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September 2017

Volume 10, Issue 100,

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The Complete Automotive And Powersports Magazine

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The Happenings Canada’s Section Corner Page 4 Page 14

PowerSports Section Page 15 - 18 NASCAR News Page 20

Guide Listings Page 22 - 25 Dealer Notes Page 26

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AutoNation CEO Expects Snapback In Car Sales After Harvey Because ‘That’s The American Way’ Page 5 Three Most Common Types Of Fraud And Ways To Prevent It Page 6

Nagy’s Brand Updates Look As Business Continues To Expand Page 15 Nagy’s Brand Updates Look As Business Continues To Expand Page 20

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AutoNation CEO Expects Snapback In Car Sales After Harvey Because ‘That’s The American Way’ By: A Dealer’s Journal Staff

The auto business is “at a standstill” in the flooded Houston area due to Hurricane Harvey, said Mike Jackson, CEO of the nation’s largest dealer chain. “Thousands upon thousands of vehicles have been destroyed,” Jackson, chairman and chief executive of AutoNation, told CNBC. They’re going to “have to be scrapped.” “But there will be a substantial snapback either in the fourth quarter or the first quarter of next year because that’s the American way. We rebuild,” he said. Houston, the nation’s fourthlargest city, accounts for about 40 percent of auto sales in Texas.

Eighteen of AutoNation’s more than 360 dealers in 16 states are in the Houston area. Those loca-

tions remained closed, and that’s

“Houston’s vehicle sales are already down at the retail level 25 percent year to date,” Jackson said in a “Squawk Box” interview. “So Houston has been struggling.” Harvey disruptions will reduce the overall auto industry August sales rate by between 100,000 and 300,000 units, predicted Jackson, whose company is headquartered in Florida. Wall Street estimates peg the

going to hurt Houston sales even further.

sales rate for August in the 16 million unit range. September 2017 - A Dealer’s Journal - 5

MetroGistics Hires Susan Moritz As VP Of Business Development St. Louis, MO – MetroGistics, a leading provider of automotive logistics services, has hired Susan Moritz as vice president of business development. In this new position, she will be responsible for leading and growing the OEM and Mega Dealer business segments. Moritz has more than 25 years of experience in the automotive industry, including positions with Cox Automotive, Finance Express, KAR Auction Services and ADESA. Since its founding in 2010, MetroGistics has grown significantly in staff and office space. Earlier this year the company acquired Ameri-

Fleet to expand its portfolio of services to include driveaway, trucking, storage, title and registration, compliance and other fleet-related services. “We are extremely pleased that Susan has joined our senior management team,” said Scott Naz, co-founder and managing partner. “She has a well-earned reputation in the auto industry as a dynamic and creative leader, and will help take MetroGistics to new levels of success.” Active in the community, Moritz sits on the board of Indianapolis Ballet and chairs the marketing

committee for Chaucie’s Place, an organization whose mission is to prevent childhood sexual abuse and adolescent suicide, where her husband serves as executive director. A native of South Bend, Indiana, she currently resides in Indianapolis with her husband, Dr. Jack Powell, and daughters Alecx (24) and Ray (20). For more information about MetroGistics, call 877-5716235 or visit www.metrogistics. com. Find them on Facebook at

Three Most Common Types Of Fraud And Ways To Prevent It

By: A Dealer’s Journal Staff

As consumer fraud continues to rise year over year lenders are seeking ways to detect and prevent fraudsters before the situation escalates, Frank McKenna, chief fraud strategist for PointPredictive, stated. Historically high lending volumes are fueling an estimated $6 billion in annual fraud losses to lenders, due to fraudsters having access to more information and technology for data breaches, McKenna said.

“Auto and powersports lending is one of the main targets for fraudsters because obviously the value of lender financing is so high,” he said. “If you compare to when a fraudster steals a credit card, they are lucky if they get $700 to $800 off that card before it is shut down. But for auto and powersports dealers it can be several thousand dollars, so the payback is higher.” McKenna shared three of the most common types of fraud gaining popularity in the space:

1. Synthetic Identity Fraud There has been a growth in synthetic identity fraud lately, McKenna said. “Instead of typical identify theft where fraudsters steal your Social Security number and name, they found out they can use any Social Security number without knowing who it belongs to and create new identity,” he said. “They could steal your Social Security number just by guessing it because they know pattern. They use their own name Continued On Page 12

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August Auto Sales Up A Bit, But Not Enough To Turn The Year Around By: A Dealer’s Journal Staff

Forecasters expect a really small increase in U.S. auto sales for August vs. a year ago, after months of mostly small sales declines. J.D. Power and LMC Automotive expect unit sales of just over 1.5 million, an increase of just under 1 percent from 2016. For the U.S. auto industry, any improvement in sales would be welcome. Through the end of July, U.S. auto sales for 2017 were down 2.9 percent, to about 9.9 million. Within the total, consumers are moving to trucks, especially small, car-like “crossover” SUVs. The light-truck category includes crossovers, more

traditional SUVs, pickups and minivans, and excludes medium and heavy commercial trucks. Year-to-date through July, car sales including four-door sedans, two-door coupes, convertibles, and traditional station wagons and hatchbacks were down 12 percent, while light truck sales were up 4 percent. Light trucks accounted for about 63 percent of total U.S. auto sales year to date. For the full year, LMC Automotive is sticking to a U.S. auto sales forecast of 17 million for 2017, down from a record 17.5 million in 2016, breaking a record string of seven consecutive years of increases.

MetroGistics Hires Susan Moritz As VP Of Business Development St. Louis, MO – MetroGistics, a leading provider of automotive logistics services, has hired Susan Moritz as vice president of business development. In this new position, she will be responsible for leading and growing the OEM and Mega Dealer business segments. Moritz has more than 25 years of experience in the automotive industry, including positions with Cox Automotive, Finance Express, KAR Auction Services and ADESA. Since its founding in 2010, MetroGistics has grown significantly in staff and office space. Earlier this year the company acquired AmeriFleet to expand its portfolio of services to include driveaway, trucking, storage, title and registration, compliance and other fleet-related services. “We are extremely pleased that Susan has joined our senior management team,” said Scott Naz, co-founder and managing partner. “She has a well-earned reputation in the auto industry as a dynamic and creative leader, and will help take MetroGistics to new levels of success.” Active in the community, Moritz sits on the board of Indianapolis Ballet and chairs the marketing committee for Chaucie’s Place, an organization whose mission is to prevent childhood sexual abuse and adolescent suicide, where her husband serves as executive director. A native of South Bend, Indiana, she currently resides in Indianapolis with her husband, Dr. Jack Powell, and daughters Alecx (24) and Ray (20). For more information about MetroGistics, call 877-5716235 or visit www.metrogistics. com. Find them on Facebook at

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Two Area Sites On State’s Early List For Auto Plant

MONTGOMERY, AL – Alabama and more than a dozen other states are vying for a 4,000-job automotive plant, and sites in Lawrence and Limestone counties are on a preliminary list of locations that could meet requirements, officials said. “I can’t talk about that, other than the fact that we do have a site that does qualify for it,” Tony Stockton, president of the Lawrence County Economic Development Association, said last week. “There are a lot of sites over the state that meet the acreage requirement and we’re fortunate to have one here.” Similarly, Tom Hill, president of the Limestone County Economic Development Association, declined to talk specifics. “All I can tell you is we have a really nice site out there that’s a (Tennessee Valley Authority) mega site,” Hill said on Friday. The 1,252-acre area in Huntsville’s limits was declared a mega site last year. To earn the TVA certification, a site must be at least 1,000 acres with interstate access, have the potential for rail service, and have utility service capable of serving a major manufacturing company. At least 15 states want the $1.6 billion plant proposed by Toyota and Mazda and dubbed “Project Mitt,” USA Today reported earlier this month. State-level economic development officials would not comment specifically about Alabama’s pitch, but touted the state’s automotive successes. “Alabama has several sites that offer the acreage, workforce availability, utilities infrastructure, transportation access, and other assets that are compatible

for automotive (original equipment manufacturer) projects,” Commerce Secretary Greg Canfield said last week. “Over the years, we have learned a great deal in partnering with Toyota, MercedesBenz, Honda and Hyundai as they have grown and prospered in Alabama. We can replicate this same success should another vehicleproducing automotive OEM make the decision to locate in Alabama.” Gov. Kay Ivey said economic development activity is confidential. “That being said, Alabama has proven that the automotive sector

can thrive and grow in our state,” Ivey said. Toyota already builds the fourand six-cylinder and V-8 engines in north Alabama, and more than one million vehicles have been produced in each of the previous two years, she said. According to USA Today, Southern and Midwestern states from Florida to Michigan want Project Mitt. “You have to be able to say you’ve got the workforce, you’ve got the land, you’ve got the transportation systems and rail spurs, community college and education, and a place where people want to live,” Kristin Dziczek, director of industry, labor and economics at the Center for Automotive Research, told the newspaper. “Once

10 - A Dealer’s Journal - September 2017

you’ve got all that, tax incentives come into play.” The newspaper said low-cost labor and the state’s current auto sector were pluses for Alabama, but it may not have enough workers. State Sen. Arthur Orr, R-Decatur, said he doesn’t think Alabama is any better or worse off than other states in terms of available labor. “I don’t think there’s any location in the country that would have the workforce on hand immediately for a project of that magnitude,” Orr said. “What we do have that we’re better than everyone else at is our (Alabama Industrial Development and Training) reputation in hiring, training and developing the workforce for large employers,” Orr said. AIDT training and recruitment is often an incentive the state uses to lure large companies here. “That is what really sets us apart,” Orr said. “We’re the envy of the country once the project is announced and hiring starts.” Rep. Lynn Greer, R-Rogersville, said there are about a dozen sites statewide on an early list of possible locations. “We’d have to bring them in from surrounding areas,” Greer said about available workforce in north Alabama. “You’d get them from existing businesses that don’t pay as much. But that’s how the economy works.” He said the state’s incentive package would be “tremendous,” but worth it. “You’re talking about thousands and thousands of jobs,” he said.

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Cont: Three Most Common Types Of Fraud And Ways To Prevent It

Continued From Page 6

and set up a P.O. Box to create a new address, and when they go and apply for credit with your Social and name … they create this brand new identity.” One Way to Help Prevent It: First thing lenders need to do is have a fraud specialist, McKenna said. “Have somebody in your organization that receives training or is very experienced and becomes an expert on fraud,” he said. 2. Fraud Rings Fraud rings are a group of fraudsters working in networks, McKenna said. “These fraudsters go out and find people with good credit, and add them as users on their credit card accounts,” he explained. “Once they get added on their account, the credit of the good customer translates to their bureau … making it look like they have good credit so they can

take out a loan. Organized groups work together in fraud rings to do this many times over at the same dealer.” One Way to Help Prevent It: “Use some simple screening tools — we provide some and so do other vendors,” he said. Arm your fraud specialist with scanning tools to validate information on any new application. “That will get you a long way to reducing fraud,” he added. The screening tools will take an application and scan it instantly to show where the fraud risk is. “You could have a fraud expert using a tool like that,” he said. “Use some technology, don’t just rely on people out there looking for fraud.” 3. Dealer Fraud “Lenders are getting burned by dealers,” McKenna said. “While only 3% or fewer dealers are unscrupulous, those dealers are burning lenders over and over.”

Those dealer then “hop” from lender to lender after they are detected, he added. One Way to Help Prevent It: Track fraud, McKenna said. “A lot of lenders don’t necessarily track when they find fraud. If you find a fraudulent transaction you are required to report it. In some instances it is high-dollar amount. You have to be compliant. Many powersports lenders don’t realize that is something they have to do from compliance perspective.” Lenders could also join PointPredictive’s Automotive Lending Fraud Consortium, which is an industry collective aimed at tackling the problem of auto and powersports fraud through collaboration. The consortium enables lenders to share patterns of fraud through predictive application risk scores and dealer risk scores.

Snapchat to Launch Premium ‘Our Story’ at Darlington’s Throwback Weekend Fans to Share Sights and Sounds of the Bojangles’ Southern 500 with Snapchatters Around the World

DAYTONA BEACH, Fla. –- On a day celebrating the sport’s iconic past, NASCAR® fans attending the Bojangles’ Southern 500 can share their race-day experiences from Darlington Raceway with millions of Snapchatters through a premium ‘Our Story’ on Snapchat covering The Official Throwback Weekend of NASCAR, NASCAR announced today. The Our Story, an expertlycurated stream of video and photo Snaps, will provide a unique, behind-the-scenes look at The Official Throwback Weekend of NASCAR from the perspective of fans and drivers during race day in Darlington, South Carolina on Sept. 3.

“The Snapchat Our Story at Darlington gives NASCAR an opportunity to showcase the history of our sport in a new and compelling way,” said Scott Warfield, NASCAR managing director, social and digital content. “Throwback Weekend is one of the most vibrant and colorful events on the NASCAR calendar – now Snapchat users across the world will get a taste of what it’s like to experience it on race day.” Fans, teams and drivers at and near the racetrack will be able to share photo and video Snaps to a special “Our Story” that shows off the best visual experiences that Throwback Weekend has to offer. The Snapchat team will then

curate and package Snaps of the various perspectives and experiences into a Story, which will air in Snapchat’s Discover platform for 24 hours. The announcement is the latest in the continued partnership between NASCAR and Snap Inc. Earlier this season, Snapchat covered the 2017 DAYTONA 500® at Daytona International Speedway and Monster Energy NASCAR Cup Series™ races at Talladega Superspeedway and Charlotte Motor Speedway with Our Stories. The Bojangles’ Southern 500 at Darlington Raceway will begin at 6 p.m. ET on Sunday, Sept. 3, and Continued On Page 13

Cont: Snapchat to Launch Premium

Continued From Page 12

will be broadcast live on NBCSN, SiriusXM NASCAR Radio (channel 90) and MRN, with additional coverage on

Tickets to NASCAR national series events are available at About NASCAR The National Association for Stock Car Auto Racing, Inc. (NAS-

CAR) is the sanctioning body for the No. 1 form of motorsports in the United States. NASCAR consists of three national series (Monster Energy NASCAR Cup Series™,

NASCAR XFINITY Series™, and NASCAR Camping World Truck Series™), four regional series, one local grassroots series and three international series. The International Motor Sports Association™ (IMSA®) governs the IMSA Weath-

erTech SportsCar Championship™, the premier U.S. sports car series. Based in Daytona Beach, Fla., with offices in eight cities across North America, NASCAR sanctions more than 1,200 races in more than 30 U.S. states, Canada, Mexico and Europe. For more information visit http:// and http:// www.IMSA. com, and follow NASCAR on Facebook, Twitter, Instagram, and Snapchat (‘NASCAR’).

Aftermarket Auto Service Providers Still Win Hearts of Canadian Vehicle Owners, But Dealers Are Closing Gap, J.D. Power Finds

TORONTO, CANADA --In the never-ending race for customers’ business, non-dealer auto service providers still win the hearts of vehicle owners in Canada over dealers, with higher average customer satisfaction levels across almost every category, according to the J.D. Power 2017 Canadian Customer Service Index LongTerm (CSI-LT) Study, SM released in a statement. Aftermarket auto service providers outperform dealers in areas of service initiation. “Customer satisfaction is at the core of every viable business and the automotive service market is no exception,” says J.D. Ney, senior manager of the Canadian automotive practice at J.D. Power. “The study clearly demonstrates the importance of maintaining high satisfaction levels in retaining loyal customers who also act as brand ambassadors and recommend their vehicle service provider. The higher the customer satisfaction score, the higher the likelihood of the vehicle owner returning to the facility for paid work. For auto service providers, this can lead to hundreds, if not thousands of additional service customers annually.” According to the study, delivering exceptional customer service increases customer likelihood of returned paid visits. This is compared to only 58% of dealer customers and 69% of non-dealer customers who say their service experience was outstanding and are planning to return to the facility for service work. The study also highlights the greater role service advisors play and the impact they have on customer satisfaction. Four of the

top 10 most impactful key performance indicators (KPIs, or dealership processes that have the most impact on customer experience) are related to the service advisor. Additionally, in ratings for service advisor performance in people skills and knowledge, non-dealer service advisors outperform their dealership counterparts in every category, including: courtesy of the service representative; responsiveness; thoroughness of explanation; and knowledge of service advisor. “If auto service providers want to improve their business performance, they should pay closer attention to the front desk,” Ney said. “Service advisors play a critical role in driving a positive customer experience as they have the most interaction and visibility to the customer. Equipping service advisors with the right tools, training and knowledge can help auto service shops gain this competitive advantage that drives satisfied and returning clients.” Keeping customers informed during the repair process, particularly via alternative communications methods, is an area where both dealers and non-dealers can improve, as the study finds that once a vehicle is in service, customers are rarely contacted by text message with updates (3% for dealers, 1% for non-dealers), although 17% of dealer customers and 12% of non-dealer customers would prefer to be contacted this way. Text messaging in particular is an area where both dealers and non-dealers should improve to better serve younger customers, who indicate by a significant margin that they prefer this method.

14 - A Dealer’s Journal - September 2017

Tablet usage as part of the overall service process is on the rise by both dealers and non-dealers (20% and 16% respectively)and positively elevates customer satisfaction levels. This adoption rate is still relatively low, with plenty of room for auto service providers to boost satisfaction levels using handheld devices to provide owners with more information about the service performed on their vehicle. Study Rankings Lexus Dealerships rank highest in satisfying automotive service customers in Canada for a third consecutive year, with an overall satisfaction score of 808. Mercedes-Benz Dealerships ranks second (800), followed by Audi Dealerships (793), NAPA AUTOPRO (790) and Volkswagen Dealerships (788). The J.D. Power Customer Service Index Long-Term, StudySM measures satisfaction and intended loyalty among owners of vehicles that are 4-12 years old, and analyzes the customer experience in both warranty and non-warranty service visits. Overall satisfaction is based on the combined index scores of five measures that comprise the overall service experience (in order of importance): service initiation (24%); service quality (23%); service advisor (20%); service facility (17%); and vehicle pick-up (16%). The study is based on responses from 11,430 owners in Canada whose vehicle is 4-12 years old. The study was fielded from March through June 2017.

A Dealer's Journal

PowerSports Section PAGES 15 - 18

Nagy’s Brand Updates Look As Business Continues To Expand By: A Dealer’s Journal Staff

Orrville, Ohio-based Nagy’s Collision Centers recently revealed updated branding for all of the Nagy’s Collision Centers, Pro Touch and Power Sports locations. The refreshed branding coincides with the continued growth and expansion of their business, the MSO said. “We feel our new, consistent look connects the three areas of our business using the common thread of the ‘next-level service,’ which our customers can expect to receive at all of our locations,” said Nagy’s President Ron Nagy. “Our new branding pays homage to the rich family history of the Nagy’s name, while recognizing the strategies and new technology we utilize to set ourselves apart from other collision centers.” Dave Nagy established Na-

gy’s Body & Frame in 1973 in Doylestown, Ohio. In 1995, brothers Ron and Dan Nagy purchased the business from their father, expanding the business to the locally recognized brand it is with 10 locations




Nagy’s continues to grow with the recent announcement of an expanded location in Hartville and Medina, planned to open this fall. “Nagy’s has focused on providing quality repairs and service since 1973,” Nagy’s Vice President Dan Nagy said. “We are grateful to serve the communities in which we currently have locations and look forward to sharing the Nagy’s experience with new customers as we continue to expand into different markets.” In addition to collision repair, Nagy’s offers professional auto detailing at Nagy’s Pro Touch in Wooster. The location will be doubling in size this fall, according to the company. Nagy’s also offers full-service mechanical and collision repairs for motorcycles, ATVs and more at Nagy’s Power Sports in Wadsworth.

Police Suspect Arson In Overnight Car Fires At Auto Dealerships Another Reason To Keep Doors Locked By: A Dealer’s Journal Staff

Three cars at two north Lincoln car dealerships were targets of an arsonist, police said. Capt. Bob Farber said investigators believe an arsonist opened the unlocked

doors of cars at A & T Auto Sales, 5501 Superior St., and Quality Motors, 5401 Superior St., and started papers on fire. Police believe the arsonist set fire inside one car at A & T shortly before

11:15 p.m. and then started fires in two cars at Quality Motors shortly after 12:30 a.m., Farber said. Lincoln Fire and Rescue along with police responded to the calls. September 2017 - A Dealer’s Journal - 15

Chief® Improves MultiTool Aluminum Repair Station Upgraded cabinet and new tools improve technician productivity

Madison, Ind. - Chief has redesigned and upgraded its popular MultiTool Aluminum Repair Station. The station’s all-new cabinet is taller and slimmer, with improved equipment accessibility and five drawers to neatly store contamination-sensitive tools. The Multitool Aluminum Repair Station comes with the new Chief M30 Pro Alu Stud Gun Welder and new temperature crayons that enable techs to better determine when metal has been heated to the optimal temperature for pulling out dents. “With all the new equipment necessary for aluminum repair, shops are concerned about crowded bays and keeping all the aluminum tools clean and separate from those used to repair steel,” says Mickey Swartz, vice president of global product management for Chief. “Chief has addressed both of these issues with the MultiTool Aluminum Repair Station redesign. It features a completely new cabinet with a smaller footprint and more drawers for organized tool storage. It also comes with a new stud gun welder housed on a slide-out tray that provides better access to the controls.” The new Chief MultiTool Aluminum Repair Station mobile cabinet has a shop-friendly 24 ½-inch by 34-inch footprint (including handles). Its 40 1/4-inch tall work surface means techs don’t have to bend as much. Three 10-inch-wide drawers flank a slide-out shelf for the new M30 Stud Welder. Two larger 25 5/8-inch-wide bottom drawers provide plenty of isolated room for larger tool storage. Equipment changes on the workstation include replacing the M22 AL stud welder with the new Chief M30 Pro Alu Stud Welder and replacing the infrared ther-

mometer with heat crayons. The M30 Pro Alu stud welder operates off 115V, minimizes throughmaterial transfer of welding heat and includes a built-in grounding mechanism that doesn’t require sanding or grounding cables. False readings on infrared thermometers can occur when applying high temperatures to shiny aluminum surfaces. The new heat crayons are just as quick and easy to use, and deliver an accurate temperature indication on any type of surface. The MultiTool Aluminum Repair Station includes: • New mobile cabinet • New M30 Pro Alu Stud Gun Welder • Anodized aluminum pulling bar kit • Anodized aluminum pulling system • Hammer kit with 4 anodized aluminum hammers • Heat gun • New temperature crayons • New smaller stainless steel wire brush • Heat shield gel • Angled air die grinder • Starter kit of aluminum studs and zinc-plated steel eyebolts in a storage case “We have received a tremendous amount of feedback from the field, our customers and distributors, on what collision repair shops need to improve their aluminum bays,” added Swartz. “Chief is continually looking at what tools go into our repair station, and how to add or adjust to provide a better experience for the technician.” To learn more about the Chief MultiTool Aluminum Repair Station, visit www.chiefautomotive. com/Aluminum-Repair/Multitools-Workstation/, contact your

local Chief distributor or call (800) 445-9262. Chief is also active on Twitter, and Facebook, www.facebook. com/ChiefAutomotive. For video, visit About Chief Chief® is one of the world’s largest manufacturers of highquality collision repair equipment and services. The Chief product line includes frame-pulling equipment, vehicle-anchoring systems, measuring systems, vehicle frame specifications, joining equipment such as welders and rivet guns, as well as related equipment like adhesive debonders and fume extractors. Through Chief University, Chief provides comprehensive training on structural analysis, computerized measuring, collision dynamics, aluminum repair, and design based repair. Chief is a Vehicle Service Group (VSG) brand. VSG is a strong, diverse and dynamic global leader in the vehicle service industry. It comprises 13 major vehicle lifting and collision repair brands: Rotary, Chief®, Forward®, DirectLift®, Revolution®, Hanmecson®, Ravaglioli, Elektron, Blitz, Nogra, Butler, Space and Sirio. With its American headquarters in Madison, Indiana, VSG has operations worldwide, including ISO 9001-certified manufacturing centers in the U.S., Europe and Asia. VSG is part of the Engineered Systems segment of Dover Corporation, a multi-billion-dollar, global producer of innovative equipment, specialty systems and value-added services.

Powerteq Announces Expanded Line of Gas Cold Air Intakes And New Diesel Exhaust Systems

OGDEN, UT – Powerteq officially announced an extensive line of new Jammer cold air intakes for gas vehicles and diesel exhaust systems for trucks. The Jammer product line will cater to truck, Jeep and car enthusiasts that use Edge, Superchips and DiabloSport performance products. The Jammer gas intakes and diesel exhausts provide consumers added options to accompany Powerteq’s industry-leading performance tuning brands and products. Intake and exhaust application coverage will continue to expand in 2017 and beyond, with additional Stage 1 and 2 kits to be offered as turnkey packages for consumers to pair tuning with the new hard parts.

Jared Venz, Director of Category Management at Powerteq noted “All 3 of the Powerteq brands cater to distinct groups of consumers that demand more from their vehicles. The Jammer intake and exhaust lines provide a

tremendous opportunity for our resellers and end users to enjoy a quality design, tested performance gains, and complimentary products that work seamlessly with our tuners, calibration tools, and monitoring devices. The new intakes and exhausts are products we’re investing in strategically to

continue creating an extraordinary driving experience.” The announcement includes gas intake coverage for 20092017 RAM trucks with the 5.7L HEMI, 2014-2016 Chevy/GMC Silverado and Sierra trucks with the 5.3L and 6.2L motors, and the 2012-2014 Ford F-150 Ecoboost. Additional Jammer gas intake coverage, coming in 2017, will be offered for Jeep® brand vehicles, late-model domestic muscle cars, and additional trucks and SUVs. Jammer diesel exhaust systems will be offered for all 3 major OEMs, with coverage carrying back to 1998 and extending through the 2017 model year. Prior the 2017 SEMA Show, Continued On Page 18

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Continued From Page 17

tional coverage announcements, and details surrounding today’s

news, please be sure to visit the Powerteq brand websites found below. About Powerteq: Powerteq is a division of High Performance Industries, the largest performance

aftermarket company in the world. Operating three established retail brands, DiabloSport, Edge Products, and Superchips, Powerteq is the leader in performance tuning in the automotive aftermarket. Powerteq’s future plans include expanding products into new market segments, as well as new geographies around the world, all while remaining dedicated to product innovation and exceptional customer service to the growing number of performance enthusiasts.

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Edge, Superchips and DiabloSport will be introducing additional Stage 1 and Stage 2 kits to eliminate the guesswork for consumers looking for performance bundles. These staged kits will also deliver a tremendous cost savings, on top of the best-inclass performance and efficiency improvements, versus buying a tuner, exhaust, or intake individually. To stay current with addi-

18 - A Dealer’s Journal - September 2017

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Leveraging racing efforts at the dealership level CARMEL, Calif. — Even before turning its first lap in competition, the sleek white and gray ARX05 race car is considered a win by Acura and its new racing partner, Team Penske. The wildlooking car, powered by a turbocharged Acura engine, is set to make its competition debut at next year’s Rolex 24 at Daytona in the Prototype class of the IMSA WeatherTech series. The ARX-05 racing venture is the result of a mutually beneficial collaboration between Penske and Acura. Acura hopes to put an exclamation point on the performanceinspired image it has been trying to create since Jon Ikeda took over as general manager in 2015. This racing effort started with Acura fielding NSX-derived entries in several race series for the 2017 season. Meanwhile, Roger Penske and his racing outfit gain a foothold in a series they’ve been keen on entering for years. And as a dealer who has six Acura stores spread from California to New Jersey, Penske and his fellow dealers are looking to racing efforts like this to drive home Acura’s commitment to being a performance oriented brand. The hope is that this then inspires more loyalty from Acura owners, translating into sales. “The problem is, getting that next customer is so expensive for dealers,” Penske stated at the 20 - A Dealer’s Journal - September 2017

ARX-05’s debut here during the annual Monterey Car Week. “If we can sustain the brand loyalty, incrementally, that’s going to be the difference.” Leveraging Acura’s 2018 racing efforts at the dealership level was a crucial benefit of the partnership.

“Probably half the time we talked, it’s about how we can integrate this into creating more interest in the stores and the Acura dealers,” Penske said. “And we can do this.” Acura is doubling down on its motorsport efforts because it wants to use racing to reinforce the emotional side of performance. This dovetails with the “Precision Crafted Performance” tag line the brand has been peddling since Continued On Page 21

Cont: A Potent Partnership For Acura And Penske

Continued From Page 20

Ikeda took the helm. “We’ve been trying to build the brand, to get emotional buyback into the brand, right?” Ikeda said at the ARX-05 debut. “And this is a good way to get people emotionally involved and these are good feelings.” Acura has had mixed success making that connection with customers. While Ikeda long has stressed that Acura’s transformation would come on the back of its sedan lineup, the brand remains best known for its one-two crossover punch with the MDX and RDX. The latter has overcome its age and risen to become the brand’s best-selling nameplate in 2017. Using the NSX all-wheel-drive hybrid supercar in splashy advertising and brand communication hasn’t had a noticeable impact on Acura’s overall sales since the car, loaded versions of which can cost $200,000, went on sale last summer. Brand sales are down 5 percent through July, and they slipped 8.9 percent in 2016. Nevertheless, enthusiasm for racing runs deep at Acura and Honda Performance Development, the motorsports arm of Acura’s parent company, American Honda. This was a draw for Penske and his outfit. “The key thing here is in these racing programs, you have to have leadership at the top that’s engaged,” Penske said. “And that’s where Jon plays a huge role.

There’s lots of racing programs, but if the leadership don’t feel the wins and the losses, it’s a shame.” Penske doesn’t want to end there.

Despite auto racing wins in nearly every discipline on the planet including Formula One, NASCAR and IndyCar the racing legend still has his eye on winning the prestigious 24 Hours of Le Mans. His efforts in the IMSA

WeatherTech endurance series might be a prelude to an eventual run there, though he and Acura have no formal plans to field a team at this point.

“I tell you, that’s the one thing that I want to do is go to Le Mans with my own team and with a manufacturer who wants to win,” Penske said. “You never know.”

The Auction Guide

com Delaware




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@ General Manager: Doug Rodriguez Fleet Lease Manager : John Coukoulis Operations Manager: Mike Atkinson Sales: Angelia Messick & Eric Snow Lane Marketing/ Office Manager : Lisa Hull Regular Sale FRIDAY @ 10:00am ET Every Friday- Inops - Mechanically challenged running after the regular consignment around 12:30pm 2nd Friday of the Month - Power Sport , RV and Marine Sale after Regular Sale. 3rd Friday 5 Day Powertrain Guaranteed Sale 10:00am Featuring Approximately. 400 cars each week in three lanes. All lanes broadcast live via Simulcast. National Fleet/ Lease accounts include: PHH, ARI, Automotive Fleet Management. Loan Max(SRG) and U-HAUL Fleet sales, many local banks and credit unions. All new facilities, including 2 Bay Mechanical Shop and Reconditioning Facility, & Post-sale inspections. We accept floor planning through MAFS, AFC, DSC, Car Bucks, FMC, World Omni, and others. Virtual solutions include OVE and Smart Auction - the wholesale marketplaces open 24/7.

Arizona Arkansas California Canada Colorado Loveland Auto Auction Inc. 4660 Chapman rd. Johnstown, CO 80534 Phone: 970-669-4994 or 800-748-3839 Fax: 970-6699874. Email: Web Site: Full service auto auction, Family owned and operated for over 25 years. Connecticut Central Auto Auction 185 Welton Street Hamden, CT. 06517(New Haven) Phone: 203-787-2277 Fax: 203-787-6564 E-mail: 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 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.

FL 32772 Phone: 407-328-7300 Fax: 407-321-4466 GM Joe Killory, ext.112 Office Manager Tara Napier, ext.135 SmartAuction: Ed Murphy, ext.113 Sale Day Information: Every Tuesday at 2pm 2000+ consignments every week from over 50 new car dealers, fleet, lease and bank inventory featuring Avis Budget, Markone Financial and PFS. ALLY Auto Remarketing & SmartLane at 3pm in lane 6 and online. GSA Sale, second Tuesday of every month. Sell inventory all week long with SmartAuction. Online sales at Ocala Auto Dealers Exchange 1205 Northwest 27th Avenue, Ocala, FL 34475 Phone: 352-3685900 Fax: 352-368-2051 www. GM: Richard Galway Office Manager Dawn Hensley Sale Day Information: Every Wednesday at 5pm 500+ weekly consignments specializing in new car dealer trades. Cocoa Auto Dealers Exchange 500 Cox Road, Cocoa, FL 32926 Phone: 321-636-2233 Fax: 321636-9212 GM:John Puhl, ext.230 Office Manager Kathy Cramer, ext.226 Sale Day Information: Every Thursday at 4:30pm 500+ weekly consignments in 4 lanes. Specializing in new car dealer trades. Restaurant and transportation lot. Georgia Hawaii

ADE Auctions, Inc. Dealer only auto auction with 3 locations in the Central Florida Area. Major floor plan companies accepted. Sanford Auto Dealers Exchange 2851 St. Johns Parkway, Sanford,

22- A Dealer’s Journal - September 2017

Idaho Illinois Indiana Indiana Auto Auction 4425 West Washington Center Rd. Ft. Wayne, IN 46818 Phone: 260-4892776 Fax: 260-489-5476 www. 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 Southern, PAR North America, Union Bank. Major New Car Dealer Trades Featuring: Bob Rorhman Auto Group, Kelly Automotive Group, Preferred Automotive Group.

North Dakota Ohio

zer +/- 500 units weekly including selections from Frederick Cheverolet, Piazza Management Group, Criswell Chevrolet, Hagerstown Ford,Kent Parson Ford, and Hoffman Chevrolet.


Complete Auto Auction 21799 Northwest Parkway, Marysville, OH 43040 Ph: 937-642-1937, 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!











Rhode Island South Carolina Carolina Auto Auction, Inc. I-85 (Exit27) & Hwy 8, Webb Road Williamston, SC 29697. Ph: 864-2317000 Fax: 864-231-7900 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 Tennessee






Washington D.C.


West Virginia





Montana Nebraska Nevada New Hampshire New Jersey New Mexico New York North Carolina

Mason Dixon Auto Auction 12876 Molly Pitcher Highway Greencastle, PA 17225 Phone: 717-597-3121 Fax: 717-597-0220 E-mail: Cindy@ General Manager: Judy Hawbaker Dealer Registration: Cindy Oberhol-

Would you like to see your auction listed here and on our web site? It’s as easy as completing our guide listing form and it’s only $19.99 per month. There is no limit on the number of words and we allow you to place your company logo with your listing at no additional charge. For more information call 877-331-4350 or email

September 2017 - A Dealer’s Journal - 23

The Transportation & Suppliers Guide Alabama 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 Connecticut Delaware Florida Dealers Choice Auto Transport is a Florida based auto shipping company, specializing in shipping vehicles in a timely and respectful manner. Dealers Choice Auto Transport was created with the need for an auto shipping company that truly catered to the needs of the customer. Our goal is to be recognized as setting a new industry standard of efficient and caring auto shipping services. Call Dealers Choice Auto Transport and we won’t let you down. We are an FMCSA licensed U.S. auto shipping company. Browse our site for all our auto transport services or to request a quote. How we are different: Most transport companies only broker out their services and do not own their own trucks. On the other hand, we do own our trucks and broker what we can’t accommodate at any given time. We believe we

are the best and we expect nothing but the best from our associates, thus making us the Dealers Choice. When you work with Dealers Choice Auto Transport you can sleep at night knowing your vehicle is safe. Call us now and find out why more and more people are utilizing our services. Give us a call, we won’t let you down. 877-4185225 or online at Georgia Hawaii Idaho American Associated Auctioneers Illinois Montway Auto Transport ® is a nationwide car shipping company. Montway is a carrier and a broker. We can ship a car from and to any point in the U.S. Visit us online at or call our agents at 888-666-8929. Indiana About NextGear Capital: NextGear Capital is the world’s most comprehensive and innovative provider of lending products for vehicle dealers and auctions. With pioneering technology and a total commitment to customer service, NextGear Capital empowers dealers to floor plan vehicles from anywhere, at any time. NextGear Capital lines of credit can be used for a variety of purchases – Retail, Wholesale, Salvage or Specialty. The company was created by the merger of Manheim Financial Services and Dealer Services Corporation, resulting in a dynamic new industry leader that is 100% focused on helping customers shift their business to the next level. NextGear Capital 1320 City Center Drive, Suite 100 Carmel, IN 46032 • 888.969.3721 Corporate website: nextgearcapital. com please inquiries to: marketing@

24 - A Dealer’s Journal - September 2017 Iowa W.W. College of Auctioneering Kansas Blue Book Values Kentucky Louisiana Maine Maryland Triad Financial Carcannon East Coast Massachusetts Royal Administration Services AutoUse 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 Email or online at Providing Prompt, courteous, reliable, damage free delivery since 1975. From 1 car to 1,000 we do it all. Mississippi Missouri McNutt Automotive Logistics has long been a prominent and renowned member of the auto transportation industry since 1995. With a nationwide footprint, we have earned our reputation for setting benchmarks in auto transportation by focusing on timely deliveries and exceptional customer service. We service all auto auctions, dealerships, finance and insurance companies, remarketers, asset recovery specialists

and private individuals. We have long standing partnerships with many icons of our industry including Ally|SmartAuction, Carmax, Thrifty, Manheim, OVE and many others. We are also past recipients of Auto Remarketing’s Top 200 most influential businesses in the auto remarketing industry.We want to EARN your business! McNutt Auto Transport 7485 NE 401 Rd Lowry City, Missouri 64763 Phone: 800-755-2324 Fax: 417644-2920 Montana Nebraska Road Warriors Easy-Haul Trailers Nevada Western Funding Inc.

New Jersey New Mexico New York North Carolina Mendenhall School of Auctioneering N.A.P.A.A. North Dakota Ohio Micro21

South Carolina South Dakota Tennessee Texas Utah Vermont Virginia NADA Washington


Washington D.C. AFSA


West Virginia



Rhode Island


New Hampshire

September 2017 - A Dealer’s Journal - 25

Dealer Notes: Vehicle Information:

Additional Info:

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26 - A Dealer’s Journal - September 2017

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Complete septmeber 2017 issue