How Consumer Behavior and Data Are Reshaping Auto Financing

The auto financing landscape is evolving faster than ever—how can dealerships, lenders, and consumers adapt?

In this episode we sit down with Sharla Godbehere, VP of Sales for Auto Lending at Equifax, to unpack the latest trends in the automotive financing world. Sharla shares insights into how post-pandemic consumers are changing their car-buying behaviors, the role of data in personalizing the customer journey, and the challenges of affordability amidst rising interest rates. She also dives into the growing issue of fraud in the industry and outlines collaborative strategies for mitigating risk while maintaining a frictionless customer experience. From actionable takeaways for dealerships to predictions for 2025, this episode is packed with value for anyone in auto sales, lending, or dealership leadership.

Key Discussion Points

• How consumers are changing: Why today’s car buyers are more educated than ever and how dealerships are adapting to meet their expectations.
• Affordability concerns: The impact of rising interest rates, fluctuating vehicle prices, and the need for transparency in financing options.
• The power of data: How alternative data sources and personalization are reshaping risk assessment, marketing, and lending decisions.
• Combating fraud: Identifying and addressing issues like synthetic identities and credit washing, and the importance of collaboration between lenders and dealers.
• Looking ahead: Sharla’s hopes for the future of auto financing, including stronger dealer-lender partnerships and better consumer financial health.