Sponsored Article

A Smarter Way to Grow with Guttman Energy Partnerships & Leasing

Fleet-focused businesses are always looking for ways to deliver more value, strengthen customer relationships, and simplify operations—all while staying competitive in a rapidly evolving industry. By pairing vehicle leasing with the Guttman Energy Fleet Solutions Partner Network Program, organizations can offer a comprehensive, high impact solution that benefits both their customers and their bottom line.

Expand your Offering with Guttman’s Partner Network Program

The Guttman Energy Fleet Solutions Partner Network Program is designed for organizations that serve fleets and want to expand their services without adding complexity. Through the program, partners can offer a co-branded Guttman Fleet Fuel Card, which puts their business front and center, while delivering trusted fueling savings and solutions customers rely on every day. 

How the Program Works: 
Partners offer the Guttman Fleet Fuel Card—customized with their logo and company name—directly to their customers. Guttman Energy manages the back-end support, reporting, and fueling network, while partners benefit from ongoing revenue tied to customer fuel usage and a stronger, more differentiated service offering. 

Partner Network Program Features & Benefits
Through participation in the Guttman Energy Fleet Solutions Partner Network Program, businesses can:

• Build credibility with a co-branded fleet fuel card that reinforces trust and brand recognition at every fill up.
• Earn supplemental revenue based on customer fuel usage through a per gallon revenue model.
• Expand services and reach in a simple, seamless way—without operational strain.
• Provide exclusive fuel discounts and savings to fleet customers
• Leverage smart fuel management and transaction tracking tools for better visibility and control
• Offer nationwide convenience, with acceptance at more than 85,000 fueling locations across the U.S. 
  
  

This turnkey approach allows partners to deliver real, everyday value, while strengthening long-term customer relationships and building revenue.

Why Leasing Complements Fuel Solutions

Vehicle leasing naturally fits alongside fuel management programs, offering flexibility and financial advantages that today’s fleets demand. Rather than tying up capital, leasing allows businesses to keep fleets modern, scalable, and aligned with operational needs.

Benefits of leasing include:

• Lower upfront costs, preserving capital for growth
• Predictable monthly payments, simplifying budgeting
• Access to newer, more fuel efficient vehicles with advanced safety features
• Easier fleet scaling, allowing businesses to add or replace vehicles as needs change
  
  

When customers lease vehicles and fuel them through a trusted branded fuel card, they gain a streamlined, integrated fleet experience—one that improves efficiency, cost control, and day to day operations.

A Stronger Fleet Solution—Together

When vehicle leasing is combined with the Guttman Energy Fleet Solutions Partner Network Program, the value multiplies. Fleet customers benefit from modern leased vehicles and consistent, discounted fueling nationwide, while partners gain new recurring revenue, stronger brand presence, and deeper customer loyalty. It’s a smarter way to grow—offering meaningful solutions that move businesses forward and helps customers save and succeed on the road.

Connect with Guttman Energy Fleet Solutions Today to Learn More!

By: Lawrence Buckley, Senior Vice President, Business Development
DataOceans

Conversations at this year’s NVLA conference reinforced an important point: fleet leasing operates differently from consumer leasing. In many fleet environments, payments are coordinated through client finance or accounts receivable teams rather than simple self-service workflows. As a result, access to invoices, account information, and supporting documentation plays a critical role in day-to-day operations.

In fleet leasing, invoice-related questions, document requests, and payment coordination can create unnecessary back-and-forth between leasing providers and their clients. The challenge is often not a lack of data, but how easily that information can be accessed, shared, and acted on.

Invoice workflows are rarely straightforward. A single invoice may need to move across multiple stakeholders on the client side, including fleet managers, finance teams, and accounts payable. When access to invoice information is not immediate or reliable, leasing teams often receive repeat requests, payment coordination becomes more time-consuming, and internal client processes can stall.

This dynamic is increasingly at odds with broader B2B expectations. Research from McKinsey & Company shows that 69% of B2B buyers are willing to complete high-value transactions through digital channels, underscoring the shift toward faster, more self-directed access to information. 

In response, many organizations are rethinking how invoice and account information is delivered. One practical approach is the use of a customer portal that gives clients a centralized place to retrieve invoices, review supporting documents, access account information, and complete payments.

For leasing providers, this can reduce routine administrative effort while improving coordination across client teams. More importantly, it aligns operational workflows with how clients increasingly expect to access and manage financial information.

As fleet leasing continues to evolve, improving access to invoice and account information is becoming less about convenience and more about keeping pace with how clients operate.

About DataOceans
DataOceans is a leader in Customer Communications Management (CCM), providing data-driven, omni-channel communication solutions. We empower organizations to generate and deliver personalized letters, notices, and statements more efficiently - simplifying processes and supporting compliance efforts. Additionally, we help businesses better engage with customers through intuitive self-service portals that make billing, payment activities, and other self-service transactions more efficient. 

For more information visit: https://www.dataoceans.com  

Year-in-Review at the NVLA Annual Conference 

By Eyo Toe, MBA, Business Development and Marketing Associate at LHPH Capital, NVLA Editorial Board Member

Melinda Zabritski from Experian Automotive provided a data-driven look at the state of the automotive finance market, highlighting key shifts in consumer behavior, affordability, and lending trends.

One of the most notable trends is the continued strength of cash purchases, particularly in the used market, while leasing activity declined year-over-year. However, consumers who lease remain highly loyal, with many choosing to lease again when they return to market.

Inventory dynamics remain a challenge, as the availability of late-model used vehicles continues to be tight. Relief may be on the horizon, with off-lease volume expected to grow significantly, reaching a peak of 3.3 million units in 2027.

Electric vehicles (EVs) remain a key area of growth. While EV sales slowed in late 2025, they still accounted for over 20% of new leases, with momentum picking back up in early 2026. Notably, EV leases offer a more affordable entry point, averaging $186 less per month than loans.

Affordability continues to be a central concern across the market. Average monthly payments reached $750 for new vehicles and $531 for used, with over 9% of consumers paying more than $1,000 per month. Loan terms are also stretching longer, with nearly one-third exceeding six years.

From a lending perspective, banks have become the largest source of auto financing, while overall loan balances grew modestly. At the same time, delinquencies increased year-over-year and remain elevated.

Overall, the data points to a market under pressure from affordability constraints, even as demand and financing activity remain resilient. 

Deduction

Finance Market: Q3 2025 Report 

By Eyo Toe, MBA, Business Development and Marketing Associate at LHPH Capital
NVLA Editorial Board Member

Experian Automotive’s State of the Automotive Finance Market: Q3 2025 report provides a clear snapshot of how consumers are financing vehicles amid evolving economic and credit conditions. 

Financing Activity Remains Strong
Vehicle financing remains the dominant method of purchase. In Q3 2025, more than 80% of new vehicles and over one-third of used vehicles were financed. While leasing dipped slightly year-over-year, it remained elevated compared to historical norms, particularly in the new vehicle market.

Banks continued to expand their presence and now account for over 30% of total auto loan originations, the largest share among lender types. Finance companies also gained modest share, while credit unions and captive lenders experienced slight declines. These shifts reflect increased competition and evolving underwriting strategies as interest rates begin to ease.

Credit Trends Show Selective Expansion
Although Prime and Super Prime consumers still represent the majority of originations, Experian data shows continued growth outside of Prime. Near Prime and Subprime segments gained share across both new and used financing, even as over 82% of new loans and nearly 86% of new leases remained Prime+.

Average credit scores for new vehicle financing edged up slightly in Q3, while used vehicle scores declined marginally. This suggests lenders are cautiously broadening credit access while remaining attentive to portfolio performance.

New Vehicle Trends: EVs and Leasing
Captive lenders maintained their dominant position in new vehicle financing, though banks, credit unions, and finance companies collectively pulled some share away. Consumer preferences continued to shift toward CUVs, SUVs, and pickups, further reducing sedan market share.

Electric vehicles continued to grow, reaching 11.36% of new vehicle purchases in Q3 2025. Leasing remained the preferred financing method for EVs, accounting for roughly one-quarter of new EV transactions. On average, EV lease payments were $172 lower than loan payments, reinforcing leasing’s role in improving affordability for higher-priced vehicles.

Higher Payments and Longer Terms
Across both new and used vehicles, loan amounts and monthly payments continued to rise. More than 15% of all new payments now exceed $1,000 per month. While interest rates declined slightly for most risk tiers, contract terms continued to lengthen—particularly for loans exceeding 73 months. New-vehicle LTVs increased, while used-vehicle LTVs declined modestly, indicating improving equity positions in the used market.

Used Market and Refinance Activity
Banks remained the largest lender type for used vehicle loans, widening their lead over credit unions, while finance companies surpassed 20% market share. Used loan amounts, payments, and terms increased year-over-year, even as LTVs trended lower.

Auto refinance activity continued to rise in Q3. On average, consumers who refinanced saved more than 2 percentage points in interest rate, translating to approximately $77 in monthly savings. Prime borrowers represented the majority of refinance volume, with credit unions offering the largest payment reductions.

Portfolio Performance and Outlook
Outstanding auto loan and lease balances grew modestly year-over-year, with faster growth in Subprime balances. Delinquencies increased and remain elevated, underscoring the importance of disciplined underwriting and proactive portfolio management.

Overall, Experian’s Q3 2025 report points to a market marked by steady financing demand, shifting lender dynamics, and continued affordability pressures, trends that will remain top of mind for lenders and lessors. 

Influential People List

Christopher Craft, CFA, CTP, MBA, President and Chief Operating Officer, Specialty Finance Group of 1st Source Bank, has been named to Monitor Magazine’s list of Most Influential People in Equipment Finance. Monitor Magazine is the independent voice of equipment finance.

“It is an honor to be named to Monitor Magazine's most influential list,” Chris said. “Please know that vehicle fleet finance activity over many, many years, with a great team at 1st Source Bank, in service to so many awesome NVLA members, with great partners like each of you, is foundational to this recognition... what a blessing to serve this industry together!”

Chris credits his success to a simple principle “Always operate with high integrity and remember that you win with your people.”

Colleagues describe him as a leader who blends financial expertise with empathy and vision, strengthening the bank’s reputation in specialized markets while building pride internally and energizing staff.

Congratulations, Chris, on this well-deserved honor! 

Impacts to Lease Stream Security 

By Lee Wisler, Vice President
1st Source Bank, Specialty Finance Group
Medium & Heavy Duty Truck Division

As electronically signed lease agreements and related documentation become more common, Commercial Leasing businesses gain efficiency. It’s important to understand how a shift away from ink-on-paper signatures may affect lease stream security from a lender’s point of view. Historically, institutional lenders financing to Commercial Leasing companies have required hand-signed lease agreements and Schedule As with an accompanying stamp to perfect a security interest in the lease stream, or they required possession of the original, physical lease paper. 

While convenient for lessors and lessees alike, electronically signed agreements raise questions about whether the completed documents are original and authoritative. They also prompt a second question: Where does the single authoritative copy reside? Without the measures outlined below, the lease stream security can be questioned especially when other lenders’ UCC filings claim rights in electronic or tangible chattel paper. 

Solutions that enable the use of electronically signed documentation are rarely one size fits all. Lessors should assess whether electronically signed documents make sense for their business and then engage all lenders in discussion. Common talking points include: 

• “Who are the lenders that provide financing to your business?”
• “Do those lenders reference chattel paper in their UCC filings?”
• "Are your lenders willing to collaborate and execute intercreditor agreements?" 

If you choose to use electronically signed agreements, you can often support them with vaulting, a method of document retention and storage that ensures lenders can obtain the original digitally signed documents. If vaulting isn’t used, protections can also often be supported through amended lease agreement language that specifically references a stated lenders security interest, or through more general language that ties a titled equipment lienholder to the lease stream. 

Commercial Leasing is a capital-intensive business that often requires multiple funding sources. Because lease documentation is complex, it is helpful to align early and communicate openly with all lenders to arrive at outcomes that work for every party.

By Eyo Toe, MBA, Business Development and Marketing Associate at LHPH Capital, NVLA Editorial Board Member

Economic Outlook with Melinda Zabritski 

• Shifts in Financing & Lending: Financing volumes are slightly up YOY, with banks pulling ahead as the largest lender type while captives lose share to banks, credit unions, and finance companies.
• Affordability Challenges: Loan amounts and terms continue to rise, over 15% of new payments now exceed $1,000, and more consumers are pushed into older (9+ model year) vehicles for affordability.
• Market & Consumer Trends: Leasing is down YOY, EV share of new purchases is declining, used EV purchases are up 44% YOY, and higher-income households increasingly dominate both new and used vehicle markets.
  
  

Navigating Conflict & Building Great Relationships to Drive Great Outcomes with Marc Otto 

• Right People, Right Roles: Companies fail to match talent to roles 82% of the time, but when employees’ needs are met, businesses see higher profitability, productivity, and retention.
• EQ Over IQ: Emotional intelligence and awareness of self and others drive leadership success more than technical skills, with supervisors influencing 76% of employee engagement.
• Managing Conflict Builds Culture: Clarify what can and can’t be solved, maintain personal energy, and aim for a 5:1 ratio of positive to negative interactions to strengthen team relationships and outcomes.
  
  

Doing Collections Differently with Gene Daughtry 

• Quality Over Quantity: Focus on smaller, targeted groups each day instead of trying to call everyone. Quality attempts matter more than volume.
• Consistency & Confidence: Collectors should always ask for payment, follow set policies (including repossession guidelines), and build confidence through coaching and activity reviews.
• Structured Approach: Use a daily calling schedule, mix communication methods (call, text, email), and separate specialized roles (collectors vs. sales, insurance/recovery specialists) to improve effectiveness.
  
  

AI Applications for the Automotive Industry 

• ChatGPT: Tim Lawrence led the group through a quick ChatGPT application to ask ChatGPT to act as a seasoned advisor, gather context through one-on-one questions, and then provide 20 ranked, actionable strategies to restore profitability, improve cash management, and stabilize the business without adding new locations. The goal is clear, practical, and encouraging guidance tailored to dealer operations as we worked through follow up questions to dial in some insightful ideas. 
• How Dealers Are Using AI: Specific examples of current and planned uses include assisting the sales department with inbound leads and long-term follow-up, engaging existing owner bases, monitoring phone calls, aiding collections with inbound calls and promise-to-pay tasks, diagnosing vehicle problems, designing daily workflows for technicians, streamlining administrative tasks like reconciling bank accounts, conducting employee reviews, simplifying notes, and even role-playing sales objections.
• Implementing AI at Your Dealership: Successful adoption means tackling employee concerns and vendor limitations while highlighting AI’s benefits. Resistance often stems from fears of job loss but showing how AI improves efficiency and profitability can turn it into a win-win. Challenges include the time and cost of setup, too many model options, and limited vendor APIs that complicate DMS integration. Key strategies: demonstrate real-time value, provide paid AI tools, encourage daily use, and reward employees for discovering new applications.
  
  

These are only some of the highlights from the 2025 LHPH Summit and we look forward to another collaborative event with dealers and industry speakers in Fall of 2026! 

By Edie Hirtenstein, Founder/VP of Business Development VINData Products

The Core Exposure: 

A CARFAX report can appear clean in the window between an insurer’s total-loss decision and the DMV actually issuing/branding the next title. If you buy or fund in that window, the brand can surface later at titling, hitting value and creating repurchase/friction. 

Specific Issues with Relying on CARFAX for Title Branding 

1.Branding happens at the DMV, not at the insurer.

“Total loss” ≠ “branded title.” CARFAX may show accident info or nothing at all until the DMV processes the title action.

2.Reporting lag (30-day+ reality).

Salvage yards/insurers report to national systems on a periodic basis, and state title brands post on their own timelines. During this lag, CARFAX may still look clean.

3.Data dependency / incomplete sources.

CARFAX aggregates from many partners, but not every insurer, auction, body shop, or state stream is complete or timely. Gaps and delays are common.

4.Title washing / interstate gaps.

Moving a vehicle between states or exploiting process differences can temporarily suppress brand visibility until records sync.

5.Signal mismatch.

A CARFAX may show “accident” or even “airbag deployment” without a corresponding brand yet—or show neither—while a total-loss has already been filed elsewhere.

Common Scenario (Clean → Branded) 

• Day 0: Insurer totals vehicle.
• Days 1–30: Loss gets reported; DMV brand not yet applied.
• Day ~10: Dealer acquires; CARFAX shows no brand.
• Day ~35–60: Buyer titles; DMV applies brand → value/LTV hit. 
  
  

Why This Matters to a Lender 

• Collateral value: Branded titles materially reduce remarketing value. 
• Operational: Repurchases, chargebacks, and borrower dissatisfaction when a “clean” car becomes branded post-funding. 
• Compliance/reputation: Financing as “clean” when brand exists in-flight creates UDAP/perception risk. 
  
  

Follow-up Support: How VINData (via NMVTIS) Closes Most of the Gap 

• Direct NMVTIS sourcing. VINData is an Approved NMVTIS Data Provider, returning state title/brand status plus junk/salvage/insurance (JSI) total-loss records as they’re filed to NMVTIS. 
• Earlier warning signal. A VINData hit for “Insurance Total Loss” can appear before the DMV posts the brand—flagging deals that still look clean on CARFAX. 
• Practical positioning. Treat VINData/NMVTIS as the authoritative check for title/brand & total-loss; use CARFAX/AutoCheck to supplement with service, odometer, and incident context. 
• Reality check. Upstream entities still have reporting windows, so no solution is instantaneous—but VINData typically provides earlier, DMV-aligned visibility than CARFAX alone. 
  
  

Recommended Lender Policy 

• Require VINData/NMVTIS at intake and pre-funding on every VIN. 
• If VINData shows Insurance Total Loss (or other JSI indicators) without a DMV brand yet, hold funding pending resolution. 
• Dual-source history: Keep CARFAX/AutoCheck as supplemental context; never as the sole title-brand control. 
• 30-day recheck on higher-risk VINs (recent severe accident/airbag deployment, auction activity). 
• State confirmation (ELT/title gateway) when seller docs and VINData/NMVTIS don’t align. 
• Dealer disclosures: Require a signed no total-loss/no brand affidavit; make misrep a repurchase event. 
  
  

Bottom Line: CARFAX is useful context, but not a title-brand control. Use VINData (NMVTIS), or similar service, to surface total-loss/brand risk before you fund.

Exploiting Prequal Systems

Q. How did this situation first come to your attention?

A. We became aware of a real-world incident where hundreds of prequal submissions were completed in a manner of minutes, each using totally different names, addresses and phone numbers.

Q. What happened next?

A. We learned that every one of these fraudulent submissions triggered a credit bureau inquiry. This type of behavior strongly suggested that bot or AI-driven identity validation attacks, where bad actors test real-looking data to confirm who qualifies for credit, can pave the way for synthetic identity fraud, money laundering, and stolen data monetization.

Q. Explain the impact of this activity.

A. This means that:

• Consumers may have credit pulled without their consent.
• Dealers and lenders risk funding fraud or facing legal exposure.
• Platforms are unintentionally enabling identity validation for criminals.
• No traditional CAPTCHA, rate-limiting, or duplicate suppression tools caught this.
• Dealers and lenders are then charged for the fraudulent credit pulls.
  

Q. What can organizations do to combat this?

A. Any organization offering online prequalification should immediately:

• Review submission logs for rapid-fire, unique submissions.
• Audit credit bureau activity for unexplained spikes or inquiry complaints.
• Evaluate whether identity is verified before credit is pulled (Most legacy systems do not).
  
  

For further information, please refer to an article that appeared in Auto Fin Journal. Here is a podcast Tarry did on this topic: https://youtu.be/nRgE856ePGU

NVLA will continue to monitor this situation and provide updates, as needed.

Letter Management Best Practices for Vehicle Lessors

By Lawrence Buckley, Senior VP, Business Development, DataOceans

For the vehicle leasing industry, inefficient letter management puts more than just strain on operations - it creates real compliance risk. From welcome notices to payment reminders, right-to-cure letters, and repossession disclosures, every communication must be accurate, timely, and compliant by state.

Yet many leasing organizations still rely on outdated, and manual, time-consuming methods to manage these letters. Templates are scattered across teams, updates require IT support, and compliance reviews slow everything down. In a landscape where regulations vary across all 51 jurisdictions and frequently change, this approach can easily result in delays, errors, or missed legal language - each of which exposes the business to fines, reputational damage, and audit risk.

So, what does a best-practice customer communication process look like?

• Centralized Control: A single system or workflow that allows business users to manage templates and approvals, speeds up turnaround and reduces the risk of version errors.
• Attorney Provided Forms: Leverage forms delivered and maintained by outside counsel to simplify the management of state compliant default letter templates. This ensures your customer communications reflect the latest regulations and mitigate the risk of non-compliance.
• Audit-Ready Reporting: Detailed tracking of versions, approvals, and delivery timelines can save your team significant time during audits or disputes.
• Multichannel Delivery: Offering both print and digital delivery (with proper consent) improves reach and aligns with customer preferences, while adhering to delivery requirements.
  
  

It’s also important to tailor communications based on lease stage and legal requirements. For example, end-of-lease notices are commonly sent 60–90 days in advance to help customers prepare for vehicle return or purchase decisions, while repossession-related letters - such as Right to Cure or Notice of Intent - must follow strict state-specific timelines, content requirements, and delivery methods. Including these in a centralized letter template library makes compliance easier to manage across jurisdictions.

Taking a proactive approach to letter management can help leasing organizations streamline operations, improve the customer experience, and stay confidently compliant, without draining IT or legal resources.



About DataOceans

DataOceans is a leader in Customer Communications Management (CCM), providing data-driven, omni-channel communication solutions. 

For more information visit: https://www.dataoceans.com and be sure to connect with us on LinkedIn.

All-New Models:

This fall the U.S. and Canada will be the first markets to launch the all-new Nissan LEAF, joining Ariya in the brand's EV portfolio. LEAF debuts with 19-inch alloy wheels, a panoramic moonroof, and—for the first time in North America—a NACS charging port for access to Tesla’s Supercharger network. Built on Nissan’s CMF-EV platform, its new 3-in-1 powertrain promises improved range, energy efficiency, and driving performance.

Nissan will launch its first North American plug-in hybrid with a PHEV version of the Rogue SUV, while introducing a new-generation Sentra and a refreshed Pathfinder later this year. INFINITI adds a refreshed QX60 three-row SUV and a new SPORT package for the full-size QX80.

Nissan Business & Fleet Programs:

Through the Nissan Business Advantage Program, businesses of all sizes can access exclusive incentives, upfit options, and service programs tailored to their needs. With nearly every Nissan vehicle available for customization—from trucks to sedans—Nissan makes it easy to find the right fit for your operation.

Small Fleet Program Eligibility (1 - 15 Vehicles):

• Register your fleet easily: Just one Nissan vehicle in company service qualifies your business.
• Simple documentation: Submit DMV registration under your company name to complete the certification process.
• Stay compliant: Maintain vehicles in service for the minimum term to keep your fleet status active.
• Contact Nissan’s small business fleet team here to get started.
  
  

Large Fleet Benefits (16 or More Vehicles):

Nissan’s ship-thru program supports large fleet logistics with direct delivery to U.S. and Mexico-based upfitters for orders of 15+ vehicles.

Fleet operators also benefit from a commercial truck upfit allowance, courtesy delivery, and centralized billing—consolidating all service invoices into one monthly online statement with customizable pre-authorization limits.

Contact Nissan’s large fleet team to learn more.

Lessors

Removal of Tax Credit for EVs

• Elimination of most federal EV tax credits: The New Clean Vehicle Credit of $7,500 (30D) and the Used Clean Vehicle Credit of $4,000 (25E) for new and used EVs, respectively, will expire on September 30, 2025.
  
  According to a recent article from Automotive Fleet, the effects may be lessened by manufacturers adjusting prices to soften the MSRP increase. As far as fleets, the introduction of more market-based price levels may be good for residual values over time.
  
  
• Commercial EV credit also ends: The Commercial Clean Vehicle Credit (45W) is also repealed after September 30, 2025. This applied to larger vehicles weighing 14,000 pounds, like school buses and semi-trucks and provided a maximum credit of $40,000.
  
  While rebates and other incentives are available for commercial EVs, this could further disincentivize fleets from taking a chance on an electric truck, according to Automotive Fleet.
  
  
• Charging equipment credit affected: The Alternative Fuel Vehicle Refueling Property Tax Credit (30C) for charging stations will expire on June 30, 2026.
  
  

No Registration Fees for EVs or Hybrids

• The inclusion of registration fees for EVs or Hybrids, originally introduced as a way of funding the Highway Trust Fund since hybrid vehicles do not pay the federal gas tax, was removed from the Senate version. The removal was due to the impracticality of implementing the proposal and collecting the fees.
  
  

No Auto Loan Interest Deduction for Leases:

• The bill includes a temporary deduction for consumers for interest paid on certain auto loans (up to $10,000 per year) from 2025 through 2028. The interest must be for a loan to buy a new vehicle, primarily for personal use, secured by the vehicle.
• This deduction does not apply to lease payments, which could make utilizing the interest deduction more attractive than leasing for some consumers and may increase demand for new, US-assembled passenger vehicles.
  
  

Reduced Funding and Enforcement for the Consumer Financial Protection Bureau:

• Since the bill significantly cuts funding for the Consumer Financial Protection Bureau (CFPB), it could lead to fewer enforcement actions related to consumer lending, including auto finance.
  
  

Elimination of CAFÉ Penalties

• The bill effectively eliminates civil penalties for car manufacturers who fail to meet Corporate Average Fuel Economy (CAFE) standards. 
  
  

NVLA will continue to monitor the impact of all these changes and keep members posted throughout the year.

Advantage for Fleet Leasing Companies

By Matt Curtis, Vice President of Partnership Sales at Azuga, a Bridgestone Company

As fleet leasing companies continue to navigate a rapidly evolving landscape, providing added value to clients has become more critical than ever. One powerful way to achieve this is by offering fleet safety solutions powered by advanced telematics technology, including driver behavior monitoring, real-time coaching, collision detection, and accident reconstruction.

Why Fleet Safety Matters to Leasing Companies

For fleet leasing companies, integrating safety solutions into client offerings isn’t just a value-added service – it’s a strategic differentiator. Driver behavior monitoring and real-time coaching can help clients reduce risky driving habits, lower accident rates, and maintain safer fleets. This directly benefits leasing companies by improving the residual value of leased vehicles. Fewer accidents mean less wear and tear, reduced repair costs, and higher resale values.

Protecting Your Assets and Your Reputation

Collision detection and accident reconstruction are game changers, providing critical insights in the event of an incident. Leasing companies can offer these capabilities as part of their client agreements, ensuring that accidents are accurately documented and liability is clearly determined. This reduces disputes, accelerates claims processing, and helps maintain strong client relationships.

A Win-Win for Lessors and Lessees

By offering fleet safety technology, leasing companies can differentiate themselves in a competitive market while helping clients operate more efficiently and safely. Clients gain a proactive approach to fleet safety, while lessors benefit from better-maintained vehicles and stronger client retention.

Embracing fleet safety technology is not just a client service – it’s a strategic decision that enhances the value and longevity of fleet assets, making it a smart move for any leasing company.

for Lessors from the NVLA Annual Conference

By Eyo Toe, Business Development and Marketing Associate at LHPH Capital, NVLA Editorial Board Member

The automotive finance market continues to evolve in 2025, with compelling trends emerging across originations, electric vehicle (EV) leasing, and loan performance. Experian’s Melinda Zabritski shared a comprehensive outlook at the NVLA conference this April, offering valuable insights for lessors navigating a dynamic environment. In case you missed it, here are the highlights.

Retail lease volume increased throughout 2024 with cash transactions continuing to dominate the retail market. Off-lease return volumes are expected to fluctuate over the next few years, with 3.4 million returns projected in 2024, dipping to 2.2 million in 2025, then rising to 2.6 million in 2026 and 3.2 million in 2027. Among the most leased vehicles were the Volkswagen ID.4 and the Honda Prologue. EVs continue to gain traction, comprising nearly 10% of all new vehicles in Q1 2025 and accounting for 58% of all new vehicle leases. Overall, EVs represented more than 23% of new lease originations in Q1.

In the used vehicle market, financing activity for vehicles aged nine years or older (9+MY) has steadily grown. One in five of these vehicles is now being financed by Super Prime consumers. Additionally, late-model used vehicles showed the greatest year-over-year credit score increases.

Loan and lease payments have also trended upward over the past decade. Between December 2015 and December 2024, the average loan amount increased by 44.4% for new vehicles and by 40.5% for used vehicles. Lease payments rose by 45% over the same period. 

On the performance side, 60-day auto loan delinquencies reached record highs, although 30-day delinquencies remain below 2008 levels. Vehicles aged 9+ model years continue to outperform those aged 4–8 years across delinquency metrics. Repossession rates increased as of February 2025, with Near Prime borrowers representing 12% of all repossession balances. Subprime repossession rates also rose year-over-year, though the total dollar volume remained below 2023 levels.

Charge-offs are trending upward across credit tiers. Prime+ charge-off rates have remained flat, with balances increasing slightly year-over-year. Near Prime accounts now comprise 15% of all charge-off balances, down from 16% in 2023. Subprime charge-offs climbed to represent 79% of all balances, up from 77% the previous year.

Check out the full presentation and dive into the data linked here.

Strategies for Modern Vehicle Lessors

By Lawrence Buckley, Senior Vice President, Business Development, DataOceans

Leasing a vehicle isn’t just about keys and contracts anymore, it’s about delivering a seamless experience. Whether you’re managing consumer leases, commercial fleets, or supporting clients through financial services, one thing is clear: expectations have changed.

Clients want fast, digital access to their information. They want clear, timely communication and they expect to handle most tasks on their own. For leasing professionals, that shift brings new pressure - but also new potential.

Put Clients in the Driver’s Seat

Whether it’s a fleet manager or a first-time lessee, people expect convenience. A self-service portal that lets them view account details, make payments, or access documents saves time for them and for your team.

It also opens new opportunities: reminders for lease-end decisions, maintenance alerts, or upgrade offers can be built into the client journey without adding operational overhead.

Make Compliance Part of the Process

In leasing, communication and compliance go hand in hand. Regulations vary by state, communication types, and timing and the stakes for getting it wrong can be high.

A consistent, centralized approach to communication helps reduce risk. Standardizing templates, building in review workflows, and keeping records of what’s sent and when creates a strong foundation for regulatory readiness. It’s not about adding red tape; it’s about peace of mind.

Scalable Solutions for a Diverse Industry

Whether your part of a large institution or a smaller operation, effective communication strategies scale to fit your business. With the right structure, even lean teams can deliver polished, compliant, and client-friendly interactions that build trust and boost efficiency.

No matter what your role in the leasing ecosystem, communication is one of your most valuable tools. Done well, it reduces friction, protects your business, and strengthens client relationships. In a fast-moving industry, that kind of edge matters.

About DataOceans

DataOceans is a leader in Customer Communications Management (CCM), providing data-driven, omni-channel communication solutions. Our CCM Platform empowers organizations to generate and deliver personalized letters, notices, and statements more efficiently, simplifying processes and supporting compliance efforts. Additionally, we help businesses better engage with customers through intuitive self-service portals that make billing, payment activities, and other self-service transactions more efficient. Drawing from over 15 years of experience, DataOceans has consistently provided solutions to a wide array of organizations - spanning from Fortune 500 corporations to innovative start-ups within the highly regulated consumer finance, credit union, banking and healthcare sectors. By closely collaborating with client teams, we ensure the seamless implementation of solutions, fostering enduring partnerships. For more information visit: https://www.dataoceans.com and be sure to connect with us on LinkedIn.  

By Sloan Schickler, Esq.

On December 21, 2024, bill A3499-B/S7553-A was signed into law by New York Governor Hochul subject to a technical amendment that has not been passed as yet. The act amends the New York General Business Law and Vehicle and Traffic Law affecting licensed auto brokers and dealers operating in the State of New York. The New York State Legislature likely will consider the technical amendment in the current legislative session that began January 8, 2025. The effective date of the new law will be six months after signing by the Governor. The law requires brokers to enter into contracts with their customers along with requiring certain disclosures; brokers and dealers shall provide disclosure about broker compensation; and the amended law also requires brokers and dealers to comply with record maintenance requirements and New York and federal data privacy safeguards, as applicable.



Sloan Schickler is a partner in the commercial finance law firm, Schickler & Schickler PLLC. Schickler, a veteran vehicle leasing, finance and bank attorney and the attorneys in her firm have decades of experience representing and protecting lessors, banks, captive and independent finance companies in all facets of the vehicle leasing and financing business. She has served as the NVLA Legal and Legislative counsel since 2017, is currently the only woman on the NVLA board of directors and is a supporter of Leasing News and sits on its Advisory Board. Sloan can be reached at sloan.schickler@schicklerlaw.com or 212-262-5297.

By Jeff Barron, Managing Director, Head of Commercial Fleet Leasing
The Bancorp
NVLA Editorial Board Member

The return of a Trump administration could bring significant implications for the automobile fleet leasing industry, primarily driven by shifts in regulatory, economic, and trade policies. Historically, Trump-era policies emphasized deregulation, fossil fuel energy independence, and a rollback of environmental standards, particularly those targeting fuel efficiency and electric vehicle (EV) adoption. 

Trade policies could also play a role. The Trump administration previously imposed tariffs on imported vehicles and automotive parts, impacting vehicle pricing and availability. Many import-brand vehicles are produced in the U.S. but many of the parts and components are still produced overseas so tariffs could affect costs, and what about vehicles produced in Canada and Mexico? On the positive side, tax policies favoring corporate investment, such as accelerated depreciation and other incentives, could provide financial benefits to fleet operators, encouraging them to expand, bringing additional needs for vehicles and equipment. 

On the other hand, uncertainty surrounding long-term environmental policies might deter fleet operators (and leasing companies) from making large-scale investments in EV infrastructure, such as charging stations. Federal subsidies for EV adoption and infrastructure, which expanded under the Biden administration, might be reduced or eliminated under Trump, slowing the industry's electrification momentum. If these trends resurface, fleet customers may have to rethink their strategies and adjust their cost/benefit analyses of ICE vehicles vs EVs.

Broader economic trends—like potential tax cuts, deregulation, and a focus on domestic manufacturing—could drive overall business growth, increasing demand for fleet services across logistics, delivery, and corporate sectors. However, the leasing industry would need to remain agile, navigating shifting policies and anticipating changes in both consumer behavior and corporate strategies. We may see both opportunities and uncertainties for commercial automobile leasing. Buckle up, it should be interesting.

By Eyo Toe, NVLA Editorial Board Member

Business Development and Marketing Associate
LHPH Capital

The Q3 2024 Automotive Market Trends Report by Experian highlights significant shifts in car pricing, electric vehicle (EV) adoption, and affordability trends in the industry. Here's a summary of the key findings:

New and Used Vehicle Market

• New Registrations: New vehicle registrations showed modest growth, reaching 15.6 million annualized units. Affordability challenges persist, steering some buyers toward the used market.
• Used Vehicles: Registrations in the used vehicle sector increased slightly compared to Q3 2023, reflecting ongoing consumer interest in pre-owned vehicles.

Electric Vehicles (EVs) and Hybrids

• EV Growth Slows: While EV registrations have grown, the momentum has slowed compared to previous years. EVs now account for 1.4% of vehicles in operation, totaling 4.2 million units.
• Brand Loyalty: About 78% of EV owners replaced their vehicle with another EV, signaling strong loyalty within this segment. Hybrids and plug-in hybrids (PHEVs) also saw high retention rates, with 65-66% of owners staying within electrified options.
• Market Shift: Tesla’s dominance is being challenged as new models like the EV9 and Prologue enter the market.

Price Dynamics and Market Insights

• New Car Pricing: Pricing pressures and consumer affordability concerns continue to influence purchasing behavior.
• Used Car Market: Increased registrations in this sector suggest that many buyers are seeking more affordable alternatives to new vehicles.
  

In conclusion, the vehicle market reflects a nuanced balance between new and used segments, shaped by affordability challenges and evolving consumer preferences. While new vehicle registrations show modest growth, the steady increase in used vehicle registrations highlights their continued appeal as a cost-effective alternative. In the EV and hybrid space, growth has slowed, but strong brand loyalty and rising competition signal a maturing market poised for further development. Price dynamics remain a key factor, influencing both new and used vehicle purchasing behaviors as buyers navigate economic pressures.