1. cuStrategies • 8501 Harbinger Court • Montgomery, AL 36117 • (404) 783-5898 • www.custrategies.com
PRESS RELEASE
Contact:
Mike Lawson
DML Communications
mike@dmlcommunications.com
760-845-8146
cuStrategies’ CSA Training Program Helps Dover Federal
Win 2015 CU Journal Best Practices Award
Literally leaving millions of dollars on the table, Dover Federal Credit Union’s
CSA campaign reverses direction and leads to 23% loan growth.
Montgomery, AL – December 3, 2015 – Lending, business development, and
leadership strategies firm cuStrategies’ Credit Score Analysis (CSA) program helped
provide Dover Federal Credit Union ($434 Million; 44,591 members; Dover, Delaware)
with a 24.87% lending boost in 2015. As a result, this effort earned cuStrategies and
Dover Federal a 2015 Credit Union Journal Best Practices Award. cuStrategies’ CSA
program helped Dover Federal reverse course from leaving millions of lending dollars on
the table to double-digit loan growth.
According to Dover Federal’s Vice President of Member Services Chad Rzewnicki, since
the credit union implemented these practices, its lending numbers have been huge. In
just the first six months of 2015, Dover Federal was already at $61.5 million, matching
2014’s total of $61.7 million in half the time. The credit union had its two biggest months
ever with June closing at $17 million and July at $13 million, resulting in a total of $74
million with five months of opportunity still remaining in 2015.
A vast majority of Dover Federal’s stellar loan performance stemmed from auto loans, as
the credit union will ramp up its mortgage lending in 2016 to expand its loan portfolio for
even bigger numbers.

2. cuStrategies • 8501 Harbinger Court • Montgomery, AL 36117 • (404) 783-5898 • www.custrategies.com
Rzewnicki adds that achieving numbers like these, Dover Federal implemented a
number of CSA campaigns to promote its lending efforts. One of them consisted of, “If
we can’t lower your current payment (after a member CSA), we’ll give you $100.”
Turned out, the credit union was able to lower a majority of members’ current payments,
saving them a lot of cash. The ones it couldn’t, it gave them $100 but also provided
direction on how they could save money on their payments within a year.
“Overall, we have exceeded our lending goals this year with help from cuStrategies’
guidance,” says Rzewnicki. “We set our 2015 loan growth goal for a 16% increase.
Currently, we have a 24% increase. I would be shocked if we didn’t hit 25% or 30% by
the end of the year. That’s how impressive our performance has been.”
“We are extremely happy for Dover Federal Credit Union’s win and success using our
CSA program,” Cook says. “We worked with them to integrate the CSA Program, and
the manner in which they embraced and marketed the program helped fuel their positive
numbers. As a result, so many members have benefited, such as lowering their monthly
payments on loans they had with other financial institutions. We look forward to more
success from Dover Federal Credit Union as they continue to promote this program for
their members’ benefit.”
About cuStrategies
Celeste Cook is founder and President/CEO of cuStrategies LLC. As a credit union
industry strategist, Cook provides strategic planning services, consulting services, and
training programs to the credit union industry. She is also a keynote and motivational
speaker in addition to a consultant and trainer. Cook has served as an industry expert,
motivational, and keynote speaker for national credit union associations as well as credit
union leagues nationwide. She has worked in the credit union industry for more than 20
years and has been a professional speaker and trainer for more than 15 years. She
previously worked for a $1.6 billion credit union in Atlanta, Georgia, and worked as a
consultant and trainer with Rex Johnson of Lending Solutions Consulting. For more
information, visit: www.custrategies.com.
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3. cuStrategies • 8501 Harbinger Court • Montgomery, AL 36117 • (404) 783-5898 • www.custrategies.com
PRESS RELEASE
Contact:
Mike Lawson
DML Communications
mike@dmlcommunications.com
760-845-8146
cuStrategies’ CSA Training Program Helps Carolina Postal CU
Win 2014 CU Journal Best Practices Award
Montgomery, AL – December 2, 2014 – Lending, business development, and
leadership strategies firm cuStrategies’ Credit Score Analysis (CSA) training helped
provide Carolina Postal Credit Union ($86 million; 9,368 members; Charlotte, NC) with a
33% lending boost in 2013. As a result, this effort earned cuStrategies and Carolina
Postal a 2014 Credit Union Journal Best Practices Award. This recent win also
complements the credit union’s Dora Maxwell and Louise Herring Awards presented by
the Carolinas Credit Union League in October 2014.
Carolina Postal’s annual loans in 2012 totaled just over $10 million and after
cuStrategies’ CSA training in 2013 loans exceeded $15 million – a 33% increase over
2012. In fact, the two months immediately following their two-day CSA training, Carolina
Postal experienced a 53% increase in loan dollars (January and February 2013). Loans
for 2014 are more than $8.9 million, as numbers proceed to increase because of the
credit union’s continued CSA marketing efforts – another big promo already this fall.
Along with the loan growth, CPCU also minimized its delinquency ratio for consumer
loans – decreasing to .67% in 2013 from 1.98% in 2012. Its current 2014 ratio is .36%.
According to Carolina Postal President/CEO Joy Watts, the credit union’s marketing
department worked very aggressively to promote the CSA program to create complete
membership awareness. At every CPCU touch-point, a member received a target-
marketed CSA message reading: CPCU can help you improve your Credit Score AND
save you money while doing it!

4. cuStrategies • 8501 Harbinger Court • Montgomery, AL 36117 • (404) 783-5898 • www.custrategies.com
“cuStrategies’ CSA training was invaluable,” states Watts. “If not for its CSA Program,
lending strategies, and training of our staff, we would not have gone into this area as
aggressively as we did – and we certainly would not have helped as many members as
we have.”
“We are extremely happy for Carolina Postal’s win and success using our CSA program,”
Cook says. “We worked with them to integrate the CSA Program, and the manner in
which they embraced and marketed the program helped fuel their positive numbers. As
a result, so many members have benefited. We look forward to more success from
Carolina Postal as they continue to promote this program for their members’ benefit.”
“As a CUDE (Credit Union Development Educator), I was personally excited to see this
program,” says Carolina Postal’s Vice President of Marketing and Business
Development Deb McLean. “This program is exactly the kind of service credit unions
should be providing their members all along. I couldn’t wait to get started and bring
home the message – and the terrific results show.”
About cuStrategies
Celeste Cook is founder and President/CEO of cuStrategies LLC. As a credit union
industry strategist, Cook provides strategic planning services, consulting services, and
training programs to the credit union industry. She is also a keynote and motivational
speaker in addition to a consultant and trainer. Cook has served as an industry expert,
motivational, and keynote speaker for national credit union associations as well as credit
union leagues nationwide. She has worked in the credit union industry for more than 20
years and has been a professional speaker and trainer for more than 15 years. She
previously worked for a $1.6 billion credit union in Atlanta, Georgia, and worked as a
consultant and trainer with Rex Johnson of Lending Solutions Consulting. For more
information, visit: www.custrategies.com.
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