state of auto finance market | Lending Curve

It can be challenging to think strategically when each day brings a new challenge, a new directive, a new mandate, or a new situation impacting your business and the community. The second quarter was a tale of two cities for credit unions. April reflected a precipitous drop in most aspects of the automotive and financial markets, thanks to shelter-in-place mandates and the pandemic sweeping across the country. But May and June told a slightly different – and somewhat better – story. Light vehicle sales were only down 24 percent in June as compared to 2019, year over year. While in a normal year, dealers and lenders would decry that number, this year there was a round of huzzahs! That’s just the world we live in these days.

Credit unions started the year on an upward trend for automotive lending. Average loan amounts continue to increase according to the latest Experian State of Auto Finance Report. In the first quarter, new vehicle loan amounts averaged $33,739, and used vehicle loans totaled $20,723 on average. Buyers also increased vehicle payments, with the average new vehicle payment jumping to $569.

After leveling off through much of May and June, financing rates dropped to their lowest level of the year for the week of July 15 to 4.24 percent, a decrease of 0.09 percent from the week prior. Rates held steady for the week of July 22, but were down 0.36 percent since the beginning of the year and down 0.49 percent from 2019 numbers.

Contributing Author:
Steve Roennau
Vice President
Compliance
EFG Companies

A good portion of Experian’s latest State of the Auto Finance Market Report revolved around alleviating industry concerns that the auto market is looking more like it did right before the Great Recession. If you’ve been paying attention to headlines lately, you know that economists are worried about how quickly the subprime market is expanding and are asking if there will be another bubble to pop.

With those concerns in mind, lenders are especially concerned with the upward trend in auto delinquency. According to Experian’s report, finance companies experienced a 2.6% year-over-year increase in 30-day delinquent loans with a total balance of $6 billion. In addition, the top 10 states with the highest delinquency rates account for 32% of the total amount of delinquent loans.

With strong subprime growth and increasing delinquency levels, smart lenders are looking at how to level out their delinquency rates, or at least protect their loan portfolio from this growing risk. While some would argue that the best way to pad the portfolio is by increasing APR, there is another option that benefits the lender, the dealer and the consumer. That option is the use of complimentary consumer protection products.

With consumer protection products, like a vehicle service contract or vehicle return protection, consumers are protected from the high costs associated with a vehicle breakdown, or from the negative financial repercussions of instances like involuntary job loss. This same consumer protection also protects the loan. How? Consumers can continue to make loan payments if they don’t have to reallocate funds to cover costly mechanical repairs or cover living expenses on an unemployed budget.

Dealerships also benefit by setting up the F&I product presentation with a description of the benefits consumers will receive with their loans. This offers F&I managers an excellent springboard into presenting upgrade options or additional products to further protect the consumer. Your loan will essentially turn the conversation from strictly a sales presentation to a rewarding and productive discussion about the benefits of consumer protection products, and the value the dealership is providing.

Don’t feel like your only course of action to combat delinquency levels is to raise rates. Pair your loans with complimentary consumer protection products. They can help protect your loan portfolio, while also protecting your customers and providing your dealership partners with the ability to make additional F&I income.

With almost 40 years of experience in innovating compelling consumer protection products, EFG Companies knows how to strategically place the right product mix with your loan to achieve greater loan volumes. Find out how today!