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The Auto Finance Roadmap: Daily Summaries Delivered
by Auto Finance News
Auto Finance News is pleased to present The Roadmap, the podcast on best practices and trending topics in automotive lending and leasing. If you are in auto finance, this is your podcast.Auto Finance News, published by Royal Media, is the flagship publication for the auto finance industry. Published since 1996, Auto Finance News is the nation’s leading source for news, insights and analysis on automotive lending and leasing.Auto Finance News offers a Premium subscription service, which includes a monthly newsletter, a weekly email Update, exclusive event discounts, and much more. The Auto Finance News Premium subscription provides its subscribers with valuable data and exclusive market knowledge. Subscribe now to the News That Drives The Industry at https://www.autofinancenews.net/subscribe/.Auto Finance News produces the following leading industry events: the Auto Finance Innovation Summit, the Auto Finance Risk Summit, and the Auto Finance Summit, the industry’s premier event.
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- 2 days ago19 min
Carvana VP of finance talks rate cuts, profitability, sales growth
Carvana has lowered its interest rates as its profitability, sales and finance volume improve. The Tempe, Ariz.-based retailer in the past year has focused on expanding inventory to meet consumers’ needs as car prices rise, improving customer experience and using AI to streamline transactions, Matt Dundas, vice president of finance, tells Auto Finance News during a special episode of “The Roadmap” podcast. The efforts, he says, are in line with the retailer’s goal to sell 3 million units per year in the next five to 10 years at a 13.5% adjusted EBITDA margin. “On that profitability piece, we're relatively close to that midterm goal that we've set for that four-to nine-year horizon,” he says. “That's allowed us, as we continue to make fundamental gains across both finance and the rest of the business, to return some of that back to consumers to drive more value in the Carvana platform.” The retailer reduced interest rates by about 100 basis points in the fourth quarter, Chief Executive Ernie Garcia said on the company’s earnings call in February. Rate cuts have contributed to improved financing penetration, Dundas said. “About four out of five customers historically have financed with Carvana,” he said. “We’ve seen that ratio start to improve over the last year as we get more competitive with our rates.” As of the first quarter, Carvana’s originations totaled $4.3 billion, up 59.3% YoY . Sales climbed 40% YoY to 187,393 units in Q1. Carvana’s portfolio also rose 38.5% YoY to $22.4 billion at yearend 2025, according to the latest Big Wheels ranking data. “As Carvana grows, we grow as the lending business,” Dundas says on the podcast. In this episode of “The Roadmap,” Auto Finance News Editor Amanda Harris and Dundas dive into the retailer’s growth and innovation strategy in 2025 and the rest of 2026.
- 1 weeks ago18 min
Buyers’ AI-powered research reshapes powersports purchases
AI-powered research tools are changing how consumers shop for powersports vehicles, prompting dealers to spend more time explaining financing options and correcting misconceptions about rates, promotions and pricing. Consumers are increasingly arriving at dealerships with information gathered from online searches and AI platforms, creating both opportunities and challenges for finance managers, Fun Bike Center Motorsports Finance Manager Samer Fidy tells Auto Finance News during an episode of “The Roadmap” podcast. “They’re coming to confirm the research that they’ve done online,” he says. At the same time, affordability remains a key factor in powersports financing decisions, with about 80% of the Lakeland, Fla., dealership’s customers focused on monthly payments as they evaluate motorcycles, personal watercraft and side-by-sides, Fidy says. AI-driven shopping behavior The preparation consumers are doing is leading finance teams to engage earlier in the buying process, Fidy says. “The monthly payment is key [to] us closing the deal,” he says. While AI tools can help shoppers gather information quickly, they can also create confusion when consumers encounter financing offers, rates or promotions that do not apply to a specific brand, vehicle or lender, Fidy says. “The challenge is people are coming more prepared. They’re coming with more knowledge, or they think they know more than we do.” — Fun Bike Center Motorsports Finance Manager Samer FidyAffordability and financing options At the same time, longer loan terms, including 72- and 84-month financing options, continue to increase in powersports financing, particularly for higher-priced units such as personal watercraft, side-by-sides and premium motorcycles, Fidy says. Dealers now need to spend more time educating first-time buyers about credit, interest rates and financing structures, especially when a powersports purchase represents their first independent financing experience, he added. As AI adoption grows and consumers keep researching before entering a showroom, education is becoming a larger part of the sales and financing process, Fidy says. “I think this will be the new norm,” he says. “That’s why it’s important to educate your team on the importance of the dealership.”
- 2 weeks ago8 min
Used-car financing gains share as affordability pressures mount
Used-car financing gained ground in the first quarter as affordability pressures continued to push consumers away from higher-priced new vehicles. Used vehicles accounted for 58.6% of all auto financing in Q1, up from 58.2% a year earlier and marking the first Q1 increase since 2023, according to Experian. The shift underscores a broader affordability challenge facing the auto industry as average used-vehicle loan amounts rose 3% YoY to $27,070, while average monthly payments increased 1.5% YoY to $531. New vehicles remained considerably more expensive, with average loan amounts hitting $43,925 and monthly payments climbing 2.9% YoY to $770. As consumers look for lower-cost options, lenders also are expanding credit access, with nonprime borrowers accounting for 31.6% of all auto loans in Q1. Growth remained a key theme for lenders, including AutoNation Finance, Global Lending Services, Stellantis Financial Services and Lendbuzz, which were among the fastest-growing auto lenders by outstandings in 2025, according to the latest Big Wheels Rankings. Auto ABS, AI and compliance take center stage Meanwhile, funding markets were active, with U.S. auto asset-backed securities issuance at $79.3 billion year to date through May 29, up 3.9% YoY, according to JPMorgan Securities. In addition, the FTC disclosed the names of 97 dealership groups that received warning letters concerning potentially deceptive vehicle pricing practices, reinforcing the agency’s focus on transparency and compliance. In this episode of “Weekly Wrap,” Auto Finance News Editor Amanda Harris, Deputy Editor Johnnie Martinez II and Senior Associate Editor Aidan Bush discuss top trends across macroeconomic dynamics, affordability, funding and powersports lending for the week ended May 29.
- May 18, 20266 min
Auto leaders dive into affordability, funding diversification, credit performance
The higher cost of living is exacerbating affordability concerns and prompting auto lenders to take a close look at rising delinquencies, asset pricing and innovative programs to get consumers into vehicles. The inaugural Auto Finance Capital Summit in Nashville, Tenn., highlighted lenders’ reliance on diversified funding sources across asset-backed securitization (ABS), warehouse lending and private credit. Pagaya Technologies, for example, is increasing issuance in the auto ABS market as the private credit markets face increased volatility amid rising losses and a call for more transparency. Losses also rose across securitized nonprime auto loans as issuers continue to navigate bifurcation between subprime and prime credit performance. Market conditions are prompting lenders such as Global Lending Services and Stellantis Financial Services to reprice assets more frequently. At the same time, affordability challenges could prompt a slowdown in vehicles sales, contributing to a decline in retail auto ABS issuance in 2026. Affordability and credit performance also were key topics of discussion at Auto Finance Summit East 2026, which took place May 11-13 in Nashville. Lenders including Volkswagen Financial Services are looking at used-car leasing to offset high car prices, while others are considering extending lease offers to certified pre-owned vehicles. The high costs of ownership are going to be prevalent issues for the foreseeable future as gas prices are expected to remain elevated through at least July. In this episode of “Weekly Wrap,” Auto Finance News Editor Amanda Harris and Senior Associate Editor Aidan Bush recap top stories and takeaways from the spring events. Subscribe to “The Roadmap Podcast” on iTunes or Spotify or download the episode. Find more coverage from Auto Finance Capital Summit here and find more coverage from Auto Finance Summit East 2026 here.
- May 14, 202620 min
Financing key for 81% of shoppers when making large purchases
Powersports dealers are introducing financing discussions earlier in the buying process as affordability concerns and economic uncertainty shape consumer behavior during the industry’s peak selling season. May is one of the most important sales periods for powersports dealers as warmer weather drives demand for motorcycles, ATVs and side-by-sides, Synchrony Outdoors Senior Vice President and General Manager Susan Medrano told Auto Finance News during a special episode of “The Roadmap” podcast. “It’s important because that buying window for peak season is so narrow,” she said. “If the consumer doesn’t purchase during that window, they may not purchase till next year.” This year, affordability pressures are changing how consumers approach purchases, with about 81% of shoppers focused on financing options when making large purchases, Medrano said, citing Synchrony’s 2025 Major Purchase Study, Modern buying trends Buyers also are researching financing options before visiting dealerships and are increasingly focused on monthly payments and loan terms, Medrano said. “The financing starts much sooner in the process,” she said. “Consumers are educating themselves before they ever get there.” That has spurred dealers to discuss financing on the showroom floor instead of waiting until customers reach the finance office, Medrano said. “If it's the monthly payment, for example, they could talk about the different terms that would be available, whether it's 36 months or it's 84 months, and the difference that makes to the consumer,” she said. “The same with total ticket price.” Those conversations allow dealers to tailor promotional APRs, repayment terms and add-ons to that customer, Medrano said. Flexible financing Flexible financing is increasingly important as dealers work to convert shoppers during the compressed seasonal sales window, Medrano said. “The worst thing that can happen is you get a customer to a finance desk and then they get sticker shock over the payment,” she said. Synchrony also encourages digital applications and mobile approval tools that allow customers to apply for financing before or during dealership visits, Medrano said. “We’re trying to make the buying process as frictionless as possible,” she said. Subscribe to “The Roadmap Podcast” on iTunes or Spotify, or download the episode.
- May 4, 20268 min
Originations rise in Q1 as affordability challenges, EV demand grow
In the first quarter, the auto finance industry balanced strong auto loan originations with persistent affordability challenges, shifting EV demand and rising asset-backed securitization activity. Auto lenders, including PenFed Credit Union, Driveway Finance and Carvana posted strong first-quarter gains, signaling continued demand for auto loans, according to their earnings releases last week. PenFed’s originations jumped 88% year over year, while Driveway Finance’s originations rose 34.8% YoY and Carvana’s originations increased 59.3% YoY as digital sales and product expansion drove growth. Affordability, however, remained a key constraint with Q1 earnings for dealership groups, including Asbury Automotive Group, Group 1 Automotive and Penske Automotive, showing declines in sales and mixed finance and insurance revenue. To offset pressure, dealers are leaning on longer loan terms and payment-focused financing strategies as higher vehicle prices and interest rates continue to affect consumers. Meanwhile, OEM captive finance performance varied, as GM Financial’s originations declined 15.8% YoY, while Ford Credit reported higher finance and lease penetration in Q1. In addition, Stellantis returned to profitability, supported by higher vehicle sales and growth in its financial services operations. Toyota reported a sales decline in March as weakening demand and geopolitical tensions tied to the Iran war weighed on performance. Lenders are also expanding credit access to sustain growth, with Western Funding launching full-spectrum lending. Wider market conditions shift EV demand remains an industry focus, as Rivian’s deliveries increased 20% YoY in the first quarter, supported by growth in software and services revenue, according to its April 30 earnings presentation. Auto ABS issuance rose 5.1% as of April 24. Lease ABS outperformed the broader market as investor demand remained steady, according to JPMorgan Securities data. However, potential changes to SEC disclosure requirements could increase regulatory risk for ABS issuers, adding uncertainty to the funding environment. Lastly, Federal Reserve officials held interest rates steady although the split vote signaled growing internal division over the policy outlook amid heightened economic uncertainty. In this episode of “Weekly Wrap,” Auto Finance News Editor Amanda Harris, Deputy Editor Johnnie Martinez II and Senior Associate Editor Aidan Bush discuss top trends across macroeconomic dynamics, affordability, funding and powersports lending for the week ended May 1. Subscribe to “The Roadmap Podcast” on iTunes or Spotify or dow
- Apr 27, 202614 min
‘Affordability is No. 1’ driver of PNC’s auto refinance demand
Consumer budget concerns are driving year-over-year surges in auto refinance applications, Strati Papageorge, senior vice president of product at PNC Financial, tells Auto Finance News in the latest episode of “The Auto Finance Roadmap” podcast.“Affordability is No. 1, the biggest reason that consumers are coming to us,” to refinance, he said. “It helps with monthly payment.”PNC reported a 60% YoY jump in auto refinance activity in 2025 and saw similar YoY growth in the first quarter of 2026, Papageorge says.OpenRoad Lending’s refinance application volume surged 30% YoY in Q1 amid sustained new-vehicle price hikes and heightened consumer focus on affordability pressures. The average transaction price for a new vehicle rose 3.5% YoY to $49,275 in March, according to Kelley Blue Book data published April 9.“Even with incentives helping, I don’t see transaction prices starting to come down anytime soon,” Papageorge says.Customers in better financial situations are also refinancing as “they want to pay less interest over the life of the loan and pay out their loan sooner,” he says.To address affordability, PNC expanded its financing to include older vehicle models and allows 84-month loan terms, he says.“We always try to balance longer terms with maintaining credit that’s measured and balanced, so … we can help with monthly payments … while at the same time not getting too far out over our skis from a credit standpoint,” Papageorge says.PNC reported YoY declines across auto delinquencies in Q1, according to an AFN analysis of the lender’s earnings supplement released April 15. Its auto outstandings rose 6.5% YoY to $16.3 billion.PNC was the 24th-largest auto lender by outstandings at yearend 2024, according to the latest Big Wheels rankings data.In this episode of “Weekly Wrap,” Auto Finance News Senior Associate Editor Aidan Bush and PNC’s Strati Papageorge discuss increased refinance demand in auto finance and the major affordability pressures driving consumer behaviors.
- Apr 20, 20269 min
Lenders report mixed auto originations, delinquencies dip in Q1
Lenders’ auto originations were mixed in the first quarter, though most reported declining delinquencies.Originations reported by major banks include:Ally Financial, up 12.8% YoY to $11.5 billion;CarMax Auto Finance, down 1.5% YoY to $1.9 billion;Chase Auto, down 2.8% YoY to $10.4 billion;U.S. Bank indirect loan and lease production, mostly made up of auto loans, up 47.3% YoY to $1.7 billion; andWells Fargo Auto, up 110.9% YoY to $9.7 billion.Bank of America did not break out auto originations. However, its indirect and direct consumer outstandings, primarily consisting of auto and specialty lending loans, fell 0.4% YoY to $53.9 billion. Ally, Chase, U.S. Bank, Wells and PNC Financial reported YoY declines in auto loan delinquencies.Fifth Third Bank’s rate of 30- to 89-day delinquencies dropped 7 basis points YoY to 0.61%.Listen as Auto Finance News Editor Amanda Harris, Senior Associate Editor Truth Headlam and Senior Associate Editor Aidan Bush dive into first-quarter earnings and highlight trends across credit performance, auto loan growth and technology updates.Subscribe to “The Roadmap Podcast” on iTunes or Spotify or download the episode.Auto Finance News will present multiple invaluable events for industry professionals in 2026, starting with Auto Finance Summit East and Auto Finance Capital Summit in May. To see event agendas and register, visit autofinance.live.
About The Auto Finance Roadmap
Auto Finance News is pleased to present The Roadmap, the podcast on best practices and trending topics in automotive lending and leasing. If you are in auto finance, this is your podcast.Auto Finance News, published by Royal Media, is the flagship publication for the auto finance industry. Published since 1996, Auto Finance News is the nation’s leading source for news, insights and analysis on automotive lending and leasing.Auto Finance News offers a Premium subscription service, which includes a monthly newsletter, a weekly email Update, exclusive event discounts, and much more. The Auto Finance News Premium subscription provides its subscribers with valuable data and exclusive market knowledge. Subscribe now to the News That Drives The Industry at https://www.autofinancenews.net/subscribe/.Auto Finance News produces the following leading industry events: the Auto Finance Innovation Summit, the Auto Finance Risk Summit, and the Auto Finance Summit, the industry’s premier event.
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