Vince Capatosta sees the lingering effects of a shaky auto industry every day at his Bridgeton dealership.
Cautious buyers arrive with a strict limit on what they’re willing to spend. They buy used vehicles or new ones with generous incentives. And some middle-of-the-road customers, who lost their jobs but still need vehicles, struggle to find financing.
Still, it’s better than late last year, when credit "dried up," said Capatosta, who owns All-Star Dodge Chrysler Jeep.
A bleak economy and a dramatic fall in consumer confidence have hit the auto industry hard. But sales also were been hampered by tight consumer credit conditions— particularly at financially troubled General Motors Corp. and Chrysler LLC.
Now credit is slowly loosening because of some recent actions:
— Sales of auto loan-backed securities, which are a way for companies such as GMAC to get money to loan, increased since anemic levels in October and November.
— Credit unions boosted auto loans as some banks and automakers’ finance companies pulled back.
— The federal government lent $6.5 billion in December to Chrysler Financial and GMAC LLC, the financial arms of two Detroit automakers, to spur lending.
— The government’s Term Asset-Backed Securities Loan Facility, or TALF, program launched last week could encourage investors to buy bundles of auto loans. In turn, finance companies could have more money to lend.
As credit loosens, some consumers are finding it easier to borrow. Last month the national new-vehicle loan approval rate — approvals for both purchases and leasing through finance companies, banks, credit unions and other institutions — for customers with credit scores of 750 or higher was 85.9 percent, according to CNW Research in Bandon, Ore. That’s higher than the 77.4 percent approval rate in October but still lower than the 88.4 percent rate in February 2008.
"I wouldn’t call it normal," but auto-finance companies such as GMAC are more willing to lend now versus past months, said Chris Wolfe, an analyst for Fitch Ratings.
ABS STANDSTILL
Finance companies extend loans to consumers who buy or lease vehicles, and then the companies group together those loans and sell the bundles, called asset-backed securities, to investors on Wall Street. Finance companies then use the money to make more auto loans.
The Detroit Three’s affiliated companies have relied on this method for about 50 percent of their funding needs, according to JPMorgan.
So the demise of the auto loan market roughly mirrors the auto asset-backed securities market. Sales of new securities weakened earlier in 2008, but by October, they fell to $376 million for the month, according to Asset Backed Alert, a trade publication in Hoboken, N.J. That’s less than October 2007’s sales of $7.7 billion.
This hit auto-finance companies hard. "If they can’t borrow the money, they can’t make the loan," Wolfe said.
With less money, GMAC limited its loans to consumers with credit scores of 700 or more, starting in October, said Mike Stoller, GMAC’s auto finance spokesman.
GMAC wasn’t the only company tightening its lending. Nationwide, approval rates for new-vehicle buyers with credit scores of 750 or higher shrank to 77 percent in October, from 91 percent in October 2007, according to CNW Research. Approvals for those with scores lower than 620, considered subprime, dropped to 14 percent in that month, from 64 percent a year before.
Foreign automakers’ finance units also felt the effects of tighter credit, but not at the level seen by U.S. companies. American Honda Finance Corp., for example, had some credit tightening in recent months, but the impact on sales was "minimal," said spokesman Chris Martin. Lending has been stable because Honda’s typical buyer tends to be affluent, he added payday loans.
CREDIT UNIONS
Not everyone tightened lending. Credit unions suddenly saw competition contract after some big banks and automakers’ finance companies cut back.
"The other sources of lending aren’t there," said Amy McLard, a spokeswoman for the Missouri Credit Union Association. "People are turning to credit unions, and we have money to lend."
First Community Credit Union in Chesterfield issued 25 percent more auto loans in the second half of 2008 compared with the first half, said Laura Alfeldt, vice president of marketing. January, typically slow, was the best month in auto loans of any month in the past five years.
And Credit Union Lending Systems in south St. Louis County — an intermediary between 270 new and used auto dealerships and 31 credit unions statewide — reported January as its best month ever since the company started in May 2000, according to Chief Executive Angie Anderson.
Even as other lenders loosen their grip on loans, dealerships such as Jim Butler Auto Plaza say many of their most creditworthy customers still rely on credit unions.
Kyle Kaverman, general manager for the used-vehicle dealership in south St. Louis, said he noticed credit availability tighten in August.
"Credit unions have really helped us get through this credit crunch," Kaverman said. "I can’t tell people, ‘I can’t sell you a car.’"
MONEY MATTERS
In January, the federal government injected $5 billion into GMAC and $1.5 billion into Chrysler Financial. Both companies soon offered heftier incentives than in past months.
Last month, Chrysler had the highest average monthly incentive — $5,608 — of any manufacturer ever, according to auto website Edmunds.com.
Neither GMAC nor Chrysler Financial recently would provide specific data to track any directly related upticks in sales, but spokespeople from both finance arms said the government injection helped.
The money "allowed us to get back in the game" with loans to car buyers and leasees, Stoller said. GMAC, for example, relaxed its standards to customers with a credit score of 621 or higher from the earlier requirement of 700.
Auto asset-backed securities sales inched up, too, Asset Backed Alert data shows. Investors may have been more confident about the market because of the upcoming TALF program, said Standard & Poor’s credit analyst Amy Martin.
Some analysts and automaker-affiliated finance companies think the TALF program could boost consumer lending. The Federal Reserve Bank of New York program, launched last week, will loan $200 billion to investors to buy auto, credit-card and other securities.
However, it comes with a caveat: Securities must have a AAA rating, the highest rating. Some finance companies and a consumer credit trade group have said that requirement will limit the program’s reach.
Still looming over the automakers is the even bigger unknown — the economy. Consumers are shying away from car buying not because of a credit availability; they’re worried about their own financial stability.
Consumer confidence dropped last month to the lowest-ever level since the index began in 1967, according to preliminary data released Feb. 24. The number of consumers who said they would buy a vehicle within six months fell to 4.7 percent in February from 5.4 percent a year ago.
"Affordability is not a main issue," said Itay Michaeli, an auto analyst for Citi. "I don’t know what the silver bullet is."
atablac@post-dispatch.com | 314-340-8140
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