LAS VEGAS — When it comes to auto lending, credit unions need to greatly tighten up their tracking and monitoring systems on a broad front with particular focus on dealer performance, borrower scores and loan terms to both produce gains and ensure against losses.

That was the advice of a leading indirect lender, Larry Biernacki, president/CEO of the $509 million Arkansas Federal Credit Union, Jacksonville, who warned a CU audience here Wednesday that the industry needs to keeps closer tabs on a vast array of internal data or face being outmaneuvered by big banks and smaller competitors.

"Keep track of everything," stressed Biernacki suggesting many CUs are lax in comparing and analyzing data affecting their shops in such areas as collections, scoring standards and even "what is the definition of bad–is it 60 days, 90 days, charge off or what?"