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OVERLAND PARK, Kansas – CNBS continues to evolve into more areas than just investments. The popular credit union broker/dealer is now rounding out its product line with three new offerings: credit card portfolio evaluations, member business loan analysis and strategic planning facilitation. CNBS President Brian Hague said these products are a logical extension for CNBS, which has offered brokerage services since 1989, investment advisory services since 1991, its Investment Institute educational series since 1996, and ALM reporting since 1998. Hague said CNBS already helped one CU realize a $75,000 gain on its card portfolio, a portfolio the CU was ready to sell off. “They tried to negotiate for an additional $75,000 from the broker. We showed them how to get that $75,000 by keeping portfolio,” he said. It was a $3.5 million portfolio. CNBS isn’t on any side when it comes to card portfolios. It simply will evaluate the portfolio and see if it makes sense to sell or keep. If a CU decides to sell, CNBS will value the portfolio so the CU gets the right price for it. CNBS has card experience in-house. One of its senior advisors, Brad Miller, spent six years with CitiCorp’s credit card division. “We have no interest in pushing a credit union in one direction, we are working for a fee,” said Hague. With the business lending analysis offering, CNBS will ensure a credit union understands policies, documentation, pricing and all regulatory issues that surround business lending. “We’ll make sure they’re in compliance and they’re getting paid for what they should be based on the risk of the loans. For credit unions considering getting into MBLs, we’ll help them build it,” said Hague. CNBS will also assist in evaluating MBL participations, but it will not act as a rating agency. As for strategic planning, which already seems like a crowded market, Hague said CNBS’ research discovered there is demand in that area. A CNBS survey found that 92% of CUs conduct formal strategic planning sessions; 78% do it annually; and 48% use an outside facilitator. The problem, said Hague, is a number of CUs expressed dissatisfaction with their facilitators. CNBS recently conducted a planning session for a CU that has already signed up CNBS for next year’s session as well. It’s done two CU planning sessions so far this year. “We know credit union balance sheets inside and out and we know their competition and how economics work,” said Hague. He noted CNBS has three people on staff dedicated to this area, including Mitch Welch, vp of business development, who facilitated strategic planning sessions for a number of businesses over a 20-year period. CNBS’ research also indicated that it is the most widely-used broker/dealer and investment advisor in the credit union industry, but CUs are unaware of its other services. Hague said CNBS will be stepping up marketing efforts to change that. Hague said its new services will help increase fee income, which is key to helping the firm weather tight liquidity markets, such as the one CUs are in today. “We wouldn’t enter these markets if there wasn’t demand for it. We’re flattered credit unions are asking us for this.” [email protected]

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