Call report data recently released by the NCUA indicates that in 2013 credit unions experienced strong loan growth led by auto loans. Experts are projecting further growth for this year and with average car ages at approximately 11 years, auto loans remain a promising product.

Yet, at February's annual Government Affairs Conference many credit unions said they either have no particular auto buying program or resource in place for members or have not attained the anticipated organic growth by implementing one. When asked what they were doing to promote auto loans to their existing members the responses included, "We have our rates up on our website," "We offer rate discounts" and "We gave up and the focus is on building our indirect lending program."

These practices, although standard in the credit union industry, are not going to help you increase your auto loan share to your existing members. Far from it.

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