Jim Henry

If you want to sell more FandI products, you should first put customers at ease, then speed the FandI process, two FandI experts say. Making the FandI sales process simple and comfortable for customers takes some finesse, including letting them know at the outset what you're going to do for them ...

… instance, GM reimburses dealerships about $35 for an oil change and tire rotation, dealers say. That's on the low end of typical customer-pay rates, which can run as high as $60, dealers say. Jim Henry contributed to this report

A new auto financing capability on the PRNDL.com Web site offers private-sale used-car buyers the ability to line up financing and apply for a loan online. Easier financing for consumer-to-consumer sales could potentially take some used-car sales away from franchised dealerships. Franchised dealers

Subprime customers who were prime-risk before the recession are a profitable, reliable niche, dealers and lenders say. "You had plenty of people who had credit challenges because of what was happening on Wall Street," says Aaron Dalton, senior vice president at subprime lender Prestige Financial ...

… could help make leases an easier sell. Lyman spoke about the changes last week with Automotive News Special Correspondent Jim Henry . How are residual values doing year over year, as opposed to seasonal changes? Residuals are up year over year. The …

The percent of buyers with negative equity has been creeping higher since 2011. But that's not entirely bad news for retailers because it indicates customers with lower credit scores are getting financed, Power Information Network says. For the first quarter this year, 25.9 percent of new-vehicle

Auto loan originations for banks and credit unions for the first two months of this year were the highest for that period since Equifax started keeping track in 2006, the company said. Banks and credit unions "are being a little more loose," Amy Crews Cutts, Equifax's chief economist, said last ...