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ALSO INSIDE:

Complete coverage of NIADA’s National Leadership Conference and Legislative Summit in Washington D.C. Page 58

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NOVEMBER

2 0 1 6 Volume 45 | Number 11

WHAT’S INSIDE

FEATURES

08 10 12 14 16 18 20 22

24 2016 NAAA Convention Preview The NAAA Convention joins Used Car Week’s

National Remarketing Conference to offer more educational content.

26 Auction Perspectives Incoming NAAA president Jerry Hinton, predecessor Mike Browning and other experts examine the state of the auto auction industry.

36 A Tool Kit ForWholesale dealers looking for a better, more efficient way to

IN EACH ISSUE

source inventory – and who isn’t? – online channels and technology tools can be the answer.

6 Frontline

44 Automatic While technologySuccess can be daunting, automating 13

A federal appeals court rules the CFPB’s structure unconstitutional; CPO sales for the third quarter were the second-highest ever; a study finds orange cars retain their value more than any other color; a news outlet finds the federal government is selling vehicles with open recalls; Reynolds and Reynolds acquires Wolters Kluwer’s indirect loan origination solutions; and more.

key workflows can create a more efficient dealership – and a healthier bottom line.

52 Making Technology Work Daily Gameplan’s Mark Bergeron cautions that even the most advanced tech tools won’t get results if dealers don’t address the humans using them.

62 Event Spotlight

NIADA’s inaugural National BHPH Summit, coming up next month, is poised to become the Buy Here-Pay Here world’s biggest event of the year.

58 Head the Table NIADA’s of influence in Washington grows as the 2016 National Leadership Conference and Legislative Summit sets records for attendance and impact.

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The Road Ahead Washington D.C. Update Legal Musings FTC Perspectives Joe’s Garage Industry Insider Driving Traffic Association News

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36

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ONLINE Read us online at:

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Visit us on Facebook and LinkedIn

FEEDBACK

Used Car Dealer Wants To Hear From You. Tell Us What You Think! Used Car Dealer encourages its readers to send comments, opinions and suggestions about the publication for reprint. Letters can by emailed to editor@ niada.com. Include your full name, address and phone number. We are unable to publish all letters and may edit letters for length and clarity. This is a great opportunity to hear back from our readers on what you think about the articles and what topics you would like to see covered in future issues.

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/ NOVEMBER 2016 / WWW.NIADA .COM

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The Official Magazine of

NIADA SERVICES BOARD MEMBERS 2O16 - 2O17

CHAIRMAN Billy Threadgill billythreadgill@netzero.net

VICE CHAIRMAN David Andrews dandrews@cityllc.com PRESIDENT Steve Jordan

steve@niada.com SECRETARY/TREASURER Sandra Moss

sandrafmoss@yahoo.com

BOARD MEMBER Louis Tedeschi

aspided@aol.com

BOARD MEMBER Dan Reel dan@reelsauto.com

BOARD MEMBER Luke Godwin

luke@godwinmotors.com NIADA EXECUTIVE COMMITTEE 2O16 - 2O17

CHAIRMAN Frank Fuzy centurymotorscar@aol.com

PRESIDENT Billy Threadgill billythreadgill@netzero.net

PRESIDENT-ELECT David Andrews dandrews@cityllc.com

CEO Steve Jordan steve@niada.com SENIOR VICE PRESIDENT Andrew Gabler writeitupandy@gmail.com REGION I VICE PRESIDENT Louis Tedeschi aspided@aol.com REGION II VICE PRESIDENT Billy Graham billy@grahamautos.net REGION III VICE PRESIDENT Gordon Tormohlen goodpeople@aeroinc.com REGION IV VICE PRESIDENT Marc Powell marc@recarnationabq.com

SECRETARY Joe McCloskey joe@bigjoeauto.com

TREASURER Scott Allen scotta@goodwheelsgooddeals.com USED CAR DEALER MAGAZINE PUBLISHER

EDITOR V.P. OF MEDIA SERVICES SENIOR ART DIRECTOR

PRINTING

Steve Jordan Andy Friedlander Chase Tidwell Christy Haynes Publishers Press

A Division of NIADA Services, Inc. Used Car Dealer (ISSN 0279425X) is published monthly with one additional special issue, Used Car Industry Report, that is published in May by the National Independent Automobile Dealers Association Services Corporation, 2521 Brown Blvd., Arlington, TX 76006-5203; phone (817) 640-3838. Annual subscription rates for NIADA members: $8 per year. Non-member subscriptions $80 per year.

Periodicals postage paid at Arlington, TX, and at additional offices. POSTMASTER: Send address changes to Used Car Dealer, 2521 Brown Blvd., Arlington, TX 76006-5203.

The statements and opinions expressed herein are those of the individual authors and do not necessarily represent the views of Used Car Dealer or the National Independent Automobile Dealers Association. Likewise, the appearance of advertisers, or their identification as member of NIADA, does not constitute an endorsement of the products or services featured. Copyright © 2016 by NIADA Services, Inc. All rights reserved.

ATLANTA, GA Visit this link and register today! www.niadacmd.com

WWW.NIADA .COM / NOVEMBER 2016 /

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Frontline November 2016

ADESA NAMES NEW DIRECTOR OF DEALER RELATIONS

National auction operator ADESA has promoted Trent Strauss to director of dealer relations, the company said.

Strauss, who has served as district inside sales manager in Colorado Springs since joining ADESA in 2010, will lead the local auction dealer relations teams throughout the U.S. and oversee deployment of ADESA’s national sales and dealer relations strategy.

“Trent’s career focus on customer service excellence and sales team coaching will be invaluable to our dealer sales professionals, who are dedicated to serving dealers’ wholesale auction needs,” vice president of dealer services Steve Dudash said.

“His expertise in communication strategies and creating solutions for business projects will enable us to zero in on delivering a premium customer experience.”

REYNOLDS AND REYNOLDS ACQUIRES WOLTERS KLUWER ASSETS

Reynolds and Reynolds Co. last month completed its purchase of Wolters Kluwer’s indirect loan origination solutions in a $36 million cash transaction.

The companies first announced they had agreed to the deal in September.

The acquisition includes Wolters Kluwer’s AppOne software, risk mitigation services and bankers systems, as well as Wolters Kluwer’s preprinted and electronic sales and lease forms, which, Reynolds and Reynolds said, are similar to Reynolds’ LAW brand product line.

“We see this step as another strategic investment in Reynolds Document Services and in the capacity we have to serve automotive retailers and lenders with a breadth of documents and compliance services,” Reynolds director of corporate communications Thomas Schwartz said.

“Overall, the new businesses complement our existing expertise and strengths in documents and compliance services. At the same time, it expands the customer set and markets we can serve.”

Wolters Kluwer said the sale will allow it to focus on what CEO Richard Flynn called “our core regulatory compliance business,” serving banks, credit unions and mortgage lenders.

U.S. GOVERNMENT SELLING RECALLED CARS

While some in the federal government call for a blanket ban on the sale of vehicles with open recalls, the government is selling vehicles with open recalls.

An investigation by online news site Circa found the federal government’s General Services Administration, which auctions off cars and trucks no longer needed by various federal agencies, includes recalled vehicles among its auction inventory.

In August, 427 of the 2,037 cars for

sale by the GSA had open recalls, Circa reported.

Among the recalled vehicles were those with steering issues and the potentially deadly Takata airbag defect, the report said.

A GSA spokesperson told FoxNews. com that the recalls are not specifically disclosed to buyers but noted, “GSA is in full compliance with the laws and regulations regarding auto auctions.

“The agency notifies all auction

bidders and successful buyers that there may be outstanding recalls on the sale vehicle, and to contact either their local dealership or use the National Highway Traffic Safety Administration’s website to check the vehicle’s recall status.”

Consumer advocate Clarence Ditlow of the Center for Auto Safety said he was shocked by the revelation.

“Here they’re doing themselves what they say others shouldn’t do,” Ditlow said. “That’s just hypocrisy.”

DEFAULT RATES UP, BUT MARKET STABLE

Auto finance delinquencies have risen this year, but experts say the market remains stable and in good shape.

Reports from S&P/Experian and the American Bankers Association showed delinquencies were up slightly in the second quarter of 2016 and rose again in August.

But analysts said those increases were not a cause for concern.

“The overall financing environment remains extremely favorable,” Cox Automotive chief economist Tom Webb said. “From the dealer standpoint, the availability of financing is not an issue at all. From the lender standpoint, although delinquencies are ticking up a little bit, they’re not overly alarming.”

David Blitzer, managing director and chairman of the index committee for S&P Dow Jones Indices, agreed.

“Despite small monthly movements in consumer credit defaults, the overall default rates are stable and close to the lowest levels since shortly before the financial crisis,” he said. “Consumer credit – bank cards and auto loans – grew before, during and after the recent recession and is currently at an all-time high.”

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ORANGE YOU GLAD YOU BOUGHT AN ORANGE CAR?

If you’re looking for a car that will retain its value, you might want to think orange.

According to a study by automotive search engine iSeeCars, a vehicle’s color has a significant effect on its retained value.

The study, which analyzed more than 1.6 million model year 2013 vehicles sold over the past year, found orange and yellow cars depreciated the least during the first three years of ownership.

Orange vehicles depreciated 21.6 percent, followed by yellow (22 percent) and green (24.5 percent), well below the average 29.8 percent depreciation for all vehicles in that span.

The most popular colors – black (30.2 percent), white (29.5) and gray (29.5) – were all close to the average. Gold cars had the worst threeyear depreciation at 33.5 percent. iSeeCars CEO Phong Ly said those numbers held up over most vehicle segments.

“The more unusual colors are not as readily available, yet they are popular with enough car buyers to create a demand that directly affects resale value,” Ly said. “From a seller’s point of view, there may be more pricing power. From a buyer’s point of view, if that’s what they’re looking for, they may be willing to pay a bit more for it.”

/ NOVEMBER 2016 / WWW.NIADA .COM

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STUDY: SHOPPERS NOT INFLUENCED BY SOCIAL MEDIA

CFPB’S STRUCTURE RULED UNCONSTITUTIONAL

A federal appeals court issued a ruling declaring the current structure of the Consumer Financial Protection Bureau unconstitutional.

In an Oct. 11 ruling, the U.S. Court of Appeals for the District of Columbia Circuit said the CFPB’s structure violates the Constitution’s separation of powers because the bureau’s lone director is not sufficiently answerable to the President.

The court’s opinion relied on the historical practice of independent agencies being headed by multiple commissioners or board members, and raised concerns of the threat to individual liberty posed by an independent agency led by a single director with little accountability to the President.

“We applaud the court for recognizing the overreach created when too much power is vested in an agency virtually unaccountable to anyone,” NIADA CEO Steve Jordan said. “NIADA supports a common sense approach to consumer protection and fair dealing in the financial marketplace, but the current structure of the CFPB accomplishes neither.”

The court’s decision allows the CFPB to continue operating, but orders it to operate as an executive agency like other executive agencies headed by a single individual.

During NIADA’s National Leadership Conference and Legislative Summit in Washington D.C., association members met with members of Congress to advocate for passage of the Financial CHOICE Act, which would restructure the CFPB to be led by a bipartisan, five-member commission like most independent federal agencies.

The bill would also subject the CFPB’s budget to Congressional oversight through the appropriations process.

NIADA encourages all of its members to contact their Senators and member of the House of Representatives and ask them to vote for the Financial CHOICE Act.

Q3 CPO SALES SECOND-BEST EVER

Sales of certified pre-owned vehicles were down slightly in the third quarter of 2016 – but only because secondquarter sales were the highest ever.

In fact, the third quarter CPO sales figure of 675,725 units, compiled by Autodata

While social media is being used by more consumers in their car-shopping search, its influence is minimal, according to a study, by J.D. Power.

J.D. Power’s 2016 New Autoshopper Study found 22 percent of Internet car shoppers use a social media site as a source during their search, up from 16 percent in 2015.

But only 13 percent of those shoppers who use social media said the information influenced their purchase decision, and a mere 2 percent said a social media site was the “most useful site” they visited.

“Social media plays a large role in many consumers’ lives, so it’s not surprising that it’s one of the tools they’re using during the vehicleshopping process,” J.D. Power vice president of automotive retail Mike Battaglia said.

The study showed YouTube (13 percent), DealerRater (7 percent) and Facebook (5 percent) were the most popular social media sites used

by Internet auto shoppers.

“Social media platforms aren’t as useful as automotive shopping websites for automotive information, but they do serve the needs of consumers for unbiased dealer reviews, affirmations from other vehicle owners, accessing automotive-related videos and exchanging ideas and opinions with friends and family members,” Battaglia said.

WHAT’S NEW ON NIADA.TV Check in at NIADA.TV in late November to catch up on the happenings at Used Car Week, which runs Nov. 14-18 in Las Vegas.

We’ll have 19 educational sessions on various channels encompassing all four of the Used Car Week Conferences – the National Remarketing Conference/NAAA Convention, the CPO Forum, the SubPrime Forum and the Re3 (Recovery/Repossession/Remarketing) Conference.

Stay tuned!

Corp., was the second-best in history, just 0.4 percent off the record of 678,169 – which, of course, was set the previous quarter – and 3.4 percent better than Q3 of 2015.

Those numbers are why Cox Automotive chief economist Tom Webb said he expects CPO sales for the year to surpass the record of 2.55 million units set last year.

Webb projected 2016 sales to reach 2.7 million and perhaps approach 2.8 million units. That would require another record or near-record in the fourth quarter – Autodata showed CPO sales through the third quarter at just over 2 million units.

ADESA chief economist Tom Kontos said the increasing number of off-lease vehicles hitting the used car market will continue to drive CPO sales up.

“Definitely certified pre-owned sales have been another really positive factor in the market out there, specifically with off-lease volumes because it’s a very certifiable unit,” Kontos said. “So with the growing awareness – both among dealers to pitch CPO sales and by consumers to be attracted to those types of sales and be aware that’s an option for them – that’s been a real positive on the demand side for used car sales.”

WWW.NIADA .COM / NOVEMBER 2016 /

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THE ROAD

AHEAD

Our Commitment to the BHPH Dealer Three years ago, NIADA made a commitment.

The commitment was to become a stronger advocate for a large and vital segment of the independent used vehicle industry – Buy Here-Pay Here dealers.

The first step in that commitment was the formation of a Buy Here-Pay Here Task Force to discuss and act on issues specific to the BHPH sphere. That task force has since evolved into a permanent BHPH Commission, which has emerged as a strong and unified voice speaking on behalf of BHPH dealers nationwide.

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That voice has made a difference.

In Oregon, for example, the BHPH Commission played large role in defeating legislation that would have put severe restrictions on BHPH dealers, including rate caps, a ban on GPS and starterinterrupt devices and strict regulations of repossessions.

Late last year, NIADA took our commitment to BHPH a giant step further with the acquisition of the assets of Leedom and Associates, and the addition of respected BHPH educator Chuck Bonanno to head those assets.

That move added another facet to NIADA’s BHPH mix – a powerful educational component in the form of BHPH 20 Groups and Boot Camps as well as a vastly expanded agenda of BHPH content at the NIADA Convention and Expo and BHPH Dealer magazine, which currently runs as a bimonthly supplement to Used Car Dealer and has already become immensely popular in its own right.

Now NIADA’s ongoing commitment to Buy Here-Pay Here is about to go to yet another level.

Next month, NIADA will hold our first BHPH Summit – it’s scheduled for Dec. 6-8 at the Embassy Suites DFW Airport North in the Dallas area. It’s yet another addition to an NIADA toolbox that continues to expand our level of service to the BHPH industry.

Every bit of that commitment I’ve been talking about is being poured into this event. It will be hosted

by Bonanno, whose extensive BHPH experience and expertise is respected throughout the industry, along with NIADA 20 Group moderator/consultants David Brotherton and Mark Dubois, and they have included information about every aspect of a

We want to help every BHPH dealer become stronger, more efficient, more compliant and more profitable.

We want to give them the latest information, the best tools and the brightest ideas to make that happen.

BHPH operation, from sales to underwriting to collections to compliance to service to anything else you can name.

Because of that, the BHPH Summit isn’t just for dealership owners and dealer principals. The entire dealership staff can take something valuable back from this event, and we’re encouraging dealers to bring their managers, salespeople, service staff and collectors by offering discounts for dealerships that bring multiple attendees.

For details and to register, visit www. niadabhphsummit.com.

While the scope of this event is large, the idea behind it is simple. We want to help every BHPH dealer become stronger, more efficient, more compliant and more profitable. We want to give them the latest information, the best tools and the brightest ideas to make that happen.

We are committed to make that happen.

That’s part of our commitment to all of you in the Buy Here-Pay Here industry.

The other part, as embodied by the BHPH Commission, is to be as strong an advocate for BHPH-specific issues as we are for the independent used vehicle industry as a whole. We want to be the voice of the BHPH dealer, just as we are the voice of the independent dealer.

Speaking of that, NIADA and its members certainly made their voice heard in Washington D.C. during the annual National Leadership Conference and Legislative Summit in September.

Now in its fourth year back in D.C., that event was the biggest so far, drawing a record number of dealers to the nation’s capital and making its most significant impact yet.

In all, more than 175 dealers and industry leaders met with 90 members of Congress and legislative staffers to educate them on how our business works and what it’s all about, and to discuss issues that affect independent dealers and their customers.

We have complete coverage of that event in this issue of Used Car Dealer, beginning on page 58. Check it out.

And if you haven’t been to the NLC, consider making the trip next year. It’s your chance to meet face-to-face with legislators and their staff, to show them the face of NIADA, to tell them your story as an independent dealer and to let them know how what they do in Congress affects your business in the real world.

Steve Jordan is executive vice president of NIADA, president of NIADA Services, Inc., and publisher of Used Car Dealer magazine.

He can be reached at steve@niada.com.

/ NOVEMBER 2016 / WWW.NIADA .COM

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WA S H I N G T O N U P D AT E

Washington D.C. Update Shaun Petersen

Sante Esposito

Here’s a rundown of some of the latest governmental issues and activity affecting the used car industry from NIADA senior vice president of legal and government affairs Shaun Petersen and NIADA lobbyist Sante Esposito of Key Advocates.

REGULATORY REPORT BY SHAUN PETERSEN CONSUMER FINANCIAL PROTECTION BUREAU The CFPB finalized an enforcement action against online lender Flurish, Inc., doing business as LendUp, for failing to deliver the promised benefits of its products.

The company marketed its loans as a way for consumers to build credit and improve credit scores, and offered those who participated in the program the ability to progress to loans with more favorable terms, including lower rates and longer repayment periods.

The CFPB said those claims were false – consumers could not improve their credit because Flurish failed to report credit information to credit reporting agencies.

The CFPB ordered the company to provide more than 50,000 consumers with approximately $1.83 million in refunds and pay a civil penalty of $1.8 million.

DEPARTMENT OF JUSTICE Wells Fargo settlement: DOJ reached a settlement agreement with Wells Fargo Bank N.A., doing business as Wells Fargo Dealer Services, over allegations it violated the Servicemembers Civil Relief Act by repossessing 413 cars owned by protected servicemembers without obtaining a court order between Jan. 1, 2008 and July 1, 2015.

The agreement requires Wells Fargo to pay $10,000 to each affected servicemember, plus any lost equity in the vehicle with interest.

Wells Fargo also must repair the credit of all affected servicemembers and pay a $60,000 civil penalty.

Auto loan scheme: Three people were convicted of money laundering for participating in a 2011 auto loan fraud scheme centered in Houston.

One of the men claimed to be a used car dealer who sold luxury vehicles through his alleged Houston dealerships “EZ Auto Group” and “1st Choice Motors.” The alleged dealerships, however, existed only as websites. They had no physical existence, owned no cars and made no actual auto sales.

The other two conspirators acted as “straw buyers,” and applied to lenders for auto loans in order to purchase nonexistent used Mercedes and Lexus vehicles from the supposed dealerships. Once the loans were funded and the funds had been deposited into the fake dealerships’ bank accounts, the phantom dealer kicked back a portion of the loan funds to the straw buyers, who then defaulted on their loans.

The straw buyers applied for 16 fraudulent auto loans with a combined value of almost $700,000.

FEDERAL TRADE COMMISSION The FTC filed a lawsuit against nine Los Angeles-area auto dealerships and their owners related to spot delivery – or, as the FTC called it, “yo-yo” financing.

The FTC claimed the dealers used deception or other unlawful pressure tactics to coerce consumers who had signed contracts and driven off dealership lots into accepting a different deal.

The FTC also alleged the defendants packed unauthorized extra charges for aftermarket products and services, adding extended warranties, GAP and maintenance or service plans and charging customers without their consent, falsely claiming the products were required or free.

The dealerships allegedly enticed consumers – particularly financially distressed and non-English speaking consumers – with print, Internet, radio and television ads that made an array of misleading claims, including that vehicles were generally available for the advertised terms and consumers could buy vehicles for low prices, finance with low monthly payments or make low down payments.

The FTC claimed the defendants use phony online reviews to tout their dealerships and discredit negative reviews that highlighted their allegedly unlawful practices.

With respect to spot delivery, the defendants allegedly represented falsely that consumers were required to sign a new contract with different terms. In other instances, the defendants allegedly told consumers who completed finance contracts that the contracts were cancelled and falsely represented that the dealerships were permitted to keep consumers’ down payments or trade-ins.

When consumers requested compliance with the terms of the contract, the defendants supposedly falsely represented that consumers would be liable for legal action, including lawsuits, repossession or criminal arrest for a stolen vehicle.

LEGISLATIVE REPORT BY SANTE ESPOSITO S.2663, REFORMING CFPB INDIRECT AUTO FINANCING GUIDANCE ACT NIADA continues to advocate for Senate passage of S.2663, which would rescind the auto financing guidance action taken by the CFPB in March 2013 and provide for a more transparent and accountable process for addressing the issue.

On Sept. 13, NIADA legislative committee chairman Henry Mullinax, senior vice president of legal and government affairs Shaun Petersen and Key Advocates met with the offices of Sen. Jon Tester (D-Mont.) and Sen. Bob Menendez (D-N.J.) in support of the legislation.

The following week, NADA held a series of supportive meetings on the Hill with its membership. And NIADA followed with its Day on the Hill on Sept. 28.

Coupled with those meetings was a key

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fundraising event co-hosted by NIADA and NAAA, as well as various interaction events with key members of Congress.

The strategy is to keep the pressure on the Senate to pass the bill this year, or to keep pushing on the request made by NIADA and NAAA for the Senate to convene a series of meetings with the CFPB and stakeholders to explore the possibility of an administrative solution to the issue.

CFPB/FY17 APPROPRIATIONS PROCESS Prior to the pre-election recess, Congress passed a “clean” continuing resolution to fund the government until Dec. 9 at the current levels. “Clean” means there were no new major policy issues included (except for Zika and natural disaster funding).

It also means several provisions intended to curb the CFPB’s authority, which were

included in the fiscal year 2017 Financial Services and General Government Appropriations bill that passed the House in July, are on hold pending final resolution of the appropriations process in December.

/ NOVEMBER 2016 / WWW.NIADA .COM

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LEGAL MUSINGS

FTC Says Dealers Put Customers on a Yo-Yo There was a point in time where mastering yo-yo tricks was one my life’s ambitions.

I would roam the sidewalks of my little town with a friend trying to walk the dog and rock the baby, all while trying to go around the world. There might have been a few discussions among us as to which Smothers brother we wanted to be.

I suspect if you asked an average 7-10 year old if she has ever played with a yo-yo, you would get a blank stare as she pulled her electronic device of choice to Google “yo-yo,” then post to social media how some dinosaur was inquiring about a toy from the Jurassic period.

Though yo-yos are no longer a toy of

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choice, the Federal Trade Commission believes yo-yoing is alive and well – in automotive financing.

One of the ways government regulators and consumer advocates tell their story is to create clever phrases to describe practices in a particular industry with which they have concerns or outright objections.

Obviously, those phrases paint a practice of the business victimizing a consumer.

What the FTC calls “yo-yo financing” is commonly known to you and me as spot delivery.

Spot delivery has long been a concern for the FTC, state attorneys general and consumer advocates. I have personally spoken with many of them about the practice.

The FTC has put spot delivery practices squarely in its crosshairs with a recent lawsuit against nine related Los Angeles-area dealerships.

In the complaint filed in federal court, the FTC said Sage Auto Group and its affiliates signed purchase and financing agreements with consumers, then let them drive their new purchases off the lot.

The dealerships’ contract contains terms addressing spot delivery, providing the dealerships with a right to cancel the contract if they are unable to assign financing.

The contract says the dealership must give the consumer written or actual notice of canceling the contract because of an inability to assign to a thirdparty financier within 10 days of the initial contract date.

The contract also provides that if the dealership cancels the contract, the dealership must return all consideration received, including the down payment and trade-in vehicle.

There is certainly nothing illegal about the practice described above.

However, the FTC alleges the dealerships went way off that script.

According to the FTC, if the dealerships could not assign the financing – and in some instances, the FTC suggests, the dealerships purposely elected not to – the dealerships would

What the FTC calls “yo-yo financing” is commonly known to you and me as spot delivery. call the consumer and indicate financing fell through. The FTC claims at that point, the dealerships falsely told consumers they were required to sign a new financing contract, often with less advantageous terms.

The FTC also asserts that in some cases, the dealerships falsely told consumers that if they did not agree to new terms, they would lose their down payment or trade-in.

To compound things, in the FTC’s eyes, the dealerships allegedly refused to cancel the contract according to the spot delivery terms. And in some instances when consumers resisted demands to sign a new contract, the FTC suggests the dealerships threatened to report their cars as stolen or repossessed and have the consumers arrested and prosecuted.

If any of those allegations are true, you can see why the FTC would paint the consumer as a yo-yo bouncing up and down on the string. And you can see why consumer advocates might scream from the rooftops that spot delivery is facially deceptive and should be banned.

Luckily, the FTC and most state attorneys general have not taken that position.

In 2012, 32 state attorneys general sent a letter to the FTC asking the commission to regulate spot delivery practices. They offered seven suggestions to regulate spot delivery practices including: •R equiring dealers to retain consumers’ trade-in vehicles until financing is approved.

•P recluding dealers from threatening to file or filing a theft or other police report due to a consumer’s refusal to return a vehicle to the dealership if financing is not approved.

•R equiring dealers to offer consumers either a complete unwinding of the deal or seeking credit under other terms, with the consumer having the choice to decide which of those alternatives to accept.

•B arring dealers from keeping deposits/ down payments when a deal falls through.

While those provisions are not necessarily mandated in a formal regulation, they are certainly best practices for any dealers engaged in spot delivery.

If you’re not doing them, be ready for regulators or plaintiffs’ attorneys to do the Atom Smasher on your wallet.

BY SHAUN PETERSEN

Shaun Petersen is NIADA’s senior vice president of legal and government affairs.

/ NOVEMBER 2016 / WWW.NIADA .COM

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FTC PERSPECTIVES

Do’s and Don’ts of the VW Settlement As the historic Volkswagen settlement goes into effect this fall, hundreds of thousands of former VW TDI owners are going to spend their settlement money to replace their old cars.

If you pitch your cars to those people, you’ve got to be honest about the settlement and your offer. FTC lawyers have already begun investigations into dealerships engaged in deceptive sales pitches.

In addition, some people might be aiming deceptive sales pitches at your dealership.

So it’s important for you to have the facts.

Here are the basics. Under a partial settlement filed in June by the FTC, Volkswagen is agreeing to provide up to $10 billion to owners and lessees of VW and Audi 2.0 liter diesel cars it claimed had low levels of harmful emissions - but did not.

You can hire someone to help you navigate the buyback process, but you might be paying a premium for very little value. First determine whether you can handle the process yourself.

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It’s the largest false advertising case in FTC history, affecting nearly 500,000 cars.

VW also settled cases with a group of private claimants that requires the same payouts.

The court approval process is underway. While nothing is guaranteed, we expect the court to approve and enter both settlements this fall.

Once that happens, owners of Volkswagen and Audi 2.0 liter TDI diesel vehicles, including Jettas, Passats, Beetles, Golfs and Audi A3s, will have the option of selling their cars back to VW or getting an EPA-approved modification to their car (if available) plus some cash.

To participate in the settlement, owners must apply at vwcourtsettlement.com.

While there are other options available, we anticipate most owners will choose the buyback, and expect many to do so quickly.

Anyone who takes the buyback should get enough money to buy a replacement car similar to the one they thought they had bought.

The FTC negotiated a buyback amount based on the retail value the cars had in September 2015, before the scandal undermined their value, plus additional money to cover the time and effort of turning in the car and buying a replacement and other compensation.

That means hundreds of thousands of people will need a car, and will have just received a significant amount of money.

As used car sellers, you have an opportunity to market to a large group of potential customers. Some of you will take advantage of that opportunity through creative and competitive marketing campaigns.

However, you cannot make misleading advertising pitches. If you do, you could face an FTC or state attorney general investigation.

Even if you don’t come right out and say something false, it is still against the law to mislead reasonable consumers through innuendos and half-truths. Also, you are responsible for advertising pitches made by ad agencies or others acting on your behalf.

Here are some simple rules to keep in mind: DO: Market to people who might be selling their cars back to VW through the settlement. You can offer deals to people who received buybacks.

DO: Encourage anyone who might be eligible for relief under the settlement to

visit vwcourtsettlement.com and enter their VIN numbers to see what their options are.

DON’T: Falsely claim or imply in any way that your dealership has any “official,” “authorized” or any other role in the settlement. For example, DON’T set up websites with names that imply a relationship with the settlement, or send out flyers claiming any relationship with the settlement.

DON’T: Offer to “buyback” VW TDI cars from consumers as part of a deal on a car.

The word “buyback” has a special meaning related to the settlement.

DON’T: Purchase an eligible 2.0 liter VW TDI car from a consumer unless you are certain he has visited vwcourtsettlement. com, understands the amount he could get through a buyback in the settlement and still would prefer to sell you the car – and you feel confident you can later demonstrate all of that to a curious state or federal regulator.

We will have access to all buyback data and will be investigating suspicious transactions.

DO: Know your own rights under the settlement. If you are not a VW or Audi dealership and you have eligible cars on your lot, you may receive a buyback under the settlement.

To find out, go to vwcourtsettlement. com and enter the VINs of your cars. If they are eligible, you could be entitled to a full or slightly reduced buyback, depending on when you purchased them.

DO: Look out for deceptive pitches by others. Be extremely skeptical of anyone who contacts you claiming to have an official role in the settlement or directly offering you a buyback.

With rare exceptions for certain fleet operators, no claims administrator or VW representative will contact you. You must apply for the settlement through the official website.

We have already seen deceptive mailers to dealers seeking to “buy back” cars “under the settlement” for far less than they are worth.

You can hire someone to help you navigate the buyback process, but you might be paying a premium for very little value.

First determine whether you can handle the process yourself.

Finally, if you have any suspicious activity, either aimed at you or in deceptive marketing by a competitor, please report it at FTC.gov/complaint.

B Y L E S L E Y FA I R

Lesley Fair is a senior attorney with the Federal Trade Commission’s Bureau of Consumer Protection and has represented the FTC in deceptive advertising investigations. She now specializes in business education and compliance.

/ NOVEMBER 2016 / WWW.NIADA .COM

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JOE’S GARAGE

Innovate or, ‘Bye!’ Going, going, gone!

Blackberry, Motorola, Woolworth, Eastern Airlines, Blockbuster, Circuit City, etc. etc. etc.

How many other major companies can you think of that were once king of the proverbial hill? We’re talking household names here. What happened?

I’ll tell you what happened.

Great talent wants to work with and for great companies. It’s hard to find winners wanting to sign up for a losing ball team. Good companies always attract good people.

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They failed to innovate and adapt to changing markets.

While it’s easier to blame a change in consumer spending habits or a challenging economy, the fact remains: Any company that operates under the status quo is a company that is sure to go.

Just like an independent dealer who fails to find ways to transact business more efficiently and in a more consumerfriendly way, it will soon find its way among the obsolete.

Dealers who insist “the old ways are still the best ways” or “you’ve just got to keep doing your job and doing what you know you need to do” will soon find themselves dying of self-inflected wounds.

I recently had an opportunity to sit among a group of franchised dealers as they discussed some of the challenges they feel they face in the current economy. I was hoping to learn new, out-ofthe box-thinking strategies but soon found myself listening to many of the same old solutions – which really don’t solve anything.

Where an independent dealer might blame a bank for not getting a deal financed, or perhaps throw blame at the auctions for “ridiculously high prices,” the franchised dealers were quick to blame their manufacturer for failing to provide better and lower interest rates for consumers.

They spoke of the manufacturer not offering rebates or incentives to the dealers and, of course, the current leasing programs offered just weren’t good enough.

Because I was a guest, I was very limited in my ability to openly participate in their discussion, so I was forced to bite my tongue most of the time.

It was only after they had exhausted themselves that one dealer turned to me and said, “Joe, you got any ideas or comments you would like to share?”

I said thank you, and, yes, I would like to share a few things.

I’m guessing a few who were in that room are sorry I was asked for my input.

I stood and said, “First, thank you for permitting me to sit in on this meeting.

Second, stop blaming the manufacturer for your lackluster performance.”

Any company that operates under the status quo is a company that is sure to go.

I shared with them the same advice I share with you: You cannot blame others for your failures.

As an entrepreneur, it is your personal responsibility to work around the challenges every business faces. Keep peeling back the onion of the problem until you find the cause, then take corrective actions to solve the problem.

Stop throwing money at a problem and start throwing solutions at it.

If it’s still taking you four hours to sell a vehicle in a market that is rapidly moving to a forty-five minute sale and delivery process – because that is what the automobile consumer wants – then you, too, will be on the endangered car dealer species list.

If you’re still trying to maintain outlandishly high gross profits on the sale of your used vehicles in an efficient marketplace that is now selling vehicles at market value prices, you will soon find yourself among the likes of Borders Books or Hollywood Video stores.

If your sales staff isn’t knowledgeable about the vehicles you sell or have access to, or if your staff isn’t consistently friendly and helpful, how can you expect to compete with dealers who can provide such salespeople and exemplary service?

It is easy enough to blame the lack of available talent in your market, but is the problem that available talent in your market is unwilling to work in an environment that’s attempting to operate under the philosophy of the 1960s?

Great talent wants to work with and for great companies. It’s hard to find winners wanting to sign up for a losing ball team.

Good companies always attract good people.

Are you still only willing to compensate your sales and management team solely on gross profit when gross profits on used vehicles have declined in the current efficient marketplace? Are high gross profits limiting your ability to capture more market share, which ultimately would lead to greater total gross profits, F&I profits, an opportunity for more trades and the opportunity to capture service business?

Ultimately, the decision you make to innovate, adapt and focus on the ultimate consumer purchase experience will determine whether or not you fly high on the wings of success or say bye-bye to the opportunity to be among the independent dealers in this growing and profitable industry.

B Y J O E L E S C O TA

Joe Lescota, a veteran of more than 25 years in the automotive industry, is NIADA’s director of dealer development and instructor for NIADA’s Certified Master Dealer program. He can be reached at joe@ niada.com.

/ NOVEMBER 2016 / WWW.NIADA .COM

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I N D U S T RY I N S I D E R

Make Video Part of Your Merchandising Strategy Potential customers are looking at your dealership and your competition for reasons to pick one over the other, and they’re making those decisions quickly.

According to J.D. Power, in-market shoppers are visiting fewer dealerships than ever – 1.4 down from five – and arrive on the lot more informed, thanks to extensive car shopping research online. That means your website needs to be as engaging and informative as possible.

Dealership-shot inventory video is one of the best digital tools you can use to increase shopper engagement on your website, serving as a bridge that moves potential customers from behind their screens into your showroom.

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Let’s learn how to construct your website’s inventory video experience, learn about your customers’ online needs and leverage video’s capabilities to build time on-site, nurture trust and entrench itself as an integral part of your social media strategy.

Here’s how to get started.

Start with sound quality: Just because you’re shooting video doesn’t mean you don’t have to consider how it sounds. Poor audio quality is going to cause your viewers to bounce – and probably discourage them from continuing down the road to the sale.

Focus on audio quality first before you begin with camera work.

Decide if you are in the market for a wireless or a wired microphone – either will do. A smartphonecompatible microphone is best, since it integrates with your mobile device and all of the video editing tools available through it.

Wired mics are great if you’re shooting video yourself, but the wireless variety is best if you’re shooting as a team.

Keep it short, sweet and pretty: Start with a manageable scope to keep your video strategy achievable.

Keep the videos on each of your vehicle models to less than two minutes. According to a 2015 Cox Automotive Consumer Video Research Study, you’ve lost your audience with anything over three minutes.

Some things to consider when shooting: •G et some wide-angle shots of the whole vehicle at the beginning or end of the video. Shoppers want to see the whole car.

•A little planning goes a long way.

Decide on your positioning and movement throughout each video ahead of time to allow your camera operator to easily follow you when shooting. For example, begin with the exterior front to back, then move to the interior.

•K eep the camera as steady as possible.

You might consider picking up a smartphone stabilizer.

• I f it’s a sunny day, shoot in a shaded area or keep the sun to either side of you so you’re not shooting directly into the sun and you’re not seeing the camera operator’s shadow in the video.

Make a YouTube channel for your dealership: It’s the easiest way to distribute your dealership videos.

Since there are plenty of blogs and videos with instructions on creating a

Video gives you loads of data you can use to gauge your videos’ impact.

YouTube channel and uploading videos, we don’t need to go into detail here. But basically, using YouTube to host your videos starts with a unique Google account for your business, an appropriately named channel, and an on-brand profile picture and channel art.

Consider: •A dding a quality image to the header, or channel art, of your YouTube profile.

• I ncluding a relevant, on-brand profile image, or channel icon.

•F illing out any information about your dealership and why customers should view your videos.

• I ncorporating your dealership’s value proposition. Why should customers buy a car from you?

Use analytics to evaluate your videos’ performance: Video gives you loads of data you can use to gauge your videos’ impact.

Among the most useful: •T ime on page, lead generation, phone calls, bounce rate and exits.

•O verall website performance in terms of time on site, average VDP views per visitor and any other key metrics for your business.

•S tyle and length of video your viewers were most engaged with (for those dealers using YouTube and its audience retention reports).

Think about polling your customers to see where they’re getting their information.

You know customers are arriving at dealerships unannounced – meaning no phone call or form submission. Odds are they are doing most of their research prior to their surprise arrival, most likely on your website. Ask them if they viewed the video walk-arounds or the videos on the VDPs. Review, rework, repeat: If performance in key areas increased as a result of your videos and your business saw a positive result, that’s great. You are off to a solid start.

If not, identify things to do differently next time. Use the feedback from your customers and performance data to finetune your video strategy.

B Y B R A N D O N S T. C Y R , J I L L I A N C H A R E S T A N D PAT R I C K W Y L D Brandon St. Cyr, Jillian Charest, and Patrick Wyld are part of the Dealer.com Learning Solutions Team.

Brandon St. Cyr

Jillian Charest

Patrick Wyld

/ NOVEMBER 2016 / WWW.NIADA .COM

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DRIVING TRAFFIC

Get More From the Leads You’ve Already Got Every year we talk to hundreds of owners, general managers and automotive professionals.

Many of those conversations hinge on their need to generate more leads so they can increase sales.

And we get it. Traffic and leads can solve everything, which is great news because helping you get more leads is the easiest part of growing your business and reaching the next tier of success – if you know what to do.

Why is generating more leads so easy?

Because it is embarrassingly simple to sell and market something everybody wants.

And everybody wants a better car than they’re driving right now.

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But growing your business isn’t just about getting more leads. It’s also about making sure you get the maximum return on the investment you made in getting more traffic.

Often the people we’re having these conversations with are current customers who are getting a massive amount of leads per month. We’re talking thousands of leads per month.

So before we find ways to spend more on advertising, enter a different medium or generate more leads and traffic, we always advise them to make sure they’re fully capitalizing on the traffic they’ve already got.

You should be doing the same thing.

But how?

The number one thing you can start doing right now to make sure you’re getting the most from the leads you’ve already got is manage and optimize your conversion funnel.

Make sure you aren’t leaving any opportunities from your existing ad spend on the table. To do that, you need to start tracking some very important metrics.

First, you need to find out how many unique, valid leads you’re getting each month. That should be pretty easy.

Next, determine what your connect rate is. Your connect rate should be defined as the number of those unique, valid leads you actually interacted with.

That could be a little more difficult to track down because whoever is handling your leads is probably counting any time he speaks with a prospect as a connect. But he should be tying that information back to the unique lead’s data.

Each unique, valid lead can only count as a connect one time.

You’re looking for a connect rate of 85 percent or higher. We defined that as the target connect

With the right strategy, you can target when and how often you call a lead to optimize the connect rate. rate because we have clients in markets of all shapes and sizes that are achieving it on a regular basis.

Two of the biggest factors impacting whether you connect with a lead are how long it takes you to make the initial call after the lead comes in (speed to lead) and how many times you try to reach the lead.

With the right strategy, you can target when and how often you call a lead to optimize the connect rate.

Why is connect rate so important?

Because if you aren’t getting in touch with people who have raised their hands and said they want to buy from you, you are leaving money on the table.

The next number to look at is your schedule rate.

Of the people you connect with, you should be scheduling appointments with those leads at a rate of 50 percent. So if you’re connecting with 500 people each month, you should be scheduling 250 appointments.

Of course, of those 250 appointments, about half will show up and about 25 percent of those will buy.

The key here is to get the people who want to drive home today in the doors so you can help them.

The two places we see the biggest breakdown in the conversion funnel are optimizing connect rate and schedule rate.

Even small improvements in those numbers can create a massive increase in store visits.

Look, we understand that getting all of those numbers might be difficult. Most of our clients use an easy tool that tracks all of those metrics, such as Call Commando, which actually generates a full funnel report for them.

But even if you aren’t using Call Commando, you should still be examining those numbers.

To put it in perspective, if you are only connecting with 65 percent of your leads instead of 85 percent, you’re achieving only 75 percent of the target.

So if you’re currently selling 100 cars, that means there is an additional 25 percent left on the table. That’s an extra 25 cars sold from leads you’re already paying for.

Just think about what you could do if your dealership started selling 25 extra cars tomorrow.

BY JIMMY VEE AND T R AV I S M I L L E R

Jimmy Vee and Travis Miller are the founders of Rich Dealers® and authors of Gravitational Marketing. Visit www.trafficinstitute.com for more tips, tricks and techniques to generate traffic, leads and sales.

/ NOVEMBER 2016 / WWW.NIADA .COM

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A S S O C I AT I O N N E W S

CMD Goes West for First Session of 2017

NIADA’s Certified Master Dealer program is heading West.

The first session in 2017 of the used vehicle industry’s premier dealer training program is set for Feb. 9-11 in Portland, Ore., part of NIADA’s commitment to bring the benefits of the CMD program and the unmatched industry expertise of instructor Joe Lescota directly to dealers nationwide.

Lescota, an industry icon, provides the kind of knowledge that is now essential for an independent dealer trying to survive and thrive in an increasingly competitive market. His knowledge and experience have helped make the CMD course the most respected – and effective – dealer training program in the independent space.

The CMD program teaches dealers how to take their business to a higher level by providing strategies for sustainable success in a more efficient and profitable dealership.

It goes over all aspects of the dealership, from effective management practices and business planning to marketing to finances, offering new ideas for analyzing your business and increasing profitability.

For more information or to register, contact Diann Flanders at diann@niada.com or 800-682-3837, or visit www.niada.com and click on “Certified Master Dealer” under the “Training” tab.

NIADA Foundation Provides Flood Aid

When record flooding in Louisiana damaged the offices of the Louisiana IADA and the home of LIADA executive director Dwayne Tambling, the NIADA Foundation – and many others affiliated with NIADA – stepped forward.

Tambling’s house, which had been in the family for six generations, was left under nearly five feet of water by the historic floods that affected more than 100,000 in the Baton Rouge area. The nearby LIADA office suffered water damage and the loss of computer equipment and furniture.

The situation was brought to the attention of the NIADA Foundation board during NIADA’s National Leadership Conference and Legislative Summit in September, and the Foundation trustees voted to donate $5,000 to help Tambling and the association rebuild.

IFMG On Board as National Corporate Partner

InterActive Financial Marketing Group, LLC, a provider of unique marketing solutions for auto dealers for more than 25 years, has joined with NIADA as a Bronzelevel National Corporate Partner.

IFMG’s marketing solutions include its online lead generation program, CARLOAN. com, and telephony solutions, 1-800-CARLOAN, as well as its patent pending credit modeling system Intelli-Lead and TextFuel, a compliant texting solution built for car dealers, all of which allow IFMG to deliver the best credit-qualified car buyers online.

IFMG has developed a number of marketing solutions specifically for independent dealers, including its online lead platform, NoHassle, which gives independents the ability to buy Internet leads on their terms, with no minimum purchase or term – buy what you want when you want at prices that make sense for you.

Plans start at $19.99 with no hidden fees, and current NIADA members get a free trial.

For more information, visit www. interactivefmg.com/NIADA.

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Georgia IADA’s Paul John (right) led a drive that raised more than $33,000 for Louisiana IADA executive director Dwayne Tambling (left) and his wife, Becky.

Georgia IADA executive director Paul John then spearheaded a fundraising effort among his fellow state IADA executives, as well as dealers and industry partners.

That effort was an overwhelming success – in all, more than $33,000 was raised.

John presented a check to an emotional Tambling and his wife, Becky, at the LIADA Convention in Baton Rouge.

“This show of support means so much to our family,” Tambling said. “It is a huge relief off our shoulders, and will go a long way to put us toward getting back into our home.

“Please know how grateful we are to each of you, and how much this means to us. …

We are feeling very blessed.”

Deluxe Corp. Offers Discounts on Checks, Forms and More Deluxe Corp., a supplier of automotive business products, has joined with NIADA as a new industry partner, offering members a discount on its products through the National Member Benefit program.

NIADA members can order and save on everything from custom business cards to checks, forms, holiday cards, logo designs and promotional and apparel products. As a National Member Benefit partner, Deluxe is offering 50 percent off first-time orders and an everyday discount of 15 percent at deluxe.com/niada.

“We have a tremendous product offering to help NIADA members grow their automotive business,” Deluxe partnership manager Andrew Isenberg said. “And NIADA does a great job supporting and advocating on their members’ behalf.”

Deluxe, which has more than 100 years in business, has more than 115,000 automotive small business customers.

“Deluxe has been a leader in small business checks, forms, banking tools and promotional products for many decades,” NIADA senior vice president of member services Scott Lilja said. “Through this very lucrative member benefit offering our members have the opportunity to save thousands of dollars while enjoying best in quality solutions that Deluxe offers.”

/ NOVEMBER 2016 / WWW.NIADA .COM

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F E AT U R E S T O RY

COMING TOGETHER NAAA Convention Joins Used Car Week’s National Remarketing Conference to Offer More Education

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/ NOVEMBER 2016 / WWW.NIADA .COM

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T

he National Auto Auction Association’s annual convention has always been a big event.

Now – with a little help – it has become even bigger.

Beginning this year, the NAAA Convention has merged with the National Remarketing Conference as part of Used Car Week, a mega-event put together by Cherokee Media Group that includes four conferences encompassing various aspects of the used vehicle industry – the NRC, CPO Forum, SubPrime Forum and the Re3 (Recovery/ Repossession/Remarketing) Conference.

“The remarketing industry asked for fewer meetings, less cost and travel, and improved meeting content,” NAAA CEO Frank Hackett said.

The goal, he said, is to produce “an action-packed week people will be talking about long after the meeting.”

With the merger, the NAAA Convention will now be held each November – this year it’s set for Nov. 15-17 at the Red Rock Casino Resort and Spa in Las Vegas – and will include an expanded education agenda with 12 concurrent breakout sessions on Wednesday, Nov. 16.

Those breakout sessions include some of the remarketing industry’s top speakers, such as economists Tom Webb, Tom Kontos and Ira Silver, Black Book’s Ricky Beggs and Anil Goyal, AFC’s Joe Keadle and Cox Automotive’s Derek Hansen.

Among the topics to be presented are “The Power of Vehicle Data,” “Remarketing Open Recalls in a Pre-Regulated World,” “Creating Value to Impact Your Sellers’ Bottom Line” and “Unlocking The Hidden Value In Your Remarketing Portfolio to Maximize Your Return.”

General session speakers include NextGear Capital’s Susan Moritz, Equifax’s Angelica Jeffreys and vAuto’s Majd Saboura, as well as NIADA CEO Steve Jordan and president Billy Threadgill.

In addition, the NAAA Convention/NRC welcomes two impressive keynote speakers.

Terry Bradshaw first earned fame as a Hall of Fame quarterback who led the Pittsburgh Steelers to four Super Bowl victories, but he has since shown his talents as a broadcaster, actor, author and singer. He’ll be featured at Wednesday’s Welcome Luncheon.

The next morning, Jim Lovell – commander of the ill-fated Apollo 13 mission and the first man to fly in space four times – will speak about why he considers Apollo 13 a “successful failure.” After an explosion crippled his spacecraft, Lovell and his crew managed to return safely to earth thanks to the ingenuity and teamwork of the entire NASA program.

The idea behind the combined NAAA/NRC event, the organizations said, is to “honor the tradition and embrace the future.” The NAAA Convention’s major events – the Opening Ceremonies and Luncheon, the Black Book Reception, the Presidential Gala and President’s Party – remain.

“All of the great elements of the NAAA’s annual convention will be combining with the NRC to form an event that’s aimed to benefit all players in the wholesale space,” said Cherokee Media Group president and Used Car Week chairman Bill Zadeits, who called the merger “a natural fit.”

For more information or to register, visit www. naaa.com.

2016 NAAA CONVENTION SCHEDULE NOV. 15-17, RED ROCK CASINO RESORT AND SPA, LAS VEGAS

TUESDAY, NOV. 15

8 a.m-9:30 p.m.

Registration 12:30-1:30 p.m.

Finance/Budget Committee meeting 1:30-2:30 p.m.

Legislative and PAC Committee meeting 2:30-3:30 p.m.

NAAASC/NADASC joint marketing meeting 3:30-4:30 p.m. Eastern, Midwest, Southern and Western Chapter board of directors meetings 4-5:30 p.m. Executive Committee meeting 4:30-5:30 p.m.

Canadian Committee meeting 4:30-6:30 p.m.

Networking Reception 6:30-9:30 p.m.

Executive Dinner (by invitation)

WEDNESDAY, NOV. 16

7-8 a.m.

NAAA 5K Fun Run 8 a.m-11 p.m.

Registration 8-9:30 a.m. Independent Auction Group Committee meeting 9:30-10:30 a.m. Independent Auto Auction Services Corporation (IAASC) shareholders meeting 11:30 a.m.-2 p.m. NRC/NAAA Welcome Luncheon: (Terry Bradshaw, keynote speaker) 2-2:45 p.m. OVE user conference 2:15-2:45 p.m.

Concurrent workshops 2:30-3:30 p.m.

Auction Standards Committee meeting 2:45-3 p.m. Networking break 3-3:30 p.m. Concurrent workshops 3:30-3:45 p.m.

Networking break 3:45-4 p.m. NRC/NAAA Conference welcome 4-4:30 p.m. General session: The Used Car Year in Review 4:30-4:45 p.m. National Remarketing Executive of the Year Award presentation 4:45-6:45 p.m.

Networking Reception 9 p.m.-11:55 p.m. Attendee Reception, hosted by IAG and ServNet

THURSDAY, NOV. 17

7:30-8:30 a.m.

Breakfast Honoring Best Auto Auctions to Work For 7:30-8:30 a.m.

NAAA Past Presidents’ breakfast (by invitation) 8 a.m-11 p.m.

Registration 8-8:30 a.m. Eastern, Midwest, Southern and Western Chapter all-member meetings 8:30-8:45 a.m.

Day 2 welcome 8:45-9:45 a.m. General session: Apollo 13: A Successful Failure (Jim Lovell, keynote speaker) 9:45-10 a.m.

Networking break 10-10:30 a.m. General session: Used Vehicle Values: Our History Tells Us Our Future 10:30-10:45 a.m. Networking break 10:45-11:30 a.m. General session: The National Panel 11:30 a.m.-1p.m. Auto Remarketing’s 40 Under 40 Award Ceremony Luncheon 1-2 p.m. NAAA Membership Committee meeting 1-1:30 p.m. Women in Remarketing Panel 1:30-1:45 p.m.

Networking break 1:45-2:30 p.m.

General session: Disrupting the Auto Industry 2:30-2:45 p.m.

Networking break 2:45-3:15 p.m.

General session: The Executive Suite 3:15-5:15 p.m.

Networking Reception 3:30-4:30 p.m. NAAA Board of Directors meeting and current board photo 6-7 p.m. Black Book reception 7-9 p.m. NAAA Presidential Gala 9-11 p.m. NAAA President’s Party

WWW.NIADA .COM / NOVEMBER 2016 /

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AUCTION PERSPECTIVES Jerry Hinton, general manager of ADESA Portland, will succeed Manheim San Antonio general manager Matt Browning as president of the National Auto Auction Association during the NAAA Convention this month. In an interview with Used Car Dealer, both offered their views on the state of an industry with a strong connection to independent auto dealers.

Incoming NAAA President Jerry Hinton

W

hat is the current state of the auto auction industry?

The commercial inventory vacuum created by the great recession several years back has been replaced by robust inventory levels across the board, and 2017 promises to be another great year for vehicle inventory. In addition, the industry has never worked together more closely regarding best practices, from arbitration and condition report standards to the universal safety of our customers and employees.

How does the current industry climate, with used car supply continuing to increase, affect auctions?

Auctions operate more efficiently with a greater number of vehicles in the lanes. They are designed to absorb large volumes of units, which creates a strong buyer-seller dynamic. That excitement and momentum is what establishes and cements customer loyalty.

How have the many regulatory changes in the auto sales industry affected the auction business, and how much of a priority are NAAA’s efforts, in conjunction with NIADA and other industry associations, on the legislative and regulatory fronts?

Auctions are fortunate to have the resources of NAAA. NAAA regularly monitors federal and state regulations, and through the joint efforts of its members and industry partners like NIADA, NAAA and its members can address any concerns and share best practices in handling any regulations. Auctions are resilient and adaptive and have been able to navigate regulatory changes without sacrificing their performance or level of service.

What changes can independent car dealers expect to see from auctions in the future?

Obviously, technology continues to be the primary industry piece that is constantly evolving. Most of the services auctions currently provide – and some that are still being developed – will become faster and more efficient. Pinch points will become fewer and fewer.

However, the core of any auction’s success is the relationships it maintains with is customers. That will never change.

What are your goals for your term as NAAA president? What do you hope to accomplish?

I intend to continue developing the concepts and programs of our past two presidents – Ellie Johnson’s desire to create auction safety best practices and Mike Browning’s Auction of the Year award for community service. I intend to establish yearly industry safety awards that will honor auctions with exceptional safety efforts that help protect our employees and customers from injury. Also, I want to provide a universal forum for other industry best practices that will help our customers navigate from one sale to another with a minimum of pinch points.

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Outgoing NAAA President Mike Browning

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hat is your assessment of the current state of the auto auction industry?

What an exciting time to be part of the remarketing industry. Auctions are full of optimism and excitement. Inventories are growing and the industry is finding new ways to match the consigners’ inventory with the right buyers. In-lane or online, auctions are proving to be the best way to buy or sell assets.

How does the current industry climate, with used car supply continuing to increase, affect auctions?

Auctions must be proactive. The old days of “build it and they will come” are gone. As I mentioned, we must find ways to match the right buyers with consigners’ inventory. Every day we must provide our customers with the highest quality service.

How have the many regulatory changes in the auto sales industry affected the auction business, and how much of a priority are NAAA’s efforts, in conjunction with NIADA and other industry associations, on the legislative and regulatory fronts?

Regulatory issues are top of mind with everyone in our industry. We must stay on top of the ever-changing landscape to ensure we’re not only compliant but proactive in keeping out unnecessary legislation that would burden everyone. Working closely with NIADA and NADA, we are actively involved in Washington.

What changes can independent car dealers expect to see from auctions in the future?

Availability. With growing new car sales and the expected lease return volume in 2017 and 2018, independent dealers should have more choices to fill their inventories.

Looking back at the last year, what will you remember most? What have been the most significant moments or actions for NAAA in that year?

What an amazing year. The people that I’ve met throughout my journey have been nothing short of amazing. From coast to coast, auction personnel have been engaged and excited.

The support I received from Manheim and my own family has been humbling. The Auction of the Year award, which honors excellence in community service, was one of my most gratifying endeavors this year. The stories of service that our auctions perform in their hometowns is remarkable. People helping people – not because they have to, but because they want to – makes me proud to be part of such a wonderful industry. I will have a lifetime of memories from my year as president of the NAAA.

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AUCTION PERSPECTIVES Patience and Preparedness Pay Off

By Tom Webb

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n the early stages of the 2010-2013 recovery, independent dealers, like everyone, felt relief as both retail and wholesale credit markets returned to normal after the severe financial collapse. But they were not able to take full advantage of the ensuing growth opportunities due to the shortage of inventory created by the earlier decline in new vehicle sales – also known as used vehicle production.

Franchised dealers compounded the problem by snatching up end-of-term lease units and holding on to a larger share of tradeins. The normal gushing flow of vehicles from franchised dealers to independents became a trickle.

But as we look toward 2017, wholesale supplies are ready to grow significantly.

Whether off-lease, off-rental, repossessions, commercial fleet or dealer-consigned units, volumes will be up. Every market class, age, price point and condition level of vehicles will be available – and there are enhanced technological tools to help sort through all those vehicles to determine what to buy, where to buy and what price to pay.

In addition, the remarketing industry offers a multitude of options for wholesale financing, transportation, post-sale inspections, reconditioning and assurance products.

That leaves only the need for retail buyers. Will they be there?

Absolutely.

The beauty of the used vehicle market is that the 265 million vehicles in operation represent not only potential supply, but also demand. On any given day, there are literally hundreds of thousands of households that would like to trade up to something a little better if they can do so for an affordable monthly payment.

Given that median household income in 2015 advanced for the first time in eight years – and at its fastest pace in more than 38 years – the definition of an affordable monthly payment has widened. Rising income, low delinquency rates, a stable labor market and liquid financial markets should keep auto lenders lending.

To be sure, there is a coming pivot in Federal Reserve policy.

The hike itself will be inconsequential, but market reaction to it might not be. Central banks around the world have been pursuing unorthodox monetary policy for some time, so we are destined for periods of volatility.

During these good times, independent dealers should search for and develop the plans and partners they’ll need to get through the next cycle.

Tom Webb is chief economist for Cox Automotive. Contact him at tom.webb@coxautoinc.com or follow him on Twitter at @ TomWebb_Manheim and read his blog at www.manheimconsulting.typepad.com.

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Trucks Propping Up Wholesale Prices

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By Tom Kontos

he slow growth that has characterized the postrecession recovery continued in the first half of 2016. GDP growth has remained in the 1 percent range for three consecutive quarters.

But employment growth is impressive and the unemployment rate indicates the labor market is near full employment. That’s a good thing for new and used vehicle sales – consumers need pay-checks before they can make pay-ments.

Retail new and used vehicle sales were up relative to 2015. The strength of new vehicle sales was concentrated in the truck segments, however – without them, new vehicle sales would be down.

It will be tough for monthly SAARs during the second half of the year to match the second half of 2015, making it likely sales will be down overall from the record 17.5 million sold last year. That will make the increased use of new vehicle incentives, which are already rising, more likely.

Used vehicle sales, on the other hand, should remain strong and continue to help absorb the growth in wholesale supply. Certified pre-owned sales are a particular bright spot in the retail auto market and are on the way to another record year, making up about 20 percent of franchised dealer used vehicle sales.

Wholesale prices have softened, as one would expect given growth in supply, though it is sometimes hard to see at the top-line level and is better revealed when holding constant for model class, age and seller type.

As in the new vehicle market, trucks have been propping up values, and without them average wholesale prices would be down. Also, off-lease volumes are contributing younger, lower-mileage, more expensive units that are tending to elevate average prices.

Another complicating factor in 2016 has been the increasing recalls, which have resulted in “stopsales” that have curtailed the release of vehicles for remarketing. Thus, we don’t know how prices might have behaved if these vehicles had been sold.

That will become a bigger factor in the second half of the year as replacement parts are delivered and installed and recalled vehicles are approved for sale.

Tom Kontos is executive vice president of customer strategies and analytics for ADESA Inc. Follow his monthly Kontos Kommentary, offering analysis of the wholesale used vehicle market, at www.adesa.com/ kontos-kommentary.

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AUCTION PERSPECTIVES The Market Is Changing – Are You Prepared?

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By Anil Goyal

e’ve had a really good run over the past five years, with several positive trends in the industry.

New car sales have continued to increase. Credit availability has been strong. Job growth in the economy created high demand for vehicles while used supply remained tight.

Now, though, we’re starting to see a plateau in those trends.

The market is changing. New car sales have peaked and incentives are on the rise to push sales. Subprime portfolios are experiencing more delinquencies, leading to a tightening of underwriting criteria.

We have ridden the wave of pent-up demand that now has been met. And as demand is leveling off, the supply of used vehicles is rising. More off-lease consignment volume means more inventory to choose from and more clean late-model units available.

Some segments will continue to perform better than others. Segments that are lease-heavy and have declined in consumer demand will continue to have high depreciation. Not all vehicles depreciate alike, but in general, be prepared for higher depreciation of your inventory and expect to see residual values lower than current retention percentages.

Be selective about your inventory and review your strategies to acquire vehicles to continually adapt to the changing market.

Contrary to some headlines, we don’t see a bubble in our industry – though the risks are increasing. We expect the market to reach a gradual normalization over the next three years.

The biggest concerns include continuously increasing lease penetration helped by heavy subvention leading to residual losses on the returns, and longer loan terms leading to negative equity for customers with trade-ins.

Our residual forecasts show a four-point drop in retention over the next three years compared to current retention figures. Using timely and accurate collateral data, as well as the right analytics to help interpret that data, is key to making better decisions in this changing environment.

Our industry will continue to evolve for the next few decades as new, disruptive technologies, along with social changes, gain more ground. The evolving trends include the rise in ride-sharing in urban areas, longer-range and lower-priced electric vehicles and development of improved safety technologies and autonomous vehicles.

The only thing certain is change. Find the opportunities in the change and position yourself to take advantage of the exciting times ahead.

Anil Goyal is vice president of automotive valuation and analytics for Black Book, a provider of vehicle pricing information. For more information, visit www.blackbookauto.com.

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ServNet Auction Owners Committed to Leadership

By Kevin Brown

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n May, ServNet’s auction owners and executive staff met in Dallas for its annual spring owners meeting and a luncheon with some of the nation’s largest remarketers.

More than a dozen national remarketing companies and industry members attended, participating in discussions with members of ServNet’s leadership, including the owners of the 20 independent auctions in the ServNet auction group.

ServNet’s Meet the Owners events have set a new standard in the industry since we initiated them nearly 10 years ago.

The meetings showcase the strength, heritage and capabilities of ServNet member auctions and give remarketers the opportunity to meet directly with the auction owners to discuss issues of mutual concern, address challenges in the market and strengthen important personal relationships that contribute to successful business opportunities at the auctions.

It is more important than ever for remarketers to recognize they are doing business with some of the most successful auctions in the country when they consign vehicles to ServNet auctions. And they are dealing directly with the person whose name is on the building and who is ultimately accountable for that business.

We have enjoyed a 28-year history as a group of the best independent auctions in the nation, and we continue to build on that legacy.

The ServNet brand is stronger than ever. We remain committed to the role independent auctions play in the auto remarketing industry. ServNet auctions from coast to coast continue to provide the very best service and a superior auction experience for every dealer and commercial customer.

As many ServNet auction owners represent second and even third generations in family-owned businesses, the ServNet organization is balancing its leadership with next generation participation.

Those next-generation owners are continuing a tradition of accountability and leadership that not only shapes their own operations, but is felt throughout the broader auction industry.

National remarketers appreciate the certainty of knowing they will be dealing with those thriving businesses with strong roots in the industry – today, tomorrow and far into the future.

Kevin Brown is president of ServNet and owner/general manager of Missouri Auto Auction in Columbia, Mo.

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AUCTION PERSPECTIVES Commercial Consignment Keeps Volume

By Ira Silver Growing

IAG Refreshes Brand, Strengthens Online Presence

Second quarter growth in real GDP came in at 1.4 percent, the third quarter in a row growth has been anemic, averaging only about 1 percent per quarter at an annual rate.

That comes after a weak expansion in which growth has averaged about 2 percent compared to more than 3 percent in similar periods after past serious recessions.

Slow growth during this business cycle has not created the conditions that in stronger past expansions have led to recessions, as inflation and interest rates remain historically low for an expansion that is almost seven years old.

It is officially the age of in-lane and online.

Just a decade ago, many in the industry still thought Twitter was a fad, LinkedIn was Facebook for grown-ups and social media was just for millennials.

Now social media dominates our industry, and independent auctions are an established and viable part of that trend.

With increasing volumes of wholesale vehicles becoming available, independent auctions are positioning themselves for expansion. Independents are building up and branching out with increased acreage, new and upsized facilities and, of course, upgrades in technology.

In keeping with our own need to stay up to date, IAG introduced a redesigned logomark and launched a refreshed web design at the 2016 Conference of Automotive Remarketing in Las Vegas.

IAG’s new responsive website is easier to read and navigate across a wide range of devices, from laptops to desktop computer monitors to mobile phones, and minimizes the need for resizing, panning and scrolling. The IAG member auction map is larger and more accurate, and the directory and map are both searchable, with multiple ways to search: by auction name, by state and by clicking on the map.

During the industry’s most recent awards season, IAG once again received multiple accolades from our commercial consignors and industry media.

More than 40 awards were presented to independent auctions between September and March, and I was honored to be named Remarketer of the Year at the CAR by Bobit Media’s Mike Antich.

IAG’s mission has always been to promote independently owned auctions and to sustain an alliance within the industry to give its membership a group conscience and voice. Continuing our partnerships with industry governors NAAA, NIADA and IARA strengthens our position and increases our reach throughout this industry to create better opportunities for us all.

ECONOMY

LIGHT VEHICLE SALES

New light vehicle sales growth slowed in the first half of 2016 to less than 2 percent, while used sales rose almost 5 percent. That’s the first time since early in the recovery that growth in used vehicle sales has been higher than new sales growth. Prolonged low gas prices appear to have reduced the appeal of new energy-efficient passenger cars relative to less expensive used vehicles.

Despite the slowdown, new vehicle sales are still running slightly ahead of last year’s record pace. But the sales pace will have to pick up in the second half for 2016 to be another record year.

AUCTION VOLUME

According to AuctionNet data, year-to-year auction volume growth slowed in the first half compared to 2015. However, gains remain respectable, with an almost 5 percent increase year-to-date.

The shift from dealer consignment-led growth to commercial consignment-led growth that started in 2013 accelerated in 2016 as new sales and hence trade-in growth slowed. That was occurring as commercial consignment volume was boosted by the return to the auction lanes of fleet and lease vehicles that were initially sold during the strong new sales years of 2012-2014.

Continued gains in commercial consignment this year and next should more than offset any weakness in dealer consignment, keeping total auction volume on a growth path.

Paralleling the new vehicle sales pattern of strength in light truck sales, year-to-date light truck auction volume growth is stronger than passenger car auction volume growth.

AUCTION PRICES

After rising about 4½ percent in 2015, auction average price increases moderated in 2016, with a year-to-date gain of about 3½ percent. Strong increases in commercial consignment supply have contributed to the moderation of auction inflation this year.

Dr. Ira Silver is the economist for the National Auto Auction Association. His quarterly reports are available at www.naaa.com.

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By Lynn Weaver

Lynn Weaver is co-chairman of IAG and partner and general manager of America’s Auto Auction in Harrisburg, Pa.

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F E AT U R E S T O RY

A WHOLESALE TOOL KIT For Dealers Looking for a Better, More Efficient Way to Source Inventory – and Who Isn’t? – Online Channels and Technology Tools Can Be the Answer

By Derek Hansen

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as there ever been a time when you weren’t looking for a better, more efficient, more affordable way to source inventory?

Probably not. But the pressure is even greater today because profit margins are tighter than ever before.

While you might not be making as much money per vehicle as you used to, there are ways you can protect your profitability by driving more speed and efficiency into your wholesale operation. And the timing couldn’t be better, with millions of off-lease vehicles coming in and used car sales remaining strong.

According to the 2016 Manheim Vehicle Solutions Study, only 52 percent of wholesale buyers are satisfied with their current process.

That might indicate a lack of awareness and understanding of resources that are readily available to help wholesale buyers make the right decisions and conduct their business.

Taking advantage of the technology and solutions, and rethinking processes, can help dealers create more streamlined, efficient and profitable operations.

SOURCING AUCTION CARS

Auction cars are always available, but one of the biggest challenges dealers face is acquiring auction vehicles efficiently and with precision, based on real and timely data.

The days of gut-driven guesswork can, and should, be put to rest.

Today, your best bet is to use tools to evaluate and buy vehicles that are in demand in your market. You can then look at the best inventory from a wide net of resources for quicker, more confident decisions.

There are four operational imperatives for sourcing auction cars.

Know exactly what to buy: Many dealers and their buyers believe they know the exact cars that will best advance their used vehicle objectives, so they don’t do much homework before they arrive at an auction.

The cars they purchase end up being aged units, month after month.

What gives? The bidding and buying process doesn’t always lead to profitable outcomes. The challenge is the variety and number of available auction cars coupled with today’s hyper-competitive retail market.

Without the help of technology and tools, it’s impossible to know how a specific vehicle’s color, equipment, mileage, ownership history and trim level will play against competing cars.

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Dealers who reinvent their acquisition strategies use that car-specific precision to build auction shopping lists that include alternative choices if they can’t get the cars they want the most.

Today, there are digital sourcing solutions that are built to tackle the most complex challenges in wholesale buying.

They let you source inventory from auction houses in every corner of the country – Manheim, ADESA, SmartAuction and more – with no preferential treatment given to any auction. Cars are automatically ranked by profit potential.

Know where to buy: With increased competition to acquire auction cars, many

dealers recognize they need to expand their sourcing efforts beyond the local auction.

The challenge then becomes how to easily and efficiently determine the auctions where the cars that best fit your retailing objectives are available.

The most proficient dealers and buyers have expanded to online channels – simulcast and online auction sites where you can bid, buy and sell 24/7, which can be done from a mobile device.

Currently, only one-third of dealerships attend a simulcast auction every month, according to Manheim data, which presents an opportunity for savvy

One of the biggest challenges dealers face is acquiring auction vehicles

EFFICIENTLY AND WITH PRECISION, based on real and timely data. The days of gut-driven guesswork can, and should, be put to rest.

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The time saved by acquiring inventory online can contribute to dealers’ speed to market, and, as a result, faster turn, with fewer cars sitting in inventory for long times. That increased velocity can ultimately lead to

IMPROVED DEALERSHIP PROFITABILITY.

Dealers who are not tapping into the efficiencies gained from digital acquisition channels are already falling behind the curve. dealers to become the leaders of the pack in wholesale operation innovation.

Those early adopters also use technology to facilitate the transfer of the purchased units back to the dealership. The end result: They are more efficient and productive buyers every time they go to an auction.

Buy at the right price: Dealers who reinvent their auction sourcing efforts eliminate the guesswork that once guided their bidding on auction cars.

Today, they know the maximum they can afford to pay on every vehicle. How? They use technology and tools to calculate each unit’s profit potential – taking into account the costs of acquisition, transportation, reconditioning, a pack, etc. – before they make a first bid.

Of course, it takes discipline to stick to those parameters in the lanes (even in the virtual lanes), particularly if you get frustrated by losing cars you really wanted. But the bidding precision and accompanying discipline are critical to ensure you make your margin when you acquire an auction car.

Do it all faster: With technology, dealers and used car managers can prepare for auctions in minutes, not hours, and more dealers are starting to realize the benefits and efficiency of acquiring inventory through online channels.

In fact, Manheim reported its online transactions in 2016 are up 22 percent year-over-year, with 18 million total visits and more than 400,000 units sold through digital channels – 250,000 of them were sold on OVE.com, its online auction site.

The time saved by acquiring inventory online can contribute to dealers’ speed to market, and, as a result, faster turn, with fewer cars sitting in inventory for long times. That increased velocity can ultimately lead to improved dealership profitability.

Dealers who are not tapping into the efficiencies gained from digital acquisition channels are already falling behind the curve.

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Not only do online channels save time and travel expenses, they let you expand your buying radius, giving you access to more vehicles that align with your vehicle selection strategy and inventory needs.

Online channels cut down on trips to auctions where the cars you need might not be. Not only do online channels save time and travel expenses, they let you expand your buying radius, giving you access to more vehicles that align with your vehicle selection strategy and inventory needs.

In an effort to gain even more efficiency and speed as they acquire auction cars, some of the most progressive dealers now rely solely on online sources, a timesaving shift that improves showroom efficiency by enabling managers to be in the dealership, working deals and managing their teams.

Here’s a tip: When acquiring vehicles from farther distances that might take longer to reach your dealership, have a process in place when possible to get those cars listed online before they arrive at your lot.

Mobile apps are another way to speed up the buying and selling process so you can do business from anywhere.

Manheim’s mobile app, for example, lets you perform full vehicle searches and edit saved searches, scan a VIN or QR code and get the Manheim Market Report automatically, view vehicle condition and history reports, manage your workbook and place bids or purchase vehicles from anywhere – even if you’re actually at an auction and just want to bid on inventory in a different lane.

The apps available throughout the industry allow you to manage purchases, check your buying activity, view your purchases and set up and receive post-sale inspection, title and vehicle availability notifications.

MITIGATING RISK

Granted, there is now a wealth of inventory online and multiple ways to acquire that inventory online. But just like a consumer buying a vehicle, most dealers like to “kick the tires” to make sure they’re not purchasing a problem vehicle.

Let’s face it, all inventory acquisitions carry a measure of risk, and acquiring inventory online might seem like an even riskier proposition. However, there are solutions available to help you mitigate risk and offer peace of mind with your online purchase.

Rely on condition reports to avoid problem vehicles. Manheim’s sales data shows buyers are three times more likely to bid and four times more likely to purchase a vehicle with a condition report, which is an important consideration for sellers. And for buyers, that same data shows units with condition reports have a 37 percent decrease in arbitration.

Over the past two years, there has been unprecedented volume increase in condition reports at Manheim auctions, averaging around 20 percent year-overyear growth.

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Tools can also increase sellfor-cash and trade-in vehicles coming to your dealership, which can help improve your ability to acquire high-demand used vehicles for your market.

Dealer adoption is driving the “take rate.”

More than 70 percent of large dealers and 46 percent of small- to mid-sized dealers now use real-time data about a vehicle’s current condition to make better decisions, especially when acquiring online.

If arbitration is a concern preventing you from embracing online channels, consider wholesale vehicle purchase protection programs.

Some of those programs offer automatic purchase protection applied to every vehicle you purchase. Having that type of safety net allows you to decrease recon costs, eliminate costly mistakes and expand your inventory mix. Most offer everything from a basic frame check to a full buy-back guarantee.

Post-sale inspections are another smart option that doesn’t require you to be at the auction. Typical PSIs inspect the frame/unibody, the engine and transmission, and can come with seven- or 14-day guarantee options.

The benefits of condition reports, PSIs and purchase protection are significant and provide confidence you’re making the right purchase so you can minimize unexpected repair costs. They give you peace of mind with on-the-ground information and save time because you can do everything before the vehicle even leaves the auction.

TAPPING INTO THE ONLINE RETAIL MARKET

According to Autotrader’s 2016 Car Buyer Journey Study, two-thirds of car shoppers have a vehicle to trade. Between KBB.com and Autotrader.com alone, there are 30 million shoppers a month, and 21 million of them have a car to trade.

With the right trade-in tools, dealers can find and acquire a wide variety of inventory with less risk and cost. Tools can also increase sell-for-cash and trade-in vehicles coming to your dealership, which can help improve your ability to acquire high-demand used vehicles for your market.

There are online trade-in valuation tools available from third-party partners that can help you connect with vehicle disposers online and help validate the process for car buyers.

Think about it in terms of documentation replacing negotiation. Trade-in valuation tools offer a trade-in range to car buyers online and provide a reality check on the true condition of their vehicle while demonstrating how much dealers might be willing to pay for it within the current marketplace.

That information can also help minimize contentious negotiations in the store about the value of a vehicle while creating opportunities for dealers to acquire inventory.

As vice president of digital inventory solutions, Derek Hansen is responsible for Manheim’s inventory solutions in the ever-evolving digital space and works closely with teams from Manheim, RMS Automotive and vAuto to create a customerfocused digital strategy that takes advantage of those brands’ expertise.

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F E AT U R E S T O RY

AUTOMATIC SUCCESS Technology Can Be Daunting, But Automating 13 Key Workflows Can Create a More Efficient Dealership – and a Healthier Bottom Line

By Rob Wilson

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ith as much technology as most of us rely on to run our dealerships, it’s hard to believe there’s something we could be missing.

Perhaps we’re stuck in tunnel vision, content with manual processes we know like the back of our hand. Or perhaps our software is in need of a long overdue upgrade.

Whatever the case, I’ve seen countless independent dealerships that are overlooking 13 key workflows that absolutely should be automated.

WHY AUTOMATION?

First, we must answer the common objection: Why automate when your current process works just fine?

I’ve found the biggest hurdle to strategically using automation in your business is your own mindset.

Sometimes automation solves issues that have been plaguing you for years.

But other times, it simply multiplies your success.

Imagine, if you’re doing great now, how much better you could be doing by exponentially improving efficiencies.

So take a moment to consciously clear your mind of any preconceived notions. Besides, once you try automating one or two (or all) of the workflows we’ll discuss, your profit numbers will speak for themselves.

WORKFLOW 1: MARKET TO SOLD CUSTOMERS

If you’re like most independent dealers, you already have a solid base of repeat customers. Think of how many more sales you could earn by proactively marketing to previous buyers using pure statistical analysis – pinpointing the customers most likely to be in the market for another vehicle.

Equity mining software can track the initial deal terms, interest rate, purchase date and more. Combine that with the opportunities available today for a lower interest rate and/or lower payment and you’ll uncover ideal customers to upsell.

After identifying that list of prospects, some software can even be set to immediately reach out to each person through a series of tailored marketing emails. That approach can capture customers who would be willing to purchase from you again, but haven’t actively begun the search for a new vehicle.

Ultimately, it’s a matter of which dealership reaches the right buyers at the right time, and who gets to those prospects before they start shopping the competition.

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WORKFLOW 2: DISTRIBUTE LEADS TO THE RIGHT SALESPERSON

If you aren’t already automating the process, you likely send all web leads to one person, who manually assigns them out. Compare that to a CRM that automatically distributes leads in roundrobin style based on: Vehicle: Do some sales staff specialize in a certain segment, like trucks or higher-end cars?

Schedules: Which team members are in the office vs. on vacation?

History with the customer: Is this a repeat buyer who should be sent back to

the original salesperson?

Even when you use software to route leads, you can still see all of them coming in, so you never give up visibility into that part of your business.

It’s just a matter of getting leads into the hands of the right person faster.

WORKFLOW 3: REGULARLY FOLLOW UP WITH ACTIVE LEADS

Did you know 80 percent of sales are closed between the fifth and 12th contacts?

That is, actually making contact with the customer, not calling and getting voice mail.

That should make it even more

concerning that only 10 percent of salespeople ever move past contact No. 3. An automated follow-up work plan can help.

Most CRMs for independent dealers focus on the initial follow-up only – the salesperson must manually schedule activities after that. Some technology, however, will create an intelligent work plan that automatically follows up with the lead, reminds the salesperson to do so or some combination of the two.

Sophisticated software allows complete customization of your plan, so you can set the frequency of contact to whatever you’re comfortable with.

WORKFLOW 4: REACH OUT TO WEB VISITORS

Notice this process says “web visitors,” not “web leads.”

Hopefully, you already have a way for interested customers to submit a lead through your website.

But what about those visitors who came into your store, didn’t buy and then hopped on your website several days later?

Or someone who has already submitted a web lead but is visiting your site again and spending a significant amount of time on the pages of certain cars?

Most dealers would probably want to know that information but have no way of getting it.

Today’s technology offers the ability to capture the IP address of any lead and track where that person goes on your site and how long he or she stays.

Gathering that kind of detail is invaluable for salespeople, who can leverage such knowledge during follow-ups.

For example, if a customer visited your store and was initially interested in a four-door sedan but later visits the website and looks at seven trucks, your salesperson would proactively follow up with more information on the trucks in your inventory.

Remember, you can only act on the information you know, and customers rarely share all they are really thinking.

Use technology to paint a more complete picture of what your prospects are truly after so you can show them your store can provide it.

WORKFLOW 5: ADD NEW INVENTORY

Think of all the steps that must be taken before a vehicle is ready for sale – conducting an inspection, detailing the interior and exterior, performing necessary repairs and more.

Your DMS should have the ability to flag new inventory for certain tasks, then include any vehicle with that flag on corresponding reports. For example, can your current system automatically produce a list of all cars waiting to be detailed?

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Once the task in question has been completed, the flag could be removed automatically. It’s the simplest way to keep your inventory organized and help each department stay on track with where a particular vehicle is in the process.

WORKFLOW 6: VIEW SERVICE REPAIR ORDERS ON EACH VEHICLE IN YOUR DMS Imagine if every time a car from your inventory goes into your shop for a repair, your salespeople could automatically see the repair status plus how much money the repair cost.

They would know the car is not yet ready for sale and they would be aware of the increased investment – a key piece of knowledge to preserve your profits during negotiation.

Without manually entering repair orders or ensuring extremely tight communication between each department, most dealerships would not have that level of visibility into each vehicle’s status.

WORKFLOW 7: RE-EVALUATE YOUR INVENTORY EACH MONTH

It’s a sad fact of the car business – every day your vehicles sit on the lot, they depreciate. If they sit too long, you might need to adjust the price.

But that process doesn’t need to be a hassle. Instead of manually pulling

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book values, simply set your DMS to automatically reassess your inventory every month, comparing it to the latest book values without you lifting a finger.

WORKFLOW 8: REPRICE YOUR VEHICLES

How many partners do you use to advertise your cars? If your repricing isn’t automated, you likely log into each platform separately, navigate to the section where you can change the price and manually set the new price.

But how much time would it save to change the price in just your DMS, then automatically syndicate that price to all of the online platforms and third-party providers that promote your inventory?

You can use that same functionality to keep inventory on your website up to date, so whenever a vehicle is sold, it’s automatically removed from your site.

WORKFLOW 9: REACH OUT TO KEY PROSPECTS AFTER PRICE CHANGES Whenever a vehicle price is lowered, one of the first tasks on your sales staffs’ list should be to contact all prospects who were recently interested in that particular car. That group represents low-hanging fruit, and the reduced price might entice them into a purchase.

But that type of activity can be too time-consuming without proper

technology backing it up. Rather than asking your sales staff to dig through months of notes, your CRM should automatically populate a list of every customer interested in a particular vehicle as soon as the price is lowered.

WORKFLOW 10: MOVE A CUSTOMER FROM WEBSITE TO CRM TO DMS In this day and age, no dealer should have to input a customer’s information multiple times into multiple systems as they progress through the sales process.

Find a well-integrated platform that allows you to push a customer’s data through all systems, so when a web lead turns into an in-person visit, no extra manual work is necessary. Your CRM will even create a follow-up work plan.

When that same customer is finally ready to buy, you don’t need to keep him waiting – all of his information can be pushed to your DMS.

WORKFLOW 11: SUBMIT DEALS TO LENDERS

Gone are the days of manually compiling your deal package, faxing it to a lender and waiting for what seems like forever for a response.

With DMS lender portal platforms, you can seamlessly submit deals and receive decisions in real time without ever leaving the system. You can always see a deal’s

status in your DMS, so feel free to move on to other activities instead of constantly following up with the bank.

WORKFLOW 12: CUSTOMIZE YOUR COLLECTIONS QUEUES

If you’re a Buy Here-Pay Here dealer, you already know excellent collections is key to keeping your business in the black.

As important as that department is, manually determining who each collector should call every day, and in what order, is not the best use of your time.

Take advantage of a DMS that can proactively automate payment reminders for customers, as well as queue up customers for the collector who is the best fit. For example, you likely want a different person speaking with your late-delinquency customers vs. earlydelinquency customers.

WORKFLOW 13: RESOLVE COMPLAINTS

Recent technology can help you intercept complaints before they make it to social media, review sites, the CFPB or a local attorney’s office.

Just by automating follow-up surveys to buyers – then using that information to create QA events that are handled right away – you make customers feel heard, CONTINUED ON PAGE 50

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respected and far less likely to escalate their complaint.

A solid complaint resolution process can actually turn potentially negative reviews into positive ones, simply by managing them appropriately.

Now that you have the 13 processes you should look at first when exploring automation for your store, let’s talk about the elephant in the room: cost.

Most dealerships vastly underestimate how much the right technology can increase their profits. And they resist adding any expenses to the budget, especially if sales are down.

I certainly wouldn’t suggest you buy just any software that boasts the latest bells and whistles. It has to make sense for your dealership. But assess with an open mind, so you don’t step over dollars to pick up pennies.

When you partner with the right provider and commit to the right software, there shouldn’t be any downsides to automation – just greater efficiency, increased revenue and new levels of success. I think that’s something we can all get behind.

Rob Wilson is business development manager, independent, for DealerSocket, working with third-party integrated vendor partners and national and state associations and helping get the word out about DealerSocket’s technology tailored to independent dealers. For more information, visit DealerSocket.com/IND.

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F E AT U R E S T O RY

MAKING TECHNOLOGY WORK Even the Most Advanced Tech Tools Won’t Get Results If Dealers Don’t Address the Humans Using Them

By Mark Bergeron

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T

To make technology work to its full potential, it’s critical to take several steps, all of which revolve around establishing the solutions you want to achieve and how the technology can plug in to make those solutions a reality.

he auto industry has fallen hard for new and shiny technology marketed as a way to achieve better sales team tracking and performance, leading in turn to higher revenues.

Or that’s the theory, anyway.

As the Edsel proved so well, offering something new and shiny doesn’t automatically equate to robust sales. The same is true with today’s dealer technology – both hardware and software designed to rev up sales engines.

According to what we’ve been hearing, just having the stuff will magically transform lackluster sales teams into dynamos.

Here are the realities.

Until or unless sales forces are properly and thoroughly trained on it, technology won’t do the job. Unless sales forces adopt and gravitate to it, it won’t do the job. If the customer doesn’t like it, it won’t do the job.

Without discipline and consistent use/ follow-through with the technology, it won’t do the job.

Management, convinced that these shiny objects will be their holy grail, find themselves scratching their heads, criticizing their sales teams for continuing subpar performance, and often doubting the ability of the technology to do what was promised.

Much of the problem stems from our collective preoccupation with two auto industry-centric mindsets: Our love of shiny, new toys in general, as demonstrated by our love affair with cars, and our mistaken belief that “if you build it, they will come.”

In this case, the Field of Dreams line simply translates to a desire to buy it, power it up, and have the sales magically come as a result. Sort of like starting a vehicle and driving to a destination.

To make technology work to its full potential, it’s critical to take several steps, all of which revolve around establishing the solutions you want to achieve and how the technology can plug in to make those solutions a reality.

Here are some recommendations to help you get there. Keep in mind that these suggestions address those dealers already possessing a variety of shiny objects, so the perspective by nature is reactive. Obviously, taking these steps proactively can help steer you in the right direction.

Get sales force buy-in: Often, sales reps will attempt to ignore or circumvent technology they don’t understand or don’t like, or that demands a level of commitment that doesn’t resonate.

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For example, it can be very difficult to get sales-oriented stars to consistently follow a technology process they feel isn’t needed for their special brand of “excellence.” Sometimes they feel the technology is “beneath them,” stifling their seemingly God-given talent to sell cars out of the blue.

And, of course, there are few challenges in life more daunting than spending valuable sales time loading up the CRM. Getting sales force buy-in requires both tough love and TLC. On one hand, they must understand there are important, proven, technology-related processes they will need to follow. Regular meetings to assure understanding and check accountability are key to the success of that effort.

A bit of TLC also helps. Showing proof of sales increases with a particular process, such as sales lead charting and tracking, can make even the most hard-headed, arrogant salesperson take notice. And encouragement, via acknowledgement and incentives, doesn’t hurt either.

Ensure the technology performs as desired: Substantial disruption and dysfunction work against the solution. Bottom line, if it feels like an irritant rather than a relief it is unlikely to help in the way intended.

It’s unrealistic to expect a sales workforce to “waste” time on technology that

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is balky, redundant or incomplete. If it’s not performing up to speed, it’s critical to remedy the problem(s) quickly or find a better solution.

Of course, the reality in many situations is that dealerships will stay with the “problem child” because of the investment. But if it isn’t doing the job, what’s the cost in lost productivity (on all levels, from administrative to sales), creating an unhappy workplace and potentially setting up conflicts between high-performing salespeople and managers forcing them to use something that just doesn’t work right?

Invest in thorough training: This should be a no-brainer.

Familiarity breeds contentment, right?

Get everyone well trained on a specific process and they will flock to it because they have now mastered a new “toy” and can see its potential to help rev up sales.

Instead, it’s often a non-starter for one or more reasons, such as a lack of budgeting for the needed training, leading to learning on the fly, which typically is counterproductive; a lack of management involvement in the time and resources needed to train correctly; and/or sales force resistance to invest their time in training.

In a perfect world, all those considerations can be dealt with before buying a technology system. The solution is to

make sure the program you’re looking at is thoroughly vetted, the required training is thoroughly vetted, and the process and scheduling the sales force for its introduction can be handled properly.

However, we live in the real world, where often the issues are addressed after going live with a technology solution. What to do?

Start with the easiest fixes if possible.

Ask yourself a few questions. What other sales tools or processes can complement/ enhance existing technology with minimal training and disruption? How can training be offered in “bite-size” chunks available during slow times or off-hours?

Many online options such as on-demand videos and recorded webinars a salesperson can view anytime are becoming much more common and affordable. In many cases, those can serve as a suitable substitute for group on-site, in-person training.

Interface old-school solutions with new technology: Many dealers with “shiny object syndrome” assume the more technology, the better. In reality, the sales process is still a very delicate human interactive experience, so small changes in technology can make a big difference in customer perceptions.

Always view your new shiny technology in the eyes of your customers. Sometimes, age-old tools like pen and paper still go a long way and can help create the proper interaction.

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People don’t always view technology as awesome if their human experience is lacking. Writing down wants and needs versus thumbing information into a smartphone can build rapport, help make a deal and contribute to getting a customer for life.

Regardless, you would be well advised to survey the entire landscape, including both digital and paper solutions, to see what will work best for your customers and your team. Look for the solution that seems best suited for your needs and that has a proven track record, regardless of how sexy or shiny it may be.

Hold people accountable consistently and reliably: Quick quiz: How many of you use the lion’s share of features and benefits on your Windows or Apple devices? Who maximizes the efficiency and effectiveness of their time management, email, scheduling and task management programs?

Who knows all the bells and whistles of efficiently and effectively formatting a document? Who can use Excel, PowerPoint and other whiz-bang programs without a hitch?

Most of the computer-using world only knows a fraction of those often valuable features. In our already packed-to-themax days, we learn what we need to know to get by and tend to ignore the rest – at least until some compelling development

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requires us to change our ways.

What results from that? Inefficiency, dysfunction, frustration and ultimately diminished performance. Is there anyone out there who hasn’t spent way too much time trying to make document formatting line up to desired specifications because they didn’t understand how to work the software?

The same issues apply when viewing technology for sales performance. If a sales rep only knows or uses a small portion of a customer relationship management program – and inconsistently, at that – how can you expect robust results?

The old adage “garbage in-garbage out” means pretty much that for a lot of dealerships’ CRM software.

Armed (hopefully) with enthusiastic buy-in and ample training, the critical third piece is accountability. This doesn’t happen in a vacuum.

Hold regular meetings to review, reflect and revise. In those sales meetings, review how each team member is using the technology, calling for details that prevent him or her from “faking it.”

Once everyone has weighed in, reflect on the group’s reports to determine usage trends, insights and tips that merit further consideration for team efforts moving forward. Then revise processes as appropriate to put individual team

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member input to the best use of the entire management team.

Besides improving efficiency and effectiveness with the technology, that type of sharing and encouragement to find individual breakthroughs further builds buy-in, enthusiasm and a desire to keep going strong.

In the final analysis, Aristotle had it right: Everything in moderation.

Use of the latest “shiny object” technology can help drive sales productivity and customer retention. Or it can do just the opposite if not deployed and used to the best benefit.

But no amount of the latest and greatest technology will replace the importance of the very human qualities of intuition, rapport, knowledge and experience that ultimately add to the bottom line.

By using both in a coordinated and efficient way, the ability to capture, track, follow up with and close deals will be reliable, consistent and powerful.

When everything in your dealership works in sync, it creates a better, more profitable work environment.

Former dealer executive Scott Bergeron is founder and principal of Daily Gameplan (www. dailygameplan.com), a sales team performance company. He can be reached at (303) 918-3169 or scott@dailygameplan.com.

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HEAD OF THE TABLE NIADA’s Influence in Washington Grows as the 2016 National Leadership Conference and Legislative Summit Sets Records for Attendance and Impact

By Andy Friedlander

I

n Washington, the saying goes, if you’re not at the table, you’re on the menu.

The reaction in D.C. to NIADA’s 2016 National Leadership Conference and Legislative Summit provided a clear indication of where the association sits. And it’s not on a platter.

“All we wanted when we began was a seat at the table to state our position,” said Henry Mullinax, chairman of NIADA’s legislative and regulatory affairs committee. “Now sometimes we have the head seat at the table.

“When we go into a Congressional office, they know who NIADA is. Many times they call us now for input on bills related to the automobile business.”

More than 175 independent vehicle dealers and industry leaders – the most

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since the event returned to Washington in 2013 – came from across the country in September to the nation’s capital to meet with federal legislators and regulators and make the voice of the independent dealer and small business heard.

As always, the event’s highlight was the Day on the Hill, when 14 teams of NIADA dealers and industry partners converged on Capitol Hill and met with 90 members of the Senate and House of Representatives or their legislative staff.

That obliterated the previous record of 63 meetings set during last year’s event.

“NIADA’s footprint in Washington today is by far the largest it’s ever been,” NIADA senior vice president of legal and government affairs Shaun Petersen said.

“In the four years since we began doing this, we’ve seen it grown exponentially.

“When we told people we had almost 180 dealers in 14 teams on the Hill, it really opened some eyes in Congressional offices.

And that’s all because of the commitment of NIADA members to be in Washington and make sure their voice is heard.”

Among the teams were a record 10 representing NIADA’s affiliated state associations. Teams from Georgia, North Carolina, South Carolina, Alabama, Texas, Ohio, Pennsylvania, Colorado, Florida and New Mexico visited all or most of their representatives and senators.

“This was a great opportunity to actually sit down face-to-face with decision-makers and really allow them to understand – not just tell them – our point of view and the issues we’re facing,” said Tamaria Yarbrough of First Class Auto Sales in Pleasant Grove, Ala. “To actually be able to

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Among the teams were a record 10 representing NIADA’s affiliated state associations. educate them on how those issues affect our businesses, as well as our customers, is vital.”

Once again, NIADA’s teams focused on the issues of automotive recalls and the Consumer Financial Protection Bureau.

Dealers urged Congress to reject calls for a complete ban on sales of vehicles with open recalls, pointing out that independent dealers by law cannot make recall repairs and grounding those vehicles would have devastating effects on small businesses and consumers.

They also expressed support for the Financial CHOICE Act, an alternative to the controversial Dodd-Frank Act that, among other provisions, would restructure the CFPB’s leadership from a single, unaccountable director – which was recently ruled unconstitutional by

NLC

NATIONAL LEADERSHIP CONFERENCE & LS EUGMIMS LI TAT2I0V 1E 6

SEPTEMBER 26-29 • WASHINGTON, D.C.

MAKE

a federal appeals court – to a bipartisan five-member commission.

In addition, the NIADA contingent pressed senators to act on S. 2663, the companion bill to H.R. 1737, which passed the House overwhelmingly last year and would rescind the disputed auto financing guidance action regarding dealer discretion on interest rates issued by the CFPB in March 2013 and provide a more transparent and accountable process for dealing with the issue.

The NLC’s opening day included a new event, the inaugural Friends of the Auto Industry Congressional Member Reception, which brought six Congressmen – Reps. Roger Williams (R-Texas), Tom Reed (R-N.Y.), Steve Pearce (R-N.M.), Jeff Denham (R-Calif.), Kevin Yoder (R-Kan.) and Bill Posey

YOUR

VOICE

HEARD

(R-Fla.) – to the Dupont Circle Hotel for a meet-and-greet with conference attendees.

Williams, himself a car dealer in Weatherford, Texas, said overregulation from the federal government has made past eight years “the toughest it’s been to be in business as an auto dealer. … If there ever was a time for this industry – the independent auto dealers – to stand up and say enough is enough, it’s now.”

Yoder – like Williams, a member of the Congressional Auto Caucus – praised the dealers in attendance for their tenacity and for taking the initiative to make the trip to D.C. “We know most of the jobs in this country are created by small business owners, entrepreneurs, people getting up every day and putting everything they’ve CONTINUED ON PAGE 60 WWW.NIADA .COM / NOVEMBER 2016 /

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got into their business,” Yoder said. “And they watch Washington D.C. put more burdens and pressure on them every single day.

“We get that, but you coming up here and reminding us of that is very helpful, because this town is very forgetful. We’re happy to be soldiers in the army for free enterprise and entrepreneurship and opportunity for every American, and it starts with mom and pop companies all across this country.”

Featured speakers also included Sen. Joe Donnelly (D-Ind.), who spoke at the PAC Cup dinner, and Rep. Henry Cuellar (D-Texas), who addressed attendees during the Day on the Hill at a luncheon in the historic Kennedy Caucus Room of the Russell Senate Building.

Donnelly, a former small business owner

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who called independent dealers “the embodiment of the American dream,” expressed concern about the negative impact on small business of the CFPB and other federal regulatory agencies.

“I’m an elected representative of Indiana,” he said. “I am not part of a regulatory government agency. If we regulated like some of them, we’d all be thrown out on election day. … That’s where the CFPB has to understand it’s not all academic. It’s not all on a piece of paper. It’s real life.”

Like Donnelly, Cuellar also criticized overregulation by the CFPB and others, telling dealers that Congress must create “legislation to stop the bad regulations that might affect you and try to either change it, modify it or stop it completely.”

Cuellar told dealers their annual visit to Washington is important to educate

legislators about their industry and how policies set in Washington affect them in the real world. But he added that process must continue when the dealers return home, and urged them to invite their representatives and senators to visit their businesses.

“You can e-mail, you can send a letter, you can make a phone call, but there is nothing like sitting down with a member of Congress or a senator or their key staff and explaining how something is positive or something is negative,” he said. “That is why it’s very important for you to keep making these trips.

“There’s nothing like a show and tell.

What does that mean? If you want members to understand your industry better, invite them to your industry. … Everybody has a member of Congress. Everybody has two senators. Invite them over whenever you

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can. … Go over the rules and regs you have to deal with.”

In addition to legislators, representatives of several federal regulatory agencies spoke to attendees, providing regulatory updates and answering specific compliance questions from dealers. The speakers included John McNamara of the CFPB, Lois Greisman of the Federal Trade Commission, Department of Labor branch chief Derrick Witherspoon and Daniel Mosteller of the Department of Justice.

That afternoon, the keynote speaker, author and political consultant Ralph Reed, offered an analysis of the current election season.

The day was capped by the awarding of the coveted NIADA-PAC Cup, the prize of a fundraising effort in which the association’s four regions compete to contribute the most money to the NIADA-

PAC fund between the NIADA Convention and Expo in June and the NLC. Region II – the Carolinas, Georgia, Florida, Alabama, Tennessee and Kentucky – won the Cup fundraising competition for the third consecutive year by raising $28,500, barely defeating Region III (Midwest), which raised $27,350, thanks to a flurry of lastminute donations.

Between them, the four regions contributed $79,850 to the NIADAPAC fund, a record for the competition, surpassing last year’s total by more than $23,000. More than $61,000 was contributed during the NLC. “This is an important event for us because the funds raised will advance our industry and help elect legislators who will work to support our industry and small business,” NIADA president Billy Threadgill said. “The winners here are all of our dealer members.”

That’s the takeaway not only for the PAC Cup, NIADA CEO Steve Jordan said, but for the entire National Leadership Conference and Legislative Summit.

As NIADA’s presence in Washington continues to grow, so will the effects of having that seat at the table – to the benefit of independent vehicle dealers nationwide.

“Four years ago, we felt it was really important for us to come back to Washington D.C. in a meaningful way and really talk about the independent dealer – who we are, what we do and what we represent,” Jordan said. “I’m really excited to see this event grow into what it is today.

“For as much as we’ve succeeded, we still have much more work to do as we continue to advocate on behalf of our dealers and assist our members in telling their stories.”

Andy Friedlander is NIADA director of communications and editor of Used Car Dealer magazine.

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EVENT SPOTLIGHT

NIADA National BHPH Summit Dec. 6-8, Dallas Ready to reach new levels of excellence in the Buy Here-Pay Here sphere?

The chance to do just that is coming soon at the inaugural NIADA National BHPH Summit.

The latest step in NIADA’s evergrowing commitment to serve the Buy Here-Pay Here industry, the National BHPH Summit, set for Dec. 6-8 at the Embassy Suites DFW Airport North, is poised to become the BHPH world’s biggest event of the year.

The Summit features the BHPH-specific insight and experience of NIADA national director of 20 Groups Chuck Bonanno and NIADA Dealer 20 Groups moderators/ consultants David Brotherton and Mark Dubois as well as other top BHPH speakers and compliance specialists.

The education sessions encompass all areas of a Buy Here-Pay Here operation, including sales, underwriting, collections, service, inventory management, compliance, marketing technology, social media and more – plus industry

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benchmarks, a regulatory update and strategies to succeed in 2017.

With all that information available, the Summit isn’t just for dealer principals.

It’s for all staff members involved in the operation, including owners, managers, collectors and sales and service staff.

Which is why discounts are available for dealerships that bring multiple attendees.

There are also a discounts for NIADA Dealer 20 Group members.

“We are excited to host the BHPH Summit,” Bonanno said. “It is the industry-leading event for all executives, managers and team associates involved in all aspects of BHPH, including inventory acquisition, reconditioning, sales and marketing, underwriting and collections, compliance and technology.

“Please don’t miss this event. It will change your world.”

For more information or to register, visit www.niadabhphsummit.com, email diann@niada.com or call 888906-2705.

CHUCK BONANNO

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PRODUCTS & SERVICES

ADVERTISERS

ADESA Auctions.............................................................29 Alliance Inspection Management....................41 AutoIMS ..................................................................... OTB 4 Automobile Consumer Services.......................56 AutoRaptor CRM............................................................55 AutoZone .................................................................OTB 2 Black Book ...........................................................................3 CarDoozy............................................................................64 CARFAX................................................................................17 Cars.com.......................................Inside Front Cover Cooper Tire & Rubber Company ......................48 DealerSocket...................................................................15 Experian .............................................................................13 Frazer Computing........................................................50 General Motors Financial...............................11,34 High Tech Locksmiths .............................................62 IAG...........................................................................................33 Insurance Auto Auctions........................................54 Manheim....................................................................38,39 Manheim Pennsylvania .........................................19 McConkey Auto Group......................................OTB 5 Next Gear Capital..........................................................40

USPS STATEMENT OF OWNERSHIP, MANAGEMENT AND CIRCULATION Title of Publication Used Car Dealer Magazine Publication Number 0279-425X Filing Date Oct. 7, 2016 Number of Issues Published Annually 13 (including Used Car Industry Report published in June) Mailing Address and Business Headquarters 2521 Brown Blvd.

Arlington, TX 76006-5203 Publisher NIADA Services, Inc. 2521 Brown Blvd.

Arlington, TX 76006-5203 Editor Andy Friedlander 2521 Brown Blvd.

Arlington, TX 76006-5203

64

Average No. Copies Each Issue During Preceding 12 Months 17,548 Mailed Outside-County Paid Subscriptions 16,007 Total Paid Distribution 16,007 Free or Nominal Rate Outside-County Copies 0 Free or Nominal Rate Distribution Through USPS 1,113

No. Copies Single Issue Published Nearest To Filing Date Total Number of Copies 17,046 Mailed Outside-County Paid Subscriptions 15,612 Total Paid Distribution 15,612 Free or Nominal Rate Outside-County Copies 0

Free or Nominal Rate Distribution Through USPS Total Free or Nominal Rate Distribution 984 1,113 Total Free or Nominal Rate Distribution Copies Not Distributed 984 428 Copies Not Distributed Total 450 17,548 Total Percent Paid 17,046 93.5 percent Percent Paid 94.1 percent

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651 Fairgrounds Rd • Muscle Shoals, AL 35661 www.snaaa.com

P: 256.232.0201 F: 256.232.8822 www.dealersauto.com

General Manager: Roger Fields Operations Manager: Terrence Cartwright Fleet/Lease Manager: Missy McCormack SALE DAY: Every Thursday at 9:00am CST

500+ consignments every week from new and used car dealers and fleet/lease

P: 916.991.5555 F: 916.991.5445 www.brasherssac.com

General Manager. John Brasher SALE DAY: Tuesday, 8:45am Ford Factory: Monday, 1:00pm (every other week) GSA: 10am (3rd Fri. of month) RV/Powerports: Tuesday, 9am (every other week) Featuring: Ally Financial, ARI, AvisBudget Group,

Bank of the West, Capital One, Chrysler Capital, Credit Acceptance/VRS, Dollar Thrifty Group, Enterprise, Exeter, Fiserv, Ford Credit, Ford Motor Company, Golden One, GM Financial, GSA, Honda/Acura Remarketing, Hertz, Key Bank, Lobel, PAR North America, Repo Remarketing, Santander Consumer USA, U-Haul, Wells Fargo Dealer Services, Westlake Financial, and the largest dealer consignment in Northern California.

BRASHER’S

6801 Colony Street • Bakersfield, CA 93307

SALE DAY: Every Tuesday at 6:00 PM

Every Monday & Thursday at 1:00pm

DEALERS ONLY

Featuring New car trades from 10+ new car stores and repos from several local and national lenders.

CARMAX CALIFORNIA CarMax Bakersfield

Every Wednesday at 2:00 pm

CarMax Buena Park

6100 Auto Center Drive • Buena Park, CA 90621

CarMax Duarte

1131 Central Avenue • Duarte , CA 91010 Every Tuesday & Friday at 9:30am

CarMax Fresno

7180 North Palm Avenue • Fresno, CA 93650 Every other Wednesday at 9:30am

CarMax Irvine

9501 Research Drive • Irvine, CA 92618 Every Monday & Thursday at 8:00am

ARIZONA CarMax Phoenix 1041 N. 99th Ave • Tolleson, AZ 85353

26125 US Highway 72 • Athens, AL 35613

6233 Blacktop Road • P.O. Box 73000 Rio Linda, California 95673

General Manager: Jason Isbell 256.443.2836 • jason@snaaa.com Office Manager: Sue Amerson 256-381-2745 • sue@snaaa.com Sales: Sodonia Barnes 256.263.8990 • sodonia@snaaa.com

CARMAX ARIZONA

DEALERS AUTO AUCTION OF HUNTSVILLE

ADESA BRASHER’S

P: 256.381.2745 F: 256.381.2773

At CarMax Auctions, our mission is to provide our customer with an honest, open, and dealer-friendly auto auction with exceptional customer service.

• 97-100% Sales Rate • Dealer-Only Auctions • Conditional Announcements Visit www.carmaxauctions.com today for more information.

CALIFORNIA

ALABAMA - CALIFORNIA

NAAA & NIADA have teamed up to provide all NAAA member auctions a discount on Used Car Dealer magazine's monthly auction directory listings.

AUTO AUCTION DIRECTORY

Every Monday at 9:30am

At CarMax Auctions, our mission is to provide our customer with an honest, open, and dealer-friendly auto auction with exceptional customer service.

• 97-100% Sales Rate • Dealer-Only Auctions • Conditional Announcements

Visit www.carmaxauctions.com today for more information.

CarMax Oxnard

2001 Lockwood Street • Oxnard, CA 93036 Every Wednesday at 9:30am

CarMax Sacramento

1000 Nichols Drive • Rocklin, CA 95765 Every Monday at 9:30am

CarMax Sacramento South

8185 E. Stockton Blvd. • Sacramento, CA 95828 Every Monday at 2:00pm

At CarMax Auctions, our mission is to provide our customer with an honest, open, and dealer-friendly auto auction with exceptional customer service.

• 97-100% Sales Rate • Dealer-Only Auctions • Conditional Announcements

Visit www.carmaxauctions.com today for more information.

We feature consignments from Remarketing

by Element, ARI, Automotive Remarketing, Inc., Consolidated Asset Recovery, LeasePlan, PACE Financial, and many more!

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COLORADO - FLORIDA

COLORADO CARMAX COLORADO

CarMax Colorado Springs 4010 Tutt Boulevard. • Colorado Springs, CO 80922 Every Monday at 9:30am

CarMax Parker 18220 Ponderosa Dr. • Parker, CO 80134 Every Monday at 1:30pm

At CarMax Auctions, our mission is to provide our customer with an honest, open, and dealer-friendly auto auction with exceptional customer service.

• 97-100% Sales Rate • Dealer-Only Auctions • Conditional Announcements

Visit www.carmaxauctions.com today for more information.

CONNECTICUT CARMAX CONNECTICUT

SOUTHERN AUTO AUCTION

161 South Main Street • P.O. Box 388 East Windsor, CT 06088 P: 860.292.7500 F: 860.292.7598 www.saa.com

Owner: Larry Tribble Vice President/Operations: Rick Nadeau National Sales Manager: Scott Rodgers Factory Manager: Doug Briggs Dealer Sales Manager: Dennis Finkel Marketing Director: John Turcotte SALE DAY: Wednesday • America’s Largest Independent Auction • 20 Lanes, 4,000 Vehicles, Every Wednesday Since 1947 Featuring: Ally, Nissan / Infiniti Remarketing, Honda / Acura Remarketing, Hyundai / Kia Finance, Hyundai Motors , GM Financial, Toyota Financial Services, Remarketing by Element, Exeter, ARI. GM Sponsored , Subaru of America, US Bank, Chase Off-Lease Subaru, Fusion Auto Finance, U-Haul, Merchants , MotorLease, LeasePlan, Volvo, Harley-Davidson Financial, Synchrony Financial

CarMax Hartford 89 Weston St. • Hartford, CT 06120

Visit www.carmaxauctions.com today for more information.

CENTRAL AUTO AUCTION

CLOSEST INDEPENDENT AUTO AUCTION TO NEW YORK CITY 185 Welton Street • Hamden, CT 06517

DELAWARE CARMAX DELAWARE

CarMax Delaware 2070 Stafford Way • Newark, DE 19711 Every other Tuesday at 2:00pm

At CarMax Auctions, our mission is to provide our customer with an honest, open, and dealer-friendly auto auction with exceptional customer service.

• 97-100% Sales Rate • Dealer-Only Auctions • Conditional Announcements

Visit www.carmaxauctions.com today for more information.

P: 203.787.2277 F: 203.787.6564 www.centralaa.com

President/General Manager: Peter Saldamarco VP/Office Manager: Sally Saldamarco Sales Manager: Anthony Saldamarco Dealer Liaison: Tori Richnavsky Online Coordinator: Ralph Signore Simulcast Coordinator: Elise Gallup Live Dealer Sale: Tuesday 10:30am; All lanes,

DISTRICT OF COLUMBIA

Featuring: Dealer Consignment, Fleet/Lease, Repo’s, Absolutes, Donations, Municipal and INOPS. Proud Member NAAA. Check & Title Insurance, Auto Check, AutoIMS. Floor Plans: Next Gear Capital, AFC, AutoUse, Credit Cards.

Full Service Facility. Mechanical, Body Shop, Transportation, PSI, PDR, Windshield Repair

Manager: Gordy Zaritsky SALES every Saturday at 10:00am.

all vehicles on Simulcast.

“First Ct Sale Of The Week - Fresh Cars, Fresh Buyers”. Centralaa.com

CAPITAL AUTO AUCTION

1905 Brentwood Road, N.E. • Washington, DC 20018

CARMAX FLORIDA

ADESA ORLANDO

CarMax Boynton Beach 2000 Highridge Road • Boynton Beach, FL 33426

2851 St. Johns Parkway • Sanford, FL 32772

Every Wednesday at 2:00pm

P: 407.328.7300 F: 407.321.4466 www.ADESA.com/Orlando

7420 State Road 84 • Davie, FL 33317

General Manager: Jeff York SALE DAY Every Tuesday @ 1:45pm 2000+ consignments every week from over 50 new car dealers, fleet, lease and bank inventory featuring Avis Budget, CAC, Markone Financial, PFS, UACC and Westlake. ALLY Auto Remarketing & SmartLane at 3pm in lane 6 and online. GSA Sale, second Tuesday of every month.

CarMax Ft. Lauderdale

Every Monday at 9:00am

CarMax Ft. Myers

3000 Colonial Blvd. • Ft. Myers, FL, 33966 Every Thursday at 3:00pm

CarMax Jacksonville

11335 Atlantic Blvd. • Jacksonville, FL 32225 Every Monday at 9:00am

CarMax Miami

1300N.W. 98th Court • Miami, FL 33172 Every Monday at 1:30pm

CarMax Orlando

6375 S. Semoram Blvd. • Orlando, FL 32822 Every Monday at 9:00am

CarMax Tampa

BSC AMERICA TALLAHASSEE AUTO AUCTION

5249 Capital Circle, SW • Tallahassee, FL 32305 P: 850.878-6200 F: 850.942-9830

Every Monday at 9:30am

At CarMax Auctions, our mission is to provide our customer with an honest, open, and dealer-friendly auto auction with exceptional customer service.

• 97-100% Sales Rate • Dealer-Only Auctions • Conditional Announcements

FLORIDA

www.bscamerica.com drodriguez@bscamerica.com

General Manager: Doug Rodriguez Fleet Lease Manager: John Coukoulis Operations Manager: Tim Myrick Sales Managers: Vann Lane, Angela Messick

14920 North Nebraska Ave. • Tampa, FL 33613 Every Monday at 9:30am

At CarMax Auctions, our mission is to provide our customer with an honest, open, and dealer-friendly auto auction with exceptional customer service.

• 97-100% Sales Rate • Dealer-Only Auctions • Conditional Announcements

Visit www.carmaxauctions.com today for more information.

& Michael Phifer

Regular Sale FRIDAY @ 10am ET Inops – Mechanically challenged running after the regular consignment 2nd Friday of the Month - Power Sport, RV and Marine Sale after Regular Sale.

3rd Friday 5 Day Powertrain Guaranteed Sale 10am.

Featuring Approximately 500 - 600 cars each week in three lanes. All lanes broadcast live via Simulcast.

National Fleet/Lease accounts include: Element, ARI, Westlake, Automotive Fleet Management and U-HAUL Fleet sales, many local banks and credit unions. All new facilities, including 2 Bay Mechanical Shop and Reconditioning Facility, Postsale inspections including a complete Auto Check history. We accept floor planning through AFC, Car Bucks, FMC, World Omni, and others. Virtual solutions include OVE and Smart Auction - the wholesale marketplaces open 24/7.

YOUR AUCTION TAMPA BAY

3010 Scherer Drive St. • Petersburg, FL. 33716

P: 727.572.8800 F: 727.556.0889 www.yourauctiontampabay.com

VP/General Manager: Marc Rickey GSM: Bill Lynes AGM: Mario Allmond Office Manager: Kellie Kaser Operation Manager: Mark Porter

Every Tuesday at 4:00pm - 200+ units Every Wednesday 3:00pm start time

8 lanes of total excitement 800 + Units Per Week 85% New Car Trades

“The Home Of Incomparable Customer Service”

P: 202.269.3361

www.capitalautoauction.com dc@capitalautoauction.com

Charity donations, FBI field agent cars, consignments, boats, trailers, & RVs. The public is welcome. Check our website for weekly sales lists.

YOUR AUCTION MOBILE

3017 Palm Beach Blvd. • Fort Myers, FL. 33916

P: 239.461.5590 F: 239.332.4840 www.yourmobileauction.com

General Manager: Ryan Rickey Office Manager: Jessica Ryan Operation Manager: Justin Wold Sunset Automotive

5989 Clark Center Ave.• Sarasota, Fl. 33912

Headquarters Toyota

5895 Nw 167th St. • Miami, Fl. 33015

Scanlon Sutherlin Mega Sale

14101 Tamiami Trail Ft. • Myers, Fl. 33912

Sutherlin Nissan Orlando

8125 E. Colonial Drive • Orlando, Fl. 32817

Palm Auto Mall

1901 S. Tamiami Trail • Punta Gordan Fl. 33950

Eagle Buick GMC

1275 Suncoast Blvd. • Homosassa, Fl. 34448 Please contact Ryan Rickey or staff for time and dates

P: 866.924.7070 F: 239.332.4840 / 239.461.5590

“The Home Of Incomparable Customer Service”

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GEORGIA CarMax Norcross

1975 Beaver Ruin Road • Norcross, GA 30071 Every Monday at 1:30pm

CarMax Southlake 3100 Mt. Zion Pkwy. • Stockbridge, GA 30281 Every Wednesday at 2:00pm

CarMax Town Center

1215 Ernest Barrett Pkwy. • Kennesaw, GA 30144 Every Monday at 9:30am

At CarMax Auctions, our mission is to provide our customer with an honest, open, and dealer-friendly auto auction with exceptional customer service.

• 97-100% Sales Rate • Dealer-Only Auctions • Conditional Announcements

Visit www.carmaxauctions.com today for more information.

DYER AUTO AUCTION

KANSAS

P: 815.874.7800 F: 815.874.1325 Toll Free: 800.830.4722

P: 219.865.2361 IL: 773.731.6181

CARMAX KANSAS

www.dyerauction.com for pre-sale inventory!

5937 Sandy Hollow Road • Rockford, IL 61109

www.GRAA.net info@graa.net www.facebook.com/greaterrockfordaa

President: Mark Clark General Manager: Chad Anderson Inside Sales Manager: Keeley Capriola SALE DAY: Established in 1974, full service

auction, 800+ vehicles weekly. Conveniently located in proximity to Chicago, Milwaukee, and the Quad Cities. 6 lanes of Fleet/Lease/Dealer Consignment.

Vehicles available on simulcast.

Featuring: Enterprise, Consumer Portfolio Services, TD Auto Finance, Automotive Remarketing, Inc., Remarketing by Element, Credit Acceptance/VRS, Tidewater Finance Company, Select Remarketing Group and the best dealer network in the world.

641 Joliet Street • Dyer, IN 46311

Contact: Mike Dean

WEDNESDAY 1:00pm

Hundreds of vehicles from ENTERPRISE and other rental and leasing companies FRIDAY 9:00am 9:00am Donation Vehicles 9:30am Regular Sale

Featuring:

2 LEASE LANES 2 NEW CAR TRADE LANES 4 LANES OF DEALER CONSIGNMENT

CarMax Kansas City

6801 E. Frontage Rd • Merriam, KS 66204 Every Tuesday at 2:00pm

At CarMax Auctions, our mission is to provide our customer with an honest, open, and dealer-friendly auto auction with exceptional customer service.

• 97-100% Sales Rate • Dealer-Only Auctions • Conditional Announcements Visit www.carmaxauctions.com today for more information.

GEORGIA - LOUISIANA

CARMAX GEORGIA

GREATER ROCKFORD AUTO AUCTION

Weekly Cash Drawings! Special Party Sales!

KENTUCKY ABC BOWLING GREEN

555 Blue Grass Blvd. • Bowling Green, KY 42104

P: 270.781.2422 F: 270.781.5361

ILLINOIS

INDIANA AUTO AUCTION

4425 W. Washington Center Rd • Fort Wayne, IN 46818

ABC ST. LOUIS

721 S. 45th St. • Centreville, IL 62207

P: 618.332.1227 F: 618.332.1228

General Manager: Todd Ritter Ass’t General Manager: Brian Hockett Fleet Lease: Duane Tabor SALE DAY: Every Thursday at 9:30 am Major Consignors: GM Financial, ally, ARI,

Automotive Remarketing Inc., Capital One Auto Finance, Chrysler Capital, Element Financial, Enterprise Holdings, Goodwill, Lease Plan, Santander Consumer USA, Scott Credit Union, Toyota Financial, Universal Acceptance, UACC, US Bank, Wells Fargo

INDIANA CARMAX INDIANA CarMax Indianapolis

9750 North Gray Rd. • Indianapolis, IN 46280 Every Monday at 9:30am

At CarMax Auctions, our mission is to provide our customer with an honest, open, and dealer-friendly auto auction with exceptional customer service.

• 97-100% Sales Rate • Dealer-Only Auctions • Conditional Announcements

Visit www.carmaxauctions.com today for more information.

P: 260.489.2776 F: 260.489.5476 www.indianaautoauction.net

General Manager: Eric Autenrieth Fleet/Nat. Accts. Manager: Jeff Aisel Thursday Consignment Sale: Repos 10:00am, F/L 10:30, Dealer Consignment 10:30 (weekly).

Featuring: ACC, Caprock, CNAC, Exeter, First Investors, GSA, Nicholas Financial, RSA, SAC Finance, Santander, SCS Credit Corp., Springleaf Financial, Tidewater, Vehicle Remarketing Services.

F/L Units Featuring: ARI, Avis/Budget Group, Emkay, Enterprise RAC, Flexco, Nationwide Fleet, Norfolk Southern, Union Bank, DTG Operations.

Major New Car Dealer Trades Featuring: Allan Nott, Bob Rorhman Auto Group, Don Ayres, Integrity, Jim Schmidt, Mike Anderson, Preferred Automotive Group, Tom Ahl. Thursday - Wrecked, Damaged & Driveables 9:00am (weekly).

Tuesday HD Truck Sale: 12pm (Biweekly).

CARMAX ILLINOIS

CarMax Hillside 101 N. Wolf Road • Hillside, IL 60162 Every other Monday at 1:30pm

CarMax Naperville

3320 Odyssey Ct. • Naperville, IL 60563 Every Tuesday at 1:30pm

CarMax Schaumburg

250 E. Golf Rd. • Schaumburg, IL 60173 Every Monday at 9:00am

CarMax Tinley Park 18800 S. Oak Ave. • Tinley Park, IL 60477 Every Tuesday at 9:00am

At CarMax Auctions, our mission is to provide our customer with an honest, open, and dealer-friendly auto auction with exceptional customer service.

• 97-100% Sales Rate • Dealer-Only Auctions • Conditional Announcements

Visit www.carmaxauctions.com today for more information.

CLARK COUNTY AUTO AUCTION 1611 Highway 62 • Jeffersonville, IN 47130

P: 812.283.5555 F: 812. 288.0834

www.clarkcountyaa.com Member of NAAA & NIADA Serving the Louisville, KY Metro Area

President/Owner: Matt Fetter Sales Manager: Paul Fetter F/L Repo Contact: Sherry Mauk Online Sales: Keith Fetz Online Sales: Erik Laasanen Dealer Sales: Heather Gabhart Dealer Sales: Bruce Kempf Dealer Sales: Andres Ama SALE DAY: Every Wednesday at 5:30pm.

Established in 1982 – 4 Lanes – 600+ Vehicles weekly. Ultra-modern auction facility built in 2006.

Conveniently located 3 miles from Downtown Louisville, KY. Over 300 New Car Trades weekly.

Repos from Auto Truck FCU, Automotive Capital Resources, Chemco FCU, Community First Bank, First Harrison Bank, Fort Knox FCU, Indiana Bank & Trust, Jefferson County FCU, Kemba Louisville FCU, Kentucky Telco FCU, L&N FCU, Lendmark Financial, Louisville Gas & Electric CU, Park Community FCU, Personal Finance, Rural Cooperative CU, Springleaf Financial, Tri-State Financial & more.

General Manager: Jim Dodd Fleet Lease: Alex Fatzinger SALE DAY: Every Friday at 8:45 am Major Consignors: Santander Consumer USA,

Chrysler Capital, ARI, C & F Finance, CNAC, Consolidated Asset Recovery, Donlen Corp., Element Financial, Lease Plan, Nicholas Financial, Prestige, Primeritus, UACC

CARMAX KENTUCKY CarMax Louisville

9550 Bluegrass Pkwy • Louisville KY 40299 Every other Monday at 9:30am

At CarMax Auctions, our mission is to provide our customer with an honest, open, and dealer-friendly auto auction with exceptional customer service.

• 97-100% Sales Rate • Dealer-Only Auctions • Conditional Announcements

Visit www.carmaxauctions.com today for more information.

IOWA CARMAX IOWA

LOUISIANA

10315 Hickman Road • Urbandale, IA 50322

ABC BATON ROUGE

CarMax Des Moines

Every other Monday at 9:30am

At CarMax Auctions, our mission is to provide our customer with an honest, open, and dealer-friendly auto auction with exceptional customer service.

• 97-100% Sales Rate • Dealer-Only Auctions • Conditional Announcements

Visit www.carmaxauctions.com today for more information.

3960 Blount Rd. • Baton Rouge, LA 70807

P: 225.778.3737 F: 225.778.4030

Owner/Operator: Butch Royall General Manager: Coney Chancellor Fleet/Lease Manager: Joe Hockett SALE DAY: Thursday, 9am

A full Service Facility featuring 600 vehicle Sale-Weekly Consignment from Ally Bank, Chrysler Capital, CapitalOne, Santander, Westlake, GE, ARI, Element,Merchants Remarketing, Caprock Remarketing

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LOUISIANA - NEBRASKA

LOUISIANA’S 1ST CHOICE AUTO AUCTION

CAPITAL AUTO AUCTION

P: 985.345.3302 F: 985.345.5735

www.capitalautoauction.com th@capitalautoauction.com

18310 Woodscale Road • Hammond, LA 70401 info@lafcaa.com • www.lafcaa.com

General Manager: Don Sistrunk Managing Partner: John Poteet Ass’t. Gen. Mgr Administration: Jacob Warren Ass’t. Gen. Mgr Operations: Matthew Alombro Sales Manager: Bridget Higginbotham Fleet Lease Manager: Michael McCollum Tuesday Consignment Sale: 9:00am

We are now a 6 lane auction running 700-800 cars weekly 700-800 cars 100% simulcast, 33 acres, 6 lanes, floor planning, reconditioning, transportation, 24 hour secured site, video recorded sales, Auto IMS, Auction Access, Auction Edge.

Convenient location between Baton Rouge & New Orleans. 2014 & 2011 Auction of the Year for Automotive Resources International (ARI).

Consignors include 1st Investors, ARI, Credit Acceptance/VRS, Consumer Portfolio Services (CPS), Emkay, Hancock Bank, National Auto Acceptance, North American Financial, Prestige Financial & more! We offer Auction Pipeline, OVE, & Openlane selling 365/24/7!

5001 Beech Road • Temple Hills, MD 20748 P: 301.316.4980 Manager: Gordy Zaritsky

Sales every Saturday at 9:00am. Internet auction

every week on Saturday at 2:00pm, go to www.capitalautoauction.com now to register and log in, IT’S FAST, IT’S EASY, & IT’S FREE! Charity donations, FBI field agent cars, consignments, boats, trailers, & RVs. The public is welcome. Check our website for weekly sales lists

CARMAX MARYLAND

MINNESOTA

MISSOURI

CARMAX MINNESOTA

CARMAX MISSOURI

6900 Lakeland Ave N. • Brooklyn Park, MN 55428

4990 N. Service Road • St. Peters, MO 63376

CarMax Brooklyn Park

Once a month on Monday at 9:30am

Every other Monday at 2:00pm

Visit www.carmaxauctions.com today for more information.

Visit www.carmaxauctions.com today for more information.

MID-STATE AUTO AUCTION

KCI KANSAS CITY

At CarMax Auctions, our mission is to provide our customer with an honest, open, and dealer-friendly auto auction with exceptional customer service.

• 97-100% Sales Rate • Dealer-Only Auctions • Conditional Announcements

310 Bach Avenue • P.O. Box 100 New York Mills, MN 56567

CarMax Laurel

8800 Freestate Dr. • Laurel, MD 20723 Every Monday at 9:30am

At CarMax Auctions, our mission is to provide our customer with an honest, open, and dealer-friendly auto auction with exceptional customer service.

• 97-100% Sales Rate • Dealer-Only Auctions • Conditional Announcements

Visit www.carmaxauctions.com today for more information.

MASSACHUSETTS

CarMax St. Louis

P: 218.385.3777 F: 218.385.3232 Toll Free: 800.458.5506

www.msaanym.com • msaanym@arvig.net

President & Manager: Robin R. Thompson Transportation Manager: Wendy Windels Fleet Lease Manager: Dee Sullivan Consignment Sale - Four Lanes Friday 10:00am.

Featuring: Advanced Remarketing Services, ARI,

Choice Auto Rental, DSC, Fleet Lease Disposal, GSA Fleet Sale, PAR North America, Navy Federal Credit Union, Southern Remarketing Solutions, Union Leasing, United Auto Credit Corp., Westlake Financial Services plus dealer consignment.

At CarMax Auctions, our mission is to provide our customer with an honest, open, and dealer-friendly auto auction with exceptional customer service.

• 97-100% Sales Rate • Dealer-Only Auctions • Conditional Announcements

11101 N. Congress Ave • Kansas City, MO 64153

P: 816.502-3318 F: 816.801.8565 www.kciaa.com

General Manager: Doug Doll AGM of Sales: Jennifer Leocardi SALE DAY: • Every Thursday – 9:00am

• Equipment Auctions as scheduled/ Thursdays – 12:00pm • GSA Public Sales as scheduled/ Thursdays – 1:00pm • Monthly Promo Event Sales as scheduled/ Thursdays

CENTRAL MASS AUTO AUCTION 12 Industrial Park Rd East • Oxford, MA 01540

P: 508.987.8396 F: 508.987.6430

MARYLAND AUTO AUCTION OF BEL AIR 803 Bel Air Road • Bel Air, MD 21014

P: 410.879-7950 F: 410.893.1515 www.bscamerica.com

Owners: The Nichols Family General Manager: R. Charles Nichols Customer Service Manager: Jay Uzl Dealer Sales Manager: Christina Thorneycroft Floorplan Manager: Brenda Myers Dealer Consign: Michelle Nichols-Neff VP of Fleet Operations: Cindy Mitchell Salvage: Tommy Rogers Car & Truck Auction Contact: Nick Calvaresi OVE Coordinator: Jennifer Friedel Transportation Manager: Allison Wylam

www.cmaainc.com info@cmaainc.com

Managing Partner: Joe Smalley, Sr. General Sales Manager: Luke Semmelrock Online Sales Support: Jessica Groccia SALE DATE: Thursday 8:30am.

Auction Features: Front Line Dealer Consignment,

Fleet, Lease and Bank Inventory and donation vehicles on Thursdays with 1000+ cars in 7 lanes.

Simulcast, OVE, AutoIMS, effective telemarketing, increased web presence, monthly promotions, cash incentives. Come experience the CMAA difference!

Thursdays 8:45 am –

Features 2000 units weekly from GM Financial,

Ally Remarketing, Westlake Financial, Santander, Chrysler Capital, Exeter, Bank of America, Element, ARI, M&T Bank, Mile One Automotive Group, UAC, Avis Budget Group & many more. Transportation, Recon & Mechanic Shop on site. Post sale inspections available. Signature Provider for OVE. com and Smart Auction. Discounted hotel rates & airport pickup available. Power Sports Sale 10 am 2nd Tues. monthly, Equipment Sale 9:00 am 4th Tues. monthly, GSA 10:00am monthly, Wednesday 10:00am GM Financial Factory Bi-Weekly, Thursday 8:30am Rental Wrecks, Donations, F/L & Dealer Consign., Car & Truck Auction of Maryland Repo Sale 8:00 am weekly (open to the public).

LYNNWAY AUTO AUCTION

400 Charter Way • North Billerica, MA 01862

P: 781.596.8500 F: 781.581.5033 www.lwaa.com

President: Jim Lamb Vice President: George Russo VP of Operations: Richard Delfino SALE DAY: Every Wednesday: 9:00am

NEBRASKA MISSISSIPPI REA BROTHERS' MID-SOUTH AUCTION

1657 Old Whitfield Road • Pearl, MS 39288-7509

P: 601.956.2700 F: 601.956.5603 www.midsouthaa.com

Owners: John Rea & Jimmy Rea Sales Manager: Stacy Alexander SALE DAY: Every Tuesday at 9:45AM Featuring: Ally Auto Remarketing, Hyundai,

Kia Motor Finance, ARI, Avis, Enterprise, Budget Trucks, RSA, FLD, Next Gear Capital, Units from top local new car stores and independent dealers.

Damaged & Disabled Sale: 1st & 3rd Tuesdays Tuesdays Specialty Sale: 3rd Tuesday of each month Government Auctions: 1st Thursday of each month at 10:00am.

Featuring: State of MS, and other federal and state agencies.

Rea Brothers‘ *

Mid~South Auction

AUCTIONEER LIC. # 717

Luxury, Foreign & Domestic, Trucks, Classics, Specialty. Online Simulcast: All 8-Lanes via AuctionPipeline

LINCOLN AUTO AUCTION

11909 Highway 6 • Waverly, NE 68462

Toll-Free: 800.830.3191 Local: 402.475.5500 F: 402.475.5508 www.lincolnautoauction.com

General Manager: Ryan Durst SALES DATES:

Every Wednesday 10am CDT. GSA Sales: Call for details & schedule.

YOUR NEW CAR TRADE HEADQUARTERS: Featuring Over 45 new car stores.

Float Sales. Every Sale.

NEBRASKA AUTO AUCTION 7500 N. 56th St. • Lincoln, NE 68514

P: 402.466.8477 F: 402.466.7932

www.nebraskaautoauction.com SALE DAY: Every Tuesday: 10:00am CT ‘For Dealers by Dealers’

Large Consignments, High Sales%, Friendly Staff, Wide Variety, Quality Inventory, No Hassles, Fast Service, Full Dealer Services.

NEBRASKA AUTO AUCTION

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NEW JERSEY

CARMAX NEVADA

CARMAX NEW JERSEY

1000 W. Warm Springs Rd.• Henderson, NV 89014

620 Cross Keys Rd • Sicklersville, NJ 08081

CarMax Las Vegas

Every Wednesday at 9:00am

At CarMax Auctions, our mission is to provide our customer with an honest, open, and dealer-friendly auto auction with exceptional customerservice.

• 97-100% Sales Rate • Dealer-Only Auctions • Conditional Announcements

Visit www.carmaxauctions.com today for more information.

NEW HAMPSHIRE AUTO AUCTION OF NEW ENGLAND Exit 4 off Interstate 93 • 8 Action Boulevard Londonderry, NH 03053

P: 603.437.5700 F: 603.437.5800 www.aane.com

President: William P. DeLuca III General Manager: Steven DeLuca Director Sales & Marketing: Michele Pierog Sale Thursday 9:15am

Featuring: 6 Auction Lanes, 2 Fleet/Lease Lanes.

1200 Plus Units including Large Dealer Consignment.

Floor Plan Financing available through Auto-Use, AFC, Citizen’s Bank, Sovereign Bank & more. A large number of Fleet/Lease accounts (call for details).

Mechanical Repair, Reconditioning & Transportation Facilities. 10 minutes south of Manchester Airport, 40 minutes north of Boston. Member NAAA, AIA, IAA, NHADA, NEIADA, IARA, & Auction Pipeline.

P: 607.565.8151 F: 607.565.8659

Every other Tuesday, at 9:30am

President/Owner: Jeff Barber Commercial Accounts: Neal McEwen Sales Manager: Jim Terwilliger SALE DAY: 8 Lanes Every Friday at 9:20

At CarMax Auctions, our mission is to provide our customer with an honest, open, and dealer-friendly auto auction with exceptional customer service.

• 97-100% Sales Rate • Dealer-Only Auctions • Conditional Announcements

Visit www.carmaxauctions.com today for more information.

NEW MEXICO 5500 Alameda Blvd. • Albuquerque, NM 87113 At CarMax Auctions, our mission is to provide our customer with an honest, open, and dealer-friendly auto auction with exceptional customer service.

• 97-100% Sales Rate • Dealer-Only Auctions • Conditional Announcements

Visit www.carmaxauctions.com today for more information.

Internet auction every week on Saturday at 2:00pm, go to www.capitalautoauction.com now to register and log in, IT’S FAST, IT’S EASY, & IT’S FREE! Charity donations, FBI field agent cars, consignments, boats, trailers, & RVs.

The public is welcome. Check our website for weekly sales lists.

GREENSBORO AUTO AUCTION INC. 3907 West Wendover Avenue • Greensboro, NC 27407

P: 336.299.7777 F: 336.854.2689 www.greensboroaa.com

Owner: Dean Green General Manager: Jerry Barker Assistant General Manager: Kim Joyce Fleet Manager: Larry Hamill Fleet Manager: Tom Nelson Marketing Manager: Chrissy Connor Sale Every Wednesday – Damaged & Disabled @ 8:30am & Fleet/Lease/Consignment @ 9:00am.

GAA’s state-of-the-art main facility offers 3,000 vehicles every week, 20 selling lanes, ALL lanes equipped with Simulcast!, 16 window dealer checkin/checkout counter. GAA offers fleet/ lease vehicles from ALLY Auto Remarketing, Avis Budget, Bank of America, Dollar Thrifty, Enterprise Holdings, Ford Motor Credit, Hertz, Hyundai, Hyundai Finance, Kia Finance, Nissan & Infiniti Remarketing Services, TD Auto Finance & many other fleet/lease accounts.

Transportation & floor plan financing available on site. Factory Sales for Ford & Chrysler Motors.

Simulcast available for all sales.

Tri City Blvd, Greensboro

Every other Tuesday at 9:30am

Ford Factory & Chrysler Motors Factory every other week, call for sale dates & times or visit greensboroaa.com/calendar

Main Facility – Wendover Ave., Greensboro -

NORTH CAROLINA

Kia & Mitsubishi sales the first Wednesday of every month, Subaru Factory and Hyundai Factory as inventory permits.

CARMAX NORTH CAROLINA CarMax Charlotte

NEW YORK CARMAX NEW YORK At CarMax Auctions, our mission is to provide our customer with an honest, open, and dealer-friendly auto auction with exceptional customer service.

• 97-100% Sales Rate • Dealer-Only Auctions • Conditional Announcements

Visit www.carmaxauctions.com today for more information.

www.capitalautoauction.com nh@capitalautoauction.com

Manager: George Frey SALE DAY: Every Saturday at 11:00am.

AM 1100+ Vehicles Every Friday! GM Financial Closed Sale Alternate Thursdays.Toyota and Lexus Financial Services sale on Fridays as scheduled.

Consignors & Features: Ally, Avis Budget Group, Consumer Portfolio Services (CPS), Credit Acceptance/VRS, Emkay, Enterprise, ESL Federal Credit Union, Five Star Bank, Gateway One Lending & Finance, GM Financial, Key Bank, T-Car, Tebo Financial, Toyota and Lexus Financial Services, U-Haul, United Auto Credit Corp. (UACC), Wells Fargo, World Omni, and more.

CarMax Albuquerque

Monthly on Monday at 9:30am

P: 603.622.9058

www.statelineauto.com

CARMAX NEW MEXICO

3600 Henrietta Rd. • Rochester, NY 14623

190 Londonderry Turnpike • Manchester, NH 03104

830 Talmadge Hill South • PO Box 351 Waverly, NY 14892

CarMax Sicklersville

CarMax Rochester

CAPITAL AUTO AUCTION

STATE LINE AUTO AUCTION

7700 Krefeld Dr. • Charlotte, NC 28227 Every Monday at 9:30am

CarMax Hickory

OHIO

Every Monday at 2:00pm

ABC CINCINNATI

8520 Glenwood Ave. • Raleigh, NC 27612

P: 513.679.7910 F: 513.679.7913

1935 15th Avenue Place • Hickory, NC 28602

CarMax Raleigh

Every Tuesday at 9:00am

At CarMax Auctions, our mission is to provide our customer with an honest, open, and dealer-friendly auto auction with exceptional customer service.

• 97-100% Sales Rate • Dealer-Only Auctions • Conditional Announcements

Visit www.carmaxauctions.com today for more information.

120 Ctiy Centre Dr. • Cincinnati, OH 45216

General Manager: Lee Schoenling Assistant General Manager: Tony Schoenling Fleet Lease: Monta Mller SALE DAY: Every Wednesday at 9:30 am and Friday at 10:00 am

Major Consignors: General Electric Federal Credit

Union, Kemba Credit Union, P.F.S.C, Element Financial, Titlemax, Westlake Financial

ROCHESTER-SYRACUSE AUTO AUCTION

1826 State Route 414 • P.O. Box 129 Waterloo, NY 13165

P: 315.539.5006 F: 315.539.9508 www.rsautoauction.com 23 years experience

Owner/GM: Scott Prankie Assistant GM: Marci Keear Fleet, Lease, Repos: Marci Keear/Scott Prankie SALE DAY: Every Thursday, 5 pm, Simulcast

on all 4 lanes.

Featuring: ARI, Credit Acceptance/VRS, Tebo Financial, Union Leasing, Exclusive Wheels Inc Seller, Mike Albert Leasing, and many local banks.

Big Enough to Serve You! Small Enough to Care!!

ABC DETROIT/TOLEDO

9797 Freemont Pike • Perrysburg, OH 43551

P: 419.872.0872 F: 419.872.8617

General Manager: Jay Wilson Assistant General Manager: Joel Maltese Assistant General Manager: Andy Spain SALE DAY: Every Friday at 9:00 am Major Consignors: Chrysler Capital, ARI, ACC,

Avis/ Budget, CNAC, Consolidated Asset Recovery, CPS, Credit Acceptance/VRS, Direction CU, Donlen Corp., Element Financial, Prestige, Primeritus, PFS, Titlemax, UACC, United Leasing, Universal, VPSI, Inc.

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O H I O - P E N N S Y LV A N I A

CARMAX OHIO

OKLAHOMA

OREGON

12105 Omniplex Ct. • Cincinnati, OH 45240

CARMAX OKLAHOMA

ADESA NORTHWEST

CarMax Columbus

1121 E. Memorial Rd. • Oklahoma City, OK 73131

CarMax Cincinnati

Every Monday at 2:30pm

2700 Farmers Dr.• Columbus, OH 43235 Every Monday at 9:30am

At CarMax Auctions, our mission is to provide our customer with an honest, open, and dealer-friendly auto auction with exceptional customer service.

• 97-100% Sales Rate • Dealer-Only Auctions • Conditional Announcements Visit www.carmaxauctions.com today for more information.

CarMax Oklahoma City

Every Monday at 9:30am

At CarMax Auctions, our mission is to provide our customer with an honest, open, and dealer-friendly auto auction with exceptional customer service.

• 97-100% Sales Rate • Dealer-Only Auctions • Conditional Announcements

Visit www.carmaxauctions.com today for more information.

90485 Auction Way • Eugene, OR 97402

P: 800.905.3901 F: 541.689.6049 www.brashersnorthwest.com

General Manager: Mark Melton Regular consignment sale every Wednesday at 9:30am. RV Sales every 2nd and 4th Wednesdays

monthly.

Featuring: 8 lanes, Bank of America, ARI, Bank of the

4700 Groveport Road • Obetz, OH 43207

www.cfaa.com

www.daaokc.com

P: 614.497.2000 F: 614.497.1132

P: 405.947-2886 F: 405.943-8370

Chief Operating Officer: Greg Levi Chief Executive Officer: Alexis Jacobs Chief Financial Officer: .Scott Day Chief Information Officer: Steve Wycoff Vice President of Sales: Tim French General Manager: Chuck Dearing Assistant General Manager: Adam King Marketing Manager: Chris Feick SALE DAY: TUES: Factory Sales: GM Financial

Owner/President: Gary Smith General Manager: Jon Reininger Fleet/Lease Manager: Mike Egdahl

Closed Sale 10am every other week. WED: Subaru Closed Sale 10am Monthly GSA Monthly (Wednesday immediately following Repo Sale) Float Sale 9:30am on the last Wednesday of every month Consignment Sale 9am Lease Sale 9am Repo Sale 12pm Featuring: ACC, Ally Auto Remarketing, Ally Commercial Truck, GM Financial, AutoNow, Automotive Resources, Avis/Budget, Budget Truck, Byers Car Rental LLC, JP Morgan Chase, COCC, Columbus Finance Inc, DTAG, Enterprise Holdings, First Investors, First Merit, GM Financial, Guardian Finance, Huntington National Bank, Kemba Credit Union, Lease Plan USA, Honor Finance and Tebo Financial, Nicholas Financial, Professional Finance Financial Services, SST, Subaru of America, Tidewater Motor Credit, & Westlake Financial.

Consignment Sale – Thursdays, 8:30am

Featuring: Ally Financial, Automotive Solutions, Avis

Budget Group, Bank Repos, B.F. Remarketing, Bob Howard Auto Group, Bob Moore Auto Group, David Stanley Auto Group, Dollar Thrifty Automotive Group, DTG, Enterprise, GM Financial, Group 1 Automotive, Hertz Carco, Hertz Corporation, Joe Cooper Auto Group, Littleton Motor Company, Midwest Car Corp., One Main Remarketing, R.B. Leasing, RSA, Santander Consumer USA, The Key Financial, Thrifty Car Rental, W.M. Sales & Leasing, & many more. INOP Sale held weekly. GM Financial Closed Sale – Monthly @ 10:00am (check for dates) GSA Sale Once a Month (Check for Date & Times) Online purchasing available through Pipeline Simulcast. Auction Access accepted.

A proud member of www. auctionpipeline.com. Full service Recon Facility (Paint/Body, Mechanical, Detail).

Z66 AUTO AUCTION

66 N Mingo Rd • Tulsa OK 74116

P: 918.794-0660 F: 918.794.0740 www.z66aa.com

GREATER CLEVELAND AUTO AUCTION “Everything We Touch Turns To SOLD”

5801 Engle Rd. • Brook Park, OH 44142

P: 216.433.7777 Toll Free: 800.929.4222 F: 216.676.4200 www.gcaacars.com

President: Patrick Morsillo Vice President: Michael Morsillo VP of Business Development: Jim Morsillo General Manager: Keith Glass 57 years of experience Sale Every Friday Public Sale @ 10:00 am.

Dealer Sale @ 11:30 am

New Car Trades, Repossessions and Donations.

Located minutes from Greater Cleveland International Airport. Full reconditioning and mechanical services available.

General Manager: Monte Freeman President of Sales: Doug Pirnak Auction Edge/Simulcast Sales: Gary Reeves Dealer Registration: Andrew Barnett Office Manager: Lisa McAnelly SALE DAY: every Friday at noon! INOPS every

1457 Manheim Pike • Lancaster, PA 17601 Every other Wednesday at 3:00pm

At CarMax Auctions, our mission is to provide our customer with an honest, open, and dealer-friendly auto auction with exceptional customer service.

• 97-100% Sales Rate • Dealer-Only Auctions • Conditional Announcements Visit www.carmaxauctions.com today for more information.

CENTRAL PENNSYLVANIA AUTO AUCTION

41 Airstrip Drive • Mill Hall, PA 17751

DEALERS AUTO AUCTION

1028 S. Portland • Oklahoma City, OK 73108

CarMax Lancaster

West, Capital One Auto Finance, Wells Fargo Dealer Services, Fiserv, Synchrony Bank, Wells Fargo, Key Bank, Kendall Auto Group, Hertz Car Sales.

NORTHWEST

COLUMBUS FAIR AUTO AUCTION

CARMAX PENNSYLVANIA

CARMAX OREGON CarMax Portland

13750 SE Johnson Rd. • Milwaukie, OR 97222 Every other Monday at 9:30am

At CarMax Auctions, our mission is to provide our customer with an honest, open, and dealer-friendly auto auction with exceptional customer service.

• 97-100% Sales Rate • Dealer-Only Auctions • Conditional Announcements

Visit www.carmaxauctions.com today for more information.

P: 570.726.4300 F: 570.726.7841 www.cpaautoauction.com

President/C.E.O: Grant Miller Vice President/C.O.O: Doug Miller Fleet/Lease Manager: Shanan Miller SALE DAY: Every Thursday at 10:00 am

UTILITY VEHICLE AUCTION: Every 3rd Thursday each month at 8:00 am ANNUAL ANTIQUE & CLASSIC CAR EVENT: 3rd Weekend in July-Every year Commercial Consignors: Verizon Fleet Services, M & T Bank, ESSA Bank and Trust, Cross Valley Federal Credit Union, U-Haul, Payless, Service 1st Federal Credit Union, Northwest Savings and many more.

PENNSYLVANIA ABC LANCASTER

1040 Commercial Avenue East • Petersburg PA 17520

P: 717.569.5220 F: 717.569.3109

Owner/Operator: M. Gregory Gehman General Manager: Eddy Fazio Assistant General Manager: Jim Fucci Sales Manager: Heidi Wallace Fleet/Lease Manager: Nancy Brosey SALE DAY: Wednesday 9:00, Featuring: 8 Lanes Every Week!! 1400+ Units 3

Franchise Dealer Lanes – Lanes 1,3 & 4. 2 Fleet Lease Lanes – Lanes 7 & 8 including consignments from Element, Enterprise, Avis, Santander, Chrysler Capital, ARI, Lease Plan USA and Pelican Finance.

Bargain Boulevard Weekly at 10:45 in Lanes 7 & 8 – Flat Buy Fee $150, Flat Sell Fee $100, units typically under $4000. Full-Service Recon and Body Shop Facilities ON SITE!! Preview Inventory at www. abclancaster.net Bid Online at www.edgepipeline.com

Friday at 11:30 Specialty Sale last Friday of the month at 11:30 Tulsa’s FIRST and ONLY 7 lane auction!

Average consignment 850 units per week. New car trades, REPOS and Fleet Lease

CORRY AUTO DEALERS EXCHANGE 12141 Route 6 • Corry, PA 16407

P: 814.664.7721 F: 814.664.7724 www.corryade.com

President/Owner: Merle Swift Auction Manager/Owner: Tad Swift Sales Department: Jeri Elmquist Commercial Sales/Fleet: Holly Callan SALE DAY: Thursday, 10:00am Commercial Consignors: U-Haul, Element,

Emkay, Flexco, A R I, Avis/Budget Group, United Auto Credit, MotorLease, V-Ride, Union Leasing, Northwest Savings Bank, First National Bank of PA, Northwest Savings Bank, Gateway One Lending & Finance and many local banks, credit unions and regional donation units. Franchise Dealers: Paddock Chevrolet, DeLacy Ford, Weber Harris Ford, Transitowne Group, Rick Case, Gary Miller Group, Cunningham Chrysler, Humes Chrylser, Mullane Motors, Mercedes Benz of Buffalo, A Crivelli Chevrolet Subaru, West Herr Auto Group, New Motors, Rick Case (Cleveland).

CAPITAL AUTO AUCTION

5135 Bleigh Avenue • Philadelphia, PA 19136

P: 215.332.2515

www.capitalautoauction.com pa@capitalautoauction.com

Manager: Gabe Piorko

Sales every Wednesday at 4:00pm & every Saturday at 11:00am.

Internet auction every week on Saturday at 4:00pm, go to www.capitalautoauction. com now to register and log in, IT’S FAST, IT’S EASY, & IT’S FREE! Charity donations, FBI field agent cars, consignments, boats, trailers, & RVs. The public is welcome. Check our website for weekly sales lists.

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GARDEN SPOT AUTO AUCTION

1605 Apple St. P.O. Box 501 • Ephrata, PA 17522

www.gardenspotautoauction.com

General Managers: Omar Landis, Kristi Kohl Consignment Sale Every Tuesday starting at 10:00am “Push”/In-Op starting at 9:30am

Featuring: 5 Action Packed Auction Lanes. Floor Plan Financing Available Through AFC, Auto-Use, BSC and NextGear Capital.

DEALERS AUTO AUCTION OF MEMPHIS

www.rawlsautoauction.com

P: 901.480.4250 F: 901.345.5384

RAWLS AUTO AUCTION

CARMAX SOUTH CAROLINA

P: 803-657-5111 F: 803-657-6763

CarMax Columbia 555 Jamil Rd. • Columbia, SC 29210 Every Monday at 2:00pm

CarMax Greenville 2800 Laurens Rd. • Greenville, SC 29607 Every other Monday at 9:00am

At CarMax Auctions, our mission is to provide our customer with an honest, open, and dealer-friendly auto auction with exceptional customer service.

• 97-100% Sales Rate • Dealer-Only Auctions • Conditional Announcements Visit www.carmaxauctions.com today for more information.

MANHEIM CENTRAL PENN

General Manager: Jimmy Rawls Business Development: Angela Williams Fleet Lease Manager: Kelly Dodd SALES: Every Tuesday – Damaged & Disabled

@ 8:30am Early Bird @ 9:15am Fleet/Lease @ 10:00am GSA Sale once a month Utility sale as scheduled

2560 Rental Road • Memphis, TN 38118

www.dealersauto.com

General Manager: Phillip Butler Fleet/Lease Manager: Susan Perkins SALE DAY: Every Thursday at 9:00am CST.

In-Op Sale biweekly at 8:00am CST. CHRYSLER FACTORY SALE: Tuesday. Biweekly at 11:00am CST

Auction Features: GM Financial, Westlake Financial, BBT, Regional Acceptance, Regional Finance, Caprock Auto Remarketing and more.

Reconditioning Center with 8 bays, eight lifts & modern testing equipment. Up-to-date technology with online sale offered through AWG.

Featuring: 550+ consignments every week from new and used car dealers, fleet/lease, and repossessions. We feature consignments from Remarketing by Element, ARI, Automotive Remarketing Inc., LeasePlan, CAC-VRS, TitleMax and many more!

TENNESSEE

DEALERS AUTO AUCTION OF MURFREESBORO

P E N N S Y LV A N I A - T E X A S

P: 717.738.7900 F: 717.738.7930

P.O. Box 3069 • Leesville, SC 29070

SOUTH CAROLINA

488 Firehouse Road • Grantville, PA 17028

P: 717.469.7900

www.manheim.com

F: 717.469.0311

General Manager: Sal Cuomo Office Manager: Shirley Kennedy Transportation/OVE: Joe Lipinsk SALE DAY Every Monday 12:00 Noon EST

Specialty Sale Location: YES TRA Sale Location: YES

CAROLINA AUTO AUCTION

P.O. Box 5677864 • Anderson SC 29623-5677 “The Right Choice”

P: 864.231.7000

F: 864.231.7900

www.carolinaautoauction.com

Owners: Henry & Patty Stanley General Manager: Eric Autenrieth Fleet Lease Manager: Sal Terranova Sales every WEDNESDAY at 10:00am.

Featuring: Our facility sits on over 92 acres with

MANHEIM PENNSYLVANIA

1190 Lancaster Road • Manheim, PA 17545

P: 717-665-3571 F: 877-605-0377 www.manheim.com

VP/General Manager: Joey Hughes Auction Manager: Darren Teague For complete details and auction specials “Like” us at facebook.com/manheimpa

an 8 lanes hosting a large weekly consignment, salvage sales on 1st and 3rd week of the month, and fleet/Lease units weekly that include the best in the industry from: Donlen, BB&T, Exeter Finance, Credit Acceptance / VRS, Flexco, Fiserv, ARI, United Auto Credit, Regional, Wheels, Triangle RAC, Enterprise Holdings, Avis Budget Group and more! Carolina offers great monthly promotional sales, up-to-the minute run lists, market reports, inventory previews and a strong online bidding portal for our dealers.

Visit us at www.CarolinaAutoAuction.com!

CARMAX TENNESSEE CarMax Knoxville

11225 Parkside Dr. • Knoxville, TN 37934 Every Tuesday at 10:00am

CarMax Memphis

7771 Highway 64 • Memphis, TN 38133 Every Monday at 10:00am

CarMax Nashville

2353 Gallatin Pike N. • Madison, TN 37115 Every Monday at 10:00am

At CarMax Auctions, our mission is to provide our customer with an honest, open, and dealer-friendly auto auction with exceptional customer service.

• 97-100% Sales Rate • Dealer-Only Auctions • Conditional Announcements Visit www.carmaxauctions.com today for more information.

1815 Old Fort Pkwy • Murfreesboro, TN 37129

P: 615.217.2848 F: 615.217.6994

www.dealersauto.com

General Manager: Stephanie Baker Sales Manager: Matt Burch Fleet/Lease Manager: Nikki McCoy SALE DAY: Every Wednesday at 2:00pm CST

Monthly GSA Public Sale: Wednesday at 12:00pm CST.

Featuring: 650+ consignments every week from new and used car dealers and fleet/lease. We feature consignments from Remarketing by Element, Automotive Remarketing, Inc., Caprock Auto Remarketing, Mariner Finance, Enterprise Holdings, EmKay, Consolidated Asset Recovery, City Fleet Lease, Check Into Cash, Auto Next, PACE Financial, Arms Across America, Citizens Savings and Loans, and many more!

SALE DAY: Every Friday: 8:30 am ET

Sale Highline Sale every other Thursday: 9:30 ET TRA Sale every Friday 8:30 ET Ford Closed Sale every other Thursday opposite Highline Sale: 9 am ET Value Sale on Highline Thursday’s: 2 pm ET Specialty Sale Location: YES TRA Sale Location: YES

DEALERS AUTO AUCTION OF CHATTANOOGA

RHODE ISLAND OCEAN STATE AUTO AUCTION

10 Industrial Drive • Exeter, RI 02822

P: 401.397.2801 F: 401.397-2474 www.osautoauction.com

General Manager: Leo Antonino Fleet Lease Manager: Jennifer Bickford SALE INFORMATION: All sales available

for online buying Weekly Sale Thursdays at 9:30am Weekly Inop & Salvage Sale Monthly Utility Sale – 3rd Thursday of Every Month at 9:30am

Featuring: 24/7 Buying and Selling opportunities with our Buy Now program. 8 lane facility on 44 acres located 30 minutes from Providence airport, 24 hour security and gate check-out, full reconditioning facility staffed with ASE Certified mechanics for all your body work, painting, and detailing needs, complete transportation, monthly promotional sales. Visit www.osautoauction.com to view our runlists, market reports, sale information, online buying, and more.

2120 Stein Drive • Chattanooga, TN 37421

CARMAX TEXAS

www.dealersauto.com

13300 North I-35 Service Road Southbound Austin, TX 78753

CHARLESTON AUTO AUCTION

P: 601.906.3004 F: 423.499.0304

651 Precast Lane • Moncks Corner, SC 29461

General Manager: Todd Rea Fleet/Lease Manager: Karin McKinney SALE DAY: Every Thursday at 9:00am EST.

“COUNT ON US”

P: 843.719.1900 F: 843.719.1909 www.charlestonautoauction.com

General Manager: Laura Taylor Fleet/Lease Manager: Chris Wise Assistant General Manager: Jay Davis Marketing/Sales Manager: Jason Moritz Sale Every Friday 10:00am. Damaged & Disabled

Sale 2nd & Last Friday of the Month 9:00am.

Featuring: 6 state-of-the-art action packed lanes.

Monthly Promotional Sales! Fleet/Lease/Bank & Daily Rental lane running weekly featuring: Wheels Inc., ARI, Mike Albert Fleet Leasing, Heritage Trust, Professional Financial Services, MarkOne Financial, First Investors, Flexco Fleet Services, Embarq & more. Member of: NAAA, NIADA, CIADA, GIADA, FIADA.

TEXAS

In-Op Sale biweekly at 9:00am EST. Tuesday Open Sale at 6:30pm EST.

Featuring: 400+ consignments every week

from new and used car dealers, fleet/lease, and repossessions. We feature consignments from Remarketing by Element, Element Fleet Management, ARI, Automotive Remarketing Inc., Consolidated Asset Recovery, Check Into Cash, TitleMax, Citizens Savings and Loans, Floorplan Xpress, Atlantic Fleet Services, and many more!

CarMax Austin

Every Tuesday at 2:00pm

CarMax Dallas/Irving

3100 Spur 482 • Irving, TX 75062 Every Monday at 9:30am

CarMax Ft. Bend

21930 Southwest Freeway • Richmond, TX 77054 Every Monday at 2:00pm

CarMax Ft. Worth

8400 Anderson Blvd. • Fort Worth, TX 76120 Every Monday at 2:00pm

CarMax Gulf Freeway

13100 Gulf Freeway • Houston, TX 77034 Every Monday at 2:00pm

CarMax Houston North

16110 North Freeway • Houston, TX 77090 Every Wednesday at 2:00pm

CarMax San Antonio

3611 Fountainhead Dr. • San Antonio, TX 78230 Every Tuesday at 9:30am

CarMax Southwest Freeway

6909 Southwest Frwy. • Houston, TX 77074 Every Wednesday at 9:30am

At CarMax Auctions, our mission is to provide our customer with an honest, open, and dealer-friendly auto auction with exceptional customer service.

• 97-100% Sales Rate • Dealer-Only Auctions • Conditional Announcements Visit www.carmaxauctions.com today for more information.

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TEXAS - WISCONSIN

UTAH

WASHINGTON

825 Rankin Road • Houston, Texas 77073

CARMAX UTAH

CARMAX WASHINGTON

fcaa@1stchoiceaa.com • www.1stchoiceaa.com

11213 South Jordan Gateway South Jordan, UT 84095

7814 E. Sprague Ave.• Spokane Valley, WA 99212

HOUSTON’S 1ST CHOICE AUTO AUCTION

P: 281.821.2300 F: 281/821-2977

CarMax Salt Lake City

Vice President & General Manager: John Poteet Vice President Sales & Marketing: Ray Skaggs Auction Manager: Jim Shreeve Fleet/Lease Manager: Keith Sommerlatte Fleet/Lease Coordinator: Wendy Reyna Metro Salvage & Damaged/Inop Sale Tuesday 10:00am. Regular Consignment Sale Wednesday 5:00pm.

Featuring: 8 acres, 6 lanes, 1500 cars weekly

including dealer trades, banks, & fleet units, floor planning, 24 hour secured site, reconditioning, transportation, AutoIMS, convenient location near Bush Intercontinental airport. Offering exceptional customer service! See you in the lanes! 1st Investors, Woodlands Financial, Prestige & More!

Every other Monday at 10:00am

At CarMax Auctions, our mission is to provide our customer with an honest, open, and dealer-friendly auto auction with exceptional customer service.

• 97-100% Sales Rate • Dealer-Only Auctions • Conditional Announcements Visit www.carmaxauctions.com today for more information.

VIRGINIA ABC VIRGINIA

656 S. Military HWY • Virginia Beach, VA 23464

P: 757.487.3464 F: 757.487.0514

General Manager: Jason Brinkley Assistant General Manager: Nate Seeley Fleet Lease: Dody Nolan SALE DAY: Every Wednesday at 9:00 am Major Consignors: ABNB Federal Credit Union,

LUBBOCK AUTO AUCTION

1122 E. 34th Street • Lubbock, TX 79404

P: 806.744.1444 F: 806.763.1214 www.lubbockaa.com

General Manager: Monty Bond Office Manager: Shandyl Higgins Owner: Charles Furr SALE DAY: Every Thursday at 10am since 1946.

Featuring: Oldest Independent Auto Auction in the

State of Texas and 2nd Oldest in the United States.

Dealer Only, WTGSIMULCAST, Whann Technology Group, Auction Insurance and Auction Access, GM Financial Repo’s, Fleet/Lease Automotive Rentals, Inc., GE Capital Fleet Services, dba Element Fleet Management and many more.

ARI, Consumer Loans America, CPS, Credit Acceptance/ VRS, Element Financial, General Services Administration Fleet, Michael Wayne Investments, Tidewater Motor Finance, Westlake Financial

info@tlsaa.com • www.tlsaa.com

Visit www.carmaxauctions.com today for more information.

BADGER STATE AUTO AUCTION

215 N. Pioneer Road N. • Fond Du Lac, WI 54937 P: 800-554-1126 F: 920-922-6823 www.badgerstateautoauction.com

General Manager: Tim Netz Sales Manager: Craig Storts Operations Manager: Lola Voskuil SALE DAY: every Thursday at 2:00pm.

Damaged andDisabled Sale running every week.

Features: 5–Full Action Packed Lanes Each Week! Full Service, Repair and Reconditioning Center. Complete Transportation Services available. Auction Features: ARI, Select Management Resources, Wheels For Wishes, Rawhide, “PayDay Loans Stores”, plus many more!

DAA NORTHWEST

2215 S. Hayford Rd. • Spokane, WA 99224

P: 509.244.4500 F: 509.244.8244 www.daanw.com

General Manager: Greg Mahugh Northwest Regional Sales Mgr.: Steve Doyle SALE DAY Information: • Weekly Sales – Thursday at 9am

• Monthly Heavy Metal Sales- Thursdays at 8:30am • Monthly RV Sales at 11am • Monthly MotorSports Sales - Thursday at 12pm • Monthly Promo Sales as scheduled - Wednesdays & Thursdays

Featuring: Ally Auto Remarketing, Avis Budget

Group, ARI, Bank of America, Enterprise Holdings Group, Ford Motor Company (Closed), FMCC, GM Financial, Harley-Davidson Financial Services, OneMain Remarketing, PAR North America, Remarketing by Element, Toyota Financial Services, Westlake Financial and more.

10400 Southpoint Pkwy. • Fredericksburg, VA 22407 Every Tuesday at 9:00am

CARMAX WISCONSIN CarMax Kenosha

8200 120th Ave.• Kenosha, WI 53142 Moved to weekly at 2:00pm

At CarMax Auctions, our mission is to provide our customer with an honest, open, and dealer-friendly auto auction with exceptional customer service.

• 97-100% Sales Rate • Dealer-Only Auctions • Conditional Announcements Visit www.carmaxauctions.com today for more

CarMax Richmond

11090 W. Broad St. • Glen Allen, VA 23060 3801 Bonney Rd. • Virginia Beach, VA 23452

2205 Country Club Dr. • Carrollton, TX 75006

At CarMax Auctions, our mission is to provide our customer with an honest, open, and dealer-friendly auto auction with exceptional customer service.

• 97-100% Sales Rate • Dealer-Only Auctions • Conditional Announcements

CarMax Fredericksburg

CarMax Virginia Beach

P: 214-483-3597 Toll Free: 866-212-0821 F: 214-483-3814

Monthly on Wednesday at 9:30am

CARMAX VIRGINIA

Every Tuesday at 2:00pm

TEXAS LONE STAR AUTO AUCTION

CarMax Spokane

WISCONSIN

DAA SEATTLE

3130 D Street SE • Auburn, WA 98002

Every Wednesday at 2:00pm

P: 253.737.2200 F: 253.737.2201

At CarMax Auctions, our mission is to provide our customer with an honest, open, and dealer-friendly auto auction with exceptional customer service.

• 97-100% Sales Rate • Dealer-Only Auctions • Conditional Announcements

General Manager: Dave Blake Northwest Regional Sales Mgr.: Steve Doyle SALE DAY: Information:

Visit www.carmaxauctions.com today for more information.

www.daaseattle.com

• Weekly Sales – Friday at 9:30am

• Monthly Heavy Metal Sales - every other week • Monthly Promo Sales as scheduled - Friday at 9:30am

FEATURING:

SALE DAY: Every Tuesday at 2:00pm Franchise

ARI, Avis Budget Group, Fox Rent A Car, OneMain Remarketing, PAR North America, Remarketing of America, Wheels, Inc and more.

and dealer consignments And Auctions Every Thursday at 2:00pm Franchise and dealer consignments

RICHMOND AUTO AUCTION “Driven to Provide the Best”

3600 Deepwater Terminal Rd • Richmond VA 23234

P: 804.232.7355 F: 804.232.1818 www.RichmondAA.com

President: Mark Motley CFO: Dick Menendez Director of New Car Sales: Johnny Nuttycombe Director of Remarketing: Bruce McGeorge SALE DAY: Every Friday beginning at 9AM Features: We have been a family owned and

operated auction for over 25 years. We offer 7 lanes in our brand new state of the art facility. We offer weekly sales which include Bank repos, Government, and Fleet lease. We also sell new car dealer trades for over 25 area dealerships. We are the only premier auto auction located in central Virginia conveniently located directly off I-95. If you can’t make it to our sale in person, be sure to look at our inventory and bid online using auctionpipeline.com

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NIADA & IAG A WINNING COMBINATION FULL OF BENEFITS!

The Independent Auction Group (IAG) and NIADA are committed to providing its auction members with the highest quality, competitively priced, leading edge and high impact auction member benefit programs. NIADA has recently partnered with many new vendors offering benefits and member discounts on the parts and services that IAG member auctions use on a daily basis.

Through discounted affinity agreements via NIADA Member Services, IAG now offers these and many more benefits to all IAG member auctions.

FOR A COMPLETE LIST OF PRODUCT AND SERVICE DISCOUNTS, AND TO S TA R T S AV I N G A N D G R O W I N G Y O U R A U C T I O N P R O F I TA B I L I T Y, V I S I T

www.independentauctiongroup.com/benefits/

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The New NIADA Health Insurance Exchange

Apply for insurance in three easy steps: 1) Assess your situation and find out if you are eligible for subsidies.

2) Shop for plans ON and OFF the Public Health Insurance Exchanges.

3) Apply for the health plan of your choice with or without subsidies.

Shop multiple quality carriers like: Blue Cross, Aetna, Assurant, Cigna, Humana and many others. www.niadahealthplans.com • 1-888-308-9340

NIADA Property Casualty/Workman’s Compensation Insurance

The NIADA Property Casualty/Workman’s Compensation Insurance program powered by Edward E. Hall is one of the most important purchases a member makes. The average member’s insurance coverage could make or break a member’s business should they be underinsured or do not have the appropriate coverage’s in the event of a loss.

The NIADA P&C and Workman’s Comp program offers exceptional commercial insurance products to protect members nationwide. www.EEHall.com • 888-302-4342

Life Insurance Central Program

NIADA thinks the best way to shop for Life Insurance is through Life Insurance Central®. That’s because as a NIADA Member, Life Insurance Central® helps you, and your family continue to live as they do now, should a fatal accident occur. Get a NO-COST COMPARISON QUOTE . https://niada.lifeinsurancecentral.com • 1-800-261-5291 ext 9722

NIADA Dealer Bond Program

Your NIADA membership now allows you access to the NIADA Dealer Bond Program. Many states require auto dealers to file a surety bond as part of their licensing requirements, before they can receive their auto dealer license. Surety bonds are designed to protect customers and the state from auto dealers that commit fraud. A surety bond will ensure that your dealership follows the car dealership legislation and regulations as required in your state. At Edward E. Hall and Company, an endorsed NIADA National Member Benefit Partner, we make obtaining your new or renewal NIADA Surety Bond quick and easy, in most cases offering same-day service. To apply, simply complete the bond application at bit.ly/2cqSNDR and hit the “SUBMIT” button at the bottom. We’ll take care of the rest. If you would like to talk to a representative, call us at 888-302-4342 or email us at info@edwardehall.com to learn more.

888-302-4342 • info@edwardehall.com

Point of Loan Origination Collateral Protection Insurance

· Collateral Protection Insurance · Vendor Single Interest Insurance · Outsource Insurance Tracking Point of Loan Origination Collateral Protection Insurance is physical damage insurance tailored for the BHPH and special finance market. It is designed with the understanding that lender placed insurance can be a valuable tool for subprime lenders but that premiums are often difficult or sometimes impossible to collect if the premium is added midterm to the customers loan. CPI is structured to allow lenders to address the most important issue of physical damage insurance, including the exact cost of collateral protection insurance coverage before the vehicle leaves the lot. www.berkshirerisk.com/collateral.html

Long Term Care Insurance

NIADA members and their families can obtain discounted long term care insurance that caters to individual needs at exclusive group pricing. Benefits to members include: options from John Hancock, Metropolitan Life, Prudential, TransAmerica, Genworth, and more; Education and consulting via a network of 700 local agents; One-on-one attention and educational materials. https://education.ltcr.com/nma • Phone: 1-888-866-0620

Auto & Home Insurance

Shopping around for the best rates on auto & home insurance can be time consuming, which is why so many people feel stuck overpaying for their coverage, year after year.

That’s why we’ve partnered with Answer Financial, one of the largest auto and home insurance agencies in the U.S., to make shopping for a better deal easy.

Get competitive quotes quickly. In a matter of minutes, obtain quotes with a licensed agent or online from your mobile device or desktop. Compare prices and coverage.

Choose from top insurers like Progressive, Safeco, MetLife and Esurance. Save on great coverage. Bundle auto & home insurance to save even more on the coverage you need. Receive expert guidance when you need it. Let a knowledgeable agent walk you through your options and purchase – every step of the way. Enjoy exclusive policyholder perks. Policyholder Mobile App – provides on-demand access to digital insurance ID cards, policy information, claims support, and roadside assistance. Rate Tracker™ – the free service that monitors auto insurance rates and notifies you when you may be able to save on your policy. bit.ly/2czZ9FJ • 1-866-373-0441

For more details on all of these NIADA Insurance products visit: www.niada.com/niada_insurance.php VF5

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NI

NIADA Members Can Save More on Vision Care NIADA members will get a basic pair of glasses (or contacts) to suit their prescription needs while saving over $200. Plus they’ll save an additional 20% on lens enhancements such as antiglare coating and on additional pairs of glasses or sunglasses. Members who choose the Premium Plan* receive an additional allowance on progressive lenses and typically save more than $300.

For more information, visit: niada.benefithub.com or call 800.785.0699 *This offer is not available in all states.

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