Automotive Dealer Lending
Self-paced dealer lending training for lenders and credit analysts: read the dealer financial package, control floorplan with audits and out-of-trust checks, build dealer UCA cash flow, and underwrite dealership real estate, dealer groups, and independent and BHPH dealers.
Core Learning Path · per learner
Cover it with a membership →Path Includes
- 4 core courses
- 12 complete case studies
- Hands-on exercises throughout
- Learning checks after every module
- Quizzes after every course
Optional Supplemental Courses
- 4 courses, $200 each per learner
- Available only with the core Learning Path, not included in its price
Learning Guarantee: retake any course or quiz as many times as you need. How it works
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Core Courses
The Dealership Business Model & OEM Overlay
The conceptual foundation of dealer credit: how a franchised dealership makes money, the franchise and the dealer principal, the manufacturer and captive relationship, the intercreditor landscape, and the cyclical and EV-transition forces acting on the business. No statement work.
Reading the Dealer Financial Package
The dealer financial package end to end: the anatomy of the package, the factory statement and what it hides, LIFO and economic inventory, holdback and F&I income quality, and the related-party normalization that produces a defensible adjusted EBITDA.
Floorplan Mechanics, Audits & Collateral Control
How the floorplan line finances inventory and how a lender monitors it: line mechanics and curtailments, days supply and utilization, the floorplan audit and aging escalation, out-of-trust and fraud, and captive priority in the intercreditor structure.
Structuring, Sizing, Acquisition & Defending the Credit
The synthesis course: coordinating the multi-product dealer facility, sizing each piece off the right basis, acquisition financing and blue sky, dealer-fit covenants and reporting, underwriting the guaranty as a second credit, and defending the credit in committee.
Supplemental Courses
Optional courses that take the path further. They are available only to learners who purchase the core Learning Path, are not included in its price, and are $200 each per learner.
Dealership Real Estate & Image-Program Economics
$200This companion supplement extends the franchised model to the real estate under the store. It covers special-purpose real estate and dark value, the affiliated PropCo/OpCo structure and rent normalization, OEM image programs and the renovation cycle, and underwriting and sizing the real estate facility.
Multi-Rooftop & Dealer-Group Credit
$200A companion supplement moving from a single rooftop to the dealer group: the holding-company structure, consolidating the group and eliminating intercompany noise, cross-guaranty and multi-captive intercreditor structure, acquisition and blue sky at group scale, and concentration, governance, and key-person risk.
Independent, Used-Only & BHPH Dealers
$200A companion supplement that leaves the franchised world: the independent dealer as a different credit, used-vehicle valuation and title risk, reading independent financials, buy-here-pay-here and the related finance company with static-pool loss analysis, and structuring the receivables facility.
Dealer UCA Cash Flow Analysis
$200Deepens the core single-rooftop analysis before the path extends outward. Repositions the core sequence's adjusted EBITDA as a cash-flow proxy, constructs the Uniform Credit Analysis (UCA) cash flow statement from the same dealer package, and identifies the borrowing causes and financing requirement that no income-statement measure can see. Closes on a decision framework: when proxy-level coverage is a sufficient underwriting standard and when the statement must drive the decision. Group-scale consolidation and non-franchised segments are beyond this course's scope.
Not Just Success Cases
Each case is a complete borrower file you work through the path, module by module. 5 more cases are held back for the final assessment.
Summit Chevrolet
Franchised single-rooftop dealer financial package, factory statement reconciled to accrual statements, LIFO reserve and economic inventory, related-party rent and owner-compensation normalization.
Bayshore Imports
Floorplan aging and days-supply blowout, high utilization paired with high days supply, out-of-trust exposed by the lot check, captive first priority on new inventory.
Valley Motors
Franchised weak-brand decline (never independent), thin tangible net worth and weak fixed-charge coverage, poor F&I income quality with rising chargebacks, OEM-health overlay from a declining brand.
Northgate Honda / Lakeside Subaru
Owner-operator second-rooftop acquisition, sizing off combined cash flow, blue sky financed but never collateralized, personal guaranty as the credit spine.
Keystone Auto Group
Four-rooftop franchised group acquisition, intercompany rent and management-fee elimination, consolidated earning power vs. reported rooftop earnings, PropCo real estate, dark value, and image program.
Ironwood Auto Sales & Acceptance
Independent buy-here-pay-here dealer and related finance company, loan book, not car lot (the inversion), static-pool loss analysis by vintage, delinquency vs. recency.
Ashgrove Toyota
Adjusted EBITDA as a cash-flow proxy, UCA cash flow statement construction, borrowing-cause identification and the financing requirement, sales-growth and days-supply cash absorption.
Optimized Learning Modules
Every module shares the same structure so learners build a rhythm and retain more.
Narrated Video
An expert walkthrough of the concept in plain English.
Detailed Cases & Exercises
Hands-on with the files your team uses.
Quizzes & Learning Checks
A learning check after every module and a quiz after every course.