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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

Dealers test student-designed service app

EFG merged two winning products from its Northwood University Innovator of the Year competitions and will bring the combined model to the market as Driver's Advocate.

Many consumers ready to complete vehicle purchase online, survey finds

Nearly half of consumers surveyed by Chase said they were comfortable completing their entire vehicle purchase online. That statistic bodes well for the bank's Chase Auto Direct digital car-shopping and financing tool.

Lenders need to stay diligent

This year was full of relatively positive, consistent auto finance trends. Next year will likely follow suit, but the upswing won't last forever.

TransUnion sees delinquencies edging up, tighter lending rules on horizon

In 2018, delinquencies will tick up, lenders will continue to tighten their standards, and the industry will rely more on alternative data, TransUnion predicts.

Cox sues CDK, cites anti-competitive practices

In a battle between two dealership vendor giants, Cox Automotive is suing CDK Global for anti-competitive business practices.

A century of forward thinking gave rise to F&I office, products of today

In this special section, Automotive News sheds light on a few of the countless people and companies that helped shape the modern dealership F&I office.

Future of F&I is all about technology

If a century of forward thinking gave rise to the F&I office and products of today, what might the future bring? We asked F&I industry insiders to weigh in.

On the menu? Customer satisfaction

The F&I landscape shifted in the 1980s. Gone were the days of chasing the money under any circumstance. Customer satisfaction and compliance had to come first. The F&I menu had a hand in that.

Warranty shift gave JM&A an opening

Thirty years ago, there were few F&I products in the market, but when Toyota shifted its warranty program, JM&A Group identified an opportunity to offer a new product to dealerships and consumers: prepaid maintenance.

JM&A built F&I process around menu

JM&A Group brought the F&I menu to a large part of the market, even creating its own iterations of it, but the company's real strength was building the F&I process around the menu.

Association keeps F&I pros on their game

In the late 1980s, as the auto retail industry braced for an increase in state and federal scrutiny and regulations, the need for a compliance certification program was clear.

Subprime shrinks in Q3 auto loans

Subprime's share of Q3 new-vehicle loan originations hit a post-2012 low, Experian data shows. Prime and super prime loans made up nearly 75 percent of the market.

Vendors that complement stores' operations stand out

How can effective vendors let dealers know they truly understand their business? Partner with them.

Time Dealer of the Year nominees announced

Forty-seven U.S. auto dealers have been nominated by automotive trade associations for the 2018 Time Dealer of the Year Award, sponsored by Ally.

Ford Motor Credit, Volvo Car Financial tops in J.D. Power lease-end survey

Ford Motor Credit Co. and Volvo Car Financial Services ranked tops in lease-end satisfaction in this year's J.D. Power poll of lease customers.

Make sure lease customers are comfortable at inspection time

Especially as the number of lease returns climbs, third-party inspection companies should represent the lender, the dealership and the brand, and put customers at ease.

TCF Financial ends auto originations

TCF Financial Corp. will discontinue all indirect auto loan originations effective Dec. 1 and funnel its capital to alternative uses, its CEO said in a statement Monday. It will continue to service existing loans.

Mobility opens new auto finance opportunities

Dealerships themselves may have the most opportunity to support auto finance as they become mobility experts.

Q&A: The brave new world of retailing will be their world

For two young dealers whose careers are likely to include massive changes in auto retailing, the future of the business is top of mind. But so are daily operations.

Forecasting the future of auto retailing

While there's no certainty in any future prediction, it is pretty clear that today's dealership model -- based primarily on selling one vehicle at a time to individuals and then servicing those cars and trucks -- won't...

Are leasing levels still too high?

Leasing levels have held steady in the past few quarters, but are they still dangerously high? AutoNation Inc. CEO Mike Jackson thinks so. Here's why.

SouthWest expands U.S. footprint, plans more acquisitions

SouthWest Dealer Services has poised itself for national expansion with a string of acquisitions over the last two years. Its latest purchase, Dealer Protection Group, could give the company access to all 50 states.

Delinquency uptick no cause for concern, TransUnion says

The 60-day delinquency rate climbed in the third quarter, but that needn't worry the industry, TransUnion said.

AutoNation's Jackson: 'I feel like the Cheshire cat'

Where do vanishing new-vehicle profits, a slumping market and an uncertain retail future leave AutoNation? CEO Mike Jackson says he's been preparing for years and likes the company's odds.

F&I managers' skills will continue to be critical

Creating one adviser role for sales and F&I doesn't necessarily call for the demise of the F&I manager.

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