New report: How lease-to-own drives growth across the buyer journey

Offering non-prime financing is more than adding another checkout option. It is a way to unlock growth at every stage of the buyer journey by attracting more shoppers, improving conversion, and increasing repeat business. Koalafi’s latest proprietary research uncovers these patterns and provides actionable takeaways that merchants can put into practice. The insights below reflect our Koalafindings from the State of the Lease-to-Own Consumer Report Volume III and offer a preview of the deeper insights available in the full report.

Research and discovery: Awareness matters

Financing visibility significantly influences where shoppers choose to make a purchase. If consumers do not see flexible payment options, they often assume they are not available.

64% of lease-to-own consumers said they would have gone elsewhere if financing had not been available¹

Offering and promoting lease-to-own across websites, search results, and in-store signage reduces what we call invisible risk. These are the customers who never enter the sales funnel because the financing they need was not available or easy to find.

Decision: Lease-to-own changes how much customers buy

Once shoppers are ready to make a purchase, lease-to-own becomes a catalyst for larger purchases.

49% spent $250 or more than planned when lease-to-own was available¹

Ensuring non-prime consumers have a financing option like lease-to-own, mentioning it on product pages, and ensuring sales teams can explain it clearly increases both conversion and average order value. Shoppers feel more confident choosing the item they truly want.

Loyalty: A better experience leads to repeat business

Lease-to-own is not just a way to close a sale. When the experience is simple, transparent, and respectful, it strengthens long-term loyalty.

70% of repeat Koalafi leases happen with the same merchant²

A positive experience from a trusted financing company is often the factor that brings customers back for future needs, upgrades, or replacements.

Why it matters

Non-prime shoppers represent nearly 40% of U.S. consumers.³ For merchants, lease-to-own is not only a payment option; it is also a valuable asset. It is a customer experience strategy that builds trust, improves conversion, and drives higher lifetime value.

¹ March 2025 Koalafi data, surveying Koalafi customers.

² Based on internal Koalafi data.

³ “The Consumer Credit Card Market.” Consumer Financial Protection Bureau, 2023​.