Auctioneer (March issue) National Auctioneers Association

COVER I NAA announces new national campaign page 10

MARCH 2016

#AuctionsWork #NAAPro “Over 250 registered bidders and over 350 in attendance, in the SNOW.” #AuctionsWork “We ROCKED it yesterday at the David Broadway Salon auction. Over 250 registered bidders!!! ... a ton of new faces that are now ADDICTED to auctions.” #AuctionsWork

“Just SOLD on this exceptionally rare Husky Service sign at auction for $82,000.” #AuctionsWork

also inside: I 10 BAD social media mistakes I The power of the # page 28

I 4 key elements to a successful auction proposal

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F R O M

T H E

P R E S I D E N T

Help show #auctionswork

I

have to admit, social media can be a challenge for me. I don’t “tweet”, and I don’t post photos on Instagram, and I don’t blog.

But, I do have a Facebook account, and I do understand that social media is making a huge impact over the hearts and minds of not only NAA members, but of their clients and bidders!

Spanky Assiter NAA President

National Auctioneers Association President Spanky Assiter, CAI, AARE, has a long history with the NAA since joining the Association in 1985. Now a life member, Assiter won the NAA IAC title in 1991 – the same year he won the Texas State Champion Auctioneer crown. His first tenure with the NAA Board of Directors, as a Director, came in 1994.

In the summer of 2007, Assiter’s global impact on the auction industry was recognized when he became one of the youngest inductees into the NAA’s Hall of Fame and TAA Hall of Fame.

He is Chairman and Founder of Assiter Auctioneers in Canyon, Texas, where he makes his home with his family.

As such, I understand that getting onto Facebook more often than I do and reporting my success as an auction professional is not only good for MY business, it is good for NAA and the industry as a whole – particularly when I use the hashtags that the NAA Promotions Committee is asking us all to use: #AuctionsWork and #NAAPro. This is a hashtag: # (I thought it was the symbol for pound!). And, what it can do is connect all of the messages we post on Facebook, or Twitter, or Instagram, with others who are using the same hashtag. It’s a remarkable device and something that is easy to add to any post I may make about my successful auction.

Sometimes, we think that we shouldn’t brag on our success. But, isn’t that what we do when we go into a prospective client’s office and help them understand that we are the company that they should hire? I mean, seriously, who wants to hire a non-successful company? No one! So, we know how to do this in a business setting.

Facebook is the new business setting. By posting our success, we are letting our “friends” know very simply that they should consider using auctions when they want their assets sold. Let’s break it down this way – I have more than 4,700 “friends” on Facebook. Now, probably less than 1,000 are friends from the auction profession.

The other 3,700 are my family or people I’ve met through auctions, or through my volunteer activities. 3,700! Each one of them has friends and family, so when I post my successful auctions, it is being seen by my friends, my family, my acquaintances, and their family, friends, and acquaintances.

The reach we each have is considerable. We need to use it, and we need to have a central

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message that we all use. That’s the beauty of the message that the Michigan Auctioneers Association developed and encouraged NAA to use: #AuctionsWork.

Our vision is to ensure that NAA members are the preferred auction professional used in the marketplace. We know that being a part of something bigger than we are is good for all of us. We know that NAA’s Code of Ethics is important in this message and that we are committed to holding auctions in an ethical manner. And, we know that we are all committed to continuing education – because that is good for our clients and good for our business. #NAAPro communicates all of that succinctly to our family, friends, and acquaintances. They know who we are, and #NAAPro links to those people who are like us.

A hashtag is a simple strategy, but it requires effort from you. Our success depends on you.

The National Association of Realtors is planning to spend $35 million over the next several years on an integrated multi-media campaign. We are not in a position to do that.

But, we are in a great position because we have almost 4,000 members who can let the world know two simple things: 1) #AuctionsWork; 2) They work especially when conducted by an #NAAPro. Simple, easy – now please turn to page 10 and read how you can be a part of this extraordinary adventure!

And, if you haven’t already, friend me on Facebook! v

MARC H 2016

VOLUM E 6 8

T A B L E

N UM BER 3

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C O N T E N T S

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#AuctionsWork #NAAPro

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10

COVER: #AuctionsWork & #NAAPro

A grassroots idea out of Michigan has taken hold of the organization. Now, NAA members are set to use social media to share the awesome, simple message that #AuctionsWork.

8

28

10 BAD social media decisions

Keep three keys in mind: Write action; Write place; Write time.

22

The 4 key elements to a successful auction proposal

24

Want your auction proposal to make a splash?

Make sure it has these characteristics.

5 steps to setting a great marketing budget

Delegating dollars is just one part to a much more detailed process.

26

Meet Canva: Design on a budget The online design tool takes a lot of guesswork

out of the process for auction professionals.

33

Publishing too much controversy, being too boring, talking politics and religion ... it’s all a social no-no.

34 36

The social media grouping symbol has great power.

Auction professionals now have one of their own.

Marketing metrics that matter Lots of metrics exist, some way better than others.

#NAACS16: Jim Abbott to speak

40

Former MLB pitcher Jim Abbott will be the keynote speaker in Grand Rapids.

Ad blockers, and how to market around them NAA uses native ads and content marketing to get its messages out. We discuss what that means.

B U S IN E SS P RAC T IC E S Bad data? Bad business

These common market research mistakes could cost you if you aren’t careful.

20

Mr. LLC, I’ll need you to verify ...

When establishing seller authority for a Corp. or LLC, get it in writing.

FAC E S OF N AA

42

Semper Fi, Semper Bryce

After 16 years as a U.S. Marine, Bryce Elemond stayed true to himself and found auction.

45 2016 NAA HOF form 48 New designations 50 Success stories 56 In memory

The power of the #

16

6 State watch 18 NAA Ambassadors

F E AT U R E S & NE WS How to build and distribute a winning press release

NETWORK I N G

60 New members 62 Commitment 64 In the ring

DEPARTME N TS 63 Education calendar 67 Marketplace Auctioneer is the official publication of the National Auctioneers Association.

The magazine is owned and published by the Association, located at 8880 Ballentine St. Overland Park, KS, 66214.

The magazine’s postage rate is paid at Kansas City, MO, with the publication No. 019-504, and at an additional post office.

The annual subscription price is $48, but the magazine is available only to members of the Association through annual dues.

The average number of copies printed monthly is 3148. The paid/or requested outside-county mailed subscriptions are 2843. The paid in-county subscriptions are 15. Sales through dealers or others is zero.

Other classes mailed through USPS is zero.

Total paid or requested circulation as of March 1, 2016, was 2858. Free distribution mailed through USPS is 75. Free distribution outside the mail is 100. As of March 1, total distribution was 3,033. Percent paid or requested circulation is 94 percent. The publisher can be reached at (913) 564-5424.

The Chief Executive Officer is Hannes Combest, CAE. Editor of Auctioneer is Curtis Kitchen.

Auctioneer issue 3 MARCH 2016 (ISSN 1070-0137) is published the first of every month, with the exception of combined issues in June/July and December/January, which are published in mid-June and mid-December, respectively, by the National Auctioneers Association, 8880 Ballentine St., Overland Park, KS, 66214-1900. There are 10 issues printed annually. Auctioneer is a means of exchanging ideas that will serve to promote the auction professional and the auction method of marketing. The views expressed by columnists do not necessarily reflect the opinions of the National Auctioneers Association. Periodicals postage paid at Kansas City, MO, and additional mailing offices (USPS 019-504). POSTMASTER: Send address changes to Auctioneer magazine (NAA), 8880 Ballentine St., Overland Park, KS 66214-1900.

Copyright © 2016 by the National Auctioneers Association. Materials may not be reproduced without permission.

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NEWS

State watch MONTANA/WYOMING The Montana Auctioneers Association and Wyoming Auctioneers Association held a joint state conference, Jan. 7-9, in Sheridan, Wyo. The event featured NAA Past President Paul C. Behr, CAI, BAS, as a speaker, while NAA President Spanky Assiter also addressed approximately 70 attendees from atop a live horse. Results of the MAA’s annual election: president – Brian Young; vice president – Kevin Hill; treasurer – Merton Musser, CAI, AARE, ATS, BAS, MPPA.

WISCONSIN The Wisconsin Auctioneers Association held its state association conference Jan. 24-26, with the theme “Stay Sharp – What you’ve been doing may not cut it anymore.”

The energized message led to 22 competitors in the state bid-calling championship preliminary round (finals to be held at the state fair). The event also saw eight members vie for two seats on the state board. Results of the annual election: chair/president – Bryce Hansen, CAI; chair elect – Carol Wagenson; vice president – Kendall Thiel; treasurer – Beaner Stockwell.

MINNESOTA More than 180 auction professionals met for the Minnesota State Auctioneers Association annual conference, held in St. Louis Park, Jan. 14-16. Among highlights, NAA Board member Will McLemore presented several seminars, as did NAA members Darron Meares and John Schultz, ATS. Isaac Shultz topped a field of 20 competitors to win the Minnesota

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State Bid-Calling Championship. Results of the annual election resulted in the following new board members: president – Greg Christian, CAI; vice president – Vince Bachmann; director – Kristine Fladeboe-Duininck, BAS; director – Larry Mages; director – Paul McCartan.

NEWS

OHIO The Ohio Auctioneers Association held its annual conference Jan. 15-17 in Dublin. Highlights included: a trade show that featured more than 16 industry vendors; the Ohio Auctioneers Championship, Auction Marketing Awards, Hall of Fame inductions, a Children’s Auction, and a Presidential Luncheon. The NAA Board was represented by Joseph Mast, CAI, and Jason Winter, CAI, AARE, ATS, CES, in the speaker lineup, and Andrew Yoder, Jr. was crowned as 2016 OAC senior division champion in a field of 30 competitors.

NAA member Brent Semple, CAI, AARE, CES, was inducted into the state’s Hall of Fame. Results of the annual election: president – Peter Gehres, CAI, CES; vice president – Scott Mihalic, CAI; treasurer – Darren Bok, CAI; director at large – Wade Baer; director at large – Susan Johnson, BAS, CES; southwest director – Karen Huelsman, CAI. Those positions join remaining board members Dan Limber, CAI, Dick Kiko, Jr., Laura Mantle, CAI, Seth Andrews, CAI, and immediate past president Ken Bonnigson, CAI, CES.

Budgets Internet Social Media Radio Billboards Mail Pieces TV Newspaper Statistics Media Planner Design Placement Billing

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The New Hampshire Auctioneers Association’s current board is as follows: president – Justin Conway; vice president/ treasurer – Ailie Byers, CAI, BAS; secretary – Kenneth Main; directors – Russell Abbott, CAI, GPPA; Ronald Pelletier; Dale Schaetzke, CAI, AARE, CES; Greg Walsh.

PENNSYLVANIA NAA Hall of Famer Sanford Alderfer, CAI, MPPA, joined NAA member Harry Bachman to form the 2016 Pennsylvania Auctioneers Association Hall of Fame class. The induction was part of the PAA convention, held Jan. 12-15, in Harrisburg. “Auctioneer of the Year” was awarded to NAA member Matthew S. Hurley, CAI, AARE. NAA member J. Meryl Stoltzfus was named state bid-calling champion. Results of the annual election: president – Bill Anderson, Jr.; presidentelect – Kim Williams; vice president – Tim Keller, CAI, ATS, CES; treasurer – Robert Ensminger; immediate past president – Patrick Morgan.

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Auctioneer

MARCH 2016

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NEWS

How to build and distribute a winning press release Keep three keys in mind: Write action, Write place, Write time.

By NAA Staff

A

s the concepts of Owned Media (media a company controls) and niche content have matured (and public confidence in traditional journalism has waned), the press release once again has proven its immense value in helping control a narrative.

Marketers who best use their Owned Media channels and build trust with their audiences are in the best position – they become a trusted source for their own company’s or client’s news.

Much of that trust building comes through timely, factual information, presented in predictable fashion. And, it’s here where a solid press release can pay great dividends. But, what constitutes a “solid” release? There are three key components.

2

Write Place Targeting is everything. Remember, you control, at least initially, who sees this information. Hopefully, you have good data that tells you where sending this release will result in the most reads or whatever else your stated goal is.

Write Action

If you need help in building a media list – a good resource is easymedialist.com. There are fees for the lists (the more you need, the more expensive it will be), but they aren’t bad and it sure beats having to look up local, regional, or national lists manually. Time is money, after all.

Of course, the first step is to produce a quality release. There are six pieces, listed in order of importance: brand identity; contact information; headline; lede; body; and, boiler.

Past all of that, remember if you really want to control things, you should also consider publishing the release first on your website and then pushing out the link through your distribution channels.

1

As the top illustration shows on page 9, the first four components all communicate your message long before the actual “guts” of the release appear. Readers need to know who is sending the information (brand). They want to know, specifically, who can explain things if necessary (contact info). It has to grab attention (headline). It then needs to cement their decision to read more (lede).

All of this must happen before the rest of the release matters because, if it doesn’t, the rest of the release won’t be read.

As you navigate through this writing process, keep a couple of general rules of engagement in mind. First, grammar and punctuation are non-negotiable. Nothing kills credibility faster than spelling and sentence errors. Next, avoid hype. This means no using exclamation points – no matter how exciting you believe your news is. It screams amateurism. Lastly, as you see in the

8

example, keep paragraphs short. This keeps your release looking clean and limits the chance that a reader gets lost or confused in the middle.

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3

Write Time Now that your release is written and your targets have been established, when is the best time to publish and/or distribute?

The answer lies in your data.

Depending on how you will distribute your information, determine when your audience opens email most frequently or visits particular social media sites. Or, if you’re a little more advanced with your Owned Media source and have developed a consumer expectancy for when new items will be published, stick to that.

The takeaway here is do what works best in individual situations until you develop some distribution patterns. v

NEWS

(Top) Six main components form a successful press release.

The top four must be correct or the final two steps won’t matter.

(Bottom left) The NAA has created a sample press release for members to follow or fill in with information. This template highlights involvement in the upcoming #AuctionsWork and #NAAPro campaign during National Auctioneers Week. (Bottom right) In addition to the release, NAA members should download, complete and submit to government officials in their city and state the Proclamation that Saturday, April 16, 2016, be recognized as National Auctioneers Day.

NATIONAL AUCTIONEERS DAY PROCLAMATION

[Day, 2016] For Immediate Release

National Auctioneers Day April 16, 2016

Contact: [Name] [Organization] [Phone Number] [Email Address]

Local #NAAPro helping spread #AuctionsWork national campaign during National Auctioneers Week (April 11-17) [City, State] [(Day, Date, Year)] – Local auction professional [NAME], of [Town], wants every consumer in the area to know a simple buying and selling message: Auctions Work. That's why [LAST NAME] is taking part in the #AuctionsWork campaign -- a national social media initiative from the National Auctioneers Association.

Launched in March, the campaign relies on the power of hashtags and the elbow grease of NAA members like [LAST NAME], who will follow a daily schedule of posting events during National Auctioneers Week, April 11-17.

Each post will be tagged with #AuctionsWork and #NAAPro. The second tag designates [LAST NAME]'s standing

A PROCLAMATION

WHEREAS, auctioneering is one of history’s oldest professions, WHEREAS, auctions are the last bastion of the competitive free enterprise system; WHEREAS, auctions continue to be the most fair, transparent and effective means of establishing fair market value. No more. No less; WHEREAS, auction professionals create a competitive marketplace and connect buyers with sellers wishing to sell their assets for the highest dollar value; WHEREAS, the National Auctioneers Association and its members strive to advance the auction method of marketing and uphold the highest standards of professionalism in serving the American public;

as part of an NAA network of auction professionals that believes in continuing education and ethical auction practices.

WHEREAS, auction professionals are proud business owners who support their communities;

Sharing video, talking with the general public about why #AuctionsWork and why they should choose an

WHEREAS, a National Auctioneers Day has been observed for more than 25 years by state and local governments and private organizations;

#NAAPro, and sharing auction success stories -- these are some of the creative ways [LAST NAME] will help launch the campaign that is slated to run through the remainder of 2016.

WHEREAS, the designation of National Auctioneers Day by the [City or state] will heighten the awareness of the public of the contributions made by auctions and auction professionals to the history of our Nation and its economy;

The activities all build to National Auctioneers Day, which is officially recognized on the third Saturday of each April. This year, it falls on April 16. NAA and its members will encourage all buyers, sellers, and auction enthusiasts to get out and participate at an auction.

NOW, THEREFORE, I, [Official’s name and title] do hereby proclaim Saturday, April 16, 2016, as “National Auctioneers Day” and call upon the community and partner organizations to celebrate with appropriate ceremonies to acknowledge these efforts.

For a detailed schedule of events during National Auctioneers Week, visit auctioneers.org/national-auctioneersweek. To learn more about auctions or to find an auction or auctioneer near you, visit auctioneers.org.

For more information about [YOUR COMPANY], including upcoming auctions, visit [YOUR WEBSITE], or call [YOUR BUSINESS NUMBER].

Date:

Signature:

About the National Auctioneers Association The National Auctioneers Association represents thousands of auction professionals from the U.S. and aroundthe world. The NAA exists to provide critical resources to auction professionals that will enhance their skills and successes. NAA's vision is that its members will be the preferred auction professionals used in the marketplace. The Association's headquarters are in Overland Park, Kansas.

Download your templates at auctioneers.org/naa-newsroom! www.auctioneers.org

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F E AT U R E

#AuctionsWork The campaign’s soft rollout is over. It’s officially time for you, as an #NAAPro, to stand with your peers and declare #AuctionsWork.

By NAA Staff

A

s if it were the first scattered drops hinting at life-giving rain, the #auctionswork hashtag began broadly appearing in random social media feeds the past several months.

It is now time for that growth to begin as the National Auctioneers Association officially unveils and embarks on the #AuctionsWork and #NAAPro social media campaign in 2016.

Succinct and powerful, the message’s staying power has been evident from the outset. The slogan never wavered from its original phrasing, despite undergoing the standard rigors of idea sharing and additional development that led to the creation and inclusion of #NAAPro. (The second tag serves as a unifying tag for all NAA members to instantly symbolize their involvement and contribution to the association and auction industry.)

Campaign prize: One person will be chosen at random among those who take part in the #AuctionsWork campaign. He or she will be provided a free 2016 NAA Conference and Show registration.

Combined, it is a double-edged, national, social media campaign message built to be welcomed by the general consumer who will appreciate the forthright, confident, solution-based sentiment that #AuctionsWork and #NAAPro project.

“The Promotions Committee and NAA Staff have done great work in maximizing publicity efforts in these campaigns, while keeping other longrange goals in mind for NAA,” said NAA Treasurer Devin Ford, CAI, CES. “It allows us to effectively promote our association in the short-term, but also remain on the long-term path for a growing, sustainable footprint in the marketplace.”

In other words, the campaign is slated to be successful but also fiscally responsible as it is built to depend largely on member involvement. It is set up to be a grassroots effort, which fits the roots of the #AuctionsWork message itself.

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F E AT U R E

Through 2014 and 2015, Lindsay’s work paid off. A great campaign is one that becomes so embedded that its origins become hazy or forgotten as the message moves ahead. That’s what happened to Helmer, who didn’t recognize his own words.

“What's funny is a couple years into the program, Helmer had repeatedly complimented me on the overwhelming popularity of the Auctions Work! campaign,” Lindsay said. “He was shocked and completely oblivious to the fact that it was his off-the-cuff remark that provided the fuel.”

ASSITER

Energized by the results, Lindsay pushed the message idea to NAA in hopes that the association would feel free to apply the hashtag and campaign to a broader audience.

“My role [in the MAA Public Promotions Department] is to help create powerful marketing concepts and popularize them,” Lindsay said. “Our industry faces more competition today than ever, and the only way to stay ahead of the curve is to collectively promote the power of auctions to the general public.”

The NAA Promotions Committee enthusiastically accepted that charge and, as it formed its strategies for 2016, integrated the overall #AuctionsWork message into all scheduled aspects including National Auctioneers Week in April.

The #AuctionsWork campaign was created by NAA member Kenny Lindsay.

#AuctionsWork: How it began

National Auctioneers Week

#AuctionsWork was first conceived in 2012, in fitting fashion, at a spring Michigan estate auction during a quick, shared moment between NAA auction professionals Kenny Lindsay and David Helmer, CAI, CES, GPPA.

Set for April 11-17, the entire week has been marked as an extension of National Auctioneers Day (Saturday, April 16). The extension came as a result of hearing member feedback that one day simply wasn’t enough, especially when it came on the same day as many auctions.

“I was standing alongside my friend and colleague, David Helmer, who sold a three-year-old, well-used Honda generator that nearly doubled the expectations from the seller,” Lindsay said. “In fact, it nearly sold for the same amount you could buy a brand spanking new one for.

“We quickly gave each other that 'look' with the slight raise of the eyebrows. Helmer quips, ‘Hey, auctions work.’

Helmer’s comment struck a chord with Lindsay, who is the co-founder and Chairman of the Michigan Auctioneers Association’s Public Promotions department. He went home that same evening to create the “Auctions Work!” social media campaign for the MAA.

Therefore, the Promotions Committee developed an easy but comprehensive promotional approach that involves press releases, video, personal interaction, social media, and an official proclamation. (See the full schedule.)

“We have developed a plan that will make participation for the membership virtually effortless. If members will follow the provided plan, it should take less than five minutes out of each of their days,” said Promotions Committee Chairman Tim Mast, CAI, AARE. “Collaboratively, we will raise awareness of our own businesses, the benefits of working with an #NAAPro, and the auction method of marketing.

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F E AT U R E

“We believe strongly that the strength of the NAA is its members and that a coordinated voice from many will have a far greater effect than the loud voice of one. Social media provides the tools to make that happen.”

With tools in place, the success of the campaign will ultimately rely on member involvement – a factor not lost on NAA President Spanky Assiter, CAI, AARE. “It is incredibly important for all NAA members to actively engage in these campaigns,” Assiter said. “The #AuctionsWork campaign started as a grassroots effort, and the Promotions Committee has done tremendous work in building really simple but powerful engagement tools for members.

“With the tools, members can help spread the #AuctionsWork message in conjunction with why someone should use an #NAAPro.”

MAST

As an incentive, one person will be chosen at random among those who take part

Make your 2016 National Every day during National Auctioneers Week, an NAA leader will send you a morning email with all of your social media tools and directions needed to make each day count to its fullest. Here is what’s on tap for each day:

Logo Monday Let’s get the week started right! NAA members all will share a common voice by changing their Facebook, Instagram, and Twitter profile pictures to an NAA logo. When you share, write a quick post explaining what the NAA logo represents and that you are a proud member. And, remember: tag your auction-related posts with #AuctionsWork and #NAAPro! Already-sized logos will be provided via email.

Walk the Talk Tuesday NAA members will be encouraged to talk to 10 people about why #auctionswork and why they should choose an #NAApro. Members can hand out an Elevator Speech Card – you received 10 inside this issue of Auctioneer magazine. (As a bonus, take a quick selfie with the people you meet (if they allow), and post your auction outreach efforts. Make sure to hashtag them!)

We Share Wednesday Share the NAA :30-promotional video in your social media channels. Write a quick elevator-speech themed post and tag it with #auctionswork and #naapro. A link will be provided to you via email.

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F E AT U R E

in the #AuctionsWork campaign. He or she will be provided a free 2016 NAA Conference and Show registration.

So, while the end result of NAA’s overall campaign has a while before it can be fully evaluated, to see an original one-liner with a friend achieve the large-scale scope it has already gives Lindsay a great deal of satisfaction.

“Being excited about the NAA embracing the Auctions Work! campaign is an understatement,” Lindsay said. “The fact that thousands of auction professionals from around the world can all join together on a mission is empowering.

Why is the hashtag so crucial?

Read about it on page 33.

“NAA leadership is taking another giant step to ensure that our auction stake is firmly set in solid ground throughout the free market.” v

Auctioneers Week count!

Thought Leader Thursday NAA members are advocates for the auction industry. Part of that effort includes submitting a Proclamation to government thought leaders that the third Saturday of the month is recognized as National Auctioneers Day. Did you send the Proclamation? Or, did you meet during the year with your city, state or national government representatives? Share those images and experiences on social media, and let everyone know how important your advocacy efforts are. Remember to hashtag them!

Feel the Rush Friday Know that rush that comes with every successful auction? It’s time to share those successes! Make a day out of it – perhaps share several posts throughout a day remembering a favorite event, or share several successes from different events. Hashtag them all, and let your channels feel the rush you felt each time you proved #auctionswork!

Celebration Saturday Happy National Auctioneers Day! While NAA is celebrating the whole week, Saturday marks the official day that we honor the #NAApro and all auction professionals. Check your email and download the cool graphic from NAA that encourages your social media channels to participate in an auction today. Post it along with a link to your event or website. Hashtag it, and take lots of photos from your events. And, of course, share them socially!

Make It Last Monday Make the message a lasting one. Use the previous week as a launch pad into the rest of 2016. Continue to use the tools you were provided to help spread the campaign message that #auctionswork and that you are an #NAApro!

www.auctioneers.org

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NAA Day on the Hill Thursday, Sept. 8 Capitol Hill, Washington, D.C.

Register now at auctioneers.org.

Questions? Email bmcgrath@auctioneers.org or call 913-563-5429.

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BUSINESS PRACTICES

Bad data? Bad business.

By Carl Carter, APR, ATS

Carl Carter is President of NewMediaRules Communications, which has provided public relations and marketing communications services to auction companies throughout the U.S. since 1994.

Here’s how you avoid common market research mistakes.

T

here’s no substitute for solid data about your customers, your prospects, your buyers, your sellers, and any other segments that can make or break your business.

But, bad data can lead to bad decisions that can hurt or even sink your business. So, let’s talk about how to avoid that. These are some of the most common mistakes I see when companies try to do market research without understanding it: They ask the wrong people. You’ll never get the right data from the wrong people. Obvious as that may seem, failing to properly define the population being researched is the single most common mistake I see. The resulting errors can really hurt your business.

So, who is your population, and how are you reaching them? This is a trick question because if the answer is, “people who respond to the questionnaire,” you’re making two big mistakes.

The people who respond are your sample, which you hope will represent a larger population (more on that in a moment). So, define your population first, without worrying about how you’ll poll them.

It might be people who register to bid, just those who actually buy, or sellers (including, perhaps, successful sellers or unsuccessful). Maybe it is restaurant owners within a 25-mile radius of Decatur, Alabama.

Whoever it is, define it, and define it well.

They recruit in a way that precludes a valid sample. Now, let’s get back to that sticky matter of how you are reaching your population. There is a huge yawning trap waiting on you here because the easiest way to get responses is to have the respondents actively step forward and select themselves to be polled. We call these “self-selected” respondents, and they’re your

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worst enemy because they already differ in some significant way from the population you’re surveying. Think of it as someone having time to prepare an answer and potentially answer in a way that they think you’ll want to hear. Keeping it random gives your data a better shot at staying uncompromised.

Therefore, you need to find a way to randomly sample your defined population.

They build bias into the questions. This whole business of market research can look very objective and scientific, but writing neutral questions is very much an art. Even if you have some training and experience in instrument development, it’s very hard to write questions that won’t get slanted answers. For that reason, it’s often best to hire a professional for some help.

They rely on inadequate sample sizes. If you know the size of your population, you’ll need a big enough sample to get a decent Margin of Sampling Error (MOSE) at an appropriate confidence level.

If you don’t know these two numbers for your survey, you should not act on your data until you do. Let’s say you have a population of 5,000 recent auction buyers, and you want results you can trust.

You would need a sample size of 357 to achieve +/-5 percent at a 95-percent confidence level. This means that 95 percent of the time, you’ll be off by no more than 5 percent in either direction due to your sample size. (Remember, this all assumes you have valid questions and a truly random, non-selfselected sample.)

If all of that sounds complicated, don’t let it deter you. The Internet is awash in free apps that will calculate your sample size for you.

They rely on people when objective data is available. This one occurred to me shortly after

BUSINESS PRACTICES

Here’s a better idea: Sign up for ATS.

Auctioneers Magazine Apr 4:Layout 1

4/6/2012

12:15 PM

Page 1

I completed the NAA ATS class, which includes a lot of good information on tracking results by using custom URLs and phone numbers, as well as other tools.

It’s always frustrated me that many auction professionals are content to evaluate their marketing vehicles by simply having someone ask, “Where did you hear about us?” The person asking will usually offer a short list that includes things like, “Internet, newspaper, TV, sign.”

That tells you pretty much nothing. Hardly anybody ever seems to drill down with follow-up questions like, “Where on the Internet? On your laptop or smart phone? Was it an ad, news story or Facebook post? Which site?”

You get the idea. To make things worse, we tend to ask these questions at the two worst possible times: When people are calling for information (not to be quizzed), and when they’re at the front of a line to register at an auction.

Here’s a better idea: Sign up for ATS. Learn to use custom URLs and phone numbers to track where your visitors and bidders come from. This will enable you to see where you’re ad money could be better spent and concentrate your budgets on what’s actually working, rather than your dollars relying on foggy or vague human memories. v

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NETWORKING

NAA AMBASSADORS Alabama Bryan Knox, CAI, GPPA Huntsville (205) 514-8903 bryan@hortonauction.com Alaska John John Genovese, ATS, BAS Lihue, HI (808) 634-2300 col.johnjohn@malamaauctions. com

Michigan William Sheridan, CAI, AARE, GPPA Mason (517) 719-0768 bill@sheridanauctionservice.com

Idaho Rick Musick, CAI, GPPA Grangeville (208) 284-4793 rick@musicklandgroup.com

Tim Bos, CES Jackson (517) 206-6494 tim@timothybos.com

Arizona Daren Shumway, CAI Mesa (480) 258-0229 shumster3389@msn.com

Illinois Jerry Wallace, CAI, AARE, CES Fisher (217) 897-1100 sold@wallaceland.com

Arkansas Bradley W. Wooley, CAI Little Rock (501) 940-3979 bwwooley@gmail.com

Indiana TJ Freije, CAI Clayton (317) 710-5703 freijeauctioneers@tds.net

California Bridget Kruse California (760) 610-4175 gwsauctions@gmail.com

Iowa Darrell Cannon, CAI, BAS, CES Center Point (319) 360-6642 cannonauction@aol.com

Chris Vaughan Escondido (858) 382-6030 NationalAuctionTeam@gmail.com

Kansas Yve Rojas Kansas City, MO (816) 520-2454 yverojas@me.com

Colorado Dean Gunter Colorado Springs (719) 310-2656 deangunter21@gmail.com Butch Hagelstrom Fort Lupton (303) 827-5157 buckhornauctions@earthlink.net Connecticut Michael Chambers Atkinson, NH (603) 770-5180 chambersauctions@aol.com Delaware Michael Chambers Atkinson, NH (603) 770-5180 chambersauctions@aol.com Florida David Bradshaw, AARE Ocala (352) 209-5555 dbradshaw@tranzon.com Georgia Sherry Spence Sylvester (229) 869-1656 sllt@bellsouth.net 18

Hawaii John John Genovese, ATS, BAS Lihue (808) 634-2300 col.johnjohn@malamaauctions. com

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Kentucky Amy Whistle, CAI Owensboro (270) 926-8553 amy@kurtzauction.com Louisiana Belinda McCullough Livingston (225) 620-8040 belinda@hendersonauctions.com Maine Michael Chambers Atkinson, NH (603) 770-5180 chambersauctions@aol.com Maryland Brian Cooper, CAI, ATS, CES, GPPA Towson (443) 470-1445 brian@alexcooper.com Massachusetts Michael Chambers Atkinson, NH (603) 770-5180 chambersauctions@aol.com

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Minnesota Kristine Fladeboe-Duininck, BAS Spicer (320) 212-9379 kristine@fladeboeauctions.com Mississippi Benny Taylor, CAI, AARE Grenada (662) 226-2080 benny@taylorauction.com Ruthie Taylor, CAI Grenada (662) 226-2080 ruthie@taylorauction.com Missouri Jeff Garber Lincoln (660) 723-5272 jeffgarberauctioneer@gmail.com Toney Thornhill, CAI, BAS Missouri (636) 295-1370 toney@highercallingba.com Montana Chris Logan, CAI, CES Clyde Park (406) 686-4728 loganauction@yahoo.com James Logan, CAI, CES, GPPA Clyde Park (406) 686-4728 loganauction@yahoo.com Nebraska Courtney Nitz-Mensik, CAI Freemont (402) 727-8800 courtney@omni-tech.net Nevada Vern Ratzlaff, BAS Las Vegas (702) 335-5024 VernRatzlaffAuctioneer@msn.com New Hampshire Michael Chambers Atkinson (603) 770-5180 chambersauctions@aol.com

New Jersey Robert Dann, CAI, AARE Ambler, PA (908) 735-9191 rdann@maxspann.com New Mexico Rob Morper Angel Fire (505) 250-8315 rob@landtycoons.com Anise Golden Morper Angel Fire (505) 228-7884 anise@landtycoons.com New York Jennifer Mensler, ATS Pleasant Valley (845) 635-3169 jennifer@aarauctions.com North Carolina Walter House, CAI, AARE, CES Marshallberg (252) 725-5373 walter@houseauctioncompany. com North Dakota Jonathan Larsen, BAS Sioux Falls, SD (605) 376-7102 jonathan@larsenauctioneering. com Ohio Laura Mantle, CAI Groveport (614) 332-7335 laura@lmauctioneer.com Oklahoma Morgan Elizabeth Hopson Oklahoma City (903) 271-9933 mhopson@bufordresources.com Oregon Camille Booker, CAI, CES Eltopia, WA (509) 989-1061 camille@bookerauction.com Pennsylvania Tammy Miller, BAS Port Matilda (814) 360-4031 tammy@tammymillerauctions. com Tiffany Earnest, ATS Port Matilda (814) 571-8220 tiffany@tammymillerauctions.com

NETWORKING

Rhode Island Michael Chambers Atkinson, NH (603) 770-5180 chambersauctions@aol.com

Junior Staggs Tennessee (731) 363-3634 junior.staggs.auctioneer@gmail. com

Vermont Michael Chambers Atkinson, NH (603) 770-5180 chambersauctions@aol.com

Wisconsin Damien Massart, CAI, BAS, GPPA Green Bay (920) 468-1113 damien@massartauctioneers.com

South Carolina Gwen Bryant, CAI, AARE, CES, GPPA Florence (843) 617-8449 gwen_bryant@bellsouth.net

Texas Jacquelyn Lemons-Shillingburg, CAI Tomball (281) 357-4977 jackie@lemonsauctioneers.com

Virginia Kelly Strauss King George (540) 226-1279 kd.strauss@verizon.net

South Dakota Jonathan Larsen, BAS Sioux Falls (605) 376-7102 jonathan@larsenauctioneering. com

Phillip Pierceall, CAI, BAS Plano (972) 800-6524 ppierceall@gmail.com

Washington Camille Booker, CAI, CES Eltopia (509) 989-1061 camille@bookerauction.com

Wyoming Brent Wears, CAI, AARE, ATS, CES Solon, IA (319) 624-3779 brent@wearsauctioneering.com

Utah Ronnie Snorgrass Clearfield (801) 725-0041 snoron@msn.com

West Virginia Kevin Teets, CAI, CES Roanoke (304) 266-2955 kevin@yoderandfrey.com

Tennessee Justin Ochs, CAI Tennessee (615) 507-5984 jochs@soldoncompass.com

Ambassador Spotlight Name: Laura Mantle, CAI Who I represent: The Ohio Auction School Where I’m from: Columbus, Ohio

Q:

What about your membership in NAA do you value most?

What I most value most about my NAA membership is THE PEOPLE! The members of our association are a wealth of knowledge and experience, and they are always willing to give advice to newer members such as myself.

My membership fee seems insignificant in comparison to what I get in return.

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BUSINESS PRACTICES

Mr. LLC, I’ll need you to verify …

Kurt Bachman

Attorney and licensed Auctioneer from LaGrange, Ind. He can be reached at (260) 463-4949 or krbachman@ beersmallers.com.

When establishing seller authority for a Corp. or LLC, get it in writing.

Kurt R. Bachman and Beers Mallers Backs & Salin LLP appreciate the opportunity to review and answer legal questions that will be of interest to Auctioneers.

The answers to these questions are designed to provide information of general interest to the public and are not intended to offer legal advice about specific situations or problems.

Kurt R. Bachman and Beers Mallers Backs & Salin LLP do not intend to create an attorney-client relationship by offering this information, and anyone’s review of the information shall not be deemed to create such a relationship.

You should consult a lawyer if you have a legal matter requiring attention. Kurt R. Bachman and Beers Mallers Backs & Salin LLP also advise that any information you send to Auctioneer shall not be deemed secure or confidential. Please visit one of our offices to ensure complete confidentiality.

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Question: How should an Auctioneer verify the seller’s authority to sell items at an auction when the seller is a corporation or limited liability company?

Answer: With regard to corporations or limited liability companies, as with most business entities, they generally speak through their corporate books, resolutions, consents, and meeting minutes. Auctioneers should require documentation that the agent is authorized to execute the auction contract, specifying the terms of the sale, establishing reserves, and other important terms. Getting these items in writing to verify that the sale is authorized will help avoid disputes later and costly litigation.

C

orporations and limited liability companies (LLCs) are generally considered separate legal “persons” under the law. A corporation or LLC is a corporate person. This means that a corporation or LLC exists, separately from its associated human beings (like its owners, managers, or employees).

A corporation or LLC as a separate legal “person” has some, but not all, of the legal rights and responsibilities enjoyed by natural persons. For example, corporations and LLCs have the right to enter into contracts with other parties, they have the right to own property, and the right to sue or be sued in court.

Corporations only act through their authorized agents. Corporations can potentially act through their shareholders, board of directors, officers, employees, or other agents. A shareholder of a corporation, for example, is not necessarily an authorized agent of a corporation. Even when an individual is an agent of a corporation, his or her authority will usually be limited. In other words, an agent has to work within his or her scope of authority. An agent for a business in one deal or transaction does not have carte blanch authority

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to bind the company in another transaction.

This is true for Chief Executive Officers, Chief Operating Officers, Presidents, Vice-Presidents, Chair of the board of directors and others.

Similarly, LLCs only act through their authorized agents. LLCs can potentially act through their managers, members, officers, employees, or other agents. A member of a LLC, for example, is not necessarily an authorized agent of the LLC. Even when an individual is an agent of a LLC, his or her authority will usually be limited. In other words, an agent has to work within his or her scope of authority. An agent for a business in one deal or transaction does not have carte blanch authority to bind the company in another transaction. This is true for Managers, Members, officers, employees, or other agents.

An individual can act as the agent for the legal entity, but without appropriate documentation how can the Auctioneer verify that the agent’s authority to take specific actions or later substantiate it? Auctioneers should be cautious and make sure that the appropriate actions are authorized. Auctioneers should develop

BUSINESS PRACTICES

In other words, an agent has to work within his or her scope of authority.

procedures for requesting written consents or meeting minutes containing resolutions authorizing the execution of the auction contract, establishing reserves, and other important items. The written consent or meeting minutes can also designate the lead communicator and authorize him or her to make necessary decisions. The initial consent or resolutions can be drafted broad enough to authorize all actions relating to the auction.

Alternatively, subsequent written consents or resolutions would be required approving the sale and allowing for the execution of subsequent documents. Auctioneers should also consider

establishing policies that require all shareholders of closelyheld corporations or all members of a small LLCs to be present for the auction. This allows for all shareholders or members to be involved in the discussions, making final decisions, and documenting the sale.

If Auctioneers do not take reasonable precautions when working with corporations or LLCs to verify the authority of the agents, they are taking significant risks and inviting costly litigation. v

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F E AT U R E

Four key elements of a winning auction proposal

Want your proposal to make a splash? Make sure it has these characteristics.

By Nancy Hull Rigdon, contributor

E

ach year, National Auctioneer Association first-year CAI students participate in the Proposal Project – a kickoff assignment where each participant, by way of teambuilding, idea exchanges, real-life auction evaluations, and timesensitive preparation, produces an auction proposal.

And with each year, the proposals improve, making the committee’s task of selecting a Proposal Project winner

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increasingly difficult. That increased quality also serves as a reminder for instructor David Hudgins, CAI, AARE. “I have learned I must continually step-up my own game,” he says.

As a result of what Hudgins calls “truly awesome” proposals of the CAI candidates, he regularly returns from CAI with a renewed focus on improving the quality of his own proposals.

F E AT U R E

This has meant in the past, for example, adding hardcovers or better binding materials, improving the quality of paper and printing, adding creative graphics, illustrations and photos, and, of course, improving content.

He’s also learned that rather than viewing all the other auction professionals who are also working to improve their proposals as competition, it’s best to look to other auction pros as his own team.

“There are many ‘top shelf ’ Auctioneers out there ready, willing and able to provide advice, suggestions and ideas at any time. I call on them regularly,” Hudgins says.

With that collaborative spirit in mind, Hudgins has developed and shares four key elements a winning proposal must demonstrate:

1 2 3 4

The Proposal Project serves as a CAI professional development highlight for many students year after year.

"Every participant in this project gains, and even observers leave with some 'golden nugget' takeaway to use in their business,” says Hudgins, who also states those gains bring positives not just to attendees, but to auctioneering as a whole.

"The NAA and entire auction industry benefits as the level of professionalism continues to rise,” he says. v

For more information about CAI or to apply for acceptance into the CAI program, visit: http://www.auctioneers.org/cai-certifiedauctioneers-institute.

The auction firm has the ability to deliver an effective marketing solution to satisfy the seller's goals.

The auction firm is able to differentiate itself from other auction firms, and it projects professionalism.

The auction firm reflects a thorough understanding of the seller's goals and objectives.

The auction firm demonstrates knowledge of the assets and existing market conditions, and presents a viable solution to the seller's goals and objectives.

At CAI, Hudgins stresses the importance of a unique, strategic approach to each proposal based on the needs of the seller.

“We do not encourage 'cookie-cutter’ templates for use in every auction situation, but try to instead instill in the candidates an understanding that each auction deserves thoughtful consideration in proposal preparation," he says.

This year’s CAI program will mark Hudgins’ 13th consecutive year attending CAI in Bloomington, Indiana.

“I learn something new every year I am there,” Hudgins says.

“And my auction business has improved greatly over the years as a direct result of the education and ideas I glean from being involved with the CAI program.”

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F E AT U R E

5 steps to setting a marketing budget Delegating dollars is just one part to a much more detailed process.

By NAA Staff

T

oo often, we look at our yearly, monthly, or even weekly business blueprint, draw a circle somewhere on the page, and call it “marketing.”

Then, we hash out a couple of tired company blanket marketing campaigns from last year or longer, adjust pricing a little based on what we remember sort of worked or didn’t work, and throw a quick figure in the middle of the circle. “Done,” we say, relieved that the planning is over once again for another year, and we can get back to the “important” stuff.

By now, auction professionals have learned that kind of thinking doesn’t fly – not if the goal is to stay ahead of competitors, anyways. Instead, much more focused planning is needed to flesh out your budget strategy so that it is effective throughout your year.

Does that mean overthink or overcomplicate things? No. In fact, stick to answering these five guideline questions, and you’ll be on your way to consistent, effective brand saturation for your company instead of random, one-off efforts that most often lead to brand confusion and frustration that none of it really sticks.

1. What is it, specifically, that you’re marketing?

For auction professionals, most have it down to a science on how to market an asset or event on behalf of a client. But, when it comes to their business brand, more than a few find it is quite the challenge to sell their company’s actual brand.

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F E AT U R E

Regardless whether it is an event or a broader image message, the key is to focus a campaign down to a central core message.

Determine the exact “what” you want to communicate, and don’t let other messages mix in. Is there a key asset you’re selling?

Highlight it. Is there a core concept of your business, such as “trust”, “efficient”, or “family”? Build images and copy around one of them.

2. Who, specifically, should receive this message?

This isn’t complicated, but it shouldn’t be underestimated, either.

Targeting tools have developed for a reason, and the quality of your buyer and seller leads matters. Whether it’s you or your marketing person, spend time researching ad target tools and how to use them.

Or, if you don’t even want to go to that level (though, you should!), examine your own mail and e-mail lists. Identify a few key trends (who are your top buyers? Top sellers? Who shows up regularly on art days compared to furniture days?), and build marketing campaigns for each of those groups specifically.

3. What tools should you use to execute your marketing campaigns most effectively?

In simpler terms, where are the fish swimming and biting? That’s where you should fish. If the group you have targeted likes to receive mail, then mail. If you are trying to expand business and reach people who are on a social media platform, then get social.

The good news is if you plan your budget right based on the above four factors, then things shouldn’t be too radically different when it comes to the final budget-planning step when it is time to talk dollars.

5. Scale your plan based on your monetary allotment.

You may have heard the term “scalability.” In this conversation, it means sizing up or sizing down the scope of your project to fit monetary constraints. The more money you are willing to spend, the more you’re going to be able to engage. Less money doesn’t mean less exposure, necessarily, but it means you will need to be sharper and more pointed with your decisions on where, how and when you market.

This may feel much different than before, when you were picking a dollar figure out of thin air and squeezing process to fit the line-item. But, this guarantees money won’t play a part in determining your defined message, targeted audience, or effective delivery method. Where it will apply most is scheduling, and you likely won’t be able to saturate the environment as much with fewer dollars.

However, in most cases, if you spread your dollars out consistently over a longer period of time, you can better manage making sure your message is still seen and heard. v

It’s easy to be overwhelmed by all of the “so-and-so media is dead, use this one instead” talk. Block out that noise. Figure out what stands to work best based on the target audience, and never be afraid to try out a new product. You may stumble into something better than what you were using.

4. Determine, specifically, your best schedule for campaign delivery, and go long.

Once you have determined which platform(s) will be best for your campaign, take just a moment if you need and do some digging on the best time to reach your target. Nearly every delivery vehicle will be able to give you an optimum time recommendation if you don’t already have a feel for when your audience is most likely to consume your message.

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For example, testing over the past year has shown NAA’s Auction E-News receives a better open rate if published in the early evening rather than during the day. That goes against the actual recommended time Constant Contact provided (early morning), but results are results. The equation here is: data-supported results > general professional recommendations > shot in the dark scheduling.

Scheduling, in the broader sense, should lean toward long-term, “soaking” engagement rather than random “downpours.” Think consistency. Slow-watering leads to deeper seed take instead of run-off.

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NEWS

Design on a budget?

Meet Canva The online graphic design tool takes a lot of guesswork out of the design process for auction professionals.

By James Myers, contributor

“No design experience? No Problem!” the site states on its getting starting page.

Probably the most widely used professional design applications in use today include Adobe’s Photoshop and InDesign. While they are topnotch applications with a vast array of tools, they can be expensive, difficult, and time-consuming to learn, not to mention challenging to use.

The founders of Canva, well familiar with the challenges those two applications bring to the table, built a platform for unskilled users to design materials that make it appear that they have proficiency in Adobe’s flagship applications.

Canva has templates for marketing graphics needs ranging from posters and postcards, to social media and infographics.

A

uction professionals are sometimes left scratching their heads when it comes to finding new ways to promote their auctions, pull in more buyers and create a buzz about their business.

Reaching a wider audience today increasingly involves using web-based channels and tools. While some Auctioneers have a knack for graphic design and web development, larger percentages understand they would be better off using all the support they can find.

Fortunately, a relatively new site called Canva (canva.com) has emerged as an option for low- to no-cost assistance in developing marketing materials.

Canva, founded in 2012 by an Australian graphic design teacher at the University of Western Australia, is an online graphic design solution offering free access to tools that require little to no previous experience to use effectively (paid memberships are available to those who want a deeper set of tools).

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Curtis Kitchen, NAA Director of Publications, has worked with graphic design at various levels in his career and is familiar with the commitment it takes to work with Adobe professional products.

He said he and other NAA staff have used and appreciated Canva over the last several months.

"We use Canva as a design tool for some of our NAA design needs," Kitchen said. "Its templates range from presentations, to info graphics, to all kinds of social media.”

Kitchen said he sees potential for Canva, or a similar product, to be of great use to NAA members who are busy with day-to-day activities and don’t have time, staff or a large budget to effectively design high-grade marketing materials from scratch.

"It cuts design time down and ensures that our marketing pieces won't miss their mark because of any sizing compatibility issues,” Kitchen said. “And, it is extremely budget friendly."

Getting started with Canva is easy; users simply sign up using an email address; no credit card is needed. By clicking on a tutorial, users are guided through how to use the site. Layouts (templates), elements (photos, charts, shapes, frames, etc.), text (including

NEWS

various fonts and sizes), and backgrounds are the basic tools from which to work. Users can also upload photographs and other elements of their liking.

Canva has a search function for images, of which there are approximately one million. For instance, if a user searches for “auction,” a long list of images pop up. Most of them cost $1, while some are free. There is also a tab called “get design inspiration” for those who need a little assistance getting started with a design of their own.

Canva went mobile in 2014 with an iPad application offering access to every design tool as well as stock photographs in the Canva library. Canva boosted its platform last year when it unveiled its “Canva for Work,” which give users templates with a variety of file formats, letter heads and other design elements that can give a professional look to marketing materials. v

The NAA used Canva for its #AuctionsWork Facebook ad, which has received strong response.

For more information or to sign up for an account, visit www.canva.com.

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F E AT U R E

10 bad social media decisions

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F E AT U R E

Even when we know we shouldn’t, we do these.

By Annaliese Henwood

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F E AT U R E

2. Sounding forceful in your content.

Have you seen any social media users make a mistake?

Of course you have because we all do.

Unfortunately, some of these mistakes can be quite damaging to your image, especially when they are easily avoidable. This list of 10 bad social media marketing

1. Responding too quickly to controversy.

You could make the situation worse. Instead, take the time to think about what you need to say and in the best, calmest way possible.

Alternatively, have a PR strategy in place that you can refer to for guidance.

You could offend your audience.

Instead, keep your content tone neutral or positive. Have an editorial guide for all content sharing for consistency and appropriateness.

decisions is meant to prepare you for them. It’ll help you find alternate actions to

3. Publishing irrelevant or boring content.

prevent the consequences you

Your audience follows you to see content that matches what you’re about. They don’t want to see what you ate for lunch if you’re usually sharing marketing tips.

Instead, be relevant and publish only when you have something of value to share. Don’t publish for the sake of meeting a quota.

could see otherwise.

4. Trying too hard to go viral through controversial content.

While viral content can bring lots of attention to your business, trying to force it can have the opposite effect than you intended. Pushing for viral content can lead to bad press and negative attention when it looks forced or offends. Instead, focus your efforts on reaching your target audience, not the social world as a whole. You want the right attention from the right people.

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5. Talking about hot topics, such as politics and religion.

This can be especially harmful if you’re not in the politics or religion sectors. Instead, be objective about current events and news. If you’re not a politician or news station, don’t bring up politics.

If you’re not a church or religious organization, avoid taking a stance on that topic.

F E AT U R E

6. Focusing exclusively on self-promotion.

People who see you sharing only your own content and pushing your products / services might think you’re bragging, narcissistic and pushy. Instead, curate your social content with a mix of your content with that of others in your industry.

However, you need to thoroughly check the other content to make sure you agree with what the source is saying. If you share content that goes against your purpose or mission, it’ll look bad, just like too much self-promotion.

8. Being generic with your responses to people.

This is another form of being impersonal. People prefer to see that you read their message. If you just write the same response over and over, it looks fake and lazy. Instead, personalize each response depending on what was initially said. Show you read what they said by repeating their topic in some way and including their name.

10. Automating your content too much.

Don’t get caught with the wrong content at the wrong time. You could end up being seen as insensitive, fake or lazy. Instead, reach out to others in real-time by retweeting, sharing, replying and commenting on their activity. Check your automated sharing schedule frequently, and don’t schedule too far in advance.

7. Being impersonal.

People don’t like feeling ignored by robotic accounts.

They want to hear back from humans, not only see broadcasting from your account. Instead, participate in real-time discussions, such as Twitter chats and LinkedIn groups, to give your brand a human feel. However, make sure you’re being genuine in your interest.

9. Focusing all your real-time activity on influencer interaction.

Yes, influencers are great because they can share your content with their large audience. Unfortunately though, influencers are unlikely to be part of your target audience for sales. If you focus only on them, you’re missing out. Instead, communicate with your current and potential customers as well.

They are the ones who deserve the majority of your attention because they have either shown interest in your company or could be sales prospects in the future.

Now that you know these 10 actions to avoid, are you ready to get your social media marketing on the right track? Don’t let bad decisions get in the way of your social media ROI. Take the time to prepare with optimal content and strategies, and you'll see better results in the end.

*This piece originally appeared on socialmediatoday.com and was reprinted with permission.

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F E AT U R E

The power of hashtags The grouping symbol has great power in social media, and auction professionals now have their own.

By NAA Staff

W

hen user Chris Messina first (not so?) innocently asked Twitter in August 2007 to consider a grouping mechanism, he no doubt had zero idea that his suggestion would be one of social media’s foundation pillars as we know the realm today. “how do you feel about using # (pound) for groups. As in #barcamp [msg]?” he tweeted. Nothing, including baby names, has been the same since.

In the nine years since (has it really been that long?) it hashed its way into the social conscious, the hashtag has: survived users’ awkward early learning curves as they melded usage rules in real time; avoided the cross-platform witch hunt that came as it trekked to other social platforms (Facebook); and, grown into a form of expressionism among the more creative users – even if punctuation has suffered as a result.

Through it all, however, the hashtag’s core usage concept largely has not deviated from Messina’s initial request. When push comes to shove, people understand the hash is built to group, to provide a sturdy classification port in the unruly storm of unorganized social conversation.

Campaigns and movements have sprung in a day. Traditional media coverage has been pushed down to a secondary or even tertiary source for news events when they happen. Conversations have spread over and between continents in minutes, with hashtags acting as the winds upon which viral posts fly.

Who uses a hashtag?

The hashtag for auction professionals

For several years, hashtags were seen as Twitter-centric . A few tags would attempt to break free from their 140-character chains, but those that did were quickly apprehended by apprehensive Facebook users and deported. It appeared the segregation might hold, but in the end, the hashtag swell grew until it finally crashed through other social media retaining walls.

As you read, auction professionals now have their own dedicated hashtag to ride for the rest of 2016 and beyond. (See page 10 for the full story.)

Facebook users finally relented, and it opened the door to the widespread use we find today among nearly all major social media platforms. Twitter and Facebook use it, of course, and Instagram, Pinterest, and Google+, all do as well.

All of it speaks to how we as users have developed our association of grouping to the symbol. It isn’t about Twitter anymore; the hashtag has become a universal language used regardless of thought scope. It might be a passing thought, a rallying cry, a live event, or a brand.

The #AuctionsWork and #NAAPro hashtags carry with them the same power that other tags have had, but how successful and long-lasting they become depends on one key: how much they are used.

The more that NAA auction professionals employ and feed the tags, the more those tags will catch on. They have already begun to populate on Instagram and Facebook. It’s a great start, and should the momentum grow, #NAApros will have their own hashtag baby they can nurture and watch grow – just like the Jameson family back in November 2012, when they named their daughter … yep … Hashtag Jameson. v

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F E AT U R E

Marketing metrics that matter Lots of metrics exist. Some are much better than others.

By James Myers, contributor

W

hile there is a touch of art in most marketing campaigns, when it comes to measuring marketing outcomes, it is pure science.

Simply put, marketing metrics are data that shows how well marketing efforts are working. The metrics must be evaluated regardless of the marketing distribution channel being used, analog or digital.

2) “Show this Ad”

Investing in marketing analytics – tracking progress and measuring outcomes – leads to better decision making and, hopefully, better profits. The good news is there are lots of ways to measure things these days. The not-good news is an auction professional or other marketer is left to decide on his or her own which metrics matter most when it comes to print, digital, and website information. Here are a few that can get you started on determining which may work best for you.

Give auction participants a reason to bring in the print advertisement directing them to “show this ad” when they enter an auction.

Print

Use this opportunity wisely and make sure the ad has an area on it where the participant can fill out their contact information or other important data, because, unless you ask your print consumers to fill out some sort of identifying information, you aren’t going to know anything more than how many people brought in a slip. That’s important to track also, but you don’t want to underuse your opportunity to learn.

We live in a digital world, but not everyone has fully embraced the cloud computing, social media, or the multitude of options available via mobile devices. This doesn’t mean they should be shunned. There are folks who still consume print and mail media, and not all of them are Baby Boomers. It means print, such as advertising in local newspapers, magazines, and mail marketing materials can still reach a wide audience. It also means they can and should be tracked.

Marketers steeped in digital marketing often dread trying to measure the value of their print outreach because there simply aren’t as many easy metrics from which to measure as they find in digital sources. However, the tools exist, it just takes a little more work. Asking new business contacts how they learned about an auction is step one. Step two is documenting this information. In these two simple steps, a metric has been formed.

In that light, to boost your print marketing data efforts, try utilizing the follow metrics: 1) Specific URLs While the print consumer might not be the most digitally connected, that doesn’t mean they hate technology. They likely 34

have a computer at home from which they can engage the auction professional through a website. To measure which consumers are connecting through your print outreach, offer them a landing page address only listed in print marketing materials. This gives auction professionals a way to track engagement within this segment.

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The new twist is you aren’t just doing this to be friendly like may have happened years ago. What you are doing is creating an opportunity to gather data about your public that can be grouped and analyzed later.

Digital advertising and content tracking Digital advertising is huge today. It’s also referred to as “Internet marketing.” Any marketing an auction professional does using Internet technology can reach nearly limitless recipients. This can include marketing placed on social media, email, banner ads placed on mobile or standard web sites, etc.

There are many metrics to choose from here, but two of the most important (arguably) to follow are traffic generation and conversion metrics.

1) Traffic Generation • Traffic generation metrics include looking at not just how many visits were received per each piece of digital marketing, but how many unique visitors landed on that page. “Uniques” are the actual number of people who visited.

• Traffic sources can also help determine what other sites sent

F E AT U R E

Support

people to your site. The sites that send the most traffic probably deserve more effort in future auction marketing materials.

• Check your click-through rate – often referred to as CTR – to see how many people clicked on your advertising.

2) Conversion Metrics • Conversion metrics give auction professionals a better idea of how marketing efforts turn into actual profits.

• Look at the bounce rate to see where and how people are leaving your site. Pages with high bounce rates indicate that the content isn’t pushing a user to another page on the site. Instead, they are leaving your site from that page. If you see a highpercentage bounce rate, it may be worth looking at the content on that page to see why it makes leaving so easy.

• Another important metric to follow is the average amount of time they spend on the site. The more time they spend on each page offers information about what is relevant, i.e. where you’re doing something right.

Web – Google Analytics Google has, since 2005, offered a way for organizations to “turn insights into action” through a free program called Google Analytics. It’s one of the most widely used methods through which businesses gain insights that help them improve marketing performance efforts on their websites, apps, and offline marketing.

The user-friendly program can be set up so users can see their most important analytics first. This is going to vary per user. For instance, some auction professionals might want to see which online campaign is bringing the most traffic and most conversions first. Others might find knowing where the best visitors are located as the most relevant information to see first.

the kids of St. Jude by participating in

Auction for Hope.

When Saniya was 8 months old, her mom, Samantha, noticed that every once in a while, her left eye seemed to glow, especially in photographs. A visit to the eye doctor didn’t show anything abnormal. But then Saniya’s eye began to get worse. It turned red, like a blood vessel had burst, and then it became clear to Saniya’s parents that she couldn’t see out of her left eye. Follow up tests soon revealed that Saniya suffered from retinoblastoma, an eye cancer that typically develops in children before 5 years old. “You never think your child will have cancer,” Samantha said. “We were devastated.”

Saniya’s family turned to St. Jude Children’s Research Hospital® for her treatment.

Shortly after Saniya arrived at St. Jude, doctors determined her left eye needed to be removed, to stop the cancer from spreading. Post-surgery, Saniya was fitted with a prosthetic eye. She then underwent six rounds of chemotherapy.

Treatments invented at St. Jude have helped push the overall childhood cancer survival rate from 20 percent to 80 percent since the hospital opened more than 50 years ago.

Saniya is now finished with treatment and visits St. Jude for regular checkups. She’s a social little girl who makes friends wherever she goes. Saniya loves to sing and dance and play.

“St. Jude gave us hope,” said Samantha. “They gave us faith to keep going and never give up.”

Sponsored by:

Google Analytics isn’t all about words and numbers; users can also get a visual on what users are clicking on most often and where the user is located. There is also a navigation summary available that graphs which pieces of content on the site keep the attention users for the longest amounts of time. Furthermore, users also get a glimpse of a graph showing the worst performing pages.

While it may feel overwhelming at first, Google Analytics may be the most comprehensive data measurement tool out there – especially for those in the beginning stages of their analytics effort.

Saniya, 3 years old Mississippi retinoblastoma

©2016 ALSAC/St. Jude Children’s Research Hospital (24369)

Both are options with Google Analytics.

Overall, with a little effort and perhaps some outside assistance, auction professionals can get a better grip on marketing ROI information that can lead to happier buyers and sellers.

More general information about marketing auctions is available in the “Member Area” at http://www.auction professionals.org/ membership v

stjude.org/naa www.auctioneers.org

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NEWS

At #NAACS16, NAA members will learn how to ADAPT Former MLB pitcher Jim Abbott will deliver his uplifting accountability message that people are “responsible for the talents they’ve been given.”

By James Myers, contributor

J

im Abbott shocked the sporting world in the 1980s when he excelled in Major League Baseball as a pitcher. His accomplishments alone are worthy of praise, but Abbott did it all without a right hand.

NAA members and guests will get to know him a little better in July as Abbott serves as the keynote speaker at the 2016 NAA International Conference and Show in Grand Rapids, Michigan.

Born without his right hand, Abbott beat the odds in sports throughout his life. He was a high-school standout athlete both in baseball and football, and never required any special adaptive schooling. He developed a unique pitching style, shifting his glove from his right wrist onto his left hand after the pitch was delivered. He was drafted by the Toronto Blue Jays in 1985 but decided to go to college instead.

JIM ABBOTT

“I could always throw things well,” Abbott says in his website biography, “so baseball called to me.”

Abbott pitched for the University of Michigan and won all-American honors and two Big Ten championships. He also picked up the prestigious James E. Sullivan Award as the top amateur athlete in 1987.

“Playing baseball for UM is one of my proudest accomplishments,” Abbott said. “My 36

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NEWS

“Are we making the most of the potential we have in all aspects of our lives?”

Abbott pitched a no-hitter for the New York Yankees in 1993.

#NAACS16

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The

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owerful connections

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enewed spirits and

Be one of over 900+ auction professionals from around the world to participate in the largest conference in the auction industry where you’ll experience: A dynamic keynote speaker delivering an inspirational story of perseverance and adaptation Over 50 educational sessions presented by auctioneers for auctioneers

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A lively Trade Show floor with 60+ exhibitors, industry’s experts sharing secrets of their success, and hands-on Tech training Networking opportunities to make connections that may lead to your next important business deal Evening social events including the Welcome Party and Fun Auction

For more information, visit www.ConferenceAndShow.com or contact the NAA at 913-541-8084 or Conference@auctioneers.org.

NEWS

greatest memory could be the day I walked into the locker room and saw my jersey hanging in the locker.”

1988 was also a big year for Abbot: he won the Big Ten Athlete of the Year award and pitched the final game in the Summer Olympics, picking up an unofficial gold medal (baseball was a demonstration sport in 1988).

Americans really took notice of those accomplishments, but he would gain even wider recognition as he continued his career into the major leagues in 1989 when he joined the California Angels’ without ever playing a game in the minor leagues.

glowing remarks to Abbott’s delivery. A regional vice president at Prudential said Abbott was “nothing short of phenomenal … his story touched everyone in the room.”

Abbott resides in California where he lives with his wife and two children. He co-authored a book titled “Imperfect: An Impossible Life,” which was released in 2012. Abbott will deliver his message on Wednesday, July 20, during the Opening Session at Conference and Show. v

A career highlight for Abbot came in 1993 when he threw a nohitter while playing for the New York Yankees. Abbot played for four professional teams before retiring in 1999.

As it turns out, Abbott had more in store for people around him than just a dominating sporting figure. In 2000, he began his motivational speaking career that has led to him speaking in front of thousands of people, including Fortune 500 professionals.

“One of the aspects of speaking is that I enjoy getting out in the real world and seeing how hard people work,” he said. “I have been amazed at how much their pursuit of excellence is similar to that same pursuit on a baseball diamond.”

Abbott said a challenge he had to address as a speaker was to develop a “common language.” So, he formulated an acronym to touch on important life topics – ADAPT, which stands for adjustability, determination, accountability, perseverance and trust.

“Using ADAPT as an acronym you can put together a powerful set of words that stand alone in their significance,” Abbott said, “but they also string together like a chain in an amazing way.”

Abbott said accountability is the “heart and soul of his ADAPT chain” because it says people are “responsible for the abilities they’ve been given.”

“Are we making the most of the potential we have in all aspects of our lives?” Abbott asks. “Accountability is brutal, but we need it to keep pushing ourselves to be the best we can be.”

Abbott has delivered his motivational speeches in front of audiences related to some top brands, including Prudential, Toshiba, and Lucent Technologies. Representatives of these companies, including vice presidents and presidents, offer

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Fellowship of Christian Auctioneers International

Join US In Serving Christ!

Care packages sent to deployed troops (call us with your soldier’s address).

Memorials made to Gideons when an auctioneer goes to be with the Lord. Get well cards sent. Participation in State & National Conventions.

— Supports Israel!­— Be sure and check out our Prayer Request & Praise Report Forum. Check out our website at www.fcai.org www.facebook.com/Christianauctioneers FCAI has these items available:

Pins: $3 each, 2 for $5 Caps: $15.00 Mugs: $12.50

T-Shirts: S-Xl $12.50, 2XL $14.50

For Prayer requests or more information, contact: Joseph Joyner @ 757-478-9630 or auctionsbyjoe@cox.net Alvin Kaddatz @ 254-582-3000 or akaddatz@yahoo.com May God Bless You & Keep You

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NEWS

Ad blockers, and how to market around them Native ads and content marketing can help get your message past ad blockers.

By Curtis Kitchen, NAA Director of Publications and Trade Show

N

AA auction professionals have been inundated recently with a slew of ways to better target digital advertising to buyers and sellers.

It’s led to an increased awareness of digital ad options, with general feedback from members that they have begun to incorporate those tools. That swell is part of a larger wave that saw digital advertising revenue hit a record high of $15 billion in the third quarter of 2015, according to the Interactive Advertising Bureau.

Consumers: Give us quality

That’s the good news.

Consumers clamor for the event – many of whom have no interest in football. They want the ads. It’s just that they aren’t afraid to rip apart ads – including those from longstanding power brands – that don’t meet high entertainment standards. Digital advertisers now have that pressure, along with ad blockers, as they continue to try to wedge into and enhance the consumer experience.

The not-so-good news, if you’re the marketer, is that consumers have been showing a growing general distaste for advertising in their digital feeds and are finding ways to block it. Websites, mobile users, social feeds, and emails all have been identified as places where consumers don’t want to be infringed upon, according to a substantial list of polls and surveys.

One such survey, from GlobalWebIndex, found that in the final quarter of 2015, 79 percent of mobile users said they have used an ad blocker in the past month or are interested in using one in the future. Of those who do or will, 40 percent of those mobile users were aged 16-34.

All of it has combined to create a real-time, real-life messy situation that leaves the IAB and advertisers at large the unenviable task of trying to recoup an estimated $21.8 billion in publishers’ lost ad revenues in 2015 – that projection floated last August by Adobe and PageFair (an anti-blocking agency).

But, while those numbers all indicate a growing trend of a shrinking appetite for advertising, especially through mobile, what then should marketers take away from the juxtaposed reality that even basic analytics prove somebody is clicking, liking, and sharing their ads?

For marketers, it underscores the crucial necessity for well40

executed marketing concepts that fall outside of basic, blockable ads but still market a brand, service, product, or, for auction professionals, assets.

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Regardless of your marketing medium, advertising doctrine these days dictates two things: quality matters; and, you are only as good as your next ad. Look no farther than the annual, highlyanticipated advertising showcase also known as the Super Bowl.

As we go on, let’s keep in mind that an optimal consumer experience involves their: 1) Exploration and discovery – While okay with brand familiarity, consumers are more willing than ever to explore and educate themselves. Reward them for that courage by showing or teaching them something of real value. It will keep them interested.

2) Aversion to disruption – The usual digital ad killer for consumers? Pop-ups, hard-to-find close buttons, and loud audio – it is all intrusive and disruptive. Your ad is a guest in a consumer’s online house. It should act accordingly. If not, it annoys the consumption experience and gets ignored and/or blocked. The end.

3) Control – Most of the experience is based here. Consumers want to navigate where they want, when they want, and see what they want. If your advertising hinders that flow (including if your ad takes a long time to load on a page), you’re going to be identified as a foe, not friend. If that happens, you can kiss the rest of your chances at winning a new client goodbye.

NEWS

Content marketing has become popular because it may very well be the purest methodology in terms of its ability to educate, avoid annoying disruption, and provide control for a consumer all while marketing your NAA is using native advertising to avoid ad blockers and appear in prominent places such as the New York Post.

service or product.

Thankfully, all three of these core characteristics can be achieved through a couple of evolved concepts – native advertising and content marketing.

Native advertising Traditionally, native advertising is a form of paid media (you pay for it to be placed) in which your ad behaves just like its surrounding environment. The easiest examples are social media feeds.

Think of “suggested posts”, “promoted”, or “suggested post” items you see in your Facebook timeline. Those ads, called “In-Feed Native Ads” (as defined by the IAB Native Advertising Task Force), act like posts and follow all the rules of a regular post. The only difference between those and regular posts is that someone paid for them to show up in front of you.

Other acceptable forms of native ads per the Task Force include: Search & Promoted Listings; Content Recommendation Widgets (“from around the web” or “recommended for you”)*; and, Custom Content Units (landing pages presented as content but with obvious brand placement). *In 2016, NAA has successfully used content pusher Outbrain – a native ad Widget. Working on a cost-per-click model, NAA content has been pushed more than one million times to a national audience over dozens of major sites that include: CNN.com, Answers.com, The Dallas Morning News, The New York Post, Health.com, and ESPN.com. The “50 days of Outbrain” campaign achieved a costper-click average of $.12 and cost an approximate, very budgetfriendly $309.

All of those native options achieve the three characteristics explained above. And, as you may have noticed, content is a major theme, which leads back out to the broader concept of content marketing.

Content marketing If it hasn’t become obvious by now, content drives the bus in a lot of ways in today’s marketing environment.

Content marketing has become popular because it may very well be the purest methodology in terms of its ability to educate, avoid annoying disruption, and provide control for a consumer all while marketing your service or product. In other words, it is the premium way to enhance the optimal consumer experience.

While you certainly can employ a paid-media approach (i.e., advertorials), maximizing your owned-media opportunities is the budget-friendly way to go. Put content – videos, blogs, images, etc. – on your own site and then push it out. Let your site become a content & educational destination. It will become part of your brand image, and as your content is discovered, may lead to additional earned-media exposure.

The consumer landscape has asked for connection and storytelling as two-way, B-2-C relationships have developed. Consumers want to know more about “you” as opposed to simply buying something from you. You have to be ready to cater to that need.

Smart content and solid native advertising approaches will do the trick, and you’ll have the added bonus of knowing you’re adding to consumer experience instead of getting blocked from it. v

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FA C E S O F N A A

Semper Fi, Semper Bryce After serving 16 years as a U.S. Marine, Bryce Elemond stayed true to himself and found auction – a career that now serves him well.

By Sarah Bahari, contributor

B

ryce Elemond served 16 years in the U.S. Marine Corps, working as a drill instructor and reconnaissance officer in far-reaching locations including Bogota, Columbia; Afghanistan; and, Iraq.

Upon retirement in 1996, he worked a series of odd jobs in sales but never quite found the perfect fit.

"I wasn't happy because I was sitting in an office and working in corporate America, and that just wasn't me," Elemond, BAS, said.

"I thought, 'What can I do to make a difference? What can I do to be happy?'

“Life is too short to work at a job you don't love.”

Raised on a hog farm in a small town in Iowa, Elemond grew up attending rural auctions but never seriously considered the profession for himself.

Still, at the suggestion of Paul C. Behr, CAI, BAS, owner of World Wide College of Auctioneering, and also a retired Marine, Elemond decided to pursue an auction career.

"I had been to my fair share of auctions, but I never thought I could talk that fast," he recalled. "I didn't think I could ever be that guy."

ELEMOND

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But Elemond soon found his two-year stint as a drill instructor had prepared him well for work as an Auctioneer. "You need to have a commanding voice, and you need to capture people's attention," he said. "Those are two big similarities."

FA C E S O F N A A

He graduated from World Wide Auctioneering College in 2013 and now works as an Auctioneer in Aurora, Colorado, where he lives with his wife, Georganne.

"You’ve got to get out there and just do it," Elemond said. "There are so many people willing to help. You've got to pick yourself up from your bootstraps and go after your dream.” v

Two days a week, Elemond works at Manheim Auto Auctions in Aurora, and the rest of the week runs Affordable Auctioneering, LLC, conducting estate sales, benefit auctions, farm equipment sales, and more.

As he’s progressed, Elemond has noted similarities between the Corps and working as an auction professional. Among those, he said he found a deep camaraderie among members.

"In auctioneering, we compete against each other, but we're also there to help each other. We look out for each other. We know that our profession is stronger if we work together."

“Life is too short to work at a job you don’t love.”

Elemond also decided to use his leadership skills in the auction profession. He serves on the Colorado Auctioneers Association Board of Directors, with plans to build membership and bolster continuing education efforts. Recently, he earned his NAA BAS designation and plans to attend CAI this year as of this writing.

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Elemond said such designations help him earn credibility in the business, which he says is among the biggest challenges for someone just starting out.

"You don’t just wake up and become an Auctioneer. You have to fight for it," Elemond said. "There are too many of us to just sit at home and wait for the work to come to you.

“Every time I work an auction, I think that someone in the crowd has my next auction."

Social media, including Facebook and LinkedIn, has helped Elemond earn some additional name recognition and connect with hundreds of professionals across the country, he added.

In the past three years, numerous Auctioneers — including Behr, fellow Colorado auction peer Butch Hagelstrom and NAA President Spanky Assiter, CAI, AARE — have lent support, mentorship or kind words, Elemond said. He hopes he can someday provide that same inspiration to future auction professionals.

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Now available at Auctioneers.org/iSeries ...

As an auction industry professional, you spend most of your time helping others reach their goals.

Now, it’s your turn. With skill-sharpening webinars and whitepapers touching on a mix of general and industry-specific marketing topics, NAA is your support. Make sure to check out the iSeries archive as well as plan for the year ahead!

SEPT. 2, 2015 Benefit Auctions

OCT. 7, 2015

Auction Marketing

NOV. 4, 2015

Whitepaper: Social Marketing

DEC. 2, 2015 Future Auction Industry Trends FEB. 3, 2016

Auction Business Structure

MAR. 7, 2016

Whitepaper: Advocacy

APR. 6, 2016 Bid Calling Tips JUNE 1, 2016 Your Elevator Speech

NEWS

The NAA Hall of Fame: Who makes a good candidate?

A

t its recent meeting last July, the Hall of Fame committee, which consists of all members of the Hall of Fame, discussed how to ensure that those making nominations understand what the group is looking for in naming candidates to the Hall.

According to Terry Dunning, the group is interested in what the nominee has done during his/her membership in NAA. Have they actively participated and shown leadership in the varied activities within the organization? Also, NAA membership for at least 10 years is a requirement.

Dunning said that this involvement within NAA is critical because without the participation and leadership shown within the NAA, the other criteria are not considered unless there is an individual who has made an extremely positive influence on the auction profession.

Furthermore, Dunning said, the Hall of Fame wants to know about the type of person the nominee is. What are the character traits that make it important to consider this nominee as a candidate for induction.

Finally, Dunning said that a candidate’s involvement in their state association, community activities and, of course, the strength of their auction business is considered. And, what kind of reputation do they have in the auction industry?

The Hall of Fame committee will accept nominations this year until June 1. Nominees are considered for up to five years and then must be nominated again. v

See page 46-47 for the official 2016 NAA Hall of Fame nomination form.

2016 NAA HALL OF FAME NOMINATION FORM

PAGE 1

City

2016 NAA HALL OF FAME NOMINATION FORM

PAGE 2

STATE ASSOCIATION ACTIVITY

Name of Nominee

List state association involvement, offices held, etc.:

Residence Address State

Zip code

Phone COMMUNITY INVOLVEMENT

BUSINESS INFORMATION

List any notable community activities:

Name of Firm Position in Firm

Number of Associates or Partners in Firm

Business Address City

State

Zip code

Phone

Please reflect your personal assessment of the nominee and opinion of why he/she should be elected to the NAA Hall of Fame:

PERSONAL AND FAMILY INFORMATION Spouse’s Name Does spouse participate in the auction profession? n yes n no If yes, please explain:

Number of Children Do any participate in the auction profession? n yes n no If yes, please explain

PROFESSIONAL INFORMATION How long has the nominee been associated with the auction business? ___________years.

What percentage of the nominee’s time is actively spent in the auction business?_________% Number of years this nominee has been a member of NAA?___________years.

Does the nominee specialize in any particular field of auctioneering? n yes n no If yes, please explain

State Association(s) of nominee

Nominations must be postmarked no later than June 1st of each year. Mail to: NAA Hall of Fame Committee c/o National Auctioneers Association 8880 Ballentine Overland Park, KS 66214 NOTE: Nominee will remain on the ballot for five (5) years. If not elected, they will be removed from the ballot and are eligible to be nominated again after one year.

NAA ACTIVITY List NAA involvement of the nominee, including – offices held, current and past; designations earned; committees; instructor at CAI, Conference and Show, designation classes, summits, seminars; etc.:

Submitted by (please print) ___________________________________________________________________________________________________________________________________________________________________________ Address_______________________________________________________________________________________________________________________________________________________________________________________________________________ City__________________________________________________________________________________________________State______________________________________________________Zip ________________________________________________ Phone __________________________________________________________________________________________________________________________________________________________________________________________________________________

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2016 NAA NAA HALL OF FAME OF NOMINATION 2016 HALL FAME FORM

PAGE 1

Name of Nominee Residence Address City

State

Zip code

Phone BUSINESS INFORMATION Name of Firm Position in Firm

Number of Associates or Partners in Firm

Business Address City

State

Zip code

Phone PERSONAL AND FAMILY INFORMATION Spouse’s Name Does spouse participate in the auction profession? n yes n no If yes, please explain:

Number of Children Do any participate in the auction profession? n yes n no If yes, please explain

PROFESSIONAL INFORMATION How long has the nominee been associated with the auction business? ___________years.

What percentage of the nominee’s time is actively spent in the auction business?_________% Number of years this nominee has been a member of NAA?___________years.

Does the nominee specialize in any particular field of auctioneering? n yes n no If yes, please explain

State Association(s) of nominee NAA ACTIVITY List NAA involvement of the nominee, including – offices held, current and past; designations earned; committees; instructor at CAI, Conference and Show, designation classes, summits, seminars; etc.:

2016 NAA HALL OF FAME NOMINATION FORM NOMINATION FORM

PAGE 2

STATE ASSOCIATION ACTIVITY List state association involvement, offices held, etc.:

COMMUNITY INVOLVEMENT List any notable community activities:

Please reflect your personal assessment of the nominee and opinion of why he/she should be elected to the NAA Hall of Fame:

Nominations must be postmarked no later than June 1st of each year. Mail to: NAA Hall of Fame Committee c/o National Auctioneers Association 8880 Ballentine Overland Park, KS 66214 NOTE: Nominee will remain on the ballot for five (5) years. If not elected, they will be removed from the ballot and are eligible to be nominated again after one year.

Submitted by (please print) ___________________________________________________________________________________________________________________________________________________________________________ Address_______________________________________________________________________________________________________________________________________________________________________________________________________________ City__________________________________________________________________________________________________State______________________________________________________Zip ________________________________________________ Phone __________________________________________________________________________________________________________________________________________________________________________________________________________________

NETWORKING

CONGRATULATIONS! NAA Designations earned: January 2016 AARE

Chris Vaughan • Mike Fortna • Rick Scrivner • Sophia Rosendo

ATS

Chip Pearce, AARE, CES, GPPA • Beth Hallberg • Rich Ranft, CAI, AARE, GPPA • Andrew Pearce • Shelley Musser • Mark Musser • Missy Heard • Harold Musser • J.K. Kinsey • Julie Swenson • Carl Carter • Anne Hylla

BAS

Abigail Mitchell • Shelley Lumm • Kevin Troutt • Justin Timm • Emily Quinn

CES

Walt Cade, BAS • David Drake, GPPA

GPPA

Michael Whitfield • Cruz Ontiveros

MASTER PERSONAL PROPERTY APPRAISER

EARN YOUR DESIGNATION!

Uniform Standards of Professional Appraisal Practice

Check out the Education Calendar for upcoming NAA education opportunities. You can also visit the full education calendar on the NAA website at www.auctioneers.org/ education-calendar.

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Real estate properties sell for $4.63 million, draw 250 CHATTANOOGA, Tenn. (Feb. 8, 2016) – An auction of 16 pieces of real estate in North Chattanooga drew a crowd of more than 250, resulting in the sale of all the properties for $4.63 million.

John Dixon & Associates conducted the auction, which included a number of homes, duplexes, triplexes and a microbrewery located next to the Chattanooga Choo Choo.

“The response was amazing and really exceeded most people’s expectations, but we weren’t surprised, because many of these homes were perfect for first-time buyers and real estate investors,” said Henry Glascock, who manages the auction company’s Tennessee operations.

“We had an energy in the room you just can’t get with a timed online auction.

Properties likes these, which are well suited for investment, do best in an environment where bidders can see and hear each other. That really brings out people’s competitive spirits, and we saw a lot of that in Chattanooga,” said Glascock.

Company President John Dixon, CAI, said the auction also demonstrated the advantages of a live auction combined with simulcast remote bidding.

DIXON

Dixon also noted that the company is currently organizing its next Multi-Seller real estate auction, set for early March. “This is a great way for institutions, funds, individuals and small investors alike to get their property sold in live auction, with shared marketing expenses to hold down the cost.” v

Long wins SCI “Legislator of the Year” Feb. 5, 2016 – Safari Club International was pleased to present its Federal Legislator of the Year Award to Congressman Billy Long (R-MO-07) for the year 2015.

The award was presented to Congressman Long at the 44th Annual Hunters Convention. Congressman Long has worked tirelessly to protect the rights of hunters nationwide during his time in Congress, and SCI was proud to recognize his efforts.

Congressman Long is a lifelong hunter, an outstanding SCI member, and belongs to the Congressional Sportsmen’s Caucus (CSC). As a member of the House Energy and Commerce Committee, Congressman Long was instrumental in resolving 50

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the “green-tip” ammunition issue.

SCI is grateful to Congressman Long for his work on behalf of hunters everywhere.

We are proud to have had the opportunity to honor that work by presenting the Congressman with the award for Federal Legislator of the Year. v

REP. LONG (R-Mo.)

NETWORKING

Sculptures carve out winning results in Maine THOMASTON, Maine – Despite heavy snow and sub-zero cold, the house was packed at Thomaston Place Auction Galleries’ Winter Fine Art & Antiques sale on Feb. 13-14, and several important sculptures, choice artworks and other rarities attracted frenzied bidding.

A magnificent marble sculpture by Chauncey Bradley Ives (NY/CT, 1810-1894), “Undine Rising from the Water”, led the auction and drew gasps when it quickly shattered its $50,000-75,000 estimate and rocketed to a selling price of $105,300.

There was also strong bidder interest in an ancient Indian bronze sculpture from the Chola period (880-1279) depicting Parvati, daughter of the Himalayan Mountains, that raised $45,630. A 12th-13th Century stone torso length sculpture of a Khmer divine queen created excitement when it sold for $12,870, and a large, unsigned 19th-century carved pine plaque of a spread wing eagle surprised the crowd as aggressive bidding drove the final price to $8,190.

“The great turnout for this auction supports a Maine tradition -- the worst weather seems to attract the biggest crowds,” Owner and Auctioneer Kaja Veilleux said. “We are very pleased with the results from our first sale of 2016.”

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S T O R I E S

From the world of two-dimensional art, a colored engraving by John James Audubon (NY, 1785-1851), “Fish Hawk, Male, Falco Hallaetus”, Plate 81 from the Havell edition of “Birds of America”, brought an impressive $35,100; and a pen and ink drawing entitled “A Tribute to Oscar Wilde” by Franz Von Bayros (Austria, 1866-1924) fetched $10,530.

Bidding was also strong for two oil paintings – “The Carrier”, a work by Stephen Etnier (ME/CA, 1903-1994) achieved $8,775, and an oil on panel piece in the manner of Jean Francois Millet (France, 1814-1875) depicting a woman knitting in a landscape fetched $8,190.

that brought $14,040, a necklace of seven ancient graduated-size Egyptian scarabs set in 22K gold linked by chains with filigree drops that reached $8,775, and a 19th Century Russian 14K gold handmade convertible diamond pendant brooch that sold for $6,140.

The estate jewelry collection included several hotly contested lots, such as: an antique 18K yellow gold, 3.96 carat emerald and old mine cut diamond ring

An additional lot that sold significantly above presale estimate was a circa 1910 ladies shoe trunk by Goyard of Paris that brought $5,850 (estimated at $500 to $700). v

Other items that attracted fierce competition included: a circa 1765-80 Boston mahogany chest with original one-board top that brought $11,115; a pair of 18th Century flint glass candlesticks with spiral latticino stems that reached $8,775; a rare miniature 1705 book, a sportsman’s guide by Gervase Markham, that achieved $8,775; a large cased model of the British steamer “St. Elwyn” built in 1938 by Joseph L. Thompson & Sons, Ltd. of Sunderland that sold for $8,775; and a group of 11 original Gettysburg albumen photographs by Mathew Brady that fetched $8,775.

$105,000

English silver helps lead high sell-through rate in California MONROVIA, Calif. – John Moran’s inaugural Monrovia, California, auction was a decided success, amassing just under $500,000 in total with a single-session auction catalogue featuring 217 lots, including jewelry, fine art, silver, art glass and a curated selection of antique furniture.

Approximately 95 percent of lots were sold, with a large percentage of sales going to buyers bidding remotely, either via telephone or one of three online bidder platforms.

Top lots included a number of Georgian-era English silver lots, including a group of pieces by celebrated London-based 19th century maker Edward Farrell, all consigned from an important Long Beach, CA collection. A pair of 1820s tazzas, each ornately wrought with sea creatures and tritons and engraved with the coat of arms of John Henry Manners, the Fifth Duke of Rutland, were grouped together and estimated to earn $12,000 to $18,000 at the auction block.

Thanks to a number of quite enthusiastic collectors bidding via telephone, the pair earned an astounding $30,000. A three-piece 52

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$30,000

S U C C E S S

ornately decorated Britannia standard silver tea set by the same maker was offered immediately following, and achieved $7,200 (est.: $4,000 to $6,000); five additional lots by Farrell performed equally well.

Much like earlier sale models where Moran’s offered fine jewelry alongside decorative art, the January catalog featured select lots of jewelry and watches, as well as two jewelry-related advertising automatons from South Pasadena’s Baranger studios. $13,200

Baranger produced their mechanical displays from 1925-1959, and the automatons were rented to jewelers and watchmakers on a rotating monthly basis. The “Motion Displays” on offer, one with a watch theme, the other a diamond ring, sold for $13,200 and $11,400, respectively, well over their initial $3,000 to $5,000 estimates.

Overall, jewelry performed well; an intriguing vermeil and diamond rose brooch and matching earrings by renowned Pasadena-based maker Clemens Friedell were offered for $300 to $500, and earned $480. Later, a lovely gold and amethyst bangle with matching earrings caused a stir online; the set brought $2160 at the block (est.: $1000 to $1500).

S T O R I E S

NETWORKING

1853 Tiffany & Co. coin silver plateau bearing the maker’s mark Tiffany used on early exhibition-bound pieces brought $3,600, just over the $2,000 to $3,000 estimate.

Modern and Contemporary works of art by European and South American artists offered a number of dark horse showstoppers, including a series of three works in acrylic and glitter by Brazilian artist Romero Britto (b. 1963). Consisting of “The Break-up Part 1”, “The Break-up Part 2” and “The Makeup”, all from the “Black & White” series, the group exceeded expectations, with the first two each earning $4,500 while “The Make-up” brought $6,000 (estimates: $3,000 to $4,000, $3,000 to $4,000 and $4,000 to $5,000).

Later in the sale, Michel Delacroix’s (b. 1933 French) charming Paris street scene, titled “Marche Sous La Niege (Walking In The Snow)” was offered with a $7,000 to $9,000 estimate, which was outstripped when the work went to a determined telephone bidder for $15,600. Shortly after, two figural watercolors by Graciela Rodo Boulanger (b. 1935 Bolivian), depicting women on bicycles and a boy with a dog on a swing, respectively, were brought to the block and each earned $3,000; more than triple their high estimates ($600 to $800 and $600 to $900).

Select works by modern and contemporary American artists also proved very popular with collectors; New York artist and activist Keith Haring was represented with two works in Moran’s January catalog; the larger of the two, tiled “Growing 4”, hammered for just over the high estimate, bringing $27,000 (estimate: $18,000 to $25,000).

A photography portrait of Albert Einstein by David Bachrach (1845-1921 Baltimore, MD) brought out droves of online bidders, ultimately going for $6,710 at the block (estimate: $5,000 to $7,000). v

Select porcelain pieces proved exceptionally collectible, including a large-scale bust of Velleda by French sculptor Louis Carrier-Belleuse (1848-1913 French), which went up to the block with a $1,000 to $1,500 estimate (price realized: $2,700).

Three lots of Flora Danica sold quite successfully, including one set of 10 hand-painted dinner plates that brought $7,200, just over their $4,000 to $6,000 estimate. A small ceramic bowl finished in a dark blue glaze by Los Angeles-based artists Gertrud Natzler (1908-1971) and Otto Natzler (1908-2007) was offered for $400 to $600, and flew to a $1,080 selling price after a flurry of online interest.

Two items once displayed as part of International Expositions earned exceptional prices. An Emile Gallé marquetry table, inscribed with a quote from a poem by Maurice Bouchor and dating to the 1900 Exposition Universelle in Paris was conservatively expected to bring $4,000 to $6,000, due to some condition issues. After competition between multiple phone bidders, the table brought $15,000. Later in the sale, a circa

$6,000

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Presented in partnership by:

2016

NAA marketing

COMPETITION

ENTRY DEADLINE: APRIL 20, 4PM CT

Send All Entries with Completed Forms and Entry Fees To: NAA Marketing Competition 8880 Ballentine Overland Park, KS 66214

Questions?

Contact Curtis Kitchen at (913) 563-5424 or ckitchen@auctioneers.org

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M E M O R Y

NAA Hall of Fame member Wilber passes away

G

arth William Wilber, 91, of Bronson, passed away Wednesday, Feb. 10, 2016, at his home, surrounded by family. He was born April 22, 1924, to Henry and Katherine (Downing) Wilber in Bronson.

He was inducted into the NAA Hall of Fame in 1986 as part of a stellar class that included George Michael and Chuck Cumberlin.

After graduation from Bronson High School, he proudly served his county in the U.S. Army Air Corps during World War II. Upon return from the service, he married the love of his life, June Crabill, on July 28, 1946, in Bronson. Garth continued the family business by joining Wilber Auction Service, which was started in 1919. He expanded the business to Wilber Real Estate and Auction Service in 1948.

In 1949, Garth grew the business again by adding White Star Auctions to the family business. He continued working with the business until just recently.

He was passionate about his work as an Auctioneer. He was a member of the Michigan and National Associations, where he was elected to the Hall of Fame of both. The State of Michigan Association named its top honor the “Garth Wilber Presidential Award,” which is given annually to the association’s honored auctioneer. Garth also was active in organizations dealing with his military background, including 863 Engineer Aviation Battalion and Talons Out. Garth was a proud and active member of the Bronson community. He was a member of the Rotary, Kiwanis, American Legion, and Chamber of Commerce. Garth also was involved with the Bronson Fire Department, 4H, Bronson Band Boosters and the Polish Festival Committee, where he also served as chairman for many years. He was active with the BHS Alumni Group and was inducted into the BHS Hall of Fame. Garth was known by many as the “Voice of Bronson Sports” as he announced sporting events for several years.

In his spare time, Garth enjoyed being outdoors, either gardening or fishing.

Garth is survived by his wife of 69 years, June Wilber, of Bronson; his children, Brent (Ginny) Wilber of Burr Oak, Brian

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WILBER

(Linda) Wilber of Bronson, G. Burdette (Susan) Wilber of St. Charles, Mo., Cathy Wilber Welch of Coldwater, Becky Wilber Myers (Dan Vorce) of Coldwater and Elizabeth “Buffy” (Dan) Reck of Beverly Hills, Mich.; his sister-in-law, Velma Wilber of Bronson; 16 grandchildren; and 20 great-grandchildren.

He was preceded in death by his parents; his brother, Quenten Wilber; his daughter, Dawn Marie Wilber; his granddaughter, Laura Noelle Wilber; and his grandson, Nathaniel Brian Wilber. v

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NAA Lifetime member enjoyed farming, raising cattle

J

ohn Chandler Kimbel, age 82, of Ten Mile, Tennessee, passed away Thursday, February 4, 2016 at his home surrounded by family.

John was born March 3, 1933, and has been a lifelong resident of Roane County. He was KIMBEL a member of Shiloh Baptist Church and also founder of TriState Auction & Reality Company where he had worked as an Auctioneer for over 35 years.

John was a lifetime member of National Auctioneers Association & Certified Appraisers Institute. Prior to his auction business, John ran a lumber mill for 25 years. In his spare time, he enjoyed farming and raising cattle. John was preceded in death by his parents, Hundley & Reba Crabtree Kimbel; son, Wayne Kimbel; daughter, Regina Kimbel; son-in-law, David White; brother, Lewis Kimbel; half-brothers, Hundley Kimbel, Jr. and Robert Kimbel; sister-in-law, Louise Wyrick; brother-in-law, Larry Johnson.

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World Wide College of Auctioneering Advanced Bid Calling Seminar

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Friday, Saturday & Sunday, March 11-13, 2016 Best Western, Clear Lake, Iowa Get Ready for the 2016 Contest Season!

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Survivors include his wife of 65 years, Mary; son, John Kimbel, Jr. (and wife); and daughter Sandra White; three grandchildren; five step-grandchildren; 10 great-grandchildren; and, many other family members. v

Shane Ratliff World Champion Auto Auctioneer International Champion Auctioneer

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World Wide College of Auctioneering For More Information Call 1-800-423-5242

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S C H O O L

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Florida Auction Academy From the very start, students learn it’s all about business, literally.

By Sarah Bahari, contributor

T

he first day at the Florida Auction Academy comes with a critical lesson.

“We tell students to throw their auctioneer cap in the garbage and put on their business cap,” said Director Fritz Fedele, who is a co-owner of the school. “This is a business, and you have to run it like a business if you want to be successful.”

That means the Orlando-area school focuses on the nuts and bolts of starting and running a business, such as accounting, contracts, auction laws and ethics. It spends about one-quarter of instruction on bid calling.

Today, Florida Auction Academy is the state’s only auction school, educating students from across the South and beyond.

Founded 32 years ago by Jim and Rose Skeen, the school is now owned by Fedele and Cliff Walker, who purchased it in 2004.

By the end of the 10-day session, Fedele said, students should have a broad understanding of how to make money in this industry.

“When I went to college, no one ever taught me a thing about how to actually make money in the business world,” he said.

“We want to be different. Our goal is to raise the standards of the auction profession and to give our students a comprehensive understanding of the business of auction. We want them to learn the basics of listing, selling and closing out an auction.”

Recently, the academy scaled back from five to two sessions a year in an effort to stress quality over quantity. Class size is capped at 25 students, who are introduced to a variety of auctions, including real estate, estate, antiques and farm.

A team of 14 instructors stresses the importance of community service.

“We encourage our students to get involved in local volunteer organizations and to offer their service at benefit auctions, both to give back to their communities and to sharpen their skills in dealing with the public.”

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“We emphasize ethics, honesty and professionalism.”

To cap their formal education, students sell items at a local gallery for real-world practice.

Past graduates include NASCAR drivers, actors, military veterans, state auctioneering champions and successful small business owners. Instructors frequently help students run their first auctions, and students are welcome to return to the academy to attend additional classes as a refresher, Fedele added.

Florida Auction Academy frequently receives emails from alumni, Fedele said. In one letter, Cynthia Logan of Port Charlotte, Florida, wrote, “Very thorough and professional. I hope to always live up the standards and expectations we were taught at Florida Auction Academy.”

Fedele said the responses from alumni are testament to the value of attending a professional auction school.

“It is not about holding a microphone. There is no glory in this business,” Fedele said. “This is not a business for someone who just wants to be an entertainer.

“It is a highly competitive industry, and you need to be able to project professionalism and knowledge to succeed. That’s what we give our students.” v

S C H O O L S

NETWORKING

World Wide College of Auctioneering

World Wide College of Auctioneering recently graduated another proud class, with students representing 20 states, Canada, England and Belarus. The school is based in Mason City, Iowa.

Southeastern School of Auctioneering

The February 2016 class from Southeastern School of Auctioneering graduated four new auction professionals.

This year marks the 33rd year for SSA, which holds classes in Greenville, South Carolina.

AUCTION SCHOOLS! Send your class graduation high-resolution photos and cutline information (class size, graduation dates, states represented and names) to: publications@auctioneers.org.

Note: Cutline information will be included only as space provides.

Mendenhall School of Auctioneering

A total of 17 students made up the latest graduating class from Mendenhall School of Auctioneering, in High Point, North Carolina. States represented in the class included: North Carolina, Pennsylvania, and Virginia.

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N E W

NETWORKING

Alabama

Leighton Griggers 244 Wentworth Street Fairhope, AL 36532 Logriggers@gmail.com (251) 589-3266

Colorado

Bryson Miller Auctioneers Miller & Associates P.O. Box 543 Brush, CO 80723 www.amaauctions.com bmiller@amaauctions. com (970) 842-5575 John Ben Sokolowski Auctioneers Mill & Associates P.O. Box 543 Brush, CO 80723 www.amaauctions.com jsokolowski@ ama-auctions.com (970) 467-0496 Alexandra Christine Whitley Rocky Mt Estate Brokers 24 Oak Ave. Eaton, CO 80615 www.whitleyauction.com alex@whitleyauction. com (970) 454-1010

Florida

James Williams, Jr. 5016 11th Avenue South Gulfport, FL 33707 rwilli50@tampabay. rr.com

Georgia

Lisa Peebles South Auction and Realty P.O. Box 134 Swainsboro, GA 30401 www.southauction group.com lpeebles62@hotmail.com (478) 455-4126

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M E M B E R S

Idaho

Michigan

Zack W. Zumstein Zumstein Auctions, LLC 6107 Hogg Rd. Marsing, ID 83639 zackzumstein@ hotmail.com (208) 880-6807

Minnesota

Kelly J. Troutt KT Auctions P.O. Box 850 Emmett, ID 83617 ktauctions@gmail.com (208) 584-3435

Kansas

Justin J. Brazle Brazle Auction & Realty 7168 US 160 Winfield, KS 67156 wla@sutv.com (620) 221-2850 Jase David Hubert J&D Auction Service LLC 1012 Rd. 110 Emporia, KS 66801 jasehubert@yahoo.com (620) 481-7303 Ty Patton 12041 E. 13th St. N. Wichita, KS 67206 www.mccurdyauction. com tpatton@mccurdy auction.com

Kentucky

William L. Ferguson Vette City Real Estate & Auction Co., LLC P.O. Box 809 3018 Louisville Rd Bowling Green, KY 42102 lloydferguson@twc.com (270) 782-1950 Caitlin Wardlow 6524 Manassas Dr. Pewee Valley, KY 40056 cmwardlow@gmail.com (502) 541-0948

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Caroline Ashleigh 1221 Bowers Street #1863 Birmingham, MI 48012 www.auctionyourart.com info@auctionyourart. com John Berner 4450 W. 133rd St. Savage, MN 55378 jberner25@yahoo.com 952-564-5628 (cell) Kristi Block Fladeboe Auctions Land Co. 9070 Highway 23 NE Spicer, MN 56288 www.fladeboeauctions. com kristiblock@fladeboe auctions.com (320) 894-4477 Mike Imholte RPC Rengel Printing Co. 1922 7th St. Saint Cloud, MN 56303 mikei@rengelprinting. com (320) 251-5951 Keith Kaiser ADM (Archer Daniels Midland Co.) 126 La Grange Red Wing, MN 55066 keith.kaiser@adm.com 651-267-3852 Scott Kangas Scott Kangas Auctions 2521 7th Ave. E Hibbing, MN 55746 scott@scottkangas.com (218) 263-5547 Derek Lundeen 955 Moores Ave. Cokato, MN 55321 lundeenmotors@ earthlink.net (320) 286-5325

Marc Moen Alexandria Auction Service 7970 Little Mary Circle SW Alexandria, MN 56308 alexauctionservice@ gmail.com (320) 766-7218

Lindsey Musser-Affleck Musser Bros Auctioneers 1740 Front St. Billings, MT 59101 www.mbauction.com lnmusser@gmail.com (406) 876-2211

Janel Tolifson Zielsdorf Auction & Real Estate Services 119 3rd St. N Benson, MN 56215 janel@zielsdorfauctions. com (320) 843-3003

New York

Missouri

David Aaron Austin AAA Real Estate & Auction Co. LLC P.O. Box 451 Mount Vernon, MO 65712 austinsurvey@hotmail. com (417) 466-8304

Montana

Blake Edward Benson Balke Benson Auction Company 1373 Rochester St. Lima, NY 14485 blakebenson95@ outlook.com (585) 738-5427 Joe Giovinazzi jgiovinazzi@gmail.com (631) 427-7659 Jeremiah Horst Horning Horning Auction Co. 916 Rt. 14A Penn Yan, NY 14527 jerehorning@hotmail. com (315) 729-5854

Wade Robert Affleck Musser Brothers 1740 Front St. Billings, MT 59101 www.mbauction.com wade@mbauction.com (406) 876-2280

Jerry Don Stephens Impact AG Marketing 93 Hicks Lane Clinton Corners, NY 12514 mjstep@optmline.net (845) 594-9749

Collin S. Gibbs Gibbs Livestock 2103 Fort St. Miles City, MT 59301 gibbs.livestock@gmail.com (406) 939-0645

North Carolina

Curtis L. Hughes 1322 W. Beartooth Dr. Laurel, MT 59044 curt_hughes_6@msn.com (406) 855-7314

Dean Gregory Kangas Nation Auctions 124 King Arthur Dr. Wilmington, NC 28403 www.nationauctions.com dean@nationauctions. com (910) 232-6312

Brent D. Kautz 284 Westchester SQ North, Apt. A Billings, MT 59105 brentkautz@gmail.com (406) 281-4257

Randall Scott Howell P. O. Box 2104 Sanford, NC 27331 hokejoke911@yahoo.com (919) 410-4785

N E W

Danny Rae Lane Go Bubba Go Auction Services 2617 Cora Caudill Rd. North Wilkesboro, NC 28659 bubbalane1978@gmail. com (336) 452-4382 Aaron T. Maye ATM Auction & Realty 2110 Stafford St. Ext. Monroe, NC 28110 www.aarontmaye.com aarontmaye@gmail.com (704) 776-4077 Nathan T. Troyer 107 Corrles Lane Mocksville, NC 27028 troyerauctioneer@ gmail.com (704) 798-5300

Ohio

Henry Allen Allens Auctions Inc P.O. Box 67 Minford, OH 45653 www.allensauctions.com (740) 820-2725 Tim Barkley 11885 Norfield Road New Concord, OH 43762 www.usa-auction.com barkley.10@gmail.com Robert Carpenter Baker Bonningson 1570 West McPherson Hwy. Clyde, OH 43410 robertcarpenter auctions@hotmail.com (419) 547-7777 Chelsea Copeland Beth Rose Real Estate & Auctions 3430 Braunfield Blvd.

Maumee, OH 43537 (419) 534-6223

M E M B E R S

Michael Johnson The Johnson Group 10954 SP 503, Box 177 West Elkton, OH 45070 www.mdjohnsongroup. com mike@mdjohnsongroup. com

Texas

Peter Kiko, Jr. Kiko Auctioneers 2722 Fulton Dr. NW Canton, OH 44718 pkiko@kikocompany.com (330) 453-9187 x136

Lou Ann Waters Terry Waters Auctioneering P.O. Box 1851 Aledo, TX 76008 terry@twauctions.com (817) 372-2215

Sarah McIntosh Kiko Auctioneers 2722 Fulton Dr. NW Canton, OH 44718 smcintosh@ kikocompany.com Billy Peyton Billy Peyton Apprentice Auctioneer 4824 Northern Rd. Somerville, OH 45064 billypeytonauctioneer@ yahoo.com (937) 336-4431 Joe Russell Auctions By Maggie 3044 Overdale Dr. Cincinnati, OH 45251 jar2408@aol.com (513) 460-5614 Todd W. Schling Todd W Schling Auction Co LLC 6377 Fremont Pike Perrysburg, OH 43551 www.toddschling auction.com toddschlingauction@ amplex.net (419) 260-9371

Pennsylvania

Tiffany Anderson Locate Auctions P.O. Box 44 Lititz, PA 17453 www.locateauctions.com tiffany@locateauctions.com 855-252-5227

Jonathan A McGuire Genesis Auction Group 5701 89th St. Lubbock, TX 79424 www.genesisbid.com john@genesisbid.com (806) 252-6272 cell

Terry Waters Terry Waters Auctioneering P.O. Box 1851 Aledo, TX 76008 terry@twauctions.com (817) 372-2215

Virginia

Linda Joan Balentine Crowning Touch Sr Moving Services 6704 Williamson Rd. Roanoke, VA 24019 www.crowningtouchusa. com linda@crowningtouch usa.com (540) 982-5800 Eric Scott Marshall 212 Cox St., Apt. 3 Hillsville, VA 24343 e.marshall@centurylink.net Ronald Charles Reuwer Reuwer Auctioneers LLC P.O. Box 126 Colonial Beach, VA 22443 oberst@netzero.com (540) 226-0595 Kervin D. Yoder Enlisted Auctions 709 Churchmans Mill Rd Stuarts Draft, VA 24477 www.enlistedauctions.com kervin@enlistedauctions. com (540) 830-9021

NETWORKING

Washington

Wesley Earl Nickum Rai$e It! Auction Services 2701 Burnaby Park Loop SE Olympia, WA 98501 wenickum@gmail.com 360-701-7046

Wyoming

Veldon R. Kraft VRK Auctions 703 Ash Ave. Green River, WY 82935 www.vrkauctions.weebly. com vrkauctions@hotmail. com (307) 871-5498 Riggen Cordel McIntosh 6819 Rd. 53 G Torrington, WY 82240 tgmcintosh@gmail.com (307) 575-0342 Terry Lee McIntosh McNamee Auction Co 6465 CR 39 Torrington, WY 82240 www.mcnamee auctioncompany.com mjmjmac@vistabeam. com (307) 534-5156

Angus Adam

I have joined the NAA to support and gain from what the organization brings and does.

I would like to contribute and benefit at the same time. �

Angus Adam Sugarland, Texas

Carol Wood Chuck Wood Auction Company 4 Emerald Ave. Gillette, WY 82716 www.chuckwoodauction. com cwood100@hotmail.com (307) 680-4211 Charles Joseph Wood Chuck Wood Auction Company 4 Emerlad Ave. Gillette, WY 82716 c.wood100@hotmail. com (307) 682-3383

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C O M M I T M E N T

NETWORKING

THANK YOU for Your Renewals!

Frank C. Kaminski Ronald R. Kirby, Jr., CAI, AARE, CES William J. Gardner, Jr. Frederick M. Pollert, CAI Bradley K. Elting Daniel W. Andrews Robert E. Hogstrom William Baker Gary E. Tofte J. Paul Basinger, CAI, AARE Vernon Mariman Barry J. McLean Dwight D. Butler, CES Mark E. Dixon, III Reeder Don Behel, CAI, AARE John L. Johnson Richard G. Casada, CAI, AARE, CES Phillip R. Christy, CAI, AARE Phillip L. Gauntt Brian T. Bradley, CES Milo Turner John Tomaschko William F. Cain William F. Durham George T. Garten Loy D. Gooszen, CAI Homer L. Nicholson, CAI, AARE, CES Leonard B. Walter Jeff Bloom Lloyd Franks Sanford A. Alderfer Joseph R. Newlove Richard H. Zuber, III, CAI, CES Dewey A. Price Chris Brown John M. Kurtz, CAI John P. Economou, CAI Doug Eichelberger Ira Y. Smith, ATS Robert H. Campbell, II Hilda W. Allen James R. May, AARE Clyde F. Wilson, Jr., ATS Gerard S. Trimboli Tanner Hernandez Harry H. Bachman Thomas J. Noonan Marlin T. Fjelland Arthur I. Kravetz Charles D. Masterson Donald W. Hillis, CAI, CES Deborah A. Weidenhamer, CAI Doyle Dingman William C. Dunn, CAI, CES Charles L. Wehrly Cheri Boots-Sutton Ronald W. Leftwich, CAI Michael C. Purcell J.E. Ponder Rami Varsha Frederick W. Wolff Leroy Yoder Brian D. Beckort, CAI, AARE Ronald L. Matthews Nicolas F. Smock, CAI, GPPA Paul Playforth, CAI, AARE, CES 62

MARCH 2016

Auctioneer

Ray E. Archer Dwight E. Dyer Adrian B. Harris, GPPA Kenneth E. Baer Pamela L.G. Eaton, GPPA Robert J. McBride, Jr. Thomas J. Hirchak, Jr., CAI, MPPA Terry Landis Metcalf, BAS Doug Macon, CAI, AARE, ATS Chris Colson, CAI Jeff Wilkes Jarod S. Edwards David W. Brooks, CAI, AARE, CES Nicholas W. Cain Gregg Pickens John R. Modica Rollo A. Juckette Donald L. Horton, CAI William Kent Pete Horton, CAI, CES Roy Teitsworth Kendall G. Terry Benjamin Joel Wood, CAI, AARE Chad R. Olson Travis L. Hamele, CAI, AARE, CES, GPPA Scott Caldwell Leon P. Esckelson Chris D. Pell K. L. Fuller Larry Garafola Steve Reinhardt Charles E. Williams, Jr. Peter D. Gehres, CAI, CES Gayle M. Stallings, CAI, BAS Leonard A. Davis G. Burdette Wilber, CAI, MPPA Mark Younger H. B. Smith, CAI Ted Odle Stuart Waldman Edwin Lanford, Jr. Dave L. Webb, BAS, GPPA Robert McDowell, III, BAS Otis D. Holley David R. Gatewood, CES, MPPA Michael B. Harper, CAI, AARE Terrill A. Garmon, CAI Christine Downing James E. Mason Joseph F. Saine Eric Rubin, CES James R. Gavin Kathy J. Baber Jeff E. Riggle, CAI Karen L. Huelsman, CAI Josh Hickey Mark E. Bradstreet, CAI Dan Pike, CAI, GPPA Robert G. Grimsley Donald B. Monroe Pete E. Jenkinson Curt Kramer Cynthia Schillig, CAI Craig Buford www.auctioneers.org

Jr. Miller David M. Whitaker Eulalia S. Rodriguez, ATS James Eric Vaughn, CAI Rudolf Herbst Tammy M. Tisland Gary L. Togstad, GPPA Larry V. Warfel, CES David Mark Omdahl Nate Roll David Lee Wesely David Zachary Ernst Kathleen M. Mack Chuck Maggard Lester Crandall Roderick Jason Betteridge Kathy Jo Marie Otis, AARE Steve F. Berry Cody Dawson, BAS Tammy Ann Miller, BAS Andrew Yoder, Jr. Scott L. Pinson Steven Allen Strey Katie T. Imholte, BAS Glen Finbow Chris Bohr Joshua D. Kent Dolores Meissner Robert Thomas Kastner Josh M. Larson Tiffany Dawn Earnest, ATS James Richard Staggs, Jr. Wayne Yoder Ryan D. Yoder Daniel P. Sullivan Joseph R. Sullivan Jay W. Romine Terry R. Luecke Ian Kasper Kirk E. Hagen Tracy Lynn Weise Venia Q. Garrison James W. Hall Michael Paul Whitfield James G. Mead Gary D. Bowen David Robert Patterson Dennis Dean Peters Marla Elizabeth Oglesby Dirk Van Reenen, Sr. Merv Leffler Dave J. Esdohr Ashley Maesse Dale W. Schaetzke, CAI, AARE, CES Rodney Darr Sterling H. Strathe, ATS, BAS, CES Samuel M. Sales Al Wessel Jerome Hanson Richard A. Smith Arlyn J. Imel Brian Rowley Denise D. Rinaldi Diane M. Riley Darren L. Bok, CAI Jennifer L. Forsberg Lance S. Quam Chad Wilson James Hush Lance Anson Nichols

Michael Carl Frank Steven G. Hall David Martin Reigstad Daniel B. Schalek Melissa Anne Falls Shay Griffin Carl W. Arkema Dustin Todd Zade Erin Nicole Spears Jake Matthew Stamant Brett Randall Thomas Michael A. Fine, CAI, AARE Howard C. Richmond, CAI Daniel Burns, CAI Richard Dotta Joseph B. Burns, CAI, AARE, CES Jim Ware Jack Amlin Elliot M. Paul, CAI Joseph P. Przybilla Troy C. Crowe Scott J. Wiest Terry L. Hirchak, CAI, AARE Manson Slik, CAI, AARE, CES Michael B. Nuzzo, CAI Dale F. Fulk, CAI P. Douglas Marshall, CAI Glenn Freeman Timothy S. McCulloch, GPPA Terrence L. Brick David F. McLaughlin Timothy D. Ellis, CAI Sheila Gregg Waggy, CAI Zachary Jason Vierheller Devin Moisan Laurie A. Bostwick, CES Ed Shover, CAI Andy Conser, CAI Vincent Bila Richard Kruse Curtis B. Kaye William Newell, CAI Kyle Shobe James T. Drury Myers Jackson, CAI, AARE, ATS, CES Philip Cordell Tabb Katharine S. Shumate Brady Don Lippard Anne K. Eskridge Charles R. Kaimann Reggie E. Gabriel, AARE Todd W. Utpadel Jane Ziehm, GPPA Robert E. Snedegar Jeff Bockrath Omar P. Bounds, AARE Melanie G. Eifling, BAS Suzanne M. Hanger, AARE Stuart P. Stein Richard J. Adams, GPPA Larry Mesler Robbie L. Kobs Kristin M. Halfhill Larimore Ryan R. Reed Jason D. Rzepniewski, GPPA Bob R. Melvin, Jr. Jesse Paul Lyninger, III Brent S. Berry Curtis H. Werner

Kurt J. Ness, CAI Xiomara Ydalia Bonnet James Lindsey Halfhill, Jr. Jesse P. Lyninger, Jr. Val Jark Jerry Michael Jenkins, GPPA Burton Blinick, AARE, ATS Jon K. Barber, CAI Cathy Marshall, GPPA Kam Hartstack Kenneth Raymond Lane, GPPA J. Wayne Foster, Jr. Brian C. Sparling Kevin O’Neal Dalton Corey D. Fraise, CAI Linda Anita Leja, BAS David Heath Larry Edward Luzinski Geo Sterling Eisele Terry L. Nicholas, CES Ashley Nicole Alexander Lance Patrick Swigert, CAI Michael Stephens, GPPA Shelley E. Musser, ATS Milton E. Green, CES Joshua Michael Muffley, GPPA Jeff Parsons John C. Jardine Amy S. Whistle, CAI Christopher A. Baker Mostafa Anthony Azizi Sean Webb Abdulmohsen Al Noisher Kathleen Lappe William B. Winecoff, GPPA Victor Lee Marinello Lance A. Waugh Robert L. Keys Dave Goldstein James M. Mead Curtis Allen Craig Sandra Mercer, GPPA Joshua D. Abner Sean Donnelly Bob Lee Minyard Kendall W. Thiel Ross Wellington Annett Scott James Peterson Jason Winters Stribling, GPPA Jeff Byce Paul Emerson Mark T. Gustafson Joani Mangold, CAI, CES, GPPA Kelly Hagen, AARE Deidre B. Rogers, CAI, BAS Beverly P. Harper Staci J. Hernandez Michele Odle Robert M. Shaylor Merle D. Sharick, BAS Larry L. Carr Charles L. Moyer J. Tony Adams Earl H. Moyer Jerry L. Stricker

N A T I O N A L

A U C T I O N E E R S

A S S O C I A T I O N

EDUCATION CALENDAR Certified Auctioneer Institute Bloomington, IN • Indiana University • March 20-24, 2016

CAI: NEXT

Bloomington, IN • Indiana University • March 22-24, 2016 (available for current CAI holders only)

Conference and Show Grand Rapids, Michigan • DeVos Place Convention Center • July 19-23, 2016 Registration open March 1

PRECONFERENCE EDUCATION SCHEDULE AARE • July 17-19

AMM • July 17-19

BAS • July 17-19

CES • July 20-23 (comes with a comp registration without meals) USPAP (15 Hour) • July 18-19

USPAP (7 Hour) • July 23

Train the Trainer • July 19

Interpersonal Communications for Auction Professionals • July 18-19 Internet Auction Methods • July 19

Benefit Auction Summit San Diego, California • Embassy Suites San Diego Bay • August 28-30, 2016

Women in the Auction Industry Summit TBD • TBD

November • 6-8, 2016

Ple ase note tha t the information above is subject to change as events approach. This calendar will be updated as information becomes available.

www.auctioneers.org

F I L L E R

NETWORKING

W O R D S

IN THE RING PAG E

“We believe strongly that the strength of the NAA is its members and that a coordinated voice from many will have a far greater effect than the loud voice of one.

Social media provides the tools to make that happen.”

11

NAA President Spanky Assiter, CAI, AARE Assiter Auctioneers Canyon, Texas

PAG E

30 PAG E

42

“Be objective about current events and news. If you’re not a politician or news station, don’t bring up politics. If you’re not a church or religious organization, avoid taking a stance on that topic.”

Annaliese Henwood From “10 Bad Social Media Decisions”

“I thought, ‘What can I do to make a difference? What can I do to be happy?’ Life is too short to work at a job you don’t love.”

Bryce Elemond, BAS Affordable Auctioneering, LLC Aurora, Colorado

AROUND

the

BLOCK

• The Omaha World-Herald reports that, in 2015, Proxibid facilitated the sale of about $4.5 billion worth of goods like heavy machinery and classic cars through its buy-and-sell platform that lets Internet users bid on items remotely.

• NAA auction professional Carol Miller was recently inducted into the Wisconsin Auctioneer’s Association’s (WAA) Hall of Fame. Carol is a member of the Wisconsin and National Auctioneers Associations, where she has served in several leadership positions including WAA President in 2013.

• NAA auction professional Todd Houghton was inducted into the Minnesota State Auctioneer Association Hall of Fame in January during the association’s annual convention at Minneapolis. He has served on the Board of Directors for the state association, as well as vice-president and president.

In addition, Houghton is a member of the Wisconsin Auctioneers Association and the National Auctioneers Association.

• BidSpotter.com and AuctionServices.com are announcing a new strategic business relationship.

• Carmel, Indiana-based KAR Auction Services announced that its subsidiary, ADESA Inc., will acquire a total of eight Brasher’s family auto auctions – all located in the western United States – in a $283 million cash deal.

MILLER

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“This is the perfect blend of technology for established auction companies. Auctioneers focus their promotional budgets to drive traffic to their website, building their brand while still getting the benefit of the hundreds of thousands of regular bidders who frequent the BidSpotter.com auction platform,” said Nancy Romanus, CEO of AuctionServices.com.

www.auctioneers.org

F I L L E R

W O R D S

NETWORKING

MEMBERS‘ CORNER

Shop ... with a cop?

Law enforcement officers with the Osceola (FL) County Sheriff’s Office were all smiles while shopping with area youth last December.

L

ast December, men and women with the Osceola (FL) County Sheriff 's Office, including NAA Past President Don Shearer, CAI, GPPA, volunteered their time to help make Christmas a little brighter for some special girls and boys.

The Office once again participated in “Shop With A Cop,” a nationally recognized program that matches deputies with a disadvantaged or displaced child to help them make purchases for the holidays. Each child was provided a $100 gift card generously donated by Walmart Supercenters. Many times, instead of purchasing gifts for themselves, the children bought needed items for their parents or presents for their siblings.

“I love my job,” Shearer said. “One of my favorite functions this time of year is ‘Shop With A Cop.’ This year, I met my newest best friend, Andrew. He is in the fifth grade, makes all A's and B's, and plays football and basketball.”

In all, deputies were able to shop with more than 120 children at Walmart stores located in Kissimmee, St. Cloud and Poinciana. “’Shop With A Cop’ is a valuable and worthwhile program the Sheriff ’s Office has supported for many years. It makes a difference in the lives of many children in our community and it helps build positive relationships with young people and law enforcement,” stated Sheriff Bob Hansell. v

“One of my favorite functions this time of year is ‘Shop With A Cop.’ This year, I met my newest best friend, Andrew. He is in the fifth grade, makes all A’s and B’s, and plays football and basketball.”

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NAA STAFF Administration Hannes Combest, CAE (913) 563-5423 hcombest@auctioneers.org Conference and Show Manager Joyce Peterson (913) 563-5439 jpeterson@auctioneers.org Administrative Assistant/ Project Manager Susan Geren (913) 563-5438 sgeren@auctioneers.org

Accounting Director of Finance & Administrative Services Rhonda Truitt (913) 563-5422 rtruitt@auctioneers.org Accounting Associate Ruth Richardson (913) 563-5435 rrichardson@auctioneers.org Accounting Associate Cherie Ashton (913) 563-5434 cashton@auctioneers.org

Membership Membership Projects Specialist Brandi McGrath Kong (913) 563-5429 bmcgrath@auctioneers.org Membership Coordinator Laina Gunsallus (913) 563-5425 lgunsallus@auctioneers.org Membership Assistant Mikah Biondi (913) 563-5420 mbiondi@auctioneers.org

Education Director of Education Aaron Ensminger (913) 563-5426 aensminger@auctioneers.org NAF Administrator & NAA Education Program Specialist Lois Zielinski (913) 563-5428 lzielinski@auctioneers.org Education Coordinator Kerry Boydstun (913) 563-5432 kboydstun@auctioneers.org

Publications Director of Publications & Trade Show Curtis Kitchen (913) 563-5424 ckitchen@auctioneers.org Marketing & Sales Coordinator Kari Duncan (913) 563-5421 kduncan@auctioneers.org

N AT I O N A L A U C T I O N E E R S A S S O C I AT I O N I N D E X NAA Board of Directors 2015-2016

National Auctioneers Foundation Board of Trustees 2015-2016

Officers President Spanky Assiter, CAI, AARE Assiter Auctioneers (806) 681-9211 spanky@assiter.com

Officers President Larry Theurer, CAI, GPPA (620) 326-7315 larry@theurer.net

Vice President John S. Nicholls, AARE (540) 220-8848 john@nichollsauction.com Treasurer James Devin Ford, CAI, CES (606) 682-0587 devin@fordbrothersinc.com Chair of Education Institute Trustees Jason Winter, CAI, AARE, ATS, CES (816) 309-6126 jasonbwinter@me.com Past President Tom Saturley, CAI (207) 831-9300 tsaturley@tranzon.com Chief Executive Officer Hannes Combest, CAE (785) 393-1364 hcombest@auctioneers.org Foundation Representative Mike Jones, CAI, BAS, GPPA 214-906-5265 mikejones@unitedcountry.com Directors Term expiring 2016 Joseph M. Mast, CAI (330) 763-4411 mast@reshowcase.com Scott H. Shuman, CAI (970) 631-7009 Scott@HallandHall.com Directors Term expiring 2017 Tim Mast, CAI, AARE (731) 610-5436 tmast@tranzon.com David P. Whitley, CAI, CES (970) 539-1269 david@whitleyauction.com Directors Term expiring 2018 Matt Corso, CAI, CES (217) 820-0164 mattc@marknetalliance.com Will McLemore, CAI (615) 636-9602 will@mclemoreauction.com

Vice President Mike Jones, CAI, BAS, GPPA (214) 906-5265 mikejones@unitedcountry.com Chairman of the Board Thomas Rowell, CAI, AARE (229) 985-8388 trowell@rowellauctions.com Finance Chair William L. Sheridan, CAI, AARE, GPPA (517) 676-9800 bill@sheridanauctionservice.com Trustees Terms expiring 2016 Barbara Bonnette, CAI, AARE, GPPA (318) 443-6614 barbara@bonnetteauctions.com J.J. Dower, CAI, AARE, ATS, CES (423) 569-7922 jjdower@ayersauctionrealty.com David W. Huisman, CAI (209) 745-4390 david@huismanauction.com Trustees Terms expiring 2017 Marvin Henderson (225) 686-2252 belinda@hendersonauctions.com Homer Nicholson, CAI, AARE, CES (580) 767-1236 nicholsonauction@cableone.net Jay D. Nitz CAI, GPPA (402) 727-8800 jaynitz@omni-tech.net

NAA Auxiliary Board of Trustees 2015-2016

NAA Education Institute Trustees 2015-2016

Officers Chair Angela Johnson (352) 672-2038

Officers Chair Jason Winter CAI, AARE, ATS, CES (816) 380-5847 jasonbwinter@me.com

Vice Chair Debra Brock (316) 641-0748 djbrock2@cox.net Past Chair Traci Ayers-Dower, CAI, AARE (423) 912-1122 Past Past Chair Kim Ward, CAI, BAS, CES (630) 740-5860 kim@wardauction.net Trustees Hannes Combest, CAE (913) 541-8084 ext 13 hcombest@auctioneers.org Sandy Bauermeister (260) 493-9206 bauermeister@earthlink.net Krista Shuman (970) 716-2120 krista@hallandhall.com Trustee At Large Cindy Soltis-Stroud, CAI, BAS (210) 380-1587 Executive Secretary Lucinda Terrel (816) 830-7001 lrterrel@hotmail.com Secretary Annette McCurdy (316) 683-0612 amccurdy@mccurdyauction.com

Vice Chair Peter D. Gehres, CAI, CES (614) 306-1435 petergehres@gmail.com Trustees Through July 2016 Robert S. Weiman, CAI, AARE, BAS CES, GPPA (314) 680-8598 rob@moundcityauctions.com Trustees Through July 2017

Janine Huisman, CAI, ATS, BAS, GPPA (209) 745-4390 janine@huismanauction.com Andy Imholte, ATS, BAS (612) 799-7471 andy@solditatauction.com

Trustees Through July 2018 Jimmie Dean Coffey, CAI, AARE, ATS, BAS, CES, MPPA (812) 822-3200 jcoffey@unitedcountryin.com Thomas C. Jordan, CAI, AARE, ATS, CES, MPPA (919) 832-8005 bid007@nc.rr.com NAA Representative John S. Nicholls, AARE (540) 220-8848 john@nichollsauction.com

Trustees Terms expiring 2018 John Dixon, CAI

(770) 425-1141 john@johndixon.com Lonny McCurdy, AARE (316) 683-0612 lmccurdy@mccurdyauction.com Scott Steffes, CAI, CES (701) 237-9173 scott.steffes@steffesgroup.com

NAA Board Representative NAA Past President Thomas W. Saturley, CAI (207) 775-4300 tsaturley@tranzon.com

Foundation Staff Hannes Combest, CAE, Executive Director (913) 563-5413 hcombest@auctioneers.org Lois Zielinski, Administrator (913) 563-5427 lzielinski@auctioneers.org

8880 Ballentine St. Overland Park, KS 66214-1900 Phone: (913) 541-8084 Fax: (913) 894-5281 www.auctioneers.org

NAA advertising notice to readers Auctioneer accepts advertisements from a variety of sources but makes no independent investigation or verification of any claim or statement contained in the advertisements. Inclusion of advertisements should not be interpreted as an endorsement by the National Auctioneers Association or Auctioneer of any product or service Auctioneer encourage you to investigate companies before doing business with them. Furthermore, Auctioneer is designed to provide information of general interest to Auctioneers. The reader’s use of any information in this publication is voluntary and within the control and discretion of the reader. Finally, the NAA does not mediate disagreements that may arise between buyers and advertisers

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A DV ER TISE RS

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Coming up in April…

In today’s business world, there may be no greater fear than that of having a bad online review go viral. Bad service, bad product, or a bad experience discussed online can wreak havoc with a business’ bottom line. It’s why businesses are so quick to defend themselves against bad reviews, especially when they may or may not even be true. As an auction professional, how should online reviews be handled?

We’ll discuss it next month.

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