Good afternoon, and welcome to Open Lending's fourth quarter 2021 earnings call. As a reminder, today's conference call is being recorded. On the call today are John Flynn, Chairman and CEO, and Ross Jessup, President and COO, and Chuck Jehl, CFO. Earlier today, the company posted its fourth quarter 2021 earnings release to its investor relations website. In the release, you will find reconciliations of non-GAAP financial measures to the most comparable GAAP financial measures discussed on this call. Before we begin, I'd like to remind you that this call may contain estimates and other forward-looking statements that represent the company's views as of today, February 24, 2022. Open Lending disclaims any obligation to update these statements to reflect future events or circumstances. Please refer to today's earnings release and our filings with the SEC for more information concerning factors that could cause actual results to differ materially from those expressed or implied by such statements. Now, I'll pass the call over to you, John, for opening remarks. Thank you, operator, and good afternoon, everyone. Thanks again for joining us for Open Lending's fourth quarter 2021 earnings conference call. I'd like to begin today by reviewing our fourth quarter as well as our full year 2021 highlights and the progress we've made on our growth objectives. Ross is gonna discuss the auto manufacturing and lending landscape. Finally, Chuck is going to review our fourth quarter financials and discuss our outlook for full year 2022. I'd like to start with our high-level financial review of the fourth quarter and full year results. We're very pleased to report another very strong quarter at Open Lending. Q4 2021 certified loans increased 59% to 42,639 as compared to the fourth quarter of 2020. We reported revenue of $51.6 million, which was an increase of 30%, and adjusted EBITDA of $36.6 million, which was an increase of 47% as compared to the fourth quarter of 2020. We saw incredible growth in 2021, with an 82% increase in certified loan growth, a 98% increase in revenue, and a 123% increase in adjusted EBITDA for the full year 2021 compared to 2020. We added 71 new customers in 2021, which was up from 55 new accounts in 2020, and the average size of the lenders that signed up in 2021 exceeded $1.2 billion in total assets. I think this demonstrates the value proposition of our platform and our continued momentum as we head into 2022. We're also very encouraged by the continued growth on our credit union and bank lines, where we achieved an 82% year-over-year increase in certs for the fourth quarter of 2021. This was driven in part by the addition of new accounts, including some that are preparing for CECL compliance by year-end, further penetrating existing customers through wallet share and continued expansion of our refinance program. First, on the new customer side, we signed 18 new accounts in the fourth quarter, and three of these were tier one accounts classified as over $1 billion in assets. Of the 71 new accounts signed in the full year 2021, 19 institutions have total assets over $1 billion. Momentum has also continued into 2022, with seven new contracts signed to date and approximately 15 active implementations underway so far this year. Many of the inbound calls that we're getting from larger credit unions are related to the fact that they have less than one year to comply with CECL. For those of you not familiar with CECL, it stands for Current Expected Credit Losses and is a GAAP accounting standard which is applicable to many of our lenders which will require adoption during 2022. As a reminder, Lenders Protection can provide lenders with a preferential approach to CECL compliance. Earlier this month, we hosted an executive steering committee meeting where we had executives from our largest credit union customers come to Austin to discuss how Open Lending can help them further grow their respective auto portfolios with a real focus on prime decisioning and the importance of CECL. It became very clear from these discussions that our lending partners are looking for new ideas on how to grow their auto portfolios through expansion of their offerings in the face of chip shortages and depleted new car inventory. We're working on a few initiatives that we plan to roll out this year to assist them in these efforts. We are also in the process of setting up another webinar with KPMG, which is similar to the one we hosted last year, which will discuss CECL compliance and the approach and compliance timeline for credit unions. Now I'd like to move on to our existing customer side. Our top 10 customers, excluding OEMs, have increased their certification volume by 193% in 2021 as compared to 2020. During the quarter, we continued to add new credit unions and banks to the refinance program. During Q4, we onboarded four new accounts to the refinance program, with our volume reaching nearly 35% of our total certs in the fourth quarter of 2021. As a result of our flexible business model, our refinance channel has accommodated consumers by allowing them to modify their existing terms and lower their payments. This program is one way we've been able to help offset the temporary headwinds that's associated with the affordability due to inflated used car values and inventory shortages, which are continuing to impact auto sales, both new and used. Ross will touch more on this topics in a few minutes. Our credit union funding sources will continue to have the lowest cost of capital, allowing them to offer much lower rates than your typical near and non-prime lender in the marketplace. We continue to see consumers saving as much as $100 to $150 per month by reducing their interest rates by approximately 400 to 500 basis points. I'd finally like to provide you with an update on our other long-term growth initiatives. First, we're sitting on an unbelievably valuable data asset, which makes us very unique to our clients compared to peers in the marketplace. Secondly, the market we target is massive, and we've only scratched the surface at this point. Third, we've delivered strong results in 2021, highlighting our resilient business model. Due to all of these points, we're making strategic investments to further capitalize on the market potential once things normalize. Some of these are areas of investments this year will be our go-to-market sales strategy with new dedicated sales team members to capture more of the TAM and expanding our account management staff to continue focusing on expanding wallet share with existing customers. We're gonna dig into the bank space with key hires with core experience in bank auto originations and underwriting. We're exploring other markets for geographic expansion like Canada. Finally, we will be investing in technology, further enhancing Lenders Protection platform for our lenders. With that, I'd like to go ahead and turn it over to Ross, and have him give you his update. Thanks, John. Clearly, our powerful industry-leading credit union customers and exclusive insurance carrier partners continue to power performance through temporary bottlenecks and ever-changing financial conditions in the industry, a testament to the strength of our business model since 2000. Today, I will highlight three things. One, the current and near-term U.S. automotive market conditions and outlook. Two, commercial activities with our industry-leading OEM customers and prospects. And three, progress with our current insurance partners. In regards to current and near-term U.S. automotive market conditions and outlook, as we ended the quarter and entered 2022, we began to see signs of incremental improvement in a variety of indicators. Based on our assessment of end market conditions, we remain optimistic that the toughest headwinds facing the industry are behind us as we begin navigating through the upcoming year. More specifically, dealer networks across the country are reporting improving inventory, pricing, pre-sale orders, velocity, and pent-up demand conditions. In terms of inventory, for illustration, a representative dealership that carries 500 vehicles on-hand before the pandemic began, saw their inventory decline almost 80% at their low point, leaving as few as 100 vehicles on the lot. In comparison, while still notably below the typical historical average, dealerships of this size are seeing an improved rate of restocking and almost a doubling of vehicles off the bottom that may now have closer to 200 vehicles in their inventory. In terms of pricing, at the peak of the inventory shortage, dealers were reporting that vehicles coming off lease after three years were selling above their original MSRP 36 months later. In comparison, while still very much elevated, we are now seeing a moderation in the rate of increase in pricing. This is a dynamic that we at Open Lending have witnessed in prior cycles, namely, as inventory rebuilds, pricing will begin to moderate. As for pre-sold orders, over the past 20 months, as showroom stock was depleted, many dealers adjusted to satisfying the buyer behavior with pre-sold orders. In fact, at the inventory trough, pre-sold orders could have made up anywhere from 80% to 90% of all orders. In comparison, our sense that while pre-sold orders are still well above historic levels, they now make up less than 50% of order flow at the dealerships. Another item is velocity. It's a metric that we monitor is the rate at which the dealers are turning over their inventory monthly as a measure of end market strength. While historically, many dealers would drive towards a 50% to 70% range, in comparison, many are currently above 150%. Further evidence of the market forecast over 5 million of pent-up demand. Now continuing for pent-up demand, what matters the most to Open Lending is which segments of the consumer auto-buying market that were underserved during this period of lean supply. With inventory down 60% year-over-year, based on our data, it is clear that the limited supply of vehicles available for sale are being sold to cash and prime buyers, as many dealers delivered their highest profit margins in history. This shortage not only affected new vehicles, but used as well. The average used vehicle sale price is over 40% up year-over-year. This results in making even used cars less affordable, particularly impacting the near and non-prime borrower, which our Lenders Protection program traditionally serves. In addition, the incentive spending per unit in January was $1,479, much less than the $3,450 it was in January 2021. For Open Lending during this period of unprecedented low incentives, the utilization of our subvention offering can be less impactful until the pricing moderates further. Now for commercial activities in regards to our industry-leading OEM customers, partners, and prospects. In terms of industry-leading OEM captive customers, we are very proud to have two of the most powerful automotive brands as our top customers as they are powering through the market challenges globally. Of course, our customers are not immune to the shortage and have seen their loan volumes decrease in 2021. We track our volume as compared to theirs in similar credit tiers. For 2021, our volume as a percentage of theirs has remained at a consistent level. We look at this as a positive sign that as the supply continues to ramp towards normal levels, our volume should increase proportionately. In fact, there should even be more opportunity for us since near and non-prime customers were notably underserved over the past year. We continue to engage weekly with top leadership at our OEM captive customers and their partners on strategic growth, operational issues and opportunities so that they are well positioned as the market recovers. Now for our insurance carriers. In an effort to improve affordability for borrowers and after getting feedback from our clients, we are expanding our program offerings for both loan amount and term limits while maintaining our discipline and rigor in underwriting. The increase in loan amount and the new 84-month term should have a positive impact on our funding capture rate. For example, in 2021, we countered twice as many applications asking for a larger loan amount than we did pre-pandemic. Additionally, more than one-third of our applications requested terms in excess of 72 months last year. The likelihood of capturing an application on a counter is much less than one as requested. The additional term offering will effectively result in lower monthly payments for qualified borrowers, which should also positively impact our capture rates without increasing our exposure. We plan to roll this out in the next 45 days and believe this will help drive continued growth in CERTS. As you know, expanding our insurance partner relationships has been a key growth opportunity for us. As reflected in our recent press release, we expanded the term on the AmTrust agreement by adding five years to the existing term now through 2028. We continue to make solid progress with the fourth insurance carrier and look forward to providing more detail in the near future. As far as loan origination systems, we recently announced an expanded partnership with defi SOLUTIONS, a loan origination software for captive consumer finance companies, banks, and credit unions. The integration is currently available to finance companies on the defi LOS platform, and the expansion includes an integration with our lender protection platform for captives via the defi XLOS originations product, which will become available in the second quarter. This means that essentially one click of a button, any defi client can start using LPRO. We believe this accelerates our opportunities to grow for both our OEM and non-OEM business. Now I'll turn it over to Chuck to discuss our Q4 financials and outlook for 2022. Thanks, Ross. Despite all the macro headwinds John and Ross mentioned, we are pleased to report 2021 financial results that beat our expectations for the year. For the full year as compared to 2020, total certified loans increased 82%. Total revenue increased 98%. Gross profit increased approximately 99%, and adjusted EBITDA increased 123%. In 2021, we signed 71 new contracts with auto lenders compared to 55 new contracts signed in 2020, with a continued focus on larger institutions in 2021. During the fourth quarter of 2021, we facilitated 42,639 certified loans compared to 26,822 certified loans in Q4 of 2020, a 59% increase year over year. We executed 18 contracts with new customers. In addition, we have nearly 15 active implementations with go-live dates in the next 60 to 90 days. Total revenue for the fourth quarter of 2021 increased 30% to $51.6 million as compared to $39.6 million in fourth quarter of 2020. Profit share revenue represented $31.2 million of total revenue. Program fees were $18.5 million, and claims administration fees were approximately $2 million. Now we'd like to further break down the $31.2 million in profit share revenue in Q4. Profit share associated with new originations in the fourth quarter of 2021 was $24.7 million or $580 per certified loan as compared to $18.4 million or $686 per certified loan in fourth quarter of 2020. As a reminder, in April 2021, we transitioned back to pre-COVID normalized underwriting standards that were put in place in 2020. Therefore, our average profit share unit economics in the fourth quarter of 2021 are now comparable to pre-COVID profit share economics. This change in underwriting standard has improved our closure rates, driven record-certified loan volumes, and expanded our competitive positioning in the market. Also included in profit share revenue in the fourth quarter of 2021 was a $6.5 million change in estimated revenues from certified loans originated in previous periods as a result of improved macroeconomic conditions and the continued overall portfolio performing better than expected due to fewer defaults and claims and lower claim severity. Gross profit was $46.9 million in the fourth quarter of 2021, an increase of 28%, driven primarily by increased certified loans in the fourth quarter of 2021 as compared to 2020, and gross margin was nearly 91% in the fourth quarter of 2021 compared to 93% in the fourth quarter of 2020. Selling and general administrative expenses were $11.7 million in the fourth quarter of 2021 compared to $12.4 million in the previous year quarter. Operating income was $35.2 million in the fourth quarter of 2021 compared to $24.3 million in fourth quarter of 2020. GAAP net income for the fourth quarter of 2021 was $27.8 million compared to $15.2 million in fourth quarter of 2020. Adjusted EBITDA for the fourth quarter of 2021 was $36.6 million as compared to $24.8 million in fourth quarter of 2020, an increase of 47%. There's a reconciliation from GAAP to non-GAAP financial measures that can be found at the back of our earnings press release. We exited the year with $318.8 million in total assets, of which $116.5 million was unrestricted cash and $113 million was in contract assets, with $65.5 million in net deferred tax assets. We had $159.8 million in total liabilities, of which $146.3 million was in outstanding debt. We had approximately 126.2 million shares outstanding at December 31, 2021, and we posted an updated investor presentation and fourth quarter earnings supplement to our investor relations website, which includes a slide that lays out our current share count. Now moving to our guidance for 2022. Based on fourth quarter results and trends into early 2022, we are setting our guidance ranges for full year 2022 as follows: total certified loans to be between 195,000 and 225,000, total revenue to be between $210 million and $240 million, adjusted EBITDA to be between $135 million and $160 million, and adjusted operating cash flow to be between $140 million and $165 million. Despite the near-term headwinds and as dealer inventory is restocked, we are confident in the resiliency of our business and the ability to navigate through the supply and affordability constraints. In our guidance, we took the following factors into consideration. Affordability index for our target credit score of 560 to 680 due to continued inflated used car values, the global semiconductor chip shortage, OEMs that have streamlined their supply chain, having moved toward just-in-time manufacturing processes, disruption in transportation networks and raw material shortages, low levels of dealer inventory, and investments we plan to make into the business, which John referenced earlier. With that, now I'd like to turn it back over to John to make a few closing comments. Thanks, Chuck. Before we jump into Q&A, I wanted to take a few seconds and highlight a few things. You know, we here at Open Lending have had to navigate through periods of low supply and elevated pricing in prior economic cycles and did so very well. While the COVID pandemic presented new challenges, we do see signs of incremental improvement. Specifically, as we've experienced in our history, we've seen the utility and value proposition of our service offering become even more relevant to our customers during inflationary periods and rising rate environments. The point I wanted to make there is, for instance, many credit unions are still sitting on notable excess cash today. When they evaluate investment alternatives, they are faced with a three-year Treasury yield that is currently 170 basis points. In contrast, after taking into consideration their approximate 60 basis points cost of funds, our Lenders Protection Program results in a yield as high as 250 basis points, providing a 2x return with a much better risk-adjusted profile. In addition, they are in turn helping their members lower their cost of financing, which is consistent with their core mission. With that, I'd like to thank everyone for joining us today for our fourth quarter of 2021 earnings call, and we'll now take your questions. Thank you. We will now be conducting a question and answer session. If you would like to ask a question, please press star one on your telephone keypad. A confirmation tone will indicate your line is in the question queue. You may press star two if you would like to remove your question from the queue. For participants using speaker equipment, it may be necessary to pick up your handset before pressing the star keys. Your first question comes from David Scharf with JMP Securities. Hi. Good afternoon, and thanks for taking my questions. Hi, David. Obviously, more than a handful of unique macro and industry headwinds you're battling. It's great to see that you're seeing some evidence that the trough is in the rearview mirror. I'm wondering a couple things related to the guidance, hoping you can provide just to give us a sense on, you know, where you see a lot of the demand coming from. The first is, you know, obviously the pivoting to refi mix has been very helpful and has, you know, remediated some of the other weakness. Are you seeing with rates moving up now any impact on refi applications? Is it putting any downward pressure, you know, in the last few months? Obviously we're gonna have more Fed action going forward. No, actually, you know, what we have found over time, David, is that you're always gonna have as rates go up, these consumers are being subjected to higher rates outside relative to what credit unions can continue to offer. You know, credit unions have such a low cost of capital that they're always gonna have the lowest rate in town. When you look at the rates that you see from like an Exeter or Santander, any of these, you know, near-prime, non-prime lenders that these consumers have been subjected to, their rates are gonna be in the 21%, 19%, 18% range. When credit unions are coming back with 11s and 12s, there's always gonna be that opportunity. When you look at that $250 billion TAM that we continue to talk about, and the fact that we've only done like $4 billion worth of loans last year, there's still just a huge continual pool of applications flowing through that, I don't see that slowing down, and I don't see the value prop diminishing at all. Yeah. David, this is Chuck, I'll jump in. You know, in prior cycles where we've seen a rising rate environment, you know, 150 basis point increase in rates, you know, it just makes, as John said, our program even more appealing to the consumer and to the credit unions. Yeah. The other part I think that drives that is, you know, occasionally you'll see credit unions, you know, might run up against limits in their lending policies and things like that. One of the things that all of this excess cash is creating, you know, I kind of alluded to it in the closing remarks a little bit. When you have credit unions that are huge influx of cash coming in, they're not real risky investors. You know, they're limited by NCUA as to what they can invest in. You'll find most of those credit unions looking for, you know, like a 3-year treasury. When I alluded to that 170 basis points, you know, that's the yield they're gonna get on it. Well, when you back out the 60 basis points they're paying to get money in the door, they're only generating a 110 net yield on that. Our program, if priced right, can get them a 250 basis points net ROA with that same 3-year duration. I think they're always looking at different, you know, ways to put that excess cash to work. Going back to, you know, what credit unions were even formed for, which is to help serve the underserved, it's a great way to get more people to work, a better asset class that's a 3-year average life, and it just solves that problem of where are they gonna put their cash. Got it. No, it's helpful perspective. Maybe just to follow up, just digging into the numbers a little bit. You know, I'm curious, when I look at the midpoint of the EBITDA and revenue guide, you know, I come up with a margin that's in the mid-60s%, kind of reverting back to pre-pandemic levels. You know, if I were to pinpoint, you know, the primary reason, is it more credit normalization, meaning a return to more normalized profit sharing levels, or is it attributable more to increased investment spending? Yeah, David. You know, in our guidance, and you're right on the margin profile. You know, in the guide, it's about a 65% EBITDA margin. You know, obviously, prior to the pandemic or in the pandemic, we had the higher profit share, and that was about $100 per cert in incremental profit share. You know, call it 670, 680 down to 580 this quarter. So that's some of it, is just the unit economics and the profit share as well as the program fee. Unit economics is, you know, year-over-year down a bit, but that's just you know, based on large customers and the volume discounts that they receive, you know, on the program fee, for the technology fees. So, you know, that's really what it is. But we feel good about a roughly 65% plus, you know, margin profile in 2022. That's you know, John mentioned investments in the business and sales and marketing and technology and that's you know, that's built in as well. Feel good about where we're heading into 2022 and the opportunity. Great. Thanks very much. Yeah. Thanks, David. Next question comes from Peter Heckmann with D.A. Davidson. Hey, good afternoon. Thanks for taking my question. You may have stated it, and I may have missed it, but could you give a little bit of color on each of your two current OEM customers and maybe talk a little bit about you know, how they performed either year-over-year or sequentially, just so we can think about the relative contribution? Yeah. You bet. You know, basically, when we track their overall amount of loans that they do in a certain credit score that we kind of simulate, you know, it seemed like back in March, April of 2021 was kind of their high water mark. You know, we were right there with the same percentage of that high water mark that we have seen in the recent months. You know, the good thing about it is, Peter, is like we're doing the same portion of loans. We're just kind of, you know, we actually have to follow them. You know, we don't generate the applications. We just basically are there taking, you know- Whatever our percentage we get of their business and is consistent. What we are finding is that, you know, credit scores and those kind of trends look very appealing that we're going to have a pent-up demand. Whenever their numbers start to increase, we certainly hope and we believe that our percentage of that is actually going to be a larger percentage with that pent-up demand and that underserved consumer that's out there that now we can actually help. Pete, you know, just from a performance perspective, just, you know, Q4 of 2021 over 2020, you know, we don't break out OEM one or two, you know, separately. You know, the OEMs, you know, quarter-over-quarter, you know, were up 3.5%. Then for the year, about 129%. As you recall, in 2020, OEM two, you know, ceased producing there for about five months. You know, obviously, you know, good results considering the headwinds and the inventory and the supply. Continue to have great relationships with both, you know, OEM one and two. Okay. You know, what we're seeing also on the North American production, you know, forecast, you know, for this next year is, you know, it's going to be up 17%, you know, from 2022 compared to 2021. It's another positive. That's good. Okay. Could you give us a little bit of an update on the OEM pipeline? I think last quarter you had talked about signing a deal with an integration partner for OEM number three. You know, it seemed like that was tracking towards you know, certainly making progress. How would you characterize that one at this point? Yeah. You know, we did a press release with defi SOLUTIONS about our integration. There's multiple benefits of that integration, not just from a prospect standpoint for the OEM, but you know, some of our other customers as well that use that. You know, we always said that there was a pecking order of priority that had to take place. What always was in front of us is a new servicing platform that defi SOLUTIONS is working on. They have not completed that yet. You know, we expect that you know, we will follow that once it's actually completed and implemented. We don't really have, you know, anything that we can say is when it's gonna happen. You know, it is delayed, but we are encouraged that, you know, our conversations are remaining in place. You know, we still have a pipeline that we're very active in these discussions. You know, everybody's focused on the inventory effect. You know, they're having small losses a day, but they all recognize that there's a huge need to focus on where those losses are going to be 18 to 36 months out whenever the car values get down to a lower level, and that those losses are naturally going to increase. Okay. Nothing's fallen out of the qualified pipeline? Nothing's fallen out at all. Okay, great. I'll get back in the queue. Thank you. All right. Thank you. Thanks, Peter. Next question is Vincent Caintic with Stephens. Hey, thanks. Good morning, afternoon. Long day. Thanks for taking my questions. Hey, Vincent. Long day. Yeah. Appreciate your guidance ranges. I was just wondering if you could talk about the variables to get you to the different points, the high and then the low end of the range. For example, just trying to see how conservative maybe the low end of the range is when you think about OEM production, supply chain issues and all of that. If you could talk about the different points of the ranges. Thank you. You bet. Hey, Vincent. Yeah, you know, maybe just start with, you know, the guidance inputs. You know, obviously, as we were building the guidance for 2022, you know, affordability for the target buyer and the continued inflated car values obviously went into it. You know, the chip shortage and the inventory. You know, also, we believe the inventory levels are recovering. You know, from our growth and perspective, we don't give quarterly guidance, but, you know, we just point, you know, to the midpoint of if you think about, you know, Q1, you know, maybe 20% of our overall, you know, growth of certs for the year, just to give you a little flavor there. You know, it's a little more back-end loaded on the growth for 2022 as things recover and, you know, dealers restock, if you will. A lot of the drivers to the high end, you know, Ross talked about the 84-month term, you know, that we're going to on our loans as well as the expanded loan amounts. You know, it's just. It's really just the inventory and the affordability and how things recover to the high end of the range. You know, just more of the faster pace, if you will. You know, how fast the inventory and the restocking happens. That's just you know, kind of from the low to the high. You know, the midpoint, you know, is 22% growth for certified loans and you know, both revenue and certified loans. you know, for the, you know, we feel good about 2022 and where we're heading. Yeah, I think that what we talked about on the underwriting changes, we're really excited about. This started back in, you know, the end of Q3. You know, Q4, we had an executive lending roundtable. We had over 100 different credit unions and some banks there. We listened to them, and we were able to get that approved by our carriers. I mean, just the fact that a third of our applications are asking for over 72 months, and we weren't able to do it before. You got to think about now being able to do a full approval for, you know, larger loan amounts, higher terms. You know, we are, of course, pricing it with, you know, the right premium so we can, you know, definitely keep the loss ratios where we have enjoyed and historically landed. It's really important to us to not to, you know, not to impact negatively our underwriting at all. I think that the point that Ross just made, you know. There was extensive studies done on the performance of 84 months versus 72, particularly in the near-prime space that we live in. You know, it showed that the default rates were better in 84 than some 72-month loans. You know, that these consumers, it's all PTI-driven, not score-driven. The fact that you can get them into an affordable payment to keep them in the car. To Ross's point, I don't think we're diminishing whatsoever what the profit share will end up being as a result of this. I think it's only gonna help grow that side. Yeah. Vincent, I'll jump back in on the, you know, one of the other inputs that we look at is, you know, I think I mentioned it when Pete previous question about North American production. If you go back to the pandemic, you know, during fiscal 2020, you know, there were 13 million units, which was down 20%. Then if you fast-forward into 2021, you know, it's pretty flat at 13 million units. What we're seeing in 2022 and the forecast for the North American production is 15.2 million, which is up 17%. Then 2023 is forecasted at 17 million production units. That's another 13%. You know, if you think about, you know, the high, the low, range, you know, that's definitely an input in how fast that happens. Okay. That's very helpful. Thank you. Would it be correct to say that, I guess, the low end of the range is sort of more of the same of what we've seen, but the high end of the range is sort of the actions you're taking, for example, the terms and the size of the loan and all the other things that you're kind of controlling in order to grow? I think that's fair. I think it's fair. Okay. Thank you for that. Second one, the refi channel. It's exciting to see that actually expand from here, and I think it doesn't get as much attention. Maybe if you could talk about that when you think about your 2022 expectations and also you know, the margins on that product. I don't think I'm as close to that one. If you could talk about the opportunities there when you think about 2022, as well as the profitability of that business. Thank you. Well, you know, it's priced exactly as any of our other business. You know, we have our program fee that is the exact same thing as it is for direct or indirect. The premiums are priced based on the performance of that loan, so that the actual unit economics of each one of those transactions are identical to any other part of our business. You know, will it perform exactly as direct or indirect? You know, we've got it priced like they're direct loans, but we always have the ability to change premium rates if we see that that's not, you know, the way it's trending. To this point, it's been very favorable on that side. You know, we drive a lot of our existing funding clients toward these refinance channels because if you look at the economics to the financial institution, you know, when they go out and do an indirect loan, they're gonna pay at least two points to a dealer to get that paper in the door. Well, they're paying a similar fee to the refinance channel as they are to a dealer, but they're getting a lot more volume without even having to process the loan 'cause it's all processed on their behalf. The funding sources love it, we get the same unit economics, and the consumer gets a much better deal than they got the first time around when they bought the vehicle. Okay, that's helpful. That's helpful data. I guess I'm wondering in terms of, you know, the opportunity for refi, as you outlined, is very large. You get that $250 billion TAM, and it seems like it makes sense for the customer to get it, you know, save that 500 basis points plus. You know, you kinda go around the inventory and supply chain issues since the customer already has the car anyway. I guess I'm wondering what's the governor to executing more rapidly on that TAM opportunity as you're rolling that out? Thank you. Well, I think you'll see that it's been growing very rapidly over the past year. I don't think that we have any kind of a governor providing, you know, slowing us down. What we're doing is we've got our existing sales force, when they find some time to not be selling new business, to use their account managers to get back into our existing funding sources. The one thing that might be a governor to it is it's really more suited for the larger credit unions that have a national footprint. You know, not every credit union can accept a new member from just anywhere in the country. You know, they had to kinda qualify for, did they live in a certain county or a certain state? Our main focus is targeting the larger shops that have a bigger footprint that can afford to take in these members, which I think is evidenced by, you've probably heard us talk about PenFed being one of the bigger funding sources on that side that went from 700 deals early last year to 3,000 deals the same time this year. I think it's just targeting the right size account that has that field of membership that can accept that consumer. Okay, great. That's very helpful. I'll get back in queue. Thank you. Thanks, Vincent. Next question, Joseph Vafi with Canaccord Genuity. Hey, guys, good afternoon. Congrats on all the good execution, even though it was a tough environment in 2021. I was just wondering, a couple questions. I know, Ross, you were mentioning, you know, the dealerships now have more like 200 cars on the lot. You know, is there a level you think when that dealership number, when that inventory in the lot really starts to help accrue back to your model and less on, you know, perhaps the pre-solds or just, you know, prime buyers scooping up the cars before the near prime guys get a chance. You know, we have to be back at 300 or 400 before, you know, you're really, you know, kind of back in, you know, a good position relative to what you're offering and how your customers fit in the pecking order in the dealership. I'll have a follow-up. You bet, Joe. Hey, Joe, great question. You know, I don't ever think the world of 600, you know, cars on the lot, top 600 cars a lot are gonna happen again, and we're not counting on that. I do think you've kind of hit the nail on the head. I think, you know, going back to, you know, where it's about double where they are today. I think, you know, the just-in-time manufacturing and the pre-sold orders, you know, there's clearly, you know, whenever they make a car today, that's not a new purchaser. That's typically the pre-sale. I think that's the first thing. I think that, you know, we track the Manheim index and the forecast very carefully. We do see cars declining in value for you know several months you know two years until we get to, but it's not gonna be a fast decline 'cause you gotta get the lease market back to where it's in order. I think you know we definitely are encouraged by what we're seeing. We you know think the latter part of this year you know we should see incrementals every quarter, latter part of this year. Going into next year our growth and our ability to capture is gonna be tremendous. I mean, just through the fact that the two underwriting rule changes that are going in place, some next month, some the following, will help us make full approvals to, you know, 25% more of our approvals that we're doing today. I mean, that's just a huge amount. To be able to say yes in a full way to what someone wants and to price it correctly, you know, our capture rate should really be majorly impacted. Joe, this is Chuck. I'll jump in and kinda follow on Ross. You know, demand is strong. I mean, we talk about this 5 million pent-up demand in units out there. It's just a function of supply. As that supply comes on, you know, it's gonna get back to our target credit score as well as in our program. The SAAR, which we watch, the new SAAR. January's new car SAAR was projected at 15 million units, which versus December was 13 million units. Clearly the trough was in December, and we feel good about where that new car inventory SAAR is heading. You know, the used is at 32 million units, which was flat to December. So all those are good facts that as we kinda, you know, we'll see our business continue to grow with that in the future, so. Sure. Fair enough. Just kinda circling back to just guidance again, and I'm sorry if I missed it. Is there, you know, if you look at the low end, I mean, you seem to be implementing a lot of things, I mean, you know, the terms and loan amounts, you know, the number of new active implementations going on, contracts. You know, those are all clearly part of your guidance, I would imagine. You know, do you have an assumption on the SAAR or on inventory levels at the low end and high end at this? Is that built? What would those be? Yeah. I think just what I kinda just went over and what the January SAAR from new and used is, and you know where how it's recovered from the trough. You know, we take all that and that data as well as our bottoms-up work in our model and you know the new customers added as well as expanded wallet share from existing, and all that's part of the range, if you will. Sure. All right. Thanks a lot, guys. Thank you. All right. Next question, Mike Grondahl with Northland Securities. Yeah. Thanks, guys. Hey, just kinda two questions clarifying things a little bit. With your extended terms going from 72 months to 84 months, I think you said you're expanding the loan amount too. Roughly how much higher is that going? And then secondly, on OEM number three, I thought on the last call you said that pilot was gonna begin late January. Were you basically saying that that's been delayed because the new servicing platform from that IT vendor is not in place, and you don't know how long that delay will be? Just trying to make sure I understand that. Yeah, Mike. First of all, the loan amount. You know what, the main increases in the loan amount are really in the indirect side where we had you know, lower loan limits than we did on the direct. Roughly whatever we were doing before, we're increasing approximately 30% to 35% larger loan amount. You know, and then on the direct and refi, you know, that increase is about 10% or 12%. In the end, we're gonna have the same loan amounts for all channels in there. Quite frankly, that's why on the indirect side, the amount of loans that we encountered last year compared to pre-pandemic were twice as much. It's gonna be a huge impact to us for that. In regards to OEM number three, the late January that we talked about was when defi SOLUTIONS was going to begin their integration work, and they had told us it was a 60 to 75 Their build, somewhere in there. The pilot was supposed to start sometime in April or May, and they have not finished their servicing work as of today, and I don't think they will have that finished for the next, you know, few months. I can't really speak to that. That was always something that we had to have in place before our project would take place. Got it. Okay. Thank you. You bet. Once again, if you would like to ask a question, please press star one on your telephone keypad. Next question comes from John Davis with Raymond James. Hey, good afternoon, guys. I just wanted to start, John, maybe quickly on the competitive landscape. I think last quarter you talked about how just some of your peers were at least at the point of sale, were being relatively aggressive on price and, you know, below rates that your lenders were willing to lend at. Just curious, with rates going up and expectations for credit losses likely increasing as well, if you've seen that kind of calm down, or are people still being super aggressive, some of your peers being super aggressive on price at the point of sale? Oh, yeah. I think the last time. I'm not sure it was price. Remember, I think we talked about. It was the flats. It was the flats that they were paying. They were paying as high as 400 basis points to get that money in the door, four full points. Yeah, I've not seen that stay out there. I think that was a short-term way to attract some money. Yeah, I think you're still gonna have people out there paying rate markup versus a flat. You know, that has never been any different than it is today that from what I've seen. You know, Ross- Yeah. I think, you know, cost of funds is increasing and, you know, so we certainly are having to update our clients' pricing, you know, when we work with them to meet that. It's not as bad on the credit union side as it is on- Right What you might think from these places that, you know, like when you have banks that are paying 40% in taxes or you've got other funding sources that are attracting funds from private equity or other places like that that are a higher cost, you know, I think the credit unions, again, which I think is evidenced by the extreme growth in our refinance channel and our credit union volumes continuing to grow because of that low cost of capital. You know, I just don't see that slowing down where some of the credit unions we've talked about signing last quarter and, you know, what's implementing into this first quarter are some of the $4 billion and $5 billion shops, not the $600 million credit unions. I think that we're extremely well-positioned to continue to grow in a great direction with just the main core business and their extreme amount of cash sitting on their balance sheets. Yeah. John, it's Chuck. I'll jump in and echo what John said is on the app, even on application flow at the company just from December to January, you know, sequentially, we're up 6%, so from an application flow perspective. You know, the originations in 2021 were $4.3 billion that we originated, and our average loan amount was about $25,000 on that. That was, you know, over and above $2 billion in originations in 2020. Obviously still a great demand and, you know, the platform and the program and 82% cert growth in 2021. Okay. No, that's helpful. Maybe a couple of quick follows for you, Chuck. First on, you know, I think you said, you know, Q1 cert should be about 20% of the full year. Just wanna make sure I heard that right, which would imply kind of cert's roughly in line with 4Q levels. I think you said that, you know, APRs for used cars would be roughly flat and up a little bit for new cars. Just wanna double-check that the way to think about it is 1Q cert kind of being 20% of the full year. I just wanna double-check that. Yeah. Yeah, about 20%, you know, for Q1. If you just think about the forecasting there, you know, obviously the production is flat. I mean, if you go back to some of the OEMs that just reported, you know, they're basically flat Q1 and growing throughout the rest of the year. You know, obviously that's from the production units and forecasting. Yeah, 20% from the midpoint, if you took that number, you know, that's roughly kinda what we're thinking for Q1. Okay, great. Just wanna touch on free cash flow here. You know, obviously, I think the guide implies free cash flow above 100% this year, which is, you know, a step up from 2020 and 2021. Just, you know, I know there's some timing differences and accounting here is a little bit funky, but just, you know, how should we think about free cash flow conversion going forward? Is a hundred percent the right way to think about it? Just any other color there on free cash flow would be helpful. Yeah. I think the adjusted operating cash flow, which is a, you know, proxy for free cash flow that we report, and, you know, it's even in our, you know, our guide, John. I think that's a good proxy to look at. You know, the difference between that and, you know, EBITDA, if you will, is, as you said, the accounting, ASC 606 is on the accrual basis, and that profit share comes in on a monthly basis, based, you know, on cash. You know, so obviously we have, you know, taxes and, you know, interest on debt as well. I think adjusted operating cash flow is a good proxy for that for you. Okay. All right. Appreciate it, guys. Thanks. Thank you. Thanks, John. Next question, James Faucette with Morgan Stanley. Great. Thank you very much. Wanted to touch on really quickly, you know, as we look at the—I appreciate all your detail that you've given on assumptions around certs, et cetera. Wondering how you're thinking about the normalization of delinquencies across consumer products in recent months, how that affects the way you're looking at the profit share for the coming year. It sounds like you're expecting to get some benefit as well, or at least not be hit by extending to longer-term loans, et cetera. Can you just give a little more color and detail on how you're thinking about the profit share components that and the different pieces that go into that? Yeah. Hi, James. This is Chuck. Yeah, on the profit share, obviously, you know, defaults and, you know, severity defaults and prepaid speeds are the, you know, the big drivers of that in our assumptions and, you know, any changes we may have in estimate under ASC 606. You know, I think, you know, we've seen a period of low defaults and low severity and, you know, if the book continues to perform, you know, better than our assumptions that's in the model, you know, we'll have those positive changes in estimate. Which we, you know, we had one in Q4, about $6.5 million. You know, we did, in the quarter, you know, put some additional stress on accelerating some prepays, you know, out into 2022. When you think that, you know, 550 to 600 as it is a good estimate for profit share as you model and think about the business going forward into 2022. Great. Appreciate that detail. That's great. The second question I had is like, how are you thinking about the need to invest to kind of keep your underwriting model ahead of where competition may be going or just changes in the market generally, et cetera? Is that an area where you feel like you're investing at appropriate levels today? Or what would cause a change in the level of investing you're making in that part of the capability and operations? Yeah, James, this is Ross. Yeah, we actually have been working with a couple of different parties to look at our current scorecard, to do some regression testing, to look at additional underwriting variables, alternative data models that we can, you know, basically add to what we currently have been doing and looking at what the lift would be, what deals that we would kick out that we were doing before, and what those results would be. Then mainly a lot of the loans that we're saying no to today, we're able to look and see how they performed over the last three years had we had this scorecard in place. That's exciting. We have that teed up, and we basically, you know, the first thing we wanna do is get with our insurance carriers to make sure that we got, you know, our loan limits and terms where we wanted to be. We got that going on. We've got that, you know, being done in the next 45 days. The next phase is basically this new LP 2.0 scorecard that we look to have. We've made some investments. We've got some additional refinement, but we will be coming out with that enhancement here, you know, midyear. That's awesome. That's great detail and nuanced color, guys. Appreciate it. Yeah, thanks for the question. Thanks, James. Thank you. I would like to turn the floor over to John for closing remarks. Thank you, operator. We again, we just wanna thank everybody for taking the time to listen in and, you know, have these great questions. As you can tell, we're extremely excited about what the past year, what we've accomplished and where we think we're taking the company into 2022. Stay tuned and keep the questions coming. Thanks. Thanks, everybody. Have a great day. Thank you. This concludes today's teleconference. You may disconnect your lines at this time, and thank you for your participation.