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

Larry Zinn

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

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.

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

Lexus dealers push online retailing

A closing rate boost pushed Lexus to name Roadster one of its four approved digital retail partners.

More buyers could shift from leasing

The gap between monthly payments for leases and used-vehicle loans continues to widen. Because of that, lease volume could decline as consumers shift to used vehicles.

Consumers still want a sales guide

Are advancements in auto retail technology helping or hurting the role of F&I managers?

Roadster: $15 million jump-starts expansion

Roadster has doubled its funding to nearly $30 million. The investment will propel the technology startup's efforts to expand operations and update products to meet the demands of dealership and automaker customers.

Roadster doubles funding to $30 million

The investment will propel the technology startup's efforts to expand operations and update products to meet the demands of dealership and automaker customers.

Is Chase angling to operate as FCA captive?

After Fiat Chrysler Automobiles made clear that it wants a captive, could Chase Auto be raising its hand?

M-B mobility learnings migrate to subscription program

Mercedes-Benz Financial Services will apply the fleet management and concierge skills gleaned from its other mobility ventures to Mercedes-Benz Collection.

The tech effect

A tech-driven auto retailing transformation is inevitable, but what that transformation will look like, and how the industry will get there, is less predictable.

Fintech startups can find success by mixing skill sets

For a fintech startup breaking into automotive retail, should the top leadership have dealership experience, finance expertise or software skills?

Online retail requires more than tech savvy

As a tech expert but car-buying rookie, Drive Motors' CEO knew he needed automotive expertise to understand how to make the product easy and useful for dealerships.

AutoGravity's new priority: Deepen ties with clients

AutoGravity's strategy was initially centered on client expansion, but going forward, the company will devote more attention to enhancing existing relationships.

FCA captive would roil Santander

Fiat Chrysler Automobiles' intention to launch its own U.S. captive finance arm could throw another lender's business into upheaval.

AutoNation redoubles cancer efforts

AutoNation is launching its largest advertising campaign yet: A $25 million nationwide initiative centered on Drive Pink, the company's mission to devote nearly all its philanthropic efforts to cancer.

2 lenders bound by dealer reserve rules

With a signature from President Donald Trump last week, the Bureau of Consumer Financial Protection's auto lending guidance was officially repealed, but two lenders remain bound by consent orders formed on the basis of that...

Chase trends, not fads

If automakers don't want to go the way of the dinosaurs, they will need to identify and capitalize on trends in transportation, technology and retail.

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.

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