount) less than half (41%) consider a credit union to be their primary financial institution
Less than 10% of respondents learned about the program from their credit union
The survey findings support key strategies that have been defined for Invest in America
Engage key members of the credit union team to take ownership of the program including: sales and service, lending and marketing
Support credit unions and proactively marketing the program by providing free marketing materials and defining marketing requirements
Communicate more concrete evidence directly to the credit union of how Invest in America can drive volume and wallet share growth and highlight the opportunities that they are missing

29. Presenting IIA to CUs IIA Concept
The program was developed for one simple purpose – to help credit unions grow and retain membership. IIA is a national credit union program, designed for all credit unions and credit union members to participate in and take advantage of.
Some of the offers will be specific to credit union core products/service, such as the Auto Discount program, which helps credit unions promote and generate auto loans and has helped develop stronger relationships between credit unions and their dealer partners.
Other offers will not relate to a core credit union function, but will simply be another benefit of membership, such as the Sprint program.  It simply makes being a credit union member a greater benefit.
And if you can add value to what you already offer, why wouldn’t you?

30. IIA Common Misconceptions and Objections
Credit Union -  We marketed it first quarter, but we thought it was ending in March or June.
Response -  The auto program is contracted through the end of the year and both GM and Chrysler have indicated a desire to continue it longer.  The Thor RV discount program is contracted through year end and expected to continue afterwards and the Sprint program is a rolling contract through at least 2012. 
Credit Union – We don’t want to alienate our foreign auto dealer partners by promoting domestic dealers.
Response – This program allows you the opportunity to let your members know they can save money when purchasing an automobile from GM or Chrysler.  Why would you put your relationship with your dealers over your relationship with your members?  Your members will hear about this program from other credit unions and from GM and Chrysler dealers, won’t they wonder why your credit union didn’t tell them about it?  If they want to purchase an auto from the domestic automakers, why would you not want them to save money?  Additionally, if your credit union doesn’t tell them about it, why would they come to your credit union to get their loan?

31. IIA Common Misconceptions and Objections
Credit Union – We are concerned about GM and Chrysler bankruptcies.
Response – Both GM and Chrysler are in strong positions as they successfully emerged from bankruptcy.  Both bankruptcies were necessary to eliminate much of the debt the companies had relating to retirees, overhead, etc.  They were able to restructure to establish themselves as viable companies and position themselves to compete in the future.  They are both leaner more focused companies and in better shape than ever before.
Credit Union – Our credit union doesn’t have a very good history of relationships with dealers.
Response – Your credit union is not alone. Many credit unions have historically had a difficult time forming a solid relationship with dealers, in order to get them to send A and B paper loans instead of C and D paper loans.  However, an unanticipated benefit of this program is the way dealers are working with and responding to credit unions.  Dealers are so appreciative of the support credit unions are giving them, and the fact they have money to lend, they are sending better and more loans to their partner credit unions. 

32. IIA Common Misconceptions and Objections
Credit Union – The dealers are just going to steal the financing why do I want to promote it?
Response - You can see by the number of loans funded by credit unions compared to the number of autos purchased, this is just not the case – of the 180,000 cars purchased through this program, credit unions funded 147,000 of them - nearly 82% of the loans were funded by credit unions.
Although the program does not require GM to send financing to the credit union, your credit union is going to market auto loans to your members anyway. The IIA program gives you a new way to market it and generate some excitement.  And who wouldn’t want to let members know they can save money?  Look at it this way, if you don’t tell them about it and they find out from the dealer, odds are greater the dealer will get the financing instead of your credit union, because you may have alienated your member by not telling them about the discount.

33. IIA Common Misconceptions and Objections
Credit Union – We don’t see much value beyond the auto discount and we don’t do many auto loans.
Response – Remember, the program is designed to help credit unions grow and retain members.  Simply by offering the discounts, makes being a member of your credit union more beneficial.
The IIA program is bigger than just the auto discount.  We have numerous partners such as Sprint, Thor RVs, Universal and Allied.  All of these partners are providing discounts to your members, just because they are members.  They are enhancing the value of your credit union to your members simply by the fact they are offered.  Credit union membership has never been more beneficial, whether or not your members take advantage of all or some of the discount and whether or not your credit union is making additional auto loans. 
More programs and partnerships to come.

34. Future League Communications
League Conference Calls (Wednesday’s at 3 pm EST)
September 16
October 14
November 11
December 16
IIA Newsletter
(First Friday of every month)
September
October
November
December