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

AI: Facilitator, Not Fixer, in F&I
The dealerships that thrive in the years ahead will be those that embrace technology while continuing to invest in the people who make customer interactions count.
Read More →
Modern Technology Objection Handling
In this video, Trent White shares how to confidently handle technology-based objections by helping customers understand the value of protection, even with modern vehicle technology.
Read More →
Consistency at Scale: Driving F&I Performance
With 75 rooftops across the Sunshine State, Morgan Auto Group has proven to Floridians that it knows a thing or two about driving performance in a competitive market. But it didn’t start at the top.
Read More →
Gitty Up on GAP
The foundational finance-and-insurance product hasn’t kept up with the latest conditions for auto dealers. Is the time ripe?
Read More →
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 →
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 →
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 →
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 →
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 →
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 →