Dealers are reshaping the auto lending landscape, and they’re being remarkably clear about what they need from lending partners. Credit unions that hear these signals and adapt their programs accordingly are the ones who will deepen member relationships and grow their portfolios. Affordability pressures, the rise of electric vehicles, and shifting dealer expectations are all pointing in the same direction: the advantage belongs to lenders who are flexible, fast, and member-first.
The challenges
The lending landscape right now comes with a familiar set of pressures, but their effects are becoming more pronounced.
- Affordability and a shrinking new car market. Rising vehicle prices are pushing buyers out of the new car market entirely. According to insights shared during the dealer panel at Lending Tech Live ’26, an estimated one million car buyers this year will move from new to used.
- Growing delinquency risk. Auto loan delinquencies have been rising fastest among lower-income households, reflecting a K-shaped economy where wealth inequality is at a 60-year high.
- Higher ownership costs. Rising insurance premiums and maintenance costs are adding to the total cost of ownership, putting additional strain on already stretched budgets.
- Uneven loan performance. Higher-income borrowers continue to maintain strong credit profiles, while near-prime and subprime segments face increasing pressure, requiring credit unions to stay agile in their underwriting approach.
- Efficiency as a competitive separator. When overall market volume is lower, lenders who operate efficiently and consistently are the ones who gain share. Dealers prioritize partners who offer fast approvals, consistent decisions, and predictable funding.
What we’re hearing from dealers right now
At Lending Tech Live ’26, a dealer panel gave credit union lenders a direct look at what dealers need from their lending partners today and what it takes to win a larger share of dealership volume.
Speed is now measured in seconds, not hours. Dealers said that if a credit union cannot return a decisioning response within 45 seconds, the likelihood of winning that loan drops to near zero. Consumers are arriving at dealerships ready to buy; they’ve already done their research online. They don’t want to sit in a finance office for hours. Dealers are being forced to compress that experience, and they’re demanding the same from their lending partners.
Credit unions are winning a fraction of available volume. A typical car dealer sells 100 to 150 cars per month. On average, credit unions capture about eight of those financing opportunities. That number represents a significant gap, and large dealer groups are actively shrinking the number of lenders they work with. Credit unions that can’t meet speed and consistency expectations risk being cut from preferred lender lists entirely.
Digital contracting and same-day funding are now table stakes. Dealers want to submit documents electronically and receive funding quickly, not weeks after the member has already driven off the lot. eContracting adoption has reached a tipping point, and credit unions that haven’t made this a priority are falling behind.
The technology to meet all of these expectations exists. The question is whether credit unions are deploying it and trusting it.
Where are the opportunities?
Despite these headwinds, there are meaningful opportunities for credit unions willing to adapt.
- Used auto lending.
- Used vehicle sales are projected to reach 38 to 39 million units in 2026, more than double the volume of new car sales, driven by affordability concerns and increased off-lease inventory, according to CarGurus. Credit unions with strong used lending programs can deepen member relationships and grow loan volume with competitive rates, fast approvals, and personalized service.
- EVs and hybrids.
- Hybrids and EVs are projected to make up over 25% of new U.S. vehicle sales in 2026, with hybrids alone expected to account for nearly one in six new cars, according to CarGurus via Bloomberg. Credit unions that develop flexible rate and term structures for these vehicles now will be well positioned as demand continues to grow.
- Flexible loan structures.
- With average new vehicle loan amounts rising to $43,925 and terms stretching to 69.5 months, according to Experian’s Q1 2026 State of the Automotive Finance Market report, credit unions can lead with creative solutions like longer terms, refinancing options, and member-first underwriting to ease monthly payment burdens. Credit unions already account for more than 63% of automotive refinances, helping borrowers save an average of $101 per month when refinancing.
- Embedded lending.
- Bank pullback.
- Middle-income borrowers remain at the core of most credit union portfolios. When larger banks retreat from certain borrower segments, credit unions are well positioned to step in with the trust and service members are looking for.
- Member education.
- In a high-cost environment, members need guidance on loan terms, total ownership costs, and refinancing options. Credit unions that show up as trusted advisors will earn long-term loyalty.
- The right technology.
- Efficiency is clearly a competitive separator, and the tools a credit union uses matter. Platforms that automate decisioning, speed up approvals, and flag fraud early can meaningfully reduce operational burden while improving the experience for both dealers and members. AI-driven decisioning models also help credit unions extend approvals to a wider range of borrowers, including those with thin credit histories, without taking on undue risk. The key is trusting those tools. Larger lenders have leaned into automation more aggressively, and it’s showing in their speed and volume.
Waiting is no longer a strategic option
The market is complex, but the path for credit unions is clear. Focus on the members who need you most, operate with consistency, and position your lending program where the volume is going.
Credit unions that invest now in efficiency, member-first lending experiences, and education can turn market volatility into an opportunity to strengthen relationships, earn trust, and build sustainable auto loan growth for the long term.
The auto dealers have made their expectations clear. The technology is there. The only variable is whether credit unions will move fast enough to meet this moment.
To learn if your organization is moving fast enough, and where your indirect lending process may be breaking down, take our quick five-question assessment.
Article by Origence, a business partner of California’s and Nevada’s Credit Unions.
