CNW Sees Troubling Signs After C4C
While the Cash for Clunkers (C4C) program did wonders to the dealer psyche, at least one market research firm sees some troubling signs in its aftermath.
While the Cash for Clunkers (C4C) program did wonders to the dealer psyche, at least one market research firm sees some troubling signs in its aftermath.
Aside from reporting that showrooms have gone barren post C4C – noting in its report that that program might have absorbed the backlog of potential buyers – CNW Market Research said it’s seeing FICO scores reversing course.
After 10 months of consistent declines in the average FICO score of new-vehicle buyers, CNW said it’s seen a troubling increase in the first 20 days of September.
“The indication is a retightening of credit, which can effectively strangle new-car sales prospects,” the firm wrote in its September report. “It could also contribute to those with lower credit scores electing to stay out of the new-car market.”
CNW also noted that its data is showing a reverse in August of both median age and average income buyers.
“As with FICO scores, this could be attributed to either tighter credit or lower credit-score shoppers dropping out of the market,” wrote CNW. “Either way, it adds to a possible second significant and deep dip in auto sales. We’ll have a better fix on this issue after the September data is compiled to see if this is the beginning of a trend or simply C4C fallout.”
More F&I

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 →
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 →
Amplify 2026 Billed as Turning Innovation Into Results
Reynolds and Reynolds says its annual retail summit will connect dealers with practical strategies, peer insight, and technology-driven ideas.
Read More →
Own Your Outcome: F&I in the Digital Customer Journey
Finance has historically been the last step in the car-buying process, but it doesn’t have to be. The customer’s journey starts long before they arrive at the dealership, and so should F&I’s involvement.
Read More →
Tariffs Could Raise Insurance Premiums
As U.S. import tariffs affect repair costs, consumers might find it more affordable to replace a damaged vehicle, according to recent Insurify tariff analysis.
Read More →
Smaller Loans, Longer Terms
The youngest generation of car buyers is more likely to finance less expensive vehicles, more than half of generation Z consumers borrowing less than $25,000.
Read More →
New Lifetime Battery F&I Product Meant to Drive Dealer Traffic
EFG Cos. offering is intended to create lifetime auto dealer engagement with customers.
Read More →
The Psychology Behind Menus That Increase Add-On Sales
There is a science to crafting a menu that gives customers confidence in the choices presented, and moving the process outside the F&I office can further boost results.
Read More →
Why Your F&I PVR Is Misleading You
Here’s a handy checklist of the numbers to track in 2026 instead.
Read More →
Auto Consumer Anxiety Presents Opportunity
A survey of U.S. drivers found the majority are concerned about finances and the economy, but those fears make many ready to buy vehicle-protection products.
Read More →