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A DEALER'S JOURNAL

April 2012 Volume 3, Issue 35, Free Publication

The Complete Automotive And Powersports Magazine

A Dealer's Journal 12323 SW 264 Terr Suite 101 Homestead, FL 33032

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The Happenings Section Page 4 The Dunn Report Canada's Corner Page 24 Page 10 PowerSports Section Guide Listings Page 26-29 Page 15 - 18 Dealer Notes Page 30


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April 2012

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World Automobile Auctioneers Championship Held At Sanford Auto Dealers Exchange Sanford, Florida - Sanford ESA; Sandy Schwartz, President selling scores from the prelimiAuto Dealers Exchange has been of Manheim, a subsidiary of Cox nary round will compete in the contracted to host The TwentyEnterprises; Tim Riley, President final championship round. Dinner fourth Annual World Automoof Midway Auto Auction; Neal reception and awards banquet bile Auctioneers Championship Davis, The 1996 World Chamwill be held at Sanford Auto Dealan event where the world’s best pion Auto Auctioneer; Greg Duff, ers Exchange. automobile auctioneers, ringNational Remarketing Manager for Sanford Auto Dealers Expeople and teams compete to win Automotive Credit Corporation; change (SADE) is an independent the coveted title of “World ChamRobert Wagner, Asset Remarketauto auction located in Central pion”. ing National Manager for Hyundai Florida, and a member of the “It is a great pleasure to see Motor Finance Company; Scott ServNet Auction Group. Since the way the best in the business Eyster, Assistant Vice President of its inception in 1991 SADE has come together each year in com- Asset Remarketing for US Bank; become one of the fastest growing petition and fellowship to deterBrian Garner, Remarketing Manauctions in the Southeast atmine The World Champions,” ager for Automotive Resources tending to the remarketing needs said Col. Paul C. Behr, president International; Jack Rennels, Vice of automobile dealers, national of the World Wide College of President of Remarketing for Emfinancial institutions, and lease Auctioneering. The competition is kay Incorporated; Thomas Grady, and fleet companies. For more open to all auto auctioneers and Southeast Wholesale Manager for information, contact Tracy Owens ring-people worldwide who are Avis Budget Group. at Sanford Auto Dealers Exsponsored or employed with an The top 15 auctioneer scores, change, (407) 328-7300x148 or auto auction. top 5 ring-people and top 5 team towens@sanfordautodealers.com. The 2012 World Automobile Auctioneers Championship will be webcast live for the first time, courtesy The Complete Automotive And Powersports Magazine of the National IndeAddress: 12323 SW 264 Terr Ste 101 pendent Automobile Homestead, FL 33032 Dealers Association. 877-331-4350 Toll Free Online coverage 786-347-7480 Fax will be available at www.niada.tv, www. www.adealersjournal.biz niada.com and www. waacnet.net. Twelve Judges have been selected from the auto and auctioneering industry. The Panel of Judges is as follows: Charlotte Pyle, President of the National Auto Auction Publisher: Michelle Dones Association; Christie Assistant Publisher: Linda Clemons King, President of Editor: Patricia Gehring the National AucStaff Writers: Nina Way, Leah Mendoza tioneers Association; Advertising Specialist: Barbara Howe, Jonen Kolker Tom Caruso, CEO and President of ADGraphic Designers: Lynn Martin

A Dealer’s Journal

Circulation Manager: Sue Barnes


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The "Happenings" Section

Sanford Auto Dealers Exchange says Customer Service is what they do best. With 2000+ consignments every week from over 50 new car dealers, it’s a must attend sale. Weekly sales are every Tuesday starting at 2:00 p.m. Call 407-328-7300 to register. McNutt Auto Transport is your Auto Transport Service. McNutt is the only Transport Company that offers you the free price quote generator. It’s quick and easy to move your vehicles with the most reliable transport company in the industry. Reliable Quality service is always a guarantee. Call 800-755-2324 or e-mail sales@McNuttTransport.com. Discover the difference with Dealer Services Corporation. DSC offers innovative solutions, outstanding service, and great people. www.discoverdsc.com Carolina Auto Auction invites you to attend their 22nd Anniversary sale on April 11th. Plan to attend the auction which always offers 8 action-packed lanes in their state-of-the-art facilities. Carolina always have what you need, and you can view, pre-bid, and bid live online at www.carolinaautoauction. com. For more sale information call 864-231-7000. Indiana Auto Auction offers 8 action packed lanes each week with over 600+ vehicles, 4 lanes available online, weekly promo sales, and on site floor planning, what more could you want in an Auction! Contact the sales team at 260-489-2776 for more details. Dealer Licensing in 21 days. Need help Call Rey at 305-758-9321. With locations all throughout Florida and of-

fering services such as Finance License, Corporate Updates, FEIN and Sales Tax Numbers, Bonds and Insurance. Go With The Experts! www.DCSMiami. com Do you have an antique you need appraised? Are you hosting an antique car auction? Collector Cars will come to you. With over 40 years of experience, do business with someone you know you can trust. Call Lew Lazarus today at 888-980-2477 or 815-9830006. You can also e-mail him at carappraisls@aol.com. Calling all dealers, auctions, and dealer suppliers! If you are not a member of the Florida Independent Automobile Dealers Association you are missing out. With a two for one membership package, you have a voice not only in Florida, but in Washington as well. To join or more information log onto www.fiada. com Rawls Auto Auction named the 2011 Auction of Excellence winner for the Southeast Region. Congratulations to Rawls Auto Auction! Check out this months ad on page seven in the magazine for this months sale dates and times, or log onto www.rawlsautoauction.com. ASI is the #1 choice for Management Software at Independent Auto Auctions in North America! Auction Software Incorporated www.aucsoft. com. Manheim Omaha invites you to it’s Annual Special Interest Sale with Red Carpet Reception and Viewing, Thursday, April 19th, 6 p.m. through 11 p.m. in the Manheim Omaha Arena. For more information contact Customer Support at 800-218-4192.

April 2012

The Boat Nanny wants to service your Marina kept boat. Serving all of Southwest Florida. Call 305-281-5620 to set up your monthly maintenance plan. Quincy Auto Auction says “ Mondays are Quincy!”. With 19 years of auction excellence they are the northeast auction to attend. Mike Cooley and the gang have all your needs covered from transportation to online bidding. For more information log onto www.quicyautoauction. com. April 20-21, 2012, FIADA Town Hall Meeting and FIADA Board Meeting, Hilton St. Petersburg Bayfront, $159/ night, Call 800.944.5500, mention FIADA to reserve your room. A Dealer’s Journal is the only automotive and powersports publication that offers you three for one advertising. Print, Online, and Direct E-mail Marketing for one low monthly price. Contact the sales team at 877-331-4350 or at sales@adealersjournal. biz to secure your place today! We are the Complete Dealers, Auction and Powersport Magazine. Attention Dealers, Auctions, Transporters, and Suppliers; Do you have something going on that you would like to share? An upcoming event or special sale? How about a new product release? E-mail us at subscriptions@adealersjournal.biz and tell us about your upcoming event, sale, or special. We will run it in the next issue of A Dealer's Journal in both print and online. And don't forget, we are the only automotive and powersports publication for the industry!


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April 2012

CAR-Research XRM And ADAM Systems Announce Integration

Houston, TX and Spanish Fort, AL - CAR-Research XRM and ADAM Systems announced that they have jointly developed a data integration application for their common customers. The real-time integration provides a bi-directional connection between the CAR-Research CRM and the ADAM Systems Dealer Management System (DMS). The application seamlessly exchanges information for dealership customers, vehicle inventory, repair orders, service history, service technicians and parts special orders. Additionally, desked F&I deals and service appointments can be created in the Car-Research CRM and easily transferred to the ADAM DMS, which saves time and avoids keying errors. “The integration built between these two companies is the best I’ve ever experienced. No batch processes or routines to run,” stated Robert Alvine, president of Premier Subaru, Premier Kia. “The data exchange works so well it allows more time for my team to focus on serving our customers,” Alvine added. CAR-Research XRM has developed a proven singular solution that helps an auto dealership run more effectively and proficiently. It is a web-based, comprehensive CRM solution that helps increase revenue from sales and service, improve customer satisfaction in-

dex (CSI) and service satisfaction index (SSI), and boost the dealership’s gross profit. A dealership can consolidate all its departments into a manageable solution that delivers value through proven processes at every stage of the customer life cycle. “We’re excited about this integration as the CAR-Research CRM now integrates seamlessly and securely with the ADAM DMS, enhancing the efficiency and productivity of our mutual dealer customers. Adam Systems have a wonderful technical team and have been a pleasure to work with,” said Patrick Kelly, President and COO of CAR-Research XRM. Adam Systems provides fully integrated dealer management software to auto and powersports retailers across North America and Puerto Rico. Adam is partnered with leading software providers to create a comprehensive solution that covers all aspects of automotive sales, service, parts, financial reporting, customer relationship management and OEM communications. “This is the most interactive CRM exchange we’ve completed to date.” adds Bruce Weaver, President of ADAM Systems. “The team at Car Research has been great and we hope our current and prospective customers find it to be a useful tool for increasing profits.”

About ADAM Systems: ADAM Systems (http://www. adamdms.com) is a leading provider of DMS solutions in the US and Caribbean basin. We proudly serve over 1,000 dealerships. About CAR-Research XRM: CAR-Research XRM has leveraged its knowledge of the automotive industry to develop a proven singular solution that helps run any dealership more effectively and proficiently. CARInteractive is a web-based, comprehensive CRM solution that helps increase revenue from sales and service, improve customer satisfaction index (CSI) and service satisfaction index (SSI), and boost a dealership’s gross profit. A dealership can consolidate all departments in the dealership into a manageable solution that delivers value through proven processes at every stage of the customer life cycle. CARResearch also includes robust features such as Internet Lead Manager (ILM), Showroom Control Manager, Business Development Center (BDC), Auto-Trade, Database Solution, and Reporting modules to help enhance the customer experience while increasing revenue-generating opportunities and improving staff accountability and production. Additional information is available at http:// www.CARResearchXRM.com

Blog About Your Business For Free At www.adealersjournal.biz And Don't Forget To Find Us On Twitter, Auttr, DealerElite and Facebook.


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BB&T


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April 2012

DealerRater® Enhances Certification Program, Enables Auto Dealers To Boost Consumer Review Counts Across The Web And Better Engage Auto Consumers Waltham, MA - DealerRater, the world’s premier car dealer review web site, announced important enhancements to its DealerRater Push™ product and MyReviews pages, two key features of the DealerRater Certification Program. The new DealerRater Push update will help dealers to build positive review counts and balance their review mix across third-party review sites. In addition, the company’s new additions to the MyReviews employee-specific review pages will allow dealers to better promote individual employees for a competitive edge with new elements such as YouTube videos, as well as a contact form for consumers to connect with dealer employees. “We work diligently to provide Certified Dealers with a comprehensive tool kit for expertly managing and leverage their online reputation,” said Chip Grueter, president at DealerRater. “These latest enhancements to our Certification Program are the first of many exciting changes in the area of product development planned for 2012.” More specifically, the DealerRater Push feature has been expanded to include four more review websites, in addition to Google Places, that dealers can configure and push consumer reviewers to, including Yelp, CitySearch, Insider Pages and Edmunds. For every consumer that now posts a positive review of a Certified Dealer on DealerRater, DealerRater Push will prompt the reviewer to share the review on one of these five influential thirdparty sites, with the specific site

pre-selected by the dealer. “Our Certified Dealer partners have been very successful in soliciting satisfied sales and service customers to write online reviews on DealerRater,” added Grueter. “With the expansion of DealerRater Push, Certified Dealers will build positive online reviews and have the ability to rotate and balance where they send consumer reviews to over time, with the end goal of helping them to balance their reviews across the major third-party review web sites.” In addition to the Push updates, DealerRater has also made enhancements to the MyReviews employee-specific review pages to better help dealers easily promote individual sales and service members, and further increase consumer interaction for a competitive edge, even before the prospect enters the dealer showroom. Enhancements include: • YouTube video uploads. Employees will be able to upload a promotional video that can be displayed for consumers when they visit the dealer’s employee review page on DealerRater. • Dealer’s inventory added to the page. The dealer’s cars for sale listing has been added to the employee review page to complement the existing listing on the Dealer review page. • Consumer contact form. Consumers are able to post a simple message on a contact form that is emailed to the individual employee and/or copied to other dealer staff, based on the choice of the dealer. Dealers may now optionally disable this feature as well if they wish.

• Streamlined, consumerdriven employee tagging process. When posting a review of a Certified Dealer, consumers are now prompted to select the dealer employee name(s) associated with the review, eliminating the prior need for dealers to associate or “tag” their individual reviews to specific dealer employees. DealerRater Push and MyReviews are included within the framework of DealerRater’s comprehensive Certified Dealer Program, a proven online reputation tool for car dealers. Embraced by more than 4,300 car dealers across the U.S. and Canada, the Certified Dealer Program is designed to help car dealerships grow their online presence and achieve higher SEO rankings across the Web. Certified Dealers are able to connect with DealerRater’s 8 million web site visitors while demonstrating an utmost commitment to quality customer service. About DealerRater: DealerRater was founded in 2002 as the first car dealer review website worldwide. DealerRater is the world’s #1 online resource for anyone seeking third-party information on automobile dealerships. DealerRater features more than 41,000 U.S. and Canadian car dealers, 600,000 consumer reviews and over 1,000,000 cars for sale. DealerRater attracts more than 8 million consumers every year who visit the site to search for car dealerships, read current reviews, write their own descriptive reviews, and find car deals all for free.


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April 2012

Top Five Tips For Setting Up Payment Plans At Your Dealership

By: Michelle Dunn Author Of The Guide To Getting Paid

In this economy not offering payment plans is a huge mistake that many businesses make. When people are out of work, losing their homes and unemployment benefits have run dry if you don’t offer payment plans you may not get paid at all. Offering realistic options to customers that are having trouble making a full payment can help you re-coup your money. When setting up a payment plan: 1. Review your customers history before you call, or if they call you pull up their account on your computer. 2. Have a plan. Have two or more options for payment arrangements in mind before you

make the call. Listen to the customer and be ready to offer them two solutions so they have a part in choosing one. This increases your chances of getting paid. 3. Repeat everything about the payment plan to the customer. When you hang up, send a letter confirming every detail of the call. For example, Dear Joe, as per our conversation today, insert date, you will mail $250.00 each Friday, beginning Friday (insert date). Then outline the other payments. When you receive a payment send a letter thanking them for the payment and letting them know the new balance and when the next payment is due. 4. Get it in writing and have the customer sign it and return it to you. Have a standard form or

have them sign the payment plan confirmation letter. 5. Follow up and follow up. If you don’t follow up and stay on the customer during the payment plan – don’t bother doing 1-4 you will have wasted your time. Michelle Dunn is an award winning author and columnist frequently featured in the Wall Street Journal, CNN and Forbes. Look for her newest book by Wiley Publishing titled, “The Guide to Getting Paid, weed out bad paying customers, collect on past due balances and avoid bad debt”, available now everywhere. Also check out her new titles on Kindle. Visit Michelle online at MichelleDunn.com & Credit-andCollections.com

Careening Toward Ballot, Auto Repair Bill Makes Beacon Hill Pit Stop

Boston, MASS. — Massachusetts would be the first state to pass such a law. Similar measures have failed in several other states. For almost a decade, Congress has considered legislation resembling the Massachusetts bill, but it is not poised to be taken up by congressional committees this year, according to opponents. Rep. Paul Brodeur (D-Melrose) questioned if the legislation or ballot question would ignite a court challenge based on federal interstate commerce laws. Godlewski said the scope of the legislation and time set for compliance could be “fertile ground” for litigation. The bill’s supporters said Massachusetts consumers overwhelmingly favor the idea of auto manufacturers releasing the re-

pair information. Polls conducted by the Right to Repair Coalition show 83 to 87 percent of the public supports the bill, according to Kinsman. “Why is that? Because consumers want choice and fairness,” he said. He handed committee members a petition signed by 250 firefighters who support the bill. But the Massachusetts Police Association submitted written testimony against the measure, citing law enforcement security concerns about using a single universal online interface to coordinate repair diagnostics for all onboard vehicle systems. John Paul, from AAA, said the auto association surveyed its members which accounts for approximately 50 percent of the state’s driving population and

found that 87 percent of its members favor the legislation. Ray Magliozzi, part of the famed Boston radio duo Click and Clack who hosts Car Talk, said he favors the legislation because there are certain repairs independent shops cannot make once a car is off warranty. Magliozzi, who operated an auto repair shop in Cambridge for 31 years, said bill would protect consumer choice. Auto manufacturers argue that the diagnostic standard tool known as the J2534 - is already outdated, will not work on all vehicles, and by locking it into statute, it inhibits innovation. Frank Kirch, a senior planning engineering at Chrysler, said car manufacturers make available to anyone who wants to purchase the tools the same service and Continued On Page 22


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April 2012

Three Industry Leaders Honored With Award And Donation To NAAA Scholarship Fund

Las Vegas, NV- The National Auto Auction Association (NAAA) has recognized three individuals as Warren Young, Sr., Fellows for their personal achievements and professional contributions to the auto auction industry. The honor was presented during the 2012 NAAA/CAR Conference held at Las Vegas, Nevada, in March. Receiving the lifetime distinction were Dave Alfonso, National Auction Sales Manager, Kia Motors America; Lynn Weaver, General Manager, Harrisburg Auto Auction; and Ken Osborn, General Manager, ADESA Dallas. The NAAA, which represents more than 300 auction members in North America, bestowed the award with a $2,500 donation in each of their names to the association’s nonprofit Warren Young,

Sr., Scholastic Foundation. A Fellow is an individual who contributes at that level, or in whose honor or memory a contribution is made in that amount, to the scholarship organization. “It is our pleasure and privilege to honor these three industry leaders for their hard work, dedication and commitment to excellence,” said NAAA President Charlotte Pyle. “ Their efforts have made a major positive mark on the remarketing world and provide an outstanding example of professional accomplishment to future generations in our business. That’s why we feel this is a fitting tribute because their fellowships will endow the dreams of higher education and achievement for many deserving students.” Since its creation in 2004, the

Warren Young, Sr., Scholastic Foundation has raised more than $1.25 million and awards a total of $40,000 in merit scholarships annually for full-time study at an accredited institution. It was named in honor of Warren Young, Sr., a pioneer of the auto auction industry who retired after 35 years of devoted service to his profession and the NAAA. Alfonso, Weaver, and Osborn join an exclusive group of 60 others who have attained this recognition over the years. They receive a framed commemorative certificate, a gold medallion, and a distinctive lapel pin. Also, their names will be engraved on a plaque beside their esteemed Fellows, which is permanently displayed at NAAA headquarters near Washington, D.C.

NAAA President Charlotte Pyle Honored As “Remarketer Of The Year”

Las Vegas, NV – Charlotte Pyle, president of the National Auto Auction Association (NAAA), has been named “Remarketer of the Year” by Bobit Business Media. The honor was presented during the 2012 NAAA/CAR Conference held at Las Vegas, Nevada in March. The award recognizes an individual in the remarketing industry for his or her outstanding efforts in encouraging the use of best practices and embracing innovations while moving the industry forward with professionalism and the highest standards. Also, the recipient actively shares expertise and skills to advance the industry, participates in industry associations and groups, and serves as a mentor or role model in developing the next generation of remarketing professionals. “Charlotte Pyle is the perfect embodiment of the values and

principles of our award,” said Mike Anitch, associate publisher and editor at Bobit. “Her energy, dedication and passion for improving the industry and cultivating its future leadership serve as an example to us all.” Pyle, with her husband Joe, owns and operates two independent auto auctions in West Virginia. Mountain State Auto Auction in Shinnston opened in 1987 and was followed nine years later by the second, Capital City Auto Auction in St. Albans. Only the second woman to serve as NAAA president in the organization’s 64 year history, Pyle has been an active member since attending her first association conference in 1989. She has worked on special projects for 10 presidents and served on numerous committees, including the association’s Convention Committee and the 2004 Taxa-

tion Task Force. In addition, Pyle was southern zone chairman of the board, NAAA Independent Auction Committee co-chair and customer relations co0chair before becoming vice president and president-elect in 2010. She considers a number of projects among the highlights of her NAAA involvement thus far, including her work in helping to pass the Three Strikes Rule, her efforts on behalf of NAAA’s Warren Young, Sr., Scholastic Foundation and her success as zone president in adding educational content to the annual meetings, which has since become standard practice for the association as a whole. One of Pyle’s initiatives as president, the NAAA Dynamic Leadership Institute presented by the Disney Institute for professional development and teambuilding, sold out due to an overwhelming response.


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2012

From Left: Frank Hackett, NAAA CEO; Fellow Recipent- Lynn Weaver, General Manager of Harrisburg Auto Auction, and Charlotte Pyle, NAAA President.

From Left: Frank Hackett, NAAA CEO; Fellow Recipent- Ken Osborn, General Manager of ADESA Dallas, and Charlotte Pyle, NAAA President.

Charlotte Pyle NAAA President

Charlotte Pyle NAAA President (left) is honored with the Bobit Media Business Remarketer of the Year Award. Mike Antich Executive Editor of Bobit Business Media (right) presented the award at the CAR Conference in Las Vegas, Nevada.

From Left: Frank Hackett, NAAA CEO; Fellow Recipent- Dave Alfonso, Remarketing Manager of Kia motors America, Inc., and Charlotte Pyle, NAAA President.


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April 2012

Coda Sells First Three Battery-Electric Cars To California Customers Newest US-Based All-Electric Vehicle Manufacturer Celebrates the Start of Consumer Sales

LOS ANGELES, CA - California drivers bid farewell to the gas pump and enthusiastically picked up the keys to their all-electric CODAs from their local CODA dealers. CODA Automotive executives and dealer representatives celebrated the first three sales of the all-electric 2012 CODA five passenger sedans across the state. “Watching our dealers deliver the first vehicles to customers is an incredibly fulfilling milestone,” said Phil Murtaugh, CODA Holdings CEO. “All three customers share our conviction that advances in technology can help solve the energy challenges that have weighed down our economy and our environment for decades, and we’re thrilled to have them help bring us one step closer to fulfilling our founding vision.” CODA’s Los Angeles customers were joined by Mr. Murtaugh and owner of the CODA Los Angeles dealership, Dana Martin, at the CODA Los Angeles Experience Center. Carmen of Los Angeles, an eco-conscious advertising executive, and Daniel Weiss; CODA Holdings founding investor and board member, and Angeleno Group co-founder and managing partner; are now proud owners of a black and white CODA, respectively. “We’re thrilled to deliver the first CODA sales here in CODA’s backyard,” said Martin. “We feel that Los Angeles is filled with committed drivers like Carmen and Daniel, who want an all-electric sedan that has reliable range, comfortable configuration, access to the carpool lane and leaves home fully charged each morn-

ing.” The first CODA owner in Northern California is Randy of Redwood City, a pilot with a passion for technology. CODA Executive Chairman Mac Heller and President of Del Grande Dealer Group (DGDG) Shaun Del Grande delivered a silver CODA to the new EV owner. “We’re delighted to offer the all-electric CODA to Randy and many more Northern California drivers in the near future,” said Del Grande. “As the first deal-

ership in the area to offer the CODA, we’re excited to provide Northern California drivers with what they want: a reliable range, zero emission sedan and ultimately, the option to be independent from fossil fuels.” All early reservation holders were selected based on the vehicle specifications they requested and will automatically receive a numbered plaque located on the center console and custom key chain. Commemorating the start of the CODA movement, the first 500 retail vehicles come with the limited edition features to signify that the EVs are among the first CODAs to hit the road. The new 2012 CODA is the first all-electric five-passenger, mid-size sedan with full rear seating and trunk space that meets American drivers’ daily transpor-

tation needs without an ounce of gasoline: Best-in-class(i) EPA range rating: The 31kWh 2012 CODA mileage vehicle features 88 miles per charge. Depending on driving habits, it can be driven up to 125 miles(ii) on a single charge, nearly four times the average daily commute(iii). Best-in-class range per dollar: The 31kWh 2012 CODA has an MSRP of $37,250, and can go up to 125 miles on a single charge. In California, federal and individual state tax saving and credits may bring the price down to $27,250(iv). Fast and easy recharging: An unbeatable 6.6kW onboard charging capability provides a full charge in about six hours on 240 V (Level 2 EVSE). Dependable range: The active thermal management system provides constant battery care by keeping the battery pack at its optimum temperature in hot and cold weather conditions. The best EV battery warranty: The electric vehicle sedan is powered by an efficient Lithium-iron Phosphate (LiFePO4) battery pack with an industry leading 10-year, 100,000-mile limited battery warranty. About CODA Automotive Headquartered in Los Angeles, CODA Automotive is a privately held company that designs, manufactures and sells all-electric vehicles. The first CODA EV is a zero emission four-door, fivepassenger sedan with a full-size trunk that is designed to meet American drivers’ daily transportation needs. For more information, visit www.codaautomotive. com.


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A Dealer's Journal

PowerSports Section

PAGES 15 - 18

Dealers Are Optimistic About Selling Season By: A Dealer’s Journal Staff

Dealers are generally more optimistic toward the upcoming boat-selling season than they have been in the last few years, according to a report from Longbow Research. “On average, our dealer contacts have experienced growth of about 14 percent so far during the first quarter (6 percent in January and 21 percent in February),” the report said. “While these numbers were clearly aided by unseasonably warm weather and [comparing] against exceedingly small numbers from a year ago, our dealer contacts are generally more optimistic towards the upcoming season than they have been in a handful of years.” Although attendance was up just 1 to 2 percent at recent boat shows, the analysts said sales at the shows seem to be up considerably more. Among Longbow’s contacts, sales at the Miami, New York, Fort Lauderdale, Minneapolis, Fargo, Baltimore and New Jersey boat shows were all up.

Dealers reported flat year-to-year sales at the Atlantic City show and lower sales were reported at the Mid-America (Cleveland) Boat Show. “While we believe attendance is normally positively correlated with sales, the true indicator of a

boat show’s success are the number of sales and sales leads which result from it,” analysts said. ”On this front, the majority of our contacts reported significantly better results than in the prior year, citing particularly strong interest in boats at the high and low end of the price spectrum. For boats in the 25- to 40-foot range, demand is beginning to return, although dealers say that these consumers are still deal-conscious and at least as inclined to buy a used boat as new.” Another cause for cautious

optimism: Average inventories are now in line with desired levels, an improvement from the inventory shortages that were reported late last year. Longbow based its report on more than 25 domestic powerboat dealers it contacted to gain insight into trends in demand, pricing, inventory levels and market share in the January-February 2012 time frame and the outlook for the next 12 months. The geographic breakdown of the contacts was 22 percent East Coast, 22 percent Midwest, 26 percent South and 30 percent West Coast. “Outlook among our contacts is predominantly positive, although with the significant caveat that rising gas prices may end up being a drag on 2012, particularly among the priceconscious customers who buy smaller (less than 25-foot) boats,” the report said. “While the exact relationship between boat sales and gas prices remains unclear, even to dealers, it is apparent that certain thresholds in fuel prices (i.e., $4-a-gallon gas) represent a psychological barrier for many customers with regards to the ultimate in discretionary purContinued On Page 17


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April 2012

Bel-Ray Expands Innovative Lubricant Advisor on Bel-Ray.com Continually at the forefront of technology in the specialty lubrication arena, Bel-Ray is pleased to announce the expansion of its innovative Lubricant Advisor, a tool which allows Bel-Ray customers to identify the ideal lubricant solution for any application. Located on the company’s website, www.belray.com, the Lubricant Advisor caters to the Motorcycle, ATV and Mining market segments. Bel-Ray is first to offer this type of lubricant advisor technology to the market place, covering multiple market segments and applications. “Our lubricant advisor is all about empowering our customers with information that allows them to make informed decisions,” said Jennifer Liquori, Bel-Ray’s Chief Operation Officer. The Motorcycle and ATV Lubricant Advisor com-

piles data that includes nearly every motorcycle and ATV produced around the world. The Mining Lubricant Advisor is the one stop source for all heavy equipment lubricant needs. Critical information regarding important lubrication is included in each easy-to-use lubricant advisor interface. Eliminate the guesswork and the errors associated with complex decisions such as fill quantities, service intervals and recommended products. These aspects are all easily accessible via a simple drop down menu, allowing for quick and accurate lubrication choice for all machine operators. Empower yourself and your equipment with Bel-Ray’s comprehensive group of lubricant advisors and get the most from your machinery. Visit the Lubricant Advisor today on your computer or mobile device.

Bel Ray Company Inc was founded in 1946 and is a privately held, woman owned business serving the lubrication needs of powersports, industrial and mining customers worldwide. BelRayis recognized as the leader in the specialty lubricants industry with products formulated for the motorcycle, automotive, aviation, energy, food, marine, military, Industrial steel, and textile industries. “Flex Your Engine” with BelRay’s superior Powersports line that delivers top quality Made-inthe-USA products to motorcycle and recreational vehicle enthusiasts around the world. Bel-Ray products are available at powersports dealers worldwide. Visit Bel-Ray.com for a complete dealer listing.

MILWAUKEE,WI - ARI Network Services, Inc., a leading provider of technology-enabled DaaS and SaaS business solutions that help dealers, distributors and manufacturers increase revenue and reduce costs, announced that Fidelitone Inc., located in Wauconda, Ill., has licensed DataStream(TM) for a national retailer with 1,800 locations nationwide. Under the multi-year agreement, ARI will provide Fidelitone with electronic parts catalog data for multiple leading outdoor power manufacturers, including Ariens, Briggs & Stratton Corporation, MTD and Toro. “We selected ARI and DataStream based on ARI’s more than 30 years of experience and

expertise in converting disparate manufacturer data into a normalized, easy-to-use format,” said Josh Johnson, President of Fidelitone. “Working with ARI will allow us to quickly and cost-effectively deploy accurate parts catalogs into our customer’s channel to help them support their service efforts.” “We’re excited about the opportunity to stream real-time, enhanced parts data to Fidelitone that will allow their business alliances to look up and order parts,” said Roy W. Olivier, President and Chief Executive Officer at ARI. “This relationship aligns perfectly with our core strategy of leveraging our comprehensive library of parts data from more than 125 of the leading manufacturers in

the outdoor power, powersports and marine industries to help our customers sell more whole goods and PG&A.” About Fidelitone Inc. Fidelitone Inc. is an industry leader in 3PL and supply chain performance that delivers valueadded solutions for business partners and their clients. A privately-held company headquartered near Chicago, Fidelitone Inc. has more than 28 locations and 500 employees worldwide. An an innovator within the logistics industry since 1929, expertise includes: Supply Chain Management, Inventory Planning, Warehousing, Fulfillment, Last Mile Delivery, Reverse Logistics, and Parts Logistics. Please visit www.fidelitone.com .

By: A Dealer’s Journal Staff

Fidelitone Selects ARI’s DataStream(TM) Data-as-a-Service (DaaS)


April 2012

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Page 17

Cont: Dealers Are Optimistic Continued From Page 15

chases.” Anecdotally, a few dealers also told Longbow they are having a difficult time getting floorplan financing for boats that are 10 years old or older. “This waning supply of used boats, combined with consumers who are still bargain-conscious, has produced a dynamic where used boats are often selling for a few thousand dollars above list price because consumers would rather slightly overpay for a used boat than shell out full price for a new one, particularly in the midsized range of cruisers and fishing boats,” analysts said. From 2000 to 2007, new-boat sales represented roughly 27 percent of total sales (new and used combined). This number

has come down dramatically and appears to have bottomed in 2010 below 16 percent of total sales. “While progress has been extremely slow, we believe 2011 new-boat sales represented between 16 percent and 17 percent of total boat sales, and that based on anecdotal feedback from dealers we should expect continued improvement in 2012,” according to the report. “Brunswick continues to be one of our favorite names, given what we believe is considerable macro-independent growth in combination with even more dramatic macro-driven upside in 2012 and beyond,” according to analysts, who said they remained “neutral” on MarineMax. “We are leaving our estimates unchanged for [Brunswick], given

(1) what appears to have been a weather-driven boost to sales across the power sports industry that may or may not translate into comparable (or any) 2012 growth, and (2) a history of boat show trends that are not necessarily indicative of full-year boat industry trends,” the report states. “We did, however, revisit our estimates for [MarineMax] and, while we are leaving our top-line estimates unchanged, we are lowering our gross margin estimates by 40 [basis points], which we believe represents a more realistic margin expansion target of 100 [basis points] for the year,” according to the report. “The result is a reduction in our full-year EPS target from a 20-cent loss to a 30cent loss.”

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April 2012

RedBumper’s Smartphone-Now Installing At Auto Dealerships By A Dealer’s Journal Staff

RedBumper, a new breed automotive inventory management company, today announced that its launch at the NADA convention in February was very successful and has created high demand; RedBumper is currently installing at the rate of well over 100 dealerships per month. The company will be demonstrating its entire new product suite at the 12th Digital Dealer Conference & Exposition, April 3-5, in Orlando, FL, booth # 232. Commenting on his dealership’s recent installation, Tim Ginther, general sales manager with Phillips Toyota stated, “RedBumper has finally listened to what the industry has been asking for -- technology that enhances your processes. Working with the team at RedBumper has forever changed the way we do business at Phillips Toyota. They not only provide the best analytics in the industry, but they listen to what their customers need and make our jobs a whole lot easier.” The new system is entirely Smartphone-centric and untethers users from the desktop computer terminal. It’s harnessed the power of the industry’s most complete and intuitive inventory management system and put it all

wherever dealers need to use it. It enables auto dealers to achieve faster turns, higher profits and volume sales, all at around ½ to 1/3 the cost of current products on the market. It also enables dealers to capture any and all inventory opportunities including existing service customers, tradeins, auctions, and private consumer listings. RedBumper was founded by Bruce Thompson, former CEO and founder of American Auto Exchange (AAX). Thompson is credited for creating and pioneering the modern day inventory tools that are broadly used in dealerships across the United States. When AAX was acquired by JM Family Solutions in 2005 it was the management tool of choice for 4 out of the top 5 largest dealer groups in the country. Thompson is once again introducing revolutionary tools to the industry with the launch of RedBumper, which offers tools and efficiencies that are far beyond anything available on the market today. “RedBumper is the first real mobile inventory management system that is not only intuitive, but also the most powerful on the market. RedBumper’s mobile platform enables auto dealers to capture EVERY imaginable source

of inventory, and it’s completely mobile. I promise you there is nothing quite like it on the market and we are going to keep pushing the envelope. This is just the beginning,” Thompson said. About RedBumper: RedBumper is a new breed automotive inventory management company created by Bruce Thompson. Thompson is widely credited for pioneering modern day inventory management when he introduced new tools to the industry in 2001 with American Auto Exchange (AAX). RedBumper is a very powerful next generation system offered on a flexible Smartphone-centric platform, with tools that are both innovative and intuitive. Its objective is to streamline auto dealer workload by delivering a system that is simple to use and direct. RedBumper prides itself for delivering ground- breaking tools that give auto dealers a significant competitive edge by being first to market. Creating the most powerful suite of tools on a flex platform allows RedBumper the opportunity to reduce much of the cluster and redundancy prevalent in current market products. It enables auto dealers to turn inventories faster while realizing more profit, month after month.

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Page 19

Auction Software Incorporated® 518 Signal Hill Drive Extension Statesville, NC 28625 Phone: (704) 872-2458 Fax: (704)-873-6119

www.aucsoft.com

ASI would like to Congratulate Norwalk Auto Auction, as Westlake Financial Services just named them as their overall 2011 Auction of the Year, and Dealer’s Auction of Idaho was recently names Top Loyalty Sale Auction as well as Most Improved Auction for 2011! Congratulations to both!

ASI is the #1 choice for Management Software at Independent Auto Auctions in North America!


Page 20

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April 2012

ServNet Hits 30-Auction Mark With Addition Of Two Locations

Sanford, FL - ServNet welcomes two auctions to its network of independent facilities: Cocoa Auto Dealers Exchange (CADE) and Sanford Auto Dealers Exchange (SADE). Located in central Florida, the sister auctions are owned by Michael Tumminello and Jeff Brody. The two facilities were officially added to ServNet’s roster on March 1, 2012, by unanimous consent of ServNet’s auction owners. “We have reached an historic milestone with the addition of CADE and SADE,” said Pierre Pons, ServNet’s CEO. “Thirty locations has always been a target for ServNet, and we are thrilled to arrive at that goal with two auctions with a firm foothold in Florida’s vibrant marketplace. Now 30 members strong and with

locations in 23 states, ServNet’s impact on the marketplace reaches from coast to coast: from New England to California, and

Michael Tumminello and Jeff Brody, owners of two new ServNet auctions: Cocoa Auto Dealers Exchange and Sanford Auto Dealers Exchange, both in central Florida.

from Florida to Alaska.” “We welcome two great auctions from the Southeast, both known for their commitment to service and dedication to the in-

dustry,” said R. Charles Nichols, ServNet’s president and owner of BSCAmerica’s Bel Air and Tallahassee Auto Auctions. “Michael Tumminello and Jeff Brody are strong auction owners who bring a wealth of experience and insight to our table. I look forward to serving our industry with them both.” Sanford Auto Dealers Exchange has been serving the buyers and sellers in central Florida since 1991, and has been familyowned and operated since its inception. Located on 70 acres just north of Orlando, SADE holds a sale every Tuesday at 2 pm. The auction runs an average of 1600 vehicles a week on six lanes, with consignment from rental companies, banks and area dealers. Cocoa Auto Dealers Exchange was Continued On Page 25


April 2012

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April 2012

Cont: Careening Toward Ballot, Auto Repair Bill Makes Beacon Hill Pit Stop Continued From Page 10

diagnostic information provided to dealers. Kirch said dictating a specific diagnostic tool in the law would “freeze technology forever.” Other opponents said repair information is readily available to technicians willing to pay for it. James Boyle, the president of the Massachusetts State Auto Dealers Association, told a story about a technician at his GMC dealership fixing a Honda using his iPhone, on which he had purchased a diagnostic application. Scott Sanford, who owns independent repair shops in Acton and Concord, said the iPhone app is fine for repairing some ancillary problems. But the real issue is the manufacturer specific codes that have not been released to the independent repairers, Sanford said. He cited Volvos and BMWs as two makes that often wind up towed to a dealership because

independent shops cannot make simple repairs without codes. “You are getting a lot more of that now as the vehicles get more complex than you used to see five to 10 years ago,” Sanford said. Opponents argue they are trying to protect intellectual property that car manufacturers have developed. The AFL-CIO is against the bill and the ballot question because it would negatively impact American car manufacturing jobs, Tim Sullivan, legislative and communications director, said after the hearing. “For us it is a question of what has been happening to American manufacturing jobs in this country,” Sullivan told the News Service. “We should not be engaged in a self-inflicted wound for the benefit of the large auto parts markers.” Sullivan said the large nation-

al auto part makers would use the proprietary information and intellectual property car manufacturers developed and “ship jobs to China” to make cheaper parts. Rep. Daniel Winslow (R-Norfolk) was the one legislator who testified during the four-hour hearing. It is government’s responsibility to step in “when there are restraints on competition,” he said, adding he would rather see it resolved by the Legislature than sent to voters in a ballot question. Winslow criticized House and Senate leaders for not bringing it to a vote. In previous sessions, similar versions of the bill have passed in the Senate but failed to gain traction in the House. “I would encourage the proponents to work through legislation,” Winslow said. “If we fail to do that, then let democracy prevail.”


April 2012

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Page 23

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April 2012

AUTO DEALERS NEED SUCCESSION ADVICE

By: Leah Mendoza

Do you have a car dealer as a client? There’s a 1-in-3 chance they will be retired in the next year, according to the 2011 PwC Automotive Dealer Trendsetter Survey. The report says 30% of dealerships will be out of business in the next 12 months. Those that survive may be looking to you for advice on business expansion. Auto dealers surveyed by the PwC, excluding dealerships controlled by groups, also clearly expressed their plan to be completely out of their business within 10 years, meaning that there could be a complete “changing of the guard” at single point dealers across Canada by 2021. “With so many auto dealers planning to leave, the potential for further dealer consolidation and the rise in new owners is expected to be high,” says Damian Peluso, national automotive leader of the PwC. “There’s going to be an unprecedented opportunity for existing dealer groups to acquire additional stores.” The possibility of “new blood” taking or acquiring dealerships is also expected to increase, but 38% of current dealers are not

expecting to transfer ownership to a third party. Instead, 74% would like to keep the business within the family since 87% have more than half of their family’s wealth tied up in their business, including the related real estate. In spite of the widespread desire to hand the dealership down to a family member, less than half of those surveyed have faith that this goal will actually be achieved. “The lack of planning and transition strategy is a contributing factor as to why the likelihood of a family succession will be unsuccessful,” says Dennis DesRosiers, president of DesRosiers Automotive Consultants. “Whether dealers are preparing to sell or not, good succession planning has never been more critical, given the economic instability we see in the world today.” The survey found that 45% of auto retailers today do not have a succession plan—only a slight improvement from the 48% in 1997. In addition, only 50% of dealers have a management transition plan in place, with less than 60% of current dealers have discussed their transition plans with family members.

Fewer than 25% have discussed the plan with executors and only 9% have discussed the future with their powers of attorney. Not surprisingly, based on the survey data, little more than half (64%) of dealer principals actually understand the financial consequences of their wills. Peluso adds, “Of those dealers who have plans in place, many of them are inadequate and incomplete, and the problem stems from defining what a succession plan actually is, since it means different things to different people.” Awareness and education about succession planning is key. With a plan in place, families can ensure that their family wealth is protected and put into the right hands. “Once dealer principals have put a plan in place they need to properly educate those impacted by the plan such as family members and employees across all levels,” says Peluso. “A lack of awareness about succession planning can lead to a less than optimal plan and significant challenges down the road.”

AIA Canada Supports R&D For Innovation And

Competitiveness In The Canadian Automotive Sector

By: Leah Mendoza

Gary Goodyear, Minister of State (science and technology) recently announced six new projects that will be funded with support from the Automotive Partnership Canada initiative and the automotive industry, allowing the automotive sector to significantly enhance the efficiency of vehicles on Canadian roads. Global economic challenges are turning the automotive industry in new directions and the Automotive Partnership Canada initiative’s funding provides com-

panies, both in manufacturing and in the aftermarket, greater opportunity to stay at the forefront of innovation. Newly funded projects such as the Long-Lived, High-Energy-Density and LowCost Lithium-Ion Batteries for Automotive, Grid Energy and Medical plan would enable batteries to last longer and would benefit not only the automotive industry, but Canadian drivers as a whole. Results from the 2011 Canadian Automotive Aftermarket Demand Study, prepared by DesRosiers Automotive Consultants for

the Automotive Industries Association (AIA) of Canada, revealed that 5.6 out of 100 vehicles that come into shops require battery replacement. New technology could enable vehicles to stay on the road longer and perform at higher levels of efficiency. The AIA Canada fully supports initiatives that enable partnership between the automotive aftermarket industry and government and looks forward to new projects that will help our industry keep vehicles safe and improve their environmental performance.


April 2012

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Page 25

Cont: ServNet Hits 30-Auction Mark With Addition Of Two Locations

Continued From Page 20

SANFORD AUTO DEALERS EXCHANGE

founded in 2007, and is located on Florida’s east coast, only four miles from the intersection of Interstate 95 and the Beachline Expressway. Sellers and buyers from throughout the south gather at CADE every Thursday at 4:30 pm to bid on over 400 new car trades, repos and dealer consignments each week in four auction lanes. “Jeff and I are very pleased that that our facilities have joined the ranks of the ServNet auction group,” said Tumminello. “Associating with the finest independent auctions

in the country and the auction owners who contribute so much to our industry is a tremendous honor. We’re looking forward to the industry visibility that ServNet is certain to bring to our auctions, as well as the many opportunities we will have to expand the level of service we offer at CADE and SADE.” ServNet is the nation’s premiere network of independent auto auctions working together to strengthen and build business relationships.

Since 1988, ServNet member auctions have provided a full range of remarketing services to its customers, including the best auctioneers, inspections, reconditioning, transportation assistance and inventory financing. For more information about ServNet and ServNet member auctions, go to www.servnetauctions.com. ServNet’s corporate headquarters are in Franklin, TN and may be

reached at (615) 599-4600.

1600+ Units

200+ Units Every Week @ 3:00 p.m.

every Tuesday @ 2:00 p.m.

PH: 407-328-7300

www.sanfordautodealers.com

Other GM Independent Auto Auctions Servicing You:

Tuesday GM Closed Sales Brasher’s Salt Lake Auto Auction Salt Lake City, UT (801) 322-1234 www.brasherssaltlake.com Dealers Auto Auction Of Oklahoma City Oklahamo City, OK (405) 947-2886 www.daaokc.com Dealers Auto Auction Of The Rockies Denver, CO

(303) 289-7716

www.daarockies.com EL Paso Independent Auto Auction (ALLY Open Sale Only)

El Paso, TX

Buy Online Via

(915) 496-6000 www.epiaa.com Greater Milwaukee Auto Auction Milwaukee, WI (414) 365-3500 www.greatermilwakeeautoauction.com Greensboro Auto Auction Greensboro, NC (800) 772-9898 www.greensboroaa.com Mid-South Auto Auction Pearl, MS (601) 956-2700 www.midsouthaa.com

Sanford Auto Dealers Exchange (ALLY Open Sale Only) Sanford, FL (407) 328-7300 www.sanfordautodealers.com

Wednesday GM Closed Sales Bel Air Auto Auction Bel Air, MD (800) 764-7400 www.belairautoauction.com Columbus Fair Auto Auction Columbus, OH (614) 497-2000 www.cfaa.com DAA Northwest (ALLY Open Sale Only) Spokane, WA (509) 244- 4500 www.daanorthwest.com

Dealers Auto Auction of Alaska (ALLY Open Sale Only)

Anchorage, AK

(907) 563-8343 www.daaofalaska.com

Flint Auto Auction Flint, MI (800) 280-0034 www.flintaa.com

Thursday GM Closed Sales ABC St. Louis Centreville, IL (618) 332-1227 www.auctionbroadcasting.com Brasher’s Idaho Auto Auction Boise, ID (208) 345-7345 www.idaa.com

Greater Rockford Auto Auction Rockford, IL (800) 830-4722 www.graa.com

Pittsburg Independent Auto Auction New Stanton, PA (724) 925 -4700 www.pittautoauction.com State Line Auto Auction Waverly, NY (607) 565-8151 www.statelineauto.com

Southern Auto Auction East Windsor, CT (860) 292-7500 www.southern-aa.com

For More Information On These Independent Auctions, Visit GMOnlineAuctions.com


Page 26

The Auction Guide Alabama South Alabama Auto Auction LLC

Alaska Dealer's Auto Auction of Alaska Arizona Manheim Tucson Arkansas Arkansas Auto Auction California Canada CAG Vancouver Colorado Colorado Auto Auction Connecticut Central Auto Auction 185 Welton Street Hamden, CT. 06517(New Haven) Phone: 203-787-2277 Fax: 203-787-6564 E-mail: info@centralaa.com www.centralaa.com Pres./Gen. Mngr: Peter Saldamarco, V.P./ Acting Office Mngr:Sally Saldamarco, Sales Mngr: Anthony Saldamarco, Operations Mngr: Michael Saldamarco, Dealer Liaison: Tori Richnavsky, Ove. Com Coordinator: Elise Gallup, Fleet Liquidation Specialist for Banks, Credit Unions, Leasing Companies, Rental Companies, Ect. #1 Choice of Commercial Consignors serving New England and New York, Best Pricing, Best Service, and Superior Results. Sales every Tuesday at 10:30 a.m. Dealer Consign, Absolutes, Repo's, F/L, New Car Dealer Trades, Utility Vehicles, Municipalities, Donation Vehicles, INOP Sale Via Slide Show Live & Online Thursdays 9 a.m - 4:30 p.m. Sealed Bid Sale, at www.ove.com 24/7. Transport, Detailing, Mechanical, Body Shop, PDR, Chip & Scuff Touch ups, MAFS, DSC, AFC, Auto Use, Major Credit Cards/Sale Streaming Live at www.centralaa.com

www.adealersjournal.biz

Delaware Delaware Auto Exchange Florida BSC America Tallahassee Auto Auction 5249 Capital Circle, SW Tallahassee, FL 32305 www.bscamerica.com Phone: 850-878- 6200 Fax: 850-942-9830 E-mail: drodriguez@bscamerica.com General Manager: Doug Rodriguez Operations: Manager: Mark Carter Sales: Dale Wester Fleet Lease Manager /Online Manager: Kyle Williamson FRIDAY: 11:00am ET Featuring: Approx. 300 cars each week in three lanes. All lanes broadcast live via Simulcast. National Fleet/ Lease accounts include. Wells Fargo Dealer Services, PHH, ARI, Automotive Fleet Management and U-HAUL Fleet sales, many local banks and credit unions. Five day front line sale 2nd and 4th Fridays. Dealer trades from our area franchise dealers. Full detail shop available on site to clean your vehicles prior to the sale. Post-sale inspections including a complete AutoCheck history. Inop. sale 1st and 3rd Fridays of each month. We accept floor planning through MAFS, AFC, DSC, Carbucks, FMC, World Omni, and others. Virtual solutions include OVE and SmartAuction - the wholesale marketplaces open 24/7. Cocoa Auto Dealers Exchange 500 Cox Road Cocoa, Florida 32926 Phone:321-636-2886 Fax: 321636-9212 Sales are held every Thursday @ 4:30 pm. For further information contact GM John Puhl Sanford Auto Dealers Exchange 2851 St. Johns Parkway, Sanford, Florida 32772 Phone:407-328-7300 Fax: 407321-4466 GM: Joe Killory Ext 112 AGM: Richard Galway Ext

April 2012

113 Fleet Lease: Ed Murphy Ext 122 Floor Plans: Nancy Boren Ext 105. Sale Day is every Tuesday @ 2:00 p.m. with 2000+ consignments every week from over 50 new car dealers & banks statewide.GMAC Smartlane @ 3pm in lane six and online. Keep it moving with SmartAuction, sell your inventory all week long. For details call Sean Callahan Ext 104. 70 Acre facility with 6 auction lanes, business center, restaurant, brand new state of the art bodyshop & Recon center. Transportation and on site floor plan companies. www.sanfordautodealers.com Georgia Perry's Auto Auction Hawaii Manheim Aloha Auto Auction Idaho Dealers Auto Auction of Idaho Illinois Indiana Manheim Indianapolis Indiana Auto Auction 4425 West Washington Center Rd. Ft. Wayne, IN 46818 Phone: 260-489-2776 Fax: 260489-5476 www.indianaautoauction.net Gen. Mgr: Eric Autenrieth Nat. Accounts Mgr: Don Elliot, Fleet/Lease Mgr: Chad Horn Thurs Weekly: 10:00 a.m. Fleet, Repos and Dealer Consignment, 9:00 a.m. Wrecked & Damaged; Tues: 2:00 p.m. MonthlyHD Truck Repo Units featuring: ACC, AMerican General, CNAC, First Investors, Hyundai Capital Finance, Pro Fed, RSA, SAC Finance, SCS Credit Corp., Vehicle Remarketing Services, Fleet lease units featuring: ARI, Avis/Budget Group, Dollar Thrifty, Emkay, Enterprise RAC, Fleet Street Remarketing llc, Flexco, Nationwide Fleet, Norfolk South-


April 2012

ern, PAR North America, Union Bank. Major New Car Dealer Trades Featuring: Bob Rorhman Auto Group, Kelly Automotive Group, Preferred Automotive Group. Iowa West Central Auto Auction Kansas Mid America Auto Auction Kentucky Louisiana Louisiana's First Choice A.A. Maine Port City Auto Auction Maryland Bel Air Auto Auction Massachusetts Michigan Flint Auto Auction Minnesota Mid-State Auto Auction Mississippi Rea Brothers Mid South A.A. Missouri Popular Bluff Auto Auction

www.adealersjournal.biz

North Dakota ADESA Fargo Ohio Complete Auto Auction www.completeautoauction.com. 21799 Northwest Parkway, Marysville, OH 43040 Ph: 937642-1937, Fax: 937-642-1943 Full Service Auction, 25 miles northwest of Columbus Ohio. Auctions every Tuesday afternoon at 3:00PM EST, come in person or bid on line through our web site. Vehicles failing to sell on Tuesdays are posted to our Buy It Now site with reduced prices by Thursday. We are the only auction site Honda Financial Services sells at in Ohio! See vehicle run-lists, photos and CRs at We can pick up and deliver. Great rates for Dealer Consignments. Special rates on mechanical and body work for cars bought at our auction. Buy it, fix it, ship it by Friday! Oklahoma Dealers Auto Auction of OKC Oregon Brasher's Cascade Auto Auction

New Mexico Manheim New Mexico

Pennsylvania Mason Dixon Auto Auction 12876 Molly Pitcher Highway Greencastle, PA 17225 Phone: 717-597-3121 Fax: 717-597-0220 E-mail: Cindy@masondixonaa.com www. masondixonaa.com General Manager: Judy Hawbaker Dealer Registration: Cindy Oberholzer +/- 500 units weekly including selections from Frederick Cheverolet, Piazza Management Group, Criswell Chevrolet, Hagerstown Ford,Kent Parson Ford, and Hoffman Chevrolet.

New York State Line Auto Auction

Rhode Island Ocean State Auto Auction

North Carolina Ellis Auto Auction

South Carolina Carolina Auto Auction, Inc.

Montana Auto Auction of Montana Nebraska Lincoln Auto Auction Nevada Brasher's Reno Auto Auction New Hampshire Auto Auction of New England New Jersey

Page 27

I-85 (Exit27) & Hwy 8, Webb Road Williamston, SC 29697. Ph: 864-231-7000 Fax: 864231-7900 Every Wednesday @ 10 am, Large weekly consignment. Salvage Sale 1st & 3rd week of every month. Powersports Every 2nd Wednesday. 70+ acres, 8 Action- Packed lanes. Go to www.carolinaautoauction.com for run lists, market reports, and online bidding. South Dakota Black Hills Auto Auction Tennessee Chattanooga Auto Auction Texas Manheim Dallas-Fort Worth Utah Brasher's Salt Lake Auto Auction Vermont Virginia Bryan Buchanan Auto Auction Washington DAA Northwest Washington D.C. Capital Auto Auction West Virginia Wisconsin Airport Auto Auction Wyoming


Page 28

Alabama

www.adealersjournal.biz

The Transportation & Suppliers Guide

Roll Seal, Inc. Hicks Auto Air Bag Covers AutoCheck Winns Warranty Alaska Arizona Bank One Arkansas Auto Services Company California OPENLANE Promotional Products Safelite of America Inc. F & I Systems, Inc. TNT Auto Transport Canada Carmel Colorado Pass Time Enviroguard Connecticut RVI Group Earmark Trivin Inc. Delaware Master Buyers Service Florida Millan Auto Salvage & Towing Sadisco Of Florida Automotive Finance Corp. Auto Auctions Solutions Inc.

CAR APPRAISALS The family has continuously been in the automobile business in Illinois since 1913 & the dealership still inventories some 500+ 1920s-1990s collector type vehicles from projects to show cars in all prices & conditions. Lewis Lazarus, our senior CERTIFIED appraiser has been professionally appraising vehicles since 1966 & travels nationwide. He sits on the NADA collector car appraisal guide advisory board & has been sited 3 times in “The Guinness Book of World Records” for cars he’s owned & sold for record prices. Please visit the web site: www.carappraisals.com or e-mail carappraisals@aol.com 815-983-0163 OR toll free 888-980-2477 voicemail.

Massachusetts Royal Administration Services AutoUse

Indiana Transwheel Corporation ENTEK Corporation Aftermarket Solutions Mito Corporation Autolookout Inc

Missouri McNutt Auto Transport 7485 NE 401 Rd Lowry City, Missouri 64763 Phone: 800-755-2324 Fax: 417-644-2920 email:Sales@McNuttTransport.com www.McNuttTransport.com Serving all contiguous 48 states since 1995. Single units, multiple truckloads, staged service to all auctions, best customer service in the industry

Iowa W.W. College of Auctioneering Budget Car Rental & Sales Kansas Blue Book Values Kentucky

Georgia

Louisiana

Hawaii

Maine

Idaho American Associated Auctioneers

Maryland Triad Financial Carcannon East Coast National Auto Auction Association

Illinois CERTIFIED COLLECTOR

April 2012

Michigan Time Auto Transport Northwood University Insight Network A/T Automotive Credit Corp. Minnesota Lomen Auto Transport Inc. 1216 Scheffer Ave St. Paul MN. 55116 Phone 800-697-0757 Fax 651-698-0811 E-mail elomen@lomen.com or online at www.lomen. com Providing Prompt, courteous, reliable, damage free delivery since 1975. From 1 car to 1,000 we do it all. Mississippi

Montana Nebraska Road Warriors Easy-Haul Trailers Nevada Western Funding Inc. New Hampshire


April 2012

The Transportation & Suppliers Guide

New Jersey New Mexico New York Automate AllState Security North Carolina Mendenhall School of Auctioneering N.A.P.A.A. North Dakota Ohio Micro21 Oklahoma Oregon

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Pennsylvania Guardian Warranty Co

Page 29

Vermont

Rhode Island Cisco Performance Auto

Virginia East Coast Auto Transport NADA

South Carolina Chapman Enterprises

Washington Electra Start Inc.

South Dakota Owner's Auto Mart

Washington D.C. AFSA

Tennessee Servnet TPC Management

West Virginia

Texas

Wyoming

Utah

Wisconsin


Page 30

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Dealer Notes:

Lane Information:

Vehicle Information:

April 2012

Additional Info:

Albuquerque Arlington AtlAntA nt Austin Retail bAton ntA bA rouge billings illings birminghAm boise boston brAdenton buffAlo buff uffAlo ChArleston rleston sC ChArleston ChArlotte ChAtt ChAttAnoogA AttA Att ttAnoogA ChiCAgo ChiCA CAgo CinCinn innAti ClevelAnd ColorAdo springs prings ColumbiA Columbi CinCinnAti Columbus dAllAs denver des moines dothAn el pAso fArgo ft. t. W WA Ayne ft. Worth hArrisburg hArtford houston Ayne lAuderdAle ft. WAyne huntsville indiAnApolis polis JACksonville kAnsAs kA City knoxville lAs vegAs s Wholesale los Angeles lexington exington little roCk louisvillemAdisonmemphis emphismiAmimiChigA miChigAn nminneApolisnAshville oklAhom City omAhA orlAndo neWburgh northern WisConsin oklAhomA phoenix philAdelphiA hilAdelphiA pittsburgh portlAnd providenC providenCe rAleigh riChmond riverside r roChester sACrAmento sAlt lAke ke City Rental pply iscover com sAn nAntoniosAn diegosAnfrAnCisCo CosAn Co sAnJoses seAttle eAttle Attle A ttle southernillinois spokAne springfield pringfield st. louis syrACuse tAmpA mp toledo mpA oledo trenton or cAll virginiA irginiA beACh h WAshington WAshington dC West pAlm beACh W Salvage v

DIscover Dsc wherever you are!

apply toDay at A @D Dsc. 855.372.2329


April 2012

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Page 31

22ND ANNIVERSARY SALE 00 ES! 0 , 55 RIZ $ ER & P V O SH A C IN

ITS N U D! + 0 180 ECTE EXP

APRIL 11TH $15, GIV000 CA EAW SH AY

ALL FLOA T! FREE BRE AKFAST!

Units Bought or So ld from March 7 - Apri l 11 Enters You to Win!

140 Webb Road Williamston, SC 29697 864.231.7000 I Fax 864.231.7900

www.carolinaautoauction.com


Page 32

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April 2012

the only nationwide magazine dedicated to the automotive and powersports industries!

a dealer’s journal

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April 2012 Issue of A Dealer's Journal