Fast Funding Will Keep Dealers Satisfied

Relationship and funding speed were the two main factors affecting auto lenders’ rankings in J.D. Power’s annual U.S. Dealer Financing Satisfaction Study, according to Michael Buckingham, senior director of the auto finance practice at J.D. Power.

“As liquidity is strong and pricing is low, the competition among lenders is high,” Buckingham told Auto Finance News. “Thus, a key differentiator is the application approval process.” The sub drivers, Buckingham said, are lenders’ ability to underwrite quickly and provide fast funding. “Cash flow is critical, as dealers become larger and more franchised; it’s a byproduct of just how competitive the market place is.”

The Satisfaction Study, released today, measures dealer satisfaction with finance providers in four segments: prime retail credit, non-prime retail credit, retail leasing and floor planning. Satisfaction is calculated on 1,000-point scale. This year, the study was sent out in March to over 3,900 new-vehicle dealerships across the U.S.

As dealers increasingly indicate a need for faster funding, lender ranking was affected by the availability of e-contracting or other lender-provided technology to enable same-day contract funding, Buckingham said. “Many of the captives have decided to get into e-contracting, you don’t see that same push on the non-captives,” he said. “We advise our clients and we see the market moving that way.” According to the study, 56% of the dealers surveyed indicate that faster funding time is the main reason to use e-contracting, and about 49% of the dealers are using e-contracting with captives. The percentage is half as much – 27% – with non-captives.

This year, Buckingham said, dealers were more responsive to the survey. In fact, the number of dealers rose 30% year over year. The rankings, however, were flat as compared to last year, with Mercedes-Benz ranking highest in all segments. “From our end we try to make the survey easier. But as the market has gotten very competitive, the lenders are seeking dealer feedback much more. And they are being much more responsive to dealer concerns.”

Prime Retail Credit

Top 5

1. Mercedes-Benz Financial Services 971
2. MINI Financial Services  962
3. Alphera Financial Services 961
4. BMW Financial Services 953
5. Lincoln Automotive Financial Services 944

Retail Leasing

Top 5

1. Mercedes-Benz Financial Services 978
2. BMW Financial Services 961
3. Lincoln Automotive Financial Services 956
4. Mini Financial Services 954
5. Ford Credit 942

Floor Planning

Top 5

1. Mercedes-Benz Financial Services 986
2. BMW Financial Services 974
3. Ford Credit 961
4. Ally Financial 950
5. INDUSTRY AVERAGE 943