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Passions to Purchases - Financing Your Next Adventure Starts Here
Episode 71st April 2024 • Fintech Confidential • DD3, Media
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In this episode of "Accrued, a Fintech Confidential series presented by LoanPro, Tedd Huff and co-host Colton Pond sit down with Mike Dushane, the Chief Product Officer at Octane, to learn how getting loans for fun and recreational activities is becoming easier and more user-friendly. 

Mike has a rich background in the automotive and power sports industries. He shares how his passion and career have merged at Octane, leading to groundbreaking work in recreational financing. He explains Octane's mission: to streamline the loan process for customers looking to purchase RVs, motorcycles, and other recreational vehicles, making these dreams more attainable than ever before.

Throughout the episode, the trio looks at the nuts and bolts of what makes Octane different. Mike highlights the company's close collaborations with dealers and manufacturers, ensuring that customers not only find the perfect vehicle but also secure financing in a smooth, hassle-free manner. This partnership model not only benefits customers but also strengthens the ecosystem around recreational vehicles, fostering a community of enthusiasts supported by accessible financing options.

Mike shares his insights into how Octane's customer-centric approach sheds light on the importance of understanding and empathy in finance. By prioritizing the needs and experiences of their customers, Octane is able to offer personalized loan options that resonate with individuals' unique circumstances. This approach is not just about making sales; it's about building lasting relationships and supporting customers' lifestyles and passions.

Looking to the future, the episode explores Octane's vision for continuing to innovate and improve the financing process. With a focus on leveraging technology and data, Mike discusses how Octane is constantly seeking new ways to enhance the customer experience, making it even easier for people to finance their recreational dreams. 

You will come away from this episode with a deeper understanding of how fintech is transforming the landscape of recreational financing. Through engaging stories and insightful discussions, Tedd, Colton, and Mike illuminate the exciting possibilities that lie ahead in making finance more accessible and aligned with the passions that drive us.

Watch on YouTube.

Key Highlights

  • Mike's Automotive Background and Passion for Power Sports: Before joining Octane, Mike had extensive experience in the automotive industry and a personal passion for cars and power sports, which he brings to his role.
  • The Importance of Team Success: Mike attributes Octane's success not to individual efforts but to the team's collective hard work and innovation.
  • Octane's Approach to Lending: Octane initially focused on serving customers in the prime and near-prime segments, looking beyond traditional metrics to responsibly extend credit to those often overlooked by big banks.
  • Customized Loan Offers: Utilizing alternative data and proprietary models, Octane can provide more personalized loan offers, often outperforming competitors by offering better terms or servicing customers they might decline.
  • Technology Integration with Dealers and OEMs: Octane integrates its technology with dealer and OEM platforms, streamlining the loan application and approval process to enhance the customer experience and facilitate instant loan decisions.
  • Data-Driven Collections Strategy: Octane employs a strategic approach to loan servicing and collections. It uses data to inform when and how to engage customers most effectively, aiming to enhance customer experience even in collections.
  • Empathy in Collections: Beyond technology, Octane applies empathy in its collections approach, understanding customer situations to encourage repayment in a way that respects the customer's circumstances.
  • Expansion into RV Lending: Recognizing the crossover interests of their customer base, Octane expanded into RV lending, adapting their lending approach to suit the different dynamics and needs of RV buyers.
  • Compliance and Fair Lending Practices: Octane prioritizes compliance and fairness, using data and models vetted for bias to ensure equitable lending practices.
  • Vision for the Future of Lending: Octane is focused on further personalizing the lending experience, leveraging data and technology to meet customers' individual needs more precisely and improve their purchasing journey.

Takeaways

  1. Customer-Centric Financing: Octane focuses on creating a seamless, frictionless financing experience for customers looking to purchase recreational vehicles, including RVs and power sports vehicles. They use technology to simplify the loan process, making dreams more accessible for their customers.
  2. Partnerships Enhance Customer Experience: Through partnerships with dealers and OEMs (Original Equipment Manufacturers), Octane can offer more personalized and immediate loan options, enhancing the customer's overall buying experience.
  3. Empathy and Data-Driven Decisions: Mike Dushane emphasizes the importance of empathy in product development and decision-making at Octane. The company uses a combination of empathy and data to make better lending decisions and serve its customers more effectively.
  4. Future of Finance in Recreational Lending: Octane is exploring ways to personalize further and customize lending experiences, aiming to make financing as tailored and relevant to the individual customer as possible. This approach suggests a future where lending is transactional and closely aligned with the customer's preferences and needs.
  5. Innovative Use of Technology in Lending: Octane leverages its proprietary technology platform to manage the end-to-end buying and lending process, which includes everything from application to loan servicing. This streamlines the process and opens up opportunities for innovation in loan servicing and management.

Octane:

Website: https://octane.co/ 

LinkedIn: https://www.linkedin.com/company/octane-lending 


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Time Stamps:

01:25 Octane's Big Move

02:25 Mike's Impact

04:47 Mike's Love for Cars

08:52 Tech Makes Loans Easy

10:30 Partners Make It Better

13:49 What Makes Octane Special

16:24 Choosing Who Gets Loans

20:50 Keeping Loans Healthy

23:42 Low Default Secrets

24:05 Tech in Loan Service

24:37 Tech Talks to Customers

25:06 Lending with Heart

26:19 Caring in Collections

27:06 Data for Better Loans

30:02 RV Loans Join the Mix

33:59 Personal Touch in Lending

34:56 Fair and Right Lending

36:04 Future of Financing

This is a Production of Diamond D3, Media

ABOUT:

Mike Dushane: Mike Dushane is the Chief Product Officer at Octane, overseeing the product and editorial teams and responsible for product direction, strategy, and implementation. He joined Octane in August 2018 and has introduced innovative new products that have significantly contributed to its growth. Mike lives in Brooklyn, NY, and is an avid traveler, photographer, swimmer, car nut, and gadget tinkerer.


Octane: Octane® is revolutionizing recreational purchases by delivering a seamless, end-to-end digital buying experience. We connect people with their passions by combining cutting-edge technology and innovative risk strategies to make lifestyle purchases–like powersports vehicles, RVs, and outdoor power equipment–fast, easy, and accessible. Octane adds value throughout the customer journey: inspiring enthusiasts with the Octane Media™ editorial brands, including Cycle World® and UTV Driver®, instantly prequalifying consumers for financing online, routing customers to dealerships for an easy closing, and supporting customers throughout their loan with superior loan servicing. Founded in 2014, we have more than 30 OEM and 4,000 dealer partners, and a team of over 500 in remote and hybrid roles.

Tedd Huff: Tedd Huff is the Co-Founder of Voalyre and the President and founder of Diamond D3, a professional services consulting firm focused on global payments and marketing. He is also a video podcast host and producer of Fintech Confidential.

Over the past 24 years, he has contributed to FinTech startups as an Advisory Board Member, Co-Founder, and Chief Experience Officer, providing strategic and tactical direction for Global Payments OpenEdge, Heartland Payments, Nuvei, and TSYS, among others, focusing on growth while delivering innovation, process improvements and user experience-driven value to simplify the complexity of payments.

Colton Pond: Colton Pond is a seasoned marketing executive with a strong fintech and financial services background. In his latest role, Colton is the CMO for LoanPro's API-first lending platform, aiming to meet the increasing market demands. His track record includes a significant tenure at Truv, where he led the marketing team to achieve a 300% growth in year-over-year revenue. Colton has also held key marketing and sales positions at MX, Lucid, and HealthEquity, demonstrating his ability to drive success and innovation within the fintech sector.

Diamond D3, Media: A media creation, management, and production company delivering engaging content globally


Transcripts

Mike DuShane:

We see is that dealers and OEMs,

Mike DuShane:

they want to control the experience because they want to make it more

Mike DuShane:

personalized and reduce friction.

Mike DuShane:

We're really excited about building products that do that

Mike DuShane:

because they also help us.

Mike DuShane:

To make better loans, have better experience for our

Mike DuShane:

borrowers,

Mike DuShane:

Tedd Huff - Fintech Confidential: Welcome to Fintech Confidential, bringing

Mike DuShane:

you the people, tech, and companies that change how you pay and get paid.

Tedd Huff:

welcome to Accrued, the Fintech Confidential Series presented by LoanPro.

Tedd Huff:

In this series, we're deconstructing the complexities of lending and exploring

Tedd Huff:

compliance, optimization, modernization, and personalization through insightful

Tedd Huff:

conversations with the industry's best.

Tedd Huff:

I'm Tedd Huff with my co host Colton Pond, and we're here to guide you

Tedd Huff:

through the intricate lending world.

Tedd Huff:

Whether you're deep into Lendtec or just intrigued on how the

Tedd Huff:

technology is reshaping lending, you're in the right place.

Tedd Huff:

Now let's dive into another episode of Accrued.

Tedd Huff:

Hey Colton, welcome back, man.

Tedd Huff:

After a short hiatus, we're so happy to have you

Tedd Huff:

back.

Colton Pond:

It's good to be back in a new location as well.

Colton Pond:

I'm in the studio this time, so we should have better audio.

Colton Pond:

Um, but it is good to be back.

Colton Pond:

Thanks so much, Tedd.

Colton Pond:

No worries.

Colton Pond:

So let's go ahead and kick off this episode.

Tedd Huff:

Octane is quite the powerhouse and they're transforming

Tedd Huff:

how we finance all the fun,

Tedd Huff:

Making those dream purchasess of power sports vehicles, RVs;

Tedd Huff:

And so much more.

Tedd Huff:

But as we start talked about in the very beginning of before we hit record,

Tedd Huff:

not sub Marines, but some Marine stuff.

Tedd Huff:

And it's not just a possibility, but

Tedd Huff:

octane is really created a seamless.

Tedd Huff:

Experience to make those dreams become a reality.

Tedd Huff:

Their end to end digital buying experience is truly setting a new

Tedd Huff:

standard and recreational financing.

Tedd Huff:

And it's not just about the tech Octane's business model is a perfect blend

Tedd Huff:

of business of business to consumer

Tedd Huff:

partnering with recreational vehicle giants like Polaris, partnerships

Tedd Huff:

that ensure that dreamers and doers alike get to experience the

Tedd Huff:

thrill of ownership without any of the traditional financial hurdles.

Tedd Huff:

Mike, you've been in the driver's seat of product direction, strategy

Tedd Huff:

implementation since joining Octane in August of 2018, and it seems that You

Tedd Huff:

have a knack for launching innovative products that push the envelope and

Tedd Huff:

it is significantly contributed to Octane's growth and your journey.

Tedd Huff:

So I want to welcome you to the show and, um, well, welcome.

Mike DuShane:

Thank you.

Mike DuShane:

Thank you.

Mike DuShane:

Good to be

Colton Pond:

Mike, it's good to have you, my friend.

Colton Pond:

Uh, we know each other well for the audience and viewers.

Colton Pond:

I found out that Mike at Octane and Octane is a customer of LoanPro.

Colton Pond:

And we met at a dinner in New York city and realized that we live a

Colton Pond:

few blocks away from each other

Colton Pond:

and decided, you know what, uh, we're going to become workout

Colton Pond:

buddies and go, go work out.

Colton Pond:

So my one workout a month is with Mike.

Colton Pond:

I need to do it more often.

Colton Pond:

I need to get in better shape.

Colton Pond:

Mike always pushes me.

Colton Pond:

But in addition to that, uh, Mike is an avid.

Colton Pond:

Um, traveler, swimmer, all things, uh, fun, but on the business side, one of

Colton Pond:

the most brilliant product leaders that I've had the opportunity to engage with.

Colton Pond:

So if you wouldn't mind, Mike, uh, give the audience a view into your

Colton Pond:

career path, how you got to Octane.

Colton Pond:

And what I would personally love is before this, we talked about

Colton Pond:

guiding principles that guide you illustrate one of those guiding

Colton Pond:

prinicples that is really impactful.

Mike DuShane:

Absolutely.

Mike DuShane:

Well, thank you for the kind words, Colton.

Mike DuShane:

First, let me say that our success at Octane is not due to me, but due

Mike DuShane:

to an amazing team of people here.

Mike DuShane:

Um, I believe, you know, jumping right to guiding principles.

Mike DuShane:

One of those is that your success in business is all

Mike DuShane:

about the people in the team.

Mike DuShane:

And I don't just mean the leadership.

Mike DuShane:

I mean, every single person in the company where real ideas, um, turn

Mike DuShane:

into execution and come to fruition.

Mike DuShane:

I am a longtime car nut.

Mike DuShane:

So throughout my career, I've been in various product management jobs for

Mike DuShane:

a quarter century now, um, starting while I was at University of Michigan.

Mike DuShane:

Um, throughout my career, I'd say there's one simple thing

Mike DuShane:

that's tied it all together.

Mike DuShane:

That was empathy, um, understanding what people actually want and going

Mike DuShane:

out of my way to give it to them first.

Mike DuShane:

And then thinking about how do you make it a business?

Mike DuShane:

How do you actually monetize it?

Mike DuShane:

How do you, um, you know, connect the dots so that the thing can scale.

Mike DuShane:

So my passion is cars.

Mike DuShane:

It has been since I was a little kid.

Mike DuShane:

I attribute that to being born in Los Angeles where everybody's into cars.

Mike DuShane:

kind of have be to live in LA.

Mike DuShane:

So when I first started my career, I was involved with a couple of startups

Mike DuShane:

that had nothing to do with cars.

Mike DuShane:

They were fun.

Mike DuShane:

I learned a lot, but at the same time, I was freelancing and writing

Mike DuShane:

about cars for various outlets just because it was a fun hobby.

Mike DuShane:

Doesn't pay Never did.

Mike DuShane:

Certainly doesn't now,

Mike DuShane:

and eventually I joined those two things together.

Mike DuShane:

First, I joined, uh, uh, Prime Media, which was a media company that owned

Mike DuShane:

Automobile magazine, and, uh, I led the web product and editorial function

Mike DuShane:

there, which, uh, to be honest, at first was just me, um, and then, uh, moved on

Mike DuShane:

after a couple of years to car and driver magazine, which was and is the biggest

Mike DuShane:

circulation car magazine in the world, um, has the largest, uh, automotive media web

Mike DuShane:

presence in the world, led digital efforts there for the better part of a decade.

Mike DuShane:

And was able to kind of bring my passion for cars and what I knew car

Mike DuShane:

enthusiasts wanted to digital platforms.

Mike DuShane:

After that, uh, did some corporate stuff at Hearst for a few years,

Mike DuShane:

uh, relaunched the Cosmo website.

Mike DuShane:

Uh, put together a business plan for Hurst Automotive.

Mike DuShane:

Um, but then I, I followed one of my mentors, a guy named Chip Perry.

Mike DuShane:

Went to TruCar, where I worked on automotive marketplaces.

Mike DuShane:

But both Chip and I left.

Mike DuShane:

Uh, after a few years and I found, I think the right place for me, which is

Mike DuShane:

octane and octane is exciting because.

Mike DuShane:

We're not doing cars right now,

Mike DuShane:

but we are doing power sports and power sports are actually an even more

Mike DuShane:

fun kind vehicle because cars have gotten so fast that you can't really

Mike DuShane:

drive them on public roads to their limits or anything close to them.

Mike DuShane:

But power sports, you can use off road, you can bomb around.

Mike DuShane:

There are more raw experience and a lot of big car nuts are really

Mike DuShane:

starting to turn to power sports.

Mike DuShane:

for a lot of car nuts, Power Sports is the new hot sports car.

Mike DuShane:

And that's because they're raw, and they're fun, and you can use

Mike DuShane:

them anywhere, um, and really push them to their limits.

Mike DuShane:

And that's a ton of fun.

Mike DuShane:

So, moving to Octane for me was really a natural progression.

Tedd Huff:

Mike, it's funny as you, as you talk about this, all I can think

Tedd Huff:

of is all the UTVs that are around my neighborhood here in Arizona, man, I've

Tedd Huff:

got, there are some that have got like.

Tedd Huff:

30 inch wheels and tires on it.

Tedd Huff:

Some have got these huge stereo systems you can hear from a mile away.

Tedd Huff:

And I'm not even exaggerating when I say

Mike DuShane:

Oh, I know.

Tedd Huff:

Uh, but it's just crazy to see how a lot of these guys that

Tedd Huff:

used to tinker on their car, tinker with their cars and do all this

Tedd Huff:

customization of made that switch over.

Tedd Huff:

To those vehicles.

Tedd Huff:

It's just, it's, it's awesome to see that there's that enthusiasm

Tedd Huff:

that continues to go through.

Tedd Huff:

But one of the things that you pointed out, and I really, like, I really like you

Tedd Huff:

to break down for us how you're leveraging technology to make the loan process

Tedd Huff:

for these as friction free as possible.

Tedd Huff:

Especially for those who are really looking to finance

Tedd Huff:

their recreational dreams.

Mike DuShane:

Octane developed its own platform, and that doesn't sound

Mike DuShane:

super sexy, but what it allows us to do is manage the whole buying

Mike DuShane:

and lending process end to end and make it simple and automated.

Mike DuShane:

Before Octane, the process of financing PowerSports and the

Mike DuShane:

majority, the vast majority of new PowerSports purchases are financed.

Mike DuShane:

And the process sort of looked like fill out a paper app, your dealer

Mike DuShane:

faxes it somewhere, come back in a few days once everything is, you

Mike DuShane:

know, done and you have a decision.

Mike DuShane:

Um, and it was, it was quite opaque and, and a lot of deals got lost or people,

Mike DuShane:

got frustrated because of that long lag.

Mike DuShane:

And so we turned it on its head and we said, well, why not allow people to, um,

Mike DuShane:

either do a digital credit app through a dealer or with our prequel product,

Mike DuShane:

do it right on their phone or their computer, uh, at home or in the dealer.

Mike DuShane:

Take that process through from applying to getting a loan.

Mike DuShane:

In minutes and not days.

Mike DuShane:

So it really is, you know, by automating every single piece of it

Mike DuShane:

from the, uh, document processing to even the credit decisioning,

Mike DuShane:

all of it is instant, and it allows us to turn people's passions into

Mike DuShane:

purchases in minutes and not days.

Tedd Huff:

Oh, I'd love that.

Tedd Huff:

Passions to like passions to purchases.

Tedd Huff:

I love that.

Tedd Huff:

I love that statement.

Tedd Huff:

I'm going to put that one in the old mental bank.

Colton Pond:

Yeah.

Colton Pond:

Uh, Mike, dive in deeper there.

Colton Pond:

So this segment that we're doing on, we're doing three episodes

Colton Pond:

with consumer lenders, folks that, that lend to, to consumers.

Colton Pond:

Octane being squarely in there.

Colton Pond:

One of, one of the unique aspects that I love as a marketing person

Colton Pond:

is your, your Go-to-market approach.

Colton Pond:

In a B2B2C way in partnering with retailers and OEMs and others.

Colton Pond:

So give us context on what role that plays in enhancing the customer experience.

Colton Pond:

You shared a little bit on what they were used to.

Colton Pond:

But

Colton Pond:

how does that play a fundamental role?

Colton Pond:

Because I can't just go to Octane's website and get a loan.

Mike DuShane:

yeah.

Mike DuShane:

So Octane is a point of sale lender.

Mike DuShane:

It means that every loan that we do is actually originated

Mike DuShane:

by one of our dealer partners.

Mike DuShane:

And what we've done is we've created a suite of technology tools that

Mike DuShane:

joins together our OEM partners.

Mike DuShane:

So OEM partners help us provide low promotional rates.

Mike DuShane:

with our dealer partners who actually engage the customers and, you know, sell

Mike DuShane:

them the units and finalize the financing.

Mike DuShane:

We've created these digital tools that sit on the OEM websites and they sit

Mike DuShane:

on the dealer websites so that instead of customers just kind of applying

Mike DuShane:

into some random form or CRM, they're actually applying and filling, um,

Mike DuShane:

submitting their information directly to.

Mike DuShane:

Our loan origination system and instantly getting qualified for loans.

Mike DuShane:

So that means that somebody who goes on an OEM website or a dealer website from

Mike DuShane:

their home and then walks into a dealer, they're already qualified and ready to go.

Mike DuShane:

The dealer in many cases can just click contract and the customer then

Mike DuShane:

signs it on their phone and that's it.

Mike DuShane:

So it's having the partnerships with the dealers and the OEMs

Mike DuShane:

and they're using our technology.

Mike DuShane:

That allows us to, to, um, make those loans pretty instantaneous.

Colton Pond:

and I'm sure that that drives increased trust, right?

Colton Pond:

If we think about financial services and lending and especially consumer

Colton Pond:

lending, previously, there's been a lot of distrust you going directly to folks like

Colton Pond:

Polaris and the customer engaging with Polaris with Octane behind the scenes.

Colton Pond:

I'm sure it drives greater trust, which drives greater conversion rates

Colton Pond:

and all the things that they want.

Mike DuShane:

No, that's all true.

Mike DuShane:

And it, it, um, it does.

Mike DuShane:

We, you know, we have trusting relationships with our dealer

Mike DuShane:

and OEM partners and you know, that, that trust is mutual.

Mike DuShane:

And yes, there is the conferred trust that comes from associating with them,

Mike DuShane:

but we also have a very transparent experience where you understand right

Mike DuShane:

away if you're, um, pre qualified to buy.

Mike DuShane:

our prequalification is unlike pretty much any prequalification out there

Mike DuShane:

in that when you get prequalified with us, the rates and terms that are

Mike DuShane:

generated are the real rates and terms.

Tedd Huff:

Hey, Ted Huff here.

Tedd Huff:

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Tedd Huff:

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Tedd Huff:

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Tedd Huff:

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Tedd Huff:

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Tedd Huff:

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Tedd Huff:

It's really that simple.

Tedd Huff:

as you, as you talk about all these different ways that you've, you've

Tedd Huff:

reduced the friction, you've made it easy for them to understand where they

Tedd Huff:

stand, can you give us a sneak peek maybe behind the curtain a little bit and help

Tedd Huff:

us understand like, What technologies you guys are using to, to make this

Tedd Huff:

such a revolutionary way to apply for these, these, these, uh, financing.

Mike DuShane:

Yeah, absolutely.

Mike DuShane:

Our stack, our core stack is proprietary.

Mike DuShane:

Um, and also, but, but our proprietary stack really just

Mike DuShane:

covers the things that we are going to do better than anyone else.

Mike DuShane:

So the way that we decision loans, the way that we process loans, those are

Mike DuShane:

things where our proprietary stack.

Mike DuShane:

is necessary and where we've built that up over the past decade,

Tedd Huff:

I hear proprietary, and that means Tedd, I'm not really going

Tedd Huff:

to tell you, but I'm going to give you a little bit of information.

Colton Pond:

secret sauce!

Colton Pond:

Come on, it's a secret sauce!

Mike DuShane:

yeah, I mean, we're, we're not, I mean, and

Mike DuShane:

honestly, it's not the technology,

Mike DuShane:

it's the team of people building it and it's how we have broken

Mike DuShane:

down the walls between risk and technology and our organization, yeah.

Mike DuShane:

So that we can build things quickly and we can build things that both satisfy

Mike DuShane:

our risk and compliance appetite and are delightful to our customers and our

Mike DuShane:

dealers, partners, and our OEM partners.

Mike DuShane:

that is the secret sauce.

Mike DuShane:

Honestly, the hardest thing we've done as a company is figuring out how you take,

Mike DuShane:

a technology forward organization,

Mike DuShane:

which is also a very mature financial institution.

Mike DuShane:

So how do you join that rigorous culture, financial culture with a

Mike DuShane:

technology culture so that you can build products that, um, produce great.

Mike DuShane:

Um, financial returns, but bring customers in the door because they

Mike DuShane:

are a great product experience.

Mike DuShane:

it's really that cultural thing that is our secret sauce.

Mike DuShane:

It's not any one piece of technology.

Mike DuShane:

The cultural thing allows us to build the great platform.

Colton Pond:

So I love that, Mike, and jumping in a little bit more,

Colton Pond:

tying back to the guiding principle you brought up of empathy, and having

Colton Pond:

empathy for, for people in the end customer and building around that.

Colton Pond:

I feel like, man, if product leak leaders could capture that principle

Colton Pond:

and that guiding principle, we have way better product leaders to understand

Colton Pond:

customers and what they're going through.

Colton Pond:

would love your thoughts on how you look at that market and, and how you

Colton Pond:

drive, like, uh, determining is this a qualified, uh, borrower or not?

Mike DuShane:

well, I think, um, In a nutshell, first it

Mike DuShane:

comes down to the culture.

Mike DuShane:

The product and engineering teams partner very closely with the RISC team

Mike DuShane:

to figure out the most innovative ways.

Mike DuShane:

To assess risk, and I'll say that we slight distinction.

Mike DuShane:

We don't really do much subprime for us.

Mike DuShane:

Subprime is a little bit of a different sector.

Mike DuShane:

We do primarily prime lending, um, but we also do near prime.

Mike DuShane:

And that was where we initially entered the market is, you know, think of it

Mike DuShane:

as people with a FICO score in the six hundreds, low seven hundreds,

Mike DuShane:

um, and how do you, you know, they typically get left behind by big banks.

Mike DuShane:

So how did we.

Mike DuShane:

Figure out how to responsibly lend to those people.

Mike DuShane:

Well, it's about data and it's about modeling.

Mike DuShane:

Um, so we don't do manual processes.

Mike DuShane:

There's no review, like the dealer calls and says, Oh,

Mike DuShane:

this is a really good customer.

Mike DuShane:

Trust us.

Mike DuShane:

No, it's all about data and modeling.

Mike DuShane:

And so we bring in as many data sources as we can.

Mike DuShane:

And they help us decide everything from what kind of credit offer, if any, do

Mike DuShane:

we want to make, to what is the fraud risk that we see with this person, to,

Mike DuShane:

um, what is this person's income and do we need to validate this person's

Mike DuShane:

income to make the right decision..

Mike DuShane:

So we've always been pretty conservative, but by using great

Mike DuShane:

data and sophisticated models, we're able to expand our lending box

Tedd Huff:

So it sounds like every one of the loans that you're doing

Tedd Huff:

is It's very custom to each one of the individuals and delivering

Tedd Huff:

that out to your partners that are

Tedd Huff:

on the dealer front and actually selling them.

Tedd Huff:

It sounds like it gives them a little bit of a, and maybe not a

Tedd Huff:

little bit, probably quite a bit

Tedd Huff:

of a home field advantage when, when competing against the others out there.

Tedd Huff:

How does pulling some of this alternative data in and

Tedd Huff:

comparing it to the other stuff,

Tedd Huff:

Help us understand how that works in the real world compared to the way

Tedd Huff:

you guys thought it would be going when you first started doing it.

Mike DuShane:

Yeah, well, in the real world, first, I'll nerd out a little

Mike DuShane:

bit and tell you technology wise, most lenders have a FICO buy box.

Mike DuShane:

They pull the FICO score.

Mike DuShane:

And if you're between A and B, you get this rate and B and C, you get that rate.

Mike DuShane:

It's purely based on FICO.

Mike DuShane:

We have a proprietary model that is based on, um, a lot of

Mike DuShane:

our own homegrown attributes

Tedd Huff:

Sorry, you said proprietary again, and it took everything.

Tedd Huff:

I couldn't not laugh.

Tedd Huff:

So continue my apologies, Mike.

Mike DuShane:

we have our own model that, uh, that, that produces

Mike DuShane:

a score that's different to the FICO score, but more predictive

Mike DuShane:

in our market than the FICO score.

Mike DuShane:

And that includes data from the credit bureaus, but it also includes other data.

Mike DuShane:

So what does that mean in the real world?

Mike DuShane:

It means that when a dealer gets an offer from us, often times Well, A,

Mike DuShane:

it's quicker because it's instantaneous.

Mike DuShane:

But B, we oftentimes have a better offer, um, or an offer where

Mike DuShane:

competitors have none because we're able to see these other data

Mike DuShane:

attributes about people and understand,

Mike DuShane:

that not all, but, but some of them are going to be a very good Uh, credit risk

Mike DuShane:

that that we would take where others might say no, or others might give them

Mike DuShane:

a poorer offer based solely on FICO.

Mike DuShane:

So it gives us more insight into who the customer is so that

Mike DuShane:

we can make better decisions.

Mike DuShane:

For the record, we also pull FICO and, you know, that is absolutely

Mike DuShane:

one of the factors we use.

Colton Pond:

What I love about that, Mike, at a prior job.

Colton Pond:

We did some cashflow underwriting stuff.

Colton Pond:

And we would talk about this all the time where FICO is, is an indicator,

Colton Pond:

but does not need to be the only indicator of should I lend money or not?

Colton Pond:

Because there are people with high FICO scores.

Colton Pond:

You think about if I had a job at Metta and I make 400, 000 a year.

Colton Pond:

And I get laid off tomorrow and I have a 780 FICO, I could go get a loan.

Colton Pond:

I could go get a personal loan and I would be just fine.

Colton Pond:

But I may not be the best person to loan to.

Colton Pond:

I just lost my job where there's people with like a 650 or 630.

Colton Pond:

Credit score, really good income, really good at their

Colton Pond:

attributes that you can depict.

Colton Pond:

And those are great people to lend to.

Colton Pond:

I'd love to tie this then together with thinking about portfolio

Colton Pond:

performance and default rates.

Colton Pond:

Um, I know Octane has an amazing portfolio and very perform portfolio.

Colton Pond:

Y'all do a lot of good things.

Colton Pond:

Help us understand.

Colton Pond:

That philosophy there, how you think about tying those two

Colton Pond:

together in relation to portfolio

Colton Pond:

performance.

Colton Pond:

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Mike DuShane:

Well, first I want to give a shout out to our amazing risk team.

Mike DuShane:

We wouldn't be the company we are without them.

Mike DuShane:

And that's true on,

Mike DuShane:

their modeling, um, in, in terms of how we extend offers to how we

Mike DuShane:

actually service our loan book and we, we partner with loan pro, uh, to, uh,

Mike DuShane:

loan pro runs our servicing platform.

Mike DuShane:

what we love about loan pro is that because it's a API driven, we

Mike DuShane:

can connect it directly into our proprietary platform and make it

Mike DuShane:

part of our overall stack seamlessly.

Mike DuShane:

And what that means is that as we develop.

Mike DuShane:

models for how we,

Mike DuShane:

approach servicing loans or for collections.

Mike DuShane:

When we want to bring in additional vendors who help us automate some of

Mike DuShane:

those things, we can easily connect them to both loan pro and our own systems.

Mike DuShane:

It's about.

Mike DuShane:

Dotting the I's and crossing the T's and making sure that you do things

Mike DuShane:

well, making sure that you do things compliantly, and then being smart about

Mike DuShane:

who your contact, which customers you're contacting, when you're contacting them.

Mike DuShane:

What kind of messaging are we using when we're contacting them

Mike DuShane:

to give them the best experience?

Mike DuShane:

Because if they get the best experience, they are going to be

Mike DuShane:

better at repaying their loans.

Mike DuShane:

And that's a big part of Why we see such great loan performance.

Tedd Huff:

Mike, I'm super curious because you've talked about like

Tedd Huff:

all these different things that you think about and how you approach the

Tedd Huff:

experience from the consumer side.

Tedd Huff:

What strategies has Octane implemented to really keep these default rates down?

Tedd Huff:

Because you've mentioned it, Colton's mentioned it, and I'm assuming that

Tedd Huff:

when they do default that you guys are having a much higher success rate.

Tedd Huff:

With collections.

Tedd Huff:

What are the strategies that you can share that aren't proprietary

Tedd Huff:

help us understand how and why.

Mike DuShane:

Part of it is having great people who know what they're doing.

Mike DuShane:

We didn't just assume like so many tech startups do that.

Mike DuShane:

Hey, because we're a tech startup, we're smarter than everyone else.

Mike DuShane:

We actually brought in a lot of people who have significant

Mike DuShane:

experience in loan servicing to help us spool up that function.

Mike DuShane:

And they've done that very well.

Mike DuShane:

But then what we did is we said, all right, we're going to start with kind

Mike DuShane:

of the normal way that you do things.

Mike DuShane:

And then we said, help us understand your process, help us

Mike DuShane:

understand how to make that better.

Mike DuShane:

And where we've used technology is saying.

Mike DuShane:

Hey, instead of some supervisor having to pour over things and

Mike DuShane:

figure out who's going to call whom,

Mike DuShane:

where it's just as likely as not someone just spaced out on paying a bill.

Mike DuShane:

We can do that without annoying people.

Mike DuShane:

We're actually looking now at reducing frequency of contact because, um,

Mike DuShane:

incremental contacts may not actually drive better performance, and it

Mike DuShane:

makes the customers happy if they just get the context that they want.

Mike DuShane:

Indeed,

Mike DuShane:

and, uh, and we've seen great results with that.

Colton Pond:

Love that.

Colton Pond:

And it goes to a theme that we've talked about on this podcast series on

Colton Pond:

transforming lending from a transactional relation or transaction to a relationship

Colton Pond:

and how to do that efficiently.

Colton Pond:

And a lot of people have previously done lending.

Colton Pond:

I give you money, you give me money back.

Colton Pond:

You don't give me money back.

Colton Pond:

I heard your credit score and I repo my asset, uh, relative like.

Colton Pond:

Consumers want to pay their loans, right?

Colton Pond:

And one of the coolest things I've seen with Octane,

Colton Pond:

Mike, hopefully you don't mind me sharing, but Octane does a really good job when you

Colton Pond:

look at portfolio performance on when a customer gets a borrower gets 30, 35, 40.

Colton Pond:

50 days past two, how do you get them back?

Colton Pond:

So many lenders out there.

Colton Pond:

Oh, you're 30 days past two.

Colton Pond:

Okay.

Colton Pond:

You owe me double as much.

Colton Pond:

And I'm going to hit fees, fees, fees.

Colton Pond:

And then you remember me triple as much.

Colton Pond:

And then all of a sudden the consumer sitting back and being like, I'm never

Colton Pond:

going to be able to dig out of this hole.

Colton Pond:

You know what?

Colton Pond:

Forget about it.

Colton Pond:

Uh, I can just totally default on this, this loan.

Colton Pond:

It's no big deal to me.

Colton Pond:

Um, but in reality, the lender wants the money.

Colton Pond:

The consumer wants a better financial relationship and Octane has done

Colton Pond:

a really good job of how to help customers that are About to go, uh,

Colton Pond:

uh, default, come back and get right.

Colton Pond:

Um, so we'd love your thoughts there, Mike, of how you approach

Colton Pond:

that and how you approach it from having empathy and a customer

Colton Pond:

centric view, as you, you mentioned.

Mike DuShane:

You know, when we say the word empathy, sometimes we think

Mike DuShane:

that it's just a one on one thing.

Mike DuShane:

But the reality is that we can train our models and our systems based

Mike DuShane:

on what consumers actually want and what they do so that we're exhibiting

Mike DuShane:

empathy through our platform.

Mike DuShane:

And that's a big part of it is saying, all right, given everything

Mike DuShane:

we know about this customer

Mike DuShane:

what is the thing that's most likely going to engage them to actually want to pay?

Mike DuShane:

And so

Mike DuShane:

that is part and parcel with what is going to engage the consumer the best, what's

Mike DuShane:

going to give them the best experience so that they actually want to pay us back.

Mike DuShane:

And so using, um, we, we use loan pro as our core platform, and then we put

Mike DuShane:

our own collections models on top of that, using all kinds of different data.

Mike DuShane:

And then

Mike DuShane:

layering those pieces on so that we're making the right decisions about who

Mike DuShane:

to call, how to call them, when to call them, how frequently, uh, what

Mike DuShane:

messaging to use, um, that's how we drive really great performance.

Mike DuShane:

So it is systematized empathy.

Tedd Huff:

How are you using these strategies really to shape

Tedd Huff:

the future

Tedd Huff:

of lending at Octane?

Tedd Huff:

How is it helping you when you're thinking about strategies to extend

Tedd Huff:

maybe into other areas of lending?

Tedd Huff:

How, how are you thinking that from a strategic perspective?

Mike DuShane:

it really comes back to our culture.

Mike DuShane:

Joining technology with high performance lending products.

Mike DuShane:

And so as we're working with dealers and as we're working with

Mike DuShane:

manufacturers, that's usually how we enter or always how we enter markets.

Mike DuShane:

We are not a direct to consumer lender.

Mike DuShane:

And so it's really about going to them and saying, yeah, we

Mike DuShane:

know you have lending, but

Mike DuShane:

think about how lending can be a driver of your business if you put it

Mike DuShane:

at the forefront of your experience,

Mike DuShane:

we actually go through an exercise internally called hopes and fears,

Mike DuShane:

where we say, what are the customers hopes and what are their fears and

Mike DuShane:

how do we address those things in a meaningful way so that they get more

Mike DuShane:

excited and reduce their anxiety.

Mike DuShane:

So, for example, by taking a prequalification product and putting it

Mike DuShane:

right on a manufacturer's site in a very non confrontational way where a customer

Mike DuShane:

can use it in their own home, they can get more excited about a purchase and

Mike DuShane:

alleviate any anxiety, especially if they don't have perfect credit about

Mike DuShane:

whether or not they could qualify.

Mike DuShane:

And from an OEM's perspective, we can also take their promotional

Mike DuShane:

rates that they have and bring that right into the experience.

Mike DuShane:

From a dealer's perspective, we can take the inventory that they have and

Mike DuShane:

apply offers directly to that inventory.

Mike DuShane:

So that it isn't this abstract concept of, Oh, I sort of like this vehicle, and I

Mike DuShane:

guess I need to go in and get it financed.

Mike DuShane:

It's very real.

Mike DuShane:

It's very actionable for people.

Mike DuShane:

Um, so we continue to expand our end to end process to cover ever more pieces

Mike DuShane:

of it so that OEMs and dealers see us not just as a lending partner, but as

Mike DuShane:

a way to increase their customer base.

Colton Pond:

So on that expansion note, uh, I love that because it ties into

Colton Pond:

embedded finance and embedded lending.

Colton Pond:

And a lot of what octane is doing is around embedded lending, which I believe.

Colton Pond:

Uh, the future of finance has a large aspect of embedded lending with brands

Colton Pond:

who have customers and how to reach those customers through financial products.

Colton Pond:

we love the, the power sports market, right?

Colton Pond:

Cause it's fun and exciting.

Colton Pond:

Right.

Colton Pond:

Uh, and Tedd here's, here's that all the time in his backyard.

Colton Pond:

Um, but I know recent somewhat recently octane made the pivot and shift or, or

Colton Pond:

addition to go into the RV lending space.

Colton Pond:

So help us understand that leap.

Mike DuShane:

From a customer perspective, there's crossover, right?

Mike DuShane:

If you're somebody who does power sports, you may also like to go camping.

Mike DuShane:

You may also like to, to use an rv.

Mike DuShane:

Um, it is a really different market though.

Mike DuShane:

Uh, RV loans are much longer.

Mike DuShane:

The average weighted life of our power sports loans is just over two years.

Mike DuShane:

Um, in rv it's, it's many years.

Mike DuShane:

Um, and the initial loan terms are, are.

Mike DuShane:

Twice to three times as long as well.

Mike DuShane:

Um, they're, they're bigger, more expensive purchases.

Mike DuShane:

Um, and the dealers operate a little bit differently where,

Mike DuShane:

um, there is a higher degree of consolidation in the dealer market.

Mike DuShane:

So there are a few big players and that's interesting because they're willing to

Mike DuShane:

invest a lot in building great digital experiences with great embedded lending.

Mike DuShane:

And so that's where we've been able to capitalize is that.

Mike DuShane:

Um, most lenders, when you talk to them about embedded lending, when you

Mike DuShane:

talk to them about building an end to end experience in partnership with,

Mike DuShane:

um, whether it's a large dealer group or a large OEM, it's very difficult

Mike DuShane:

for them to conceptualize anything other than, I don't know, can you

Mike DuShane:

embed a fax machine into your website?

Mike DuShane:

And that's where we've been able to really change the market is by

Mike DuShane:

saying, yeah, we can we can embed the whole process end to end.

Mike DuShane:

Um, give the customer everything they need, give the merchant everything

Mike DuShane:

they need, give transparency and visibility through the process

Mike DuShane:

and monitor KPIs in real time.

Tedd Huff:

You mentioned something that I guess I just natively

Tedd Huff:

thought about is that crossover between the RV and the power sports.

Tedd Huff:

they're so similar, like you were mentioning.

Tedd Huff:

Um, actually I can't think of anybody that's a friend of mine that has an

Tedd Huff:

RV that doesn't have power sports.

Tedd Huff:

So when I think through that, but although they're the same person,

Tedd Huff:

How does the lending approach to RVs differ from what you've done in the power

Tedd Huff:

sports space, even though they're similar?

Mike DuShane:

The payment's larger, it's it's falls at a different place in the

Mike DuShane:

customer's payment waterfall in terms of what bills they're paying and when.

Colton Pond:

what I've had my eyes opened up into in this conversation has been,

Colton Pond:

um, There is so much data and there's so much data to look at that actually is

Colton Pond:

indicative and predictive of a performance portfolio, which is what any lender wants

Colton Pond:

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Colton Pond:

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Mike DuShane:

on the servicing side again, it's about getting ever more

Mike DuShane:

personalized so that no two customers are having the same experience

Mike DuShane:

and we're actually delivering a customized one on one experience

Mike DuShane:

to every single borrower when it comes to how we engage with them.

Tedd Huff:

From your perspective, how would you overcome that

Tedd Huff:

feeling of uncertainty?

Mike DuShane:

We've got to prove that it's better to our dealer partners.

Mike DuShane:

That's all it is.

Mike DuShane:

We have very close relationships with a lot of dealers.

Mike DuShane:

They trust us and we trust them and they have been great at

Mike DuShane:

helping us pilot new products

Mike DuShane:

if we do it well, they're going to see a better product,

Mike DuShane:

better rates, better products.

Mike DuShane:

Um, higher approval rates or, you know, getting more butts in seats.

Mike DuShane:

And if that's the case, then they're going to like it and

Mike DuShane:

they're going to want more of it.

Mike DuShane:

Our goal is to offer the best possible, um, overall deal structure to every

Mike DuShane:

customer where it's more personalized.

Mike DuShane:

All the data sources we use are highly vetted to make sure that they are not

Mike DuShane:

having a disparate impact on people.

Mike DuShane:

So instead of trying to make it this very subjective thing where biases can come

Mike DuShane:

into play, we're using models that we know are unbiased with data sources that we

Mike DuShane:

know are unbiased and truly looking at,

Mike DuShane:

capacity and propensity to repay.

Mike DuShane:

it's about making sure that we're not, um, enabling any kind of,

Mike DuShane:

unfair lending and automating it and using objective data sources

Mike DuShane:

we're not using like large language a I, you know, a lot of

Mike DuShane:

companies say they're using it.

Mike DuShane:

I haven't seen any way to actually use some large language model to

Mike DuShane:

make a credit decision in a way that is, um, unbiased and fair.

Mike DuShane:

So our eyes are open.

Mike DuShane:

We'll use a I for other things, like how do we communicate with customers better?

Mike DuShane:

That kind of thing.

Tedd Huff:

Well, I'm super glad Mike, that you're the one that

Tedd Huff:

brought up the buzzword AI.

Tedd Huff:

I didn't do it this time.

Tedd Huff:

I think that's the first time in this entire series that's happened.

Tedd Huff:

We always like to end the episode by saying, let's pull out the crystal ball.

Tedd Huff:

Let's look ahead to the future and understand from your and

Tedd Huff:

Octane's perspective, what are the.

Tedd Huff:

the trends that you're seeing in financing, where are they headed?

Tedd Huff:

and especially where do you believe that Octane is, is going to be able

Tedd Huff:

to lead the charge in those changes?

Mike DuShane:

One trend we see is that dealers and OEMs, they want to control

Mike DuShane:

the experience and they want to control the experience because they want to make

Mike DuShane:

it more personalized and reduce friction.

Mike DuShane:

We're really excited about building products that do that

Mike DuShane:

because they also help us.

Mike DuShane:

To make better loans, have better experience for our customers, our our

Mike DuShane:

borrowers, um, and ultimately see lower credit losses and better loan performance.

Mike DuShane:

The other big trend that I see right now is a rapid acceleration of the amount of

Mike DuShane:

data and kinds of data that are available to make decisions, which will help us.

Mike DuShane:

Further expand beyond what we already have, even, um, the pool of customers

Mike DuShane:

who can get great financing and to do so in a way that is not only fair

Mike DuShane:

and compliant, but that has great, um, credit performance as well.

Mike DuShane:

Another big trend is that I'd say data rules the world and,

Mike DuShane:

um, and, and leveraging that data quickly is one of our superpowers.

Colton Pond:

You mentioned something data rules world.

Colton Pond:

I have a shirt that says the data doesn't lie.

Colton Pond:

And then I also have a shirt from Mike that says compliance is cool.

Colton Pond:

So I can authorize that they are very focused on compliance.

Colton Pond:

I should have worn it today.

Colton Pond:

I'll wear it next time we work out for sure.

Colton Pond:

Um, but what I loved about this conversation is.

Colton Pond:

The focus on technology, the focus on innovation, but the end message

Colton Pond:

of how to drive personalization and lending and finance to eventually

Colton Pond:

the segment of one, right?

Colton Pond:

And, um, there's a big vision and passion project of mine of how to do,

Colton Pond:

uh, drive greater personalization and,

Colton Pond:

in what we do within finances on, on your end, uh, Mike, any

Colton Pond:

concluding remarks in relation to.

Colton Pond:

The role that you're using technology and innovation to truly meet

Colton Pond:

customer's needs where they're at.

Mike DuShane:

A job is fun when I'm learning and when I'm making a difference

Mike DuShane:

for people and I'm having fun in this job,

Mike DuShane:

having been here now for 5.

Mike DuShane:

5 years because we continue to learn, we continue to build new things and all those

Mike DuShane:

things make our customers lives better.

Mike DuShane:

Um, so I don't know, maybe that sounds a little bit, um, uh, like,

Mike DuShane:

like, yeah, it sounds a little cliche, but it really is true.

Mike DuShane:

It takes a great team of people to do that.

Mike DuShane:

You've got to empower your people and you have to be radically

Mike DuShane:

empathetic to your customers.

Mike DuShane:

And as long as you do that, you'll keep making products better and you'll

Mike DuShane:

keep gobbling up market share and having a great profitable business.

Tedd Huff:

Mike, you know, this episode has been a lot of fun.

Tedd Huff:

Like Colton mentioned, uh, it's really nice to sit down with you again.

Tedd Huff:

I got an opportunity to sit down with you in January and And learned a little

Tedd Huff:

bit about your perspective, but this is completely expanded my understanding

Tedd Huff:

of, of how you approach everything.

Tedd Huff:

So I, I really appreciate you being, being on the show today,

Mike DuShane:

No, it was a lot of fun.

Mike DuShane:

It was good.

Mike DuShane:

I still can't live up to, you know,

Colton Pond:

Cliché

Mike DuShane:

dying and coming back to life and you know, everything else, but.

Colton Pond:

Mike, Mike texted me last night and said, I can't live up to Brett

Colton Pond:

Beard all the, the man is a legend.

Colton Pond:

Like he is a legendary for sure.

Colton Pond:

And then the other exciting part is we're actually recording this

Colton Pond:

episode on Pi day, March 14th.

Colton Pond:

I'm actually, I just got a ping for my team.

Colton Pond:

Cause I'm 15 minutes late and I'm supposed to go get a pie in the face for my team.

Colton Pond:

So hopefully Mike, you got me out of like being late and getting a pie in the face,

Colton Pond:

but I'll let you know how that goes.

Mike DuShane:

You'll have to tell me about the

Mike DuShane:

pie in the face when we see each other Saturday.

Tedd Huff:

but just kind of recapping the things that we've talked

Tedd Huff:

about and Colton, you did a really good job of it just a moment ago,

Tedd Huff:

but what I take away from it is.

Tedd Huff:

Treating everybody as an individual through the data that is available, that

Tedd Huff:

is compliant, uh, to, to really give them the best opportunity at not only acquiring

Tedd Huff:

that dream recreational vehicle, but Also doing it in a way that doesn't make

Tedd Huff:

them feel like less if they're having to move forward throughout their life.

Tedd Huff:

And, and I think

Tedd Huff:

that's really interesting.

Tedd Huff:

And I love the level of empathy that you guys have brought

Tedd Huff:

into the whole experience.

Mike DuShane:

Well, thanks for having me today.

Mike DuShane:

It's been a lot of fun.

Tedd Huff:

All right, so that is a wrap for this episode of

Tedd Huff:

Accrued, a fintech confidential series presented to you by LoanPro.

Tedd Huff:

And if you haven't already, if you made it this far, congratulations,

Tedd Huff:

I, give you a round of applause.

Tedd Huff:

Go ahead and subscribe to our email notifications at accrued.

Tedd Huff:

fintechconfidential.

Tedd Huff:

com forward slash notifications.

Tedd Huff:

And of course, subscribe, like all that fun stuff.

Tedd Huff:

You can find us on your favorite podcast player under fintech confidential.

Tedd Huff:

And as always keep moving forward.

Tedd Huff:

As we wrap up today's episode, I've got one last thing for you.

Tedd Huff:

If you're in the trenches fighting fraud and financial crime, you

Tedd Huff:

know it's a complex battlefield.

Tedd Huff:

That's where Hawke's AI tools for real time payment screening, AML,

Tedd Huff:

transaction monitoring, and dynamic customer risk rating come into play.

Tedd Huff:

These aren't just buzzwords, they're game changers designed to make your compliance

Tedd Huff:

more effective and less of a headache.

Tedd Huff:

Imagine slashing through false positives with precision and giving your

Tedd Huff:

compliance strategy the edge it needs.

Tedd Huff:

Head on over to gethawkai.

Tedd Huff:

com to sign up for a demo and discover how their platform can revolutionize

Tedd Huff:

how you fight fraud and financial crime.

Lily:

This has been a production of DD3 Media, with all rights reserved.

Lily:

This is provided for informational purposes only.

Lily:

It is not offered or intended to be used as legal, tax, investment,

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We strive to provide accurate and up to date information, but will

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Lily:

You comply and understand that you should use any of this

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Cryptocurrencies are highly volatile financial assets, so research and

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make your own financial decisions.

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