Rebates are now eligible on Westlake financed deals. Focus on near-prime credit customers. Pre-approval fax submission now available!

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2 Rebates are now eligible on Westlake financed deals Focus on near-prime credit customers Pre-approval fax submission now available!

3 Focus buying nearprime credit customers! Due to higher than expected losses, Westlake will transition focus to nearprime credit customers. New program focus designed to fill in the financing gap below prime lenders finance range by other prime lenders Synchrony Sheffield Citi Retail Services Westlake Financial

4 Rebates are now eligible on Westlake financed deals Rebates must be entered into proper field in DealerCenter New Kawasaki vehicles financed through Westlake will have 10% Dealer Fee plus $100 Acquisition Fee Pre-approval fax submission now available!

5 Westlake can help PowerSports Dealers sell more units! FICO customers First-time buyers Prime customers All income types Comp Paystub, SSI, Job Letters, Self Employed Thin files Turned down by other prime lenders Customers with ITINs

6 Your full spectrum lender! SM Kawasaki New Vehicle Rate Sheet June 2017 Program: Platinum Gold Standard FICO: & Below Payment to Income (PTI): Max 20% Max 20% Max 20% Max 20% Max 20% Rebates & Incentives Debt to Income (DTI): Max 100% Max 100% Max 100% Max 100% Max 100% Min Income: $1,800 $1,800 $1,800 $1,800 $1,800 Max Term: Rates: 8.99% % 14.99% % 14.99% % 23.99% Usury Dealer Fee 10% 10% 10% 10% 10% Min Down Payment: Min 10% Min 15% Min 15% Min 20% Min 30% Max LTV (MSRP) : 110% 110% 110% 110% 80% Near-Prime Financing No Min Job Time No Min Residence Time Now available on Westlake Financial Deals. Rebates provided to customers must be entered in DealerCenter Deal must receive a Westlake Approval Bankruptcy Repossessions Contracts Discharged Bankruptcies accepted. No Open or Dismissed BK s Yes. Customer with Westlake or Wilshire Consumer Credit repossessions not accepted Current Westlake Customers must be pre-checked. Simple interest arbitration contracts only. Contracts sent to Westlake 21+ days past approval date will be returned to dealer and requires dealer to resubmit deal with new approval. Westlake Financial Services 4751 Wilshire Blvd Suite 100 Los Angeles, CA (888)-8-YES-YES dealers@westlakefinancial.com Westlake Policies Acquisitions Fees Minimum Payment Rebates / Incentives Open Autos A non-refundable acquisitions fee will be assessed for each loan based on credit quality. The minimum payment for any Westlake Financial Services loan is $200 per month Rebates eligible on all Westlake Deals. Rebates provided to customers must be entered in DealerCenter and dealer must receive an approval. Rebates cannot be used as down payments. One Open Auto with current status (not currently delinquent) OK. Customers with open motorcycle, ATV, Side by Side, watercraft or any other recreation loan will not be accepted. Dealer is responsible to review customers credit for open powersports/recreation loans. Must be traded in or show proof of payoff. Maximum amount financed of $10,000 and minimum down payment of 35%. Titles Submission Info: Westlake Financial Services Po Box Sacramento, CA Fax: Westlake_Titles@westlakefinancial.c om Additional Westlake Policies are listed on Westlake's Program Guidelines located in DealerCenter.

7 Your full spectrum lender! SM PowerSports Program Rate Sheet June 2017 Program: Platinum Gold Standard FICO Range Max Amount Financed: $20,000 $20,000 $15,000 Max Payment to Income (PTI): 20% 20% 20% Max Debt to Income (DTI): 80% 80% 80% Min Income: $1,800 Income $1,800 Income $1,800 Income Westlake Financial Powersports Financing New and Used Vehicles Most Makes/Models Rebates Accepted Westlake Policies Max Term: Bankruptcy Repossessions Contracts Acquisitions Fees Minimum Payment Rebates / Incetives Rates: 14.99% % 17.99% % 22.49% - Usury Min Down Payment: 15% 15% 25% Max LTV*: 110% 110% 90% Max Vehicle Mileage/Age 25,000 Miles/15 Yrs 25,000 Miles/15 Yrs 25,000 Miles/15 Yrs Open Autos Discharged Bankruptcies accepted. Open/Dismissed Bankruptcies not accepted Yes. Customer with previous Westlake or Wilshire Consumer Credit repossessions not accepted Simple interest arbitration contracts only. Contracts sent to Westlake 21+ days past approval date will be returned to dealer and requires dealer to resubmit deal with new approval. A non-refundable acquisitions fee may be assessed for each loan based on credit quality. The minimum payment for any Westlake Financial Services loan is $200 per month Rebates eligible on all Westlake Deals. Rebates provided to customers must be entered in DealerCenter and dealer must receive an approval. Rebates cannot be used as down payments. Open Autos with current status (not currently delinquent) OK. Customers with open motorcycle, ATV, Side by Side, watercraft or any other recreation loan will not be accepted. Dealer is responsible to review customers credit for open powersports/recreation loans. Must be traded in or show proof of payoff. Maximum amount financed of $7,500 and minimum down payment of 35%. Low Dealer Fees No Min Amount Financed Past BK s. Ok Full Spectrum Financing New and Used Powersports Vehicles Any Make and Model Westlake Financial Services 4751 Wilshire Blvd Suite 100 Los Angeles, CA (888)-8-YES-YES dealers@westlakefinancial.com Titles Submission Info: Westlake Financial Services Po Box Sacramento, CA Fax: Westlake_Titles@westlakefinancial.com Additional Westlake Policies are listed on Westlake's Program Guidelines located in DealerCenter.

8 Prime finance program for customers who do not get approved with Prime Lenders 700+ FICO customers Prime customers: All income types Comp Paystub, SSI, Job Letters, Self Employed Thin Files Customers with ITINs Short Residence and/or Job Time Looking for Deal Structures: Good Loan-to-Value (LTV) Good Payment-to-Income (PTI) Lower Down Payment Requirements

9 Westlake s most competitive program for near-prime customers which is a perfect complement to Kawasaki prime lending options FICO customers Near-Prime customers: Good Down Payments (20% - 30%) All income types Comp Paystub, SSI, Job Letters, Self Employed Looking for Deal Structures: Good Payment-to-Income (PTI) Good Stability (Job and Residence) Good Debt-to-Income (DTI) May need to switch to a lower priced or used unit Open Autos, Repossessions, or Bankruptcies will cause down payment requirements to increase

10 PowerSports finance program for customers with challenged credit histories FICO customers Subprime customers with: Good Income Good Stability Strong Down Payments (40% or more) Looking at appropriate priced bike Looking for Deal Structures: Low Loan-to-Value (LTV) Good Payment-to-Income (PTI) Good Debt-to-Income (DTI) May need to switch to a lower priced or used unit Open Autos, Repossessions, Bankruptcies will cause down payment requirements to increase

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15 PowerSports dealers are typically not as savvy as Auto Dealers: Know who you are talking to A lot of PowerSports dealers are enthusiasts making careers out of passions May not be knowledgeable or have experience with financing Ask about size of dealership staff PowerSports dealers typically operate with less employees Some may have as few as 1 or 2 employees Know the products and terminology A lot of stores sell multiple franchise brands under one roof Be Patient Most PowerSports dealers have little experience with Westlake-style financing. Be clear in your communication (follow up with ) Don t use industry jargon and expect that the dealer understand!

16 Pre-qualify customers early to set financing expectations: Start on the sales floor Ask questions about customer credit Set the customers financing expectations Can the customer put 25% down payment? Can they come up with required stips? Showcase alternative vehicles on which the customer may be approved Lower priced units Switch from New to Used

17 1. Score approval in DealerCenter 2. Pre-contract deal with customer Collect all required documents DO NOT ROLL UNIT 3. Submit complete funding package By Fax Fax to (866) Westlake verifies, reviews and scores deal internally If Approved, Westlake advises to finalize contract and Roll unit If Turned Down, Westlake advises of changes needed Fix errors and resubmit! 5. Finalize contract with customer and roll unit (if approved) 6. Send in completed deal package 7. Receive funds

18 1. Is the deal scored correctly? Incorrect Income Types or No Hit on the credit can throw off the deal and cause the deal to get kicked back in processing. Educate dealers how to properly score each deal. Refer to the Program Guidelines often. 2. Is the person operating the bike on the contract? Westlake does not allow for straw purchases. The person riding the bike must be on the contract. 3. Have you collected all proper stips? Follow list printed on the approval sheet Make sure you help your dealers structure each deal until they are comfortable with the program. 4. Do the stips match the deal inputs? Make sure what to show dealers how to verify that the inputs match the stips you collect 5. Is the contract signed and does it have all proper info? Missing Signatures and Missing Vehicle VIN s are areas we often find missing on contracts and will delay funding.

19 Sign-up at signup.westlakefinancial.com Signed and Complete Master Dealer Agreement (MDA) Must be filled out online as a franchise dealer Must select proper PowerSports franchise brand to obtain the correct contract Kawasaki Dealers must select Kawasaki Only signature pages need to be returned DealerCenter Agreement must be included Dealer Stipulations DMV License Sellers Permit Articles of Incorporation Insurance Bond ACH Form with Voided Check Copy of Phone Bill complete signup package to: MSR@westlakefinancial.com

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