$Upstart Holdings, Inc.(UPST)$ CFO Sanjay Datta fireside chat at JMP Securities Technology Conference today
1. AUTO opportunity is huge and market fit found
15,000 dealers of reasonable scale in the US,
800 of those are using Upstart software to sell cars, 30 of them enabled loan product
$UPST is getting very good share of wallet (42%) from those.
Is that share of wallet representative?
"directionally yes"
Upstart can turn that 30 dealers with loan product to 800 "pretty much overnight". They have not done so for 2 reasons:
1) They "'are still calibrating the models". Sanjay believe "our models in auto are now as calibrated as they are in personal loans maybe as of the last month or so"
so, this is done.
All they need is the 2) reason: capital.
"as that happens, we'll expand 30 to 800. And then we continue to grow 800 just as a general sort of dealership retail software play, which is working very well"
This is a 780B market, and clearly UPST found the market fit.
2. Sanjay also for the first time, talk about ratio of committed capital over the long term:
"1/3 of capital base being banks and credit unions, 1/3 of it being long term committed institutional capital, and 1/3 being the spot market"
At what cost?
"for the premium (capital partner demand), you might want to model it somewhere on the order of 50 or 100 basis points".
Pretty fair.
3. UMI (Upstart Macro Index)
For UPST to "predicting the present", real time understanding "what macro is doing to your portfolio"
Not about trying to forecast the future (no one can), but to "react the quickest" if things change. UPST's "ability to do that versus a year ago dramatically different"
That is all, thank you.
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