From pilot to production: How AI is reshaping lending

Artificial intelligence has become the single most-discussed topic in the asset finance and specialized lending industry, and it’s no longer just talk. According to SBS leaders Ron Spratt (Head of North America Sales and Customer Satisfaction) and Megan Rohe (Account Executive), lenders are actively moving AI initiatives out of pilot programs and into full production, with SBS reporting its first customer to reach that milestone.

This shift will take center stage at SBS U.S. Connect, taking place September 16 in Dallas, an event dedicated to lenders in the automotive, equipment, and specialized finance space. This year’s theme, “The Road Ahead: Every Mile Counts,” reflects a broader industry push toward operational efficiency, smarter risk management, and better dealer experiences.

Why AI is dominating lender conversations

Both Ron Spratt and Megan Rohe agree: it’s nearly impossible to have a conversation with a lender today without AI coming up. But the industry has moved past the novelty phase. Lenders no longer want AI for its own sake, they want clear answers about what it delivers for their business, from process efficiency to portfolio-level risk insight.

Key areas where AI is already creating measurable value include:

• Underwriting and credit decisioning: faster transaction speeds powered by richer, more available data
• Portfolio and risk monitoring: using AI to evaluate whether to extend additional credit lines or floor plan financing to existing dealers, based on real-time risk signals
• Fraud prevention and risk mitigation: identifying issues before they become costly
• Workflow automation: freeing teams from manual, repetitive tasks so they can focus on higher-value work

As Megan Rohe put it, the goal isn’t just to “have AI”, it’s to give lending teams time back. Every hour saved on manual processes is an hour reinvested in strategic decision-making.

The bigger picture: risk, cost of capital, and market shifts

AI adoption isn’t happening in a vacuum. Lenders are simultaneously navigating:

• Economic uncertainty and ongoing cost-of-capital pressures
• Changing dealer and consumer expectations, including a widening mix of payment options and vehicle types (EV, hybrid, traditional)
• Global market dynamics, particularly the potential impact of Chinese automakers entering the North American market: a topic featured lenders can expect to hear more about from keynote speaker Michael Dunne at U.S. Connect

Reducing risk remains a top priority across the board, since every risk event translates directly into cost, and every improvement in risk management translates into margin.

What this means for lenders heading into 2026

The message is consistent: AI is no longer a future consideration for asset and specialized finance lenders, it’s an operational reality that’s actively reshaping underwriting, portfolio monitoring, and dealer relationships right now. Lenders who treat AI as a strategic partner rather than a checkbox feature are the ones positioned to gain efficiency, reduce risk, and protect margin in an uncertain market.

For lenders looking to benchmark where their own AI strategy stands, SBS U.S. Connect on September 16 in Dallas offers a chance to hear directly from peers across automotive lending, equipment finance, and banking, and to see how organizations are putting AI into production today.