Innovating for Growth: How Retailers Can Win with Lease-to-Own

09/05/2025

Across retail, lease-to-own (LTO) is shifting from what once may have been seen as only a checkout option is now also seen as a proven revenue driver. When LTO is built into the customer experience, it can help retailers capture more sales. This matters in a market where consumer expectations, checkout access and competition keep changing. Even for retailers already familiar with LTO, a closer look at the numbers and testimonials can reveal new opportunities to strengthen performance. 

What's Driving Growth In LTO? 

In 2023, the U.S. rent-to-own market, including essential items, was valued at $12.31 billion. Forecasts at the time projected that it would grow to $19.39 billion by 2031, signaling that the category was poised for significant expansion. This growth reflects a broader shift toward alternative options to credit and financing. [1] 

Retailers began responding to that shift quickly: 

  • In 2023, more than 85% said they planned to expand their checkout options, signaling an industry-wide move toward alternatives [2] 
  • Nearly three out of four believed that not offering those options could cost them sales, underscoring their importance in the shopping experience [2] 

As an alternative to credit and financing, LTO has emerged as a solution that retailers are utilizing to enhance their checkout experiences today.  

Why Are More Retailers Offering LTO? 

Nearly half of U.S. consumers now have credit scores under 660. This often blocks them from financing. In addition, 19% of adults, about 49 million consumers, lack a credit score. That includes 28 million with no credit file at all, making them “credit invisible,” and 21 million with too little information to generate a score, leaving them “unscorable.” Combined, these groups represent a sizable market that LTO can help retailers serve. [3] [4] 

To reach these consumers, LTO with Acima offers retailers a solution that has: 

  • Approvals based on a wider range of requirements 
  • Optional lease renewal payments that fit their budget and lifestyle 
  • Early purchase options* that let them choose when they want to own 

How Can LTO Turn Missed Sales Into Revenue? 

When customers are ready to buy but can’t get the cash or credit they need, especially for big-ticket items, those sales often walk out the door. LTO helps change that by giving consumers another way to access durable goods, which in turn drives revenue for retailers. 

Here are a few quotes from retailers who have experienced this firsthand: 

  • “ There were a large amount of people that just outright would not buy or could not buy.” - Joseph Moransais, Senior Manager, Retail Enablement at CITY Furniture 
  • "In just ten weeks, Acima has made a significant difference in our business. It is a good way for people to get tires which might not have been able to afford them." – Chuck Wait, Founder, Chuck Wait Tire 
  • "It’s not easy for most people to pay $500 to $1000 up front. But once they hear about Acima, they’re able to afford it." – Mariah Lopez, Manager, Fabulous Optical 

With Acima, retailers receive payment upfront for the transaction, while Acima offers the consumer a lease renewal payment that aligns with their payday. The retailer benefits from upfront payment and steadier cash flow, helping to create a financial buffer that can keep operations running more smoothly. 

What Are the Next Steps for Retailers Interested in LTO? 

LTO helps retailers reach overlooked consumer groups. When paired with other strategies, it can drive steady growth. This combination can strengthen profits, keep operations nimble and widen market reach. Learn more and explore our website to see how the Acima team can support your growth goals. 

The content of this article is provided solely for general interest and should not be relied upon or construed as any form of advice, whether legal, financial, or otherwise. Receipt or use of this information does not create any sort of relationship between us.  

Sources: 

  1. Verified Market Research. United States rent‑to‑own market outlook 
  2. EY. The rise of alternative payment methods 
  3. Experian. 660 credit score: What it means 
  4. Experian. The case for financial inclusion