The revelation of data
Debunking deep subprime auto sales myths
using cutting edge analytics and data
A sub-prime home owner is more stable and hence less risky than a sub-prime customer who rents or lives with relatives.
In some regions of the US, sub-prime home owners are riskier than sub-prime customers who rent or live with relatives.
Factoring in actual risk of each attribute, like home ownership, based on past loan history ensures that the right decisions are being made on future deals.
Selling a cheaper car to a lower stability sub-prime customer is the wise thing to do as it puts less dollar risk on the street.
Selling a cheaper car to a lower stability sub-prime customer is the riskiest thing to do as 87% of the time those deals fail very early.
The smart approach is to leverage past customer and deal information to determine the right stability car and deal that performs well with the lower stability customer.
Upfront downpayment does not build commitment to pay by the customer, it only reduces risk dollar for dollar.
Upfront downpayment builds a strong commitment to pay by the customer, and it is a very important tool to mitigate risk.
By measuring the importance of downpayment in past deals, future deals can be structured with the right downpayment to ensure customer commitment to perform on the loan.
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