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.
Full Learning Path · per learner
Cover it with a membership →Path includes
- 4 core courses
- 4 optional deep-dive courses
- 12 complete case studies
- Hands-on exercises throughout
- Learning checks after every module
- Quizzes after every course
Not Sure If Automotive Dealer Lending Is Right for You?
Answer 10 questions in about 8 minutes. Get a score, a learning plan, and the courses that close your gaps.
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.
Go Deeper
Dealership Real Estate & Image-Program Economics
This 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
A 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
A 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
Deepens 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.