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

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?

Rise of the machines

Here's a conundrum for society: History has shown that the more we use computers and automation for common tasks, the fewer jobs there are for people.

Watching drivers

Imagine a city that tracks driver behaviors -- watching them speed up too quickly, brake hard, turn sharply -- not to hand out fines but in an effort to make its streets safer. Imagine that city is Chicago.

Get to work

A work-study program started 2013 by Columbus State Community College and Honda has grown into a job feeder for the automaker's Marysville plant.

Q&A with Diarmuid O'Connell

As vice president of business development for Tesla, Diarmuid O'Connell led the automaker's state-by-state battle to sell its vehicles through factory-owned stores. Today, O'Connell hopes to innovate another part of auto retail: vehicle financing.

40 under 40 honorees take a winding road to F&I success

F&I stars may come from unlikely places.

Karen Lombardo

In her fifth full month working at the store, the dealership reached its highest unit sales volume in more than a year. She improved lead conversion to 21.6 percent by April, up from 12.6 percent for all of 2017.

Larry Zinn

Turned a dealership around during the recession and won Best Dealership To Work For after building a team from scratch

Michael Lucia

In one year, improved dealership operations enough to win AutoNation's operational excellence award, given to AutoNation's top two general managers for each brand

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