Honda finds its sweet spot

Discipline wins: That's the message Honda sent in 2016 with its U.S. sales performance.

Penske ends no-haggle pilot

Penske Automotive Group has backed off a no-haggle pricing experiment and returned to a traditional sales model and a commission-based pay plan at

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BLOG: Hannah Lutz
Should car buyers pay with plastic?

Credit card payments are convenient for the on-demand culture, but when it comes to purchasing a car, are they worth the risk for extra debt? Dealers would do well to provide customers the pros and cons of whipping out the plastic.

BLOG: Hannah Lutz
Will the tone on compliance change under Trump?

A year ago, we wrote that compliance was the theme of industry conferences in 2015. The discussion continued in 2016, but in 2017, will the new presidential administration change the tone?

BLOG: Hannah Lutz
Gaining insight, theme by theme

One of my favorite parts of the F&I beat is choosing a theme to explore every quarter in our F&I Insight special sections for print and online.

BLOG: Hannah Lutz
CFPB future grows cloudy under Trump appointments

The future of the Consumer Financial Protection Bureau is becoming more complicated. Along with the U.S. Court of Appeals' call to restructure the agency, President-elect Donald Trump's recent appointments could signal a challenge for the agency.

BLOG: Hannah Lutz
Pitch women on practicality, men on luxury

Women may be more practical lease shoppers than men. They secure lower monthly payments, and they tend to exit leases out of need, rather than want, more often than men.

BLOG: Hannah Lutz
Second chances pay off

Giving second chances to consumers with credit profiles previously tainted with foreclosures and short sales is paying off.

BLOG: Hannah Lutz
Embrace tools that help dealers, lenders relate

Equifax has introduced a new tool to help lenders gain market intelligence and better relate to their dealership partners. Without a direct connection, it acknowledges one of dealers’ top concerns.

BLOG: James B. Treece
Market your F&I department!

Dealerships need to market their F&I departments. Dealerships promote their deals on vehicles; why not their deals on financing?

BLOG: Jamie LaReau
The F&I box stresses managers, too

The girl with the finance tattoo has burned out. She revealed her plight in a post this month on a Facebook page dedicated to dealership F&I managers. Her cry for help garnered a lot of empathy, not surprising given that some studies show F&I managers have low tenure and high turnover.

BLOG: Hannah Lutz
Has lease penetration peaked? Experts are split.

Lease penetration in August dropped from the year-earlier level, Manheim’s preliminary numbers show. And the company says it could be the start of a pattern. Edmunds sees leasing differently. Its data show lease penetration was up in August, and the company predicts leasing will continue to rise. Where does that leave auto finance?

BLOG: Hannah Lutz
Rising credit scores, volume on the used lot

As a rising number of vehicles come off lease, used-vehicle sales are climbing. Reliable cars at lower cost are drawing more prime-quality customers to the used side of the showroom.

BLOG: Hannah Lutz
Start prepping now for mobility sea change

Car ownership and financing are ripe for innovation over the next 25 years, with most changes leading to more options for consumers and decisions for dealers.

BLOG: James B. Treece
In defense of service contracts

Consumer advocates who bad-mouth service contracts are off base. A cost-benefit analysis that relies only on actuarial logic misses the point.

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