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The way most auto lenders seek performance gains in origination is like walking around a dark room with a dim flashlight. The sightline is a few steps ahead in one direction. Select and test a new strategy. If it’s successful, roll it out. Start from there in the next round, and then take a few more steps.
There’s no time for that anymore. Today’s auto finance leaders are using centralised decisioning, data, and optimised strategies as a flood lamp to illuminate a landscape of opportunities across the customer credit lifecycle — from marketing to origination and through customer management. They’re leaping ahead and discovering winning strategies that would otherwise have not been evaluated or would take many cycles to approach. Andrew Williams, EMEA Auto Practice Lead at FICO, answered questions about seamless digital experiences in auto finance from Mica DuBois, Portfolio Marketing for Origination.