over larger institutions because of the superior service. The fi nance managers want to work with lenders who they know can get deals done. " You have to be competitive in the rate in order to get in the game, but dealers are there to move the metal, " Buhrmaster says. Kindling financing opportunities Some common themes for growing both direct-to-consumer and indirect auto lending are cultivating strong relationships, speed and technology. " You have to invest in the right systems to streamline the dealer's experience and the customer's experience as they're looking to apply for a loan, " says John Mizzi, cofounder and CEO of New York City-based Vero Technologies, which off ers wholesale fi nancing and loan servicing software. Speed is also critical for borrowers looking for a quick close that allows them to drive off the lot with their vehicle the same day. " The banks that we've seen be most successful in the indirect lending or consumer fi nancing space, " Mizzi adds, " are the banks that have dedicated teams that support the build-out of relationships with the dealers across their communities or markets and are consistently getting in front of those dealers and making sure that they're top of mind. " Comprehensive off erings for dealerships One advantage community banks off er over their competitors is that they can provide a broader menu of fi nancial solutions for those dealers. " Community banks can off er a suite of credit products that dealerships need in order to entrench themselves in that relationship, " adds Mizzi. Community banks can also gain an edge with their fl exibility and ability to deal with unique situations. For