Finding margin in the middle: UTB’s asset finance playbook unpacked at the AFC Conference 2025

In a marketplace where competition is fierce and margins are constantly under pressure, United Trust Bank (UTB) is charting a distinctive course through the asset finance landscape.

At the UK Asset Finance Connect Autumn Conference 2025, UTB’s head of asset finance Nathan Mollett sits down with Christian Roelofs to unpack how a specialist challenger grows margin and market share in a competitive marketplace, balancing agility with prudence and innovation with regulation.

Turning constraints into competitive edge

The discussion will examine the “traditional challenger-bank squeeze” – the position of being smaller and more agile than the Big Four banks, yet more tightly regulated than independent funders. This space presents both advantages and constraints, but for UTB it has become a source of competitive strength.

Operating between these extremes allows the bank to move quickly and think creatively while maintaining the governance and balance-sheet discipline that customers and brokers rely on. The focus is on using these constraints to create an operational edge, blending flexibility with robust oversight.

Storybook underwriting and the human edge

A defining feature of UTB’s model is its “storybook” underwriting approach; a method that prioritises understanding the full context of each deal rather than relying purely on automated credit scoring.

While many lenders are accelerating automation, UTB maintains that human judgment and qualitative insight still provide a crucial advantage. The ability to interpret nuance and context helps identify strong risks that might be overlooked by algorithms alone, reinforcing the value of expertise and personal assessment in asset finance.

The broker channel: partnership, not platform

Another area of focus is the broker channel, which remains central to UTB’s growth strategy. The session will highlight the strengths and risks of this model as technology and market dynamics continue to evolve.

UTB’s approach centres on collaboration and service excellence — working closely with brokers to align customer knowledge with credit expertise. In a marketplace facing margin compression, rising service expectations, and increased competition, the bank believes that strong partnerships, responsiveness, and consistent underwriting still win over rate-driven strategies.

Selective expansion with tight risk guardrails

As the asset finance market fragments, UTB is taking a measured approach to expansion, targeting higher-yield segments where its specialist expertise and disciplined underwriting can deliver sustainable returns.

Rather than chasing growth for its own sake, the focus is on selective diversification, supported by rigorous risk management and operational readiness. This ensures the bank maintains profitability and stability even as it broadens its reach.

What comes next: from analysis to action

Looking ahead to 2026, Mollett will outline UTB’s priorities for translating strategic analysis into action. Key themes include enhancing digital enablement, streamlining decisioning processes, and deepening the integration of data insights with expert human judgment.

The session promises a clear view of how UTB plans to evolve in response to market shifts while staying true to the principles that underpin its growth and resilience.

The session offers a rare insight into how one of the UK’s most disciplined specialist banks is navigating market headwinds, managing risk, and finding margin in the middle – not by being the biggest, but by being the most focused.

Date: Tuesday 25 November 2025
Location: County Hall etc.venues, Belvedere Rd, London SE1 7PB, UK
Find out more or register now: afcconferenceuk.com/Nov25