New report: The 2026 State of the Lease-to-Own Consumer Report

In previous editions of the State of the Lease-to-Own Consumer Report, we explored who lease-to-own consumers are, what they buy, and how they approach financing. Those insights remain foundational.

In 2026, the focus shifts from understanding this customer to applying those insights in a more uncertain economic environment.

Based on proprietary data from lease-to-own customers, Volume IV of our latest State of the Lease-to-Own Consumer Report shows that these consumers are entering 2026 with a mix of cautious optimism and ongoing financial pressure.

A cautiously optimistic outlook

Lease-to-own consumers are entering 2026 with some optimism, but financial pressure still influences their decisions.

• 53% say they feel somewhat or very optimistic about their finances heading into 2026.¹

At the same time, financial stress remains persistent.

• 52% report worrying about their finances often or very often.¹

This combination is shaping how consumers approach spending. Purchases are still happening, but they are more deliberate and closely tied to affordability.

Necessity is driving large purchases

In today’s environment, many large purchases are not discretionary.

• 68% of lease-to-own consumers say replacing a broken or outdated item is what motivates their decision to buy.¹

Categories such as tires, furniture, and electronics remain top priorities in 2026 for lease-to-own consumers, reflecting the essential nature of these purchases.

These are purchases consumers cannot easily delay. However, whether they move forward often depends on whether the cost feels manageable.

Payment flexibility is influencing purchase decisions

As lease-to-own consumers become more selective, how they pay is playing a larger role in whether purchases happen.

• When faced with a purchase over $500, nearly half of non-prime consumers say they would choose a pay-over-time option, such as lease-to-own or buy now, pay later.¹

These options reduce the upfront burden and allow consumers to align purchases with their monthly budgets.

What this means for merchants

For merchants, these trends point to a clear shift. Customers are still spending, but they are more intentional, and payment flexibility is increasingly tied to conversion.

Lease-to-own helps bridge the gap by:

• Saving sales that would otherwise be lost to primary declines

• Enabling customers to choose higher-value items and larger baskets

• Converting upfront costs into manageable payments that make purchases possible today

Merchants that make financing visible and align their messaging with necessity-driven purchases will be better positioned to capture demand and reduce missed sales opportunities in 2026.

¹ December–January Koalafi data, surveying Koalafi customers