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LAS VEGAS — Credit unions, using their advantage of member loyalty, should be doing a much better job than banks on indirect lending, but it requires “schmoozing” dealers, giving them upfront deals on buy rates and looking more carefully at C, D, and E paper as profitable investments.

That’s the advice of John Dolan-Heitlinger, president/CEO of the $200 million Keys FCU in Florida who told a breakout session at the annual National Directors’ Convention that his CU has been enjoying robust indirect growth relying on risk-based pricing and focused efforts to understand dealer motivation.

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