C – Finance Receivables, Net

The Company originates installment sale contracts from the sale of used vehicles at its dealerships. These installment sale contracts, which carry an interest rate of

15%

16.5%

per annum (based on the Company’s contract interest rate as of the contract origination date), are collateralized by the vehicle sold and typically provide for payments over periods ranging from

months. The weighted average interest rate for the portfolio was approximately

16.0%

July 31, 2017.

The Company’s finance receivables are defined as

one

segment and

one

class of loans in sub-prime consumer automobile contracts. The level of risks inherent in the Company’s financing receivables is managed as

one

homogeneous pool.

The components of finance receivables are as follows:

(In thousands)	July 31, 2017			April 30, 2017

Gross contract amount	$	565,630		$	545,916
Less unearned finance charges		(81,911	)		(79,062	)
Principal balance		483,719			466,854
Less allowance for credit losses		(113,733	)		(109,693	)

Finance receivables, net	$	369,986		$	357,161

Changes in the finance receivables, net are as follows:

	Three Months Ended July 31,
(In thousands)	2017			2016

Balance at beginning of period	$	357,161		$	334,793
Finance receivable originations		118,953			120,848
Finance receivable collections		(58,934	)		(58,036	)
Provision for credit losses		(34,160	)		(33,381	)
Losses on claims for payment protection plan		(3,938	)		(3,107	)
Inventory acquired in repossession and payment protection plan claims		(9,096	)		(8,569	)

Balance at end of period	$	369,986		$	352,548

Changes in the finance receivables allowance for credit losses are as follows:

	Three Months Ended July 31,
(In thousands)	2017			2016

Balance at beginning of period	$	109,693		$	102,485
Provision for credit losses		34,160			33,381
Charge-offs, net of recovered collateral		(30,120	)		(27,844	)

Balance at end of period	$	113,733		$	108,022

The factors which influenced management’s judgment in determining the amount of the current period provision for credit losses are described below.

The level of charge-offs, net of recovered collateral, is the most important factor in determining the provision for credit losses. This is due to the fact that once a contract becomes delinquent the account is either made current by the customer, the vehicle is repossessed or the account is written off if the collateral cannot be recovered. Net charge-offs as a percentage of average finance receivables increased to

6.4%

for the

three

months ended

July 31, 2017

compared to

6.2%

for the same period in the prior year. This increase in net charge-offs is primarily due to an increase in the severity of the losses, with the frequency of losses remaining flat compared to the same period in the prior year.

Collections and delinquency levels can have a significant effect on additions to the allowance and are reviewed frequently. Collections as a percentage of average finance receivables were

12.4%

for the

three

months ended

July 31, 2017

compared to

13.0%

for the same period in the prior year. The decrease in collections as a percentage of average finance receivables resulted primarily from the longer average term, higher levels of contract modifications, a lower level of early pay-offs and the increase in the contract interest rate, partially offset by a slightly higher age of receivables. Delinquencies greater than

days were

4.6%

for

July 31, 2017

and

4.4%

July 31, 2016.

Macro-economic factors, the competitive environment on the funding side, and more importantly, proper execution of operational policies and procedures have a significant effect on additions to the allowance charged to the provision. Higher unemployment levels, higher gasoline prices and higher prices for staple items can potentially have a significant effect. The Company continues to focus on operational improvements within the collections area.

Credit quality information for finance receivables is as follows:

(Dollars in thousands)	July 31, 2017					April 30, 2017					July 31, 2016

	Principal Balance		Percent of Portfolio			Principal Balance		Percent of Portfolio			Principal Balance		Percent of Portfolio
Current	$	390,879		80.81	%	$	397,341		85.12	%	$	381,685		82.88	%
3 - 29 days past due		70,406		14.55	%		52,869		11.32	%		58,740		12.75	%
30 - 60 days past due		17,328		3.58	%		11,658		2.50	%		14,749		3.20	%
61 - 90 days past due		3,078		0.64	%		3,516		0.75	%		3,728		0.81	%
> 90 days past due		2,028		0.42	%		1,470		0.31	%		1,668		0.36	%
Total	$	483,719		100.00	%	$	466,854		100.00	%	$	460,570		100.00	%

Accounts

one

and

two

days past due are considered current for this analysis, due to the varying payment dates and variation in the day of the week at each period end. Delinquencies

may

vary from period to period based on the average age of the portfolio, seasonality within the calendar year, the day of the week and overall economic factors. The above categories are consistent with internal operational measures used by the Company to monitor credit results. The

first

quarter of fiscal

2018

ended on a Monday compared to a Sunday period end for

first

quarter of fiscal

2017,

which is believed to contribute to the decrease in current receivables at quarter end compared to the prior year

first

quarter.

Substantially all of the Company’s automobile contracts involve contracts made to individuals with impaired or limited credit histories, or higher debt-to-income ratios than permitted by traditional lenders; such contracts generally entail a higher risk of delinquency, default, repossession, and losses than contracts made with buyers with better credit. The Company monitors contract term length, down payment percentages, and collections as credit quality indicators.

	Three Months Ended July 31,
	2017			2016

Principal collected as a percent of average finance receivables		12.4	%		13.0	%
Average down-payment percentage		6.2	%		6.0	%
Average originating contract term (in months )		29.8			29.3

		July 31, 2017				July 31, 2016
Portfolio weighted average contract term, including modifications (in months )			32.6				31.7

The decrease in collections as a percentage of average finance receivables resulted primarily from the longer average term, higher levels of contract modifications, a lower level of early pay-offs, and the increase in the contract interest rate, partially offset by a slightly higher average age of receivables. The increases in contract term are primarily related to efforts to keep payments affordable, for competitive reasons and to continue to work with our customers when they experience financial difficulties. In order to remain competitive, term lengths

may

continue to increase.