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

Keeping disruption in perspective

Big shifts are coming to the auto retail world, and dealers say they're getting ready for them. But don't fall for all the fantastical forecasts you hear, they caution.

NADA's Lutz gives a word of caution on 'hype'

"Question the hype." That's Wes Lutz's advice on prognostications of how primary transportation models will change.

At Faulkner, choose your own path

At Faulkner Subaru Harrisburg, a robust training program keeps employee morale high and turnover low.

F&I product reviews: Rare but a potential sales tool

An F&I product sales boost may lie in the keystrokes of existing customers.

NADA chairman questions assumptions on transportation change

Wes Lutz, chairman of the NADA, cautioned the auto industry -- and the press that covers it -- to take the prognostications of how primary transportation models will change with a grain of salt.

Sears' Lampert continues to trim his stake in AutoNation

UPDATED: 10/4/18 4:15 pm ET - adds stock close

Sears CEO Eddie Lampert has been selling off shares in AutoNation as his troubled Sears retail chain braces for a potential bankruptcy.

Does Connecticut amendment on lending violate U.S. discrimination laws?

An amendment to the Connecticut Retail Installment Sales Finance Act requires auto lenders -- and possibly F&I managers -- to ask applicants in the state for their race, ethnicity and gender. Some, including the state's banking commissioner, wonder whether asking such a question could violate federal discrimination laws.

How America's auto retail giants transformed and navigated the recession

In two tumultuous days in September 2008, Lehman Brothers and mega-insurer AIG collapsed, and Bank of America acquired Merrill Lynch, which was on the verge of sinking. The Wall Street panic and credit crunch that ensued devastated the U.S. auto industry. Apocalypse loomed. The publicly traded titans of American auto retailing were gravely exposed. One question stood above all: Could they avoid b

Customer experience supplants lowest price at Hyundai

As interest rates rise and many captives and their automaker parents dial back on auto loan and lease subvention, Hyundai is focusing on the best customer experience rather than the lowest price.

New Ford Credit CEO focuses on dealers, fintech

UPDATED: 9/10/18 11:16 am ET - corrected

In his first year as Ford Credit CEO, David McClelland has focused on dealer relationships, fintech solutions and affordability.

Most recent car buyers deem F&I process transparent

Despite the stigma surrounding the F&I manager role, most consumers surveyed find the F&I process to be transparent.

When consumers say no, give them reasons to reconsider, trainer says

When selling F&I products, put the payments -- and the products -- into the context of consumers' daily lives, says F&I trainer Gerry Gould.

Virginia Toyota store trims transaction time

McGeorge Toyota in Henrico, Va., is saving transaction time, adding convenience for customers who don't want to visit the dealership.

With rates and loan payments on the rise, will affordability be in jeopardy?

Affordability has been one of the biggest F&I buzzwords of the last few years. But as interest rates and monthly payments continue to rise, affordability will likely come under threat.

Auto loan delinquency rate falls below 2008 levels as borrowers' credit scores rise

A decade after the recession, delinquency rates have dipped lower than 2008 levels as credit scores for auto loan borrowers consistently rise, TransUnion said.

Used-vehicle prices stronger than expected

Increasing demand for used vehicles, concern over potential tariffs and tightening supplies are causing used-vehicle prices to strengthen instead of taking their normal summer dip.

Cox aims for more cohesive brand

The company plans to better integrate its more than a dozen unique brands as it combines services under one Cox Automotive umbrella.

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.

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 the future of transportation?

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