finance and insurance newsletterJIM HENRY Regulation overload would test Einstein 12:01 am U.S. ET | Feb. 20, 2013  Federal regulations on auto finance are on the short list of things for dealers to worry about in 2013, according to a recent panel of National Automobile Dealers Association leaders.... Read More »
JAMIE LaREAU ‘We’ll go to the mat’ on 3rd-party financing 12:01 am U.S. ET | Feb. 13, 2013  Don Chalmers used to wrestle. So he’s used to going to the mat, he says. And he’s prepared to do just that to protect dealers’ finance and insurance business.... Read More »
JIM HENRY The dealer, F&I vendor disconnect 12:01 am U.S. ET | Feb. 13, 2013  There’s a disconnect in the F&I space that’s getting more obvious. Many dealers, including some of the big publicly traded dealership groups, say they’re limiting their F&I menus to three or four items: extended-service contracts, GAP policies, prepaid maintenance and perhaps another.... Read More »
JIM HENRY Sky’s the limit for AutoNation F&I 12:01 am U.S. ET | Feb. 6, 2013  It looks like AutoNation Inc. has upped the ante once again in F&I revenues per vehicle, having reached a record $1,307 in the fourth quarter of 2012.... Read More »
JIM HENRY Private equity likes the F&I space 12:01 am U.S. ET | Jan. 30, 2013  Investor interest shows that F&I is an attractive business to be in. The acquisition of F&I administrator Safe-Guard Products International in December by yet another private-equity firm, this time an affiliate of Goldman Sachs, shows the ongoing trend of private-equity firms to invest in auto finance and related business.... Read More »
Ally Financial needs 'concrete plan' to unwind from U.S., watchdog says 12:01 am U.S. ET | Jan. 30, 2013  The Treasury Department needs a “concrete plan” to unwind the 2009 bailout of Ally Financial, the former auto-finance arm of GM, an administration watchdog says in a new report. Taxpayers still own 74 percent of Ally, which owes $14.6 billion for the infusion of public dollars that enabled the former GMAC Inc. to avoid bankruptcy.... Read More »
JIM HENRY Subprime lenders court Orlando magic 12:01 am U.S. ET | Jan. 23, 2013  Dealers shopping for subprime lenders could wear out some shoe leather at the upcoming NADA Convention & Expo in Orlando next month.... Read More »
JIM HENRY Are these the best of times? 12:01 am U.S. ET | Jan. 16, 2013  The business dynamics of auto lending are so good -- low interest rates, low cost of funds, low delinquencies and rising consumer demand -- that auto lenders are asking: Is this as good as it gets?... Read More »
JAMIE LaREAU Readers take me to task 12:01 am U.S. ET | Jan. 16, 2013  “Not easily dispelled or discouraged.” That’s the definition of “tenacious.” And there ought to be a photo of a finance and insurance manager beside that definition.... Read More »
JAMIE LaREAU F&I will get tougher in post-cliff economy 12:01 am U.S. ET | Jan. 9, 2013  The hardest job in a dealership this year will be selling finance and insurance. Now any F&I manager reading this would laugh and say that's always the case. But fasten your seatbelt because it's going to be especially challenging this year.... Read More »
JIM HENRY Auto-credit worries appear over 12:01 am U.S. ET | Jan. 9, 2013  Hopefully this isn’t wishful thinking, but strong 2012 U.S. auto sales seem to indicate once and for all that consumer credit won’t be a drag on another year of improving sales in 2013.... Read More »
JIM HENRY Time to take a risk 12:01 am U.S. ET | Jan. 2, 2013  Suggesting a New Year’s resolution for someone else is risky business, but to me 2013 is the year dealerships should resolve to sell extended-service contracts in the service lane.... Read More »
JIM HENRY The upside to fewer home-equity loans 12:01 am U.S. ET | Dec. 26, 2012  Home values seem to have hit bottom and started to recover. But analysts say home-equity loans are still down as a way to finance a car or truck purchase.... Read More »
JIM HENRY Keep deals square at tax refund time 12:01 am U.S. ET | Dec. 19, 2012  ... Read More »
JIM HENRY Dealerships can make or break auto lender, factory reputations 12:01 am U.S. ET | Dec. 12, 2012  J.D. Power and Associates has reaffirmed that the dealership F&I experience has a big effect on what customers think of the factory and the lender that finances the deal.... Read More »
JIM HENRY Low delinquencies help dealers 12:01 am U.S. ET | Dec. 5, 2012  Although delinquencies have shown a slight uptick lately, dealers should appreciate that late payments are still near historic lows. Delinquencies are “defying gravity,” says Peter Turek, automotive vice president for TransUnion’s financial services business unit.... Read More »
JIM HENRY 5 signs of robust F&I 12:01 am U.S. ET | Nov. 28, 2012  Here are five signs that dealership F&I profits will stay strong:... Read More »
JIM HENRY Give thanks for pent-up demand, lender rivalry 12:01 am U.S. ET | Nov. 21, 2012  This Thanksgiving, dealerships can be grateful for pent-up demand and sharper competition among auto lenders. Those factors show no sign of letting up any time soon, according to research and consulting firm Frost & Sullivan.... Read More »
JIM HENRY Time to brace for the luxury rush 12:01 am U.S. ET | Nov. 14, 2012  For the past 10 years or so, December has become the biggest sales month of the year for luxury brands. But it seems as if those brands' year-end sales pushes start earlier every year.... Read More »
JIM HENRY Nissan captive, other lenders step up after Sandy 12:01 am U.S. ET | Nov. 7, 2012  Based on an unscientific round of calls, F&I managers at Nissan and Infiniti dealerships may have the best post-Hurricane Sandy finance offer: Current customers whose cars were totaled are eligible for employee pricing on new vehicles on top of existing factory incentives.... Read More »
JAMIE LaREAU East Coast dealer to captives: Step up after Sandy 12:01 am U.S. ET | Oct. 31, 2012  In the aftermath of Hurricane Sandy, an East Coast dealer wants captive finance companies to get creative to help affected dealers sell cars. Dealer Bruce Bendell would like manufacturers to create finance incentive programs for folks impacted by Sandy. He likens it to when General Motors launched its “Keep America Rolling” incentive plan after 9/11.... Read More »
JIM HENRY F&I’s biggest boogeyman 12:01 am U.S. ET | Oct. 31, 2012  Halloween is a good time to inventory the monsters under the F&I bed. Shining a flashlight under there, we see that credit availability is good. Interest rates are low. The economy is slowly improving. Even housing seems finally to be recovering. No real monsters there.... Read More »
JIM HENRY More credit checks mean more loans 12:01 am U.S. ET | Oct. 24, 2012  Here’s a chicken-or-egg question: Do people check their credit because they want a loan, or do they want a loan because they check their credit?... Read More »
JIM HENRY Conventional wisdom, unconventional advice 12:01 am U.S. ET | Oct. 17, 2012  I deal with reputable carmakers, retailers and auto lenders nearly all the time, so sometimes what passes for “conventional wisdom” about car dealerships and auto finance comes as a shock. While I was researching a story recently, somebody who ought to know better told me the conventional wisdom is “you should never get financing at the dealership.”... Read More »
JAMIE LaREAU Think you're good? Try selling F&I to Justin Bieber 12:01 am U.S. ET | Oct. 10, 2012  Imagine your favorite Hollywood actor sitting across from you as you pitch the benefits of an extended-service contract. Or picture batting around the benefits of paint and fabric protection to the prince of darkness, Ozzy Osbourne.... Read More »
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Special Report
 Dealer O.C. Welch's big-truck turnaroundAfter Mercury's demise, South Carolina Ford-Lincoln dealer O.C. Welch had to find a way to replace lost revenue. He decided to load up on Super Duty pickups – and sell them online. Mon., June 17» Watch the Video |
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