Hannah Lutz

Finance & Insurance Reporter
Address: 1155 Gratiot Ave.
48207 Detroit, Mich.
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Phone: 313-446-1601
E-Mail: hlutz@crain.com
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Recent authored articles

A case for recapping F&I

At the end of the car-buying process, many customers want to rush through F&I, get in their new car and drive away. It may pay off to visit F&I again later.

AutoGravity launches national TV ads

AutoGravity, a car shopping and financing mobile app and web platform, is aiming to catch the eyes of more consumers with a national TV campaign debuting this week.

Westlake expands lending footprint with Credit Union Leasing deal

Westlake Financial Services acquired Credit Union Leasing of America, expanding its portfolio to include leasing and a more prime customer base.

Credit unions lead auto balance growth

Credit unions as a group reaped higher auto balance growth in the first quarter than any other lender type, according to Experian.

More used, fewer new sales could improve negative-equity levels

Experts have mixed views on the future of negative-equity levels, but most agree that it will largely depend on used-vehicle values and the new-vehicle sales rate.

Babies on board at California dealership

At Freeman Toyota, employees can bring infants to work for one year. It helps the mother manage childcare and lifts employees' spirits.

CFPB reformers move forward

Within the past week, the U.S.

Subprime falls, scores rise on tighter lending criteria

The share of auto loans rated subprime hit a first-quarter 10-year low and the average credit score rose as lenders adjusted financing criteria, according to Experian's latest

Why so many motorists are underwater

Negative-equity levels are at record highs as lengthening loan terms, rising transaction prices and falling used-vehicle values combine to take a toll on consumers and the industry.

More buyers are upside down. Will it pull down the industry?

As negative equity has ballooned to record levels, dealers have learned to cope with getting underwater customers financed, and lenders are kept loan terms in check. Can those efforts keep the industry strong?

Online intros could draw Gen Y to F&I products

Millennials are more cost-conscious than Gen Xers or baby boomers, according to a Cox Automotive study, but transparency and online F&I product introductions could sway them to open their wallets for add-ons.

How vehicle data could help drive F&I sales

In the future, vehicles will send data to dealerships and F&I product vendors directly, helping them to determine which products car owners need and when, industry insiders predict.

More used, fewer new sales could improve negative-equity levels

Experts have mixed views on the future of negative-equity levels, but most agree that it will largely depend on used-vehicle values and the new-vehicle sales rate.

New-vehicle down payments reach a near record in May

The average down payment on new vehicles reached a near-record high last month, data from Edmunds show.

Down payments on new vehicles rise as rates creep up

The average down payment on new vehicles reached a near-record high last month, data from Edmunds show.

Delinquencies are highest on loans with 73-76 month terms

Industry insiders have expressed concerns over 84 month loans, but 73-76 month loans have the highest delinquency rates, according to Experian.

Women and F&I -- let's talk

One finance director says most of the successful F&I managers she knows are women. Yet the assumption lingers that the F&I world is unwelcoming to women and mothers.

Loan terms continue to lengthen

The share of new-vehicle loans with maturities of 73 to 84 months has nearly tripled in the past eight years. Used-vehicle financing is seeing the same trend.

At AutoNation, still no CEO-in-waiting

AutoNation tapped regional president Lance Iserman as its COO, but that doesn't mean he has the inside track to succeed CEO Mike Jackson when the time comes.

Watch out for month-end fraud

The dealership fraud rate is 56 percent higher in the last week of the month than in the first week, PointPredictive says. The threat comes from outside and inside the dealership.

AutoNation names Iserman COO, executive vice president of sales

AutoNation named Lance Iserman COO and executive vice president of sales, promoting the president of the dealership group's western region.

New-car loans lasting 73 to 84 months soar

UPDATED: 5/31/17 5:20 pm ET - adds correction note

New-vehicle loans lasting 73 to 84 months have risen sharply in the past eight years. Longer terms are becoming more commonplace in used-vehicle financing, too.

Ally looks to boost online used volume via TRED partnership

Ally Financial has begun offering auto loans and F&I products to online used-vehicle buyers through a partnership with TRED.

How vehicle data could help drive F&I sales

In the future, vehicles will send data to dealerships and F&I product vendors directly, helping them to determine which products car owners need and when, industry insiders predict.

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