It’s a “prime” time to buy a car

by Melinda Zabritski 2 min read December 19, 2017

When gearing up to buy a car, having a checklist of things to look for is important. Happily, it looks like consumers have added something new to the top of that list: managing their credit better.

According to Experian’s latest State of Automotive Finance Market report, the average credit score for purchasing a vehicle has increased four points across the board, reaching 722 for new vehicles and 682 for used vehicles. That four-point increase may seem insignificant, but it reveals that consumers are actively managing their credit.

With the recent trepidation over the so-called subprime auto finance bubble, the positive change is great news for people in the market to get a new ride. Per the Q3 report, subprime originations reached the lowest level of market share since 2012 (16.6 percent), while prime and super-prime originations showed the largest increases in market share.

So what does all this mean?

In addition to better managed credit, the increased market share of prime and super-prime consumers shows that industry professionals are leveraging data and analytics when making lending decisions. So if you’re looking to buy a car soon, how can you use that knowledge to your advantage?

About six months before zooming to the dealership, take the time to check your credit report to make sure there are no surprises when a potential lender looks at it. Once you know where you stand, you can take steps to improve your credit (if needed) by paying bills on time, keeping balances low and not applying for any new credit before you’re ready to buy that car.

Your credit is in good shape, so now what?

When car shopping, don’t just look into vehicle make and model. Consider your financing options as well. Different lenders offer different terms and conditions, so comparing options can make sure that you’re getting the best deal possible.

For example, our Q3 report shows that credit unions and captive financers (like Ford Motor Credit or Toyota Financial Services) are earning more customers and taking a greater market share of auto lending, at 21 percent and 29.8 percent, respectively. Banks still hold the largest percentage of auto loans at 32.9 percent, but they don’t dominate auto financing like they once did.

Leasing is another financing option. Consumers often choose to lease because of lower monthly payments ($412 for a new lease as opposed to $502 for a new loan). The report shows that leasing continues to be a large part of new auto financing, coming in at 29 percent of all financed new vehicles.

Lastly, the report shows that loan terms continue to be extended, with the average length of a loan hitting 69 months for new cars and nearly 64 months for used. Extending loan terms can lower your monthly payment, but you should use it mindfully, so the total cost of the vehicle loan doesn’t exceed your budget.

For more information about the current State of the Automotive Finance Market report or to view a recording of the webinar, visit our website.

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The average credit union manages between 100-300 vendor relationships, and nearly a third have no dedicated staff managing them. What was supposed to drive efficiency is stunting growth and compromising the member experience. Application volume is continuing to rise, and consumers expect a loan decision at digital speed. But for credit unions, meeting that expectation isn't the only goal. They must also continue to make the right lending decisions while also prioritizing risk management. The institutions pulling ahead aren't the ones with the most tools. They're the ones that have turned credit, fraud and decisioning into a single, coordinated system. A single loan decision touches: Credit data Identity verification Fraud signals Decisioning logic Reporting Rarely does all of that live in one place. More often, it’s stitched together across separate platforms, each with its own contract and its own support line. When a credit view and a fraud view are generated separately, they must be reconciled instead of read together in the same instant. Every handoff is a place where a decision slows down and a signal gets missed. It's why a fraud pattern that would be obvious next to the credit file often surfaces only after the funds are already gone. Fragmentation also makes it harder to optimize lending strategies over time. When data, analytics and decisioning are disconnected, credit unions have less visibility into what's working, what's changing and where strategies need to be adjusted. An integrated decisioning ecosystem closes those seams by design, with credit, fraud and lending strategy running on one platform and accessed through a single Application Programming Interface (API). Identity and compliance capabilities can be an integrated decisioning flow. The data doesn't need to be reconciled after the fact because it was never separated in the first place. Stop overengineering, start removing friction When decisioning underperforms, the instinct is to build something more custom: a proprietary model, tighter segmentation, more configuration.  Custom modeling has its place for institutions with the scale and data to justify it. But often, for small or mid-sized credit unions, the bigger opportunity is a flexible decisioning strategy that uses a strong, continuously refreshed model. This shouldn't be either/or. The right approach gives credit unions a strong decisioning strategy today, with the ability to introduce more customized analytics and modeling as their needs evolve.  The same principle applies to strategy management: credit unions can gain greater control through self-service capabilities as they build a more sophisticated data science team.   That kind of flexibility is important as credit unions modernize their decisioning infrastructure. Research surveying more than 2,000 senior credit risk and fraud decision-makers across 11 countries found that organizations investing in unified platforms and modern infrastructure are moving faster and realizing the greatest Return on Investment (ROI).   As their needs evolve, credit unions can adjust decisioning strategies without introducing another layer of technology or relying on third parties to make every change. Until self-service is the right fit, choose a partner that understands what makes your credit union’s membership and risk appetite different from others.  Same member, same afternoon, faster answer Consider a credit union growing its auto and personal loan originations.  A member applies for an auto loan on Saturday afternoon. Credit data, identity and fraud signals are read together in a single real-time pass instead of separate reviews:  Most applications resolve immediately, approved or declined based on a more comprehensive view of the applicant. A smaller number are flagged for quick step-up verification and cleared within minutes. Only genuinely ambiguous cases reach an underwriter, who is working from one complete picture instead of reconciling multiple signals. The member has an answer before the weekend is over. The credit union books the loan before competitors even open on Monday. Built to scale This kind of process holds up today. However, the better test is whether it holds up eighteen months from now when application volume has grown, new products are live and the data flowing through the system looks nothing like it does right now. Future-proofing isn't only about handling more volume. It's about having room to be nimbler and make adjustments as quickly as the market changes. A credit union that relies on standard models within a decisioning strategy may want more customized analytics and greater control over its strategies tomorrow. Connect with us With more than three decades of credit expertise and one of the industry's largest data footprints, Experian helps credit unions do more than solve this year's friction. We're helping to build a decisioning foundation that scales, so growth becomes something the system absorbs, rather than something it must be rebuilt around. Explore More

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