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There is some media, Kaplan said, that correlates subprime mortgages to subprime auto financing, and that the latter would have the same as the former. But a deep dive, he said, would show that they’re different. Explaining the specific differences and earning their confidence, Kaplan said, “that’s kind of the hurdle we have to get through.” Another point that Sawadsky said TREND drives home to its lenders and investors is this: it is here for the long haul and emphasizes smart financing. Again, making choices based on reason. “We’re not going to build market share at the expense of credit,” Sawadsky said. Some of TREND’s approach to safeguarding that is based on its team’s experience in the auto finance field and understanding of “human psychology,” Sawadsky said. “Although we can look at numbers and all this information, you have to layer on top of it (questions like) what does the person do, where do they live, how do they think? What’s going to be their priority?” he said. The approach for the consumer has to be that vehicle has to be the priority, Sawadsky, as a functional means of transportation, rather than a social status, for example. As far as other processes, Kaplan said one of the company’s approaches is to in-house as many tasks as possible, including chores ranging from remarketing to skip-tracing. Kaplan said this actually helps in portfolio management; instead of working with outside parties that may have their own objectives, schedules and other customers, TREND has found value in working its processes in-house.

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