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Managing a Consumer Lending Business Paperback – July 25, 2002

4.3 out of 5 stars 11 customer reviews

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Editorial Reviews

Review

All high volume consumer lenders who wish to maximize portfolio performance will benefit from Managing a Consumer Lending Business. -- Barrett Burns, formerly EVP, Ford Motor Credit Company , August 2002

An outstanding book; finally, someone has written a complete tutorial and information source on what this business is all about. -- Jim Bailey, EVP Citibank (Retired) July 2002

Should be required reading for business, risk, and product managers. It wouldn't hurt if marketing managers read it either! --John Coffman, founder and former President, MDS, September 2002

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 thirty 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.

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Product Details

  • Paperback: 288 pages
  • Publisher: Solomon Lawrence Partners; 1st edition (July 25, 2002)
  • Language: English
  • ISBN-10: 0971753709
  • ISBN-13: 978-0971753709
  • Product Dimensions: 10.4 x 8.1 x 0.8 inches
  • Shipping Weight: 1.6 pounds (View shipping rates and policies)
  • Average Customer Review: 4.3 out of 5 stars  See all reviews (11 customer reviews)
  • Amazon Best Sellers Rank: #1,417,705 in Books (See Top 100 in Books)

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Customer Reviews

Top Customer Reviews

Format: Paperback
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.
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Format: Paperback Verified Purchase
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.
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Format: Paperback
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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Format: Paperback
In market place, there are few books that are easy to understand but comprehensive to cover all respective area of consumer lending business. I have to say, this is one of the few. In the past, I acquired the personal lending knowledge from some credit scoring books with difficult math and serious multi-variable statistics. This title is not only easy even for marketing or sales persons to understand the basic concept but also good for new credit analysts or college/graduate students who just joined the business to have a whole concept. Strongly recommend this title to those who are in the marketing or business planning roles in retail lending business. It could help bridge the knowledge gap about the lending business and create some common langague with other functions, especially credit and collection. However, for those in credit function, this title is good for overall understanding but not detailed or comprehensive enough for risk management.
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Format: Kindle Edition Verified Purchase
I purchased this book a couple of years ago and constantly use it as a benchmark for retail lending at the bank where I work. Very insightful on a wide variety of consumer lending and I have recommended to many colleagues at work and other banks. Very pleased with the information provided. Its not a "how to do" book"; it requires knowledge but it is a helpful source for comparison and enhancing your strategy and current processes. Now that I use my iPad at work I carry the kindle version at all times for fast reference.
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Format: Paperback
Very informative book. The author did a great job explaining the various aspects of managing a consumer loan company.
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