June 5th, 2026 | PayNearMe's Steve Kramer on ‘abandoned carts’; VW Golf's U.S. future
About this episode
Tariffs and compliance are at the center of the discussion around whether Volkswagen can bring back the entry-level Golf in the U.S., with hosts weighing how a 25% tariff could strain the business case and why a lower target like 15% matters. The conversation then pivots to PayNearMe’s Steve Kramer, who explains how auto lenders can reduce delinquency by borrowing “abandoned cart” tactics—tracking payment-flow signals, sending reminders, and recovering declined payments with alternative methods.
Auto loan delinquencies are ticking up and PayNearMe’s Steve Kramer says lenders are leaving money on the table by ignoring a strategy that e-commerce has used for years. Volkswagen could expand its Golf lineup in the U.S. if tariffs cooperate. Plus, Canada’s largest auto workers union is heading into contract talks with a message for the Detroit Three: don’t even think about concessions.
VW dropped the entry-level golf in the U.S. back in 2021
"All right, Jack, so VW dropped the entry-level golf in the U.S. back in 2021. What would bringing it back mean for the brand's positioning here?"
The Volkswagen Golf is a popular small hatchback that’s been around for a long time. Here, they’re talking about Volkswagen stopping the cheapest Golf in the U.S. in 2021, and what it could mean if they start selling it again.
Volkswagen’s Golf is a long-running compact hatchback model line that’s been a core part of the brand’s identity for decades. In this segment, the hosts discuss Volkswagen removing the entry-level Golf from the U.S. market in 2021 and what bringing it back would mean for Volkswagen’s lineup and dealer offerings.
Volkswagen Beetle
"...en people think of Volkswagen, obviously think of Beetle on the bus, but then golf is probably right up th..."
The Volkswagen Beetle is a Volkswagen car with a distinctive, rounded shape. People often recognize it as one of the brand’s most famous models. In the podcast, it’s referenced as a common image people have when they think of Volkswagen.
The Volkswagen Beetle is a classic, rounded-shape Volkswagen model that’s strongly associated with the brand’s heritage. It comes up in conversations because it represents the more iconic, character-driven side of Volkswagen, even as the Golf is often the more mainstream, modern choice. In the podcast context, it’s mentioned as part of the broader “what people think of when they think Volkswagen” idea.
Volkswagen Bus
"...k of Volkswagen, obviously think of Beetle on the bus, but then golf is probably right up there too. An..."
The Volkswagen Bus is a van made by Volkswagen that’s known for being roomy and having a very recognizable look. People often connect it with Volkswagen’s most famous, classic vehicles. The podcast mentions it as part of the list of models people think of when they hear “Volkswagen.”
The Volkswagen Bus (often associated with the classic “Microbus” style) is a distinctive van known for its spacious interior and iconic design. It’s frequently brought up when discussing Volkswagen’s identity because it’s one of the brand’s most recognizable vehicles. In the podcast context, it’s mentioned alongside the Beetle and Golf as part of what people commonly think of when they think of Volkswagen.
Volkswagen Jetta
"So I think it would be a good win for the brand for a couple of different reasons... They've got some crossovers. They've got the Jetta and the Golf GTI and the Golf R, more as like performance vehicles, but generally speaking, the lineup's kind of small."
The Volkswagen Jetta is a smaller car model (a sedan) sold by VW. They mention it here to show that VW doesn’t have a huge variety of cars available at dealerships.
The Volkswagen Jetta is a compact sedan that helps fill out Volkswagen’s U.S. lineup alongside the Golf family. In this discussion, the Jetta is mentioned to illustrate that Volkswagen’s overall dealer lineup is relatively small compared with brands that offer more entry-level options.
the Golf GTI
"They've got some crossovers. They've got the Jetta and the Golf GTI and the Golf R, more as like performance vehicles, but generally speaking, the lineup's kind of small."
The Golf GTI is a sportier version of the regular Golf. In this segment, they’re using it to explain that VW’s lineup at dealers is smaller and leans more toward the fun/performance side.
The Volkswagen Golf GTI is the performance-oriented version of the Golf, known for a sportier driving feel than a standard Golf. Here it’s used as part of the example of Volkswagen’s U.S. lineup being skewed toward higher-performance models rather than a broad set of affordable entries.
the Golf R
"They've got some crossovers. They've got the Jetta and the Golf GTI and the Golf R, more as like performance vehicles, but generally speaking, the lineup's kind of small."
The Golf R is the high-performance Golf. They mention it to make the point that VW’s U.S. lineup is more performance-heavy, not centered on a cheap entry car.
The Volkswagen Golf R is the top performance variant in the Golf lineup, positioned above the GTI. In this discussion, the Golf R is cited to show that Volkswagen’s U.S. dealer lineup includes performance-focused Golfs, which makes the overall lineup feel limited without an affordable entry model.
tariff
"Now, Gruner mentioned tariffs as the deciding factor. What's the realistic threshold where this actually makes business sense for VW?"
A tariff is basically a tax on products that are brought into a country. If the tariff is high enough, the car can cost more to import, which can make it harder for the automaker to sell it at an affordable price.
A tariff is a tax applied to imported goods. In the context of this segment, the hosts discuss how a tariff rate (like 25%) could make an imported entry-level Volkswagen Golf too expensive to sell profitably in the U.S.
15%
"But if that number through talks gets lowered, you know, maybe Gruner talked about like 15% being where Volkswagen would like things to be at, and then even lower from there. That's"
They also mention 15% as a smaller tax rate that would be more workable. The idea is that the lower the tax, the easier it is to keep the car’s price reasonable.
The hosts mention 15% as a lower tariff threshold that Volkswagen would prefer for an entry-level Golf to make business sense. This frames how sensitive pricing and profitability are to import-tax levels.
Volkswagen Tiguan
"...chback, the margins are going to be as great as a Tiguan or a Taos, which are also built in Mexico. So I t..."
The Volkswagen Tiguan is a compact SUV, meaning it’s a larger, higher-riding vehicle than a typical hatchback. It’s meant for everyday driving with extra space. The podcast is pointing out that the Tiguan is a key model when talking about how much money Volkswagen can make and where it’s built.
The Volkswagen Tiguan is a compact SUV designed for families and daily commuting, typically positioned between smaller crossovers and larger SUVs. It’s relevant to the podcast discussion because production location and pricing/margins can make it an important volume model, especially when compared to other similarly built vehicles. The mention suggests the Tiguan’s role in the lineup matters for how profitable or feasible certain strategies are.
abandoned cart strategy
"He joins our own Dan Shine to talk about what an abandoned cart strategy looks like for loan servicing and why a decline payment is actually an opportunity."
An abandoned cart strategy means you follow up with people who started to buy something online but didn’t finish. Here, the same idea is applied to car loan payments—helping people who begin the payment process but don’t complete it.
An abandoned cart strategy is a marketing/retention approach where a business follows up with people who started an online purchase flow but didn’t complete it. In this episode, the host reframes it for auto loan servicing—using reminders and streamlined payment experiences to bring customers back to finish paying.
delinquency rates
"Delinquency rates are ticking up 30-day past dues or some of the highest levels we've seen since the pandemic."
Delinquency rate is how many people with car loans are late paying. If it’s “30 days past due,” it means the payment is at least a month late, which can signal trouble for lenders and borrowers.
In auto lending, delinquency rates measure how many borrowers are behind on their payments. When the host says “30-day past dues,” they mean loans that are at least 30 days overdue, which is a key indicator of credit stress in the auto loan market.
cart abandonment
"It's tracking a key metric, cart abandonment. That's standard in e-commerce. But in loan management and loan servicing, it's not existed."
Cart abandonment is when someone puts something in an online shopping cart, then leaves before buying. The idea here is that auto lenders should measure similar “started but didn’t finish” behavior during loan payment attempts.
Cart abandonment is an e-commerce metric that tracks when shoppers add items to an online cart but leave without completing checkout. The host argues that auto loan servicing should track an equivalent “abandonment” behavior—people starting the payment flow but not finishing—because it can be used to re-engage customers and improve outcomes.
KPI
"They kind of look at you like, huh, I haven't really thought about that. That's a key KPI, right?"
KPI means a “key performance indicator,” basically a number a company watches to see if things are going well. The point is that lenders should track how often people start a payment process but don’t finish it.
KPI stands for “key performance indicator,” a measurable metric used to track how well a process is working. The host uses it to emphasize that loan servicing teams should track an “abandonment rate” (how many customers start but don’t complete payment actions) as a core performance signal.
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