2025 Year Ends Strong for F&I: What It Means for Automotive Finance

Auto Loan Forecast for 2026: Challenges Ahead for Car Buyers

Update Auto Loan Outlook: Navigating Affordability Challenges in 2026 The auto finance landscape is about to face a significant downturn in 2026, as the latest forecasts predict a decline in auto loan originations for the year. This comes as average monthly payments and financing amounts for both new and used vehicles continue to climb, which is raising concern among industry stakeholders and potential buyers alike. According to TransUnion, auto loan originations are projected to decrease by 1.5%, diverging from trends seen in other credit categories like credit cards and mortgages, where robust growth is expected. In the third quarter of 2025, auto loan originations had already risen over 6% compared to the previous year, reflecting consumer urgency to secure purchases ahead of looming government changes like the expiration of EV tax credits and anticipated trading tariffs. Most significantly, delinquencies are creeping upward, indicating affordability pressures are increasingly impacting borrowers. TransUnion Senior Vice President Satyan Merchant highlighted that as vehicle prices soar, larger loan amounts are forcing many consumers into the super-prime tier — those best positioned to manage escalating costs — while simultaneously pushing others out of the market. Understanding the Affordability Gap This growing affordability gap reflects a concerning trend in consumer demographics. As the market sees an increase in subprime and super-prime borrowers, the number of financially strained consumers is also rising. Nearly 1 in 5 new auto loans carries payments of $1,000 or more, meaning more buyers are being priced out of the new car market altogether. Automakers are increasingly pressured to create more budget-friendly options. The need for affordable vehicle options is echoed in a broader discussion around the K-shaped economy in the United States, where wealth inequality is widening. Almost 30% of new car purchases are now made by buyers with household incomes above $150,000, leaving buyers in lower income brackets to struggle with high-priced vehicles that are seemingly out of reach. A Glimmer of Hope: Decreasing Interest Rates Despite the bleak forecast for auto loan originations, there’s a silver lining: auto loan interest rates are projected to decline slightly in 2026. According to Bankrate's analysis, rates for new car loans could fall to as low as 6.4%, down from previous years, offering some respite. However, experts caution that these reductions may not significantly alleviate the pressures of rising overall vehicle costs. Even with lowered rates, the high prices of vehicles and associated costs such as insurance pose ongoing challenges for buyers. Best Practices for Car Buyers in 2026 With these trends in mind, car dealerships and their leaders should prepare strategies to support customers in a challenging environment. Here are some best practices for navigating these tumultuous waters: Educate Customers: Share knowledge about financing options, including the benefits of getting pre-approved for loans. Encourage potential buyers to understand their credit scores and how it impacts the available financing. Promote Affordability: Consider expanding inventory to include more affordable models or promoting affordable leasing options that minimize upfront costs. Offer Comprehensive Financial Guidance: Partner with financial institutions to provide consumers with clear insights into how to manage costs through debt management and financial planning. Conclusion: Looking Ahead at 2026 As we head into 2026, the auto finance landscape remains fraught with uncertainty but also opportunities for growth. The key lies in recognizing the challenges of affordability and preparing strategically to meet the evolving needs of consumers. For car dealership principles, general managers, and financial managers, understanding these market dynamics will be crucial in navigating the upcoming year.