Lee Naik, CEO of TransUnion Africa, will deliver a keynote address at the upcoming Cars.co.za DealerCon 2025, sharing critical insights into the shifting credit landscape and its profound implications for the automotive retail sector. As a key partner of the conference, TransUnion will explore how evolving consumer behaviour, generational trends, and digital adoption are reshaping car-buying decisions and paving the way for innovative mobility solutions.

Economic Pressures Heighten Need for Responsible Lending

Naik’s address comes at a pivotal time, as the South African economy faces sluggish growth, high unemployment, and rising financial pressure on households. TransUnion’s Consumer Pulse Q2 2025 survey shows that nearly four in ten consumers struggle to meet their current financial obligations, even as many remain cautiously optimistic about future income, a clear signal of strain and an urgent call for responsible lending practices and deeper understanding of emerging consumer segments.

Championing Credit Health and Financial Literacy

TransUnion remains steadfast in its commitment to advancing consumer credit health. In a challenging economic climate, credit can often feel overwhelming, but Naik emphasised the company’s mission to empower individuals to take control of their financial well-being, much like maintaining physical health. To support this, TransUnion continues to invest in credit education and financial literacy initiatives, equipping consumers with the knowledge and tools they need to build resilience.

Beyond education, the company is exploring innovative approaches to expand credit access, including the use of alternative data sources such as telecommunications information. These efforts aim to create more complete consumer profiles and open doors for those who have traditionally been underserved.

Generational Shifts Redefine Car-Buying Behaviour

TransUnion’s recent research highlights stark generational differences in attitudes toward credit. Gen Z (ages 18-28) and Millennials (ages 29-44) demonstrate greater confidence in leveraging credit, with the majority of approved loans now flowing to these younger demographics. This presents a pressing challenge for OEMs and dealerships: are they ready to meet digital-native consumers at their point of need, and do they truly understand what drives their purchasing decisions?

Unlike Gen X (ages 45-60), who often placed emphasis on brand loyalty, younger consumers view car ownership primarily as a gateway to opportunity. This shift underscores TransUnion’s commitment to addressing transport poverty and supporting new models like mobility-as-a-service, which is gaining traction in the market.

Post-Pandemic Realities Demand Open Dialogue

Naik noted that the COVID-19 pandemic marked a fundamental shift in consumer and economic behaviour. In this new environment, open communication between lenders and borrowers is more critical than ever. He encouraged consumers to engage proactively with lenders if they face repayment challenges, stressing that transparency can lead to better outcomes.

Driving Inclusion Through Alternative Data

By applying alternative data sets and holistic profiling, TransUnion seeks to unlock credit opportunities for the millions of South Africans excluded from traditional financial systems, supporting a more inclusive, resilient credit ecosystem.

As a partner of Cars.co.za DealerCon 2025, TransUnion aims to spark vital conversations on the future of automotive retail, from new car-buying models to the accelerating shift toward mobility as a service, providing dealers, OEMs, and industry stakeholders with actionable insights for the road ahead.

Watch the podcast interview with Cars.co.za's Alan Quinn here.