FI showroom red and grey logo
MenuMENU
SearchSEARCH

Inventory Sparks Leasing, Other Changes

Captives’ market share surges in first quarter as many shoppers switch from used to new vehicles.

May 31, 2024
Inventory Sparks Leasing, Other Changes

Captives’ new-vehicle financing market share jumped to about 62%, the highest point since 2010.

Credit:

Pexels/Pixabay

2 min to read


Revived new-vehicle inventory has brought a wave of changes across the auto retail market, including the return of leasing and the migration of some shoppers from used to new, Experian says in a first-quarter report.

The shift of many back to the new-vehicle market also reshuffled the share of auto lending, returning more business to captives than that segment has seen in nearly 15 years.

Ad Loading...

“The return of new vehicle inventory has had a ripple effect across the automotive finance market,” said Melinda Zabritski, Experian head of automotive financial insights.

New-vehicle leasing surged 5% year-over-year to 24% as the average monthly lease payment fell $7 to $595, Experian said.

Meanwhile, captives’ new-vehicle financing market share jumped to about 62%, the highest point since 2010.

The average new-vehicle loan amount fell nearly $500 year-over-year to $40,634, with an average interest rate of 6.73%, up from 6.61%.

Quarterly results showed electric-vehicle interest among lessees is growing, perhaps as a way to test the power train technology without a long-term commitment as the mass market continues to take a wait-and-see approach to EVs. Experian said leasing comprised 35% of EV financing in the quarter, up 12%.

Ad Loading...

“As technology evolves and infrastructure continues to develop, it’ll be interesting to see the buying preferences for these consumers once they come off lease,” Zabritski said.

LEARN MORE: Discounts Return as Previous-Year Models Sit

 

Originally posted on Auto Dealer Today

More F&I

Easycare White paper cover See how AI-powered coaching can turn F&I customer conversations into actionable insights that support compliance, performance and profitability
SponsoredSeptember 8, 2026

How AI-Powered Coaching Is Transforming F&I Performance

See how AI-powered coaching can turn F&I customer conversations into actionable insights that support compliance, performance and profitability

Read More →
Assurant, Sell Value Build Trust, F&I Series, Expert Trainer Trent White
F&ISeptember 2, 2026

Sell Value, Build Trust

In this video, Trent White explains why selling on value, not fear, builds lasting customer trust, reduces cancellations, and drives long-term success.

Read More →
2026 StoneEagle summary
F&Iby Hannah MitchellAugust 31, 2026

F&I Sales Give Dealers First-Half Lift

Product business shored up total profits to avoid an overall revenue tanking as product penetrations held steady, StoneEagle reported.

Read More →
Ad Loading...
man with white hair and glasses delivering a speech standing next to a podium
F&Iby Lauren LawrenceAugust 31, 2026

Targeted Training Drives Results

Today’s technology, instead of threatening F&I managers, can actually make them better, according to an industry veteran who’s watched market setbacks roil the unprepared.

Read More →
Man's hand holding pen over a paper document
F&Iby Justin B. GasmanAugust 20, 2026

Double the Change, Double the Chance

When an F&I manager gets a customer refusal, it’s a wise move to tweak more than one thing in the product offering.

Read More →
Laptop computer, tablet, calculator and notebook on a desk
F&Iby John TabarAugust 20, 2026

Just Do It

F&I managers need training, but instead of resisting application or expecting perfection, they should improve by simply acting on what they learn.

Read More →
Ad Loading...
stacks of coins, a calculator, paperwork, and a pair of glasses in the background, text Lender Experience Drives Dealer Decisions, F&I and Showroom
Auto Financeby Lauren LawrenceAugust 12, 2026

Dealer Lender Preferences Revealed

When lenders provide consistent, fast service, their overall satisfaction scores with dealers greatly improve, according to JD Power research.

Read More →
Leading with Purpose thumbnail. Trent white pictured in front of titled graphic.
F&IAugust 5, 2026

Leading with Purpose

In this video, Trent White explains how understanding your people’s 'why' is a key leadership responsibility of F&I professionals and how that mindset drives dealership engagement, trust and performance.

Read More →
Photo of a keyring with mltiple keys, including a car key fob, on a white surface
F&IJuly 15, 2026

Integrating Nontraditional F&I Products

The niche presents a strategic advantage for auto dealerships as they move to adapt to fast-changing consumer expectations in today’s market.

Read More →
Ad Loading...
Photo of businessman's hands holding eyeglasses at a desk
F&Iby Rick McCormickJuly 7, 2026

Trust Is Personal

Technology, no matter how efficient, can’t replace what the human F&I manager can do, which is to bridge the divide between cyberspace and the in-store experience.

Read More →