Initial Contact

1. During your initial discussions with the customer, avoid quoting a specific interest rate. The interest rates available through OFC are very competitive. How long the loan is for, how much the customer is putting down, how much he is financing and what the rate will be, are all determined by the borrowers credit grade. This makes it very difficult for the dealers to quote a specific rate until the application has been taken and submitted for review.

2. When quoting a payment, use the payment range sheet provided by us. Be aware that we are available to help you answer the customer’s questions. You can call us while the customer is at your desk, give us the particulars on the deal, and we will give the customer an idea of the payment, as well as answer any additional questions he/she may have.

3. For OFC to offer the best service to you and your customers, it is imperative that we take the credit application. As soon as you have the client ready to apply, please call one of our friendly loan officers at our toll free telephone number 1-866-548-0228. This loan officer will take a complete loan application from your borrower, as well as offer many extended warranty and insurance options.


Credit Submission
1. Each credit application must be accompanied by the purchase agreement and the manufacturer’s invoice. If it is an ordered boat, indicate the dealer cost, before freight, somewhere in the body of the application. Please indicate if the unit is new or used, and what term your customer would prefer. This is also the time at which you should include the cost of the warrantee, if one was sold prior to application. We will need to know exactly what the customer desires to finance. Please send these items to our toll free fax number at 1-866-548-0451.

2. The lender will require a copy of the customer’s driver license before they will fund the deal. Dealers often forget to get this at the closing causing a delay in funding. We suggest that you make it a policy of getting the customer’s drivers license at the time the application is made.


Deal Approval
1. 1. When the deal is approved, we will fax you a notice advising you of the lender’s requirements. This notice will list any items that must be faxed to our office prior to closing.

2. We will contact the customer about the approval to answer the questions about a payment range, interest, etc. We will also tell them of any requirements and encourage them to contact you about a closing date.

3. It is absolutely critical that you contact the customer as soon as you receive the approval notice. Your conversation at that time must include the following four elements:

• Congratulate him on the approval
• Advise him of any lender requirements
• Direct him to call us immediately, if he has not yet spoken with us
• Ask for a closing date

The following is an example of a conversation incorporating the above four elements when tax returns are required.

Hello Mr. Doe, Congratulations, your loan has been approved. (Response) It appears that the loan is approved subject to your providing them with the past two months pay stubs. (Response) It’s very important that you call Outdoor Finance Company as soon as possible. The toll free number is 1-866-548-0228. They will be able to tell you exactly what they need, as well as go over your payments with you and answer any other questions you may have. If you could call them right now it would be great. By the way, how soon could you come in to do the paperwork? Would today be convenient, or would tomorrow be better?

You can adapt the above example to fit your sales technique, as long as you incorporate the four elements discussed.

4. Should a customer call you and complain that a payment or interest rate is too high, call to let us know right away. We have procedures in place and experience to help overcome these objections. An open line of communication is essential for each deal. Keep in mind however, that our number one priority is to get your product delivered.

5. Call us as soon as you have a closing date, even if it is months away. You will need to fax or email us a completed buyer’s order including serial numbers and a final dollar amount, as soon as possible. Be sure to notify us of any changes as they occur.


Closing
1. You will receive the closing documents via overnight, e-mail or courier before the closing date.

2. Take a few moments to review that paperwork and get familiar with the documents.

3. At the time of the closing, collect required items and have the customer sign where indicated. Give the customer their copies of the paperwork. It is YOUR responsibility to obtain requirements such as the insurance binder or a copy of the driver license for each person signing the contract.

4. Overnight the rest of the paperwork (contract, PDI form and binder, extended warranty, credit insurance, drivers license copies, etc) back to us. Be sure to keep dealer copies for your records. We will review the paperwork and forward it to the bank for funding. The bank will forward the funds directly to you.

5. On the date that the bank funds the deal, we will fax to you a funding statement outlining how much profit was in the deal, how the deal was structured, and how much is payable to us. We will then draft the amount due to us from your account.

NOTE: UPS will, at your request, preprint a supply of shipping forms with your name and address as sender, and ours a recipient at no charge. We highly recommend you take advantage of this.