Fuel Capital Group Logo

LITTLETON, Colorado—July 21,2020  —PassTime®, a leading provider of automotive, motorcycle and powersport GPS Solutions announced today it has been selected by Fuel Capital Group, which provides financing and lease options for motorcycles, as its exclusive partner and provider for GPS Solutions.

The partnership will make PassTime an integral piece of Fuel Capital Group’s funding program to consumers with less than perfect credit, and will help provide access to financing that may otherwise not be available to consumers wishing to purchase or lease a motorcycle.

The program will utilize PassTime’s revolutionary new hardware platform, Encore®, a battery-powered GPS solution that does not require any vehicle power to operate, and therefore won’t cause any drain on the motorcycle battery. Additionally, consumers in the program will have the option to utilize the Encore GPS device themselves, as a theft recovery solution. Through PassTime’s InTouch VP program, consumers can download the mobile app to monitor their motorcycle’s location history and activate the device in the event of a theft, adding valuable protection.

“We think PassTime’s Encore device is a perfect fit for our program. The fact that it can be used on a motorcycle and not drain the battery is really a game-changer. It is the device we’ve been waiting for and we will now be able to provide financing options to even more riders while protecting the quality of our portfolio,” said Stephen Pietrowicz, Sr. VP of Sales and Marketing.

At the core of Fuel Capital Group’s strategy is a technology driven platform that provides dealers with near immediate approvals, 100 percent paperless DocuSign contracting and 48-hour funding commitment. Fuel’s mission is to become their dealer partners’ preferred funding solution by offering dealers and consumers a full credit spectrum of options with a fast seamless application, approval and funding process.

 “Having Fuel Capital Group as a powersports finance partner is a tremendous value to PassTime customers. Fuel Capital’s focus on technology to make a better lease and finance experiences for its dealer partners and consumers mirrors PassTime’s commitment to providing GPS technology that allows finance companies to protect their assets, while also giving riders a GPS theft recovery solution that won’t drain their battery,” stated Kevin Carr, VP of financial services for PassTime

Fuel Capital Dealer Partners who participate in the PassTime program can order GPS solutions easily through the dedicated online order portal.

For more information, or to sign up, please contact PassTime at 877-727-7846 or info@passtimegps.com or Fuel Capital Group at 239-315-7535 or sales@fuelcapitalgroup.com.

About PassTime

PassTime is a leading provider of GPS Solutions and has been in business for more than 25 years. PassTime’s GPS Solutions help connect vehicles and protect assets for multiple sectors of the automotive and powersports industries including auto dealers, auto finance companies, fleet transportation providers and consumers. The company prides itself on high-quality, reliable products and unmatched customer support.

For more information, visit: https://passtimegps.com .

Find us on Facebook at: PassTimeGPS or Linkedin at: PassTime.

About Fuel Capital Group

Fuel Capital is a full spectrum motorcycle lender founded in 2018.  Fuel’s mission is to become the one-stop solution for powersports dealers by offering a variety of finance options.  Fuel’s technology driven approach results in a fast approval and funding process with an average funding time of 48 hours.  The company prides itself on a dealer service driven program to help dealers sell more motorcycles and generate more repeat business. 

For more information, visit https://www.fuelcapitalgroup.com/

Visit us on Facebook at: FuelCapitalGroup or Linkedin at: Fuel-Captial-Group

PassTime, a long-time supporter of TIADA – Texas Independent Automobile Dealers Association will exhibit at the upcoming Virtual Conference and Expo as a Gold Sponsor.

PassTime, who is very active in the auto dealers industry in Texas continues to be a premier business partner and TIADA I.D.E.A program sponsor and supporter.

 

TIADA Virtual Conference & Expo
August 16-19, 2020

 

What is the TIADA Conference & Expo? Simply put, it is the opportunity for dealers to improve its business. The best education, connections with the top operators in the state, an Expo with 100+ relevant and motivated vendors – it’s all here. Featuring several breakout sessions across five Learning Tracks, Cars & Coffee Sessions, Dealer Roundtable Discussions and networking opportunities galore, back at the luxurious JW Marriott Hill Country Resort in San Antonio, Texas.

TIADA is proud to welcome auto dealers in all lines of business from all across the country to our conference.

For more information on the conference or to register, visit: https://tiadaannualconference.com/register/

 

New dates, new venue!

The premier used car industry event, NIADA NABD Convention & Expo has been rescheduled. Updated information is below:

NIADA NABD Convention & Expo
Wynn, Las Vegas
September 21-24, 2020

As a Diamond Partner, PassTime will exhibit at the event.

 

Check back soon for more details.

 

Pre-Technology Era of Collections

BHPH dealers and subprime auto finance companies who have been around for awhile are all too familiar with the typical process of trying to collect weekly, bi weekly or monthly payments from their subprime customers.

When a payment due date approaches, collectors analyze the accounts they are responsible for to see who has paid and who has not, and then begin making phone calls.  Of course, these phone calls and attempts to communicate are often met with declined calls, disconnected numbers or other methods to avoid the collection agent.  In worse cases, consumers may have left town or moved without notifying the creditor.

Significant resources are often required on the part of the collection agent to attempt to track down and retrieve payment from consumers who were late.

Due to the significant amount of time and effort that each collector spent trying to track down late payments, the number of accounts they could manage at once was limited. Historically, the average number of accounts per collection agent was about 300.  Of course, that number varies widely depending upon business models, lending criteria, collection structure, etc. With the average number of 300 account per collector, naturally as the portfolio grew, so did the need for additional collection agent resources.

In addition to the overhead cost of the employees, cash flow is impacted. It doesn’t take an advanced degree to understand that late payments hinder cash flow for the dealership or finance company. While many are able to predict the percentage of payments that may come in late or not at all, cash flow for the business suffers.  

While the cash flow, overhead resources and effort on the staff are all enormous challenges for dealers and lenders in the subprime market, perhaps the biggest underlying challenge is communication. In this traditional scenario, the consumer is typically on the receiving end of communication attempts from the dealer or lender. The general response on the part of the consumer is to avoid that communication attempt altogether. The communication is usually one-sided, met with resistance, and widely ineffective.

Impact of GPS Technology on Collections

GPS has been around in the used car industry for decades. But, how exactly does the technology help with collections?

It works like this:

Without the use of technology, and specifically, collection tools, a collection agent who has 300 accounts, may on average have 90 to 100 of those accounts delinquent at a given time.  Depending on the situation, the collector may or may not have a good idea of which 90 consumers out of the 300 won’t make their payment. So, the collector spends his or her time calling most, or all of accounts to get payments in each payment cycle.

With the use of GPS technology and collection tools, the collector can quickly identify which of their 300 accounts may be a problem.  By looking at which accounts have not made a payment and have not called in, the collector now knows who to contact.  The collector can focus on the small percentage of consumers who haven’t paid or made contact, instead of the entire portfolio, or trying to guess which accounts to call. By needing to focus only on a small subsection of an account, collection agents can now handle a larger number of accounts overall, helping reduce overhead and the company grows. 

Ready to see how technology can impact your collections?

Click here to request a quote today!

PassTime Partner, AFS Dealers, outlined in a free webinar the steps that BHPH / LHPH (buy here pay here / lease here pay here) Dealers can take among this rapidly changing environment regarding their operations in the subprime auto finance market.

Some key points from the webinar include:

Sales

Dealers who are open should look at “virtual contact” and bolster their online presence. Evaluate and update:

Test Drives

Collections

For a “contact-less” test drive option, check out Encore, the self-powered GPS device with no installation required.

The full presentation from AFS Dealers can be found at BHPH Buzz, a free online forum.

                                                           

 

To help dealers navigate the difficult auto sales environment we are faced with today, don’t miss these upcoming webinar events from PassTime industry partners.

 

 

2 Webinars, March 25th – Completely free.

 

 

WEBINAR EVENT 1:
AFS Dealers Presents:

Best practices and recommendations in our current environment

 

 

It’s certainly not business as usual. It can’t be. The one positive about our business in the BHPH/LHPH is that our customers don’t buy for a want they buy for a need.

So how do you get your customers to feel comfortable about doing business with your dealership and fulfilling that need?  Join AFS Dealers for a webinar answering the questions and addressing best practices in this current environment.

 

 

AFS Dealers Webinar:
Wed, Mar 25, 2020 1:00 PM – 2:00 PM (EDT)

Join the webinar HERE

 

 
 

 

WEBINAR EVENT 2:
AgoraInsights Presents:

Importance of Access to Data in Times of Increased Uncertainty

 

 

Over the course of the past few weeks, the Coronavirus (COVID-19) has caused increased levels of uncertainty for many BHPH dealerships. With increased levels of uncertainty in the market, access to information and data is paramount and affords control to BHPH dealers. Agora is giving BHPH dealerships exclusive, free access to extremely powerful tools to evaluate critical loan components, track portfolio changes, compare loan valuations, and access various sources of liquidity.

 

 

AgoraInsights Webinar:
Wednesday, March 25 – 2:00pm CT

Click here to REGISTER NOW

 

 

 

PassTime, a 2020 3-STAR Premier Business Partner Sponsor of AFSA, will be exhibiting at the upcoming Vehicle Finance Conference.

Come by BOOTH #312  and catch up with all that PassTime has been up to.

 

AFSA’s Vehicle Finance Conference & Expo
Bellagio, Las Vegas, NV | February 12th – 14th

 

This is the industry’s premier conference and is developed and driven by members of AFSA’s Vehicle Finance Division. AFSA represents more then 100 companies in indirect auto financing.

This conference is an opportunity to participate in strategic, thought-provoking discussions on issues affecting the industry. It also allows executives involved in all aspects of vehicle finance.

To stay up to date with the latest business trends, innovation, and consumer demands. Explore AFSA’s exposition of products and services offered by the industry’s leading business partners.

For more information on the conference or to register, visit: https://vehicle.afsaonline.org/

 

PassTime will be Exhibiting at NADA 2020 once again, featuring our InTouch GPS Solutions for franchise and independent dealers.

Come by booth 6009N and say hello…. oh, and get a chance to win CASH prizes or a Yeti Cooler!

The 2020 Expo takes place at the Las Vegas Convention Center in Las Vegas. The excitement kicks off on Saturday, February 15 and runs until Monday, February 17.

If you’re already signed up, add PassTime to your list of exhibitors by clicking the button below.  If you haven’t registered yet, click the registration button.

NADA Expo is the auto industry’s premier marketplace, with more than 500 companies offering thousands of products, solutions and services in one place. Whether you’re looking to engage with current providers or shop for new suppliers, exhibitors from both Fortune 500 companies and start-ups will be on hand to offer new and exciting ways help grow your business’ success, boost your company’s bottom line and keep you ahead of your competition. Whatever your dealership needs, you’ll find it here.

 

In mid-2017, Nevada legislation passed SB 350, a law that significantly changed how companies could use GPS and starter-interrupt devices to mitigate the risk of financing subprime consumers for automotive loans.  And while several of the law’s stipulations make sense in protecting the consumer, like getting written consumer disclosure for the use of the device and providing override commands to help the consumer when in need, other aspects of the law had major impacts to the dealers, banks, and finance companies using the technology. Perhaps the most impactful aspect of the law was the stipulation that a starter-interrupt device could not be activated until the contract holder is more than 30 days past due.

For dealers and finance companies utilizing GPS and/or starter-interrupt technology, the goal is to remind consumers to make their payments, and to active the starter-interrupt after they have been reminded and a grace period has passed, typically 3-5 days.

As for how SB 350’s impact has been felt in the industry, you could ask Milo Trevizo, director of operations and finance at CAG Acceptance. Trevizo, who has been with CAG Acceptance for over seven years, oversees financing, loan serving, loan origination, remarketing, and legal among other duties.

CAG Acceptance, which services 21 dealerships in Arizona and an additional four in Nevada, essentially stopped all loan originations in Nevada after the law passed.

CAG Acceptance has used GPS/starter-interrupt solutions from the provider PassTime for nearly a decade as part of its program to provide financing to subprime and deep subprime borrowers.

PassTime was chosen by CAG as its GPS/starter-interrupt provider because of the quality of the product, the reliability and starter-interrupt capability of the solution.  CAG also identified PassTime’s service as a key differentiator for the company – one that Trevizo said is difficult to quantify, but often just as important as any other company attribute.

“CAG Acceptance was formed to help sell cars to and finance customers that no one else would finance.  The PassTime device allowed us to pursue that mission, because it helped us lower the risk that comes with financing consumers with deep subprime credit.”

Unfortunately, SB 350 made that mission just about impossible in Nevada.

The Industry Predicated the Impact of SB 350

In a June 29, 2017 article by Nick Zulovich, Senior Editor for Auto Remarketing’s BHPH Report, written just before the Nevada SB 350 was to take effect, Milo Trevizo was interviewed about his thoughts on what the new law would mean to their business.

From that article:

Trevizo … emphasized that doing business without the device’s impact would be nearly impossible. The finance company began to use these devices in 2011, and during a five-year span,  Trevizo indicated CAG was able to provide vehicle installment contracts to 3,200 customers, an increase of more than 1,000 percent compared to the time before the provider used the technology.

“From our experience, the starter interrupt technology has enabled customers to obtain loans who would otherwise be unable to obtain financing,” Trevizo said. “We had been seeing vehicle repossessions in Nevada double, delinquencies triple and our loan volume reduced in the absence of starter interrupt technology.

“If the proposed legislation passes, we envision a sharp decrease in loans, leading to severe reduction in profitability. This will force CAG to cease conducting business in Nevada,” he continued during that March hearing. “This will mean customers of CAG may be left without an avenue to purchase a vehicle.”

Turns out, he was right.  CAG continues to service the existing portfolios in Nevada but has stopped loan originations in the state after the new law was implemented.  Delinquency rates on CAG’s loans in Nevada jumped from an average of 9% for accounts that were 1-90 days past due while using the PassTime devices all the way up to an average of 33% for accounts that were 1-90 days past due after the changes, according to Trevizo.

So, the legislation that was supposed to help consumers be protected, has resulted in a major finance company serving this consumer population to stop new business in the state.

It is a Communication Device

The aspect of a device like this that many don’t realize is that it helps facilitate communication between the consumer with the vehicle and the finance company. When a consumer has a device installed on their vehicle and their payment is coming up, they are much more likely to contact the creditor if they cannot make their payment. Without the device, typically a consumer is going to go “radio silent” in that scenario.

Trevizo emphasized that they want the consumer to call in that situation and they can work out an arrangement including a payment deferral, change payment due dates, provide an extension, or even a full loan modification.  But without contact and communication from the consumer, those options are very difficult. 

 “If a consumer gets too far behind in payments, the options become more difficult to implement – and unfortunately can result in losing the vehicle,” Trevizo said.

25 Days Makes All the Difference

CAG previously used PassTime payment reminders and start-interrupt devices on all loans in Nevada.  The company policy was to activate the starter-interrupt feature of the device after device payment reminders were issued and the consumer was five days past their due date. CAG customers were informed about the device, its features and how it would be used. 

 “We’d get calls at the four or five days past due period because customers did not want their ability to drive their car interrupted. Often, they would make their payments, or we’d work out an extension or deferment, etc. But, because this happened so close to the actual due date, it was much easier to work out an arrangement,” explained Trevizo.

With the change in law, users of this technology could not activate a starter-interrupt feature of a device until the consumer was at least 30 days past due. While that sounds like a benefit for the consumer, it was actually a determent.

“While we used to get calls around the four or five days past due mark before the law, afterward, those calls wouldn’t come in until around 29 or 30 days past due.  At that point, the consumer is about a full month behind and essentially owes two payments,” said Trevizo.

If that happens, it makes it much more difficult for the consumer to ever catch up on their payments or to work out solutions that are affordable to them for the long run.

“Many consumers treated the “disable date” as their payment due date.  So, if that moved from five days from their actual due date to 30 days after, those consumers were perpetually behind on their payment and were rarely able to catch up,” Trevizo went on to say.

Whatever the intent of the law’s stipulation was, the reality, at least for CAG, was that using starter-interrupt technology only after the consumer had been 30 days late on their payment resulted in payments slipping past the due dates to the point that consumers could rarely, if ever get caught back up.

What about using only GPS instead of the starter-interrupt feature?

According to Milo Trevizo, CAG Acceptance views GPS/starter-interrupt technology as a communication tool and not as a repossession tool.  Of course, with GPS you can find the vehicle – but by that point, the situation has gotten to a place that neither side wanted.

For the consumer, they have given up on the vehicle and their payments and are more-or-less waiting until it the vehicle gets repossessed.  For the creditor, they have had several (at least) missed payments on the contract and have to go through the repossession process on the account. Then they need to hire or send employees to locate and recover the vehicle.

Trevizo mentioned that without the use of PassTime’s devices, repossessions for the company went through the roof.

For many finance companies, by the time an account gets to that repossession stage, it is a poor outcome for the creditor and a poor outcome for the consumer.

Voluntary Surrenders

Another aspect that is often overlooked is the device’s impact on voluntary surrenders.  A voluntary surrender is when a consumer turns in the vehicle in a situation where they no longer intend on making the payments on the loan. With the use of a device, consumers would often voluntarily surrender a vehicle as they knew that the vehicle will be disabled shortly after the due date, so there was no incentive to keep it. With GPS only, or under the new law requiring disablement only after 30 days, voluntary surrenders dropped off considerably as consumers continued to drive the vehicle well past the payment due date adding additional wear and tear without reducing the balance.

Effect vs. Effectiveness

The effect of the Nevada law to the business of CAG Acceptance is clear: the impeding restrictions on devices caused the company to stop loan originations in Nevada as it was no longer commercially viable. 

However, these events also created a compelling view of the effectiveness of the devices themselves.  When CAG discontinued the use of PassTime’s devices in Nevada, the result was a comparison of accounts that had devices associated with them and accounts that did not have devices associated with them.  While using PassTime devices, CAG’s Nevada portfolio averaged a 9% delinquency rate on accounts that were between 1-90 days past due. The use of payment reminders and starter-interrupt 3-5 days after the due date kept delinquency numbers down on subprime accounts. Compare that to the delinquency numbers without the use of devices; they jumped to an average of 33% on accounts that were between 1-90 days past due. A 24% increase in delinquencies resulted in the accounts without PassTime devices.  

Evaluating the Impact

As mentioned, CAG Acceptance made the business decision to stop new originations in Nevada as a direct result of the law.

Milo Trevizo stated, “When you are talking about financing people who have deep subprime credit, there is not a lot of wiggle room. Statistically, the risk of default is very high. Starter-interrupt devices helped reduce or mitigate some of that risk.  The law in Nevada is so restrictive on the technology that it makes it virtually unusable.  Without that additional protection against risk, it just doesn’t make sense to continue to do business in Nevada.”

So, for CAG, the result was to cease additional loan originations in Nevada and focus solely on Arizona.

While there are likely still some options for consumers with deep subprime credit to get vehicle financing, Trevizo stated, “I don’t see other finance companies rushing in to Nevada to finance people in that position. My guess is that a lot of these deep subprime consumers aren’t getting loans.”

For a law that was positioned as a way to help consumers, one impact may be that it is even more difficult to get vehicle financing in the first place.

For PassTime, the company continues to take the lead, along with industry partners, to proactively monitor legislation and meet with lawmakers about the technology they provide. The company’s hope is that with continued education about how devices work, how the help the industry, and the impact of restrictions around them, lawmakers can make informed decisions and hold a more comprehensive view when creating legislation.