Jim Henry

E-Mail: autonews@crain.com

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Recent articles
Mercedes dealers in U.S. could be overwhelmed by wave of off-lease vehicles, remarketing boss says
6:18 pm U.S. ET | April 14
Mercedes-Benz USA expects its dealership network to be overwhelmed by a tsunami of off-lease vehicles at some point, forcing the brand increasingly to sell those vehicles ...

RouteOne expects 2014 e-contract volume to double
12:01 am U.S. ET | April 9 | UPDATED: 4/10/14 10:52 am ET - corrected
RouteOne expects to more than double its electronic contract volume this year, to an estimated 1.6 million contracts, after more than tripling volume last year. ...

Just say 'no' to credit applications by phone
11:57 am U.S. ET | April 9
Why phone-in credit apps are risky. ...

Negative equity ticks up
12:01 am U.S. ET | April 9
More car customers are upside down at trade-in time, owing more on the trade-in vehicle than it's worth. ...

CarMax ups F&I chargeback reserves, reflecting subprime growth
12:01 am U.S. ET | April 9
Public used-car specialist CarMax increased its reserves for chargebacks on extended service contracts and guaranteed asset protection policies in its latest fiscal quart ...

ABA: Auto loan delinquencies flat in 4th qtr.
12:01 am U.S. ET | April 9
Auto-loan delinquencies were essentially flat at a low level in the fourth quarter of 2013, edging down very slightly from the same period a year earlier, according to da ...

Misleading sales ads hurt F&I
12:01 am U.S. ET | April 9
State and federal regulators have cracked down this year on misleading dealership advertising. In just about every case, their complaint was that the advertising failed t ...

Dealerships, lenders bolster compliance staffs in face of CFPB crackdown
12:01 am U.S. ET | April 2 | UPDATED: 4/4/14 6:28 pm - corrected
Auto lenders and dealerships are strengthening their compliance staffs as the Consumer Financial Protection Bureau cracks down on lending practices. ...

GM Financial, Ally swap corporate profiles
12:01 am U.S. ET | April 2 | UPDATED: 4/2/14 11:34 pm ET - adds details of IPO
A new and much bigger GM Financial is emerging this year -- a global, mostly prime-risk auto lender that looks a lot like the old GMAC captive finance company. ...

Auto finance outlook is good for 2014, report says
12:01 am U.S. ET | April 2
The outlook for auto finance this year is “mildly less positive” relative to extraordinarily favorable conditions, according to analysts for NADA Used Car Gui ...

Off-lease surge should spark even more leasing
12:01 am U.S. ET | April 2
Scheduled lease terminations are expected to grow again in 2014, providing a strong tailwind for additional leases this year and higher customer loyalty. ...

Why informing customers trumps overcoming their objections
10:14 am U.S. ET | April 2
F&I managers need to get away from the decades-old approach of an overt sales pitch followed by an “argument” with the customer. ...

Ally takes step toward 'free at last' with IPO
12:01 am U.S. ET | March 27 | UPDATED: 3/27/14 10:58 pm ET
It's been a long time coming, but Ally Financial finally filed for its initial public stock offering today -- another step in a long process toward becoming a truly indep ...

CFPB, FTC Web sites differ in tone
12:01 am U.S. ET | March 26 | UPDATED: 3/27/14 1:55 pm ET
While the Federal Trade commission and Consumer Financial Protection Bureau share a commitment to ensure consumers get a fair shake on auto finance, they gather and impar ...

Warranty Group changes hands to another private equity firm
12:01 am U.S. ET | March 26
The Warranty Group, a provider of extended-service contracts, is moving from one private-equity owner to another. TPG of Fort Worth, Texas, has agreed to acquire The Warr ...

Chrysler Capital on track to hit first-year volume target
12:01 am U.S. ET | March 26
Chrysler Capital, the private-label preferred finance company for Chrysler Group, is on track to hit a first-year volume target May 1 that will enable it to renew its 10- ...

How a Texas Honda store honed a hybrid sales/F&I system
12:01 am U.S. ET | March 26
After four years of using a hybrid process for sales and F&I, First Texas Honda in Austin, Texas, has learned what works and what doesn’t. ...

To lure the budget-conscious, rearrange the menu
12:01 am U.S. ET | March 26
Rearranging an F&I menu to show just the monthly payment for F&I products instead of the payment for the products plus the vehicle can help sell a customer who's on a bud ...

CEO: Chase's top job is 'serve the dealers'
12:01 am U.S. ET | March 26
Thasunda Duckett can light up a room, even one filled with buttoned-down bankers and auto lenders. ...

NADA calls again for clear lending rules from CFPB
5:44 pm U.S. ET | March 19
The Consumer Financial Protection Bureau ought to issue clear rules for auto lending using a formal rulemaking process, rather than issuing general guidance or orders aim ...

House committee presses CFPB for answers
12:01 am U.S. ET | March 19
The Consumer Financial Protection Bureau has ignored a congressional deadline to specify how it determines discrimination in auto lending. ...

Car payments have been top priority for years, study says
12:01 am U.S. ET | March 19
New research shows that distressed customers have been putting their auto loans at the front of the line for payment for at least a decade, well before the Great Recessio ...

Lending market remains 'very strong' despite rise in delinquencies, subprime
12:01 am U.S. ET | March 19
Auto loan delinquencies and subprime penetration are rising, but not uniformly and not fast enough to worry about. ...

How to nudge customers off the phone
9:31 am U.S. ET | March 19
Getting customers to hang up and looking out for suspicious pay stubs. ...

Credit unions’ 36% auto share is ‘significant’
12:01 am U.S. ET | March 19
Credit unions’ share of total auto loans outstanding reached 36.2 percent last year. ...

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How a Texas Toyota store solved used-car-supply challenge

How a Texas Toyota store solved used-car-supply challenge

Mike Shaw Toyota in Corpus Christi, Texas, needed more used cars. But driving 150 miles to the nearest auction was time-consuming and costly. Mon., April 14
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