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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

Group's fresh approach to F&I training pays off

Brandon Steven Motors has transformed its finance and insurance operations and lifted F&I profit per vehicle by putting finance managers in the hot seat.

Lenders should embrace new financing models

Could the convergence of two industry disrupters reshape the traditional auto lending model?

Former Tesla exec O'Connell joins Scott Painter's Fair

Fair, the used-vehicle leasing subscription service led by TrueCar founder Scott Painter, has added former Tesla executive Diarmuid O'Connell to its team.

GM Financial works to boost loyalty programs

GM Financial wants to expand its GM loan share, increase floorplan penetration and improve the customer experience, CEO Dan Berce says in this Q&A.

Public groups adjust plans for selling used

Sonic Automotive and Group 1 Automotive are expanding their used-vehicle plans, even as AutoNation pauses its used-only store plans to evaluate results so far.

For the publics, F&I training takes differing paths

All six public retailers boosted average F&I gross profit per vehicle in the first quarter, but they did so by following differing strategies on training.

AutoNation Q1 net falls 4.5%, despite revenue gain

AutoNation's revenue rose in the first quarter, driven by gains in each of its business segments, but net income fell 4.5 percent.

Public groups look beyond new cars

In a flat new-vehicle sales market, public dealership groups are turning their attention elsewhere, especially on used-vehicle operations.

Sonic's loss widens despite record Q1 revenue

Sonic Automotive's revenue rose to a first-quarter record on gains in F&I and new- and used-vehicle sales, but the retailer's net loss widened from a year earlier.

AutoNation's Jackson, Magna's Stronach named to Automotive Hall of Fame

AutoNation's Mike Jackson, Toyota's Kiichiro Toyoda, Magna's Frank Stronach and Car Talk's Ray and Tom Magliozzi will be inducted into the Automotive Hall of Fame.

AutoNation names 1st academic to board

UPDATED: 4/26/18 10:30 am ET - clarification

AutoNation added the first academic and second woman to its board composed entirely of outside directors under CEO Mike Jackson.

Magna's Stronach, 4 others named to Automotive Hall of Fame

AutoNation's Mike Jackson, Toyota's Kiichiro Toyoda, Magna's Frank Stronach and Car Talk's Ray and Tom Magliozzi will be inducted into the Automotive Hall of Fame.

Asbury's Q1 net jumps 18 percent

UPDATED: 4/24/18 5:10 pm ET - adds closing stock price

Asbury Automotive's first-quarter profits jumped 18 percent, driven by F&I and parts and service gains, on a revenue increase approaching 4 percent.

Washington angles to check CFPB's power

Congressional efforts to limit the CFPB's power are moving in parallel with similar efforts by its leader.

F&I penetration rises even at luxury stores

F&I penetration on new- and used-vehicle sales grew last year at luxury-brand dealerships, despite the prevalence of leasing among luxury customers, a NADA report shows.

U.S. Senate votes to repeal CFPB's auto-lending guidance

UPDATED: 4/18/18 12:59 pm ET

A resolution rescinding the Consumer Financial Protection Bureau's auto lending guidance, which aims to limit dealerships' retail margin on loans, passed by a narrow margin in the Senate.

Report: Dealerships leaning more on incentive money to turn profit

Dealerships' average net profit was more than 15 times the size of total operating profit last year, showing just how much they rely on automaker incentives.

Ally Financial, Fair link on financing, auctions

Ally and Fair have joined to offer consumers online vehicle financing through Ally's Clearlane, while Fair will send its off-lease cars to Ally's SmartAuction.

Team up to improve the lease-end process

If dealerships, lenders and automotive brands want customers to be happier, a more digital and personalized lease-end process may be the answer.

Captives go online to educate consumers

Some captives have put their lease-end education tools online to improve customer satisfaction with an experience that too often leaves consumers with questions.

Handicapping the CFPB's next chief

An American Financial Services Association leader identifies who he thinks may be on the short list to take charge of the Consumer Financial Protection Bureau.

Kia awards, new product create dealer optimism

Kia dealers are riding high on vehicle quality awards and new product, but they are concerned about dealership profitability.

Marketing, volume on Mini dealers' minds

Mini dealers brought three issues -- limited sales volume, marketing spend and dealership profits -- but many answers were deferred until a BMW meeting this month.

Young leaders need to 'be bold,' Flow Automotive CEO says

As the automotive retail industry enters an era of unparalleled change, young leaders are faced with both opportunities and risks.

Carvana CEO targets speedy expansion

For Carvana, building scale is key to long-term success. The used-vehicle retailer now has a presence in 55 markets.


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