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of the printing and typesetting industry. Lorem Ipsum has been the industry’s standard dummy text ever since the 1500s, when an unknown printer took a galley of type and scrambled it to make a type specimen book. It has survived not only five centuries, but also the leap into electronic typesetting, remaining essentially unchanged. It was popularised in the 1960s with the release of Letraset sheets containing Lorem Ipsum passages, and more recently with desktop publishing software like Aldus PageMaker including versions of Lorem Ipsum
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While dealers wait out the chip shortage, many are looking for new revenue streams and creative ways to maintain profit levels. Dealers understand that used vehicles are more valuable than ever and that savvy consumers who are near their lease term can purchase their vehicle with a much higher book value than their negotiated residual and capitalize on that extra equity. At Experian Automotive, we help dealers analyze consumer and market data insights so they can develop marketing strategies that more effectively engage consumers. In today’s market, we recommend dealers focus on targeting consumers who are nearing the term of their lease—because the end of a lease forces consumers to either turn in the vehicle or purchase it—and many consumers realize they can purchase their equity rich vehicle and trade it in anywhere. Dealers desiring to conquest customers would benefit from using data insights to develop marketing strategies to help educate consumers of their options. So, how do dealers make sure their lease customers remain loyal to their dealership? One way is to target those customers that are near term and recommend a trade in. In many cases, the customer can upgrade to a model with more features or a model in a different class—both of which may be compelling, even if the newer vehicle is an older model year than the trade in. This way, the dealer obtains the later model, lower mileage vehicle and the customer gets a model with the extra features they want or an entirely new class of vehicle. Both parties are happy. What about third party lease buy outs? In response to the inventory shortage, many captive lenders are no longer permitting 3rd party lease buy outs. In other words, consumers are required to purchase their leased vehicle at an in-brand dealership. Initially, this would appear to bolster brand loyalty by making it more challenging to switch brands. However, educated consumers know they can simply purchase the vehicle and drive it to another dealership as a trade. We recommend automotive dealers educate consumers on their options through effective marketing strategies that offer options and more freedom in their car purchasing. Dealers looking for every sales opportunity are utilizing data sources such as Experian’s Automotive Intelligence Engine™ (AIE) to identify all consumers with leased vehicles for their brands. Because the OEM will not share lease customer information for neighboring stores, dealers must seek out this information on their own. Experian’s Automotive Intelligence Engine provides off lease consumer information for conquest brands as well as dealer brands. The OEM still expects each store to be successful and using data-driven insights to uncover opportunities in this tight market is one critical way dealers can stay competitive and increase brand loyalty. The chip shortage will eventually recede but until then dealers can use automotive data insights that can help them remain profitable. Learn more about Experian’s Automotive Intelligence Engine.
Hackers are playing the game of data compromise, and they are winning. At this point, companies of all sizes, from all industries, know that consumers have a growing desire to take control of their data and digital privacy. In case you missed the latest webinar and whitepaper release from Javelin Strategy & Research, it makes three things clear about consumers’ current attitudes about fraud and its impact on businesses. 1. Consumers are much more privacy-aware In 2020, consumers turned to social media and telecommunicating platforms to work, stay in touch with friends and family networks and learn. While the broad-scale increase provided a way for global commerce and connections to continue during the worldwide pandemic, it also accelerated cybercrime. The influx of internet traffic created a ready-made environment for fraudsters to profit from consumers in a big way, primarily through scams. Scams were so profitable that they accounted for $43 billion of the $56 billion reported ID fraud losses last year.1 2. Consumers blame Financial Institutions for fraud. It’s the main reason they leave. When consumers experience fraud, they blame their financial institutions, even if the loss has nothing to do with the institution or its business’s responsibility to the consumer. This attitude shows that consumers hold FIs accountable for their data protection. And when they don’t get it, they take their expectations and their business elsewhere. The data shows the proof. In 2020, 38% of consumers closed a bank account affected by fraud, with 69% saying their primary FIs did not resolve their fraud concerns or losses.1 As the saying goes, perception is reality, and in the case of fraud, consumer thoughts have real consequences for organizations. 3. Consumers leave when breaches happen This point is simple: consumers leave even when personally identifiable information (PII) or other data is not stolen. Be prepared with a playbook or be ready to lose consumer trust To improve the customer experience, build trust and reduce risk, companies need a playbook — a fraud resolution and breach response playbook — a solid plan that falls under their existing business and continuity disaster recovery plan. Why? Because consumers need to know and, more importantly, trust that companies are prepared to react quickly and deliver resolution when a network intrusion occurs. According to Javelin Strategy & Research data, fraud resolution is the best way to retain customers and members. In addition, consumer perception of cybersecurity plays a significant role in consumer attrition and retention. Again, even if personal information is protected, if your organization is attacked, consumers are more likely to stop doing business with your organization, even if no data was compromised. This means cybersecurity and fraud prevention empowerment is a game-changer, driving 22% of consumers’ satisfaction ratings with online banking.2 When building your playbook, consider two core things: 1. Make sure it’s well-developed A comprehensive fraud resolution and breach response should include a solid approach to collaborate with consumers when fraud occurs. Ensuring your plan includes fraud, cyber, and marketing communications teams will help your company act swiftly and build consumer confidence. 2. Don’t just encrypt data; strengthen perimeter security. Strong perimeter security will ensure safe interactions with consumers. Even if personal information is protected, consumers will perceive a penetration of the network as a breach and will be more apt to stop doing business with your company. At Experian, preparedness is our business. We know how important fraud resolution and breach response is to your customer’s experience. Developing a solid playbook is key to that experience, building trust and reducing risk. To learn more, read the Giving Consumers Control and Enhancing Fraud Prevention whitepaper, watch the Empowerment and Fraud Prevention are Key webinar and find out how to protect your business with Experian’s Global Data Breach Solutions. 1 Javelin Strategy & Research. March 2021. 2 Javelin Strategy & Research. June 2021.
It is no news that businesses are increasing their focus on advanced analytics and models. Whether looking to increase resources or focus on artificial intelligence (AI) and machine learning (ML), growth is the name of the game. But how do you maximize impact while minimizing risk? And how can you secure expertise and ROI when budgets are strapped? Does your organization have the knowledge and talent in-house to remain competitive? No matter where you are on the analytics maturity curve, (outlined in detail below), your organization can benefit from making sure your machine learning models solution consists of: Regulatory documentation: Documentation for model and strategy governance is critical, especially as there is more conversation surrounding fair lending and how it relates to machine learning models. How does your organization ensure your models are explainable, well documented and making fair decisions? These are all questions you must be asking of your partners and solutions. Integrated services: For some service providers, “integrated,” is merely a marketing ploy, but it is essential that your solution truly integrates attributes, scores, models and decisions into one another. Not only does this serve as a “checks and balances” system of sorts, but it also is a primary driver for the speed of decisioning, which is crucial in today’s digital-first world. Deep expertise: Models are a major component for your decisioning, but ensuring those models are built and backed by experts is the one-two punch your strategies depend on. Make sure your services are managed by data scientists with extensive experience to take the best approach to solving your business problems. Usability: Does your solution close the loop? To future proof your processes, your solution must analyze the performance of attributes, scores and strategies. On top of that, your solution should make sure the items being built are useable and can be modified when needed. A one-and-done model does not suit the unique needs of your organization, so ensure your solution provides actionable analysis for continual refinement. Does your machine learning model solution check these boxes? Do you want to transform your existing system into a state-of-the-art AI platform? Learn more about how you can take your business challenges head-on by rapidly developing, deploying and monitoring sophisticated models and strategies to more accurately predict risk and achieve better outcomes. Learn more Access infographic More information: What’s the analytics maturity curve? “Analytics” is the discovery, interpretation and communication of meaningful patterns in data; the connective tissue between data and effective decision-making within an organization. You can be along this journey for different decision points you’re making or product types, said Mark Soffietti, Director of Analytics Consulting at Experian, at our recent AI-driven analytics and strategy optimization webinar. Where you are on this curve often depends on your organization’s use of generic versus custom scores, the systems currently engaged to make those decisions and the sophistication of an organization’s models and/or strategies. Here’s a breakdown of each of the four stages: Descriptive Analytics – Descriptive analytics is the first step of the analytics maturity curve. These analytics answer the question “What is happening?” and typically revolve around some form of reporting. An example would be the information that your organization received 100 applications. Diagnostic Analytics – These analytics move from what happened to, “Why did it happen?” By digging into the 100 applications received, diagnostic analytics answer questions like “Who were we targeting?” and “How did those people come into our online portal/branch?” This information helps organizations be more strategic in their practices. Predictive Analytics – Models come into play at this stage as organizations try to predict what will happen. Based on the data set and an understanding of what the organization is doing, effort is put towards automating information to better solve business problems. Prescriptive Analytics – Optimization is key for prescriptive analytics. At this point in the maturity curve, there are multiple models and/or information that may be competing against one another. Prescriptive analytics will attempt to prescribe what an organization is doing and how it can drive more desired behaviors. For more information and to get personalized recommendations throughout your analytics journey, visit our website.
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With the National Automobile Dealers Association (NADA) Show set to kickoff later this week, it seemed fitting to explore how the shifting dynamics of the used vehicle market might impact dealers and buyers over the coming year. Shedding light on some of the registration and finance trends, as well as purchasing behaviors, can help dealers and manufacturers stay ahead of the curve. And just like that, the Special Report: Automotive Consumer Trends Report was born. As I was sifting through the data, one of the trends that stood out to me was the neck-and-neck race between Millennials and Gen X for supremacy in the used vehicle market. Five years ago, in 2019, Millennials were responsible for 33.3% of used retail registrations, followed by Gen X (29.5%) and Baby Boomers (26.8%). Since then, Baby Boomers have gradually fallen off, and Gen X continues to close the already minuscule gap. Through October 2024, Millennials accounted for 31.6%, while Gen X accounted for 30.4%. But trends can turn on a dime if the last year offers any indication. Over the last rolling 12 months (October 2023-October 2024), Gen X (31.4%) accounted for the majority of used vehicle registrations compared to Millennials (30.9%). Of course, the data is still close, and what 2025 holds is anyone’s guess, but understanding even the smallest changes in market share and consumer purchasing behaviors can help dealers and manufacturers adapt and navigate the road ahead. Although there are similarities between Millennials and Gen X, there are drastic differences, including motivations and preferences. Dealers and manufacturers should engage them on a generational level. What are they buying? Some of the data might not come as a surprise but it’s a good reminder that consumers are in different phases of life, meaning priorities change. Over the last rolling 12 months, Millennials over-indexed on used vans, accounting for more than one-third of registrations. Meanwhile, Gen X over-indexed on used trucks, making up nearly one-third of registrations, and Gen Z over-indexed on cars (accounting for 17.1% of used car registrations compared to 14.6% of overall used vehicle registrations). This isn’t surprising. Many Millennials have young families and may need extra space and functionality, while Gen Xers might prefer the versatility of the pickup truck—the ability to use it for work and personal use. On the other hand, Gen Zers are still early in their careers and gravitate towards the affordability and efficiency of smaller cars. Interestingly, although used electric vehicles only make up a small portion of used retail registrations (less than 1%), Millennials made up nearly 40% over the last rolling 12 months, followed by Gen X (32.2%) and Baby Boomers (15.8%). The market at a bird’s eye view Pulling back a bit on the used vehicle landscape, over the last rolling 12 months, CUVs/SUVs (38.9%) and cars (36.6%) accounted for the majority of used retail registrations. And nearly nine-in-ten used registrations were non-luxury vehicles. What’s more, ICE vehicles made up 88.5% of used retail registrations over the same period, while alternative-fuel vehicles (not including BEVs) made up 10.7% and electric vehicles made up 0.8%. At the finance level, we’re seeing the market shift ever so slightly. Since the beginning of the pandemic, one of the constant narratives in the industry has been the rising cost of owning a vehicle, both new and used. And while the average loan amount for a used non-luxury vehicle has gone up over the past five years, we’re seeing a gradual decline since 2022. In 2019, the average loan amount was $22,636 and spiked $29,983 in 2022. In 2024, the average loan amount reached $28,895. Much of the decline in average loan amounts can be attributed to the resurgence of new vehicle inventory, which has resulted in lower used values. With new leasing climbing over the past several quarters, we may see more late-model used inventory hit the market in the next few years, which will most certainly impact used financing. The used market moving forward Relying on historical data and trends can help dealers and manufacturers prepare and navigate the road ahead. Used vehicles will always fit the need for shoppers looking for their next vehicle; understanding some market trends will help ensure dealers and manufacturers can be at the forefront of helping those shoppers. For more information on the Special Report: Automotive Consumer Trends Report, visit Experian booth #627 at the NADA Show in New Orleans, January 23-26.
The automotive industry is constantly changing. Shifting consumer demands and preferences, as well as dynamic economic factors, make the need for data-driven insights more important than ever. As we head into the National Automobile Dealers Association (NADA) Show this week, we wanted to explore some of the trends in the used vehicle market in our Special Report: State of the Automotive Finance Market Report. Packed with valuable insights and the latest trends, we’ll take a deep dive into the multi-faceted used vehicle market and better understand how consumers are financing used vehicles. 9+ model years grow Although late-model vehicles tend to represent much of the used vehicle finance market, we were surprised by the gradual growth of 9+ model year (MY) vehicles. In 2019, 9+MY vehicles accounted for 26.6% of the used vehicle sales. Since then, we’ve seen year-over-year growth, culminating with 9+MY vehicles making up a little more than 30% of used vehicle sales in 2024. Perhaps more interesting though, is who is financing these vehicles. Five years ago, prime and super prime borrowers represented 42.5% of 9+MY vehicles, however, in 2024, those consumers accounted for nearly 54% of 9+MY originations. Among the more popular 9+MY segments, CUVs and SUVs comprised 36.9% of sales in 2024, up from 35.2% in 2023, while cars went from 44.3% to 42.9% year-over-year and pickup trucks decreased from 15.9% to 15.6%. 2024 highlights by used vehicle age group To get a better sense of the overall used market, the segments were broken down into three age groups—9+MY, 4-8MY, and current +3MY—and to no surprise, the finance attributes vary widely. While we’ve seen the return of new vehicle inventory drive used vehicle values lower, it could be a sign that consumers are continuing to seek out affordable options that fit their lifestyle. In fact, the average loan amount for a 9+MY vehicle was $19,376 in 2024, compared to $24,198 for a vehicle between 4-8 years old and $32,381 for +3MY vehicle. Plus, more than 55% of 9+MY vehicles have monthly payments under $400. That’s not an insignificant number for people shopping with the monthly payment in mind. In 2024, the average monthly payment for a used vehicle that falls under current+3MY was $608. Meanwhile, 4-8MY vehicles came in at an average monthly payment of $498, and 9+MY vehicles had a $431 monthly payment. Taking a deeper dive into average loan amounts based on specific vehicle types—as of 2024, current +3MY cars came in at $28,721, followed by CUVs/SUVs ($31,589) and pickup trucks ($40,618). As for 4-8MY vehicles, cars came in with a loan amount of $22,013, CUVs/SUVs were at $23,133, and pickup trucks at $31,114. Used 9+MY cars had a loan amount of $19,506, CUVs/SUVs came in at $17,350, and pickup trucks at $22,369. With interest rates remaining top of mind for most consumers as we’ve seen them increase in recent years, understanding the growth from 2019-2024 can give a holistic picture of how the market has shifted over time. For instance, the average interest rate for a used current+3MY vehicle was 8.0% in 2019 and grew to 10.2% in 2024, the average rate for a 4-8MY vehicle went from 10.3% to 12.9%, and the average rate for a 9+MY vehicle increased from 11.4% to 13.8% in the same time frame. Looking ahead to the used vehicle market It’s important for automotive professionals to understand and leverage the data of the used market as it can provide valuable insights into trending consumer behavior and pricing patterns. While we don’t exactly know where the market will stand in a few years—adapting strategies based on historical data and anticipating shifts can help professionals better prepare for both challenges and opportunities in the future. As used vehicles remain a staple piece of the automotive industry, making informed decisions and optimizing inventory management will ensure agility as the market continues to shift. For more information, visit us at the Experian booth (#627) during the NADA Show in New Orleans from January 23-26.
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