credit acceptance market area manager

This document contains information about the Company and certain benefits and compensation offered to Market Area Managers as of January 1, 2016. The information contained herein is subject to change at any time in the Company’s sole discretion. The Company reserves the right to amend, modify, suspend or terminate any compensation or benefit plans and programs at any time and in any manner. If there is any discrepancy between the information contained in this document and the official Plan Documents and insurance contracts, if applicable, for the Credit Acceptance Health & Welfare Plan or the Credit Acceptance Corporation 401(k) Plan & Trust, such official Plan Documents and insurance contracts will rule.

WELCOME TOCREDIT ACCEPTANCEWe are a great place to work! Market Area Manager


why not start here?

takeof your own

chargecareer

Career Progression Opportunities As an employee-centric organization we have an intense focus on professional development and continuous improvement.

As a result, we only consider promotions into the Director of Sales roles from the Market Area Manager population

Run Your Own MarketIn defined territories with uncapped opportunity, Market Area Managers run their own market with the autonomy of an

entrepreneur and the support of a large corporation.

AB CAU TO

Above Market Benefits Package and Uncapped CommissionsOur compensation program is designed to attract, retain, and motivate exceptional people.


Credit Acceptance has over 40 years of success, an experienced leadership team, long-term stability and continued access to capital. As a leader in the indirect Auto Finance industry,

we’ve developed proven systems and processes to help new and used car dealers sell more cars and make more money.

a brief intoCredit

Acceptance

look


On August 23, 1972 Credit

Acceptance is incorporated for

the purpose of consolidating

the receivables management

and collection activities of

the dealerships owned by the

Company’s Chairman.

The Company celebrates its

Initial Public Offering and

begins to expand rapidly.

(NASDAQ: CACC)

1972 1992

A B R I E F L O O K H O M E

C H A P T E R O N E - T H E E A R LY Y E A R S

A H I S T O R Y O F O U R B U S I N E S S

The Company purchases the

Silver Triangle Building (HQ)

to meet growth objectives.

Opens the Henderson Servicing

Center in Henderson, NV.

1993 1999

C H A P T E R T W O - M O V I N G O N U P



Introduces The Company’s

first l ist of BHAG’s (Big, Hairy,

Audacious Goals).

Introduces the Credit Approval

Processing System (CAPS).

Company exceeds its

Profitability Goal of

18.6% with 18.8%.

Brett Roberts is named

Chief Executive Officer.

Company meets its

Share Price goal of $100.

Company joins Fortune’s list of

Top 100 Best Companies to Work

For for the first time at #52.

2001 20052002 2012 2014

C H A P T E R T H R E E - A C H A N G E I N B U S I N E S S



Moves up 15 spots on Fortune’s

list of Top 100 Best Companies to

Work For. Ranks #37.

Establishes BHAG 2.0

2015

C H A P T E R F O U R - O U R C U R R E N T G O A L S & T H E F U T U R E

I N T R I N S I C V A L U E

$1,000 SHARE PRICE

1.0 MILLION CONTRACTS

TOP 10 PLACE TO WORK

BHAG 2.0CLEAR GOALS

CONTRACT

CREDIT ACCEP TANC E

CONTRACTCREDIT ACCEP TANC E


A W A R D S & R E C O G N I T I O N

2012 2012 2012

2013 2013 2013

2013 2014 2014 2014 2015 2015

2014 2014 2014

2014 20152015

2015

2015

Detroit Best & Brightest

Companies to Work For

Detroit Top 100 Work Places

National Best & Brightest

Companies to Work For

National Top 150 Workplaces

ComputerWorld 100 Best Places

to Work In IT

Crain's Fast50 Fastest-Growing

Companies

Fortune 100 Best Companies to

Work For

Great Rated! People's

Picks, Great Workplaces in Financial

Services

Fortune List of 100 Best

Workplaces for Millennials


positionprofilemarket area manager

Ask anyone on our Sales Team and they will tell you that the Market Area

Manager role is the best job in the company! As a consultant to our Dealers, the

Market Area Manager is responsible for executing the 6 Step Sales Process:

You will be measured on your ability to grow your business profitability. Key

metrics include:

Enrollments

Enrolled to Active

Volume from Enrollments

Retention Rate

Step 0 - Plan

Step 1 - Prospect

Step 2 - Discover

Step 3 - Select

Step 4 - Set Up

Step 5 - Launch

Step 6 - Develop


New Hire TrainingExtensive training is provided to ensure MAMs are prepped with the company knowledge and best

practices to succeed. Weeks 1, 3, and 5 are conducted in the field with the Director of Sales, while

weeks 2 & 4 are classroom based and held at our company HQ in Southfield, MI. Once MAMs are

able to gain some experience in their territory, they return 6 months later to review their experience

and learn some new tips and tricks.


Tech and Tools*Credit Acceptance MAM’s are provided with an iPhone, Yoga tablet with laptop conversion, best

in class market reporting and lead generation technology as well as a homegrown CRM and

performance dashboards to help with tracking dealership data and real-time performance metrics.

Annual Sales Leadership Exchange (SLE)SLE is an annual event held by Credit Acceptance that is focused on best practices in sales and

dealer engagement as well as training & development. The event also includes an awards and

recognition ceremony.

*as of January 2016



To be successful in this role, Team Members need to demonstrate the characteristics of PRIDE (our Company core values) in their work:

Positive Respectful Insightful Direct Earnest1. Maintain a positive

attitude

2. Focus on solutions, not just pointing out problems

3. Promote a friendly, collaborative environment that is enjoyable for coworkers

1. Value teamwork and embrace helping others

2. Share credit and appreciate work of others

3. Communicate openly with language that promotes trust

4. Actively listen; be receptive to feedback

1. Make timely, well considered decisions

2. Create innovative solutions

3. Find root cause of problems and solve at the source

4. Diligently accumulate company, industry and business knowledge

1. Communicate in a clear, fact-based manner

2. Don’t be afraid of difficult conversations

3. Raise concerns and provide feedback through proper channels

1. Be honest, sincere and match words with actions

2. Work hard and strive to continuously improve

3. Pursue company goals relentlessly

R I D EP



Eric CassarRegional Vice President

Awards

1997Joined the Credit Acceptance Team

Dealer Service Center1997Contract Servicing2000IT2002

Team of the Year2011

Market Area Manager2004

DOS Top Gun2011 MAM Top Gun2007

Director of Sales2008

DOS Top Gun2012 Team of the Year2010

VP of Sales2014

DOS Top Gun2014 DOS Top Gun2010

Positions at Credit Acceptance

“Since joining the Credit Acceptance team in 1997, I have been offered the

opportunity to build my own career path and explore various functions within our

business. Before starting as a Market Area Manager, I worked in several servicing and

corporate support departments all of which fueled my passion for offering our product

to dealers across the country. My growth within the organization is an example of the

tremendous opportunity Credit Acceptance offers to those that bring their best effort

to work every day.”

We are an organization that believes in the development of our team members and promotion from within. Check out just a few examples of

Market Area Managers that have grown their career with Credit Acceptance. Click a name above to learn more.



Dealership General ManagerPrevious Occupation


“My experience with Credit Acceptance has been above and beyond my

expectations. The company has not only allowed me to incorporate my previous

experience and expertise but also has given me the support and knowledge to help

me grow and reach my potential.

I started with the company as a Market Area Manager in Northern New Mexico. Upon

reaching company goals within my first year I was offered a position as Director

of Sales in the Southwest District which includes Colorado, Utah, Arizona and New

Mexico. I currently supervise 13 Market Area Managers in their respective territories

and love what I do. Recently I received the Workplace Hero Award for 2014 and I was

truly honored by the recognition.”


Leo GuerraDirector of Sales



Workplace Hero Award Winner

Awards Market Area Manager2012Director of Sales2013





Franchise Dealership Owner

Previous Occupation

“I spent many years in the retail automobile industry, the last several as a Dealer

Principal of a General Motors franchise. I joined Credit Acceptance as a Market Area

Manager in 2011, and was able to make a smooth transition with the help of our

world-class leadership and training.

I won the coveted Top Gun award for Q1 2013, and was recently promoted to Director

of Sales for the Southern California District, where I now supervise 13 Market Area

Managers. It’s an honor to work for a company that appreciates their employees’

experience and talents, and also supports us with the best resources in the industry.

My only regret is that I didn’t join Credit Acceptance years ago!”

Q1 2013 Top Gun Award

Awards



Brian LeachDirector of Sales

Market Area Manager2011Director of Sales2015




Market Area ManagerAwards

Insurance Industry Sales Rep

Previous Occupation

2013 Top Gun Award Top Ribbon Holder


"As someone who didn't come from the car business or the finance world, I knew I

was taking on a huge challenge accepting a Market Area Manager position. To my

amazement, with the amount of training, tools, and resources Credit Acceptance

provided to me, my transition into the industry was surprisingly smooth.

My Director of Sales was an additional wealth of information and promoter of my

career goals. I learned quickly that with determination and a high sense of urgency

to grow the business, it's not always a matter of what you know, but rather preparation

of a plan that you can consistently execute. I'd like to think that I've been able to

achieve a level of success in this role because I knew from day one that a consistent

process was going to allow me to succeed on purpose."

Rachel BrabhamMarket Area Manager




benefits&compensation

The Market Area Manager compensation plan goes far beyond our competitive base salary. Uncapped commissions, profit sharing, holiday

bonus, automobile reimbursement, and mileage reimbursement are just a few of the many perks of the role.

Credit Acceptance matches

100% on the first 1%a team member contributes and

an additional

50% on the next 5%

BASE & VARIABLE

of our team

members overall

rated Credit Acceptance as a great

place to work in 2015

97%

GREAT CULTURE401K

26.5 holidays and

vacation days

after one year of employment

PAID TIME OFF

In 2015, the average Market Area

Manager made

$110K+


benefits&compensation

We are proud to offer a highly competitive benefits package inclusive of the following:

Delta Dental Plan of Michigan BCBS

Superior Vision Plan Paid Time Off and PTO Buy

Health Care Savings Account (HSA) Service Award Program

Flexible Spending Account (FSA) Tuition Assistance Program (up to $5250 annually)

Life Insurance Adoption Assistance Program

401K with Company Match 7.5 Paid Holidays

Disability Employee Assistance Program

Profit Sharing Holiday Bonus