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.

Related Posts

Building for Bots in the AI Age: Separating Legitimate Agents From Fraudsters

See how NeuroID helps businesses distinguish legitimate AI agents from fraud bots, while Agent Trust verifies agent-initiated transactions.

October 29, 2026 by Laura Burrows
2026 Retail Banking Identity and Fraud Report 

Learn how banks can convert rising fraud investment into protection customers recognize, value and feel in our recent report. Read more!

October 28, 2026 by Laura Burrows
One Platform, Fewer Handoffs, Faster Decisions

The average credit union manages between 100-300 vendor relationships, and nearly a third have no dedicated staff managing them. What was supposed to drive efficiency is stunting growth and compromising the member experience. Application volume is continuing to rise, and consumers expect a loan decision at digital speed. But for credit unions, meeting that expectation isn't the only goal. They must also continue to make the right lending decisions while also prioritizing risk management. The institutions pulling ahead aren't the ones with the most tools. They're the ones that have turned credit, fraud and decisioning into a single, coordinated system. A single loan decision touches: Credit data Identity verification Fraud signals Decisioning logic Reporting Rarely does all of that live in one place. More often, it’s stitched together across separate platforms, each with its own contract and its own support line. When a credit view and a fraud view are generated separately, they must be reconciled instead of read together in the same instant. Every handoff is a place where a decision slows down and a signal gets missed. It's why a fraud pattern that would be obvious next to the credit file often surfaces only after the funds are already gone. Fragmentation also makes it harder to optimize lending strategies over time. When data, analytics and decisioning are disconnected, credit unions have less visibility into what's working, what's changing and where strategies need to be adjusted. An integrated decisioning ecosystem closes those seams by design, with credit, fraud and lending strategy running on one platform and accessed through a single Application Programming Interface (API). Identity and compliance capabilities can be an integrated decisioning flow. The data doesn't need to be reconciled after the fact because it was never separated in the first place. Stop overengineering, start removing friction When decisioning underperforms, the instinct is to build something more custom: a proprietary model, tighter segmentation, more configuration.  Custom modeling has its place for institutions with the scale and data to justify it. But often, for small or mid-sized credit unions, the bigger opportunity is a flexible decisioning strategy that uses a strong, continuously refreshed model. This shouldn't be either/or. The right approach gives credit unions a strong decisioning strategy today, with the ability to introduce more customized analytics and modeling as their needs evolve.  The same principle applies to strategy management: credit unions can gain greater control through self-service capabilities as they build a more sophisticated data science team.   That kind of flexibility is important as credit unions modernize their decisioning infrastructure. Research surveying more than 2,000 senior credit risk and fraud decision-makers across 11 countries found that organizations investing in unified platforms and modern infrastructure are moving faster and realizing the greatest Return on Investment (ROI).   As their needs evolve, credit unions can adjust decisioning strategies without introducing another layer of technology or relying on third parties to make every change. Until self-service is the right fit, choose a partner that understands what makes your credit union’s membership and risk appetite different from others.  Same member, same afternoon, faster answer Consider a credit union growing its auto and personal loan originations.  A member applies for an auto loan on Saturday afternoon. Credit data, identity and fraud signals are read together in a single real-time pass instead of separate reviews:  Most applications resolve immediately, approved or declined based on a more comprehensive view of the applicant. A smaller number are flagged for quick step-up verification and cleared within minutes. Only genuinely ambiguous cases reach an underwriter, who is working from one complete picture instead of reconciling multiple signals. The member has an answer before the weekend is over. The credit union books the loan before competitors even open on Monday. Built to scale This kind of process holds up today. However, the better test is whether it holds up eighteen months from now when application volume has grown, new products are live and the data flowing through the system looks nothing like it does right now. Future-proofing isn't only about handling more volume. It's about having room to be nimbler and make adjustments as quickly as the market changes. A credit union that relies on standard models within a decisioning strategy may want more customized analytics and greater control over its strategies tomorrow. Connect with us With more than three decades of credit expertise and one of the industry's largest data footprints, Experian helps credit unions do more than solve this year's friction. We're helping to build a decisioning foundation that scales, so growth becomes something the system absorbs, rather than something it must be rebuilt around. Explore More

October 21, 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