During the Christmas holidays, Lending Club and its partners launched a clever new microsite, UNCRUNCH AMERICA at <uncrunch.org>. The site promotes peer-to-peer lending as a way to help increase the availability of credit in the United States (see screenshots below).
Joining the effort are four others:
- Credit Karma, a provider of free credit scores (coverage here)
- Geezeo, an online PFM (coverage here)
- On Deck Capital, a small business finance specialist
- ChangeWave, an investment research and publishing company owned by InvestorPlace Media
The site explains the concept behind peer-to-peer lending and funnels visitors to Lending Club or On Deck Capital to borrow. Lending Club was promoting the site on its homepage (see third screenshot), but it’s no longer mentioned. And none of the other partners mentions it on their sites.
The site consists of just two pages, the homepage and a Learn More page listing the partners. The homepage uses Flash to deliver five different messages. The red action buttons lead to a special landing page to Lending Club (see third screenshot).
According to American Banker, Lending Club hired Tobin Smith, the chairman of ChangeWave Research, to create the campaign.
Analysis
Overall, I like the UNCRUNCH idea. It’s timely. It has a catchy name. And it resonates with consumers. But companies must be very careful using consumer advocacy as a marketing strategy. While most consumers understand the need for the sponsor to make a buck, they can see right through anything that appears overly self-serving.
In financial services, credit unions have a distinct advantage here. As member-owned cooperatives, their consumer advocacy messages are believable. Shareholder-owned banks have less credibility, but can still pull it off if they back up their words with a record of action.
I think that’s why ING Direct’s We the Savers campaign works (see previous post here). For its entire eight years in the United States, the bank has consistently promoted savings and thrift. So few question its motivations behind the We the Savers petition drive, though clearly it supports the bank’s for-profit savings program.
On the other hand, UNCRUNCH AMERICA was a bit misleading when it first launched (see first screenshot below from Jan 7). But with the recent improvement in disclosing the site’s purpose and primary sponsors, I think it’s acceptable now (see second screenshot below from Jan. 19).
Here are the main improvements:
- It wasn’t clear that the primary sponsors were lenders. But the new site includes Personal Loans and Small Business Loans sections that clearly disclose the Lending Club and On Deck Capital involvement. There is also new fine print at the bottom of the page that further identifies the sponsors.
- The original copy made it sound like a completely altruistic effort with its main pitch, Invest in America. That section has been completely removed and the site no longer solicits investors/lenders. It’s clear now that the site is designed to generate loan leads. The main button on the homepage was changed from Invest in America to I Need a Loan.
I’m relieved that UNCRUNCH.org has stepped up its transparency. At this point in the financial mess, we need lenders and other financial entities to be totally upfront with the public so as not to invite even more regulation than what is already coming. Given its six-month hiatus in 2008 while it revamped to comply with new SEC requirements, Lending Club should understand that better than most.
Other financial institutions should consider similar cooperative efforts in their local areas. The public could use some positive messages from the banking sector.
1. UNCRUNCH AMERICA homepage before improvements (7 Jan. 2009)
2. Homepage after transparency improvements (19 Jan. 2009)
3. Lending Club homepage featured UNCRUNCH button (7 Jan. 2009)
but it has since been removed
Note:
1. For more info, see our Online Banking Report on Peer-to-Peer Lending.