Drive to Success: Mastering Auto Finance

In this episode of Drive to Success: Mastering Auto Finance, host John Lewis breaks down the record-breaking world of dealership mergers and acquisitions. With 510 completed transactions in 2024 and a 258% increase in dealers seeking to sell, we explore the critical concept of Blue-Sky valuation and why it's driving unprecedented dealership values.

You'll learn:

• Why dealership transactions hit record levels in 2024 desp...

In this comprehensive episode of Drive to Success: Mastering Auto Finance, host John Lewis provides an in-depth exploration of NHTSA's role in vehicle safety, detailed recall statistics, advanced recall management strategies, and the financial implications of vehicle recalls. Whether you're a consumer, a finance professional, or an automotive industry professional, this episode provides essential knowledge for navigating ...

In this episode of Drive to Success: Mastering Auto Finance, we pull back the curtain on one of the most overlooked risks in the $1.4 trillion auto loan market: lemon laws.

What happens when a brand-new car turns out to be a mechanical disaster—and the law forces a buyback? Spoiler alert: it’s not just the automaker who pays the price. Captive finance companies like Ford Credit, GM Financial, and Toyota Financial Services are being ...

In this eye-opening episode of Drive to Success: Mastering Auto Finance, host John Lewis unpacks the alarming financial reality facing today’s car buyers. With 1 in 5 Americans now paying over $1,000 a month for a new car and record numbers of 84-month loans, the traditional model of auto ownership is being stretched to the breaking point.

John explores:

• Why payments are skyrocketing despite stagnant wages
• How ultra-long loans cre...

In this episode of Drive to Success, host John Lewis breaks down a vital yet often misunderstood metric in the automotive and lending industries — SAAR, or the Seasonally Adjusted Annual Rate.

You'll learn:

• What SAAR is and how it’s calculated
• Why it plays a critical role in auto lending strategies
• How credit analysts, lenders, and dealers use SAAR to forecast, manage risk, and benchmark performance
• Real-world examples of how S...

In this episode of Drive To Success: Mastering Auto Finance, we dive into the transformational power of emotional intelligence (EI) and how it drives team synergy across departments like inside and outside sales, retail credit, funding, risk management, and leadership. Learn why EI is essential for building stronger communication, fostering collaboration, and achieving success in a high-pressure environment.

 From managing customer ...

In this episode of Drive To Success: Mastering Auto Finance, we explore the critical connection between credit decisioning and auto-backed securities (ABS). Host [Your Name] dives deep into how credit analysts' decisions—such as rate shaves and rate exceptions—impact the cost of funds for auto loan portfolios and the performance of ABS. Learn how these decisions can ripple through to affect the returns for investors and shape ...

In this episode of Drive To Success: Mastering Auto Finance, we explore the transformative power of e-contracting and how it’s reshaping the future of auto dealerships. We dive deep into the benefits of digital finance processes, from faster funding and improved accuracy to enhanced customer experiences and operational efficiency. Learn about the key platforms like RouteOne and Dealertrack that drive e-contracting success and disco...

In this inspiring episode of Drive To Success: Mastering Auto Finance, we explore how Senior Credit Analysts can transform their performance and influence using the power of knowledge management. From navigating complex decisions in Defi-Solutions to turning instinct into documented insight, this episode introduces four essential tools—Decision Memos, Exception Logs, Loan Clinic Worksheets, and Monthly Insight Briefings—that elevat...

In this transformative episode of Drive To Success: Mastering Auto Finance, we dive deep into how Key Performance Indicators (KPIs) — when paired with powerful feedback loops — can unlock next-level performance for credit analysts. Learn how to go beyond data dashboards and use KPIs as strategic tools to improve underwriting accuracy, manage risk, and fuel your career growth. Whether you're tracking approval rates, delinquency...

In this episode of Drive To Success: Mastering Auto Finance, we dive deep into the transformative power of expert consulting and coaching in auto finance. From training inside sales teams and dealer relationship managers to educating F&I and sales managers, learn how a strategic approach can unlock new growth across franchise and independent dealerships.

We explore how to identify dealership pain points, use solution selling to ...

In this episode of Drive To Success: Mastering Auto Finance, we pull back the curtain on a topic most car buyers and even some dealership pros rarely think about: what happens when brand-new vehicles sit unsold on the lot?

From floor plan financing and grace periods to shrinking profit margins and auction losses, we break down the real financial impact of aging inventory on franchise dealerships. Whether you’re a buyer looking for a...

In this episode of Drive To Success: Mastering Auto Finance, we explore how a Customer Data Platform (CDP) can revolutionize auto dealerships and captive lenders by centralizing customer insights and improving decision-making. Learn how AI-driven analytics can enhance lead conversion, optimize inventory management, streamline loan approvals, and create a seamless customer experience across multiple touchpoints.

Discover best practic...

Artificial Intelligence (AI) transforms the way lenders assess creditworthiness, approve loans, and manage risk. In this episode of Drive to Success: Mastering Auto Finance, we explore how AI in credit analysis enhances efficiency, accuracy, and decision-making in auto finance.

Learn how AI-driven underwriting, machine learning in lending, and automated loan approvals are streamlining the auto loan process. Discover how AI helps len...

In this episode of Drive To Success: Mastering Auto Finance, we explore how Edmunds, J.D. Power, Experian Automotive, and Cox Automotive shape the car buying, auto financing, and dealership operations landscape. These industry giants provide critical automotive market data, impacting vehicle pricing, consumer trends, credit risk analysis, and dealership inventory management.

We’ll break down real-world examples of how their insights...

In this episode of Drive To Success: Mastering Auto Finance, we break down the essential steps for self-employed sole proprietors, LLCs, and C-Corporations to qualify for auto financing. Learn how business credit scores like the Dun & Bradstreet Paydex Score and Experian Business Score impact approvals, what financial documents lenders require, and how to strengthen your application. We also explore the tax benefits of financin...

In this episode of Drive To Success: Mastering Auto Finance, we take a deep dive into auto fleet sales—what they are, who benefits from them, and the best financing strategies available. Whether you’re a small business owner, a corporate fleet manager, or a dealership looking to expand, understanding fleet sales can help you make smarter financial decisions. We break down key financing options, including commercial auto loans, leas...

In this episode of Drive To Success: Mastering Auto Finance, we take an in-depth look at Buy Here Pay Here (BHPH) dealerships and how they shape the auto financing landscape. Discover how BHPH dealers serve high-risk customers with in-house financing, the impact of this model on credit-challenged buyers, and the financial risks and rewards for dealerships. We’ll also explore how indirect lenders like Westlake Financial, Credit Acce...

In this episode of Drive To Success: Mastering Auto Finance, we take a deep dive into the importance of auto insurance when purchasing a new or used vehicle. We discuss why insurance is essential, how insurers calculate rates, and the factors that influence your premium. Plus, we break down the average insurance costs for sedans, SUVs, trucks, vans, and sports cars.

Looking for the best insurance rates? We highlight top companies of...