By on August 19, 2010

0%. Sounds good doesn’t it? The title pawn billboard clearly showed that big beautiful numerical goose egg with some illegible lettering underneath a mini-asterisk. “Interesting?”  I thought. Since I was stuck in Atlanta with my 17th traffic jam of the week, I decided to give the place a call and see how good the deal really was.

Well the 0% was good for balances over $2500… for 30 days. Then there were fees. Then a recalculation of the smaller balance. Finally I just got ticked off after over a minute’s worth of recalculations and doubletalk, “Let’s say I come by and get a $1000 loan. How much interest would I pay the first month?”. The answer came out to 17.6%.

If this sounds ridiculous keep in mind that virtually every other financial instrument has the opportunity for similar shell games. Credit cards, retail banking, even the pawn down the street may have a contract written in a tiny font filled with legal disclaimers and financial re-claimers. The rates are also deceptive. Any interest rate can be pushed up to the stratosphere with the right penalty, fee or even a change in your credit rating. Regulations may help… or not. But so long as there are politicians to be paid off and special interests to be ‘considered’, the game of consumer financing really won’t change that much. So what to do?

I think part of the answer lies in reducing the financial risks for both sides of the transaction. In the case of the title pawns, they are lending out money with little more than a signed paper and a highly mobile asset as collateral. Folks can take off for the next state or beyond. Switch cars with a friend. Even just keep the car in the garage or a repair shop.

Some counties are actually helpful in allowing the title pawns to access these vehicles after the loan is in default. To intentionally hide a vehicle with a lien on it is considered, ‘theft by conversion’, and a warrant can be issued for the debtor’s arrest. The law at least seems to be on the lender’s side which is what’s to be expected since their lobbyists often help write much of it on a state level. But that’s not the whole story.

Many of these companies are either unaware of the law or unwilling to follow through on it. Judge’s can be very ‘technical’, and many of the more successful firms are leery of damaging their business with bad publicity. If you have a company that has thousands of absconders, and tens of thousands of good customers, you don’t want to sully up your reputation. It’s better in many cases where the stakes are small to let the repo companies do their work. So the cat and mouse game of reclaiming vehicles can go for days, months, or years.

But what if each one of these vehicles had a GPS on it? What if the debtor had to sign in big bold letters that the car would have the system installed (most take less than a few minutes to install) and that they would in turn be given a lower interest rate? GPS systems and disablers are commonly used in the auto finance business. I think they would also work very well in the title pawn business. Especially in those many cases where there is a lot of money at stake.

Then you also have the issue of maintenance and repairs. For a lot of title pawn companies this is a non-starter since this could seemingly open a Pandora’s box of legal issues. But that’s just not so. Judging from what I have seen, a lot of folks who bring their vehicles to a title pawn really need to have the oil changed and a few of their fluids checked. To add $50 to the loan and have them go to a quickie lube place for an oil change and independent inspection would add thousands to the bottom line and give both sides a level of security that is akin to a home inspection.

Then you have other fail-safes to consider. A lot of folks are car rich and house poor. It’s amazing to me how so many struggling folks can have more cars than they need. Ten years of undeserving credit can do that. Most title pawns already offer to keep motorcycles inside the store. Why not do the same for vehicles at a storage lot… except offer a lower interest rate in return for a lower level of risk? I honestly don’t know if that would work. But it may be worth testing out.

Finally, you have the 800 lb gorillas to consider. The interest rate. The term of the loan. The fees.

A lot of consumers believe that regulation will help ‘rein in’ this side of the business. Perhaps. Perhaps not. But the numbers are really just a few choice ingredients in the recipe. The deal can be extremely sweet for one side (300+% interest, plus fees, no loan limits, no equity for the owner after a repo) or it can be a sour and unprofitable deal (5% monthly interest, no fees, no realistic opportunity to reclaim hidden property). Regulation in practice has to cover the trust issues associated with lending and not just the financial ones.

As far as numbers go, I would encourage title pawn companies to have the same opportunities for an interest rate as any other pawn. If a pawn shop can charge a  300+% APR on a loan, so can the title pawn. But I would offer three counterbalances to this.

The first is that the highest annual APR charged should be advertised at the very front of the store in easily legible numbers so that folks know exactly what they’re getting into. If the pawn wants to offer a lower rate for some special case… that’s fine. But the highest possible interest rate should be a known commodity before the customer walks in the door.

As for fees, it’s more than fine to charge for repo and administrative fees. Even Carmax charges $149 in ‘processing fees’ when a customer buys their car. But the interest rate should reflect the level of risk that comes with serving this clientele before the repo. I despise the tactics certain banks use to make people pay the equivalent of 2000+% interest in their checking accounts. If a firm can charge a very high interest rate, they should easily be able to use that rate to reflect the costs of their business.

Finally you have the question of the length of the loan… and whether part of the principal should be reflected in the monthly payment that is due. Consumer advocates encourage a 9 to 12 month time frame with part of the principal paid off in the amount due each month. The lobbyists du jour in the title pawn industry usually push for interest only loans with no limits on the length of the loan. I prefer a 24 month period with no prepayment penalities and a straight-line method for paying off the principal.

Of course I’m not Moses offering all my readers a Godly sermon on the mount. I don’t have all the answers or even half the questions.  But every customer, even the math challenged, should know exactly what they’re buying beforehand.  The folks getting these loans shouldn’t be riddled with gotchas.

Likewise the companies offering the loans should be able to protect and monitor their collateral. The ones looking to government regulation are simply not seeing the entire picture. Regulations in this country are like building a sand castle with your bare hands. In the end the right politicians get paid off and everyone continues to play the shell game. It leads to deceptiveness and distrust, and so long as companies and customers can play those games the destructiveness that comes with this distrust will continue.

Get the latest TTAC e-Newsletter!

15 Comments on “Hammer Time: Title Pawn Cons...”


  • avatar
    Educator(of teachers)Dan

    Once again Mr. Lang raises good points. I will join the chorus that says you need to write a book. Call it; “Thoughts from a Car Dealer’s Soul.”

  • avatar
    jpcavanaugh

    Although I make my living in a type of collections, these rates and fees really irritate me. Helllooo, everyone – these are SECURED LOANS charging rates usually seen with unsecured credit cards! I understand that these are not the best credit risks, so I understand why they cannot borrow at 5.5% apr. But in a period of historically low interest rates, when I get squat on my interest bearing checking account, I just shake my head at these. If the car is not worth what you are lending, then you shouldn’t lend it. If there is enough value to cover your loan, then why the high rate? They can charge all kinds of fees if a repo and sale are necessary and still take it out of the sale proceeds, so why charge those that don’t default too?

    I will stop short, however, of calling for a new law. There used to be usury laws, but there were always desperate people willing to pay outrageous rates and illegal loan sharks to do the lending (and break their legs when they couldn’t pay.

    It seems that too many go into business today with the idea of fleecing morons instead of serving customers.

  • avatar
    Ralph SS

    Well, as the undercover cop had told Jan many times: “In Jersey everything is legal, as long as you don’t get caught”. Old age and the realization of how many times as a consumer, I have been used and abused by lending “institutions” has led me to ask myself, and now you: why would anyone sign, without council, any contract that has been prepared and reviewed by dozens of lawyers working at the behest of the lender? Of course I realize that doing otherwise would leave many a contract unsigned.

  • avatar
    1996MEdition

    …or you could pay cash and live within your means. If you wish to live outside your means, take another job and work harder. Simple.

    • 0 avatar
      nonce

      Why do you hate America?

    • 0 avatar
      1996MEdition

      Are you referring to the America that is honest, works hard, saves, and invests? Or the America of got to have it now entitlement?

    • 0 avatar
      ClutchCarGo

      “…or you could pay cash and live within your means”

      A great concept for those of us with means. Don’t assume that these loans are being taken out in order to buy more stuff. The bulk of the people seeking loans from pawns are those living at the fringes of the economy, and few of us could “live within our means” if we had to do so on minimum wage. Find a copy of Morgan Spurlock’s 30 Days show where he and his girlfriend try to live on 2 minimum wage incomes for a month. It was pretty grim. The slightest adverse incident can screw up everything for people on the fringe, and facing a financial emergency (like your kid getting sick when your crappy job offers no healthcare insurance) will send you searching for any loan available.

  • avatar
    dastanley

    Title Pawns thrive in rez border towns here in NM. They count on their customers being ignorant (not stupid, just uninformed) and desperate for cash. It’s sad really. Although no one is forcing anyone to use these establishments, many customers have the “now” mentality and don’t want to think about tommorow or next month. Baby needs shoes, car needs tires, junior needs 6 cavities filled with no insurance, roof on the trailer leaks in monsoon season, etc. And although it’s easy for me to be smug and say that I have my financial house in order and would never use a place like that, I’ve sure made my share of other mistakes in life to balance everything out.

    • 0 avatar
      Educator(of teachers)Dan

      +1 from Gallup, NM.

      Oh wait, but we had a new round of regulations passed a few legislative sessions ago! Isn’t it all fixed now? (Right like that’s the way politicians and lobbyists work.)

  • avatar
    Syke

    It’s that “now” mentality that kills. And most people never realize what that “now” mentality keeps them from – the greatest freedom of all: The freedom from owing anybody anything. Which leaves you ability to do as much (or as little) as you want with your life, to go when you want to, to work when you feel like it (or need to, assuming that things get temporarily derailed), to not work whenever you don’t want to.

    Obviously, I don’t do debt And there’s a few compromises in that (my Porsche is 23 years old, not 3), but nothing that’s made my life less appealing. Why would I want to make myself beholden to someone else, just for the latest trendy tennis shoes?

    • 0 avatar
      Monty

      +1 Syke

      And it’s not a compromise, it’s a choice. I don’t feel I’ve made any compromise in continuing to drive my ten year old truck; it’s a choice I make every time I decline to look at a new vehicle.

      I am a partner in a small business, and most of my friends have a much larger income than myself, yet with no debt to service, my wife and I always seem to have much more disposable income on hand for emergencies than most of our friends. One of my friends, so deep in debt that he will be underwater for the balance of his life, pays more in debt service every year (not the actual debt, just the cost of servicing it!) than I make in a year. But you know, he’s got the latest in technology, including a 3-D television, to go along with his 60″ monster TV, several ATV’s, a cottage and much more of the finery and accoutrements of the upper middle-class existence.

      My only form of debt is a mortgage, and what remains of it is less than that of a luxury car loan. It’s also a debt on an appreciating asset, so we don’t feel too bad in paying a few hundred dollars a month for the next seven years.

      I don’t ever consider my choice in life as a compromise. My wife and I happily chose to forego some of the finer things in life to avoid debt.

    • 0 avatar
      thats one fast cat

      @Syke

      Not to mention the 23 year old Porsche is WAY BETTER than the 3 year old one…

  • avatar
    Conslaw

    You mention your Sentra was 0-60 in 10 seconds. It must have been hopped-up. I had a 1983 Sentra hatchback 5-speed manual. My car’s twin was tested by C&D at 11.9 seconds 0-60. In those days, an automatic transmission would add at least 2 seconds to a 4-cylinder car’s 0-60 time. In that case, 13-15 second 0-60 for the predominately automatic-equipped K-cars would be par for the course. Back in those days you often had to turn off the air conditioning to get up to speed on the highway.

    Kids today don’t know how good they have it. Excuse me while I crawl back in my hole in the ground covered by a piece of twig.

  • avatar
    Conslaw

    Oops! I meant to reply to the K-car post. Sorry everybody.

    Re Title pawns – We’ll soon have a new cop on the beat, Elizabeth Warren. The title pawn industry as we know it today will cease to exist.

  • avatar
    econobiker

    “But what if each one of these vehicles had a GPS on it?”

    I wonder if they don’t make the borrower install a GPS unit?

    I know alot of the low end buy here/pay here used car dealers install GPS units in the cars which disable the cars if you don’t make a payment (and No they only disable the car after it is parked and turned off). They then have a keypad for the borrower to punch in a reset number to turn on the car again upon payment of the money owed. This unit also allows the dealer to track the car for recovery if the payments are not made.


Back to TopLeave a Reply

You must be logged in to post a comment.

Subscribe without commenting

Recent Comments

New Car Research

Get a Free Dealer Quote

Staff

  • Contributing Writers

  • Jack Baruth, United States
  • Brendan McAleer, Canada
  • Marcelo De Vasconcellos, Brazil
  • Vojta Dobes, Czech Republic
  • Matthias Gasnier, Australia
  • W. Christian 'Mental' Ward, Abu Dhabi
  • Mark Stevenson, Canada
  • Cameron Aubernon, United States
  • J Emerson, United States