Think Beyond Your Dealership; Find the Opportunities to Conquest

Updated: November 6, 2024 by Guest Contributor 3 min read January 28, 2021

Man looking at a smartphone

2020 was a tough and trying year for the automotive industry, with a seemingly new challenge every month. And while the effects of the pandemic will likely be felt throughout the rest of this year, dealers continue to find new ways to adapt, resulting in a slow but steady rebound.

At the forefront of some of those new adaptive practices has been data. We’ve seen dealers rely on data to assess where certain makes and models perform best, and subsequently reallocate resources to those areas. In addition, we’ve seen dealers use data to identify vehicles in their local markets that are due for scheduled maintenance to help consumers service their vehicles, as well as maximize their service bays. Every step of the way, the use of data has been centered on growth opportunities within the dealership itself.

But let’s not forget, opportunity also exists outside of the dealership. Conquesting may very well be the key to growth in the new year.

To help dealers efficiently identify potential conquest opportunities, we launched Experian Automotive Market Insights. The dashboard provides a variety of insights, including the number of consumers coming off-lease, off-loan or who have positive equity in their vehicles over the next 12 months.

The dashboard gives dealers a snapshot of what to expect within the next year, and the insight to make informed business decisions. For example, over the next 12 months, there will be approximately 21 million consumers coming off-lease, off-loan or who have positive equity across the country. Looking at the state-level, the majority of these consumers reside in Texas (2.22 million), Florida (1.59 million) and California (1.58 million).

But identifying opportunity is only half the battle. Anytime dealers reach out to prospective shoppers, messaging needs to be relevant. Dealers need to understand what matters most to in-market car shoppers. For instance, is the consumer interested in trading in their vehicle or opting for a lease? That level of information along with the makes and models that the consumer would be most interested in give dealers a higher probability of conquesting that consumer and boosting market share.

While the industry continues to embrace a new normal and moves forward toward recovery, dealers need to embrace data to find new opportunity. For those looking to build and sustain market share, boosting conquesting campaigns will be as critical as improving customer loyalty. And that’s where Experian is committed to helping dealers in the months ahead.

Visit Experian Automotive Market Insights for more information.

Related Posts

What Is a Third-Party Breach? How to Prepare for and Respond to Vendor Incidents

Learn what a third-party breach is and steps to prepare, contain risk, and support affected customers. Read more!

November 9, 2026 by Laura Burrows
Mortgage Underwriting Moves from Modernization Talk to Action 

Mortgage underwriting is entering a new phase. In a recent conversation with HousingWire’s Allison LaForgia, Michele Bodda, Group President of Experian Housing, Verification Solutions, and Employer Services, discussed how modern credit scores, alternative data and verification tools are changing how lenders evaluate borrowers.  Lenders can now judge modernization by its results, Bodda said. “Now we’re actually letting more modern scores get into underwriting to help price loans and go all the way through to securitization,” she told HousingWire. “We’re letting the scores and the data actually speak for itself instead of just talking about it.”  The Right Data at the Right Time  Modernizing underwriting means providing useful information at the right stage, rather than giving lenders everything at once. “You don’t need everything all at once. You don’t need everything on initial pull,” Bodda said.  Alternative data, such as rental payments and buy now, pay later activity, can help show how consumers manage obligations, especially those with thinner credit files. A thin credit file does not necessarily mean someone has a thin financial life.  “It’s our responsibility as one of the primary data providers to make sure we can make all of that available, so that we’re best representing the consumer,” Bodda said. A fuller view of data may help lenders identify creditworthy applicants who might otherwise be difficult to assess.  Simplifying Verification and Reducing Friction  Bodda also shared how Experian is making credit information more easily accessible and reducing unnecessary costs during the originations process, explaining that new enhancements to Experian’s Power Profile Plus allow lenders to pull credit data at the start of underwriting and request another score later without repurchasing the data.  “You can pull it later and not pay for the credit data again,” Bodda said.   Experian is also investing in income and employment verification, including through a new partnership with Workday. Bodda explained that Experian will continue to focus on process improvement, competition and innovation across the mortgage ecosystem.  A Broader Path to Homeownership  As consumer expectations and underwriting capabilities evolve, borrowers want a process that reflects their financial lives, while lenders seek greater efficiency. Modern scores, relevant data, and streamlined verification can help lenders assess applications with more context—and may help more people pursue homeownership.  “If we as an industry can open this up and bring more people into the process, then we’re going to thrive,” Bodda said in the interview.   Watch the interview and hear all of Michele’s insights, and more here.  

November 6, 2026 by Caroline Basile
How to Deliver Data-Driven Customer Experiences

A data-driven credit customer experience offers personalization and low friction — it's a win-win for consumers and businesses.

November 5, 2026 by Zohreen Ismail

Subscribe to our Newsletter

Enter your name and email for the latest updates.

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

Subscribe to our Newsletter

Don't miss out on the latest industry trends and insights!
Subscribe