Our Staff

Hannah Lutz

Finance & Insurance Editor, Mobility reporter
Address: 1155 Gratiot Ave.
48207 Detroit, Mich.
Follow: Twitter Hannah Lutz RSS feed
Phone: 313-446-1601
E-Mail: hlutz@crain.com
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Recent authored articles

AutoNation says F&I profit will hold steady even when new-vehicle sales fall

As used-vehicle sales rise and new-vehicle sales decline, AutoNation's F&I profit per unit will likely hold steady.

Swaps might help keep payments manageable

As interest rates rise, some dealership groups may consider implementing a hedging tool called a swap to keep payments manageable.

Floorplanning revenue dries up as rates rise

Floorplan expense in the United States flipped to a cost this year for the first time in eight years. Dealers all knew the low-interest-rate environment wouldn't last forever. Now they are exploring ways to mitigate the cost.

AutoNation, others feel Honda, BMW profit pinch

Four of the six public dealership group peers are feeling a new-vehicle profit margin squeeze driven by BMW and Honda.

AutoNation's Q2 net, revenue grow on strong used-vehicle operations

UPDATED: 8/1/18 4:15 pm ET - adds stock close

AutoNation's net income and revenue rose in the second quarter, primarily on gains in its used-vehicle business.

Strong used sales make the difference for publics

While new-vehicle sales are flattening and margins are tighter, used-vehicle sales are making up the difference.

Group 1 lifts profits, revenue on used vehicles, U.K. business

Group 1 Automotive's gross profit and revenue climbed in the second quarter, driven primarily by improvements in the used-vehicle business. Operations in the U.K. also helped.

Rise of the machines

Here's a conundrum for society: History has shown that the more we use computers and automation for common tasks, the fewer jobs there are for people.

City envy

If you represent a city that wants to improve its transportation system and find ways to forge partnerships with local businesses, what better way to figure out the next steps than to visit other cities that are models for...

Watching drivers

Imagine a city that tracks driver behaviors -- watching them speed up too quickly, brake hard, turn sharply -- not to hand out fines but in an effort to make its streets safer. Imagine that city is Chicago.

Get to work

A work-study program started 2013 by Columbus State Community College and Honda has grown into a job feeder for the automaker's Marysville plant.

Q&A with Diarmuid O'Connell

As vice president of business development for Tesla, Diarmuid O'Connell led the automaker's state-by-state battle to sell its vehicles through factory-owned stores.

40 under 40 honorees take a winding road to F&I success

F&I stars may come from unlikely places.

Karen Lombardo

In her fifth full month working at the store, the dealership reached its highest unit sales volume in more than a year. She improved lead conversion to 21.6 percent by April, up from 12.6 percent for all of 2017.

Larry Zinn

Turned a dealership around during the recession and won Best Dealership To Work For after building a team from scratch

Michael Lucia

In one year, improved dealership operations enough to win AutoNation's operational excellence award, given to AutoNation's top two general managers for each brand

Lexus dealers push online retailing

A closing rate boost pushed Lexus to name Roadster one of its four approved digital retail partners.

More buyers could shift from leasing

The gap between monthly payments for leases and used-vehicle loans continues to widen. Because of that, lease volume could decline as consumers shift to used vehicles.

Consumers still want a sales guide

Are advancements in auto retail technology helping or hurting the role of F&I managers?

Roadster: $15 million jump-starts expansion

Roadster has doubled its funding to nearly $30 million. The investment will propel the technology startup's efforts to expand operations and update products to meet the demands of dealership and automaker customers.

Roadster doubles funding to $30 million

The investment will propel the technology startup's efforts to expand operations and update products to meet the demands of dealership and automaker customers.

Is Chase angling to operate as FCA captive?

After Fiat Chrysler Automobiles made clear that it wants a captive, could Chase Auto be raising its hand?

M-B mobility learnings migrate to subscription program

Mercedes-Benz Financial Services will apply the fleet management and concierge skills gleaned from its other mobility ventures to Mercedes-Benz Collection.

The tech effect

A tech-driven auto retailing transformation is inevitable, but what that transformation will look like, and how the industry will get there, is less predictable.

Fintech startups can find success by mixing skill sets

For a fintech startup breaking into automotive retail, should the top leadership have dealership experience, finance expertise or software skills?

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