New cost analysis reinforces leasing benefits


Despite all the cash being thrown on hoods nowadays, it appears the numbers still tilt to benefit leasing. recently shared new data that show lease payments would still be more attractive than installment contract payments even after dealers and finance companies instituted more aggressive incentives toward retail sales. conducted a loan-versus-lease comparison of the same vehicle with $30,000 MSRP and analyzed monthly payment options with varying residuals and incentive models.

The analysis is in response to a growing number of media reports that point to increased incentives on installment contracts and fewer toward lease deals. However, even when these incentives are applied, monthly payments are still lower on leases, which consumers favor, according to the site.

“The general perception of the industry is that growing off-lease inventory has caused used-vehicle inventory to rise, making it more costly for lenders to write leases,” said Scot Hall, executive vice president of “Even when these new incentives are applied, and used supply levels alter residuals, leasing remains more affordable for consumers.”

In the analysis, compared a 60-month installment contract with a 36-month lease with a deal scenario negotiated “present day” that includes a lease residual of 50 percent, and a scenario negotiated “future” with a lease residual of 47 percent. This presents two scenarios that can show how rising used supply and lower residuals may impact higher lease payments in the future. also implemented a $1,000 incentive on the today installment contract against a $500 incentive on a today lease (50 percent residual). The analysis then upped the installment contract incentive to $1,500 on a tomorrow loan but kept the lease incentive at just $500.00 on tomorrow’s deal (47 percent residual) for further stress testing.

 Loan Calculation Now    Lease Calculation Now  
 MSRP/Sales Price Now  $30,000.00    1.  Residual Value
 Adjustment  $0.00  Residual Value  $15,000.00
 Subtotal   $30,000.00  Adjustment  $0.00
 Loan/Lessor Fee Now  $500.00  Net Residual Value  $15,000.00
 Subtotal   $30,500.00    2.  Capital Cost
 Manufacturer's Incentive Now  $1,000.00  MSRP/Sales Price Now  $30,000.00
 Net Amount Financed  $29,500.00  Adjustment  $0.00
 Interest Rate/Money Factor Now  5.00%  Loan/Lessor Fee Now  $500.00
 Contract Term Months  60  Gross Cap Cost   $30,500.00
 Monthly Payment  $556.70  Manufacturer's Incentive Now  $500.00
     Net Cap Cost  $30,000.00
       3.  Monthly Depreciation Charge
     Depreciation  $15,000.00
     Lease Term Months   36
 Monthly Savings with Lease Option Now  $46.28  Base Monthly Rent Payment  $510.42
 Loan Calculation Future    Lease Calculation Future  
 MSRP/Sales Price future  $31,000.00    1.  Residual Value
 Adjustment  $0.00  Residual Value  $14,570.00
 Subtotal  $31,000.00  Adjustment  $0.00
 Loan/Lessor Fee Future  $750.00  Net Residual Value  $14,570.00
 Subtotal  $31,750.00    2.  Capital Cost
 Manufacturer's Incentive Future  $1,500.00  MSRP/Sales Price Future  $30,000.00
 Net Amount Financed   $30,250.00  Adjustment  $0.00
 Interest Rate/Money Factor Future  6.00%  Loan/Lessor Fee Future  $750.00
 Loan Term Months  60  Gross Cap Cost  $30,750.00
 Monthly Payment  $584.82  Manufacturer's Incentive Future  $500.00
     Net Cap Cost  $30,250.00
       3.  Monthly Depreciation Charge
     Depreciation  $15,680.00
     Lease Term Months  36
 Monthly Savings with Lease Option Future  $37.21  Base Monthly Rent Payment  $547.61


Dealers and captives not on the same page

A reduction in lease activity may hamper the dealer’s ability to move more inventory.

According to dealers in an online survey in November, 68 percent said they would rather use incentives on leases, which may lower residuals over time, but still give them a chance to move more inventory every three to four years.

Conversely, only 32 percent of dealers said they’d rather use incentives on financing to preserve residuals on vehicles, even if it means the customer sales cycle slows to five to eight years when installment contracts mature or expire.