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

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.

Should dealerships go back to the basics for best F&I results?

Whether it's a customized presentation, a digital menu or online F&I product intros, many F&I companies have suggested an adjusted approach for today's consumer.

Cox Automotive spreads its racing bets

Racing is a huge part of the marketing strategy across Cox Automotive's media brands, which include Kelley Blue Book and Autotrader. Here's why.

What's the succession plan at AutoNation?

A series of high-level executive departures at AutoNation -- highlighted by COO Bill Berman's abrupt departure last week -- has raised questions about the succession plan for CEO Mike Jackson, 68.

F&I departments would do well to tap high schoolers

Automakers and suppliers have established partnerships with high schools to breed the next generation of talent and give teenagers an industry education. Can the same be done in the F&I world?

Consumers continue to make car payments a priority

When consumers pay down debt, car loans tend to get priority, Still, auto delinquencies rose in the first quarter, TransUnion says.

APR hits marker not seen since 2010

The average interest rate on a new-vehicle loan in April topped 5 percent, marking the first time since 2010 that the average U.S. interest rate has exceeded that level for two straight months.

High school's work program feeds industry's talent pool

General Motors has partnered with Detroit Cristo Rey High School since 2011, bringing students into its engineering world. The Detroit program is part of a national network that gives employers a source of future talent.

Plastic salesman finds his calling in education

After Michael Khoury, a salesman for a simulated wood grain supplier, wrote the final college tuition check for his youngest child in 2007, his worldview shifted.

GM wind tunnel serves as classroom

The duties of work-study students typically consist of writing safety operating procedure documents for equipment in the wind tunnel, such as welding machines and charging stations.

F&I vendors take aim at used vehicles

UPDATED: 5/11/17 12:57 pm ET - adds details

The trend toward used vehicles has extended beyond financing. It's become a focus in the F&I product world, too.

Auto lenders unite to fight fraud

Major lenders, representing more than a third of U.S. auto loan originations, have begun to share internal auto lending data and experiences to combat fraud. Ninety percent of the lenders say fraud is a growing concern.

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.

AutoNation builds on the power of its brand

AutoNation's branding power, and the trust that comes with it, can been elusive for many car dealers.

Reynolds, CDK put their pact in writing, lawsuits say

Two dealership software companies' antitrust lawsuits against Reynolds & Reynolds and CDK cite the same document: a written agreement by the two DMS giants that implies collusion.

70% of AutoNation sales staffers opt for new pay plan

AutoNation's new pay-plan option, which offers sales staffers a base salary plus bonuses, went into effect last quarter and has been embraced by 70 percent of the sales staff.

Robust leasing, when managed right, still offers benefits

While the high level of leasing has set some industry insiders on edge, it could still be beneficial if managed correctly.

Public dealership groups improve Q1 F&I results

Five of the six public new-vehicle retailers improved their F&I performance in the first quarter. Among the reasons cited for the gains: acquisitions, F&I product sales and working more closely with the sales team.

Ally continues to grow used business

Ally Financial increased its lease originations in the first quarter. But rather than aggressively seeking growth in its leasing business, Ally is prioritizing used-vehicle financing, executives said.

Reynolds, CDK hit by another antitrust lawsuit

Authenticom, a data integration service provider, has accused CDK and Reynolds of creating a duopoly in the dealership data integration market.

17 million or bust? Red flags for retailers

The industry has crossed the line into risky territory on automaker incentives, leasing levels and new-vehicle inventory, said AutoNation CEO Mike Jackson. Several other public dealership group executives agreed.

How to sell the future of cars

How do you sell something no one's ever experienced? In our latest podcast episode, we examine how the industry can get consumers -- skeptics, early adopters and everyone in between -- to embrace a vision of a green,...

Ally's Q1 net falls 14% on increased loan-loss provision

Ally Financial's first-quarter net income dropped 14 percent from a year earlier primarily because of an increased provision for auto losses

Asbury's Q1 net rises 9.7% on F&I, parts and service gains

Asbury Automotive Group's first-quarter net income climbed 9.7 percent to $34 million on parts and service and finance and insurance gains, as revenue held flat.

What Protective gained when it bought U.S. Warranty

When Protective Asset Protection's parent acquired U.S. Warranty Corp. last year, the purchase came with a value proposition: expertise in helping dealers design their own F&I products.

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