Case Study: Leading Auto Manufacturer Company achieves dealer buy-in and confirms buyers' financial capacity for new electric model with Equifax

Captive Auto Lender Discovers Likely Financial Capacity of Consumers for New Electric Model

A leading automaker launching a new family‑friendly electric model faced uncertainty: the brand’s typical younger, sporty buyers differed from the intended “green, environmentally‑aware” family audience, and dealers worried whether deposit-paying customers had the financial means and demographic fit to justify investments in stocking, marketing, and servicing the vehicle.

The captive finance arm partnered with Equifax to analyze depositors using aggregated FICO® scores and household demographic measures. The analysis showed interested consumers were likelier to have higher credit scores, lower auto‑loan delinquency, and match the target profile (stable families, higher incomes in major metro areas), which convinced dealers to invest in inventory, promotion, and EV service upgrades.