Zoom in on Geographic Data to Inform Strategy

by Melinda Zabritski 2 min read June 10, 2021

Woman standing in a car dealership

Data is one of the most powerful tools that lenders and dealers can use to inform their decision making. Looking at trends on a national level is informative, but it can be even more impactful when analyzed at the regional level. When combined, a comprehensive view of data can make all the difference for lenders and dealers when making decisions for their businesses.

New and Used Financing See a Shift in Q1

On a national level, one standout year-over-year change is the breakdown of new and used financing. According to the Q1 2021 State of the Automotive Finance Market report, new vehicles represent a larger portion of the total finance market, increasing from 38.24% in Q1 2020 to 43.20% in 2021. Meanwhile, used financing decreased from 61.76% to 56.80% in the same period.

Loans Remain Most Popular New Vehicle Finance Option

With overall financing on new vehicles increasing across the country, it’s important to dig into what that looks like on a regional level. Across most regions, loans were the preferred method of financing for new vehicles, however, the Northeast saw heavy leasing activity with 46.29% of new vehicles being leased in Q1 2021. Both lenders and dealers can leverage this data to inform expectations and build strategies that address their business on a location-by-location basis.

Regional Differences in Types of Vehicles Financed

Similar to the financing options, there were also regional differences when it came to the types of new and used vehicles financed. For instance, the Ford F150 was the top financed new vehicle in the Midwest (3.54%) and South (3.10%), while the Toyota RAV4 took the top spot in the West (3.48%) and the Honda CR-V led in the Northeast (3.55%).

Looking at used vehicles, we saw similar trends in vehicle popularity, with the Ford F150 landing as the top financed vehicle in the West (3.00%), Midwest (4.08%) and South (3.78%) regions, while the Toyota RAV4 lead the Northeast region (2.52%).

Average Credit Scores Increase Year-Over-Year

On a national level, both new and used vehicle credit scores increased compared to last year. The average new credit score across the country increased six points from 728 in 2020 to 734 this year. Looking regionally, the Midwest generally had a higher credit score, while the South had the lowest.

Meanwhile, the average national used credit score saw an increase of eight points, from 655 to 663 in the same time frame. The Midwest region again led with the highest credit scores, and the South with the lowest.

There is an abundance of valuable data lenders and dealers can leverage when strategizing for their businesses. Looking at data on a national level provides an overall view of the auto finance market, but it doesn’t necessarily tell the whole story. Digging into the data on a regional level, however, can help lenders and dealers identify what is working in some areas, what might not be working in others, and how they can adjust their strategies to maximize their goals, wherever they may be located.

Learn more by watching Experian’s full Q1 2021 State of the Automotive Finance Market report.

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Cash Flow Insights: Powering the Next Evolution in Lending

For decades, credit data has given lenders a trusted foundation for assessing risk. Now, consumer-permissioned cash flow data is adding another layer of insight into consumers’ financial lives, including income, spending, liquidity and changing financial obligations. The opportunity is significant. Nearly one in five consumers lacks access to or has damaged credit. New Experian research also shows that 60% of consumers who have previously been denied credit or received less favorable terms than expected believe the outcome would have been different if lenders had considered their recent income and banking activity alongside their credit history. 1,2 For lenders, cash flow insights can provide additional context about a consumer’s financial capacity and support more informed underwriting decisions. The next challenge is making those insights easier to use consistently and responsibly at scale. What are cash flow insights? Cash flow insights are derived from consumer-permissioned banking data and provide visibility into how money moves into and out of a consumer’s accounts. Depending on the information available, cash flow data can provide insight into financial behaviors such as: Income and income stability: Regular and irregular income streams and changes over time Spending and recurring expenses: Everyday spending patterns and ongoing financial obligations Account balances and liquidity: Available funds and changes in account balances Debt obligations: Loan payments and other recurring debt commitments Cash flow patterns: How money moves into and out of accounts over time Traditional credit information provides a rich history of how consumers have managed credit. Cash flow insights add context about their current financial activity and capacity, providing lenders with a more complete view of financial health. Cash flow insights can also add predictive value to risk assessment. Experian analysis shows Cashflow Score can deliver up to a 25% lift in predictive performance over conventional credit scores when tailored to targeted risk tiers.3 How lenders can put cash flow insights to work at scale As interest in cash flow insights grows, the conversation is moving beyond what the data can reveal to how financial institutions can use it consistently and responsibly. That requires standardized consumer reporting, clear governance and decision-ready insights that can work within established lending processes. The launch of Experian Cashflow Data Bureau at Vision 2026 reflects this shift from access to adoption. The new consumer reporting agency operates under the Fair Credit Reporting Act (FCRA) and is designed to help financial institutions adopt consumer-permissioned cash flow insights at scale. A key part of that foundation is the cash flow consumer report, which organizes consumer-permissioned banking information into a standardized consumer report regulated under the FCRA. This gives lenders a consistent foundation for incorporating cash flow information into lending decisions while providing consumers with access to the information in their report. Turning greater visibility into better decisions The next evolution in credit isn’t about choosing between traditional credit and cash flow data. Each provides a different perspective. Traditional credit information offers deep insight into how consumers have managed credit over time. Cash flow insights can add context about financial activity and capacity. Bringing those perspectives together can give lenders greater visibility into consumers’ financial health and help them better distinguish between risk and resilience, support more informed decisions and identify opportunities to responsibly expand access to credit. As cash flow adoption continues to grow, its value will come from how effectively it complements the information lenders already use. The opportunity isn't simply to see more data. It's to turn that additional visibility into smarter, more informed decisions. Explore how Experian Cashflow Data Bureau is helping financial institutions put consumer-permissioned cash flow insights into practice at scale. Learn more [1] Federal Reserve Bank of New York, The Market for Credit Building: Demand, Product Characteristics and Consumer Uses, 2026. [2] Experian commissioned Atomik Research to conduct an online survey of 2,000 U.S. adults age 18+. Fieldwork took place July 16–21, 2026. Margin of error: +/- 2.2 percentage points at a 95% confidence level. [3] Based on Experian analysis when Cashflow Score is compared with conventional credit scores, tailored to targeted risk tiers. Predictability based on KS.

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