cars in a line at a dealership Source: Shutterstock.

Of all the change and uncertainty we’ve been through as an industry, one thing has held true throughout: It’s all about the payment. Sounds simple, right? And maybe even a bit obvious. After all, many people are no longer as interested in owning as they used to be. Renting and subscribing are more the order of the day. According to the Global Banking and Finance Review, 70% of business leaders say subscription business models will be key to their prospects in the coming years. According to Zion Market Research, the subscription and billing management market was valued at $3.8 billion in 2018 – and is expected to reach $10.5 billion by 2025. And while we can all agree on the importance of “the payment,” this desire is actively changing consumer financing preferences in surprising ways, while limiting their options. Market forces are putting pressure on buyers. Prices are too high – and inventories still so low.

Supply chain issues forming in 2020 and 2021 have caused OEMs and captive finance companies to actively pull back and in many cases eliminate incentives.

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