What FICO Data Reveals About Today’s Car Deals
Wed Feb 04 2026
Today’s car buyer isn’t asking what their credit score is. They already know it, and that is changing how deals get done.
In this episode of Leadership in the Dealership, Danielle Mills Walden and Phillip Greer are joined by Charles Rowe, director of auto sales and client success at FICO, to unpack new data on how younger buyers are engaging with credit and what that means inside the dealership.
The conversation explores why many buyers understand their score but not the structure behind the deal, how student loan delinquencies are reshaping credit profiles, and what really drives approvals, payments and affordability. Charles explains how that disconnect shows up at the desk and in the finance office.
Most importantly, they focus on the opportunity for dealers. When teams understand credit behavior and can explain it clearly, deals move more smoothly, trust builds faster and more buyers can get into the right vehicle without unnecessary friction.
More
Today’s car buyer isn’t asking what their credit score is. They already know it, and that is changing how deals get done. In this episode of Leadership in the Dealership, Danielle Mills Walden and Phillip Greer are joined by Charles Rowe, director of auto sales and client success at FICO, to unpack new data on how younger buyers are engaging with credit and what that means inside the dealership. The conversation explores why many buyers understand their score but not the structure behind the deal, how student loan delinquencies are reshaping credit profiles, and what really drives approvals, payments and affordability. Charles explains how that disconnect shows up at the desk and in the finance office. Most importantly, they focus on the opportunity for dealers. When teams understand credit behavior and can explain it clearly, deals move more smoothly, trust builds faster and more buyers can get into the right vehicle without unnecessary friction.