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Managing a Consumer Lending Business, 2nd edition, summarizes the lore and knowledge of the business in the early 21st century. It covers many subjects a good manager should know: the importance of how to attract enough good accounts to offset the inevitable bad accounts that every lender will get, controlling line sizes, encouraging use by good customers/controlling the use by bad customers, managing profitability with predictability, if he or she is to effectively run a high-volume consumer business.
The second edition covers some of the problems the financial services industry experienced in the early 2000s and some of the resulting regulations implemented. The updated MIS demonstrates and compares this later period to earlier results for the industry.
- Sales Rank: #581996 in Books
- Published on: 2013-03-08
- Binding: Paperback
- 288 pages
Review
In Managing a Consumer Lending Business 2nd edition, Lawrence and Solomon have again assembled a comprehensive tool kit and management guide for running or evaluating a firm making consumer loans. Covering the range of products from credit cards to mortgages, and the range of functions from planning and acquisitions to risk management and collections, it also examines alternative management structures for the business.
The chapter structure is well organized and paced, while the writing style is clear, straightforward and with some humor. The authors make extensive use of examples, diagrams and tables to illustrate analytical techniques. Although applicable to a variety of markets and conditions, the book highlights recent regulatory developments in the U.S. and the impact of a recent recession. --Arthur H. Stampleman, formerly of Credit Policy Committee, Citibank (Retired)
When I finished each of your prior publications... I thought Arlene and David have nailed it.....they can't top this. Yet, once again you have topped it with the release of Managing a Consumer Lending Business 2nd edition.
No matter if the reader is an entry level participant in the consumer credit arena or a seasoned veteran, this book is well worth reading and contemplating. The book has an excellent mixture of sophistication and wisdom yet it is written in plain English so it translates technical material into readable language.
A valuable risk manager does take risk....measured risk .....in supporting their respective businesses. This book encourages prudent risk taking and how to get there, responsibly.
Congratulations on producing a first class consumer lending tutorial. --Barrett Burns, President and CEO, VantageScore Solutions, LLC
About the Author
David Lawrence and Arlene Solomon together run a training program in the management of consumer lending for major financial institutions domestically and worldwide.
David has over forty years' experience in the consumer lending business. Over nine of these years were at Citicorp, where he was the Senior Credit Officer of the consumer banking group and later its representative on the Credit Policy Committee. David created the bank's first training program for senior management on the consumer credit process.
He is the author of both the 1984 Citicorp publication Risk and Reward -- the Craft of Consumer Lending and the 1992 Prentice Hall publication, The Handbook of Consumer Lending, a leading work on the management and control of the high volume consumer lending business. He was also Editor-in-Chief of The Journal of Consumer Lending.
Prior to joining Citicorp, David was with Ford Motor Company for 21 years. There, he held a variety of positions which included launching and managing credit businesses in Australia, the Philippines, Japan, and Taiwan.
Arlene has extensive experience in consulting for a wide range of businesses. In addition to general consulting in organization and training issues, Arlene's company designs and develops training and general communications programs. The work frequently involves collaboration with senior subject matter experts in complex areas, thus blending content and training expertise.
Arlene's firm has been involved in developing training courses for senior managers in planning and implementing principles of credit, marketing, advertising, and data processing. Her firm also develops courses in product knowledge, sales and general management.
Most helpful customer reviews
8 of 8 people found the following review helpful.
Good primer for analysts looking for more domain knowledge
By Jeomoan Kurian
Managing a Consumer Lending Business by David Lawrence and Arlene Solomon is a good primer I recommend for the readers of S4SAS.com and analysts working in the areas of consumer lending in general.
This book covers the fundamental principles of lending along with the practices at various product life cycles. While conducting SAS training, I observed that lot analysts do not know why managers look for some information and why they insist on certain format the information to be presented. After reading this book, the reader will have a background to understand the business requirements better and will be familiar with necessary lending related terminologies.
I found the following topics covered in the book useful for an analyst.
1. Overview to the consumer lending process and products.
2. Acquisition and direct mailing - segmentation, prescreen processes and practices.
3. The use of credit scoring, score monitoring and reporting process.
4. Portfolio Management and utilization of behavioral scores, strategy tracking.
5. Collection strategies and tactics
6. Private label credit cards and retail sales (dealer) financing.
8. Importance of Management Information systems.
11 of 13 people found the following review helpful.
Best in its Class
By RobRoy
Managing a Consumer Lending Business is an excellent primer covering both fundamental practices and principles for safe and sound lending. This book covers the basics well and should be required reading for management trainees and those new to consumer lending. This 2002-published book is superior to older, now-obsolete books on consumer lending, and is spiced with anecdotes, quotes and references to mistakes that made headlines. The chapter on recessions is germaine and usually neglected by other books. The only criticisms are minor: a few too many references to the authors' consulting practice, and it would be improved by a chapter or two on securitization and the gain-on-sale practices.
8 of 9 people found the following review helpful.
A Comprehensive Guide
By G.
This book is very well written. It is about managing a healthy consumer lending business by using systematic ways to plan, acquire, and maintain a portfolio and by emphasizing quantitative tools to measure its performance and manage risks. I like this book also because it provides careful accounts about the history of this industry.
This book is an excellent reference for serious practitioners. Portfolio managers and financial analysts can acquire important concepts for managing their businesses. You might even be able to start your own consumer lending business by following the steps introduced in the book. Meanwhile, this is an attractive book for consumers to equip with extensive knowledge to deal with credit card issuers, collection companies and to take care of their mortgages and automobile loans, etc.
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