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Hannah Lutz

Finance & Insurance Editor, Mobility 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

Ethics evolution

Today, unethical behavior at dealerships is more difficult to get away with than in the past. Dealers set policies to weed out unethical characters, and social media and consumer resources often shed light on unethical business practices.

Dealerships and their F&I departments make strides toward a culture rooted in ethics

Ethical practices in automotive finance have evolved significantly in recent decades, with a boom in automotive retail regulations. Automotive News explores this evolution in this special section.

Ethics and F&I compliance go hand in hand

The relationship between compliance and ethics is especially acute in the F&I department.

Subprime auto lending hits 11-year low

Despite an increase in subprime loan volume in the third quarter, subprime market share hit its lowest level in more than a decade, according to Experian.

As sales slow, approach lending with a wider lens

Will affordability pressures put lenders and dealers at odds? In a volume-driven environment, maybe.

Some lenders say no to extending terms — even if it means losing the deal

Affordability has become a more prominent issue as the industry's average interest rate and transaction price rise month after month. But despite consumers' drive to get to their ideal payment, lenders are staying disciplined.

Calif. group's 7 stores close abruptly amid financial woes

UPDATED: 11/27/18 8:56 am ET

After months of financial woes, Rahim Hassanally, the prominent young dealer principal of Momentum Auto Group in California, abruptly shut down seven stores.

Lenders find ways to adapt as technology evolves

Lenders are working to adapt to an auto retail and auto finance model largely driven by technology, some with operational adjustments and others with fintech partnerships.

Preparing for a used-vehicle future

The direction of automotive retailing is up for debate, but considering recent moves by lenders and dealerships, industry leaders are placing their bets on the used-vehicle space.

AutoNation and Scott Painter patch things up

After a public feud over customer-data access led to a severed contract, AutoNation and TrueCar made amends. Now, the dealership group is giving ex-TrueCar CEO Scott Painter a second chance.

AutoNation teams up with Fair in latest digital outreach

AutoNation is partnering with Fair, a used-vehicle leasing subscription service, to offer customers a flexible lease option.

Karma partners with online car-shopping platform

Karma Automotive, formerly Fisker Automotive, has partnered with Drive Motors, an online car-shopping and financing platform, in an effort to expand its scope despite its small dealership count.

Don't turn today's profit into tomorrow's chargeback

As banks continue to lose share to credit unions, refinancing may be a short-term way for them to gain customers. Dealers should be cognizant of the potential strategy.

More changes for Chase Auto

Chase Auto has handed responsibility for direct lending to its chief marketing officer, part of an effort to unify its customer-facing business and present services beyond traditional auto lending.

Revived credit business helps GM finance its future

GM Financial is expected to serve as a fount of profits for General Motors to fund investments in emerging technologies.

Used-vehicle sales drive dealership

As new-vehicle sales slow and margins continue to tighten, the used-car department may be the center of the dealership's "wheel of fortune."

Lenders, dealers plant foot in future with online used-vehicle retailers

Industry leaders are making their bets on the used-vehicle space.

Hyundai Capital America aims to hang up, get lean

Increasing efficiencies and maintaining a healthy portfolio rank high on Hyundai Capital's 2019 to-do list, says Ross Williams, the captive's CEO.

Chrysler Capital originations rise amid buyout talks

Loan and lease originations at Santander Consumer USA's Chrysler Capital unit climbed in the third quarter as talks continue with Fiat Chrysler Automobiles about the automaker's plan to form its own finance arm.

GM Financial starts payouts to parent

For the first time in its eight-year history, GM Financial has paid a hefty dividend to its parent, General Motors.

AutoNation digs deeper into online sales

AutoNation's $50 million investment in online used-vehicle retailer Vroom could someday lead to a strategic partnership. But for now, it's solely an investment.

AutoNation posts rise in net income, invests in online retailer Vroom

AutoNation's third-quarter net income rose on gains in the company's parts and service, used-vehicle and F&I businesses. The dealership group also announced a strategic investment in online used-car retailer Vroom.

Customers could someday work with avatars to finance with Daimler

Through Daimler Financial Services' investment in Soul Machines, a developer of emotional intelligence for use in machines and digital avatars, customers may be able to make their purchase and finance decisions with advice from an avatar.

Overcoming interest rate objections

As interest rates continue to climb, car buyers are taking notice. And many of them are objecting to rates offered by dealerships.

Counter revolution: Rental agencies explore mobility frontiers

Rental car companies are partnering with some mobility players, acquiring others and leveraging their scale and expertise to play a key role in the future of transportation.


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