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SPECIAL MARKETING ISSUE The Two-Way Online Shopping Experience ■ NIADA and CBS Host First Live Webcast ■ Permanent Reasons for Temporary Help ■ Options for Offering Your Customers GPS Systems ■
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FEATURE STORIES 16
COLUMNS
YOUR COMMUNITY: GET INVOLVED BUT FOR THE RIGHT REASONS Decide to give back to your community, as Don Rodman did, and truly help others. Learn why it’s all about people helping people!
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NIADA Message
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Money Matters
AUTOMOTIVE CUSTOMERS LOOK ONLINE FOR A TWO-WAY SHOPPING EXPERIENCE What are customers expecting when they shop online? Learn how you can offer car buyers more of what they want from their online experience.
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Tech Talk
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NIADA Legal Legislative & Regulatory Summary
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Achieve magical results in short order and watch your inventory disappear as best kept marketing secrets are revealed in this two part series. 58
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HISPANIC INTERNET MARKETING FOR AUTO DEALERS
Discover ways to reach out and communicate more effectively with the Hispanic population.
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LIVE, CAMERA, ACTION!
NIADA TV and CBS partner to host their first live webcast and answer consumer’s car buying questions.
USED CAR DEALER MAGAZINE
MARCH 2008
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Dealer Education
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Selling Point
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Make sure to keep your website content fresh and up-to-date with a simple to implement online newsroom.
Driving Traffic
As competition from the franchise market grows, use new technology resources while establishing partnerships within the industry.
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Shifting Gears
It’s very simple – just learn two new tasks and sell more cars!
Automatic Overdrive
When you are faced with an empty chair in your F & I Department, who do you turn to? Take a look at permanent reasons to hire temporary help.
Car Talk
Are you considering a Global Positioning System as an option for your customers? Learn what GPS technology is best for your dealership and what choices you have.
READ US ONLINE AT
www.usedcardealermagazine.com
click on ads to link directly to their website.
Nervous when speaking in front of a group? Learn these 5 rules to gain confidence and win over your audience. Learn marketing strategies to reel in more customers and increase sales.
Industry Inside
Drive more qualified car buyers to your dealership by taking advantage of all the benefits of internet marketing.
Keep up-to-date with NIADA’s General Council Keith Whann as he informs us of the latest legal and legislative regulations and how we’ll be impacted.
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THE MAGIC OF CUSTOMER ATTRACTION – PART I
Get more customers financed and in the driver’s seat with a new tool to realistically measure how much money can safely be advanced.
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NIADA needs to reach you in much the same way you need to market your business.
DEPARTMENTS
The Car Counselor
The Car Counselor, also known as NIADA General Counsel Keith Whann, answers some of the toughest questions facing dealers today. Send him a question at carcounselor@niada.com.
IN EACH ISSUE 6
FRONTLINE
• In the Spotlight - meet economist Art Spinella • Our industry loses another friend and colleague • Citizen of the Year is Honored • CarMax names most popular vehicle features • Auction ACCESS card is now offered • Finance Express adds Barnett Finance • Alexis Jacobs Receives Award at NADA Conference
• Survey participant winners USED CAR DEALER WANTS TO HEAR FROM YOU. TELL US WHAT YOU THINK! Used Car Dealer encourages its readers to send comments, opinions and suggestions about the publication for reprint. Letters can by e-mailed to editor@niada.com. Include your full name, address and phone number. We are unable to publish all letters and may edit letters for length and clarity. This is a great opportunity to hear back from our readers on what they thought about the articles and what topics they would like to see covered in future issues.
www.usedcardealermagazine.com
A DIVISION OF NIADA SERVICES, INC.
NIADA SERVICES BOARD MEMBERS 2007-2008 Tim Swift Chairman
Chris Martin Vice-Chairman
Michael R. Linn President
Mike Cunningham Secretary/Treasurer
Board Members
Corry Auto Dealers Exchange 12141 Rt. 6, PO Box 317 Corry, PA 16407 (814) 664-7721 E-Z Auto, Inc. PO Box 35808 Fayetteville, NC 28303 (910) 868-3000 NIADA Services, Inc. 2521 Brown Blvd Arlington, TX 76006 (817) 640-3838 Payless Cars & Trucks 909 East 22nd Street Tucson, AZ 85713 (520) 624-3344 Roger Hanke Anthony Underwood Vickie Hoover-Price
NIADA EXECUTIVE COMMITTEE 2007-2008 Chairman President President-Elect Exec. Vice President/CEO Senior Vice President Region I Vice President Region II Vice President Region III Vice President Region IV Vice President Secretary Treasurer
Randle Smith Sandra Moss Tim Swift Michael R. Linn Ralph Simms Bob Fahey Anthony Underwood Don Fincher Bill Heald Chris Martin Charles Teel
USED CAR DEALER MAGAZINE Publisher Editor/Associate Publisher Advertising Sales Manager Production Manager Graphic Artist Printing
Michael R. Linn Jena Barton Chase Tidwell Christy Haynes David Sommer Publishers Press
Used Car Dealer (ISSN 0279425X) is published monthly with one additional special issue, Used Car Industry Report, that is published in May by the National Independent Automobile Dealers Association Services Corporation, 2521 Brown Blvd., Arlington, TX 76006-5203; phone (817) 640-3838. Annual subscription rates for NIADA members: $8 per year. Non-member subscriptions $80 per year. Periodicals postage paid at Arlington, TX, and at additional offices. POSTMASTER: Send address changes to Used Car Dealer, 2521 Brown Blvd., Arlington, TX 76006-5203. The statements and opinions expressed herein are those of the individual authors and do not necessarily represent the views of Used Car Dealer or the National Independent Automobile Dealers Association. Likewise, the appearance of advertisers, or their identification as member of NIADA, does not constitute an endorsement of the products or services featured. CopyrightŠ 2008 by NIADA Services, Inc. All rights reserved.
www.usedcardealermagazine.com
USED CAR DEALER MAGAZINE
MARCH 2008
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FRONTLINE IN THE SPOTLIGHT What is going on with our economy and how will it affect the used car dealer? NIADA is pleased to announce the addition of economist Art Spinella to our regular columnists.
Mr. Spinella, President of CNW Marketing spent over 20 years as a newspaper and magazine editor and learned the market research craft from J. D. Power, founder of the company which bares his name. His resume is too long to detail here, but those in the know consider it to be extremely impressive. If you’re like most Americans today, you are not only thinking a great deal about the economy, you are also concerned about it and its affect on our industry. Mr. Spinella’s debut article will appear in next month’s issue (April 2008) and will be known as Used Car Dealer Magazine’s monthly column “NIADA Economic Outlook”.
Congratulations to the following winners who participated in the NIADA Membership Survey!
S COT T E A K I N S What A Deal Motors Inc. 1518 S Dixon Rd Kokomo, IN 46902 (Winner of a Standardized Dealer Accounting CD)
PA U L G E I S S L E R
(Winner of a NADA Official Used Car Guide Subscription) USED CAR DEALER MAGAZINE
FINANCE EXPRESS ADDS BARNETT FINANCE TO THE FEX LENDER PLATFORM
Finance Express, an NIADA’s Preferred Provider, which operates the first online auto finance platform specifically designed for the independent automotive used car dealer, has added Barnett Finance to the Finance Express lender platform. Barnett Finance currently serves North Carolina and Virginia, with plans to expand to other states in the near future. “Barnett’s focus on the local subprime market, and dedication to working closely with dealers brings great value to the Finance Express platform,” states David Huber, President of Finance Express. “Our staff is experienced in all levels of dealership operations. We understand the needs of dealers and do what it takes to create profitable solutions,” comments Tom Ellyett, Vice President of Barnett Finance. “Our personal service is unsurpassed, as we pride ourselves with lightning fast call backs and funding times.” About Finance Express Finance Express is the leading provider of online services and web-based technology for the independent dealer market, including a comprehensive dealer management system with functions such as dealer inventory management, credit application processing, contracting, links to lending sources, buy here pay here loan servicing and accounting systems integration. The comprehensive program provides dealers online access to an end-to-end solution that provides a safe and secure environment for participating lenders. More information can be obtained at www.financeexpress.com. About Barnett Finance Barnett Finance Company Incorporated began its journey in 1994 as a finance company for a related dealership. Today, Barnett is one of the regions fastest growing originators of Indirect Sub-prime auto loans. We are committed to providing unsurpassed dealer service. Barnett’s tiered program structure enables dealers to sell more cars with higher profits. While other lenders give you turndowns, Barnett gives you options. For more information, visit www.barnettfinance.com.
CarMax NAMES MOST POPULAR VEHICLE FEATURES RICHMOND, Va. — A recent report from CarMax listed the top 10 most popular features vehicle shoppers research on the company's site. According to CarMax, leather seats were the most researched feature by consumers. Navigation systems were next on the list. CarMax's new capability to rank these top features became available when its website's recently expanded search capability to include such options. "People told us that generally they know the options that are important to them, but often don't know which vehicle makes and models offer them," said Ann Yauger, director of CarMax.com. "Now that people are able to search by feature, it's interesting to see what they are looking for most frequently." "People want new technologies and we see that reflected with navigation systems ranking higher than ABS brakes and cruise control," Yauger added.
The complete top 10 is as follows. 1. 2. 3. 4. 5.
Leather seats Navigation system Sunroof Third-row seat Seat heaters
6. 7. 8. 9. 10.
ABS brakes Cruise control Manual transmission TV/DVD Power seats
The site was updated in December to allow searches based such factors as price, mileage, features and options, even if no make or model is specified.
ANOTHER FRIEND AND COLLEAGUE IS LOST
Wheel City Motors 420 Cambell St Rapid City, SD 57701
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By Jena Barton
MARCH 2008
NIADA is sad to announce that FIADA Past President, Honorary Life Director and Quality Dealer, Larry Noegel passed away February 12, 2008 in Jacksonville, Florida. Larry, President of Noegel’s Auto Sales, was a second generation independent dealer and a long time member of FIADA. His father, Stanley Noegel, originally opened Noegel’s Auto sales in 1947. Larry joined his father as a salesman in 1970 and eventually bought the business from him in 1985. During his career, Larry has often credited his success as a car dealer to his participation in FIADA. An example of his success is Noegel’s Auto Sales celebrating its 60th Anniversary this year. www.usedcardealermagazine.com
NEW AUCTIONACCESS!
CARD GIVES DEALERS MORE BUYING POWER, SECURITY, AND CONTROL
As car dealers cast an ever-wider net in search of the right mix of vehicles to buy and sell, the new release of AuctionACCESS makes doing business simpler. AuctionACCESS helps dealers and their authorized representatives by streamlining registration at more than 180 wholesale auctions and online channels in North America. It’s now easier than ever to register at multiple auctions, maintain accurate records, and prevent wholesale auction access by curbstoners. “Ten years ago, a typical dealer got most of his vehicles at a single auction,” says Chuck Redden, President of AutoTec!, LLC, the company that developed AuctionACCESS. “Today, that same guy may do business with eight competing auctions and online channels to get the inventory he needs. With the latest version of AuctionACCESS, he can identify himself at all those participating auction locations with one card – that reduces the paperwork needed to process his registration.” Increased security is another important benefit to AuctionACCESS. Dealers can now check their registration status online before an auction visit, to resolve issues quickly and easily. Adding or deleting authorized representatives can be handled online as well, so auctions always know who’s allowed to buy or sell on a dealer’s behalf. And, at the auction, the ease of checking professional documentation, such as dealer licenses, means AuctionACCESS effectively blocks non-dealers from getting in. The result is a more-secure buying and selling environment. To maintain a high level of dealer service and prevent unauthorized access, AuctionACCESS will phase in an annual membership fee from March 15 to July 31, 2008. The re-enrollment fee for current cardholders is $40 per person for reps and $100 for dealerships. The fee for new members is $60 per person for reps and $150 for dealerships. With this fee comes simplified registration at more than 180 auctions and online wholesale channels, including ADESA and ADESA LiveBlock, Auction Broadcast Company, Auction Pipeline, BSC America, IndependentAuctions.com, Manheim and Manheim Simulcast, ove.com, and ServNet Auctions. “We’re really excited about rolling out even more benefits for our enrolled members,” Redden says. “Discounts, identity theft protection, travel accident insurance – AuctionACCESS is going all-out to serve dealers.” The new AuctionACCESS card will be phased in from March 31 to July 31, 2008.
COMPANY INFORMATION: AuctionACCESS was developed by AutoTec, LLC, a privately held company based in Birmingham, AL. AutoTec provides e-business solutions to the automotive remarketing industry. AuctionACCESS is the industry standard for managing access to wholesale auto auctions. It is currently used by more than 180 wholesale auto auctions across North America, with further expansion into 70 countries around the world. CONTACT INFORMATION: For more information, visit www.auctionaccess.com/media or contact: Richard Warner or Johna Youlio What’s Up Interactive Press Services Phone: 888-WHATSUP, ext. 8900 or (770) 671-0200 Email inquiries: mediainfo@autotec.com www.usedcardealermagazine.com
CITIZEN OF THE YEAR Keith Hagler, one of NIADA’s Foundation Trustees, was named the 2007Citizen of the Year by the Taylor Chamber of Commerce. Hagler, owner of Hagler Affiliates, which operates Taylor Tire Center and Taylor Auto Credit among other companies, was singled out for his contributions to the community and for being a “heck of a nice guy,” Johnnie Mikeska, President of the Taylor Rotary Club, said. The club coordinates nominations for the award each year. Hagler is involved in a number of community activities, serving on the Board of Directors for the Taylor Family YMCA and Temple College at Taylor Foundation, among others. He also is a past president of the Taylor Lions Club and a deacon at First Baptist Church.
HONORED: Keith Hagler was named the 2007 Citizen of the Year, accepting his award from Taylor Rotary Club President Johnnie Mikeska. photo by David King.
ALEXIS JACOBS RECEIVES AWARD AT NADA CONVENTION This year at the NADA convention in San Francisco, the Manheim Automotive Woman of the Year Award was renamed in honor of Barbara Cox Anthony, the late longtime owner of Manheim's parent company, Cox Enterprises, Inc. Alexis Jacobs, longtime owner of Columbus Fair Auto Auction in Columbus, Ohio was given the award at the Northwood University Dealer Education Awards breakfast at the convention. The annual award was created four years AUTOMOTIVE ago to honor women who have been leaders in WOMAN OF their profession and have contributed to THE YEAR Alexis Jacobs, Columbus improving the automotive industry. Fair Auto Auction in Ms. Jacobs has been recognized several Columbus, Ohio times as one of the top female business owners in central Ohio. Under her leadership, the auction has become a full-service facility with a complete mechanical shop, on-site body shop, state-of-the-art reconditioning center and on-site transportation services. A supporter of both NADA and NIADA, Alexis was also the second woman president of NAAA in 1996, and served for five years as Chair of the association's legislative committee. Alexis Jacobs is a strong believer in being involved and giving back to the community. She is a member of the board of both the Ohio State University Foundation and Children's Hospital, and a former board member of the Salesian Boys & Girls Club. She supports the Dave Thomas Adoption Foundation's Wendy's 3 Tour Challenge and a variety of other fundraising foundations. She is an honorary Charity Newsie and a contributor to both the Franklin Park Conservatory and the Columbus College of Art and Design. Her contribution to the community and business earns her the designation as a pioneer and part of the growing number of superlative women in the remarketing industry. USED CAR DEALER MAGAZINE
MARCH 2008
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NIADA MESSAGE
Marketing Your Business: Do You Really Need Too? By Michael Linn Executive Vice President and CEO of NIADA and president of NIADA Services, Inc., Publisher of Used Car Dealer Magazine.
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hould we market to and communicate with our customers? In a time when email is the overwhelming communication style of choice, many of us have found ourselves buried alive in a constant stream of email. Why does everyone feel compelled to keep us in the loop? How did so many people and businesses get my email address? As a result of the ability to freely send an infinite number of emails, we the reader now bear the burden, and many times feel inundated with unwanted messages. What do we do to decrease this never ending transmission which has earned the dreaded term ‘spam’? Do we immediately refuse to give out our address which we once were anxious to share? Do we assume that if we include our email address along with any other information we share, such as physical address and or phone number, that it will automatically be given or sold to countless others who will in turn flood our inbox with unwanted messages? These are realistic concerns and NIADA recognizes and respects these concerns. We do, however, feel it’s very important to point out the upside of sharing your email address with us. As the voice of the used motor vehicle industry and representing over 20,000 independent automobile dealers, we at NIADA strive
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to offer solutions and provide education to help our members operate more successful businesses. In order to accomplish our goals and convey our messages, we need to be able to reach and communicate with all of our members on a timely basis - just like you need to do the same with your customers. Bottom line – we ne ed your email address to carry out our mission and deliver to you certain benefits of membership! Along with the array of member benefits you currently receive, one of which you are reading at this very moment, NIADA offers its members weekly e-newsletters covering a wide variety of information extremely valuable to our dealers. We want you to receive all of your member benefits and be able to keep abreast of current news within our industry, but we cannot offer this information if we cannot reach you. Please know that NIADA does NOT sell member email addresses for any purpose. The contact information we ask for is used solely for the purpose of our communication with you. In this special marketing issue of Used Car Dealer Magazine, a variety of ideas and inspirations are offered to help you, the dealer, reach and communicate more effectively with your customers. Direct email is one of those excellent marketing ideas for businesses of all sizes! Connecting with your customers, after all, is key to profitable marketing and sales. In our case, connecting with our members is key to successful representation and education. We need to be able to accomplish our objective of helping each of you to reach your business goals. Below please find our schedule of current e-newsletters along with a brief description of their contents. These informative reports are only offered to our members and were developed with members’ needs in mind. We have listened to your requests and are following through with providing the necessary tools to help your business in every way possible. Again, we ask that you help us to help you. Call us at 800-682-3837 and share this information with us as well as keeping us updated on any other changes to your contact
information. NIADA, in return, will provide you with the most informative and up-to-date data concerning your industry.
NIADA.TV SPECIAL PROGRAMS OF THE MONTH: • Sent twice a month • Featuring Driving Business, Street Smart, LLR Update and Automotive Digest interviews
NIADA ASSOCIATION ENOTES: • Sent once a month • Includes an up-to-date 2 month calendar of events and a news report from NIADA.TV
NIADA.TV TIP OF THE WEEK: • Sent weekly • Selling tips from George Dans
NIADA CONVENTION UPDATES: • Coming soon • Convention updates highlighting speakers and events of interest
www.usedcardealermagazine.com
DEALER EDUCATION
Training, get out of your comfort zone; it doesn’t get any easier in a day. Now that we have established the fact that we all get nervous, the key is how to turn those nerves into adrenaline and get your confidence up. By Kelly O’Connell Kelly O’Connell is a successful advisor to managers, dealers, salespeople and manufacturers on how to achieve their goals. Contact the Kelly O’Connell Group at 1-888-587-7555 or go to www.kellyoconnellgroup.com
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ope it doesn’t get any easier in a day. I have spoken all over the planet to various sizes of groups and I always get the same question. Do you ever get nervous? Are you kidding me? Whenever you get up in front of a group of people there are always nerves. The key is how to turn your nerves into adrenaline and build your confidence. Remember you’re not alone. Do you know what the number one fear in life is? Yep, public speaking. Can you believe it? The number one fear in life is public speaking? Do you know what the number two fear is? Death. Yep, death. Now think about that for a second. Do you really know what that means? It means that most people would rather be in the casket than giving the eulogy. Do you want to get up and say a few words? No thanks, I think I will crawl in there with Bob. Now that we have established the fact that we all get nervous, the key is how to
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turn those nerves into adrenaline and get you are going to cover and how you want your confidence up. Here are some rules to to cover it and your confidence will pulling that off: skyrocket. You have your heart rate up Rule number 1. Breath. I have seen and now it’s time to just dance like there trainers that get up in front of a group and is no one watching! Your training sessions forget to breath deep. What breathing deep still won’t be perfect and never will be, but does for you is slow you down and allows they will be exciting and informative and the people you’re training to stay at the your salespeople will enjoy coming to them. same speed you are. If you don’t breathe Rule number 5. Have fun. There is when you speak, what happens is you nothing worse than sitting through a actually speed up and you will start to training meeting that could put a cup of sound like Latka off Taxi. Being at a good coffee to sleep. It’s ok to have fun up there pace throughout your training meetings because if you are having fun I promise allows what you’re saying to sink in and you your salespeople will have fun also. take effect. Anytime I have ever spoken in front of a Rule number 2. Get your heart rate group I always write three things down up. The way to turn your nerves into before I go on stage. Smile, laugh, and adrenaline is to get your heart rate up. Now have fun. Once you start to have fun in that doesn’t mean you have to be sweating your training, you will start to see that and out of breath when you get up there. your salespeople will start to buy in and What it means is that you will be more enjoy the meetings. Now when I say have confident because your body will already fun that doesn’t mean turn it into a be at a higher gear. In order to do this you circus. What I mean is enjoy yourself up can do jumping jacks or run up and down there and remember, it doesn’t get easier the stairs a few times. It might sound nuts in a day. but it’s the difference between doing a Pulling off a successful training class with enthusiasm and doing it like program takes more than just information a cadaver. for your salespeople, it takes changing the Rule number 3. Preparation. How culture of your company to ensure it’s many of you have been like me and ready to receive training. When you planned your training meeting on the way personally carry the weight of pulling it off to the boardroom? There is no room for on your shoulders, remember the top 5 winging it and hoping it is effective. When rules and I guarantee that you will be I say preparation I don’t mean 7 or 10 days more effective and your training will have of solid work for a 30 minute meeting. the impact you have been looking for. What I really mean is have the meeting laid The next meeting you do, follow the 5 out with what your main points are and rules and prepare in advance and watch the what questions you will ask. To become a difference. Please send me an email with successful trainer you should always say the how it went and any questions you might words out loud before you ever get up in have regarding the rules. front of any group. It will get your confidence up. Rule number 4. Who cares? I have Do you want to get up and say a few words? trained so many trainers over the years and the one common thing I always remind them of is the fact that you can’t mess up because your salespeople have no idea what you are supposed to say. When you get up there you know what
www.usedcardealermagazine.com
SELLING POINT
Where Do I Catch the Fish? By George Dans George Dans consults with dealers and key decision makers on how to fulfill their dealership vision of sales success and profitability. george@georgedans.com
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f you don’t go fish where the fish are, then how will you catch fish? Isn’t marketing the same way? Far often we spend too much money to bring in new prospects yet we don’t get that many to come in, do we? Something must be wrong. Have you ever thought about why your customers aren’t coming back? Yep, brand loyalty is gone, sort of like dinosaurs, extinct. Why is that? Well if you don’t follow up with your customers or aggressively market to them, I think your customers won’t market to you or follow up with you. Sorry, it’s hard truth. This business has changed so dramatically in the last few hours hasn’t it? Subprime became the word of the year. What does this mean for you or to your dealership? You have to react to change faster then your competitor or your competitor will put you out of business. It’s happening right now. Every dealership is in a battle to steal your customers right now. If you don’t protect them or guard them with ongoing marketing or follow up strategies, then I’m afraid you will soon be out of business and I mean profitable business. You didn’t get in this business for the long hours and short pay program did you? I didn’t think so. There are some easy to do strategies that will help you sell more cars in today’s selling arena. I would like to share those with you in this article. Real World Strategies The first place that you should spend your energy or resources is with your already existing customers. Every
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time you sell a car, that’s actually the beginning of the sale isn’t it? Most salespeople and dealerships are missing the boat or yacht on this one. We think oh well, they will remember us next time. How many deals have you lost with that old time thinking? A ton. I would start an email marketing plan as soon as you can or an instant message service or marketing plan to your customers that you have already sold a car to? George, have you lost your mind? Yes, years ago, but I still have some of it. Don’t most people read their emails everyday? Then how come you aren’t emailing them? Marketing is powerful but you have to market with what is working and right now the word conformity moves to the front of marketing. That means that you have to conform to what is working or what is in style today. Yes I know you can still wear leisure suits, but you will stick out and won’t fit in. But you say, well that’s me, I need my own look and I will do things my way. You can, but you are out of date. Don’t attempt to push the market or force people to do things your
Studies have shown for marketing to be effective, there has to be a repetitive nature to it. I’ve heard you have to at least market and advertise at least 21 times for your consumer to notice it and take action.
way. Conformity in marketing today is doing what is working and email marketing is so important. Start collecting email addresses, and once or twice a month start emailing your sold and your working customers. Keep your name in front of people who have already bought from you and those that haven’t bought from you, because someday they will buy, but the only question is from whom. Will it be you? Far too often we want to go fishing to a new spot, we buy all the gear, the boat, the bait, and we look for a new place to fish because we have new gear. Why not go back to the fishing place where you caught all the fish last time? Why not fish through your current data base of sold and unsold customers. Why not market to them with emails or at least do a newsletter. That way it’s personal and the newsletter will at least make it inside their house won’t it? How many times have you seen or have you thrown out marketing advertisements before they even get inside the home? If you personalize your mailings, or your newsletters, you will at least get in the door. That’s half the battle isn’t it? Couldn’t you just take out a pen or pencil, write up a rough newsletter, take a jpeg photo of yourself, write out 5 reasons why your customer should come back and buy from you. Take it to your local printer and say, “Can you make me a newsletter?” You don’t have to be computer fancy here. Get somebody to do it for you. Help is only a drive away, a phone call or an email. Repetition is the mother or learning – John Wooden UCLA Basketball Coach I think we can take that and rewrite it to, “Repetition is the mother of marketing” Studies have shown for marketing to be effective, there has to be a repetitive nature to it. I’ve heard you have to at least market and advertise at least 21 times for your consumer to notice it and take action. That’s why advertising in the newspaper is too expensive. Repetition is so important today due to the over exposure of media, plus your customers are finding ways to not pay attention to advertising. I can continued on page 60
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MONEY MATTERS
Finance Advance By Tom Cross Tom Cross is the president of Black Book, widely considered to be the most timely and accurate independent source of used vehicle information in the industry. After serving in various sales and marketing positions within the Ford Motor Company, Cross joined the Hearst Media family of publications in 2000.
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f you’ve read a newspaper or watched the television news during the past year, you’re aware that the real estate market has collapsed, taking the consumer credit industry down with it. Some customers of yours who were considered good credit risks a couple of years ago are finding it nearly impossible to qualify for any kind of loans today – even the high rate, collateral based ones that you could historically have gotten almost anyone approved for. Many used car dealers have been forced to increase their reliance on self financed deals and/or become a “buy here/pay here” store – nothing is worse than turning away a customer because you can’t get them financing. However, there are certain aspects of that business model, namely collections that are particularly problematic for dealers with little experience in this market. Getting customers financed, especially ones with borderline credit scores, often boils down to the vehicle’s “loan value”, which for decades has traditionally been a calculation of the current wholesale value minus repossession and remarketing costs. Using this formula, the customer would have to come up with a substantial down payment to cover the difference between the retail selling price and the loan value even before their credit worthiness and ability to pay was considered. Black Book took a fresh look at the lending process, and determined that the method which calculated how much a lending institution could advance on a particular vehicle was outdated and not truly representative of today’s market. After much research and editorial consideration, Black
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Book launched its Finance Advance value in the Fall of 2007. Put simply, Finance Advance is an exciting new market driven value that establishes the appropriate baseline value financial institutions should use for advancing funds. In many cases, this new market-driven value will allow the financial institutions you work with to extend additional monies to your customers, making their chosen vehicle more attainable, and will maximize your ability to close the sale. Both the used car industry and the consumer financial services industries have changed dramatically over the past several years. The automotive industry has seen substantial improvements in vehicle reconditioning standards, extended warranties, certified pre-owned vehicle programs, vehicle history reporting, and the overall quality of vehicles being produced today. In fact, by the time a vehicle makes it to the used car dealer’s front line for retail, its typical wholesale value routinely falls between Black Book’s “clean” and “extra clean” categories. That was not the case decades ago when the original calculation for “loan value” was developed.
The automotive industry has seen substantial improvements in vehicle reconditioning standards, extended warranties, certified pre-owned vehicle programs, vehicle history reporting, and the overall quality of vehicles being produced today.
The consumer financial services industry has evolved as well, and typically now considers several other factors besides the vehicle’s underlying wholesale value, such as an individual’s credit worthiness, the institution’s total at-risk portfolio, and the availability of increased access to upstream remarketing channels. All of these changes have combined to significantly increase the net amount that most financial institutions are willing to lend on a used vehicle purchase to a qualified customer. Of course, based on this, lending institutions can advance above or below the Finance Advance value based on their own risk parameters, but they will have confidence knowing their core number is an accurate reflection of today’s market. Let’s take a look at a real world scenario to see how using the Finance Advance value can help you close more deals. A customer comes in to buy a four year old domestic sedan. He has good credit and can afford a $1,000 down payment. After negotiations, he agrees to a sale price of $10,000. You paid $8,000 for the vehicle and spent $800 on reconditioning, so you’re into it for a total of $8,800. If the sale goes through, you stand to net $1,200. The Black Book Finance Advance value is $9,250, so the customer only needs to come up with $750 out of pocket, which is well within his $1000 limit. You make the sale, pocket $1,200, and the customer goes away happy. Now let’s look at what would have happened to this same deal using an old fashioned “loan value”. The wholesale value of the vehicle was $8,100, which would have put the loan value right around $7,700. That would have meant that the customer would have had to come up with a $2,300 down payment – which was $1,300 more than he had. Even if you had cut your profit to the bone, the deal would still have fallen apart. Not only does he go away unhappy, but he took your $1,200 profit with him! Finance Advance is not an inflated loan value, but is rather a realistic measure of how much money a lender can safely advance to a credit worthy customer on a front line ready car. When used accordingly, it will increase the lender’s bottom line, allow the dealer to close a higher percentage of deals, and put more credit worthy customers in the driver’s seat. If the lenders you work with are not yet using Finance Advance, contact Black Book today to set up a free trial.
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ost car dealers reach out to their communities or make donations on an ad hoc basis, whether around a significant holiday, time of year (tax time), or when a friend or employee makes a request. Others use community outreach as a form of advertising, leveraging donations or sponsorships to build awareness and drive traffic, they hope. Community involvement and giving, however, when it’s done right have only one benefactor: the community. It should never be confused with advertising or used as a publicity gimmick. To be effective, it should be strategically planned and consistent, and finally, it must become an intrinsic part of a car dealership’s culture.
WHY DO IT? If there is no direct payback (except perhaps a good feeling and goodwill among employees) to a dealership, then why give? Every car continued on page 18 USED CAR DEALER MAGAZINE
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dealership works within what is called a “Circle of Influence” – the area seven to ten miles around the dealership’s location. The majority of the dealership’s business, new and used vehicles, maintenance and service, comes from within that Circle. It forms the dealership’s community. By actively participating in that community, be it as small as sponsoring a Little League team or as big as creating a major event, the dealership benefits by ensuring their community thrives. After all, a thriving community translates into a thriving business. For example, APB supports their local food bank, which in 2007 served more than 2,400 individuals, double the number from 2006. Changes in the economy, the price of oil, political uncertainty, the mortgage crisis – all these factors have contributed to the challenges of many families trying to make ends meet. Most of these Don Rodman individuals have just come across hard times and need a little lift. Some even might be qualified prospects for employment who simply haven’t considered the automotive business before or crossed our paths. In addition, APB supports the Rodman Ride for Kids through board participation and actively working to help raise funds. Looking in our own backyards, rather than trying to solve national crises, employing locally, and giving back to our neighbors, will ultimately help the communities we live in, work in and do business in – our Circles of Influence – prospers.
glamorous, have a direct and significant impact on the community and can lead to any number of opportunities to help. That’s where Don Rodman, owner of Rodman Ford in Foxboro, Massachusetts decided to focus – on the local community. Early on, he integrated community involvement into his company’s culture, not as an advertising gimmick, but as part of his vision to help create a healthy community and give back to the area that gave so much to him. His approach can serve as a model for other dealers wishing to do the same – on whatever scale they are able to manage. Soon after Rodman opened his dealership in 1960, he discovered that something was missing. While he had a successful growing business, advertising seemed to be eating up a lot of cash and its effectiveness was tough if not impossible to track. Having been raised in the area and realizing his business relied on people within his Circle of Influence, he decided it was time to give back. Rodman decided to put 10% of his annual advertising budget into a community fund, the Foxboro Discretionary Fund, a fund dedicated to helping local residents in need. It made all the difference in the world, not only for Rodman, but in the years since to the thousands he has helped in his community.
THE BIGGEST MISTAKE IN MOST CHARITABLE GIVING IS THE DECISION TO GIVE TO THE PERSON, NOT THE CAUSE .
Doing It Right The biggest mistake in most charitable giving is the decision to give to the person, not the cause. Dealers must make a decision what cause is important to them and their community and find ways to support that cause whether a national issue like cancer or diabetes – highly visible and vital causes – or supporting those in need in the local community, a less visible and equally vital cause. Finding a way to help feed and clothe children and families or to provide alternatives to at-risk youth, while not
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Rodman riders gather at the start of the event.
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related social service agencies in Massachusetts, began. In its first year the event raised $30,000. In 2007, more than 300 corporate sponsors and more than 40 agencies raised over $4.6 million to support a broad variety of programs that serve children across the region. “I believe providing an incentive through matching funds not only helps motivate organizations to improve and accelerate their own fundraising efforts, but overall increase the amount of money raised and applied in the community,” Rodman explained. The Ride for Kids and its beneficiary agencies conduct fund raising year-round through corporate sponsorships, rider participation, and rider fund-raising, all culminating in the 25, 50 or 100-mile noncompetitive cycling tour each fall. Rodman Ford covers expenses for the event, which total approximately 5% of the budget, including a full-time and part-time staff person. In turn, the Ride for Kids matches each participating organization’s fund raising at a rate of 15% to 20%, ensuring that 115% of every donation goes directly to children’s services. Among the beneficiaries are: Big Brothers Big Sisters, which expanded their mentor outreach. Catholic Charities, which used funds to support an alternative high school to help youth earn their high school diplomas, and a teen center that provides a safe place for adolescents after school. The Key Program, which provides care 24-hours a day, helping at-risk youth and their families develop positive life skills and experiences by focusing on physical and mental wellness of children, providing food, Outward Bound courses, camps and enrichment classes. Rodman’s other community projects include supporting the Col. Daniel Marr Camp for the Boys & Girls Club of Boston (Dorchester), Massachusetts, which he has chaired for 20 years; annual Disney World trips for youth who meet specific goals at the Boys & Girls Club, and
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“Even when I spent a lot on advertising and had a ‘bad week’, I felt good because I knew that 10% was going to the community,” Rodman said. Rodman and his brother enlisted the aid of a local minister to distribute the money to families who needed a cushion. As his business grew, the fund grew into a well-established and significant source of aid in the community that today draws from many local sources for contributions. As the fund grew, Rodman embraced other projects that followed similar trajectories to success. In 1991 the first annual Rodman’s Ride for Kids, an umbrellamatching gift charity that raises funds for children’s
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Line of bikers.
115% OF EVERY DONATION GOES DIRECTLY TO CHILDREN’S SERVICES.
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inspired by his wife, the Theater for Kids which provides thousands of theater tickets for children from inner-city schools and social service agencies each year.
Lessons Learned According to Rodman, community outreach on any scale is all about reaching out, working hard, and pitching in. While Rodman prefers to help causes that fall through the cracks, he
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tries to spread his donations as widely as possible. Without fail, he always does his homework on everyone who asks for help to ensure their integrity, their ability to deliver, and that the funds will be used appropriately. He’s not afraid to ask others to help him and he’s not above pitching in himself. When the Patriots play in town, Rodman is across the street from Gillette Stadium at his Ford Dealership where he parks cars with other volunteers to raise money for the Ride for Kids. He regularly solicits help and participation from as many businesses and individuals as he can, successfully expanding his Circle of Influence and his
ability to make a difference. The golden rules he offers to dealers considering community outreach/giving? First, do everything with integrity. Without it the only outcome is failure, now and into the future. Second, love what you are doing and feel good about doing it. If you don’t, it’s not the right course. Whether supporting medical research, funding a school program or giving back to the community, it’s essential to remember why a dealership gets involved: to help others. The only immediate returns will be finding a cure or helping a neighborhood flourish. Perhaps someday an individual who
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was helped will remember how good it felt, come in and buy a car, join the business, or better yet, help someone else. It’s all about people helping people.
Richard F. Libin is president of APBAutomotive Profit Builders, Inc., a firm with more than 40 years experience working with both sales and service on customer satisfaction and maximizing gross profits through personnel development and technology. He is at rlibin@apb.cc or 508-626-9200.
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ith the advent of Web 2.0, the online experience where users increasingly interact, respond and connect with each other, today’s online consumers are looking for even more from their shopping experience. Used-vehicle shoppers want to find people who have owned the vehicle they are considering purchasing, read what experiences they have had with that vehicle and find out if they would recommend ownership to others. They want to see photos and videos of their future vehicle in action and see what parts and accessories are available. Subsequently, vehicle owners also want to share their experiences by providing reviews, recommendations and offering tips on parts and accessories to others interested in the same vehicle. They also want to be able to connect with each other to solve issues, find out what works and what doesn’t and to come up with new ideas for customization and general maintenance. The Internet provides a way for consumers in the research phase to find these first-hand accounts of information to help them in the decision-making process when buying a big ticket item such as a used vehicle. Retailers are responding by incorporating new elements into their websites. In fact, Gartner research reports that 47% of respondents in a 2007 survey say they will integrate Web 2.0 features into their websites in 2008 to increase customer satisfaction and meet expectations. 33% of those respondents say one of the Web 2.0 features will include customer reviews. A dealer website may not be the ideal location to host an interactive, consumer-driven experience. Negative comments, competitor information and the time investment needed to monitor and respond to online communities may not be cost-effective for individual or group dealerships. The value of third-party sites, such as eBay Motors, is by providing a resource and complementary sales channel to drive leads as well as sales to dealerships. These sites are continually evolving to meet the demands of connected consumers by investing in the infrastructure and technology necessary to keep pace with the well-informed online shopper who wants a one-stop automotive shopping experience. Websites dedicated to selling all things automotive are quick to implement the latest consumer-generated features, and consumers are embracing the changes by adding detailed reviews and photos and joining together continued on page 24
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to discuss common interests in the vehicles they love. Websites that allow consumers to interact, respond and offer opinions have the advantage over standard, static websites that don’t allow consumers to have a say. For example, eBay Motors recently launched a new version of the eBay Motors site and is currently available. The new site offers additional research and pricing tools, in conjunction with an expanded list of buyer services so consumers can become educated and comfortable before a purchase. Rather than searching through completed listings to find out what a particular make and model or part has sold for in the past, eBay Motors new search results now provide that information at the top of the screen. Since a vehicle is sold on the site every minute, the pricing information for sold vehicles continues to become a bellwether for the used vehicle market. In addition, the site now houses used car values from Kelley Blue Book so consumers do not need to leave the site to find out alternative price comparisons. Enthusiasts now have an easy way to gather together over shared interests. The new version of the site has a collector car icon and easy-to-find, dedicated areas for specific vehicle models and even areas for motorcycles,
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boats and other vehicles. Another tab provides easy access for those looking specifically for parts and accessories. Additionally, eBay Neighborhoods, a collection of communities with a focus on a specific topic on the eBay site where users connect with each other to share common interests is available. The neighborhoods have been created around specific topics, including BMW, Chevrolet, motorcycles and Mustangs. Users also can upload photos and use maps to visualize the connections between users and their interests. Word-of-mouth has been important for retailers but now spreading the word virally online is another consideration that retailers need to be aware of and need to track. Online consumers are completely changing the retail process by demanding input and feedback while shopping. While an auto dealer has a website, a dealership and advertising campaigns where the brand needs to remain consistent, consumers are talking with one another about their experiences on other online sites where dealers have little to no control over what is being said. According to J.D. Power and Associates 2007 Used Autoshopper.com Study, the proportion of used-vehicle buyers who used the Internet for shopping and ultimately found the vehicle they purchased is 10 percentage points continued on page 26
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greater than those who used the traditional means of visiting dealer lots. Consumers are using technology in their everyday lives, from computers to mobile phones with Web browsing to gadgets of every type. With this technology, people are able to take pictures and add comments to a website regardless of their location. At the same time, the Pew Internet and American Life Research Project found that 83 percent of online Americans use the Internet to find information on their hobbies, and 29 percent do so on a typical day putting hobbies on par with popular Internet activities such as shopping, surfing the Web for fun and finding news. Gartner research has explored this shift in shopping and calls it “the consumerization of retail” where increasingly, the consumer is in the driver’s seat. To alleviate some of the necessary brand-building online, third-party sites offer a viable path for dealers to interact with consumers and maintain brand consistency. Original equipment manufacturers also are responding to the movement of consumers who rely on the Internet for research and connecting with others. General Motors and Chrysler both have more than one blog, and all automakers are increasing advertising online. Accordingly, TNS Media
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Intelligence reports that automakers and their local dealers have increased internet advertising spending from $175 million in 2002 to $739 million in 2008, and those numbers do not include search engine marketing (SEM) budgets. Incorporating consumer feedback also is a top priority when redesigning a website. To that end, eBay Motors has been testing its new site, gathering feedback from users and implementing various requested changes to create the best possible user experience. By providing a shopping experience that consumers are expecting, eBay Motors looks to drive additional traffic to its site - beyond the current 13 million unique visitors a month - and ultimately your dealership. Today’s automotive consumers are increasingly online and looking for reviews, data and research from multiple sources and want it all available on their terms in the most convenient way possible. As they become accustomed to Web 2.0 sites, shoppers look for features that allow them to react to, alter and aggregate specific information to match their interests. The increasing demand for a convenient and efficient automotive shopping experience online drives the marketplace and ultimately where the consumer chooses to spend his or her time and money. As a dealer, and really for a retailer, it is important to be ahead of consumer demand to
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B y Tr a v i s M i l l e r and Jimmy Vee
This special report provides usable ideas for collecting information and how to use that information to increase your sales and profits. To get your free copy visit www.RichDealers.com
avid Copperfield is the consummate showman. He dazzles his audiences night after night with the illusion of magic— the promise of something grand, something unbelievable, something beyond our ability. But don't be fooled. Copperfield freely admits that what he does is not magic but illusion. Illusion so well orchestrated and preformed that it looks like real magic. The important thing for you to know is that when it comes to successfully growing your dealership there is no such thing as magic. There is only strategy and action. The great master of illusion knows this as well and that is why he employs some pretty potent marketing magic to go along with his show. Copperfield grosses an estimated 57 million dollars per year and his popularity has sustained for decades. How can someone continue to the sell the same thing year after year and still be so popular and in demand? How can he still pull such large profit from his business? In this two part series, we will reveal some of what we believe are Copperfield's best kept marketing secrets and expose them for you, so you can steal his best business building secrets and continued on page 30
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implement them in your business and achieve magical results in short order. So without further a 'do here are the seven secrets behind the magic of customer attraction: 1. It's a Show People love to be entertained, but most shopping experiences are frustrating and forgettable. Copperfield knows that the show is everything. He doesn't think for one second that people are coming just to watch some parlor tricks. You can see magicians anywhere. Heck, you can hire one to come to your house for pennies. So why would anyone pay $60+ to see Copperfield do magic? Because they are guaranteed a show. They know they will get a spectacle, not just some dorky kid in blue jeans pulling a rabbit out of his hat. Your customers are paying for more than just your product or service—they are buying the experience. And the better the experience, the more they will pay. Think about your customer experience. Do you have a pre-set, pre-tested, controlled experience that every customer goes through? This ensures that each customer gets the same experience which allows you to test and refine your sales process. We can guarantee you that Copperfield has everything you will experience under his exacting control. He knows where he wants you, what he wants you to see, how he wants you to feel, what he wants you to believe, and makes sure that the show is not disrupted or detracted from for any reason. Have you ever looked behind a stage curtain? Any stage. Generally what you find is an ugly mess. No glamour and not much wow factor. Well, quite often your business is run with the curtain drawn back for all your customers to see your ugly, disorganized mess. This is the opposite of what you want them to see. You want to create the show and make sure every customer sees the same show and that they don't go back stage. That's for employees only. 2. Prepare Copperfield is a natural on stage. He 30
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should be; he's been doing magic since he was 12. But he's constantly creating and performing new tricks. So how does he reinvent his whole show and still make it look seamless? The answer is preparation. You don't think it's the first time he's doing the trick when you see him perform it live on stage do you? Of course not. He spends several months and sometimes longer to perfect a single effect. Why go through all the trouble? Because he wants the experience to be amazing and he knows it's not about objects changing places or a girl who magically appears on the other side of the room. It's all about the showmanship surrounding the tricks and getting that right takes time. That's the hard work that makes the job look easy. Here's the crazy thing. Most business people don't spend an hour a month preparing for their business success. So how can they expect to have a winner on their hands if they don't put in the necessary prep time? Of course, Copperfield spends time working on the actual mechanics of the trick, but he spends more time actually creating a show around the trick and on the promotion of the show itself. He knows that if there aren't any butts in the seats to watch the show, the magic isn't going to be all that impressive. So how about you? How much time do you spend working on your show and promotion? If you're like most dealers we've consulted with, it's not much. But it's something you need to start working on immediately. Take some time every week to think about your business, your show, your experience, your marketing and promotion. Then take some action every week to control it and put systems into place that make it rock solid. Copperfield is more successful not because of what he does on the stage but because of what he does off stage when the audience is out of sight. 3. The Realty Is What You Create You need to know that people's perceptions are fickle and controllable. How you will be received is determined before a continued on page 32 www.usedcardealermagazine.com
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Anticipation is the better part of consumption. This statement is true because the illusion that someone creates in their mind before they experience your business is more powerful than the reality of what that experience will be. continued from page 31
customer ever steps foot on your lot. How? Through your story, that's how. You see, people believe what they want to be true. And if they have been programmed to think and believe one thing, it is very hard to get them to change that
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belief even if the experience doesn't fully live up to the expectation. Here's another way to say it. Anticipation is the better part of consumption. This statement is true because the illusion that someone creates in their mind before they experience your business is
more powerful than the reality of what that experience will be. If your positioning, story and marketing are good enough on the front-end your customer will try to make that experience match his or her preprogrammed mental picture. People do this because they don't like change and they don't like uncertainty. So by defining it ahead of time they don't have to feel so vulnerable and naked going in. Copperfield understands this fact of human nature and uses it to his advantage. He knows left up to someone's own cognition the picture they create in their mind's eye will most likely be boring, unimaginative and negative. So Copperfield seizes the opportunity and makes sure he plants the seeds of the forest he wants to have fully grown by the time he begins his relationship with them. Once the forest is all grown in they can't see it for the trees and the Copperfield experience is just how David planned it to be. Using this technique he also is able to harnesses the power of world-of-mouth
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advertising and use it to his advantage. He has an army of unpaid sales people who are pre-programmed to use the exact selling phrases and language he wants them to. This can help you create a group of people who are pre-disposed and premotivated to do business with you before you ever have a chance to meet them. Your sales cycles will be shorter and your closing ratio will be higher. We’ll that’s it for now friends. Use these 3 magical secrets until next time when we’ll divulge 4 more secrets to customer attraction inspired by Copperfield. Stay tuned for that. Until then, you can learn more on this topic from our FREE Special Automotive Business Advisory for Used Car Dealers and Managers, a 32-page industry bulletin titled, How To Uncover The Hidden Wealth Buried In Your Used Car Dealership. This special report provides usable ideas for increasing your sales and profits. To get your free copy visit www.RichDealers.com.
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Bilingual English-Spanish search engine marketing allows automobile dealers to generate more leads and
SELL MORE CARS by connecting with buyers in two languages .
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f you’re in the automobile business you’ve no doubt seen or heard the numbers – as many as 90% of car buyers consult a search engine in their buying process. It’s no wonder that some form of search engine marketing is
practiced by many US automobile dealers. However, in much of the country today,
search engine marketing (SEM) in English alone may increasingly be considered an outdated practice. Approximately 1 in 7 people in the US are Hispanic, and in some metropolitan areas Hispanics equal or outnumber non-Hispanics. Not all Hispanics prefer online information in Spanish, though a significant percentage does. And since few auto dealerships can be economically viable targeting Spanish speaking customers alone, so-called Hispanic internet marketing in the US today might be better thought of as ‘bilingual English-Spanish search engine marketing’. In this pursuit, a primary objective is to make language largely irrelevant between Spanish and English dominant car buyers. INTERNET MARKETING DEFINED There’s no need to get bogged down in all the specialized jargon and buzzwords associated with search engine marketing. To keep things as simple as possible, remember that the primary goal is to have your organization brought to the attention of prospective customers in an advantaged way in connection with strategically important keywords and phrases entered into a search engine. Note that this just-in-time marketing paradigm breaks sharply with traditional marketing of the past. Search engine marketing instead values presenting prospective customers with a message only when it’s most relevant – when they’ve entered a keyword or phrase in a search engine that suggests they may have an interest in your product – cars, trucks, vans, SUVs, and the like. While many automobile dealers have adopted the use of pay-per-click advertising, restricting search engine marketing to pay-per-click promotion alone is unlikely to effectively distinguish one dealer from another since everyone does it and for the most part bid on pretty much the same keywords. A more comprehensive online marketing approach is recommended for auto dealers interested in more than further inflating Google’s price to earnings ratio. For dealerships interested in developing a sustainable online marketing advantage in English and Spanish, consider a bilingual search engine marketing program that includes the following components: 1) Keyword Research A prerequisite for successful search engine marketing is knowing which keywords and phrases search engine users are searching on, which are competitively smart choices, and then ultimately which keywords and phrases to target. For bilingual SEM it’s necessary to develop keyword lists in English and Spanish. Be aware that the Spanish language list won’t be just a straight translation of the list in English (or vice versa). The research tools are available to help identify just which words searchers are looking for in each language. Therefore it’s recommended to develop the English and Spanish keyword lists independently. Keep in mind that some target keywords in English won’t necessarily translate. A target phrase such as ‘Chicago Honda Accord’ for example doesn’t need to be translated. Rather it’s the language context that accompanies the target phrase that will need to conform to one or the other language. www.usedcardealermagazine.com
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2) Translated Website/Mini-Website To engage online promotion in Spanish it’s necessary to have a Spanish language website. In a perfect world the Spanish site would be equivalent to the existing English site. In the real world something less might be sufficient, at least as an initial pragmatic step. To add a Spanish website presence, consider translating and creating a subset of an existing English language site. Something under 20 pages of the core site may be an acceptable start. Auto dealership websites typically contain lots of pictures and for good reason. Pictures help sell cars. However, search engine have no eyes. Search engines most importantly recognize text and make determinations based on viewable content. Inclusion of keyword-rich text on web pages is essential to improve search visibility. Dynamically generated automobile inventory pages typically don’t contain much text. A reasonable compromise may be to omit translating such pages. Be aware that tools that automatically translate web pages are notoriously uneven. Use of experienced human translators will produce the highest quality translation result. 3) News Releases Strategically crafted bilingual news releases featuring target keywords are one important tool to acquire near-immediate web ink in English and Spanish. There are no hard and fast rules to go about this though creating the news release in the primary language first is typically done. Once you’re satisfied with your completed news release in the primary language, have it translated with special attention to the secondary language keywords and phrases. Publishing each version of the news release online is the last step. There are numerous
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sites for posting news releases and a quick online search can identify these. Once published you may end up with multiple listings in the search engines for the same news release. Be sure to leverage your work and preserve its longevity by posting the news releases to your own site, both in English and Spanish. 4) Landing Pages While news releases published in online portals can provide almost immediate exposure, landing pages associated with your own website domain name are perhaps more likely to build search engine presence that lasts over time.
Bilingual EnglishSpanish search engine marketing is a proven path for acquiring competi tive advantage for auto dealers that do business in bi-cul tural, bi-language mar kets.
Think of landing pages as supporting the evolution of your existing site. Once the basic infrastructure pages of your website are in place, landing pages may represent a significant portion of its long-term growth by adding a few strategically chosen pages each month. continued on page 38
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Landing page development should track with the keyword list created in each language. Bilingual English-Spanish landing pages imply that a parallel secondary language web page is created for every primary language page. Translating the original language pages into the target language is mainly what’s required with conscious attention to the analogous parallel keywords or phrases. Make sure there’s a place reserved in your website’s structure for future landing pages. A flat structured site will make it easier for search engine robots to find and index the pages. Use of search engine compatible site maps will also accelerate indexing and search visibility. 5) Bilingual Blogs If you consider blogs to be a running diary of thoughts relevant to your field, maintaining a blog becomes no more complex than documenting some of your thinking in writing. It’s all fuel for search engines, and the more the better. Though there are various automated translation utilities for blogs, we still recommend doing it the old fashioned way. That is, each entry is translated by a skilled human translator. Generally the word count in a blog post is not that high so the cost is not prohibitive. Typically one might make a blog post in a primary language first, and then make the post in a secondary language a day or two later after the text is translated. There should naturally be a link on the blog to allow switching between English and Spanish. 6) PPC Advertising As mentioned before, many auto dealerships use pay-per-click advertising. It’s a useful tool, though perhaps utilized too heavily, often to the exclusion of other methods. Pay-per-click campaign settings allow directing ad display to those conducting searches in a designated language, whether Spanish or English. PPC 38
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advertisers may also report higher click through rates for Spanish language ads due to relatively lower levels of competition on Spanish language keywords. This fact alone might well serve as additional encouragement to try one’s hand at bilingual PPC advertising in English and Spanish. CLOSING Bilingual English-Spanish search engine marketing is a proven path for acquiring competitive advantage for auto dealers that do business in bi-cultural, bi-language markets. The prospects for success are high since the number of dealerships actively implementing comprehensive online promotional programs is still small. Strategically this represents a promotional gap in the marketplace. More importantly it’s an opportunity for auto dealers that recognize its significance in more than
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a theoretical way and take action. If your organization’s target market includes native speakers of English and/or Spanish, consider bilingual English-Spanish search engine marketing to generate more leads, sell more cars, and establish sustainable competitive advantage.
ABOUT THE AUTHOR Ron McCoy is the Director of Affinity Spanish Language Solutions. The company provides language based business solutions including bilingual English-Spanish search engine marketing services for automobile dealers. Mr. McCoy holds a Masters in Business Administration in marketing and finance from the University of Colorado at Boulder. Prior to his current role McCoy was VP of Marketing for a Colorado based technology company, recently acquired by Microsoft. He can be reached at ron.mccoy@affinityspanish.com.
(www.affinityspanish.com)
www.usedcardealermagazine.com
USED CAR DEALER MAGAZINE
MARCH 2008
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By Jena Barton Editor/Associate Publisher Used Car Dealer Magazine
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onsumers’ questions surrounding the car buying process were presented by radio show host Jerry Reynolds, also known as the “Car Guy”. Answers were eloquently furnished by “The Car Counselor” Keith Whann, NIADA’s general counsel. The car buying experience, which can often be very complicated, was simplified throughout the show. The questions ranged in complexity from the more simple “What does MSRP mean?” to the more in depth “Should I purchase an extended warranty?” Dealers also were able
to learn a great deal from the show, by becoming more aware of the most common concerns facing the car buyers of today. Mr. Whann’s comprehensive answers included: ❖ Steps to take to avoid being ‘taken’ ❖ Questions to ask the dealer during the F & I phase ❖ Differences in buying versus leasing a car ❖ Description and features of hybrids
❖ Certified used cars and warranty programs ❖ Definition of the VIN ❖ Advertising gimmicks and credit teasers ❖ Financing and other offerings ❖ What to do with a lemon ❖ Menu buying and waivers ❖ The difference between a sticker and an invoice price ❖ Buying a car on the Internet
❖ Arbitration and whether or not it is a good thing ❖ Making the car buying experience fun again The team of Whann and Reynolds created a dynamic duo with a smooth easy to follow flow of information interlaced with just enough humor to make two hours of questions and answers seem to fly by. According to Mike Linn, NIADA’s Executive Vice President/CEO, close to 500,000 people
logged in to view the webcast and 85% of those viewers stayed on until the end of the show. Mr. Whann, in an opening statement says “Car buying should be fun”. He proceeds to answer the questions in a way to clear up the confusion so apparent for many of today’s car buyers. “Consumers shouldn’t be intimidated, and if this puts some of the fun back into car buying, everybody wins”, he concluded.
TECH TALK
Start the Presses: Why Your Site Needs a Newsroom Now By Chris Finnegan Chris Finnegan is Director of Online Marketing for TruePresence, a national internet marketing firm.
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Ben Franklin famously observed that “fish and visitors stink after three days.” But if Mr. Franklin were here today, he’d probably add “ website content” to his list of short-term offenders. Stale content gives the impression of a stale business. If a customer arrives to see nothing has been updated in a month, a year, or more, he may assume that your company has been idle for the same amount of time. This is particularly important for car dealers. To convert business from your website, you must convince online car shoppers that the vehicles they see on your website are currently on your lot. A stale website suggests otherwise and can cause visitors to quickly move on. Fortunately there is a simple solution for keeping your site current: an online newsroom. An online newsroom brings with it two important benefits: it gives you an easy outlet to keep your content fresh, and it adds an element of “stickiness” to your site. Stickiness is a common word used to describe a site’s ability to retain visitors and compel them to return. When visitors know that your site is a destination for up-to-date, new information on your business and the
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auto industry in general, they’ll return to it again and again. But wait—my dealership doesn’t have any news! Yes, you do. Every dealer that succeeds does so through growth and change, no matter how small the growth or change may seem. A new hire, enhanced service area, a new financing option —anything new to you is news to customers. Well…what happens if nothing new happens for a while? Admittedly there’s not always going to be something new going on at your dealership. But there’s always something happening in the auto industry (think new trend reports, new statistics, news on manufacturers, etc.). Peruse the online and offline trade publications you read regularly, and post write-ups on the news you find most interesting. (Don’t forget to credit your sources when necessary!) Isn’t a newsroom a huge time commitment? Not if you have the right tools. Provided that your website is built on an easy-to-use content management system (CMS), adding new news content should take you only a matter of minutes. If you have the right tools in place, simply set aside 30-45 minutes every one to two weeks to research or write your content and then post it to your site. Mark it as an action item on your calendar to get yourself in the habit.
An easy-to-use CMS can be a huge benefit for a dealer, allowing you to easily update your online inventory (including photos and text), job postings and news posts in minutes and saving you a lot of time, hassle, and money in the long run.
One final note before we move on: if you find you’re unable to update your online newsroom at least once every two weeks on average, lose it. Outdated news is worse than no news. How do I get started? If you don’t have a CMS for your site (in other words—are you constantly calling up your web designer and asking him or her to change your site’s content for you?), talk to your webmaster or your internet marketing consultant about getting one. An easy-to-use CMS can be a huge benefit for a dealer, allowing you to easily update your online inventory (including photos and text), job postings and news posts in minutes and saving you a lot of time, hassle, and money in the long run. Any last steps before I “go live” with my newsroom? Take a look at your current newsroom and evaluate it using these questions: • Is it easy to find? A link to the newsroom—or at least a page within your newsroom (e.g. your latest press release or latest industry news item)— should be prominently displayed on your home page. • Is a password or registration required? If the answer is yes, remove that extra layer immediately. No one needs another password or user name to remember. • Is contact information front and center? It’s a dealer website rule of thumb: Make sure your name, email address, and phone number are prominently displayed throughout. • Is information indexed properly? Organize your newsroom content under intuitive categorical headings to make it easy for users to navigate, and always list items chronologically, starting with the newest item first. Keep your site fresh. Give your visitors a reason to return. Position your dealership as a knowledgeable auto industry resource. An online newsroom lets you do all three, and that’s good news indeed.
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DRIVING TRAFFIC
Technology, Resources are Key as Independent Dealers Face Growing Competition from Franchise Market By Lee Domingue Lee Domingue is the founder and CEO of AppOne, now a part of Wolters Kluwer Financial Services, the leading provider of regulatory compliance solutions to the indirect lending, banking, mortgage, insurance and securities markets. AppOne is a national provider of Internetbased risk mitigation and financial technology to banks, auto finance companies and independent auto dealers throughout the United States. For more information on AppOne, visit www.appone.net.
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ith auto sales slumping across the country, there is no doubt the past year has been a challenging one for those in the automotive industry. But while the credit crunch has caused some consumers to put off purchasing a new vehicle, others are turning to used cars instead as a more affordable option. This is creating an interesting competitive dynamic between the independent dealers who typically sell used vehicles and franchise dealers who are shifting their sales focus to the pre-owned vehicle market. Auto sales forecasts for 2008 have been pessimistic. In a recent interview with Reuters, Thomas Stallkamp, a former Chrysler president, predicted that auto sales in 2008 could fall to their lowest level in 15 years. While slow sales alone create competition between dealerships, the growing interest in used cars is making the competition more intense. A survey by automotive webssite Edmunds.com notes that online interest in used cars rose 24 percent% from 2006 to 2007. At first glance, this might appear to be good news for independent dealers who specialize in selling pre-owned cars, but the industry is starting to see more well-capitalized franchise dealers increase
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their used-car sales operations. Franchise dealers are holding on to traded vehicles and other inventory that would have typically been sold to independent dealers, making it harder for independents to find and obtain quality vehicles for their dealerships. For many independents, this is the first time they have viewed franchise dealers as their biggest competition. So how can independent dealers sustain their business and retain market share during this difficult time? The answer may ultimately reside in their ability to expand their financing sources in order to meet the needs of a variety of clientele. One of the main competitive advantages of franchise dealers is their ability to offer on-the-spot financing. Now that independent dealers are facing stronger competition from franchise dealers, they must look at ways to match the consumer benefits offered by the franchise market. This may seem like a challenging task, but there is some good news—the lending community is also taking notice of the growth potential in the used car market. While many banks and credit unions have traditionally provided financing options for franchise dealers who focus their sales on new cars, they are starting to pay more attention to independent auto dealerships as they explore strategies for growing their indirect lending business. However, on the heels of the mortgage meltdown, lenders know that conducting business with any third-party presents an increased level of credit and compliance risk. As lenders try to expand their lending portfolios, you can be sure they will be
diligent in ensuring that the dealers they do business with are in full compliance with state and federal regulations. Most independent dealers do not have the same financial, technological and staffing resources that the larger franchise dealers do to help them ensure compliance. That’s why now more than ever technology is a critical tool for independent dealers as they look for ways to work with lenders and secure a steady flow of financing options for their customers. Utilizing web-based technology that provides access to full credit spectrum financing and helps mitigate compliance risk is the most effective solution. Independent dealers who partner with aggregator platforms can gain instant access to a variety of lenders, allowing them to connect their customers with the loans that best fit their needs. A good platform provider also offers all of the compliant loan documents through its system, which means the loan process can be completed in a shorter period of time since all forms have been validated and meet state-specific laws governing auto lending. In addition, the use of technology eliminates errors associated with manual entry. Establishing partnerships within the industry and bringing in new technology may appear to be time-consuming activities for independent dealers who want to devote as much time as possible to what they do best—marketing and selling vehicles. But experienced and reliable platform providers make it easy for independent dealerships to incorporate technology into their everyday business. And these efforts will ultimately help independent dealers save time on administrative processes and compliance issues, allowing them to focus on their sales and revenue. Larger franchise dealers expanding their used car operations are a real threat to the independent dealer market, but in developing relationships with strong industry partners, independents can build their financial and technological resources to better serve their customers, sustain their business and ultimately overcome intense industry competition.
www.usedcardealermagazine.com
INDUSTRY INSIDE
What is the Purpose of Internet Advertising? By Chip Perry Chip Perry is president and chief executive officer of AutoTrader.com. He can be reached at chip.perry@autotrader.com.
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he Internet has certainly evolved since its inception in the late 1990s. But when it comes to online automotive classifieds, the medium can change and grow, but the basics of car selling remain the same. In the beginning, people talked about how eventually consumers would buy cars online. Today, less than 1% of cars are actually purchased online. People still buy cars from people. So, it begs the question, what is the purpose of internet advertising if people aren't buying cars online? Since, by and large, vehicle transactions do not take place on the Internet the purpose of being online is to reach ready-to-buy consumers. It is the same principle you use when buying other advertising media. You don’t expect, for example, that newspapers, TV or radio ads will actually “sell” vehicles. You expect your advertisements to compel people who see or hear your messages to visit your dealership, where you can then sell them a vehicle. The same is true of the Internet. You want to place compelling marketing messages in front of in-market car buyers—as many people as possible. Internet advertising is much more effective at doing that than traditional media because internet advertising is more targeted and affords greater space to spell out for consumers
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what you have to offer. In fact, the most convincing reason to be online is the medium provides a high return on investment, driven by the costeffectiveness of the advertising method, and its measurability and flexibility. Let’s look at the return on investment of traditional media compared to the Internet. When you place an ad, the cost per contact or cost per sale that results from those ads can vary greatly. For example, when you buy newspaper ads, your cost per sale may run you hundreds of dollars per car. In fact, since various industry studies show approximately half of a given year's car sales are not even influenced by advertising, the true effective cost per unit sold attributed to advertising is roughly twice the typically stated $300-400. However, when you place your entire inventory on an online automotive classifieds web site, this cost can be reduced to well under $100 per unit— which makes the online return on investment much greater than that of traditional media. You have more net profit per sale and you are still moving
When consumers are browsing online vehicle ads, it's important your listings stand out from all the others. Make each vehicle listing as exciting and information-packed as possible.
cars off your lot with this economically efficient model. Placing ads online is easy and the time you spend is more than returned to you, in the form of visitors to your online ads and hopefully, your lot. If you take a few minutes per vehicle to give your online listings a personal touch, you can generate significantly more prospects and sales than if you just shovel your inventory to a third party web site and then sit back to see what sticks. The personal touches that make a huge difference are photos, vehicle descriptions, comments about the vehicle, and text messages that act like online coupons in order to get the consumer to take action. Include copy like, “Print this page and bring it in for a $100 discount and a free oil change.” and “Call Joe for our SPECIAL INTERNET PRICE.” This may seem overly simplistic, but these basic techniques work and they help drive more qualified in-market car buyers to your dealership. When consumers are browsing online vehicle ads, it's important your listings stand out from all the others. Make each vehicle listing as exciting and information-packed as possible. You might think with the flood of information people can find online these days you shouldn’t inundate them with even more. But, internet car shoppers are information hungry people. Remember, “What you tell them is what you sell them!” The Internet continues to evolve and likewise, dealers continue to push the Internet envelope by trying new techniques to reach car shoppers. The Internet marketing tools at your fingertips include search engines and sites that reach local eyeballs, such as newspaper sites and auto classifieds sites. You should identify which of these tools you believe will be most effective at getting your name and inventory out to the right audience. Test the alternatives and then measure the effectiveness of being online versus being in the newspaper. You can measure return on investment, gross profit, cost per prospect or cost per car sold. Different dealers place value on different measurements, but the important thing is to act upon what you learn!
www.usedcardealermagazine.com
AUTOMATIC OVERDRIVE
Permanent Reasons for Temporary Services
Be Prepared to Achieve Compliance, Get Maximum Effort and Continue Processing Deals When a Vacancy Presents Itself
By John Fuhrman John Fuhrman is the CEO of www.igotmycar.com a customer acquisition site for dealers who want specific customer profiles. He is also a highly sought after automotive sales trainer and speaker for association meetings, Twenty groups and in dealership training. You can contact him at jfuhrman@igotmycar.com.
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ithout starting the chicken and egg argument, there is a department in many dealerships that is critical to its success. Yet, for some reason that importance is often overlooked. Some industry studies show that in many cases, this department can be the difference between getting by and massive success. I’m talking about F&I. When asked, most dealers would agree that solid F&I performance is critical to the entire operation of a dealership, especially in markets that are less than thrilling. Yet, those same dealers find themselves in losing situations all too often. If their F&I star is sick or on vacation, the dealer often settles for less than spectacular numbers. They justify it by telling themselves; it’s the price you pay to take care of your producing and loyal employees. The other sad situation is a sudden vacancy. Regardless of the reason for the F&I manager departure, the dealer is faced with a decision often relegated to pure luck. That spot has to be filled by a warm
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body. Deals must be processed. If this person doesn’t work out, they just look for another one. In both cases, the dealer is losing money at best. At worst, he could be risking compliance issues by having himself or other managers fill in for a while. Regardless of the market conditions, there is a new hero in town. One that can actually solve each and every problem already mentioned in this article. Best of all, they’ll only be around for as long as you need them. They are the new breed of F&I Professional. The Temporary F&I Manager These management talents have all the experience, compliance issues, and professionalism any dealer could want, but they just don’t like being tied down to one store. The excitement of being someplace new is what keeps them at peak performance levels. If they do find themselves in a perfect match, they can always opt to stay with the dealer who treats them best.
that actually make them money). Secondly, is effort. With a person who already knows that they will only be there temporarily, you tend to get maximum effort. Those temps are aware that their next assignment may depend on your review of their performance. Putting in one of your own people can result in shrugged shoulders and a “What do you want from me?” attitude. It’s safe to say that we can all agree that selling successfully is a lot about attitude. How is one of your people going to feel about being forced into an almost no win situation? Compare that with someone who is in there by choice, and happy about their decision. Vacations, illness, and other time off issues are a permanent issue in any business. You will be dealing with them constantly for as long as you keep the doors open. Why not be prepared and have some help lined up in advance. You may even schedule your temps to fill in for special events, vacations, and possibly for an emergency vacancy.
"Why not be prepared and have some help lined up inadvance? You may even schedule your temps to fill in for special events, vacations, and possibly for an emergency vacancy."
First, with all the attention being paid to compliance issues, why would you just throw someone into the office for a few days just to save some money? You’ll probably notice a dip in income, but what about “how” things were presented? Having another manager fill in can result in steps being skipped because they have their other duties to perform (the ones
The nice thing is that you can use the Internet to learn more. One such site, www.needafinancemanager.com, can explain what to look for, what to expect, and how to go about finding the right match for you. I’m sure there are others out there. For a click of your mouse button, I believe it’s worth your time and future profits to check it out.
www.usedcardealermagazine.com
LLR
NIADA Legal, Legislative & Regulatory Update for February 2008 By: Keith Whann NIADA General Counsel
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ongress resumed activity as oil prices experienced a slight decline, the Federal Reserve cut interest rates by one and a quarter points in just over a week and the Presidential election primary process reached full swing. Add to this a sluggish economy, the melt down in the home mortgage market and the ever increasing debate over our nation’s energy policy and the stage appears to be set for increased legislative and regulatory activity on a number of fronts. FEDERAL LEGISLATIVE ACTIVITY Energy Bill With CAFÉ Increases Becomes a Reality After a grinding, yearlong battle over energy conservation, Congress cleared and President Bush quickly signed an 800 page Energy Bill that mandates the first statutory increase in fuel economy standards in 32 years. The new law increases CAFE standards for cars and light trucks from a combined 25 miles per gallon to 35 miles per gallon by 2020. It also requires that 36 billion 54
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gallons of ethanol and other biofuels be added to gasoline by 2022. The final Bill does not determine which governmental agency, the EPA or NHTSA, has primary jurisdiction to regulate fuel economy and emissions. The Administration will attempt to harmonize the authority of the two agencies soon, when the EPA is expected to issue controversial new Rules to regulate tailpipe greenhouse gas emissions. Congress will likely hold oversight hearings next year to examine the Administration’s approach. Global Warming Legislation Heating Up? Supporters of global warming legislation hope to bring a Bill to the Senate floor this Spring, if they can find the votes. Senate Bill 2191 would impose sweeping limits on greenhouse gas emissions and set up a market-based program for companies to trade emissions credits. The Bill was approved by the Environment and Public Works Committee in December and now goes before the full Senate. The trading of these credits would be regulated by a board to be established, which would be modeled after the Federal Reserve Board. FEDERAL REGULATORY ACTIVITY EPA Denies California’s Waiver Request As expected, the EPA has rejected a request by California and a dozen other states to impose their own strict controls on vehicle emissions, a major victory for automakers. The EPA's decision denied California a waiver under the federal Clean Air Act that would have allowed the state to enforce its own greenhouse gas rules. Meeting California's emissions rules would require raising fuel economy to an average 43.7 miles per gallon for cars and 26.6 miles per gallon for light trucks by 2016, a more aggressive requirement for automakers than federal CAFE standards. The states claim they have the authority to limit greenhouse gases to prevent climate change. The main target is carbon dioxide, a byproduct of burning fuel. In a letter to lawmakers, the White House said there should be a single national regulatory standard, rather than allowing states to set their own rules. While this decision bars states from adopting tougher emissions rules than the federal government's, the battle
is not over. The state of California has filed an appeal in the 9th U.S. Circuit Court of Appeals in San Francisco. Vehicle Roof Strength Standard Gets an Infrequent Look The federal government is trying again to update one of the oldest and most controversial vehicle safety regulations on the books, the standard for vehicle roof strength, which has been essentially unchanged since 1971. Regulators first issued a revised version of a proposed rewrite of the regulation in 2005. According to a statement from NHTSA, the latest version would require both sides of a vehicle roof to support at least two and a half times the vehicle's weight. REAL ID Rules Remain Costly Issue for States Looking around the country, Ohio is the first state to be granted an extension by the U.S. Department of Homeland Security to comply with the provisions of the Real ID Act. The first compliance deadline is Dec. 31, 2009, by which states must have implemented the first security upgrade of their drivers' license systems. According to the National Conference of State Legislatures, the latest and supposedly final regulations proposed for the national Real ID program should shave costs off what the states had estimated to be an $11 billion hit under the new identification card safety mandates. Although the 284-page “Final Rule” document is still under review, various national groups now estimate the cost of implementing the program at $3.9 billion. While this is a substantial reduction, to date Congress has provided states with only $90 million for the program, which poses a significant problem for state legislators having to produce balanced budgets while considering the merits of many competing priorities. Vehicle Recalls Total 14.5 Million in 2007 According to data released by the National Highway Traffic Safety Administration automakers issued 588 separate recalls involving 14.5 million vehicles in 2007, about 30 percent more vehicles than the previous year. In 2006, the industry recalled 11.2 million www.usedcardealermagazine.com
LLR continued from page 54
vehicles as part of 490 individual recalls. The industry set a record of 30.8 million recalled vehicles in 2004. Automakers have averaged about 524 separate recalls involving 18.9 million vehicles a year since 2000, according to an Associated Press analysis of the NHTSA data. Bankruptcy Filings Jump 40 Percent in 2007 Consumer bankruptcy filings jumped 40 percent throughout the country in 2007 over the previous year, according to the National Bankruptcy Institute. Consumer bankruptcy filings for the year reached 801,840, compared with 573,203 in 2006. Some say that the roughly 40 percent increase in consumer bankruptcies during 2007 is a precursor to even higher filings this year, as the heavy consumer debt load is made worse by the home mortgage crisis. As of January 16th a total of 875,899 open bankruptcies are being processed for discharge by the U.S. bankruptcy courts. What does this mean to auto dealers?
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Industry research indicates that following a bankruptcy discharge, 1 in 3 people purchase an automobile within 30 days, with a grand total of 2 in 3 purchasing within one year of the discharge. Case of the Month Our case of the month deals with something those of us in the auto industry are quite familiar with from both ends; telemarketing calls. In 2004 Philip Charvat, a consumer, filed a lawsuit in Franklin County Common Pleas Court after receiving an automated telemarketing phone call at his home. Dentist Thomas Ryan had placed the call as a way to market his practice. Mr. Charvat alleged multiple violations of the Federal Telephone Consumer Protection Act and the Ohio Consumer Sales Practices Act. He asked the trial judge to award him $1,500, which is three times the penalty stated in the law, for each violation of the federal law and attorney fees. The judge granted Mr. Charvat awards of $500 each for two violations, but rejected his request for treble
damages and attorney fees. The 10th District Court of Appeals upheld the judge's ruling after finding that Dr. Ryan did not “knowingly” violate the law in placing the phone call. A unanimous Ohio Supreme Court agreed with the denial of attorney fees under the state Consumers Sales Practices Act, but reversed the appellate court on the denial of triple damages under the Federal Act. The Court stated, "The TCPA is neither a criminal nor a highly technical statute and thus ignorance of the law is no defense. Although the evidence established that Ryan did not intend to violate any law, proof of such intent is not necessary. For an award of treble damages under the TCPA, the term 'knowingly' requires that liability be imposed even without (the doctor's) knowledge that the conduct violated the statute.” The bottom line is that under Consumer Protection Laws, a consumer must generally only prove that a supplier knew he acted or failed to act in a given manner, not that the supplier knew that the conduct itself constituted a violation of law, to prevail in a case.
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SHIFTING GEARS
START THE PRESSES:
Why Your Site Needs a Newsroom Now By David Kain President of KainAutomotive.com david@kainautomotive.com www.kainautomotive.com (866) 546-3438 KainAutomotive.com is an automotive training and consulting firm that specializes in Internet marketing and sales training.
Two Simple Internet Tasks Your Used Car Manager Can Do To Sell More Cars!
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erhaps the greatest mystery to me when it comes to managing internet operations at a dealership is why the Used Car Manager is not in the middle of the mix. Over the past several years it has become apparent to me that dealers who have their Used Car Managers actively involved in online marketing and sales have benefited more than other dealerships. This does not mean that most Used Car Managers are not working hard and using imaginative ideas to market and sell their vehicles – of course they are. I just think if they apply these efforts in the online world their rewards in sales and profits will be even greater. Let’s review two key tasks and how the Internet can increase results in both areas. Inventory Acquisition There is no more important task the Used Car Manager has than that of inventory acquisition. Yes, salespeople sell cars but you can’t sell what you do not have (well, most of the time anyway) and the Used Car Manager is typically charged with finding and purchasing or trading for the vehicles that are eventually sold by the sales team. For years the pre-owned inventory at our dealership was dependent on the next potential trade-in or the Thursday auction. I can remember telling plenty of prospects that I would be going
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to the auction on Thursday with a list of vehicles I needed to buy and I would be glad to “hand-pick” one for them while I was there. Prospects truly appreciated this approach and on many occasions I actually was able to match their needs to an actual vehicle but more times than I care to count I came home empty handed and frustrated both myself and the prospect. Prospects appreciated the full service approach and still do today. This is still a solid approach and yet with today’s open inventory architecture of the Internet the customer can pretty well complete this task themselves unless they find it is better to work through a trusted and reliable dealership with an internet oriented Used Car Manager. Imagine saying to a Saturday morning prospect that you are going to the auction next Thursday and to wait until then to see if by chance we find a vehicle that fits their needs. I would feel more confident if the Used Car Manager came in on a turnover and completed an interview with the prospect, found out their likes and dislikes and then asked them for a few minutes while they checked out their “Inventory Network” for vehicles they were looking for. The “Inventory Network” is in actuality the same internet that the prospect can access each and every day. The difference is the prospect lacks the experience and the confidence in many cases to do what a Used Car Manager can do in minutes. Once a vehicle is “located” that fits the bill then the presentation can be something as simple as “We have found one that closely matches what you are looking for at one of the dealers in our Network. We will go over all the details with you now and make sure it is what you would purchase if it meets your condition requirements”. If the prospect likes the vehicle and you can agree on a price then the next step is similar to locating or swapping a new vehicle. “We will go and inspect the vehicle and make sure it meets our condition criteria and only if it does will we bring it here for you to test drive it. All we need now is to write it up, get your deposit and schedule a time for you to come back to see the vehicle.” This is happening all over the country with dealerships that use the Internet as a catalyst to sales and it can take place at every dealership that decides they want to
actively use the Internet to their advantage. Some active internet dealers have gone so far as to set up networks with other dealers where they purchase inventory of this nature for a set margin while others are using services like lanelogic.com. Inventory Display A huge advantage of the Internet is the fact that your display area is virtually unlimited. Once a dealer uploads their inventory to their own website, Cars.com, AutoTrader, eBay or any number of quality online classified sites their inventory is on display for millions of potential prospects. At this point it is a beauty contest and often times the dealers that provide the best display get to the prospect first because their vehicles “look and sound” the best in the listings. Compare it to searching for a house online. If a realtor provides quality photos and a quality description even if the price is a bit high many prospects will want to schedule an appointment to see if it is as nice as it looks and sounds. I have said many times about homes that if it really matches the display then I would be willing to pay more. I am certain your online prospects are saying the same thing. Given that most Used Car Managers are responsible for their inventory display then I would recommend tasking them with making their online display the best in the market. It’s not hard to do as you will find out with a quick look around the leading online classified sites. Most dealers do not even write a description because the “VIN decoder” does it for them. Imagine your salesperson as a walking and talking VIN decoder – if they simply recited the equipment to the prospect they would likely not peak their interest and sell the vehicle. Make your descriptions come to life and engage your Used Car Manager to put the same effort into describing it as they do when they return from the auction and show off the car to the General Manager or Dealer. It’s As Simple As It Sounds No rocket science here – just help your Used Car Manager achieve their goals and your goals by engaging the Internet in their everyday tasks. It’s happening all around you. Don’t miss out on all the benefits!
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CAR TALK
GPS as an Option for Customers: What Technology is Best for Your Dealership? Scott Ferguson Scott Ferguson founded Inilex in 2003 after more than 15 years of experience in marketing, operations, and product and revenue management at several self-started companies.
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t goes without saying that high value, security and convenience are top priorities among car buyers when it comes to purchasing this particular asset. When dealers are able to combine these qualities into one value-added product for their customers it can mean a vast increase in sales. That is why so many dealers and dealer groups are choosing to front load their inventory with a sound GPS security product or offer it as an upgrade to customers. Additionally, it adds an extra layer of security to your inventory while it sits on the lot. As the GPS and vehicle security market grows, so do the options. Dealers already know there is money to be made in offering GPS security products to customers. Here’s how to choose the right one to offer your customers: GPS, or, Global Positioning Systems, is a technology that was originally used by the US Military in the late 1970s and expanded to consumer applications, such as vehicles, in the mid-90s. People now use GPS technology for everything from personal navigation (watches and cell phones) to helping them find where they’re going in their vehicles, to tracking their vehicles in the event they are stolen. GPS security systems are a great added value for your customers. Here’s how: There are different kinds of GPS security options for car dealers to choose. The first is your basic GPS system. This basic product can attach anywhere on the car (dealers usually choose to keep it hidden from sight) and can trace the car’s location via the satellite technology. Some GPS systems these days come with navigation screens. Drivers can use it for
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obtaining directions and helping to understand where they are on a map. Other GPS products allow drivers to map their car via the Internet. For instance, drivers can monitor online where their car is in the event of theft and report the location to police. Other popular GPS products have service providers that track the vehicles for them. Users can call this service in the event of theft or an emergency, and the service provider will contact the right authorities on their behalf. The next step up is a GPS security system that has added convenience features. These include security functions such as geo fences and quick notification if a car is moved from its location. Some high-end GPS security products allow drivers the power to lock and unlock their cars remotely and even start the ignition and heat or cool the car’s interior through a user-friendly website. Convenience features such as these are usually an easy up sell for dealers, especially in extreme climates and areas with a high auto-theft rate. The best offering a dealer can provide in the way of GPS security is a product that has a bevy of convenience features to go with it. The higher-end GPS security products on the market will actually connect to a vehicle’s computer, allowing the driver to control several functions including lock and unlock, checking diagnostics, scheduling maintenance appointments with the dealer online, setting up speed and location perimeters (for employees using company cars and teenagers) and can even monitor a vehicles’ speed and location online in very-near real time. Perhaps you’ve already decided to start offering a GPS security product or want to explore a change from the current product you’re selling. Here are a few key questions to ask the GPS security distributor before you make a purchase:
1) In the event of theft, how will the customer be notified and how quickly? There are some GPS security systems that do not alert the customer when their car has been stolen. It is up to the customer to make the discovery, contact the GPS provider and then ask them to locate the vehicle. If a vehicle is stolen overnight or while a customer is on vacation, they may never see their car again. Timing is everything. 2) Can I use this product to protect my inventory before the vehicles are purchased? Many GPS security providers are now offering special options designed just for the dealers who install and sell their products. If you experience a high rate of theft in your area, this might be a good option to take advantage of. 3) What are the features included with this product? Make sure the vendor gives you a detailed list of all features including any added convenience features. Some products out there do only one thing; track the car. If you want to offer better value to your customers you need to be thorough. 4) How much will my customers need to pay a month to maintain this service? There can be hidden fees in the monthly subscription, make sure your customer isn’t getting overcharged just to keep their car safe. You’ll want to be certain you’re offering the best possible value to your customers. 5) What are the exact locations serviced by this company? It’s surprising to many dealers to find out that the GPS security system they sell doesn’t work in several locations throughout the country. It’s very important to know where your customers can, and can not, expect to receive service. Including a GPS security system in your list of offerings is a great option and one that’s increasingly requested by the 17 million car buyers a year. Choosing the right product for your customers and your dealership can be tricky with so many to choose from. Hopefully, this has helped you to understand what the options are and has given you some guidance in how to choose your GPS security partner.
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SELLING POINT continued from page 12
prove it, IPods, internet, online media, TiVo, dvr and so on. People don’t even listen or watch normal media anymore; you have to jump on the new ways to reach your customers and then consistently send out the same message over and over and over. Marketing isn’t a one time thing; it’s a consistent message that must be followed through on a timely schedule where your customers will actually look for your message. Branding is the key to marketing Some of the greatest branding marketers are McDonalds, Coca Cola, Pepsi, Ford, Chevrolet, BMW, and Rolex. There are many more, however their message and colors are pretty much the same and are consistent. Look at BMW, their slogan is “The Ultimate Driving Machine” remember Timex, “It takes a licking and keeps on ticking”, Panasonic, “Slightly ahead of its time”, and “Coke, the real thing.” Think of ways you can brand yourself with a name and colors. I knew of a salesperson whose last name is
Camper. His newsletter read, “Happy Camper.” Customers would come in and say, where is the Happy Camper? That’s brand equity and conformity. Where Do I Go and Fish? We talked earlier about fishing in your database. Let’s wrap up this article with where are the other fish or prospects. If you deal with subprime customers then you should go where subprime customers go. Let’s look at that and see how we can improve your traffic at your dealership.
Where are the customers? 1. 2. 3. 4. 5. 6. 7. 8. 9. 10.
Check to cash business’s Apartment complex’s Rent to own furniture Newspaper, customers selling their cars Bus Stops – public transportation Pay roll check cashing Friends, referrals, neighborhood Insurance agencies, car washes, body shops, Dealerships that don’t do special financing Canvass neighborhoods that cater
to that type of buyer
“
There are two parts to selling a car, there is now business, which means sell right now, the other part is marketing to increase your lead generation.
Selling cars isn’t that easy after all is it? If it was, then most would be selling 20-30 cars a month. There are two parts to selling a car, there is now business, which means sell right now, the other part is marketing to increase your lead generation. So those are the two parts of selling. You have to market to your customers consistently and then generate leads to come in. Do that and you will sell more cars. As I close this article, here are 5 more marketing tips to help you sell more right now. Oops I can’t believe it, I ran out of space for this great magazine, email me at george@georgedans and I will send you those very valuable profitable tips, so get on your computer and email me right now. Until then, market more, ask for more, sell more, and enjoy life more.
Go to niada.com and click on the vendor guide from the bottom left corner of the home page
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NIADA
NIADA AUTO AUCTION A U T O AUCTION
DIRECTORY LISTINGS DIRECTORY L I ST I N G S GENERAL INFO
The automobile auctions participating in this paid listing are supporters and members of the NIADA. They provide dealers a valuable marketplace to balance inventories and assist dealers in keeping abreast of the used vehicle market. Visit these auctions online by logging onto NIADA’s Web site www.niada.com and click on “Auto Auction Directory” on the Web site menu. LIST YOUR AUTO AUCTION DIRECTORY FOR
6 $75 PER YEAR
Benefits of advertising your auction in the NIADA Used Car Dealer Magazine Auto Auction Directory: • includes monthly magazine listing and auction logo to over 20,000 member dealers and subscribers • includes a free listing on NIADA’s Web site under “Auto Auction Directory” • includes a free link to your auction homepage (if Web site is provided in the listing) With more than 2 million visitors to the NIADA Web site each year, the auto auction directory listings is the third most viewed page after the NIADA homepage. To list your auction in this directory, or for more information, call Chase Tidwell at 817-640-3838.
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N I A D A Y
AUTO AUCTION DIRECTORY DEANCO AUTO AUCTION
N AT I O N A L ATC
O N L A N E
4600 Bohannon Drive, Suite 100 Menlo Park, CA 94025 www.atc-onlane.com dealer_info@atc-onlane.com www.atcopen.com ATC Open ATC Dealer Representatives: 1-866-969-0321 www.onlane.com Onlane Onlane Account Managers: 1-866-966-5263
3664 South Oates Street Dothan, AL 36301 334/792-1116 Toll Free: 888/702-9770 Fax: 334/792-1575 www.deancoauctions.com/autoauction.htm Owner: General Manager: Marketing Manager: F/L Manager:
Donnie W. Dean Julie G. Tuttle Heather Brodnacki Mark Hampson
Sale every WEDNESDAY 10:00am. Inop/Salvage Sale 2nd & 4th Wednesday of each month @ 9:30am. Custom Transportation assistance available. Complete Detail and Recon service available. “Customer Service is our middle name.”
Open 24/7 right from your desk, with local and nationwide inventory. Featuring Off-lease, Rental, Fleet and Dealer-Consigned inventory from: Chase Auto Finance Corp., U.S. Bank, Audi Financial Services, Dealer Services Corporation, Honda Finance, Porsche Financial Services, Chrysler Financial, Huntington National Bank, Metro America Remarketing, Mitsubishi Motors North America, Southeast Toyota Finance, Subaru Motors Finance, Volkswagen Credit, Enterprise Rent-A-Car, Avis Budget Group, Hertz, Advantage Rent-A-Car, Dollar Thrifty Group, Vanguard (National and Alamo), and ARELCO (National, Alamo and National Car Sales), CenterOne Financial Services, Charleston Auto Auction, Wilmar, Inc., Automotive Resources International (ARI), Book Auto Leasing Inc., Gallco Sales and Leasing, Madison, Mike Albert Leasing, and Subaru Leasing Corp. With more consignors being added every month.
DEANCO AUTO AUCTION OF MONTGOMERY
M A N H E I M ’S A R I Z O N A AU TO AU C T I O N 3420 So. 48th Street Phoenix, AZ 85040
480/894-2400 Fax: 480/894-0938
General Manager: Dealer Sales Manager: F/L Manager:
John Blobner Dave Verrilli Fabian Ortiz
Dealer Sale Every Tuesday 8:30am. Video Recreational Vehicle and Mechanically Challenged Sale Lane 2. Plus Drive Time at 8:30am in Lane 1. 9:30am Early Bird Sale featuring Wells Fargo and Dealer Consignment Auction Features 6 Lanes. AmeriCredit Financial Services, Remarketing Solution, Westlake Financial, A-L Financial, MV Acceptance, Onyx Acceptance, Arizona Federal Credit Union, and many more. Call for dates for GSA(Government Services Administration). Friday Sale at 9:30am. Lane 1 Dealer Consignment. New Car Trades from New Car Dealers and Fleet Lease. Upgraded Facilities, Close to Sky Harbor Airport and Friendly and Knowledgeable Staff.
6044 Troy Highway Montgomery, AL 36116
334-288-3399 FAX 334-288-7330 www.autoauctionmontgomery.com
Owner: General Manager: Montgomery Manager: F/L Manager: Office Manager: Dealer Sales: Dealer Sales:
Donnie W. Dean Julie G. Tuttle Kelly K. Terrell Phillip Gray Penny Broadway Teresa Lonsdale Cynthia Nelson
Sale every THURSDAY 10:00am. VRS 1st Thursday of each month at 9:30am. INOP Sale 1st Thursday of each month at 9:00am. Dealer Consignment and Misc Fleet/Lease every week. “Come Grow With Us”
A D E SA
B I R M I N G H A M
ARIZONA A D E SA
P H O E N I X
804 Sollie Drive Moody, AL 35004
400 N. Beck Avenue Chandler, AZ 85526
Gen Manager: Billy Noles Consignment Sales Mgr.: Byron Dement Marketing Manager: Amy Beth O’Brien F/L Manager: Alfie White Factory Accounts Manager: Paula White
General Manager: Asst General Manager: Business Manager: F/L Manager: Factory Manager:
Mondays Night Consignment - 6:00pm. Every other Tuesday Factory GM - 10:00am. Wednesdays: Salvage - 8:00am. Nuvell/GMAC - 9:00am. Captive Finance, F/L & Consignment -10:00am. Friday Cyberlot Fleet Lease - 11:00am Open Sale Everyday RSA on DealerBlock. Featuring: ARI, Avis Budget Group, B & H Motors, CapitalOne Auto Finance, Compass Bank, Donlen, Drive Financial, Emkay, Enterprise RAC, Fifth Third Bank, Fleet Lease Disposal, GM, GMAC, Hertz RAC, HSBC, K & L Motors, Nuvell/GMAC, PAR North America, PNC, Regions Bank, RSA, SST, US Bank, Wachovia Dealer Services, Wheels Inc., and World Omni/CenterOne.
Mondays Consignment & F/L - 5:30pm. Tuesdays Ford Closed Factory - 9:30am & GM Factory Sale - 9:30am. Wednesdays Salvage Sale - 7:30am. Early Bird Sale/Drawing - 9:00am. F/L & Consignment - 9:30am. Top of the Line Sale - 10:15am (Monthly) Featuring: ARS, BMW-FS, Bank of the West, CapitalOne Auto Finance, Desert Schools FCU, DTG Operations, Enterprise RAC, Fed Lease, Ford Credit, Ford Factory, GMAC/Nuvell, Hertz RAC, Hyundai International Leasing, Mitsubishi Motors, Mercedes-Benz Financial, National/Alamo, NMAC, Prime West Finance, Performance Leasing, RSA, USA Car Rental, Wachovia Dealer Services, and World Omni/CenterOne.
205/640-1010 Fax: 205/640-1024 www.adesa.com/birmingham
480/961-1161 Fax: 480/940-9008 www.adesa.com/phoenix Jerry Stiver Dave Metrick John Sutton Debbie Peterson Dick Carter
A D E SA L I T T L E R O C K /A D E S A S P R I N G DA L E SAT E L L I T E AU C T I O N 8700 Highway 70 North Little Rock, AR 72117 501/945-2444 Fax: 501/945-2605 Gen. Manager: Bill Smith Asst. General Manager: Phillip Willis Lance Walters Sales Manager.: Fleet/Lease Manager: Mike Davis Springdale Satellite Sales Manager: Donna Johnson 479-725-1330 Fleet/Lease and Consignment Every Thursday in Little Rock at 9:00am. Weekly Tuesday Satellite Auction in Springdale, AR at 9:00am. Bi-weekly Wednesday Live Auction at Landers/UAG in Benton, AR at 1:00pm. Inoperative Auction Every Other Thursday 8:00am. Recreational and Specialty Auction Every Thursday in Little Rock at 8:45 am. Heavy Truck and Equipment Auction Monthly. Contact Angela Sims for dates and times. Featuring: VRS-CAC, Arvest Bank, Drive Financial, Americredit, ARI, GE Capital, Avis RAC, Enterprise RAC, Simmons Bank, PAR Remarketing, SST Remarketing, Americredit, HSBC, Key Bank, and Arkansas Federal Credit Union. AFC Financing. On-Site Restaurant. Airport Shuttle Service. Full Service Detail Dept. Body Shop. Title Services. On-Site Mechanic Shop. Local/Nationwide Transport.
M A N H E I M ’ S G R E AT E R A U T O AUCTION OF PHOENIX 201 N. 83rd Avenue Tolleson, AZ 85353-3323
623/907-7000 800/449-4749 Fax: 623/907-7099
www.manheim.com General Manager: Greg Lawson Asst. General Manager: Ken Boothe Auction Manager: Kathy Hagan Marketing Manager: Alicia Carr Total Resource Auction Manager: Tracy Long 2800+ Units Per Week
ALABAMA
ARKANSAS
Sales every THURSDAY. Total Resource Auction 8:00am. Early Bird 8:30am. Fleet Lease/Repos/Rentals and Consignments 9:30am. DaimlerChrysler Factory Sales every other Tuesday 9:30am. Major Accounts: Bank of America, Chase, Wells Fargo, FED Lease, Wachovia Dealer Services, HSBC, Long Beach Acceptance, GE Remarketing, CitiFinancial, Centennial Leasing, Fireside Thrift, Franklin Capital, Vanguard Car Rental, Avis Budget Group, National Phoenix, Enterprise Rent-ACar, DT Credit Corp., Barco, County Financial, Subaru, Toyota, Suzuki. “Experience the Difference”
CALIFORNIA A D E SA
G O L D E N
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18501 West Stanford Road Tracy, CA 95377 209/839-8000 Fax: 209/834-2939 www.adesa.com/goldengate General Manager: Asst. General Manager: F/L Manager: Consignment Sales Manager: Marketing Manager:
Gary Mobley Ken Garbez Jeff Hoyt Roy Hawkins Aileen Billdt
Tuesdays Consignment & F/L - 9:00am. Thursdays Top of the Line Sale - 9:30am (Every 4th Thursday) DaimlerChrysler Sale - 10:00am (Every other week) GM Closed Sale - 10:00am (Every other week) Subaru 10:00am (Call for dates) Salvage Sale 3:00pm. Night Sale - 5:00pm. Featuring: AmeriCredit, Avis Budget Group, Bank of the West, Chase, DaimlerChrysler – Factory, Chrysler Financial, DTG Operations, Emkay, Enterprise RAC, Fox RAC, GE Capital, General Motors, GMAC, Hertz RAC, Honda Remarketing. HSB, Lease Plan, MercedesBenz Financial, Mitsubishi, NMAC, Porsche Financial Service, SAAB Financial Service, Subaru, Suzuki, Triad, US Bank, VCI/Audi Financial, Vanguard Alamo/National, Wells Fargo Auto Finance, West Lake Financial, Wheels Inc., and World Omni/CenterOne.
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11625 Nino Way Mira Loma, CA 91752
951/361-9400 Fax: 951/361-0595 www.adesa.com/losangeles
General Manager: Assistant General Manager: F/L Manager: Sales Manager: Factory Manager:
Scott Stalder Chad Ruffin Jose Arroyo Jesse Estrada Cheryl Toler
Monday “Bid Now” 11:00am - 12:00pm (PST) Tuesday Fiesta - 3:00pm Low end Consignment. Friday Consignment 9:30am. Toyota Financial Services 9:00am. ADESA LiveBlock Sales -9:00am. Everyday “Buy Now” - 24/7. Featuring: Advantage RAC , Altura Credit Union, Bank of America, Citi Financial, CPS, Emkay, Enterprise RAC, Fireside Bank, HSBC, Lexus Financial Services, PAR North America, Suzuki, Toyota Financial Services, Wachovia Dealer Services, and World Omni/CenterOne.
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BRASHER’S SACRAMENTO AUTO AUCTION 6233 Blacktop Road P.O. Box 73000 Rio Linda, California 95673 916/991-5555 Fax: 916/991-5445 www.brashers.com E-mail: sacramento@brashers.com Tuesday 8:45am. Ford Sale Thursday 10:00am (as scheduled) GSA and Public Sale Friday 10:00am (as scheduled) President: General Manager: Nat’l Accts. Manager: Nat’l Accts. Sales: Gen. Sales Manager:
John Brasher Rex Roden Rich Newey Steve Burrows Rod Davis
Featuring: Ford, ARI, Wells Fargo, Wachovia Dealers Services, Ford Credit, Enterprise, Hertz, PHH, Mike Albert Lease, RSA, Wheels and many others. 14 lanes.
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MANHEIM’S CALIFORNIA AUTO AUCTION 1320 N. Tustin Avenue Anaheim, CA 92807 Phone: 714-996-2400 Fax: 714-985-8357 www.manheim.com General Manager: Asst. General Manager: Asst. General Manager: Asst. General Manager: Fleet/Lease Manager: Dealer Sales Manager: Online Manager: Marketing Manager:
Tim Van Dam Bob Spears Darren Teague Richard Steffy Mitchell Ogas Mike Marzicola Jessica Mitchell Art Norman
AUCTIONS: Every Wednesday @ 9:00 AM, Anaheim Every Thursday @ 2:00 PM, Thousand Oaks Every Other Tuesday @ 2:00 PM, Santa Ana FLEET LEASE ACCOUNTS: Bank of America, DriveTime, Enterprise RAC, Freelance, Lobe, Redline Remarketing, TRIAD Financial, Wachovia, Wecom and more. View our sales calendar, pre-sale inventories and Simulcast sales @ Manheim Online.
A D E SA
SAC RA M E N TO
8649 Kiefer Blvd. Sacramento, CA 95826
916/388-8899 Fax: 916/388-0838 Fax on demand: 800/917-2858 www.adesa.com/sacramento
General Manager: General Sales Manager: F/L Manager: Operations Manager: Marketing Manager:
Jim Sale Laura Seek DeAnn Flora Waylon Tipton Elise Rogers
Thursday Consignment sale - 9:00am. Tuesday Booksheet Sale - 12:30pm (Weekly) RV Sale - 9:15pm (Monthly 1st week) In-Op - 8:30am (Monthly 1st & 3rd week) Featuring: Auto Nations, Big Valley Ford, CapitalOne Auto Finance, CarMax, Donlen, Downtown Ford, Drive Financial, Elk Grove Auto Group, Folsom Auto Group, Future Auto Group, Lithia Auto Group, MercedesBenz of Eldorado Hills, Mike Daugherty Chevrolet, Thompson Auto Group, and Zamora Group.
A D E SA
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2175 Cactus Road San Diego, CA 92154
619/661-5565 Fax: 619/661-9470 www.adesa.com/sandiego
General Manager: F/L Manager: Sales Manager: Marketing Manager:
Dale Mcilroy Jeff Kirkpatrick Mike Murray Lori Armistead
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M A N H E I M S O U T H E R N C A L I FO R N I A AU TO AU C T I O N 10700 Beech Ave. Fontanta, CA 92337
909/822-2261 Fax: 909/854-2286 www.scaacars.com
Russ Norris General Manager: F/L Manager: Michelle Guthmiller Jesse Nelson Dealer Sales Manager: Factory Manager: Sheri Lewis Mktg/Customer Svc. Mgr.: Kristine White Wednesday: Ford Sale @10:00am, GM Sale @ 9:00am, Alternate Weeks. Thursday: Open Sale @ 9:00am. 10:30am Heavy Truck Sale Once a Month. 11:30am RV/BoatSale Twice Per Month. 1:30pm Tow & Salvage Sale Weekly. General Sale Featuring: Ford Credit, Honda Finance, Hertz, Fox RAC, Chase, Enterprise RAC, Hyundai, Dollar/Thrifty Group, Avis, Budget, C.I.T. Group, GMAC, Mike Albert Leasing, Bank of theWest, CitiFinancial, Bank of America, Wells Fargo Auto Finance, Donlen Corp, Subaru. Lot hours for viewing vehicles7:00am to Dusk. Call the auctuon for current listings. Must Show proper identification.
C A R M A X C A L I FO R N I A 12800 Tuckahoe Creek Parkway Richmond, VA 23238 888/804-6604 Fax: 888/607-0530 www.carmaxauctions.com
P R I M E AU TO AU C T I O N
CarMax Buena Park 6100 Auto Center Dr. Buena Park, CA 90621 Every Monday at 2:00pm CarMax Duarte 1131 Central Ave. Duarte, CA 91010 Every Monday at 10:00am CarMax Sacramento 1000 Nichols Dr. Rocklin, CA 95765 Every Monday at 10:00am CarMax Fresno 7180 North Palm Ave. Fresno, CA 93650 Monthly on Wednesdays at 10:00am CarMax Irvine 9501 Research Dr. Irvine, CA 92618 Every Tuesday at 10:00am At CarMax Auctions, our mission is to provide our customer with an honest, open, and dealer-friendly auto auction with exceptional customer service. • 97-100% sales rate • Dealer-Only Auctions • Conditional announcements Visit www.carmaxauctions.com today for more information.
Tuesdays Consignment - 12:30pm (Monthly Second Tuesday) Thursdays F/L & Consignment - 9:30am. Featuring: Advantage RAC, A L Financial, AmeriCredit, CapitalOne Auto Finance, Credit West Financial, Donlen, Drew Ford, Drive Financial, Enterprise RAC, Fireside Bank, First Union, Fleet Lease Disposal, KIA Consumer Affairs, Lobel Financial, North County Group, PAR North America, Regional Acceptance Corp., Suzuki, Triad, Wachovia Dealer Services, and Wheels Inc.
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20151 South Main Street Carson, CA 90745
310/380-4686 Fax: 310/380-4672 www.primeautoauction.com
MANHEIM’S SAN DIEGO AUTO AUCTION 4691 Calle Joven Oceanside, CA 92057-6042
760/754-3600 Fax: 760/754-3690 www.manheim.com
General Manager: Asst. General Manager: Dealer Sales Manager: F/L Manager: Operations Manager:
Scott Smith Chris Vitale Judy Centanaro Wanda Joy Dennis Leffler
Pick Up & Delivery — Yes, unlimited. • 75 Acre facility, 8 auction lanes, completed reconditioning facilities. Hosting auctions every Wednesday @ 9:30 featuring Penske, Hoehn, Bob Baker, Hertz, Hyundia, Enterprise, Westlake and more. Doors open @ 7am Wednesdays for pre-inspections. • Variety of inventories: Highline, Frontline, Salvage, Green Light, Red Light, Certified, and more. • Manheim San Diego sells over 70% of our units every week…that means FRESH INVENTORIES, not re-runs! Averaging 1300 units weekly. FOR MORE INFORMATION CONTACT OUR MARKETING TEAM AT (760) 966-5731.
General Manager: Lew Beshoff Dealer Sales and F/L Manager: Lionel Freitas Sr. Controller: Oliver Domagas Consignment sale every Friday at 10:00am. Featuring 6 lanes with1200+ vehicles. Specializing in new car dealer trades, bank repos, fleet and off-lease vehicles. Complete Recon and Certified facilities, transport, available 24 Hr. Access Pickup & Delivery, 10 minutes South of LAX.
COLORADO ADESA COLORADO SPRINGS 10680 Charter Oak Ranch Rd Fountain, CO 80817 719/391-6600 800/334-6331 Fax: 719/322-9521 www.adesa.com/coloradosprings General Manager: Sales Manager: F/L Manager: Consignment Manager: Marketing Manager:
Greg Norman Chris Stevens Danny Johnson Kenny Paradeis Chris Stevens
Thursdays Video Salvage - 8:45am. Consignment - 9:00am. RV & Toy Sale (Last Thurs. of the Month) Featuring: AmeriCredit, ARI, CapitalOne Auto Finance, Drive Financial, Honda Remarketing, Hyundai Motor America, ENT Federal Credit Union, HSBC & CitiFinancial Auto., PAR North America, PH&H, RSA, Suzuki, Triad Financial, VCI/Audi Financial, Wachovia Dealer Services, Wells Fargo Auto Finance, Westlake Financial, and Wheels Inc.
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Management and Sales Contacts: President: Steve Yancoskie Karen Greenbacker General Manager: Controller: Debbie Mezza Tony Fedock Sales Manager: Sale Information: Live sale: Thursday. 4 Lanes of Action. Doors open: 9am. Auction kickoff: 6:45pm. Special Services: Recon Services. Transportation Available. Floor Plans Available. Floor plans by: DSC, AFC, MAFS, and Pinnacle
161 South Main Street P.O. Box 388 East Windsor, CT 06088
(860) 292-7500 Fax: (860) 292-7598 www.saa.com
Owner: Vice President/Operations: National Sales Manager: Factory Manager: Dealer Sales Manager: Marketing:
Larry Tribble Rick Nadeau Jeff Gaetz Doug Briggs Tom Munson Jim Dodd
Closed GM & Chrysler Auctions - Every other Tuesday at 10:00am. Fleet Lease and Dealer Consignments Every Wednesday at 9:30am Open to all dealers. Accounts: AmeriCredit, ARI, AVIS, Bank of America, Capital One, Chrysler Financial Services, Citi Financial, Dollar Thrifty, Donlen, Enterprise, Ford Credit, GE Remarketing, GMAC, Honda, Hyundai, Infi niti, Lease Plan, M&T Bank, Mitsubishi, Motor Lease, Nissan, Nuvell Financial, PHH, Saab, Subaru, Uhaul, Volvo, and Wheels. Celebrating our 60th Year as an Independent!
DISTRICT OF COLUMBIA C A P I TA L AU TO AU C T I O N
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JACKSONVILLE 904/764-1004 Fax: 904/768-0029 www.adesa.com/jacksonville
General Manager: Asst. General Manager: General Sales Manager: F/L Manager: Marketing Manager:
Andy Clauss Jeff Raynor Randy Overstreet Heather Marston Margie Hester
Tuesdays Heavy Duty Truck & Equipment Sale - 10:00am (Monthly) Night Sale 6:00pm. Thursdays Consignment - 9:00am 600+. Fleet/Lease - 9:00am 200+. Featuring: Auto Credit, BB & T, CHASE, CNAC, Donlen , Drive Financial, DriveTime, DTG Operations, Emkay, Enterprise RAC, Fleet Lease Disposal, GE Consumer Finance, Long Beach Acceptance, MARKONE Financial, PAR North America, Volvo, Wachovia Dealer Services, Wheels Inc. & Many More.
540 S.W. 38th Avenue Ocala, FL 34474 General Manager: Controller:
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11700 New Kings Road Jacksonville, FL 32219
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6005 24th Street East Bradenton, FL 34203 Auction Manager: Asst. General Manager: Controller: Commercial Acct. Mgr.: Fleet Manager:
941/756-8478 Fax: 941/756-7546 Bill Cieslak Luke Dietrick Joe Boselli Mike Lewis Cheryl Holmes
The newest addition to the ADESA auction family! Factory Sale Thursdays. Regular Consignment Fridays 9:30am 6 Lane Auction, 80 Acres. Complete Reconditioning, Shop and Mechanical Repair Facilities Transportation, Pick up service available (local and national) Closest Major Airport: SARASOTA/ BRADENTON International Airport. Featuring: DaimlerChrysler Factory, Chrysler Financial, Hyundai, World Omni/Center One, Dollar Thrifty, Triad, Alamo, Huntington, National Bank, Enterprise, APEX Fleet, ARI. Directions to ADESA Sarasota from Sarasota/Bradenton International Airport (SRQ) Go West on Airport Circle toward Bradenton Conn. Turn left onto University Pkwy. Turn left onto US301 N. Turn left onto 63rd Ave. E. turn right onto 24th St. E. End at 6005 24th St. E. Total Distance: 5.76 miles.
Fridays-RAC, New & Used Dealer Consignments & Repos - 10:30am. Boat & RV Sale - 9:00am. March 23, April 20, May 18, June 22, July 20, August 17, September 21, October 19, November 16, & December 21. Featuring: Automotive Fleet Management, Bank of the West, Fleet Lease Disposal, First National Bank Of Miami, First Tennessee Bank, Florida Credit Union, GE Consumer Finance, Huntington Bank, Key Bank, M & T Bank, National City Bank, PAR North America, Regions Bank, RSA, Suncoast School Credit Union, Walden Leasing, Wells Fargo & Many More.
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CARMAX FLORIDA 12800 Tuckahoe Creek Pkwy Richmond, VA 23238 888/804-6604 Fax: 888/607-0530 www.carmaxauctions.com CarMax Boynton Beach 2000 Highridge Road Boynton Beach, FL 33426 Every Wednesday at 2:00pm CarMax Ft. Lauderdale 7420 State Road 84 Davie, FL 33426 Every Monday at 9:00am CarMax Jacksonville 11335 Atlantic Blvd. Jacksonville, FL 32228 Every other Monday at 9:30am CarMax Miami 1300 N.W. 98th Court Miami, FL 33426 Every Monday at 2:00pm CarMax Orlando 6375 South Semoran Blvd. Orlando, FL 32822 Every Monday at 3:00pm CarMax Tampa 14920 North Nebraska Ave. Tampa, FL 33613 Every Monday at 9:30am At CarMax Auctions, our mission is to provide our customer with an honest, open, and dealer-friendly auto auction with exceptional customer service.
352/351-5100 Fax: 352/620-8955 www.adesa.com/ocala Eric Clippinger John Schaefer
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Contact Information: 419 S Cherry St Wallingford , CT 06492
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A D E SA 3225 North 50th St. Tampa, FL 33619
TA M PA 813/620-3600 www.adesa.com/tampa
General Manager: Theo Jelks Asst General Manager: John Saullo F/L Manager: Debbie Stokes Dealer Consignment Mgr.: Margaret Mcginn Marketing Manager: Nancy Olds Mondays In-Op Sale - 3:00pm. Fleet/Lease - 3:45pm. Consignment - 4:30pm. Wednesdays. Kia Factory Sales - 10:00am (Monthly) Featuring: ARI, Bay Gulf Credit Union, Budget Trucks, CitiFinancial Auto, CU Auto Source, Donlen, Drive Financial, DriveTime, DT Credit, VRS/Credit Acceptance, PAR North America, KIA, Suncoast Schools, Federal Credit Union and Wachovia Dealer Services.
• 97-100% sales rate • Dealer-Only Auctions • Conditional announcements Visit www.carmaxauctions.com today for more information.
G U L F S TAT E S AUTO AUCTION, LLC 6615 Mobile Hwy. Pensacola, FL 32526-1264 850/944-1945 Fax: 850/944-8482 www.gulfstatesaa.com Owner: Dealer Sales Manager: Fleet/Lease: Office Manager:
Dewayne Musick Vicky Mann Melissa Murphy Jeanette Lee
Home of the "New Dealer trades"!! 700+ weekly dealer consignments in 5 lanes. 28 day float available to approved NIADA members, also "in house" floor plan. Come see why Pensacola is better on Tuesday's. Sale every Tuesday at 9:30am. 700+ weekly dealer consignments running in 5 lanes. Nationwide transportation available. Home of the New Dealer Trades!!!
1905 Brentwood Road, N.E. Washington, DC 20018 202/269-3361 www.capitalautoauction.com dc@capitalautoauction.com Manager: National Sales Manager:
Gordy Zaritsky Roger Bryan
Sales every Saturday 11am. Charity donations, FBI field agent cars, consignments, boats, trailers & RVs. Over 200 vehicles per auction. Public welcome. Check website for weekly sales lists.
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FEBRUARY 2008
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MANHEIM’S CENTRAL FLORIDA AUTO AUCTION Central Florida: 9800 Bachman Road Orlando, FL 32824 407/438-1000 GM Auction Operations GM Service Businesses Asst. General Manager: Asst. General Manager: Asst. General Manager: Sales Manager: Fleet/Factory Manager:
Butch Herdegen Tony Markese Jeff Modjeski Ellen Westpfahl Barry McCammon Noel Kitsch Nick Queitsch
Sale Every Wednesday 9:00am featuring Total Resource Auction at 8:30. Nite Sale at 2:00pm. 3500+ units weekly on 235 secured, paved acres. Complete Frontline Services and top of the line shops. Portfolio of clients include: America Honda Finance Corp, Acura Remarketing, Audi Financial Services, Bank of America, CitiFinancial Auto, DTG Operations, Enterprise, Royal Rent-a-Car, Donlen Corporation, GE Remarketing, Volkswagen Credit, Mitsubishi Motors, KIA Motors America, Mercantile Bank, Wheels Inc., PH&H, SunTrust, Consumer Portfolio Services, EZ Rent-a-Car, Regional Acceptance Corp, Wachovia Bank, CitiFinancial Auto, Capital One Auto Finance, DriveTime & Flamingo Finance and more.
MANHEIM FLORIDA AUTO AUCTION OF ORLANDO 11801 West Colonial Drive Ocoee, FL 34761 1-877/888-FAAO www.faao.com General Manager: Allan Wilwayco Auction Manager: Jeff York Assistant General Manager: Jeff Thomas Assistant General Manager: Tim Sherk 22 Lane Sale every Tuesday at 9:00am Chase, CIT, Chevy Chase, Daimler Chrysler Remarketing, Dollar Thrifty Automotive Group, GMAC, Honda Remarketing, Hyundai, Hertz, Lexus Financial Services, Porsche, Toyota Financial Services, Enterprise Rent a Car, World Omni, RSA, Avis Budget Group.
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MANHEIM FORT LAUDERDALE 5353 South State Road 7 Davie, FL 33314
954/791-3520 Fax: 954/791-3522
Doug Kramer General Manager: Asst. General Manager: Ed Molina Warren Whittaker Asst. General Manager: General Sales Manager Frank Costa Dealer Sales Manager: Teresa Britt F/L Manager: Amaurys Rodriguez Jil Herring Ford Manager: Marketing Manager: Geoffrey Barge Tuesday 9:00am. Friday 9:00am. Ford Factory- 1pm Bi-weekly Thursdays. 3,500+ units weekly featuring Citi Financial, Ford Motor Credit, GE, Hertz, World Omni, Auto Nation, TRA, and much more! Nothing beats a visit to South Florida!!!
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SA N FO R D AU TO D E A L E R S E XC H A N G E 2851 St. Johns Pkwy 407/328-7300 Sanford, FL 32772 407/843-3690 Fax: 407/321-4466 www.sanfordautodealers.com Joe Killory, ext. 112 General Manager: Asst. GM: Richard Galway, ext.113 Greg Badal, ext. 136 Fleet/Lease Mgr.: Tuesday 2:00pm. Brand New State-of-the-Art six lane facility featuring 2000+ units every Tuesday. Specializing in new car dealer trades, bank repos, fleet and off-lease vehicles. Cocoa Auto Dealers Exchange “CADE” 500 Cox Road Cocoa, FL 32926 321/636-2233 Fax: 321/636-9212 Every Thursday at 5:00pm. Specializing in new car dealer trades, fleet and off lease vehicles and dealer consignments.
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V. I . P. AU C T I O N S V E H I C L E I N V E N TO RY P RO F E SS I O N A L S Professional. Fast. Proven. 302 Orchard Lane Clarksville, GA 30523
678/919-7130 Fax: 678/919-7917 www.myvipauctions.com Owner/CEO: Helen Smith 678/919-7130 Auction Manager: Jim Smith 404/226-8638 Operations Manager: Tom Stone 678/919-7130 Redefining The Automotive Remarketing Process Every other Monday at 3:30PM. Call for Sale Locations. Proudly Serving Metro Atlanta Franchise Dealers for over 12 years! “The sellers AND buyers both win.V.I.P. knows how to turn inventory.”- Gene McDonald, Founder of The Black Book. The first and only mobile, onsite remarketing Auction featuring live mobile-cast bidding designed exclusively by V.I.P. powered by OnLine Ringman.
“World’s Largest Independently Owned Night Sale” M A N H E I M ’S ST. P E T E AU TO AU C T I O N 14950 Roosevelt Blvd. Clearwater, FL 33762 727/531-7717 Toll Free: 877/993-9964 Fax: 727-539-0912 www.manheim.com General Manager: George Ruiz Asst. General Manager: Todd Janego Dealer Sales Manager: Jeff Epperson Marketing Manager: Vicki Lopez F/L Dealer Sales: Angell Derridinger Office Manager Colleen VanFleet 1000 vehicles every Thursday @ 4:00pm including over 500 new car trades. Discover why dealers throughout the country have said we have THE NICEST, CLEANEST $2,000$10,000 VEHICLES in Florida. Free gifts and transportation assistance to first time buyers. Only 20 minutes from Tampa International Airport. Ask about our Mobile Sales.
TA L L A H A SS E E AU TO AU C T I O N 140 Capital Circle SW Tallahassee, FL 32305 850/878-6200 Fax: 850/942-9830 FOD: 800/305-0745 taa@bscamerica.com www.bscamerica.com/dealers/Tallahassee General Manager: Ginger White Assistant GM/Marketing: Lori Camper Operations/Fleet Lease: Mark Carter Dealer Sales: Kyle Williamson Sale day: Friday @ 11:00am EST. ALL lanes broadcast live via simulcast, specializing in new car dealer trades, bank repos, fleet, and off lease vehicles. Monthly promotional sales featuring Wachovia Dealer Services, Automotive Fleet Management. Mechanicallychallenged sale every other Friday @ 10:30am. Visit us at bscamerica.com for run lists, promotional information and driving directions.
A Servnet Auction GEORGIA M A N H E I M PA L M B E AC H 600 Sansbury Way West Palm Beach, FL 33411 561/790-1200 Toll Free: 866/889-7222 Fax: 561/798-0774 www.manheim.com General Manager: Ron Parker Asst. General Manager: Jeff Simon Asst. General Manager: Ray Petrino National Accts. Manager: Lori Kuhn Dealer Sales Manager: Cheryl Lally Weekly Consignment Sales, Thursday 9:00am. featuring AmeriCredit, Fifth Third, Wheels, ARI, Enterprise. Bi-Weekly Exotic Highline Sales, Wednesdays 9:30am. featuring Mercedes Benz Financial, Mercedes Benz USA, BMW of North America, BMW Financial Services, Jaguar/LandRover and Porsche Financial, Infiniti, Volvo, 5th 3rd, RSA/US Bank, Hann Financial.
MARCH 2008
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5055 Oakley Industrial Blvd. Fairburn, GA 30213 770/357-2277 Fax: 770/774-0995 www.adesa.com/atlanta General Manager: Operations Manager: Factory Manager: Marketing Manager: F/L Manager:
Jason Brinkley Justin Carpenter Lisette Montanez Rocky Marciano Lisa Chapo
Tuesday - 10:00am DaimlerChrysler Remarketing (Every Other Week) Wednesday - 10:00am Fleet Lease . Dealer Consignment. Chrysler Financial (Every Week) In-Op Sale 9:30am (Every Week) Friday Public Sale 6:30pm, Preview Begins - 4:30pm. Featuring: AVIS Budget Group, DaimlerChrysler – Factory, Drive Financial, Emkay, Chrysler Financial, DTG Operations, Enterprise RAC, Lease Plan, MDS, Nuvell, PAR North America, Vanguard Alamo National, and Wachovia Dealer Services.
MANHEIM AUCTIONS OF GEORGIA Come to Atlanta for a week of sales.
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M A N H E I M AT L A N TA AUTO AUCTION 4900 Buffington Rd. College Park, GA 30349
404/762-9211 800/856-6107 Fax: 404/669-5817 www.atlantaautoauction.com
General Manager: Asst General Managers:
Greger Roner Ed Cahir Ryan Mason Michael Rice
General Sales Manger:
Tom Matson
Marketing Manager:
Andrea Cox
Monthly Exotic Highline sale @ 9:30am featuring BMW Financial Services, BMW North America, Mercedes-Benz Financial, Land Rover of North America, Jaguar, Volvo North America Finance, Inc, SAAB Financial, SAAB Cars USA, Chase Automotive, VW Credit/Audi Financial, and 900+ Dealer Consignment vehicles. Weekly Sale every Thursday @ 9:30am. Featuring Honda Financial, GMAC, Chase, Wells Fargo, Wheel’s, World Omni/Southeast Toyota Finance/Center One Financial Services, Automobile Acceptance Corp, Bank of America, Fidelity National Bank, Budget, Avis Budget Group, Enterprise Rent A Car, Dollar Thrifty, and 1800+ Dealer Consignment vehicles. Factory sales include GM and Mitsubishi North America. Government sales include GSA and VSE Corp. TRA Sale Every Thursday @ 8:30am. Featuring Progressive Casualty Insurance, Enterprise Rent A Car, Avis Budget Group, Hertz, GMAC, Bank of America, Automobile Acceptance Corp, and, Wells Fargo.
MANHEIM M E T R O AT L A N TA 2244 Metropolitan Pkwy. Atlanta, GA 30315
404/767-3652 800/759-3652 Fax: 404/766-2180 www.bishopbrothersautoauction.com info@manheim.com
General Manager: Asst. General Manager: F/L Manager: Marketing Manager: Dealer Sales Manager:
Ben Shurling Joel Holloway Kristie Knaggs Melissa Peppers Mark Warren
Dealer Consignment Sale Every Tuesday 11:00am. Disabled Sale 2nd & 4th Tuesday of the Month 9:00am. US Marshal Sale 2nd Tuesday Each Month at 3:00pm. Featuring: Drive Time, Vehicle Remarketing Services, Drive Financial, Quality Fleet Services, Georgia Financial, Remarketing Solutions, Wells Fargo, and Dealer Consigned Vehicles 1400+ units weekly! Remarketing by GE & Enterprise Rent a Car.
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GEORGIA DEALERS’ AUTO AUCTION 7205 Cambellton Rd. Atlanta, GA 30331
404/349-5555 Toll Free: 888/766-7144 Fax: 404/349-9951 www.manheim.com
Pete Palmer General Manager: Assistant General Manager: Todd Mathis Assistant General Manager: Jason Blake Dealer Sales Manager: Michael Moates Jamie Masdon Operations Manager: Fleet Lease Manager: Krystal Bilbrey Pood Bergkessel Marketing Manager: Monthly factory sales featuring: Ford, Mazda, Toyota Financial Services, Hyundai, Suzuki. Tuesday 9:30 am Start Open Sales: Ford Motor Credit, ARS, Mazda American Credit, Hyundai/Hyundai Motor Finance, Nissan, Infiniti, Citi, Peaks, Enterprise Rent A Car, Wachovia Dealer Services, US Bank, Hertz, Economy Rent A Car, Toyota Financial Services, Suntrust, Center One, Americredit, Suzuki/Nuvell, Capital One, Remarketing Solutions, SST, Lease Plan, Condor Capital, American Suzuki, HSBC, World Omni. 900+ Dealer Consignment Units Weekly In-op Sale 1st & 3rd Tues @ 8:30. All lanes live on simulcast Mobile sales services OVE.com Online Vehicle Exchange Buy & Sell 24/7
ILLINOIS C A R M A X
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M A N H E I M A R E N A I L L I N O I S A /A 200 West Old Chicago Drive Bolingbrook, IL 60440 630/759-3800 Fax: 630/759-9668 General Manager: Jimmy Compton Asst. General Manager: JD Daniels Dealer Sales Manager: Lou Palermo Laura Dunklau F/L Manager: Dealer Consignment and Fleet/Lease every Tuesday starting at 9:00am. 1,300 Consignment Units/1,000 Fleet/Lease Units. Fleet/Lease Accounts: Household Finance, DaimlerChrysler Services, GM Open Sale, Wells Fargo, AmeriCredit, Harris Bank, Thrifty, PAR, Onyx, Remarketing Solutions, Great Bank, Enterprise, Emkay. GM Closed Factory and DaimlerChrysler Closed Factory at 10:00am. (on alternating Thursdays).
CarMax Naperville 3320 Odyssey Ct. Naperville, IL 60563 Every other Monday at 10:00am CarMax Schaumburg 250 E. Golf Rd. Schaumburg, IL 60173 Every Monday at 2:30pm CarMax Tinley Park 18800 S. Oak Park Ave. Tinley Park, IL 60477 Every other Monday at 10:00am At CarMax Auctions, our mission is to provide our customer with an honest, open, and dealer-friendly auto auction with exceptional customer service. • 97-100% sales rate • Dealer-Only Auctions • Conditional announcements Visit www.carmaxauctions.com today for more information.
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11490 US 31 North Edinburgh, IN 46724
812/526.9731 Fax: 812/526.9734 800/339-9731 www.adesa.com
General Manager: Operations Manager: Controller:
Jeff Brinkley Bob Skotzke Kim Perkins
Wednesdays Consignment - 3:30pm. Featuring: Centra Credit Union, Fleet Lease Disposal, Ford Motor Credit and PAR North America.
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MANHEIM CHICAGO 20401 Cox Avenue Matteson, IL 60443 866.271.4222 815.806.4222 Fax: 815.806-9705 www.manheim.com General Manager: Art Soudek Asst. General Manager: Tim Reynolds General Sales Manager: Gary NIchols Dealer Service Manager: Rachel Shields F/L Sales Manager: Mary Casey Every Thursday Video Tow starts at 8 am, Ford Motor Credit at 8:30 am and all other Fleet/Lease and Dealer Consignment lanes start at 9 am. Fleet Lease Accounts: Acura and Fifth Third Bank, Avis Budget Group, Bank of America, Chase, Enterprise, Ford Motor Credit. Remarketing by GE, Hertz, Honda Financial, Acura, Mazda, Mitsubishi, Nissan, Volvo, Wells Fargo and World Omni. Ford and Nissan Factory Sales on Tuesdays call for dates.
INDIANA ADESA INDIANAPOLIS 2950 East Main Street Plainfield, IN 46168 317/838-8000 800/925-1210 www.adesa.com/indianapolis General Manager: Dave Emerson Assistant General Manager: Kathy Hopkins Jeff Brinkley F/L Manager: Roger Huegerich Monday - 1:00pm DCX Factory (alternating) Tuesday Consignment - 9:00 am. Boat/RV sale - 12:00pm (2nd Tues. of the month) Top of the Line - 9:30am (Once a month) State Sale - 3:00pm (3rd Fri. of the month) Wednesday - 10:00 am. GM factory (alternating) Ford Factory (alternating) Featuring: ARS, CapitalOne Auto Finance, Chase, DaimlerChrysler – Factory, Chrysler Financial, DTG Operations, Enterprise RAC, Fifth Third, Ford Credit, Ford Factory, Hertz RAC, General Motors, GMAC, Huntington, SAAB, Mazda, National Car Sales, Nuvell, RSA, Toyota Financial Services (Fleet), US Bank, VRS/Credit Acceptance, Wells Fargo Auto Finance and World Omni/CenterOne.
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641 Joliet Street Dyer, Indiana 46311
12800 Tuckahoe Creek Pkwy Richmond, VA 23238 888/804-6604 Fax: 888/607-0530 www.carmaxauctions.com CarMax Hillside 101 N. Wolf Rd. Hillside, IL 60162 Every other Tuesday at 2:00pm
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AU C T I O N 219/865-2361
Contact: Mike Dean Serving Indiana & Illinois. 30 minutes from Chicago Loop. 1300 vehicles weekly Salvage: Wed. @ 1:00pm. Consignment: Friday @ 10:00am. Fleet/Lease: Friday @ 10:00am. Serving most major insurance, lease, banks & rental car companies. DYER TRANSPORT INC. Contact: Brian Chalik 219/322-2993 M A N H E I M F O R T WAY N E 3600 E Washington Blvd Fort Wayne, IN 46803
260/422-9577 800/437-0327 www.fwva.com www.truck-auction.com
General Manager: Sales Manager: HD Truck Manager: F/L Manager:
Steve Balco Rick Weaver Tim Ronan Aaron Roth
8-Lane Dealer Only Sale Every Tuesday @ 9:00am. Cars, vans, pick-ups, SUVs, RVs, boats, motorcycles and more. Bi-weekly Government & Repo Sales @ 9:00am; BiWeekly heavy duty truck sales @ 10:00am. Monthly Salvage Sale -call for dates. Monthly Float Sale - 3rd Tuesday of month. Over 200 Fleet Lease units from major lenders every week: Wheels, Inc, LeasePlan, Enterprise, AVIS Budget Group, Schmidt Rental Lease, Northeast Auto Marketing, West Lake Financial and many more. Promotions and prizes every week! MAFS Financing. Full Title Services. Frontline Force paint, body & mechanical reconditioning services. OVE (On-Line Vehicle Exchange, and Simulcast bidding. Transportation Services. Post Sale Inspection. Airport shuttle - call to arrange pick-up. On-site restaurant. 24/7/365 dropoff and security.
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MARCH 2008
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888/354-8299 317/862-8622 Fax: 317/862-8623 FOD: 866/422-2227 www.manheim.com
Dave “Crockett” Allen General Manager: Fleet/Lease: Charlie Jordan Fleet Lease and Consignment Sale: Tuesday 12:30pm, Heavy Duty Truck Sale (Monthly) Tuesday 10:00am, TRA / INOP Monthly @ 11:30 a.m. , Power Sports Sale 1st Wednesday Every Month 9:00am, Honda O.V.E. Sale Monthly. Fleet Lease Accounts: Ace, Donlan Leasing, Heritage Acceptance, Honda Financial Services, Lease Plan, South Trust Bank, Westlake Financial, Coca-Cola, Main Source Bank, Tidewater Finance, Walden, Enterprise, HSBC, Harley – Davidson Financial Services, U.A.C.C., J M & E TCS Inc., Space Coast Credit Union, Finance Center FCU, Auto Financial Group, Harris Bank, Professional Financial, U – Haul Technical CenterLeasing and many more.
A D E SA 1800 Gateway Dr. Grimes, IA 50111
5425 Highway 31 Clarksville, IN 47129
812/283-0734 Fax: 812/283-5852 www.Manheim.com
General Manager: Assistant General Manager: General Sales Manager: Dealer Sales Manager: TRA Manager:
John Deck Tom Givens Lori Hammond Mark Harris Rob Spickard
TRA Sale every second and fourth Tuesday of the month at 9:00 a.m. Tuesday 9:30am. Featuring: Drive Financial, Fifth Third Bank, Remarketing Services of America, ARI, General Acceptance Corp., American Honda, Honda of America Manufacturing, Honda Manufacturing of Alabama, Wachovia Dealer Services, Budget, Hertz, Tri-State Financial, Federated Financial, and more.
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515/986.1200 Fax: 515/986.1201 www.adesa.com/desmoines
General Manager: F/L Manager:
Jeff Lisle Becky Messamer
Tuesdays-Video Salvage - 8:45am. Consignment - 9:00am. $200 Early Bird Drawing (Progressive) Featuring: ARI, Wheels, Inc. AmeriCredit, CapitalOne Auto Finance, Drive Financial, RSA, VRS/Credit Acceptance and Wachovia Dealer Services.
3 Locations / 3 Weekly Sales www.wolfesautoauctions.com Bi-Weekly Monday VB2, 2:00pm Tony R. Wolfe 812/425-4576 Tuesday, Terrehaute 12:00pm Mike Edwards 812/238-1431 Wednesday, South Bend 1:30pm John Stumpf 574/289-7767 Thursday, Evansville 9:00am Mark Watkins 812/425-4576 Large Weekly Dealer Consignments. Weekly Fleet, Lease & Repo Sales. Weekly Salvage Sale. Bi-Weekly VB2 Internet Sale. 24 Hour Pickup. Transportation Available.
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LO U I S I A N A’S 1 S T C H O I C E AUTO AUCTION 18310 Woodscale Road Hammond, Louisiana 70401
985/345-3302
Fax: 985-345-5735 lafcaa@lafcaa.com www.lafcaa.com General Manager: Auction Manager: F/L Manager: Marketing Manager:
John Poteet Don Sistrunk Linda Castillo Georgianne Poteet
Consignment Sale Tuesday 9:00AM. Online Sale Tuesday 10:00AM powered by AWG. 33 acres, 4 lanes, 500+ cars weekly, floor planning, reconditioning, transportation, 24 hour secured site, video recorded sales, Auto IMS, Auction Access, convenient location between Baton Rouge and New Orleans LAFCAA has the cars you need! See you in the Lanes!
672 Blue Sky Parkway Lexington, KY 40509 859-263-5163 www.adesa.com/lexington General Manager: Jason Martin Asst General Mgr. & F/L Mgr.: Todd Lomison Marketing Manager: Patty Sands General Sales Mgr. & F/L Mgr.: Chad Hall Tuesdays-Night Sale - 6:30pm (Second Tues. of the Month) ThursdaysConsignment Sale - 10:00am Chase. Featuring: Community Trust Bank, Enterprise RAC, Huntington National Bank, PAR North America and Toyota Financial Services.
LOUISIANA
MANHEIM’S NEW ORLEANS 61077 St. Tammany Ave. Slidell, LA 70460 985/643-2061 Fax: 985/726-9508 (Main) General Manager: Asst. General Manager: Dealer Sales Manager: Fleet/Lease Manager: Marketing Manager:
Mike Browning Raymond Fields Kevin Rembert Vanessa Faciane Stephanie Dumas
Fleet/Lease sale every other Tuesday at 2:00pm. Consignment Sale Wednesday 9:00am. TRA Sale: Every other Monday at 9:00am. Full Service Reconditioning Facility serving the following rental & fleet accounts: Enterprise, Hertz, AVIS, Dollar/Thrifty Group, Wells Fargo, GE Remarketing, ARI, Lease Plan, Griffin Tire & Battery, Vehicle Remarketing Services, and World Omni.
ADESA SHREVPORT 318/938-7903 Fax: 318/938-7960 www.adesa.com/shreveport
MARCH 2008
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C A P I TA L AU TO AU C T I O N 5001 Beech Road Temple Hills, MD 20748 202/269-3361 www.capitalautoauction.com th@capitalautoauction.com Manager:
Gordy Zaritsky
Sales Tuesday and every other Thursday 10am; every Saturday 9am - Noon. Internet auction every week 3pm, go to www.capitalautoauction.com now to register and log in, IT'S FAST, IT'S EASY, and IT'S FREE! Charity donations, FBI field agent cars, consignments, boats, trailers & RVs. Over 200 vehicles per auction. Public welcome. Check website for weekly sales lists.
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7666 Highway 80 West Shreveport, LA 71119
Wednesday-In-Op Sale - 8:30am. Consignment Sale - 9:00am. GM/GMAC 9:00am (Featuring LiveBlock) Fleet/Lease 10:00am (Featuring LiveBlock) Tuesday-GM Factory sale - 10am (bi-Weekly) Featuring: Advantage RAC, Avis Budget Group, DTG Operations, Enterprise RAC, GM/GMAC Remarketing, GTB, Hyundai Motor Finance, HSBC, Nuvell Vehicle Remarketing, PAR North America, Remarketing Solutions, Wachovia Dealer Services and Wells Fargo Auto Finance.
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General Manager: Tim Adams Assistant General Manager: Stan Reed Factory Manager: Angela Benson Marketing Manager: Tonya Thomas F/L Manager: Darren Darnell WO L F E ’S AU TO AU C T I O N S
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MANHEIM INDIANAPOLIS 3110 South Post Road Indianapolis, IN 46239
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63 Western Avenue Framingham, MA 01702
508/626-7000 Fax: 508/626-7111 Fax-on-Demand: 888/293-5249 www.adesa.com/boston
General Manager.: Asst General Manager: General Sales Manager: F/L Manager:
Jack Neshe Liz Morich Chris Carli Aaron Roy
Tuesdays Top of the Line Sale - 9:30 am (Monthly) Toyota Pre-Certified “Bid Now” “Buy Now”on-line Sale - 1:00pm (Monthly) Wednesdays Ford Factory Sale - 10:00am (Bi-weekly) Thursdays GM Factory Sale 10:00 am (Bi-weekly) Toyota “Bid Now” “Buy Now” on-line Sale (Weekly) Fridays Salvage Sale - 7:30 am (Weekly) Consignment - 9:00 am (Weekly) Toyota Factory - 9:00 am (Monthly) Featuring: Acura, ARI, ARS, Chase, Enterprise RAC, Ford Credit, Ford Factory, GM Factory, GMAC, Hertz, HSBC, Lexus Financial Services, Mazda, Mercedes-Benz Financial, SAAB Financial Services, RSA, Toyota Financial Services, VPSI, VCI/Audi Financial and Wells Fargo Auto Finance.
MARYLAND AU TO AU C T I O N O F B E L A I R 803 Bel Air Road Bel Air, MD 21014
410/879-7950 Fax: 410/893-1515 www.bscamerica.com
General Manager: R. Charles Nichols Asst. General Manager: Chuck Wenzel Dealer Contact: Michelle Nichols-Neff Thursdays 8:30am PHH, CenterOne/World Omni, M&T, Wells Fargo, Bank of America, Wheels, ARI, GSA, State 7 County Units, Major New Car Dealers Trades. Salvage – Liberty Mutual, Avis, Enterprise, and More. Simulcast Sales.
A D E SA 77 Hosmer Street Acton, MA 01720
C O N C O R D 978/263-7400 Fax: 978/263-7842 www.adesa.com/concord
General Manager: Asst General Manager: F/L Manager: Sales Manager: Operations Manager:
Mike Caggiano Bob Haluska Brandon Auger Bill Macintyre Napoleon Delacruz
Wednesdays - 9:30am Dealer Consignment & F/L. Suzuki Sale: Monthly. KIA Sale: Monthly. ADESA IMPACT - 1:30pm Salvage Sale (Weekly) Featuing: ACT Leasing, American Suzuki, ARI, CitiFinancial Auto, Donlen, Drive Financial, Emkay, Enterprise RAC, Fleet Lease Disposal, GE Remarketing, Kia Motors America, PAR North America, U-Haul, VRS/Credit Acceptance, Wachovia Dealer Services, Wheels Inc. and World Omni/CenterOne.
MASSACHUSETTS - MINNESOTA
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MANHEIM’S AMERICAN AUTO AUCTION 123 Williams Street, P.O. Box 1 North Dighton, MA 02764-0001 508/823-6600 Fax: 508/823-0006 www.manheim.com http://www.americanaa.com/ General Manager: Asst. General Manager: Asst. General Manager: Sales Manager: Recon/Body Shop Manager:
Tim Hoegler Joe Metro Mike Schaefer Paul Nadeau Fred Morse
Sale Tuesday 9:00am. Thursday 6:30pm. Total Resource Auction Sale Tuesday’s @ 11:30am. Featuring: Dealer Consignment Vehicles, Hertz, Mitsubishi Motors, Chrysler Services, PHH, Cendant, Lenders Fleet Services, Household Finance, Enterprise R-A-C, Dollar R-A-C, Compass, AMI, ARI, Wells Fargo, Plus many more… Providing Full Recon and Body Shop Facilities, Sale day instant estimate, Pick up and Delivery Services. Full Service restaurant Factory Sales: DaimlerChrysler - Monday’s @ 11:30am. GSA - Thursday’s @ as scheduled. 12 LANES OF AUCTION ACTION! Check out our Simulcast sales.
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3711 Western Road Flint, MI 48506-2385
810/736-2700 800/284-0034 Fax: 810/736-3351 Fax-On-Demand: 800/329-7352 www.flintaa.com
President: Vice President: General Manager: Dlr. Contact:
Bill Williams, Jr. John Luce Lawrence Cubitt Vicky Coons
Wednesday 9:00am. 1,800-2,200 total vehicles including 700-800 late model trucks. Dealer consignment, Rentals, Off/Lease & Repo units featuring: Avis/Budget Group, Donlen, R/S Centrix, Citizens Bank, Enterprise Rent-A-Car, GM, Harris Bank, Fleet Lease Disposal, Southgate Leasing, Motor City Co-Op, Credit Union, National City Bank, Oxford Bank, Eastern Fleet Remarketing, Remarketing Solutions, Republic Bank, SST, VRCG Inc, E&A Credit Union, Oakland County, Sutton Leasing, United Bay Credit Union, Vanguard-National/Alamao, Yark Leasing and many more...GM Factory Sale- 9:00 a.m. alternating Wednesdays, GMAC Open SaleEvery Wednesday at 9:00 a.m.
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MANHEIM’S D E T R O I T AU TO AU C T I O N , I N C . 600 Will Carleton Road Carleton, MI 48117 General Manager: Asst. GM. Admin: Asst. GM. Ops: Office Manager: General Sales Manager:
734/654-7100 Fax: 734/654-7164 Jim Elliott Pam Sackey Fred Montero Robin Roberts Dan Stone
2000-2300 total vehicles Every Tuesday 9:00am. Ford Credit, Chrysler Financial Open Sale, General Motors Sponsored Open Sale, Enterprise, RSA First Union, Kia, House Hold, CenterOne Remarketing, Service Solutions and Dealer Trades. Red Carpet Lease Extra Step Sale Exclusively for Ford Lincoln Mercury Dealers as Scheduled. Thursday 10:00am. As-is sale bi monthly on Tuesday at 1pm, import sale once a month, TRA Sale twice per month, Honda twice per month, Toyota every Tuesday, along with all 12 lanes offering simulcast 3.0. Alternating General Motors and DaimlerChrysler. Complete state-ofthe-art recon, paint/ body and mechanical shops on site. Transportation available, 24 hour security and gate check-out. SUPERIOR CUSTOMER SERVICE!
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M I N N E S O TA ABC MINNEAPOLIS, LLC 18270 Territorial Road Dayton, MN 55369 763/428-8777 Toll Free: 888/255-8777 Fax: 763/428-6906 www.auctionbroadcasting.com Managing Partner: Managing Partner: Fleet Manager: Dealer Sales: Office Manager:
Jay Fahrendorff Chuck Eck Todd Devries Sam Rambow Joni Linn
Tuesday 10:00am. Featuring: Honda Financial Services, Hyundai Motor America, American Suzuki, GE Remarketing, WFS Financial, Wheels Inc., PHH, Credit Acceptance VRS, Triad Financial, Marketwise Solutions, LeasePlan USA, Enterprise RAC, World Omni/CenterOne, Mike Albert Leasing.
MANHEIM’S MINNEAPOLIS AUTO AUCTION 8001 Jefferson Highway P.O. Box 408 Maple Grove, MN 55369
MICHIGAN A D E SA 6956 Lansing Road Dimondale, MI 48821
L A N S I N G 517/322-2444 800/513-7006 www.adesa.com/lansing
General Manager: Jeff Thomas General Sales Mgr. & F/L Mgr.: Mike Kirila Wednesdays Consignment - 9:30am. Featuring: Drive Financial, CASE Credit Union, Consumer Portfolio/Seawest Financial, LAFCU, MSU Credit Union, PAR North America, Systems & Services, VRS/Credit Acceptance, Wachovia Dealer Services and Wheels Inc.
GREATER DETROIT AUTO AUCTION 19865 Telegraph Rd. Romulus, MI 48174
734/479-4360 Fax: 734/479-4370 www.greaterdetroitautoauction.com
General Manager: Ass’t General Manager: Operations Manager: Institutional Manager:
Jeff Karpinski Michael Haddon Michael Giordano Dawn Howard
Special Services: Recon Services, Transportation. Floor Plans Available Special Sellers: DFCU Financial, Monroe Bank & Trust, American 1 Credit Union. Michigan First Credit Union, Kellogg Community Federal CU, Society of St Vincent DePaul, Purple Heart Car Donation Program, Car Program LLC Driving directions: Go to www.greaterdetroitautoauction.com for complete driving directions
A M E R I C A N V E H I C L E AU TO AU C T I O N , I N C . 4266 Dove Rd Port Huron, MI 48060 810/388-9000 Toll Free: 866/388-2822 Fax: 810/388-9900 www.american-vehicle.com
800/622-7653 763/425-7653 Fax: 763/493-0310 (Main) Fax: 763/425-5914 (Factory) http://www.minneapolisautoauction.com
M A N H E I M ’S M E T RO D E T RO I T 29500 Gateway Dr. Flat Rock, Mi 48134 General Manager : Auction Manager: Comericial Accounts: F/L Manager: Ford Trustmark Mgr.:
800/242-6322 John Olejniczak Joe Maltese Belinda Rutherford Linda Spathelf Mathew Southwell
Thursdays @ 9:00. 2000-3000 total vehicles every Thursday. Ford Credit, Primus, Mazda Factory, Chase, Hertz, 5/3 Bank DTAG, Enterprise, GTB, VRS, Dealer Consignment, Jaguar, Land Rover, Volvo, Coca-Cola. Ford Factory alternating Wednesdays for Ford Lincoln Mercury dealers only. @10:00am. AsIs sale the 1st Thursday of every month. 24 hour Security.
General Manager: Asst. General Manager: Asst. General Manager: Dealer Sales Manager: Body Shop Manager: Mechanic Shop Manager:
Scott F. Keener Jon Eisenmann Carter Theissen Tom Farnsworth Ryan Benjamin Bruce Studer
Sale Dates: Tuesday @ 1pm-THUNDER $5000 and under. Wednesday @ 9am-3000+ units weekly. Weekly Damaged & Disabled Sale Tuesday @ 12:30pm. Dealer Consignment Wednesday @ 9:45am; DaimlerChrysler Sponsored Auction Tuesday @ 10:00am bi-weekly. Ford Sponsored Auction Thursday @ 10:00am bi-weekly; Heavy Equipment Sale on 2nd Wednesday @ 1:00 pm; Powersports Sale on 4th Wednesday @ 1:00 pm Flt/Lse features: Alamo, ARS, Automotive Rental, Inc., Avis/Budget, RAC, Bank One, Budget RAC, Chase, DaimlerChrysler Services, Dollar RAC, Enterprise RAC, Fairlane Credit, First Star Bank, Ford Credit, HSBC, Household Financial, Mazda, Mitsubishi Motor Sales, Primus Automotive Financial Services, Provident Leasing, Thrifty RAC, ULTEA Leasing, Wells Fargo Bank, Wells Fargo Financial, plus many more. Complete Recon Center & Mechanic Shop on site, 12 lanes, Corp. Hotel Rates & airport pick-up. Manheim Technology Programs.
Owners: Michael Haddon & Josie Haddon General Manager: Gus Jones Operations Manager: Jeff Karpinski Dlr. Contact/Off. Manager: Candace Stasik Sale every Tuesday @ 4:00pm. VB2 Sale every Monday @ 3:00pm . Featuring: CFS Savings Bank, Bank Repo's, New Car Dealer Trades and Dealer Consignment . Services include: VB2.com offsite dealer sale, Reconditioning, Transportation, AFC floor planning The Auction that puts the Dealer 1st . Floorplanning by AFC, DSC, MAFS & Auto Use.
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MINNESOTA - NEBRASKA
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M A N H E I M ’S N O RT H STA R AUTO AUCTION INC. 4908 Valley Industrial Blvd. North Shakopee, MN 55379 952/445-5544 888/445-2277 Fax: 952/445-6773 General Manager: Sales Manager: F/L Manager: Factory Manager: Office Manager:
Jerry Aman Sue Samuelson Rod Dubbe Charlie Morse Debbie Heinz
Bi-weekly General Motors Factory Sale Tuesday 10:00am. Monthly on Wednesday @ 4pm-$4000 and under. Thursday 9:00am. (featuring over 1500 units weekly) Consignment. Fleet/Lease: A Macfrugal/Thrifty, AMI, ARI, Avis RAC, Discount Car & Truck Rental, Donlen, E-Trade, Emkay, Enterprise, Executive Fleet Services, Farm Credit Leasing, Fleet Lease Disposal, Ford Motor Credit, GE Capital, GMAC, GSA, GTB, Hertz Corp, IFM, Key Bank, Kia, M&I Bank, MoI Bank, Marketwise, National Car Rental, Northeast Auto Import, PH&H, RSA, Remarketing Solutions, SST, Saxon Leasing, U.S. Bancorp, U-haul, Wells Fargo plus many more. 8 lanes, 24 hour Security, Covered Parking for 900+ cars, Unlimited Pick-up and Delivery, State-of-the-art Reconditioning Facility, Corporate Hotel Rates, Fax-onDemand (888) 800-5754. Airport Pickup.
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MISSISSIPPI MANHEIM’S MISSISSIPPI AUTO AUCTION INC. 7510 U. S. Highway 49 North Hattiesburg, MS 39401 601/268-7550 Fax 601/579-7202 www.missautoauction.com General Manager: Assistant General Manager: Assistant General Manager: General Sales Manager: Fleet/Lease Manager:
Judy Taylor Angie Lee Dan Gammill Homer Bradley Jim Berry
Monday @ 4:00 PM CST
Monday @ 5:00pm CST - Monday Nite Consignment. Wednesday @ 10:00am CST Alternating Wednesday (CLOSED) Ford Sponsored Auction and GM Sponsored Auction. Thursday @ 9:00am CST (5 LANES). Ford Credit/Primus, Fairlane Credit, GM-GMAC Marketing, Nuvell. Fleet/Lease featuring: CitiFinancial Auto, Americredit, Donlen, GE Remarketing, Avis RAC, Enterprise RAC, Fleet Lease Disposal and Dealer Consignments. New state of the art recondition facility: Paint/body & mechanical, Chip Wizard, Dent Wizard.
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General Manager: Asst General Manager: F/L Manager: Sales Manager: Marketing Manager:
M I D - S TAT E AUTO AUCTIOIN 100 Bach Avenue P.O. Box 100 New York Mills, MN 56567 218/385-3777 Toll Free: 800/458-5506 Fax: 218/385-3232 www.msaanym.com msaanym@arvig.net CEO & Manager: Robert E. Thompson President & Manager: Robin R. Thompson Transportation Manager: Wendy Windels Office Manager: Jeanne Roggenkamp Consignment Sale - Four Lanes - Friday 10:30am.
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Owners:
601/956-2700 Fax: 601/956-5603 jrea@rbmsa.com www.rbmsa.com FOD: 888/515-8580 John Rea, Jimmy Rea and Kenny Rea Spence Couch Steve Van Todd Rea Glyn Morden
F/L Manager: Sales Manager: Internet Sales: Cyberlot Simulcast -
Every Tuesday Sale at 10:00am. 6-actionpacked lanes in new state-of-the-art facility, featuring weekly Fleet, Lease,Bank Repo and Consignment Sale. Monthly GSA and State surplus sale on 1st Thursday. Regularly scheduled GTB, Nissan Motor Acceptance Corporation, and Nissan Factory Sales. Major fleet/lease accounts and units from top local new car stores.
MARCH 2008
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101 Southwest Oldham Pkwy Lee’s Summit, MO 64081 816/525-1100 www.adesa.com/kansascity Harold Chapman Rob Schritenthal Cindy Kuhn Bob Breedlove Dena Hobbs
Tuesdays Dealer Consignment - 9:30am. Wednesdays - 10:00am. GM Factory (alternating weeks) DaimlerChrysler (alternating weeks) Thursdays Night Sale - 6:30pm. Featuring: AmeriCredit, ARS, Avis Budget Group, CapitalOne, Chase, Chrysler Financial, DaimlerChrysler – Factory, Donlen, Drive Financial, DTG Operations, Enterprise RAC , General Motors, GMAC, Honda Remarketing, Hyundai, Nuvell Financial Services, PAR North America, Wachovia Dealer Services and Wheels Inc.
AU T O AU C T I O N A S S O C I AT E S O F M O N TA N A P.O. Box 1433 Billings, MT 59103 Owner: Owner: General Manager: F/L Manager: Operations/Sales:
406/252-6332 Fax: 406/252/8126 Spencer Griffin Jeannie Griffin Terry Scheets Mark Michaelson Jake Guertsch
Regular Consignment: Every Wednesday 9:30am. Ford Factory: Once a month Tuesday 9:00am. Ford Motor Credit: Bi-weekly Wednesday 9:00am. GSA: Once a month Wednesday or Thursday 10:00am. Ford Factory & GSA viewed on online ringman every sale.
NEBRASKA A D E SA AU TO
Main Contact:
1657 Old Whitfield Road Pearl, MS 39288-7509
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7858 Highway 61-67 Barnhart, MO 63012
R E A B ROT H E R S ’ M I D -S O U T H AU C T I O N
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636/475-9311 Fax: 636/475-9194 Toll-Free: 877/475-9312 dawn.gllson@adesa.com www.adesa.com/stlouis
General Manager: Dealer Consignment Mgr.: F/L Manager:
D.J. Adams Paula Anderson Cheryl Cole
Wednesdays-Consignment & F/L - 9:30am. Boat & RV Sales - 9:00am (Monthly 2nd Wednesday) Featuring: Commerce Bank, Drive Financial, Eastern Fleet Remarketing, Emkay, Enterprise RAC and PAR North America.
M A N H E I M ’S S T. LO U I S AUTO AUCTION 13813 St. Charles Rock Road Bridgeton, MO 63044 314/298-3366 800/533-5414 Fax: 314/739-1300 www.manheim.com General Manager: Asst. General Manager: General Sales Manager:
Mike Goodsell John Kurland Chuck Wickley
Consignment Sale Tuesday 9:00am. Ford Credit, GMAC, Chrysler Financial, Mazda Primus, CAC, Avis, Thrifty, Jaguar, Mercedes Benz Financial, Fleet Max, Total Resource, World Omni, Enterprise and other Banks and Financial institutions. Exotic Hi-Line Sale: Every 4th Wednesday, Land Rover, Factory Sales. Chrysler Remarketing: Every other Wednesday. Ford and GM: Every other Thursday.
M A N H E I M ’S O M A H A AU TO AU C T I O N 9201 S. 144th Street Omaha, NE 68138 General Manager: Asst. General Manager: Asst. General Manager: F/L Manager: Recon Manager: Dealer Sales Manager:
402/896-8000 800/218-4192 Fax: 402/896-6758 Todd Pfeifer Nicole Graham Korey Grell Eric VanderMaten Dennis Webste Dave Lafleur
Regular Sales Every Thursday 9:30am. GM Every other Tuesday 10:00am., 47 acre facility, 8 auction lanes, complete reconditioning facilities. Consignment: Featuring over 1800 units weekly. TRA every week 8:45am. Fleet/Lease: American National Bank, AmeriCredit, ARI, Avis RAC, Bank of America, Bank of Nebraska, Bank One, Budget RAC, Commercial Federal Bank, Cox Cable Fleet, Credit Acceptance Corp., Emkay, Enterprise RAC, Dollar RAC, Felco Auto Lease, Fifth Third Bank, First National Bank, First Federal Lincoln Bank, Firstar, Ford Motor Credit, Fleet Lease Disposal, GeCal, GE Fleet Services, GSA, GMAC, Hertz RAC, Nuvell, PHH, Primus, Remarketing Solutions, RSA, Security National, Thrifty RAC, Triad Financial, UB Vehicle Leasing, Union Acceptance, Wells Fargo, WFS Financial, Wheels Inc., World Omni.
NEW HAMPSHIRE - NORTH CAROLINA
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NEW HAMPSHIRE AU TO AU C T I O N O F N E W E N G L A N D 8 Action Boulevard Londonderry, NH 03053 603/437-5700 Fax: 603/437-5800 www.aane.com www.autoims.com President: William P. DeLuca III Dave Blake General Manager: Fleet/Lease Director: Bill Hoover Michele Pierog Dealer Relations: Dealer Registration: Jessica Eshleman Sales & Marketing Team: Michele Pierog Jim How, Katie Karl, Donna Olsen
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M A N H E I M ’S S KY L I N E AU TO E XC H A N G E 100 Route 46 Fairfield, NJ 07004
973/227-0100 800/UBID-NOW Fax: 973/227-2604
General Manager: Asst. General Manager: Dealer Sales Manager: F/L Manager:
Austin McBride Gerard Bernardi Tom Bergeron Jody Fitzpatrick
“Your Business is Our Business” Every Tuesday: 9:00am. Every Thursday @ 7:00pm. TRA Sale every other Thursday@ 6:00pm. HSBC, Wheels, Enterprise RAC, ARI, Chase, Emkay, Valley National Bank, Lend Lease, PHH and many more!
Consignment Sale Thursday 10:00am. Fleet/Lease Thursday 10:00am. Inoperable Sale Thursday 9:30am. Featuring over 1300 vehicles in 6 Lanes, 24 hour secured site with 24 hour check-out service. Full Reconditioning, Complete Transportation and Professional Mechanical Services available. Regularly updated available for sale lists at www.aane.com. "AANE Live! Powered by AWG". Auto Auction of New England is the place to be on Thursday!
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A D E SA SY RAC U S E "Where The FUN Is!" Route 31 Cicero, NY 13039 315/699-2792 888/670.0007 Fax: 315/699-9620 www.adesa.com General Manager: Asst. General Manager: F/L Manager: National Acct Manager:
David Taylor Melvin Tyrrell David Africa Sharon Loguidice
FA FULL Service Auction! 8 Lanes of Action! Fleet/Lease & Dealer Consignment Sale Every Wednesday 3:00pm. Featuring: Chrysler Financial, AmeriCredit, PHH Arval, Community Bank, N.A, CitiFinancial Auto, NBT Bank, Emkay, Inc. CFCU Community Credit Union, Key Bank, Enterprise, U-Haul, Budget Trucks, Budget Rent-A-Car & more! Alternate Wednesdays 10:00am: Chrysler Factory Sale. Monthly Sales: Marine/RV, Bank Repo-VRS, Specialty Sales. OnLine Buying Every Sale - On-site transportation. On-site flooring planning. Celebrating over 30 years in business!
NEW YORK A D E SA C A P I TA L AU TO AU C T I O N
B U F FA LO
12200 Main Street Akron, NY 14001
716/542-3300 Fax: 716/542-3547 www.adesa.com
190 Londonderry Turnpike Manchester, NH 03104 603/622-9058 www.capitalautoauction.com nh@capitalautoauction.com
General Manager: Warren Clauss Assistant General Manager: Nancy LaTona F/L Manager: Bob Rice Marketing Manager: Joanne Yanulevich
Manager:
Mondays Ford Factory - 10:00am. Tuesdays- Consignment - 9:00am. RV Sale (2nd Tues of the month) Wednesdays ADESA IMPACT - 1:30pm. Featuring: ARS, Avis Budget Group, CapitalOne Auto Finance, Chase, Drive Financial, Enterprise RAC , Ford Credit, Ford Factory, HSBC, M&T Bank, National City, RSA, Vanguard Alamo/National, VRS/Credit Acceptance and Wachovia Dealer Services.
George Frey
Sales every Saturday 11am. Internet auction every week 2pm, go to www.capitalautoauction.com now to register and log in, IT'S FAST, IT'S EASY, and IT'S FREE! Charity donations, FBI field agent cars, consignments, boats, trailers & RVs. Over 200 vehicles per auction. Public welcome. Check website for weekly sales lists.
NEW JERSEY A D E SA
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200 N. Main Street Manville, NJ 08835
908/725-2200 Fax: 908/725-3446 www.adesa.com/newjersey
General Manager: Asst General Manager: Sales Manager: F/L Sales Manager: F/L Manager:
Dave Carlucci Barry Fabricant Rich Quake Tina Carfaro Gio Rastelli
Tuesdays-Top of the Line Sale - 9:30am (1,700 units) Monthly. Wednesdays -GM Factory Sale - 1:00pm (Alternating weeks) Thursdays-Large Dealer Consignment Sale 9:30am (2,000 units) Toyota, GMAC, Fleet/Lease. Featuring: AmeriCredit, Avis Budget Group, CapitalOne Auto Finance, Chase, Drive Financial, DTG Operations, Donlen, Enterprise RAC, GMAC , GM Factory, Hertz RAC, Mercedes-Benz Financial, Mercedes-Benz USA, Porsche FS, SAAB FSC, Toyota Financial Services, Vanguard Alamo/National, VCI/Audi Financial, Wheels Inc. and World Omni/CenterOne.
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STAT E L I N E AU TO AU C T I O N P.O. Box 351 Waverly NY 14892
607/565-8151 Fax: 607/565-8659 www.statelineauto.com
President Jeff Barber Jim Horton General Manager: F/L Manager: Jim Horton Vehicle & Dealer Registration Connie Foley Sales Manager Jim Terwilliger GM Factory sale every other Thursday - 10am. Consignment sale every Friday at 9:30 am with 8 selling lanes, including GMAC, Fleet/Lease & Repo Sales featuring: General Motors, Wachovia Dealer Services, Wheels, ARI, Enterprise Rent-A-Car, Fleet Solutions, Center One, U-Haul and many local banks and credit unions. Dealer registration is easy with Auction Access. Join us every week in person or by using OnLine RingMan.
NORTH CAROLINA MANHEIM
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2000 Dealer Drive; P.O. Box 10900 Newburgh, NY 12550 845/567-8400 Toll Free: 800/671-0992 Fax: 845/567-8410 Vehicle Registration: 800/BID-SELL FOD: 800/375-2734 General Manager: Asst. General Managers: Fleet/Lease Contact:
Joe Migneco Paul Kloeblen, Scott Florio Chuck Comfort
16 lane facility, full body, paint & reconditioning center. Ford Factory monthly @ 10:00am. TRA every other Wednesday @ 9:30am. Heavy Truck every 1st Wednesday/Specialty Sales Every 3rd Wednesday. GSA once a month. Featuring: Ford, American Honda, GMAC, Coke Cola, Enterprise, GE Remarketing, GSA, Kia, LeasePlan, Lowes, Manheim Certified, M&T Bank, Primus, Remarketing Solutions, SouthTrust Bank, U-Haul, United States Postal Service, and Wells Fargo. Weekly Sale Wednesday beginning @ 9:30am.
425 Patchogue Yaphank Road (CR 101) Yaphank, NY 11980 631/205-5000 Toll-Free: 877-ADESALI www.adesa.com/longisland General Manager: F/L Manager: Marketing Manager & Dealer Sales Manager: Sales Manager:
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11600 Fruehauf Drive Charlotte, NC 28273
704/587-7653 Fax: 704/587-9831 www.adesa.com/charlotte
General Manager: Asst General Manager: Fleet/Lease Manager: Dealer Consignment Mgr.: Marketing Manager:
Joe Guyer Brent Busby Larry Hammill Elaine Hamilton Penny Onley
Monday-Chase Interactive Internet Sale 12:30pm - 1:30pm. DealerBlock. CitiFinancial 9:00am-4:00pm. AmeriCredit 12:00pm-3:00pm (All consignors available on LiveBlock) Thursday-TLC Sale - 8:30am. Fleet Lease - 9:15am. Dealer Consignment 10:00am. Friday- DealerBlock. World Omni/CenterOne 12:00pm-2:00pm. Honda “Buy Now” 24/7. Featuring: Acura Remarketing, AmeriCredit, C & F Finance, CapitalOne Auto Finance, Chase, CitiFinancial Auto, Cornerstone Acceptance, Donlen, Drive Financial, DriveTime, Emkay, Goodwill Industries, Hendrick Automotive Group, Honda Remarketing, NMAC, Nuvell, PAR North America, The Salvation Army, Sonic Automotive, VRS/Credit Acceptance, Wachovia Dealer Services and World Omni/CenterOne.
Noel Nixon Rich Spencer Anthony Salerno John Pedrotti
Fridays Consignment & F/L - 9:30am. Featuring: ARI, Atlantic Mill Group, Honda Financial Services, PAR North America, VRS/Credit Acceptance and Wheels Inc.
MANHEIM ALBANY Rte. 146, P.O. Box 440 Clifton Park, NY 12065
518/371-7500 Fax: 518/371-7510
General Manager: Michael Cesta Assistant General Manager: Jay Waterman F/L Manager: Karen Gage-Ellsworth Sales Manager: Steve Soprano Marketing Manager: Lauren Sokolowski Eight Lane Sale Every Thursday: FleetLease 9:30am, Dealer Consignment 9:30am. Mobile Sale: Potsdam, NY - Second Tuesday of Each Month. Join us in the Lanes or on Simulcast at www.manheim.com
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Hwy. 601 North of Salisbury P.O. Box 1018 Cooleemee, NC 27014 336/284-4080 Fax: 336/284-6455 6 Lane Auction Every Wednesday @ 6:00pm. Great Dealer Consignment & Franchised Dealer trade-ins Every Week. AFC Floorplanning available. Contact: Fred O. Ellis, Fred O. Ellis, Jr. or Barbara Green. “Personal Service Always”.
USED CAR DEALER MAGAZINE
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G R E E N S B O RO AU TO AU C T I O N I N C . 3907 West Wendover Avenue Greensboro, North Carolina 27407 336/299-7777 Fax: 336/854-2689 www.greensboroaa.com Owner: General Manager: Asst. General Manager: Fleet Manager: Fleet Manager: Marketing Manager: National Sales Manager:
Dean Green Jerry Barker Kim Joyce Tom Nelson Larry Hamill Chrissy Connor Glen Vick
Consignment/Fleet Sale 9:00am every Wednesday. Featuring: Ford Motor Credit, Red Carpet Lease, Mazda, Primus, DaimlerChrysler Financial, Bank of America, Hyundai, Budget, DollarThrifty Automotive Group, Enterprise, Consumer Finance, & many more. Salvage Sale Every Other Wednesday @ 8:30am. Factory Sales 10am. Every Thursday. Featuring: Ford Factory, DaimlerChrysler Factory. Monthly Factory Sales: Mitsubishi, Hyundai, KIA, Subaru. Ford Internet Auctions Every Tuesday. DaimlerChrysler, Mitsubishi, Hyundai On Line Buying 24/7. *On-Site Transportation* On-Site Floor Planning.*
M A N H E I M ’S AYC O C K AU TO AU C T I O N I-95 South Bagley Road, Exit 105 P.O. Box 760 Kenly, North Carolina 27542 919/284-4052 Fax: 919/284-3629 www.aycockautoauction.com General Manager: Asst. General Manager: F/L Manager: Dealer Sales Manager: Recon Manager: Mechanic Shop Manager:
Ellie Johnson Joey Hughes Drew Starling Cad Wilkinson Todd Richardson Stephen Denton
Monday at 9:30 Fleet/Lease Lanes feature CitiFinancial Auto, HSBC, Centrix/ Remarketing Solutions, BB&T and Regional Acceptance. In addition, we offer 6 lanes of quality Dealer Consignment vehicles also at 9:30. Seven lanes available online via Simulcast at www.manheim.com. TRA Salvage/Inop every 1st and 3rd Monday at 9am, also via Simulcast. Complete transportation services, Reconditioning, Mechanical and Paint/Body services available on site.
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OHIO A D E SA C I N C I N N AT I / DAY T O N 4400 William C. Good Blvd. P.O. Box 636 Franklin, OH 45005 937/746-4000 Fax: 937/746-1140 www.adesa.com/cincinnati General Manager: Harold Varvel, Jr. Asst General Manager: Ron Johnson Jason Habersteroh F/L Manager: Specialty/Consignment Mgr.: Lisa Staub Jay Smith Marketing Manager: Tuesdays-Public Repo Sale - 9:30am. Featuring ADESA LiveBlock. Consignment & F/L - 10:30am. Nissan Motor Acceptance Corporation Sale (Monthly) Float Sale (Monthly) Fridays - 9:30am (Monthly) Queen City Sale, Tow Vehicle Video Sale, Dealers Wholesale, Donated, Boat & RV Sale. Featuring: Bank of America, Car Corner Financial, Chase, CitiFinancial Auto, Donlen , Emkay, Enterprise RAC, E*Trade, Fifth Third Bank, First Financial Bank, GE Remarketing, Huntington Bank, Key Bank, National Bank & Trust, National City Bank, NMAC, SST, US Bank, World Omni/Center One and Wheels Inc.
A D E SA C L E V E L A N D 210 E. Twinsburg Road Northfield, OH 44067 330/467-8280 800/686-5420 www.adesa.com/cleveland General Manager: Colleen Parks Consignment Manager: John Hogsett F/L Manager: Jason Layne Operations Manager: Frank Birkas Recon Manager: Greg Page Thursday Repo (Public Sale) - 8:30am. Consignment & F/L - 10:00am. LiveBlock 8:30 & 10:00am. Featuring: Auto Loan, ADESA Impact, DriveTime, DTG Operations, Emkay, Enterprise RAC (Seasonal), Fifth Third, Fleet Lease Disposal, Marquette Consumer Finance, PAR North America, RSA and Wachovia Dealer Services.
C O LU M B U S FA I R AU TO AU C T I O N 4700 Groveport Road Obetz, Ohio 43207 614/497-2000 Fax: 614/497-1132 www.cfaa.com www.independentdealer.com Chairman: Alexis Jacobs CEO: Keith Whann COO: Denny Heller VP Oper: Tim Maddy VP Sales/Mktg: Jeff Aisel Every Wednesday at 9:00am with 11 lanes. Lease Sale: ANC Rental Corp, ARI, Chase, DTAG, Enterprise, GMAC, Huntington, National City Bank, Emkay, Donlen, GE Fleet Services, Budget Truck, Honda Financial Services, Barco Truck & many more. Factory Sales on Tuesday at 10:00am; General Motors, KIA and Subaru. Every Tuesday: Repossession Sale at noon with 1st Investors, AHFC, AmeriCredit, Auto Now, GMAC, Huntington, Nicholas Financial, Nuvell, SST Systems & Telhio, Triad, CitiFinancial, Drive Financialand Centrix. Mechanical Shop, 56,000 square foot Body Shop, Reconditioning Shop and Transportation on Site. 24 Hour guarded pick-up and delivery. “Independently Owned and Operated”. Factory Sale Open Hyundai on Wednesday, Kia & Saab.
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G R E AT E R C L E V E L A N D AU TO AU C T I O N 5801 Engle Road Cleveland, OH 44142 Phone 216/433-7777 Fax 216/676-4200 Toll Free 800/929-4222 Patrick Morsillo President: Vice President: Mike Morsillo General/Fleet Lease Manager: Ryan Farley Office Manager: Kathy Gallagher Facility Manager: Mike Worthington Internet Sale: Thursday 2:00pm Repo Sale: Friday 10:00am Lease Sale: Friday 12:00pm Dealer Sale: Friday 12:00pm Reconditioning Facilities. Full Mechanical Services. Unlimited Transportation Pick-Up. AutoIMS.com service available. Featuring: US Bank, Centrix Financial, Systems & Services Technologies (SST), First Merit Bank, Wells Fargo, Remarketing Services of America, Remarketing Solutions, PAR North America, United Auto Credit Corp., United Acceptance Inc., Rivers Edge Investment, Huntington Bank, CNAC, JD Byrider, Lance Acceptance, and Central Asset Remarketing Services. Services Include: *NEW* VB2.com offsite dealer sale, *NEW* Automated tow lane sale, Brand New State of the Art 6 lane facility, AFC and DSC floor planning, on-site detail and transportation department, in-house title service, and a Full Restaurant. Just minutes from I-71, I90, I-480 and the Cleveland Hopkins Int’l Airport. Serving the Greater Cleveland Area since 1959. Visit us on the web www.gcaacars.com.
M A N H E I M C I N C I N N AT I AU TO AU C T I O N 4969 Muhlhauser Road Cincinnati, OH 45011 General Manager: Asst. General Manager.: Transportation Manager: Manheim Automotive Financial Services:
513/874-9310 Fax: 513/874-4610 www.cincyaa.com Victor Ferlaino Terri Duncan Pam Smith Susan Larkins
6 lane sale every Thursday. Repo sale starts at 9:00am and Dealer sale starts at 10:00am.
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OKLAHOMA A D E SA 16015 E. Admiral Pl. Tulsa, OK 74116
T U L SA 918/437-9044 Fax: 918/234-9326 www.adesa.com/tulsa
General Manager: Brian Gildehaus Doug Childress F/L Manager: General Sales Manager: Troy Walden Marketing Manager: Joetta Christopherson Operations/Recon Manager: Herb Guimond Fridays-F/L, Franchise Trades, Dealer Consignment - 9:30am. In-Op - 9:00am (1st & 3rd Friday of each month) Littleton Motor Co: 30+ (Every Friday) CapitalOne: 75+ (Every 1st & 3rd Friday) Chase: 75+ (Every 2nd & 4th Friday) Boat & RV Sale that is on the last Friday of each month starting at 9:00am. Oklahoma Sonic Business sealed bid sale beginning Monday's at 9am and ending on Wednesday's at 3pm. Featuring: Bank of America, CapitalOne Auto Finance, Center One Remarketing, Chase, Drive Financial, DriveTime, Enterprise RAC, Toyota Financial, Services (Fleet) and Wachovia Dealer Services.
D E A L E R S AU TO AU C T I O N 1028 S. Portland Oklahoma City, OK 73108 405/947-2886 Fax: 405/943-8370 www.daaokc.com Owner/President: General Manager: F/L Manager: Factory Manager:
Gary Smith Bruce Beam Mike Egdahl Bob Crow
Consignment Sale – Thursdays, 8:30am Featuring: Ford Credit, GMAC, Enterprise, AmeriCredit, Auto Advantage, CitiFinancial, Hertz Carco, Regional Acceptance, RSA, RS/Flatiron, LK Auto Remarketing, R.B. Leasing, W.M. Sales and Leasing, Bank Repos, Bob Howard Auto Group, Bob Moore Auto Group, David Stanley Auto Group, Joe Cooper Auto Group and many more. INOP Sale every week, Highline, Import and Special Interest sale first Thursday montly. GM Sponsored Factory Sale – Tuesdays, 10:00am. Online purchasing available through OnLine Ringman. Auction Access accepted. A proud member of www.auctionpipeline.com. Full service Recon Facility (Paint/Body, Mechanical, Detail).
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MANHEIM OKLAHOMA CITY Manheim's Oklahoma City 5005 S I35 Oklahoma City, Oklahoma 73129 503/286-3000 866/920-6552 405/606-2800 General Manager: Auction Manager: MAFS Manager: National Accounts:
Barry Roop Wayne Carey John McNitt Ron Howell
Sale every Tuesday 10am 500 units in 4 lanes. Featuring: Capps Rent A Car, Avis / Budget, Finance Point, 1st National Bank. Along with a wide representation of New Car Stores. Simulcast running in all lanes. Come discover Manheim's Oklahoma City.
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OREGON B RA S H E R ’S C A S C A D E AU TO AU C T I O N 23585 NE Sandy Blvd. Wood Village (Portland), OR 97060 503/492-9200 Fax: 503-492-0115 www.brasherscascade.com General Manager: General Sales Manager: Institutional Sales Mgr.:
Jerry Hinton Rob Wassom Bobby Sylvester
Thursdays at 9:00 am. GSA sales monthly as scheduled. Public auto auction weekly on Friday or Saturday as scheduled. Weekly Thursday auctions feature: VW Credit, Audi Financial Services, Honda Financial Services, Acura Financial Services, Hertz Rent-A-Car, Wachovia Dealer Services, Reliable Credit, Donlen, Fed Lease, Lighthouse Financial, Flexco, Columbia Credit Union, United Auto Credit, Enterprise Rent A Car, On-point Community Credit Union, Drive Servicing LLC, 1st Investors, First Tech Credit Union, Remarketing Solutions, US Bank, Westlake Financial Services, Western Funding, American General, Mike Albert Ltd., GSA, and others. Brasher’s Auto Auction is a full-service auction featuring 8 selling lanes.
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M ANHEIM PORTLAND AUTO AUCTION 3000 N Hayden Island Drive Portland, OR 97217 503/286-3000 Fax: 503/286-3899 www.portlandaa.com General Manager: Assistant General Manager: Fleet/Lease Manager: Dealer Sales Manager:
Jim Mumford Lori Pidgeon Jeri Miranda Casey Holyk
TUESDAY SALE • Virtual Sale-8: 30am • Fleet / Lease-9:00am • Dealer Consignment-9:30am WEDNESDAY SALE • GM Closed Factory-9:00am alternating Wednesdays Accounts: Bank of America, Citifinancial, AmeriCredit, GMAC, ARI, Wheels, Wells Fargo, Fireside Enterprise, Hertz, DTAG, Franklin Capitol, Avis/Budget Group, Credit Concepts, OCCU, First Tech CC, Lithia, Lanphere Group, Royal Moore Auto Group., and Many More! Featuring: 8 Lanes, On-Site State of the Art Detail, Mechanic & Body Shops, Full Service Facility. MAFS Gold Room.Manheim Certified Speciality Sale every Tuesday at 9:00 of each month, including boats, RV’s, motorcycles and Powersport vehicles.
2728 SW 25TH Street Oklahoma City, OK 73108 (405)680-8660 (405)680-9020 FAX www.okaex.com General Manager: Office Manager: Transportation Manager: Titles: Customer Service:
Mike Clopton Karen Potts Dusty Adams Gloria Suggs Bonnie Martinez
Consignment Sale Wednesday – 10:00am Featuring: Lease Plan USA, Mike Albert Leasing, Automotive Solutions, Auto Finance, Tinker FCU, Samson Oil, Bank of Okla., and many New Car Trades. 3 Lanes with 650-700 Vehicles per sale. GSA Sales Every Month. Recon and Mechanic Facilities available. “If We Don’t Serve You, We Don’t Deserve You”
P E N N S Y LVA N I A B RA S H E R ’S N O RT H W E ST AU TO AU C T I O N 90485 Auction Way Eugene, OR 97402
800/905-3901 Fax: 541/689-6049 www.brashersnorthwest.com
General Manager: General Sales Manager: Fleet/Lease Manager: Office Manager: Dealer Finance Manager: Reconditioning Manager:
Lisa Larkin Mark Melton Ben Brasher Darla Shedeck Karen Hoover Ron Steury
Regular consignment sale every Wednesday at 9:30 a.m. RV Sales every 2nd and 4th Wednesdays monthly. Featuring 8 lanes, Bank of America, ARI, Bank of the West, Capital One Auto Finance, Wachovia Dealer Services, RSA, GE Money, Wells Fargo, Key Bank, Kendall Auto Group, Hertz Car Sales.
A D E SA 758 Franklin Rd. Mercer, PA 16137
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C E N T R A L P E N N S Y LVA N I A AUTO AUCTION Exit 178 Off I-80 800/248-8026 Lock Haven, PA 17745 570/726-4300 Fax: 570/726-7841 www.cpaautoauction.com CEO/President: C. Grant Miller Doug Miller COO/Vice President: Tim Keohane General Manager: Bill Nelmond Transport./Recon. Manager: Shanan Miller Fleet/Lease: Thursday 10:00am - 5 Lane Selling Featuring: American Investment Financial, Bay Country Fleet Services, Enterprise Rent-A-Car, 1st Commonwealth Bank, M&T Bank, PENRAC Inc., Sun Bank, Plus Other Lease and Bank Repo Consignments. Verizon Utility Sale Every 3rd Thursday. Damaged/Inoperable Sale as Scheduled.
C O R RY AU TO D E A L E R S E XC H A N G E 12141 Route 6 P.O. Box 317 Corry, PA 16407-0317 800/776-0411 Fax: 814/664-7724 www.corryade.com President/CEO: Merle E. Swift VP/COO, General Manager: Tim E. Swift Sales Manager: Tad Swift Fleet/Lease Manager: Stacey Nord Sale Day: Thursday 11:00am Wheels Inc., ARI, PHH-ARVAL, FNB Consumer Discount, Fleet Lease Disposal.
P I T TS B U RG H 724/662-4500 www.adesa.com/pittsburgh
General Manager: Ric Hanson Assistant General Manager & General Sales Manager: John Desimone F/L Manager: Sharon White Marketing Manager: Christina Turlij Recon Manager: Alan Dumbroski
Service is the key at C.A.D.E.
Fridays Consignment & F/L - 9:00am. Heavy Duty Truck - 10:00am (As announced on Tuesdays) Featuring: CapitalOne Auto Finance, Center One, Donlen, DriveFinancial, Enterprise RAC, First National Bank, Hyundai, Key Bank, PAR North America, PNC, Sky Bank, VRS/Credit Acceptance.
C A P I TA L AU TO AU C T I O N 5135 Bleigh Avenue Philadelphia, PA 19136 215/332-2515 www.capitalautoauction.com pa@capitalautoauction.com Manager:
Gabe Piorko
Sales every Wednesday 4pm and every Saturday 11am. Internet auction every week 4pm, go to www.capitalautoauction.com now to register and log in, IT'S FAST, IT'S EASY, and IT'S FREE! Charity donations, FBI field agent cars, consignments, boats, trailers & RVs. Over 200 vehicles per auction. Public welcome. Check website for weekly sales lists.
USED CAR DEALER MAGAZINE
MARCH 2008
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MANHEIM PHILADELPHIA “The Original Chrysler Sale” 2280 Bethlehem Pike Hatfield, PA 19440 215/822-1935 Fax: 215/822-8140 FOD: 800/822-2453 www.manheim.com Charles Pollina General Manager: Scott Mulligan Asst. General Manager: Gregg Pachik F/L Manager: Kathee Book Marketing Manager: Jim Cuce Dealer Sales Manager: Every Tuesday Open Sale: Fleet/Lease and Dealer Consignment 9:30. Chrysler Financial 10:00. Damaged/Inop Sale every other Tuesday 9:00. Chrysler Motors, LLC Factory sale every other Thursday 9:30. Twilight Sale every Thursday.dinner in the lanes at 5:30, sale at 6:00. GSA and US Marshals government sales. Call for schedule. Shuttle service from Allentown and Philadelphia International Airports. All sales available on Simulcast. Complete Recondition and Mechanical Services on site. MAFS and most other floor plan options available. Featuring Remarketing Solutions, DTG Operations, Enterprise, Wheels, Hertz, Vehicle Remarketing Services, ARI, and many other major Fleet and Lease accounts. Formally known as Hatfield Auto Auction.
MANHEIM PITTSBURGH 21095 Route 19 North Cranberry Township, PA 16066-0211 724/452-5555 Fax: 724/452-1310 www.manheim.com General Manager Jon Schlegel Fleet/Lease Manager Glenn Jacks Dealer Sales Manager Mike Short Online Manager Melissa Robison Marketing Manager Jaime Fryer We offer the BIG 3: Chrysler Motors LLC Factory, Ford Factory and General Motors Factory. Consignment/Lease Sale - Every Wednesday 9:00am. Ford Factory Sale – Select Tuesdays, Once a month, Call for details 10:00am. General Motors Factory Sale Running Every Other Thursday 10:00am. Chrysler Motors LLC - Running on Tuesday Every Other Week 10:00am. As-Is Sale - Every Wednesday: Lease 1:30pm/Dealer 2:00pm. TRA Sale - every other Friday at 9:00am (Drivable & Non Drivable units)
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PADE - P E N N S Y LVA N I A AUTO DEALERS' EXCHANGEH Interstate 83, Exit 28 PO Box 41, York, PA 17405 phone: 717-266-6611 fax: 717-266-7650 Free Market Report: FreeReport@padeauction.com Presale list, Simulcast and information: www.padeauction.com Jake Hershey Jr. Owner: Skip Wolfgang Owner: National Accounts Manager: George Johnson Fleet/Lease Manager: Mike O'Connell Credit Manager: Sharon Guise Independent family auction with 50 years of service excellence. 2400+ Vehicles in 11 lanes every Wednesday. We use "Auction Access." Sell-In-Spot starts at 8:30. Fleet/Lease starts at 9:00am. Dealer Consignments at 9:30. Huge dealer consignments selection every week. FLEET COMPANIES INCLUDE (but not limited to): Budget Trucks, GTB Government Vehicles, Wachovia, CitiFinancial Auto, Dollar Thrifty, Triad, RSA, CPS, PHH, EMKAY, WFS and PA Leasing. Our services include: * Simulcast Sales for Fleet/Lease vehicles at www.padeauction.com * Travel/Hotel incentives for volume buyers. * On-Site PennDOT office. * Reconditioning facility. * Full mechanical service shop. * Transportation * On-Site Finance (PADE Financial Services). * Free coffee and the most delicious donuts you've ever had before the sale. * Same Day Post Sale Inspections. For travel assistance, call Karen at 717-2666611. We're located just up the road from the Harley Davidson factory in beautiful York, PA (and yes, they do free tours). PADE is just 50 minutes north of Baltimore (BWI Airport) and 15 minutes south of Harrisburg (HIA Airport).
RHODE ISLAND O C E A N STAT E AU TO AU C T I O N 10 Industrial Drive Exeter, RI 02822
401/397-2801 Fax: 401/397-2474 www.osautoauction.com
General Manager: Sales Manager: Fleet Lease Manager:
Leo Antonino Glenn Maurice Jennifer Bickford
Every Thursday Sale 10:30am. Weekly sales: fleet lease, repo and dealer consignments Inhouse floor planning. Audio & videotaped auctions. Auto IMS. Utility Sales 4th Thursday of every month at 10:30am. Newly constructed, state of the art, 8 lane facility on 44 acres with security and gate check-out 24 hours a day. Full reconditioning facility with onsite mechanics, body work, painting and detailing. Complete transportation. 30 minutes from Providence Airport.
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USED CAR DEALER MAGAZINE
MARCH 2008
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SOUTH CAROLINA
TENNESSEE
C A RO L I N A AU TO AU C T I O N
A D E SA K N OX V I L L E 1011 ADESA Parkway Lenoir City, TN 37771 865/988-8000 www.adesa.com/knoxville General Manager: Margaret Howard F/L & Marketing Manager: Paula Willocks Sales Manager: Tim Dalton Tuesdays Night Sale - 5:30pm, Consignment. Fridays Consignment 9:00am. Featuring: AmSouth Bank, CapitalOne Auto Finance, Crescent Bank & Trust, Donlen, Enterprise RAC, First Tennessee Bank, GCB Acceptance, HNB Auto Exchange, Home Federal Bank, Insurance Auto Auction, National City Bank, National Kidney Foundation, , PAR North America, Pepsi , RSA, Sunrise Acceptance, Tennessee Title Loans and Tennessee Valley FCU.
“The Right Choice” P.O. Box 5677 Anderson SC 29623-5677 864-231-7000 Fax: 864-231-7900 www.carolinaautoauction.com Henry & Patty Stanley Owners: General Manager: Tommy Rogers Fleet Lease Manager: Sal Terranova Sales Manager: Michael A. Webb Sales: Every Wednesday 10:00am 1,400 units weekly. Salvage sales every other week, Powersports sale second Wednesday of each month! 70+ Acre Facility with 8 state of the art action packed lanes, conveniently located between Atlanta and Charlotte! Monthly Promotional Sales! 30,000sq. ft. Reconditioning facility and P.D.R. on-site. Featuring: Remarketing Services of America, Triad Financial, Wheels, BB&T, US Bank, Wachovia Dealer Services, ARI,Donlen and many more! All Fleet/Lease units available online.Click on www.carolinaautoauction.com for up to the minute runlists,Market Reports, Online Sales and more!
C H A R L E STO N AU TO AU C T I O N “COUNT ON US” 651 Precast Lane Moncks Corner, SC 29461 843/719-1900 Fax: 843/719-1909 www.charlestonautoauction.net Owner/Managing Partner: Keith Lelux Sales Manager: Larry Cameron F/L Manager: Chris Wise Marketing/E-Commerce Manager: Bill McCready Consignment Sale: Friday @ 10:00am Featuring: Fleet/Lease/Bank & Daily Rental. Pickup and Delivery Service. We Service Fleet and Lease Accounts, Member: ServNet, NAAA, NIADA, CIADA and GIADA.
A D E SA M E M P H I S 5400 Getwell at Holmes Road 901/365-6300 Memphis, TN 38118 Fax: 901/365-2795 www.adesa.com/memphis General Mgr: Dan Dietsch Asst General Mgr: Evert Asbridge Fleet Lease Manager: Susan Perkins Factory Mgr & GM Factory Account Mgr: Enna Gillihan General Sales Mgr: Ray Grant Tuesdays-Consignment Sale - 9:00am. Salvage/INOPS - 8:30am (every other week) RV & Boat Specialty Sale (Last Tuesday of the month) Toyota Financial Services - 9:30am. GMAC Nuvell - 9:30am. Wednesdays-GM Closed Factory - 10:00am. All Featuring LiveBlock (Biweekly) Featuring: ARI, Avis Budget Group, CapitalOne Auto Finance, Commerce Bank, DTG Operations, Drive Financial, DriveTime, Enterprise RAC, GE Consumer Finance, First Tennessee, Fleet Lease Disposal, GM Factory, GMAC, Marketwise, Nuvell, PAR North America, Regions Bank, Remarketing Solutions, SST, Sommerville Bank & Trust, Toyota Financial Services (Fleet), VRS/Credit Acceptance, Trustmark, Vanguard Alamo/National, World Omni/CenterOne and Wheels Inc. We offer: Full service reconditioning facility, quality arbitration diagnostic center and Mechanical Shop, Factory quality body shop. Please contact us for all of your service needs.
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Robert M. Sullivan Tammy Sullivan Kay Hudson Jason Lenhart
Tuesday 10:00am EST. Damaged and Disabled On Video 9:30am EST Every Other Week. Featuring 8 Selling Lanes, Auto Credit, Fairway Lending, GSA, WorldOmni Financial Corp, Triad Financial, Wachovia Dealer Services, Enterprise RAC, GCB Acceptance and regional new and used car dealerships. Independently Owned and Operated, 84 acre Complex, Post-Sale Inspections, Full Reconditioning Services, State of Art Facility, Full Mechanic Shop, Pick-up and Delivery Services, Internet Sales with On-Line Ringman.
MANHEIM’S NASHVILLE AUTO AUCTION, INC. 8400 Eastgate Blvd. Mt. Juliet, TN 37122 TFL4655, TFB4803
General Manager: Assistant GM: Assistant GM: Assistant GM: Marketing Manager: Sales Manager:
615/773-3800 Fax: 615/773-3805 Toll Free: 877/386-5004 www.manheim.com
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MANHEIM’S TENNESSEE AUTO AUCTION, INC. 1450 Lebanon Rd. Nashville, TN 37210 TFL#1842
615/244-2140 615/313-3245 FOD: 800/891-1283 www.tennesseeaa.com
General Manager: Asst. General Manager: F/L Manager: TRA Manager: Dealer Sales Manager:
Robin Treadway Chris Bohannon Bobby Kurzrock Charlie Clarke David Pilgrim
170-Acre Facility. 7 Exciting Lanes. Full recon facility including mechanic, detail, and state of the art body and paint shops. Located centrally in Nashville within 5 miles of 3 major interstates and Nashvill International Airport. 5 lanes of online bidding through simulcast. AUCTIONS: Every Monday @ 4:00pm Every Tuesday @ 10:30am Total Resource Auction: 2nd & 4th Monday at 1:00pm. FLEET LEASE ACCOUNTS: Americredit, Citifinancial Auto, Wachovia, Regional Acceptance, Enterprise RAC, BB & T, US Marshall, Fort Campbell Federal Credit Union, Title Max, Title Bucks, Auto Credit, National City Bank, Drive Financial, United Auto Credit, Centrix Financial, AEDC Federal Credit Union, Tennessee Valley Authority, Bellsouth, Lighthouse Financial, Old Hickory Credit Union, Provident Leasing, Remarketing Services Of America, Ford Motor Credit & more! Plus over 1000+ of the finest dealer consignment and new car trades in the area! Check us out on the web at www.tennesseeaa.com where you can view sales calendar, pre-sale inventories, market reports & much more!
Sam Chaple Kevin Cook Rob Lyles Anita McCleese Nan Wilkins James Canepari
14 Lane State-of-the-Art Facility on 265 acres. Full Service Paint/Body & Reconditioning Facilities. 20 Minutes from Nashville International Airport . Fleet/Lease & Consignment Open Sales, Wednesdays at 9:00am. Open Sales Featuring: Advantage Rent A Car, Budget Truck Rental, Cendant, DTG, Enterprise Rent A Car, Fifth Third Bank, Fleet Lease Disposal, Ford Credit, GMAC, Hertz Rent A Car, HSBC, Infiniti, Jaguar, Land Rover, Lease Plan, Mazda, Primus, National Car Rental, Nissan Motors of America, Remarketing Solutions, Royal Rent A Car, RSA/SunTrust, SST, U.S. Bank, Vanguard Car Rental, Volvo Cars North America, Wells Fargo, plus Quality Dealer Consignment Vehicles. Ford Factory – Alternating Mondays, 11am. GM Factory – Alternating Thursdays, 10am. Simulcast available in 11 Lanes! Call Marketing for dates & details. Check us out on the web… www.nashvilleautoauction.com. View Manheim online for sales calendar, pre-sale inventories, market reports, simulcast sales, sales schedules and Online Vehicle Exchange OVE.com – Now Featuring Ford Credit, Nissan Factory & Hertz Rent A Car!
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TEXAS 2108 Ferguson Lane Austin, TX 78754
AU ST I N 512/873-4000 Fax: 512/873-4022 www.adesa.com/austin
General Manager: Marketing Manager: F/L Manager: Consignment Manager: Office Manager:
Steve Swanson Kendra Yergovich Eric Jenkins April Hobson Josie Gandy
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1224 Big Town Blvd. Mesquite, TX 75149
972/288-7585 Fax: 972/216-4670 www.adesa.com/dallas
General Manager: Pat Stevens Asst General Manager: Tim Blanchard Bill Roberts Asst General Manager: Sales Manager: Greg Humphries F/L and National Accounts Mgr.: Geoff Parker Tuesdays-Boat & RV Sale - 10:00am (First Tuesday of every month) ThursdaysConsignment & F/L - 8:30am. Video & Salvage - 8:45am. Dealer Consignment 9:30am. Fleet/Lease - 9:30am. Lexus (BiWeekly) - 10:00am. BMW (Monthly) 10:00am. Honda (Bi-Weekly) - 10:00am. Toyota Financial Services. Open (Weekly) 10:00am. Closed (Monthly) - 9:00am. Fridays - 12:00pm. World Omni CyberAuction. DealerBlock 24 hours/ 7 days a week: Toyota/Lexus (Franchise dealers only), BMW, World Omni (open) Featuring: Bank of the West, BMW-FS, CapitalOne Bank, CapitalOne Auto Finance, CitiFinancial Auto, Drive Financial, Hertz RAC, Honda Remarketing, Key Bank, Lexus Financial Services, Suzuki Open & Closed, Toyota Financial Services, US Bank, Wachovia Dealer Services and World Omni/CenterOne.
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H O U STO N
4526 N. Sam Houston Pkwy Houston ,TX 77086 281/580-1800 Fax: 281/580-8030 www.adesa.com/houston General Manager: Asst General Manager: F/L Account Mgr.: Sales Manager: Marketing Manager: Internet Manager:
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Wednesdays-Salvage/In-Op - 9:00am Consignment - 9:30am. Captive Finance & F/L - 10:00am. We now run 1200-1400 units on Wednesday mornings. We now have a Thursday night Sale. Starting @ 5:00pm. We run 400+ units. Featuring: Chase Auto Finance, Capital One Auto Finance, Drive Financial, Regional Acceptance Corp., Toyota, Enterprise, Capps Van and Car Rental and Champion Automotive Group, Group 1 Automotive, Dollar Thrifty, Enterprise, Avis, Hertz.
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200 S. Callaghan Road San Antonio, TX 78227
210/434-4999 800/462-5686 Fax: 210/431-2740 www.adesa.com/sanantonio
General Manager: Asst General Manager: F/L Manager: Consignment Manager: Marketing Manager:
Sam D’amato Clifton Sprenger Larry Austin Retta Jasik Robert Brown
Thursdays-9:00 am. Featuring: Alamo Financial, ARI, Bank of America, DriveTime, DriveFinancial, Eastern Fleet, PAR North America, PNC Bank, Security Service FCU, USAA and WestLake Financial.
C A R M A X T E X A S 12800 Tuckahoe Creek Parkway Richmond, VA 23238 888/804-6604 Fax: 888/607-0530 www.carmaxauctions.com CarMax Dallas 3100 Spur 482 Dallas, TX 75062 Every Monday at 10:00am CarMax Ft. Worth 8400 Anderson Blvd. Ft. Worth, TX 76120 Every Tuesday at 10:00am CarMax Austin 13300 North I-35, Service Rd. Southbound Austin, TX 78753 Every Tuesday at 3:00pm CarMax San Antonio 3611 Fountainhead Dr. San Antonio, TX 78230 Every Tuesday at 10:00am CarMax Gulf Freeway 13100 Gulf Freeway Houston, TX 77034 Every other Monday at 2:00pm CarMax Houston North 16110 North Freeway Houston, TX 77090 Every other Tuesday 2:00pm CarMax Southwest Frwy. 6909 Southwest Frwy. Houston, TX 77074 Every Monday at 9:30am At CarMax Auctions, our mission is to provide our customer with an honest, open, and dealer-friendly auto auction with exceptional customer service. • 97-100% sales rate • Dealer-Only Auctions • Conditional announcements Visit www.carmaxauctions.com today for more information.
Tuesdays Video Salvage Sale - 8:30am. Consignment - 9:20am. Boat & RV 12:30pm (3rd Tues. of Month) Featuring: Advantage RAC, AmeriCredit, CapitalOne Auto Finance, Chase, Donlen , DriveFinancial, Enterprise RAC, LCRA, PAR North America, Wells Fargo Auto Finance and Triad.
www.manheim.com
USED CAR DEALER MAGAZINE
MARCH 2008
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HOUSTON’S 1ST CHOICE AUTO AUCTION 825 Rankin Road 281 821-2300 Houston, Texas 77073 Fax 281 821-2977 email: fcaa@1stchoiceaa.com www.1stchoiceaa.com
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MANHEIM METRO DALLAS 2717 East Main Grand Prairie, TX 75050-6214 1/866/462/6434 888/833-3223 Fax: 972/264-2086 www.dealersofdallas.com
Vice President & General Manager: John Poteet Vice President Sales & Marketing: Ray Skaggs Auction Manager: Jim Shreeve Fleet/Lease Manager: Keith Sommerlatte Fleet/Lease Coordinator: Wendy Reyna
General Manager: Asst. General Manager: Asst. General Manager: F/L Manager: MAFS Manager:
Metro Salvage and Damaged/Inop Sale Tuesday 10AM Regular Consignment Sale Wednesday 6PM 48 acres, 6 lanes, 1000 cars weekly including dealer trades, banks, and fleet units, floor planning, 24 hour secured site, reconditioning, transportation, AutoIMS, convenient location near Bush Intercontinental airport. Offering exceptional customer service! See you in the lanes!
Weekly Consignment Sales: Tuesday at 9:00am. Weekly New Car Trades Tuesday at 12:30 & Wednesday at 3:00. Mitsubishi Open (Bi-Weekly) 9:30am. Mitsubishi closed once a month simulcast on Wednesday at 10:00am. Bank Repos & FL featuring: Bank of America, Remarketing Services of America, WFS, PHH, Americredit, Drive Financial. TRA call for schedule. For Simulcast sales see Manheim Online.
MANHEIM M A N H E I M AU C T I O N S O F N O RT H T E X A S Manheim North Texas & Oklahoma. We welcome you with open arms and invite you to attend our sales in the Dallas / Ft Worth metroplex and Oklahoma City. * Going Above & beyond your expectations * One call does it all 866/4MANHEIM 866/462-6434
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Bonnie Benner Kathy Whaley Owen Stephens Ricky Pickett Yvonne Gonzales
DALLAS
5333 West Kiest Boulevard Dallas, TX 75236-1055 877/860-1651 Fax: 214/339-9361 www.dallasaa.com General Manager: Auction Manager: General Sales Manager: Dealer Sales Manager: MAFS Manager:
Barry Roop David Robertson Mike Copeland Bill Simpson Paula Doyle
Sales: Wednesday 9:00am - 4000 vehicles weekly. General Motors and Chrysler closed factory sales alternating Tuesdays 10am, Nissan/Infiniti closed factory sale monthly on Thursday 9:00am. Weekly D&D video sale at 9:00am. Friday Dealer Trade Sale @ 10:00am. Featuring: GMAC, Chrysler Financial, Nissan Remarketing, Chase, HSBC, Enterprise RAC, Kia, Hyundai, Hertz RAC, ANC, and Avis RAC. For Simulcast sales see Manheim On Line
MARCH 2008
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MANHEIM’S DALLAS F T.W O R T H A U T O A U C T I O N
M A N H E I M ’S B I G H AU TO AU C T I O N 14450 West Road 12101 Trinity Blvd. 800/444-2444 Fort Worth, TX 76040 866/794-3392 Houston, TX 77041 281/890-4300 Fax: 817/538-3809 Fax: 281/890-7953 www.dfwautoauction.com General Manager: Steve Green General Manager: Frank Post Dealer Sales Manager: Roma Templeton Asst. General Manager: John Swofford Factory Manager: Lori Ludlow Asst. General Manager: Russ Coghlan F/L Manager: David Pratt Troy Peterson Marketing Manager: Asst. General Manager: Linda Fisher F/L Manager: Jason Keese Weekly Consignment Sale Tuesday 9:00am Sales: Every Thursday Ford Credit with featuring GMAC. General Motors bi-weekly, Mazda American Credit starting at 9:30am. Mondays @ 1:00pm. Featuring: GE Remarketing, SST, Donlen, Centrix Financial, Wheels, AEP, GSA. Used and Abused weekly. Factory closed sale for Ford Motor Co. bi-weekly on Wednesday at 10:00am. Simulcast Exotic Highline Sale monthly on Tuesday. Jaguar, Volvo Finance North America Inc., Porsche, Honda Finance featuring Acura units, VW/Credit Audi Financial, Land Rover, Mercedes Benz Financial as scheduled. For Simulcast sales see Manheim On Line.
MANHEIM’S FORT WORTH VEHICLE AUCTION 2245 Jacksboro Hwy Fort Worth, TX 76114 800/722-3922 Fax: 817/740-5909 www.cowtowntrucks.com www.fortworthvehicleauction.com General Manager: Patti Bailey Asst. General Manager: Lowell Doublin MAFS Manager: Jennifer Endsley Dealer Sales Manager: Jennifer Wenszell Sale Day Friday. Consignment Weekly @ 10:00am. DriveTime, Fleet, and New Car Trades. RV/Boat Sale 2nd Friday @ 9:00am. Heavy Truck Sale 3rd Friday @ 10:00am. D & D Sale 1st & 3rd Friday @ 8:30am. Call for details. For Simulcast sales see Manheim Online.
M A N H E I M ’S E L PA S O AU TO AU C T I O N 485 Coates Dr. El Paso, TX 79932 915/833-9333 Toll Free: 877/587-2277 Fax: 915/581-9645 General Manager: Keith Coats Marketing & Online Manager: Erika Ortiz MAFS Manager: Debbie Langbehn TRA Manager: Rosie Ordaz F/L Manager: Tomas Juarez Transportation Manager Marty Hess Reg. Sale every Thursday @ 10:00am. Featuring high demand Fleet/Lease groups such as; CitiFinancial, Capital One, GE Remarketing, Enterprise Rent-A-Car, AmeriCredit and many more. TRA sales every Monday at 10:00am. For travel assistance please contact Erika Ortiz at (915) 833-9333. Can’t make it to the Sun City? No problem, join us on Simulcast! Ask about our transportation assistance today! Can’t find what you are looking for? Go to www.ove.com for more selection 24/7
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M A N H E I M ’S T E X A S H O B BY AU TO AU C T I O N 8215 Kopman Road Houston, Texas 77061
713/649-8233 Fax: 713/640-8395 www.texashobbyautoauction.com
Jerry Branham General Manager: Assistant General Manager: Brent Green Bo Beason Assistant General Manager: General Sales Manager: Robert DiPretore Marketing Manager: Freda Cunningham Monday 10:00am – Closed Ford Factory Sale (bi-weekly). Tuesday 4:15pm – Total Resource Auction – Consignment Sale. Featuring: Ford Motor Credit, GE Remarketing, AmeriCredit, CitiFinancial Auto, Gulf States Finance & more. Thursday 9:00am – Consignment Sale. Featuring: Ford Motor Credit, Mazda North American, Enterprise Rent-A-Car, Hertz, CAPPS, Remarketing Solutions, GE Remarketing, AmeriCredit, CitiFinancial Auto, Avis, Donlen, Vanguard, & more. As the premier auction in Houston, we offer 2500+ units with over 1000 New Car Dealer Trades weekly. We are a 10 Lane - Full Service – State of the Art facility located 5 minutes from Hobby Airport (HOU). Check out our website or Manheim Online for more information. Can’t make it to our sale? Try Simulcast or Online Vehicle Exchange.
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43375 Old Ox Road Dulles, Virginia 20166
703/996-1100 Fax: 703/996-1101 www.adesa.com/washington
General Manager: Asst General Manager: F/L Manager: Consignment Manager: Transportation Manager:
Jon Perhach Nancy Davis Trish Pozdyn Bryan Dougherty Richard Andrade
Wednesdays - 10:00am. F/L & Dealer Consignment. Top of the Line Sale - 9:30am (Monthly) Featuring: Alliant Credit Union, Avis Budget Group, BMW-FS, Capital Leasing, CapitalOne Auto Finance, CCC Leasing, DriveFinancial Services, Enterprise RAC, Fairfax County FCU, Fleet Lease Disposal, Hertz RAC, Honda Remarketing, Mercedes-Benz Financial , Navy FCU, New Horizon Credit Union, NMAC, Northwest Federal Credit Union, RSA, PAR North America , Pentagon FCU, United Auto Credit, Vanguard Car Rental USA, VCI/Audi Financial and Wachovia Dealer Services.
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M A N H E I M ’S H A R R I S O N B U RG AU TO AU C T I O N 3560 Early Road (I81, Exit 243)] Harrisonburg, VA 22801 Mail: PO Box 1086 Harrisonburg, VA 22801-1086 540/434-5991 Fax: 540/434-6813 General Manager: F/L Manager: Sales Manager:
Karl Kiracofe Lee Barbato Donnie Michael
Sale Every Wednesday- Early Bird @9:00am & Regular sale @ 10:00 am with Fleet & Lease Lanes simulcast. Featuring: Dealer Consignment,Remarketing Services of America, Wachovia, Americredit, DriveTime, PH&H, Wheels, Remarketing Solutions, Systems & Service Tech and many more accounts. TR/Salvage Sale second and fourth Wednesday of each month • Full Service Auction • Complete Reconditioning Facility • Full Mechanical Facility • Hi Tech Body Shop • On-site Finance (MAFS) • Mobile Auction Service Try Harrisonburg Auto Auction "Quite Possibly the best."
Contact Information: 3856 S. Military Hwy, Chesapeake, VA 23321 757/485-3342 Fax: 757/487-1213 www.amerautoauction.com
780 S. 5600 W. Salt Lake City, UT 84104
801/322-1234 Sales: 801/478-1800 Fax: 801/322-1315 www.BrashersSaltLake..com
“Intergity Driven, Proven results” General Manager: Assistant General Manager: Ops & Ford Manager: Sales Manager: F/L Manager: Finance Manager:
Rob Brasher Justin Booth Bill Brooks Matt Tignor Lee Anglin John McPhie
SALES: Regular Consignment Tuesdays @ 9:00; (10 Lanes with 4 Lanes Online) Ford Factory @ 10:00 (Bi-Weekly) Wrecked and Salvage, RV Sale @ 8:30 am (first Tuesday every month) SERVICES: Professional Body, Paint, and Detail Shop; High Tech Mechanic Shop Buyer Protection Plans; Flooring Available Transportation Assistance Ford Motor Credit, Mazda Open Factory, Primus, Wells Fargo Bank, Wachovia Dealer Services, GE Remarketing, HSBC Auto Finance, Chase Auto Finance, America First Credit Union, Zion’s Bank, Bank of the West, National Kidney Foundation, Loan Max Title Loans, Enterprise RAC, Hyundai Motor Finance, Dollar RAC, PHH Arval, Wheels, Drive Financial, Barco Rent-A-Truck, and more!
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Management and Sales Contacts: President: Steve Yancoskie General Manager: Gary Benton Institutional Contact: Tony Reed Sales Manager: David Fischer
T I D E WAT E R AU TO AU C T I O N 3316 S. Military Hwy Chesapeake, VA 23323 General Manager: F/L Manager: Operations Manager: Sales Manager:
757/487-3464 Fax: 757/485-2227 www.twaa.com Mike Hockett Dody Nolan Dean Vasser Ken Strauss
Consignment Sale with over 1200 Consignments every Wednesday @ 9:45am. Featuring over 600 lease accounts.
Sale Information: Live sale: Saturday; 5 Lanes of Action; Doors open: 8am; Auction kickoff: 10am Special Services: Recon Services, Transportation Available. Floor Plans Available. Special Sellers: Coastal Credit, Newport News Shipbuilding Federal Credit Union, Old Point National Bank, Hampton Roads Finance Company, Langley Federal Credit Union, ABNB Federal Credit Union, First Advantage Federal Credit Union, Victory, Freedom Ford, Green Gifford, Cavalier Ford, First Team Super Store, Hampton Chevy Mazda, Driver’s World, Greenbrier Auto Group, LoanSmart.
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2215 S. Hayford Rd. Spokane, WA 99224 PO Box 19190 Spokane, WA 99219
509/244-4500 Fax: 509/244-8244 www.daanorthwest.com
President: Bob McConkey, Jr. Vice Pres./General Manager: Greg Mahugh Sales Manager: Bruce Wanker Mike Mikkelsen National Accounts Mgr.: Consignment Auction: Thursday 9:00am Services: 24-hour check-in, Unlimited pick-up and delivery, Direct return facility, Auto IMS, LiveLane, LiveLot and OnLine Ringman Internet sales, Complete Reconditioning Services, Canadian Import Services. Primary Accounts: Ford Motor Company, Ford Credit, GE Remarketing, Bank of America, Wells Fargo Auto Finance, Triad Financial, WFS Financial, CitiFinancial Auto, DTG Operations, Inc and Enterprise Rent A Car.
Powered by the Auction Pipeline M A N H E I M
600+ Units Per Week. Virginia's Largest Dealer & Public Auction
B R A S H E R ’ S S A LT L A K E AUTO AUCTION
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PO Box 5189 Kent, Wa 98064
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S E AT T L E 206/762-1600 Fax: 253/395-2275 www.ss-aa.net
General Manager: Julie Picard Assistant General Manager: Ray Priest Dealer Sales Manager: Greg Comstock Marketing Manager: Laurie Taisey Fleet/Lease Manager: George Powell Consignment Sales: Wednesday 9:00am. Virtual Tow Sale: 8:00am. Ford Factory Sale Bi-weekly 10:00am. Ford Factory, Ford Credit, Toyota Factory, Toyota Financial Services, Nissan Factory, Cendant, ARI, Volvo, NMAC, Mazda, BMW Financial Services, BMW NA, Hertz, SAAB Financial, Vanguard RAC, Hyundai, Suzuki, Wells Fargo, Chase, Lease Plan, Jaguar, HSBC, Bank of America, GE Remarketing, WDS Financial, KIA, Dollar, Wheels, World Omni, Center One Remarketing, Mercedes-Benz Financial, Mitsubishi, Lexus Financial, Infiniti, Enterprise, Advantage, ANC, ARI, ARS, Budget.
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621 37th Street N.W. Auburn, WA 98002
253/735-1600 Fax: 253/351-0320 Fax-On-Demand: 800/805-8034 www.adesa.com/seattle
General Manager: Greg Beck Asst General Manager: Jason Arcaro Operations Manager: Joe Komenda F/L Manager: Dan Watt Dealer Consignment Manager: Kjersta Loyd Tuesdays F/L & Consignment - 9:30am. Thursdays-Consignment Sales - 5:30pm. GM Factory Sale - 9:00am (Every other Week) DaimlerChrysler Sale - 9:30am (Every other Week) Subaru - 10:00am (Monthly) Wrecked & Damaged Sale 4:30pm (Every other Week) Featuring: Avis, Boeing Credit Union, CapitalOne Auto Finance, Collateral Remarketing Services Inc., Chrysler Financial, DTG Operations, DaimlerChrysler – Factory, Enterprise RAC, GM Factory, GMAC, Key Bank, PAR North America, Subaru Factory, US Bank, Wells Fargo Auto Finance & Many More.
WISCONSIN A D E SA W I S C O N S I N W. 10415, SR 33 Portage, WI 53901 608/742-8245 Fax: 608/742-4415 F/L Fax: 608/742-4825 www.adesa.com/wisconsin General Manager: Tom Francois Asst General Manager: Jim Hostert F/L Mgr & Marketing Mgr.: Beckie Bass Dealer Sales Manager: David Lavold Thursdays-Consignment & F/L - 9:30am. Dealer Consignment - 10:00am. Featuring: Amcore Bank, Avis Budget Group, Chase , Great Wisconsin Credit Union, Donlen, Drive Financial, Emkay, Enterprise RAC, SBC, PAR North America, Summit CU, Wachovia Dealer Services, Wheels Inc. and UW Credit Union.
USED CAR DEALER MAGAZINE
MARCH 2008
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By Keith Whann
QUESTION:
...is this true?
What are my disclosure obligations ...?
” that is causing the problem? or the way we are doing it “Is it the act we are doing
GOT
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QUESTIONS
HE HAS ANSWERS!
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Our dealership provides full disclosure to customers as part of the F&I process and we also menu-sell our products. We keep hearing about all of the problems dealers have in the F & I area and want to make sure we have our bases covered, what else can we do?
ANSWER:
To avoid potential problems, a dealer should start by evaluating the current sales process to determine if the sales strategy supports the full disclosure selling effort. The dealership’s written policies should stress ethical and honest sales practices and detail how performance will be regularly assessed. These written policies, along with an ongoing audit process of completed deals, can be effective efenses for the dealership to unfounded consumer complaints. Dealers should also consider how F & I Department pay plans are structured and their potential impact on the issue. Traditional dealership sales paperwork can also play an important role in this area. Using documents such as an F & I Product Purchase Confirmation in conjunction with an F & I Menu gives the dealership another opportunity to discuss the F & I products and services that are available, while reinforcing that the F & I products that have been offered to the consumer are optional and verifying that the consumer had the opportunity to read the applicable brochures, applications and contracts and to ask questions if any of the information is unclear. Utilizing a Delivery Confirmation, as opposed to a “We Owe” or “Due Bill”, gives the dealership a final opportunity to obtain a customer’s acknowledgement that he had the opportunity to review the documents and understands the entire transaction. Finally, remember that dealership sales and F & I paperwork should be reviewed and updated at least on an annual basis, as well as anytime the dealership modifies its product offerings, to ensure that all paperwork accurately reflects the products and services available at the dealership.
QUESTION:
Dear Car Counselor: Our dealership offers a warranty along with every car we sell. We thought it was a limited warranty and would check that box on the window sticker, but after a discussion with fellow dealers at the auction the other day, we aren’t so sure. We want to make sure we are right, what is the difference?
ANSWER:
The FTC’s Used Car Rule sets forth five
points that must be considered to determine whether the warranty offered is "Full" or "Limited”. For a warranty to be considered “Full”, warranty service must be provided to anyone who owns the vehicle during the warranty period free of charge when necessary, even for services like removing and reinstalling a system covered by the warranty. The consumer must be able to choose either a replacement or a refund if the vehicle cannot be repaired after a reasonable number of tries. The consumer may not be required to take any action to receive service, except to give notice that service is needed, and service must be rendered after notice unless the warrantor can demonstrate that it is reasonable to require the consumer to do more than give notice. Finally, the length of implied warranties must not be limited. If any of these conditions do not apply, the warranty is considered “Limited”. Most warranties offered by motor vehicle dealerships will traditionally fall within the Limited Warranty category.
THE CAR COUNSELOR’S THOUGHT OF THE DAY From a compliance perspective, your next perfect day will be your first. There is always room for your dealership to improve in this area!
www.usedcardealermagazine.com