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Magic Marketing Secrets Revealed – Part 2 ■ NIADA’s New Economic Outlook ■ New Products and Services ■ Tapping into the Baby Boomer Market ■
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FEATURE STORIES 18
COLUMNS
THE ROI OF PEOPLE-RICH DEALERSHIPS
Are you “people broke”? Learn how hiring the right people and retaining those people are keys to a successful dealership.
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DRIVE F & I REVENUE WITH SECOND-CHANCE MARKETING PROGRAM
Capitalize on every sales opportunity while your customers are at your dealership and after they have left. Also reduce the intimidation your F & I office may present.
NIADA Message
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Economic Outlook
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NIADA needs to reach you in much the same way you need to market your business. How is our economy affecting the automotive industry? Get the most current economic report with Art Spinella.
Money Matters
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THE MAGIC OF CUSTOMER ATTRACTION – PART 2
Achieve magical results in short order and watch your inventory disappear as more best kept marketing secrets are revealed in the conclusion of this two part series.
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Dealer Education
Teach your salespeople how to avoid the most common mistakes and win big in satisfying your customers.
Selling Point
Discover how to become a true ‘coach’ and perfect your processes to increase sales and boost profits.
Are you putting off planning your estate? Don’t delay! Now is the time to protect your business, your assets and your family.
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New Products & Services
Tech Talk
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Industry Inside
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The Car Counselor
Do you have “Landing Pages” or are you ready to build some on your website? Learn ways to optimize these important pages to land more customers
NIADA Legal Legislative & Regulatory Summary
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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DEPARTMENTS
Driving Traffic
As Baby Boomers continue to flood the market, follow these guidelines for reaching more of them effectively.
Shifting Gears
Visit your dealership online and offline to create more than just a department.
Automatic Overdrive
Take your company to a higher level of success by learning ways to retain your most valuable asset –your employees.
See the hottest new automotive products and services now available! Drive more qualified car buyers to your dealership by taking advantage of all the benefits of internet marketing. 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
• NIADA announces new industry education provider • Cox Auto Trader/AutoMart increases annual scholarships to NIADA • FTC releases list of top consumer fraud complaints • NIADA member speaks out • New CEO for Guardian Warranty Corporation
READ US ONLINE AT
www.usedcardealermagazine.com
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FORGET SPRING BREAK, THIS YEAR IT’S COMPLIANCE OR BUST!
Find out ways to improve compliance and avoid problems before they occur, while increasing customer satisfaction and your profits!
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click on ads to link directly to their website.
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
APRIL 2008
5
FRONTLINE
By Jena Barton
NIADA Announces New Industry Educational Provider NIADA announces AskPatty.com as one of NIADA's Preferred Industry Educational Providers. AskPatty.com is a safe place for women to get advice on car purchases, maintenance and other automotive related topics. Women can shop for vehicles using the network of certified female friendly dealerships across the United States. Michael Linn, NIADA Executive Vice President/CEO stated, "Our members will receive discounts on training and certification to become part of an influential group of Female Friendly Certified Dealerships providing female customers an enhanced car buying experience. They will be better equipped to address the specific needs and concerns of women. AskPatty 'certified dealers' will be able to integrate the AskPatty brand into the selling and marketing environment of their dealerships." AskPatty focuses on a marketing method to attract more female customers and since women account for 85% of all consumer purchases, their level of satisfaction is paramount. Properly armed with the right tools and training, dealerships can increase their share of the largest and fastest growing demographic of motor vehicle buyers in the US -- Women Consumers. The AskPatty Certified Dealer program was designed specifically for automobile dealerships to attract, sell, retain and keep loyal women consumers. What is an Ask Patty Certified Dealer? An Ask Patty certified dealer is a dealer that creates a safe and comfortable environment where women feel welcome and where the dealership makes the experience of purchasing and maintaining her vehicle a pleasant one. AskPatty trained and certified dealers are held to a high level of customer satisfaction for women consumers. Peter Martin, founder and CEO of AskPatty.com, Inc. states, "Joining with NIADA and its dealer network across the country adds great value to our 'female friendly' group of certified dealers and AskPatty.com is proud to be a part of such a great organization." Mr. Martin adds, "Ask Patty.com, Inc. trains dealers on creating an environment where women can find their car buying experience a pleasant one." Jody DeVere, President of AskPatty.com says, "I am looking forward to working with the members of NIADA to establish a great working relationship between dealers representing the used motor vehicle industry and AskPatty.com. The rewards will be shared jointly by all participating NIADA dealers and female consumers alike." About For more information, please contact NIADA at 800-682-3837 or AskPatty.com, Inc., at 941-907-3987.
Our Deepest Sympathy... MARVIN IVY Marvin Ivy, age 85, passed away March 10, 2008 in San Antonio, TX. He is survived by his beloved wife of 65 years, Loraine Ivy; daughter, Carolynn Henderson, granddaughter, Melissa Henderson and her husband, Drew Valcourt; brothers, Joseph Ivy, Albert C. Ivy and sister, Almeda Ivy. He was very active in the used car business in which he was involved for over 50 years. He was a National Independent Auto Dealer and was president of both the Texas & National Independent Auto Dealers Associations. He owned a ranch near his birthplace for over 50 years and was an active rancher. He served in the Army, 2nd Division and participated in the invasion of Normandy and the Battle of the Bulge. He was awarded the Bronze Star and the Purple Heart for his services. He was generous to all he met and was loved by all. 6
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Cox AutoTrader/AutoMart Increases Annual Scholarships to NIADA College-bound students in the National Independent Automobile Dealers Association's four geographic regions have a better opportunity to fund their first semester at the college of their choice this fall—thanks to the generous support of Cox AutoTrader/AutoMart. Joe George, President of Cox AutoTrader/Auto Mart, has confirmed their continued commitment to assisting worthy students in pursuing their goals as productive citizens by giving them a little extra financial help as they begin their college career. In 2007, AutoTrader/AutoMart not only contributed to the scholarship fund, but also established their tradition of honoring the Association's scholarship winners by hosting them and their parents at NIADA's Annual National Convention held in June. This year will be no exception. Each of the four regional winners will accept their $3500 scholarships, up from $2500 last year, in front of more than 1500 attendees at the Convention's Leadership Awards Banquet on Friday, June 27 in Grapevine, Texas at the Gaylord Texan Resort and Convention Center. These scholarship recipients will be joined by the annual Northwood University-2008 AutoTrader/NIADA Annual $10,000 Scholarship recipient and his/her parents. This scholarship is awarded to either a current Northwood automotive marketing student or one that will be entering Northwood in fall 2008. "We are pleased and grateful to have partners in our industry such as Cox AutoTrader/AutoMart. It is only through the joint efforts of community-minded businesses that enable us to leverage resources that aid the members of our industry. Our youth represent the future of the motor vehicle industry and its environment", stated Michael Linn, President of the NIADA Foundation. Joe George, President of Cox AutoTrader/AutoMart said, "I am excited about continuing our support of NIADA's Scholarship Program. We are also pleased to increase our support by raising the regional scholarship level from $2,500 to $3,500 per region. By supporting the recipients and their parents through education, we all have a more promising tomorrow.�
Most Popular Vehicle Color CarMax recently announced the most popular colors in vehicle searches on its website for February, and leading the pack is black. More than a third of the searches (36 percent) were for black vehicles, over twice as many as the next most popular color, which was white at 17 percent. "We find color choice is a very important consideration for customers when car shopping," explained Mark Simmons, purchasing manager in San Diego. "I am not surprised that black tops the list," he added. "The color black looks good on nearly every make and model." Blue was third most searched-for at 11 percent and red was next at 10 percent. Meanwhile, 9 percent of shoppers looked for silver vehicles. Gray (6 percent), green (4 percent) and yellow (2 percent) showed some popularity, as well. www.usedcardealermagazine.com
NIADA MEMBER SPEAKS OUT! The following letter was written by: Earl and Teresa Cutlip Strasburg Auto Sales 240 E. Washington St. Strasburg, VA 22657 Benefits of belonging to VIADA as well as NIADA The benefits of being a member of our association reaches far beyond the doors of your dealership. Teresa and I recently discovered a benefit that will pay our dues for the next 10 years if we could put a price tag on a recent experience. In order to fully explain and for your understanding let me go into details about 2 problems we were recently faced with. Our grandson Michael recently returned from a 15 month tour in Iraq serving in the US Army. This in itself was a traumatic experience to say the least. Even though he had 30 days leave several things had to fall into place in a short time in order for him to return to a normal lifestyle. Michael had decided to marry his fiancé in Ohio in which Teresa and I are very proud. This left him with very little time to spend in VA with us and during this time there was a problem at the DMV he had to take care of, his problem might I add, not theirs. A phone call to VIADA office and a brief conversation with Pete helped solve this problem with 1 day to spare. Problem #2. BIG PROBLEM. Michael was in EL Paso, TX and faced with buying a car in his price range. He and his new bride would go to a car lot and call me about the car he was looking at. This went on for about a week and was getting very frustrating for us all. When he got on the phone with me and describe the car and the price not counting the way he was treated, it made us angry. When asked to run a car fax they refused. Then it hit me and why I didn’t think of this before is beyond me. Call Texas IADA, tell them the dilemma and get the name of a reputable dealer in the area. A phone call to NIADA got me the # for Texas IADA and started the ball rolling in the right direction. Both calls were answered in a friendly manner by a nice human voice ~ NOT an answering device that told me to push “1” for English. About 3 or 4 phone calls to dealers and I found 1 close to Fort Bliss and close to Michael and Jessica’s home. Bliss Auto Sales owner, Jesse Look, solved the problem. About 15 seconds into the conversation he told me this was the place to buy. Mike and Jessica got the car in their price range and were treated with great respect. So if the next customer you get seems a bit skeptical, just remember maybe they have been through the same experience. Teresa and I are very proud to belong to an organization that is lead by people of strong faith and not ashamed to stand up and say so. Thanks from the bottom of our heart. Earl & Teresa Cutlip www.usedcardealermagazine.com
NO AUTO-RELATED COMPLAINTS! FTC Releases List of Top Consumer Fraud Complaints in 2007 In a recent list of the list of top consumer fraud complaints received by the FTC, no auto-related complaints were among the top 20! The list, contained in the publication “Consumer Fraud and Identity Theft Complaint Data January-December 2007,” showed that for the eighth year in a row, identity theft is the number one consumer complaint category.
THE TOP 20 COMPLAINT CATEGORIES WERE:
Rank 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20
Category Complaints Identity Theft 258,427 Shop-at-Home/Catalog Sales 62,811 Internet Services 42,266 Foreign Money Offers 32,868 Prizes/Sweepstakes and Lotteries 32,162 Computer Equipment and Software 27,036 Internet Auctions 24,376 Health Care Claims 16,097 Travel, Vacations, and Timeshares 14,903 Advance-Fee Loans and Credit Protection/Repair 14,342 Investments 13,705 Magazines and Buyers Clubs 12,970 Business Opportunities and Work-at-Home Plans 11,362 Real Estate (Not Timeshares) 9,475 Office Supplies and Services 9,211 Telephone Services 8,155 Employ. Agencies/Job Counsel/Overseas Work 5,932 Debt Management/Credit Counseling 3,442 Multi-Level Mktg./Pyramids/Chain Letters 3,092 Charitable Solicitations 1,843
% 32 8 5 4 4 3 3 2 2 2 2 2 1 1 1 1 1 <1 <1 <1
The FTC collects consumer fraud complaints from more than 125 other organizations and makes them available to more than 1,600 civil and criminal law enforcement agencies in the U.S. and abroad via Consumer Sentinel, a secure, online database. In 2007, the FTC received almost 140,000 more consumer fraud complaints than in 2006. These additional complaints came from numerous data contributors, primarily the Better Business Bureaus. Source: Federal Trade Commission website.
New CEO for Guardian Warranty Corporation Joan Saunders, the new Chief Executive Officer of Guardian Warranty Corporation, is a seasoned warranty industry executive with 18 years of experience from CNA National Warranty. From 2002 to 2005, Joan served as the President and CEO of CNA National Warranty Corporation, one of the nation’s largest independent providers of service contracts. During her tenure as CEO, CNA National Warranty had three consecutive years of record setting sales performance and was ranked first in the 2003 J.D. Power survey of “Dealer Satisfaction with Service Contract Providers.” Prior to serving as CEO, Joan was the Executive Vice President of CNA National Warranty, overseeing the operations of the business and leading several initiatives to increase responsiveness in claims processing, expand the product offering and improve service to dealers. GWC’s Preferred Provider status and long timerelationships with NIADA and the many state independent dealer associations will be unchanged under new management. USED CAR DEALER MAGAZINE
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NIADA MESSAGE
How Will the Current State of Our Economy Affect Our Members? By Michael Linn Executive Vice President and CEO of NIADA and president of NIADA Services, Inc., Publisher of Used Car Dealer Magazine.
D
ebuting in this issue of Used Car Dealer Magazine is our new column “NIADA’s Economic Outlook”. We are very enthusiastic about being able to offer our members another informative advantage. Art Spinella, a well respected economist, will be contributing an article on a regular basis. I consider Art to be the most experienced and knowledgeable economist when it comes to the automobile industry, specifically with regard to used cars. He has a solid reputation for being unbiased and for maintaining the utmost integrity when reporting economic facts. His impressive background includes over 20 years as a newspaper and magazine editor as well as training on the art of marketing research from J.D. Power himself. Art’s company, CNW Marketing/Research, was founded in 1984 and began as Coastal NW Publishing Company. Through the years, clients and subscribers have spread from the Great Northwest to include every state of the
union (except Alabama), Australia, Europe, Asia and Canada. Clients include major automobile manufacturers, banks and lending institutions, Wall Street brokerage firms and consultants. Besides publishing LTR/8+ (America's most quoted source of leasing information), CNW publishes new and used vehicle industry reference guides and study summaries, a monthly Retail Automotive Summary of sales and trends, as well as an online research distribution center, CNW by WEB. CNW holds an annual conference in Los Angeles in connection with Time Inc. Mr. Spinella is also available for Executive Sessions for a limited number of clients. The affects of the economy on our industry is of utmost importance to our members. We are pleased to be able to offer this additional piece along with our other regular columns in Used Car Dealer Magazine. We look forward to working with Art and sincerely thank him for his contributions.
A C LO S E R LO O K AT A RT S P I N E L L A Art began a journalism career with a small weekly suburban Detroit newspaper (The Birmingham Eccentric) and the Royal Oak Daily Tribune, moving to Ward's Communications where he moved through various writing and editor positions. He moved to California is 1973 to become the editor of Automotive Age/Kelley Blue Book Reporter, a dealer trade publication. He converted the small regional publication to a national magazine (Auto Age). He was lead author of America's Auto Dealers, a coffee table book detailing the role American's car dealers had since the earliest days of the automobile. He was also the founding editor of Motorcycle Product News, a trade magazine for the motorcycle industry. After moving to the Oregon Coast in 1982, he had a radio talk show, was a DJ for a country western station, became news and business editor for a daily newspaper and eventually started Coastal Northwest Publishing which became CNW Research. His hobbies are an eclectic mixture of what he calls "stuff." Two hot rods, five motorcycles and a mid-1950s Lionel train layout make up the motorized portion of his pastimes. He also builds furniture, enjoys fishing (although admitting to be Oregon's worst fisherman) and has a full-size baseball batting cage in his backyard. He has also built a replica of a 1930s style Chris Craft boat "from scratch" for his wife Stephanie. Art and Stephanie have five adult children who live in Oregon and California.
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DEALER EDUCATION
Car Sales 101: A CASE STUDY By Mark Tewart Mark Tewart founded Tewart Enterprises Inc., in 1993. Tewart Enterprises Inc is a training, consulting/coaching and products company. www.tewart.com. His new book How to Be a Sales Superstar Break All the Rules and Succeed Doing It by Mark Tewart (John Wiley & Sons 2008) will in book stores, Amazon and other outlets October 17th, 2008!
T
he time had come for my wife to get a new vehicle. Let’s take a look at the good, bad and ugly of her experiences. What occurred during her visits is a microcosm of what happens in automobile dealerships every day. My wife decided to look at several different vehicle options. She visited three dealerships to look at vehicles. Here is what happened: MISTAKE # 1 At two of the three, the salespeople seemed to ignore her as she looked at vehicles on the lot. Maybe it was because my wife had just been at the gym and had gym clothes and a sweatshirt on. MISTAKE # 2 At two of the dealerships, the salesperson never asked my wife’s name. MISTAKES #3 & 4 None of the salespeople offered a test drive or much of a demonstration. MISTAKE #5 Only one of the salespeople asked for my wife’s number before she left so he could follow up with her. MISTAKE #6 All three of the salespeople did not treat her as if she could or would buy the car by herself. 10
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MISTAKE #7 All of them made sure to mention to bring her husband back and they would make me a good deal. MISTAKE #8 Two of three did not follow up after the visit because they did not get the phone number. MISTAKE #9 Two of the salespeople took repeated cell phone calls during the time they were with my wife. The next day my wife and I just happened to stop and look at one other vehicle she had not previously seen. The
You are faced with MOT’s (Moments of Truth) everyday. In those moments you either choose to win or you choose to lose.
salesperson did not make any of the mistakes mentioned above. He greeted us promptly, he made quick rapport and he asked questions. The salesperson treated my wife with respect and gave her the most attention since it was going to be her vehicle. The salesperson made friends with my son and related well to him. The salesperson gave an energetic and long presentation/demonstration. The salesperson presented and negotiated the purchase professionally. He made the sale. The delivery was handled with attention to detail and my wife was made to feel special in her purchase. My son was given a special teddy bear at delivery. The salesperson followed up with a phone call, a thank you card and a dealership introduction letter. Was the salesperson that made the sale doing extraordinary and super human things? Was this salesperson using special and secret sales techniques with magic bullet closes? The salesperson was executing the basics of selling - THE BASICS. The good news is that nine times out of ten, the basics are all that is needed. The bad news is that so many knuckle head salespeople aren’t giving even a whiff of effort or professionalism to their jobs and their customers. For the salespeople who do the right things, selling becomes easy because you have so little real competition. So many salepeople whine, belly ache and moan and groan about how competitive the market is and how price is the only reason people buy. The whiny salesperson cries that you can’t make gross profit or resulting income. WHA! WHA! WHA! Show me any industry or field without tons of competitors. Show me any industry where some of the players aren’t using price as their main weapon. Every industry has these environments. The reality is that none of those things matter. You are faced with MOT’s (Moments of Truth) everyday. In those moments you either choose to win or you choose to lose. Go back to the basics and do what you know and are trained to do. If you treat people at a higher level than you ever have and you remember that the word ‘sell’ means to serve, you will sell as much as you can handle. Competition and price matters will wane. You will win and win big. www.usedcardealermagazine.com
SELLING POINT
Perfect Processes Could Mean Perfect Profits By George Dans george@georgedans.com George Dans consults with dealers and key decision makers on how to fulfill their dealership vision of sales success and profitability.
let’s talk about how you can sell more cars right now, fair enough? I will share with you the fastest 3 ways to sell more cars; I didn’t say the most profitable though did I? 1.) Buy your sales. This is the quickest way to sell more cars right now. Call the ad guy who has you hooked on spending money to bring in the lowest grossest hardest to close no money customer who argues at the invoice being too much. Plus what happens when your ad guy goes away? We become too dependent on advertising and dog & pony shows don’t we? We even bring in the carnival to do our tent sales. They leave a wake of mess behind them don’t
C – CARING O – OFFERS SOLUTIONS TO THEIR TEAMS A – AUDIBLE – CONSISTENT MESSAGE FOR TEAM C – CONVINCING PEOPLE TO DO THEIR JOB H – HOPE - HELPING OTHER PEOPLE EXCEL
N
ow you know the true definition of a coach. Yes, it takes work, but in the end the rewards outweigh the efforts. So with that, let’s look at the 3 ways you can sell more cars. With the ever changing landscape in the auto biz, it’s time that dealers get their “A” game going. I just read in Auto News that the average profit that new car dealers are going to net is a whopping 1.7%. Yahoo! Let’s break out the $2.00 champagne and have a party here! Are you kidding? No parties! Turn off the alarm on your alarm clock and wake up, dreamer. That means that business is going to be even more competitive now. Yep, if you can’t make money selling new cars, then why not go after the used car dealer? So here they come again. Didn’t they make a run years ago with all those fancy Car-To-The-Max dealerships? You still see some of them today, vacant they are, they look like a ghost town. Well
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they? Now, like any company, do your research and find the right group to come in and do your tent sales. Make sure they back up what they say. They can help you sell more cars if you need a jolt of income. Advertising is good, but don’t become addicted to it because it will hurt your ROI plus everyone in town advertises don’t they? What do they advertise? Price; then the customer comes in and we didn’t train our salespeople to stay off price, so the poor weak salesperson comes to the desk and we say, “What kind of price do they want?” Then we yell at the sales guy for talking price. If you want to sell more cars right now, call the ad guy and pay a fortune to make very little. 2.) The second way to sell more cars is to get your people to work long and hard. In other words, you burn them out and then they burn you and quit
when you need them most. What a shame that some old dumb guy has fooled people to work long and hard to be successful. If the people just worked the hours while they were at work would they sell more? Yes. How come you don’t make them work then? How many of you have lost salespeople because of the hours? Nice, then you have to find new people again, and we tell them, welcome to the car biz, we have three shifts for you –‘A’ shift, always here all the time, ‘B’ shift, be here when we open and be here when we close, ‘C’ shift, c you in the morning and c you at the end of the day. How many of you have lost people due to burn out? If working long and hard is the answer to selling more or being better off, then how come most people who work long and hard are on a fixed income? Plus how can you be broke on a fixed income? Forget the long hours! 3.) The best way to sell more cars is to improve your people. Motorola did a study which concluded that if you spend a buck on advertising you can double your money. Not bad. But, if you spend a buck on training, you get 30.00 back for the buck you spent, so why not train them? Yes, it takes time. Yes, there has to be a commitment to human improvement, but the return will come back to you in more sales, higher gross earnings, reduced turnover, happier employees and satisfied customers. If you fail to train, then you train to fail. It’s that simple. How can you expect a salesperson to sell 12 cars a month without real training? Who will teach them? 6-Car Sammy? 8-Car Eddie or 10Car Timmy? Don’t hire people to see if they are going to work out and then decide to train them. I hope my pilots aren’t like that when I fly. If you invest in your people, the return will come back and your sales will gradually improve. If you advertise, it’s like taking redbull and monster and making a cocktail. You get a spike, but when the sugar wears off, so does the temporary pump up. Train your continued on page 15
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SELLING POINT
continued from page 12
people, develop them, and take the time to develop their verbal skills so they have the verbal advantage to sell more. It’s a shame though, most of the time we throw them to the wolves and say “Make me proud Tiger, go get em boy.” Enthusiasm is great but it dries up like water in the desert. You need real world selling skills to maintain your enthusiasm. Managers must have a vision, goal and a mission which is called MBO, manage by objectives. You then have to build your team. You have to find people, eliminate people or tolerate the people you already have. Once you hire them, you then must have training in place with orientation training, initial training and ongoing training. Do that and you will sell more ASAP. You then must set activity goals, along with an accurate forecast of sales activities and result goals. Everyday you should manage the salespeople by performing one on ones. Don’t wait until the last week of the month and say “Go get em boy! You better pick it up, you aren’t doing so
Race your way to change
because it’s the only thing that is constant in life and business and those that react to change the fastest win.
good around here. If you don’t get to 10 this month, you just can’t work here anymore.” Do your one on ones everyday. Do training at least once a week and get on our online training ASAP. Now make sure you wipe out the de-motivators and the stuff that salespeople complain about. That alone will help you elevate your motivation. Get rid of the ‘hey we have always done it this way’ attitude. Race your way to change because it’s the only thing that is constant in life and business and those that react to change the fastest win. Wait rhymes with procrastinate. Wait and you die, change and you win and live another day. Don’t wait for business to get better. You get better and it gets better. You sell more - you get more. You help more - you get more. You train more - you get more. You don’t train you get more, but you get more headaches and turnover. Commit to improvement of personal and professional development and soon you will be developing bigger profits.
NIADA ECONOMIC OUTLOOK
Needs, Enhancements and Embellishments By Art Spinella President of CNW Marketing, Economist
W
hile the mass media continues to use as fact that two-thirds of the U.S. gross national product is generated by consumer spending, the reality is closer to 38 percent. Somewhere in the past 10 years, portions of such items as military budgets, social security payouts and other government spending has been lumped into the consumer column. Also, some economists have begun including business expenditures as “consumer spending” continually reducing the image of government’s true cost. The theory or rationale is that a dollar spent on new equipment at a factory works its way back into the consumer spending column because those who build that equipment will spend it on goods and services. If that were true, then it could be said that virtually 100 percent of the gross national product is “consumer spending.” The issue is to identify the source of that money. In government, the only source is tax revenue or borrowing in one fashion or another. In effect, both of these remove consumer spending by taking money from consumers and redistributing it into the economy with guidelines as to how it can be spent. For businesses, a share always goes to profits, to stockholders, to general maintenance and expansion. Those are all decisions generated by “business”. In other words, government and business expenditures are locked into specific categories of purchases while true consumer spending is generally more fluid. Few military or business dollars, for example, are spent on used cars, fast food or big screen televisions.
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Why is that important to used-car dealers and the auto industry as a whole? Let’s look at how American consumers spend their money. CNW breaks down purchases into“Needs”, “Enhancements” and “Embellishments.” “Needs” are self explanatory: goods and services that maintain a U.S.-centric basic lifestyle. This varies from country to country. In Mongolia, for example, the list of “needs” is significantly shorter than in the U.S. “Enhancements” are items that make life easier such as a microwave oven. “Embellishments” are luxuries ranging from jewelry to boats, from gazebos to cruises. In 1980, more than 43 percent of all consumer spending was on necessities. The general trend line was downward and by mid-2005, it has fallen to less than 24 percent. With the housing and credit crisis as well as changing U.S. demographics, the overall share of consumer spending on necessities has climbed back to roughly 34 percent in January of this year while enhancements have remained stable and luxury items fallen. Again, why is this important to used-car dealers? Used-car buyers tend to require transportation – the vast majority of used-car sales are necessities -- but they have latitude in how much they can and
will spend for a vehicle. As the economy gets wobbly, the amount of consumer spending on necessities increases and concentrates a used-car buyer’s focus on price, reducing or in many cases excluding the enhancement vehicle which is one with higher content, newer and generally a more upscale brand image. Put simply, this consumer may elect to buy a seven year old Corolla instead of a five year old Camry. It’s impossible for any industry analyst or economist to be as tuned into the local used-car market as a dealer who lives it every day. But understanding the general trend – in this case more necessity purchases and fewer luxuries – combined with that local knowledge can make inventory selection more efficient and lessen the impact of a weak economy. Needs
CY1980 CY1985 CY1990 CY1996 CY1997 CY1998 CY1999 CY2000 CY2001 CY2002 CY2003 CY2004 CY2005 CY2006 JAN. '07 PROJ '07
42.3% 38.2% 34.6% 28.4% 27.7% 27.5% 25.8% 24.1% 28.6% 26.1% 24.8% 23.7% 23.1% 28.4% 34.5% 36.1%
Enhancements
46.1% 49.1% 50.4% 52.7% 52.9% 54.8% 56.1% 55.7% 52.9% 56.3% 57.9% 56.6% 59.2% 58.2% 53.7% 54.9%
Embellishments
11.6% 12.7% 15.0% 18.9% 19.4% 17.7% 18.1% 20.2% 18.5% 17.6% 17.3% 19.7% 17.7% 13.4% 11.8% 9.0%
B Y
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L I B I N ,
P R E S I D E N T,
A P B
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THE ROI OF PEOPLE-RICH DEALERSHIPS RETAINING THE RIGHT PEOPLE: Develop people from within, of fer a career path, train, and compensate every employee fairly!
Dealers are not money broke, they are “people broke”.
This essential distinction has a tremendous influence on the success and growth of car dealerships. Dealers spend hundreds of thousands of dollars yearly in advertising and promotions to drive prospects into their stores only to realize, too late, that they don’t have the salespeople or sales managers in place to serve these potential customers. Being “people broke” is a critical limiting factor for growth as dealers look to expand or acquire additional stores. As many mega-dealers have learned, it takes a significant amount of time and investment in personnel to get new stores up and running profitably.
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continued from page 35
So, how do dealerships become “people rich” so they can focus on growth and expansion? 1. Get it right from the start: recruiting and hiring 2. Develop people from within 3. Offer a career path to every employee 4. Equip employees for success 5. Compensate every employee fairly Get It Right from the Start To hire the right people, you need to attract the right people. The best way to do this is through referrals from active, successful employees. The balance of this article provides guidance on developing employees who not only intend to stay for the long term, but who would be delighted to recruit individuals with a shared vision and work ethic. In addition to referrals from employees, check your network and tap into the same pool of individuals you call when prospecting, as they already have a sense of your business. As a last resort, run an advertisement.
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Once identified, every candidate should be put through the same interview process. The process should include: 1. Defining hard and soft skills 2. Developing a standard set of questions 3. Identifying the interview team 4. Outlining the process – number of interviews, references, testing, etc. A thorough interview process requires candidates to meet with more than one person and to be interviewed more than one time. During the process, be sure to let candidates sell themselves and the value they can bring to the dealership and to the team. Working at dealerships often requires atypical hours, so it can be valuable to interview a candidate’s significant other to ensure there is a thorough understanding of the hours and demands of the position. Finally, conduct a standard personality test. These tests, readily available from a number of services, assist in measuring some of the soft skills required by the position.
RETAINING THE RIGHT PEOPLE:
Develop People From Within When dealers look externally to fill
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A career path demonstrates the opportunities employees have within the dealership, and creates a team environment with a common culture and goals
sales or manager positions, even through referrals, they typically recruit from the same pool of professionals employed at other dealerships in the area. When hired, these recruits bring the methods and habits of their former dealership with them, whether or not they match the established processes and culture of their new employer. It’s a double-edged sword. A manager is hired to run the organization based on past successes, yet expected to do so within the parameters of an established structure, which they don’t understand. In reality, the new manager changes the structure. This may result in a temporary performance increase; however, since the rest of the team is not trained in the new structure, the long-term impact is lower performance and higher turn-over. We call this the “Flash In The Pan” – the new managers come in and throw some fuel on the fire resulting in a big flash, which then burns out quickly. Conversely, when dealers promote someone, the process is simpler with better results. For example, when someone is promoted from sales into sales manager, the individual already knows the structure; the
way the dealership does business, the processes used, the organization’s values, what the dealership stands for, and everything else about the way the dealership operates. When promoted from within, the new manager is ready to take the next step in established structure, using processes that are familiar to the entire team, to continue to drive growth and performance. A good analogy is a typical software program, which is structured to improve business operations by simplifying and improving performance. IT teams don’t try to change the program’s structure and processes, they conform to them and move forward in a positive, profitable manner. When a manager is promoted from within, they understand what they need to do and how to be a good manager and coach. Offer a Career Path to Every Employee Within the established structure it is essential to provide a clear career path. Every employee should start as a greeter, then move to sales to F&I to sales manager to general sales manager and so on. A career continued on page 38
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path demonstrates the opportunities employees have within the dealership, and creates a team environment with a common culture and goals. Additionally, dealerships must offer attractive employment longevity packages that motivate employees to stay at the dealership. This can include health and life insurance, spousal benefits and the opportunity for substantial financial gain regardless of the position an employee holds. For example, most greeters are paid an hourly wage and typically see their role as static in terms of their ability to control and advance their income. However, if a greeter is offered an incentive for every customer he or she greets and generates a card on, then his or her perspective, motivation, and energy change dramatically. This arrangement gives him or her direct control and responsibility for his or her own performance. The same holds true as a greeter moves into new positions. For example, if a dealer sets aside $25 for every car delivered by each salesperson to be used as an end-ofthe-year bonus or as a contribution to a
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401K, it creates an enormous feeling of empowerment and motivates all the salespeople to perform at their peek levels. Equip Employees for Success A career path is only part of the route to employee longevity. Itâ&#x20AC;&#x2122;s essential that dealers help their people develop by providing mandatory training in the skills for every job function for every employee. Training programs cannot be selective for several reasons: 1. Training builds an understanding that part of each personâ&#x20AC;&#x2122;s job is to nurture and develop people below them. Training gives them the skills to do so. 2. Training gives every employee the same opportunity to embrace new skills and apply them in new ways on an even playing field.
Building longevity, not simply retaining employees, requires a different mindset beginning at the highest level, one we call the Funnel.
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3. A star performer may emerge only after he or she receives the training and tools needed for success. 4. Conversely, a “superstar” in his or her current role may not have the mindset or ability to embrace the skills needed to advance, a fact that will become clear as training is provided. Training programs should be comprehensive and include motivational, organizational, managerial, sales, service, and leadership skills. A host of programs are readily available from auto manufacturers as well as specialized training organizations. The ROI of Being “People Rich” Most dealerships embrace what we call the Totem Pole perspective – dealer at the top, managers in the middle, and salespeople at the bottom. This perspective is typical in dealerships where there is little training, no clear-cut path for advancement, and high turn-over rates. The Totem Pole philosophy is incredibly expensive: a salesperson who leaves within the first 90 days costs Dealers an average of $25,000 to $30,000; a sales manager with the same result costs between $80,000 and $100,000. It’s no secret that retention is crucial in this business. Building longevity, not simply retaining employees, requires a different mindset beginning at the highest level, one we call the Funnel. In this model, salespeople are at the top – they are the ones who put everything into the funnel; managers are in the middle, controlling what passes through to the bottom, and dealers are at the bottom reaping the rewards of a well-structured environment. In this model, employees are viewed as an asset, not an expense. Training, career paths and longevity programs are investments with the potential for high returns – profits and growth. Using this model, dealers can create an environment that makes them “people rich” and that leads to high financial returns. 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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Is your F&I department capitalizing on every sales opportunity â&#x20AC;&#x201C; even after the customer has left your facility?
with Second-Chance Marketing Program By Jason Goldsmith, CARCHEX 24
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continued from page 25
enhance the ownership experience.
manager does a great job selling
A
tomer walks out of the F&I office and
the dealer’s menu once a
hopefully into their new vehicle? In
customer is sitting in their office. As
most cases, that’s the last time they’ll
they discuss financing options and await
hear from the F&I manager. But while
loan approval, these customers are a
the customer may have rebuffed the
lmost every dealer’s F&I
But what happens when that cus-
additional revenue from your F&I department through a second-chance remarketing effort. Choose the Right Products
Rather than open up your entire F&I menu to a remarketing effort,
The convenience of a VSC also enhances the ownership experience, which can translate to higher customer satisfaction and loyalty in the form of repeat vehicle sales.
26
captive audience. A good F&I manager is
purchase opportunity in the F&I office,
choose one or two products that have
also a skilled face-to-face salesperson,
they may be more amenable to a
broad appeal and make strategic sense
leveraging the rapport they’ve built with
second-chance effort. By leveraging
for your dealership. In particular, vehicle
a customer to introduce products such
customer data and pre-existing relation-
service contracts (VSCs) are widely
as vehicle service contracts that will
ships, your dealership can “find”
accepted and understood products that
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offer value to customers and dealers. To customers, a VSC is pre-paid
Crafting the Second-Chance Offer
The F&I office can be intimidating
maintenance at a fixed cost. With the level
for many customers. With all the financ-
of complexity of today’s vehicles, a VSC
ing figures flying back and forth and the
provides much needed peace-of-mind.
stress of waiting for a loan approval,
Instead of facing an unexpected four-digit
customers may not give their full atten-
repair bill in the event of a breakdown,
tion to the F&I menu, even if it’s proper-
they simply pay a small deductible (or
ly and thoroughly presented. But just
nothing at all with a zero-deductible
because a customer couldn’t pull the
policy) and everything is handled by the
trigger in the F&I office doesn’t mean
dealer and warranty company.
they will never consider those products.
Dealers benefit from VSCs in multiple
A solid second-chance marketing effort
ways. First, the contract itself is a high-
can help capture some of those lost
margin sale that generates nice revenue
opportunities.
for your dealership. More importantly,
One popular first step is to send a
VSCs drive more business to your service
follow-up letter by mail at a time when
lane, creating an additional and (hopeful-
the customer is going to be most recep-
ly) repeating source of revenue. The
tive to a second-chance offer. Customers
convenience of a VSC also enhances the
who purchased a car with some factory
ownership experience, which can translate
warranty remaining should be contacted
to higher customer satisfaction and
just before that coverage expires –
loyalty in the form of repeat vehicle sales.
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will require religious use of your DMS to
continued from page 27
track vehicle purchase dates, factory typically when the vehicle reaches 33,000
warranty coverage and anticipated
to 44,000 miles. For customers with
current mileage. Your dealership should
vehicles outside of factory coverage, be
also track service-lane visitors without an
sure to reach them once they’ve had a
existing VSC, regardless of when they
chance to evaluate their long-term
purchased their vehicle. This is another
commitment to that vehicle. Ninety days
target population you may wish to
after purchase is a good benchmark for
include in your second-chance campaign.
these customers.
Used car dealers with even a basic DMS application
As with a face-to-face sale, the key
Creating these customer “buckets”
to successful second-chance selling is
often have sufficient data to identify customers who are the lowest hanging fruit for a VSC marketing campaign.
timing. About a week after the expected delivery date of your letters, conduct a round of follow-up calls to customers when you expect them to be home. This solid one-two punch of a targeted letter followed up quickly with a phone call can greatly improve the rate of response of your follow-up campaign.
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Technology to the Rescue
If you’re wondering how you’re going to do all of this, you’re not alone. Most dealerships don’t have the resources or infrastructure to create an effective, consistent second-chance marketing program like the one described above. There’s also the matter of incentive; your sales force makes money by working with customers on the floor, not by pulling data, writing letters and making phone calls to customers who haven’t been there for months. Thanks to technology, secondchance opportunities don’t have to slip through the cracks. Used car dealers with even a basic DMS application often have sufficient data to identify customers who are the lowest hanging fruit for a VSC marketing campaign. A third-party partner who can use that data to create marketing pieces and conduct professional, timely follow-up, in a transparent manner by acting as dealer representatives, can help generate revenue without requiring the F&I manager to lift a finger. Today’s F&I manager is as responsible for generating revenue for the dealer as the salespeople on the floor. By leveraging data and reputable products to create a solid follow-up marketing program, savvy F&I managers can turn lost opportunities into new revenue and create happier, more loyal customers in the process.
Jason Goldsmith is CEO of CARCHEX, a trusted provider of professional lead-generation services for dealers. Jason may be reached at Jason@carchex.com.
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W 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
eâ&#x20AC;&#x2122;re back and weâ&#x20AC;&#x2122;re going to continue our discussion about attracting customers like magic. Letâ&#x20AC;&#x2122;s not waste a lot of time and get right into it.
4. Burning Desire Copperfield is a master at creating desire. Whether it is the desire to see him perform a great feat or the desire to know how he just accomplished his latest illusion. Either way Copperfield understands the power of want. Most people erroneously believe that their customers buy things that they need. And that if they find a need and fill it, they will have guaranteed success. But that's not the case. Copperfield doesn't fulfill any needs for anyone. He taps into their desire. Their desire to witness the unbelievable. The desire to be wowed. The desire to be able to suspend disbelief for an hour and feel like a kid again and the desire to be entertained. We don't need any of those things. Yet millions of people spend money on the tickets to the show. continued on page 32
continued from page 30
What does this mean for you? It means you must figure out what it is about your product or service that people want…not need. Burning desire creates a greater emotional response and most buying decisions are made based on emotions and backed up by logic. The more emotional the pitch and offer the more sales you will make. You need to focus on creating an eager want in your prospect's mind and heart for what it is you have to offer. This requires that you address both your prospect and your promotion from an emotional standpoint. No more logical feature talk. It doesn't sell anyone. 5. Simple Sells Copperfield has done some pretty amazing things but no matter what stunt he performs he always makes it simple to understand. "I will make the Statue of Liberty disappear." You can't get much clearer than that. Oddly, the master of mystery's messages are plain as day. It would be easy to convolute what he is about to do using all kinds of magical metaphors and industry jargon. But the illusionist pulls back the veil of ambiguity when he crafts his message to the public. This is a big lesson for every marketer and business owner. Your prospects are busy running their daily lives. Their lives are hectic and they are bombarded by marketing messages around every corner—some relevant, most not. If your prospect has to stop and think about what you're trying to say—if they have to decipher your message —you're sunk. Your prospects don't have time to help you figure out what you’re trying to say. And even if you hook them and they are slightly interested at the first point of contact with your message, a second of uncertainty in the meaning of your message is enough to cause them to disengage and your shot at pulling that person into your sales process is lost. It is easy to complicate your message. Companies do it all the time. In order for marketing to be effective it has to be boiled down to the lowest common denominator. Sure 20/40 is the same as ½ but if you use the former verses the latter your message won't have nearly the impact. I have never seen a successful 20/40 off sale in my life and there's a reason why. The clearer your message is and the more relevant it is to your prospects, the better your results are going to be at attracting their attention and capturing their hearts. Remember to keep it simple and keep it emotional. continued on page 34 32
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6. You Can't Do It Alone You’re an entrepreneur, you're independent and you get things done. That's all fine and good. We can relate. Your whole life you've been doing things yourself because you want them done right. You have acquired skills that have propelled you to where you are. But here's what David Copperfield knows that you don't. If you want to go big you have to get help. What help does Copperfield have, he's a one man show right? WRONG. Copperfield hires the best magical consultants on the planet to help him create the effects for his shows. He also hires the best illusion builders in the world to build his props and stage effects. And that's just to get the show together. What about the business end? He has a slew of support staff who book and coordinate venues, ticket sales, marketing efforts and all the other mundane but vital functions of any business. If you want to get to the next level you need others. But here's the caveat. You need the right people. The wrong people can shut you down and set you back. You need to surround yourself with winners who are better than you at what they do. Experts in their own field. We recently heard Donny Deutsch (Host of The Big Idea with Donny Deutsch) say that the secret to success is surrounding yourself with people who are better than you are and giving them all the credit. Whether it's mentors, coaches, consultants, employees, seminars, educational books and tapes, or a combination of all the above, you need the wit and wisdom of others to take your business beyond where you can take it yourself. You must seek out and find the people who can boost your business and help you cross the chasm and reach the next level. 7. Big Is Available Our good friend Michael York coined this phrase and since, it has become a favorite of ours. Most business owners and entrepreneurs think small but Copperfield shows us that Big IS Available. Copperfield has made his career on generating huge publicity from big stunts. Making the Statue of Liberty disappear, walking through The Great Wall of China, making elephants and airplanes vanish before your eyes. Copperfield knows how to leverage the power of big and get major league attention in the process. Sure Copperfield could have played it safe and not have attempted such large scale www.usedcardealermagazine.com
feats. But if he didn't, he wouldn't have gotten the media attention. No one is interested in small and safe. Safe is boring and unremarkable. Small is not worth talking about in the media and it's not exciting to your potential prospects. It's easy to play it safe and not put yourself out in the public eye or open yourself up to scrutiny by your family, community and competition. Realize this. Getting out of your comfort zone and doing things that most people would avoid at all costs is what will put you on the map. It takes massive action combined with courage and creativity to build celebrity for yourself and your business and ignite a buzz that spreads the word and makes you and your business a household name. Final Thoughts So there you have it. Now you know the 7 powerful marketing secrets used by the grand master of illusion David Copperfield that can conjure cash in a flash and make your inventory disappear. • It’s a Show • Prepare • The Reality Is What You Create • Burning Desire • Simple Sells • You Can't Do It Alone • Big Is Available Don't take this information lightly. These secrets are very real and potent. If implemented in your dealership they can truly make a difference in your bank balance and your life. Of course, if you dig deeper there is much more to learn from this magical marketing master. You don't have as long and as successful career as David Copperfield without doing a lot of things right. The key thing to understand is that breakthroughs in business come not from the industry you are in but in other industries that seemingly have no parallel ties to your own. Why? Because sound business principles and strategies work…period—across all industries. And they can be adapted to any situation or business type. You must seek them out. Find the stars and analyze what makes them great. 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. www.usedcardealermagazine.com
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FORGET
SPRING SPRING BREAK, BREAK,
THIS YEAR IT’S COMPLIANCE OR BUST!
Compliance .
1. Make Problem Avoidance and Problem Resolution a Priority
·
It’s an interesting word. Every dealer I talk to wants to be compliant but isn’t sure how to get there. Worse yet, if you read all of the articles written about it you get the impression it is either impossible or cost prohibitive to achieve in the auto industry. Both of these impressions are wrong. Developing an effective compliance program for your dealership is easier if you understand what “compliance” means to you. Compliance is having your dealership’s paperwork, practices and procedures all in accordance with the law. Remember that compliance is an ongoing process that must be constantly monitored and managed – from the top down! How can you improve dealership compliance and avoid problems before they happen, while increasing customer satisfaction and overall dealership profitability at the same time? It can be done. Here are a few things to consider:
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· · · · ·
Take action to prevent problems and make problem resolution a priority. Always look at the entire car deal - not just the potential problem. Consider all options before taking action (remember, doing nothing is taking action). Review your insurance coverage and relevant third party contracts. Use advisors who understand the business. A word of advice: “You never have a problem until you do!”
2. Have a Plan for Your Business
· · · ·
Growing or maintaining the status quo? Traditional retail, nonprime, buy here pay here or related finance company financing? Is the Service Department for internal work or customer pay work? Remember: “The problem with aiming at the wrong target is that sometimes you actually hit it!”
3. Conduct a “Walk-Thru” Of Your Dealership
· ·
Start at the front door and don’t forget there is a back door too. Some of the things to look at are obvious (dealership licensing, paperwork and FTC Stickers) and some of the things are not (wastebaskets, copies and computers).
4. Review Dealership Paperwork Annually and Whenever Changes in Your Business Occur
· · ·
You should have your paperwork reviewed and, as necessary, updated on a yearly basis. Pay attention to not only legal and regulatory activity, but industry developments and changes in how you conduct business (can anyone say Internet?). You should limit who has authority to revise the paperwork and have procedures in place to ensure that employees do not use paperwork brought in from outside sources, such as the last dealership where they worked.
By Keith Whann, NIADA General Counsel
5. Understand F&I as Well as You Possibly Can
· · · · · ·
Establish solid relationships with your lenders. Know about the products and services you offer, be able to explain them and answer questions and be sure to actually sell them to the consumer. Terms like finance reserve, GAP, warranties, service contracts and satisfaction guarantees are not just words, they have a specific meaning. Menu-selling may be good, but an F&I Purchase Confirmation is even better. Remember it’s the customer’s decision and be sure to document what they decide. An old consumer adage applies here: “If it sounds too good to be true, it probably is!”
· ·
·
Make sure the right paperwork is being used all of the time and is completed properly. Check to be sure that automated systems are functioning properly.
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8. Know What the Internet Is and What Activity You Are Doing There
· ·
7. Have an Effective Advertising Strategy
· · · ·
6. Audit Completed Deals on a Quarterly Basis
·
Do modifications need to be made to accommodate any changes in your business plan, the law or the industry to keep you current? Are there any gaps in your deal or areas of misunderstanding where training is needed?
·
Be familiar with the Federal and State Laws that regulate automobile advertising. Review advertisement proofs for compliance with these Laws. Know what advertisement is going to run where and when. Make sure all material limitations or exclusions to offers are stated in a clear and conspicuous manner and, remember that direct mailers and telephone solicitations are different and can raise a whole host of other issues. A quick thought: “A statutorily imposed duty cannot be delegated to a third party.”
Whether it is your own website or a third parties’ website, whenever you think of conducting business on the Internet, always ask yourself: What am I doing? Where am I doing it? How am I doing it? Who am I doing it with?
9. Read All Contracts Before Signing Them and Know What They Say
·
Make sure you have a copy of the dealer agreement for each lender and service provider with whom your dealership does business.
.
10. Build a Team
·
Invest in yourself and your employees: Stay current, and train your employees well! Use advisors, trainers and consultants that understand the business. Your work in the compliance area is never done. continued on page 39
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continued from page 37
Okay, now you are back to thinking that accomplishing this must be very complicated, time consuming and expensive, right? It doesn’t have to be. In fact, you can do a great deal of it yourself provided you know what to look for and where. Need a little help getting started? Check out these websites:
www.KeithWhann.com the Toolbox, Problem Solved! and Car Counselor sections. Take your time going over the article Take A Good Look At Your Dealership: Do You See What I See?
www.NIADA.tv video and audio presentations on a wide range of topics. Be sure to watch the segments from the NIADA Dealership Compliance and Profitability Expo and the 2007 NIADA Annual Convention and visit the Compliance and Legal & Regulatory sections.
www.NIADA.com various articles on related subjects in Used Car Dealer Magazine.
www.IndependentDealer.com information on this topic and related subjects along with links to regulatory agencies. Some say compliance is impossible. It’s not. Others say it costs a fortune. It doesn’t. You can develop an effective compliance program for your dealership that will not only solve problems before they happen and prevent problems from happening, but will also help increase dealership profitability and customer satisfaction. You have to take the first step and remember that there’s no time like the present!
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NEW PRODUCTS & SERVICES NEW GADGETS
New MicroBilt
Now more than ever, people are using their vehicle as "an office on wheels." Here are some great new car gadgets designed to make it easier. Grab-A-Card! is a new way to distribute your business cards - without having to hand them out yourself. It attaches right to the vehicle for passers by to grab. Grab-A-Card! is a weather resistant dispenser that holds up to 50 business cards and can attach anywhere without damage to the car. www.grab-a-card.com Now, you can access your email, the internet, and important software programs all from the comfort of your car. The PC Edge is the world's first palm sized computer with high speed internet. It features a think design that fits right in a glove box and it's super fast. www.thepcedge.com Now, you can have a closet in your car! The 1st Class Trav'l Bar supports over 100 pounds of clothes and features a universal hooking mechanism that easily connects to hooks or straps in the vehicle. No more wrinkles or dry cleaning - your clothes are ready to go, right from the car. www.firstclasstravelbar.com
DealerTrack Launches Web-Based Network for Independent Dealers DealerTrack Holdings has introduced a new program designed specifically for independent dealers. The latest program is a web-based network created to connect independents with financing companies. The DealerTrack Independent Network features risk-mitigation capabilities, which can allow dealers to offer more financing options for consumers. "The DealerTrack Independent Network is a natural extension of our market-leading solution for submitting credit application data," commented Mark O'Neil, chairman and chief executive officer of DealerTrack. "By providing a comprehensive package of risk-mitigation capabilities, we believe our new Independent Network will enable many more lenders and independent dealers to be comfortable doing business with each other," O'Neil added. The Independent Network also includes ongoing dealer monitoring through DealerTrack's partnership with VINtek. Additionally, the program features title processing and title insurance as DealerTrack has partnered with Vehicle Title Agency. DealerTrack explained that while many of its users, franchised dealerships or large independent dealers, have access to multiple financial sources, it can often be difficult for smaller independent dealers to build similar relationships with lenders. "The inability of many independent dealerships to offer financing options to their customers limits their potential revenue opportunities and puts them at risk for losing deals," indicated Richard McLeer, senior vice president of strategy and development for DealerTrack. "By partnering with VINtek and Vehicle Title Agency LLC, we are minimizing the risks lenders sometimes face, benefiting lenders, dealers and consumers alike," McLeer added. For more information, visit www.dealertrack.com. 40
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Offerings Let Dealers Add Compelling Vehicle Protection Services in Less Than Five Minutes MicroBilt, a leading provider of risk management solutions to small- and medium-sized dealerships, is launching a comprehensive suite of auto protection services representing substantial new revenue streams—with applications processes completed within 5 minutes. MicroBilt provides comprehensive credit screening services to thousands of small businesses, and the newly available MicroBilt Vehicle Protection (MVP) program couples risk management with new revenue generation. Backed by MicroBilt’s risk management offerings such as credit checks and identity verification, dealers can qualify and approve customers for MVP auto protection. MicroBilt automates and improves upon manual application processes that can easily take up to 45 minutes, replacing them with “single key” data access that delivers rapid approvals within 5 minutes. The MicroBilt Vehicle Protection program includes state of the art services such as Vehicle Service Contracts, Guaranteed Asset Protection (GAP), Windshield Travel Protection, 24-hour Roadside Assistance, Road Hazard Tire & Wheel Protection and Paint-less Dent Repair Protection. Dealers challenged by shrinking margins on automobiles can use MVP to augment customer satisfaction as well as revenues per customer with full-service protection. (www.microbilt.com)
VAuto Unveils Inventory SOLUTION FOR DEALERS VAuto recently reported it has launched new web programs designed to help dealers decide which trade-ins to keep on their lots and which to send on to auctions. The program will provide dealers with extensive supply, demand and pricing data for used vehicles in their market as well as detailed information about the best-selling used vehicles in their market. It sorts the information based on days of supply, year, make, model, trim and various equipment options. "With our exclusive Live Market View and AutoMatch systems, we can identify the fastest moving used-vehicles in any market to a granular level never before possible," stated Keith Jezek, vAuto's president and chief executive officer. "This new technology puts to rest an age-old dealership question of what used vehicles to stock. "In the past, dealers could only speculate on what used vehicles to place in their inventories. With vAuto's new stocking solution, they can identify the fastest-moving cars and trucks in their market down to very specific levels of equipment," Jezek continued. "Our system provides dealerships with an unparalleled competitive advantage." The pricing tool allows dealers to analyze pricing on every vehicle in their area and then rank and compare their inventory against competitors. The appraisal tool analyzes information from valuation books, vehicle history reports, local auctions and a 100-point proprietary scoring system. It is designed to provide dealers with retail pricing data during trade-ins. "On average, dealers have achieved improvements in used-vehicle gross profits, unit volume and inventory turns of 20 percent or more within 60 days after implementing our technology," Jezek added. For more information, visit www.vauto.com. www.usedcardealermagazine.com
NEW 3M SCRATCH REMOVER MAKES IT FAST AND EASY
to Remove Fine Scratches, Swirl Marks
• Winner of Popular Mechanics "Editor's Choice" Award Hits Store Shelves Just in Time for Spring • Auto Expert Courtney Hansen Offers Tips for Removing Scratches
Now there is an easy way of removing fine scratches, swirl marks, oxidation and paint imperfections. New 3M Scratch Remover takes the headache out of scratch repair and the heartache of having to live with a less-than-perfect paint job. New 3M Scratch Remover adapts the trusted technology and innovation found in the professional scratch repair products into a simple solution. It uses fine minerals to remove the scratches from the paint and gradually bring back a high-polish finish. Applied by hand, it is easier to use than rubbing compound and doesn't require any tools. The formula contains no wax so scratches are polished out, not filled in with wax, and it is safe for clear coats. The 3M Car Care product line can be found at Wal-Mart, leading automotive aftermarket retailers and online through select distributors. For more information on 3M Car Care products, visit www.3Mcarcare.com.
NEWEST PRODUCTS: The Air-Wall™ is an inflatable free-standing modular system. Air-Wall™ systems consist of two 8' x 10' building blocks - a straight wall and a curved one. Mix and match the the Air-Wall™ blocks to create any structure to fit any space. The Air-Flora™ is an inflatable flower that instantly transforms any space into a blooming environment. Hang Air-Flora™ from above as a lighting fixture, create bouquets on a truss, or decorate with laurels of Air-Flora™. About AirDD Hi-Lights - Softly lit from within in any color, our Cones, Stars, Spheres, and Tentacles can instantly add beauty and sophistication to any event. Please visit www.airdd.com for additional information and images of the products.
www.usedcardealermagazine.com
USED CAR DEALER MAGAZINE
FEBRUARY 2008
41
WELCOME TO THE 2008
CONVENTION & EXPO “We numer attend ou nation s shows a has b ally and th year een is benef the most our co icial for mpany ”.
2008 NIADA SPONSORS*
NEW FOR 2008 NIADA partners with Association of Finance and Insurance Professionals (AFIP) and National Association of Fleet Resale Dealers (NAFRD). Concept is to bring dealer principals, F & I specialists and fleet/lease resellers together under one roof.
Who should attend? ★ The automobile dealer who: • wants to improve daily operations • wants to be more profitable • wants to learn more about the ever changing BHPH market • seeks new products and services • enjoys networking with other dealers and industry leaders nationwide ★ F&I specialists who want to get up to date information on automobile laws and regulations ★ Fleet resale dealers who want to participate in the larger circle of the industry
“Even we ha though for ov ve been in e need r 20 years business the he , I fin of NIA lp and sup d we port DA, o th dealer s and er ex more hibitors and m ore”.
“This was m conve first inde y ntio pen it was n and what dent ! How a wond great one bring erful t t h e people our in o du to sha stry toget of h re id er fellow eas and ship”.
What will you learn? ★ new business trends ★ regulatory actions and the impact they may have on your dealership ★ maximizing your return on advertising and marketing
★ increasing profits from your dealership website ★ latest F&I trends ★ BHPH benchmarks and industry standards
Three tracks of powerful education programs to
choose from ... BHPH, Retail, Special Finance ... with direct impact on your profitability and your business.
*AS OF THIS PRINTING.
Powerful education programs will feature industry experts and high impact information that can add to your company’s bottom line.
SCHEDULE OF EVENTS
(Schedule subject to change without notice)
WEDNESDAY, JUNE 25 8:00am - 7:00pm 2:00pm - 5:00pm 6:30pm - 8:30pm
Registration/Information Board of Director’s Meeting Convention Welcome Reception
THURSDAY, JUNE 26 7:00am - 7:00pm Registration/Information 8:00am - 11:30am NIADA 2008 Opening Session “Exposing the Myths of Used Car Internet Sales” Chip Perry, AutoTrader.com Joe Lescota, Northwood University KEYNOTE ADDRESS “From the Locker Room to the Board Room” Drew Pearson, Dallas Cowboys (1973-1983) 11:30am - 1:00pm First Time Attendee Luncheon (first time dealer attendees only) 1:00pm - 2:30pm General Education Track “Mistakes, Problems and Other Dumb Stuff You Need to Avoid” Keith Whann, NIADA General Counsel 2:45pm - 4:00pm Retail Education Track “How to Leave the Convention and Generate an Extra $100,000 By Year End” Chris Leedom, Leedom and Associates, LLC 2:45pm - 4:00pm BHPH Education Track “Financing Your BHPH Business When Banks Say No” Chuck Bonanno, Leedom and Associates, LLC 4:15pm - 5:30pm General Education Track “A Matter of Trust: Driving Sales With Online Buyers” Kathy Kimmel, Cars.com 5:00pm - 9:00pm Grand Opening of Expo (dinner)
FRIDAY, JUNE 27 8:00am - 5:30pm 8:00am - 2:00pm 8:00am - 11:00am 8:00am - 11:00am 8:00am - 9:15am
8:00am - 9:15am
Registration/Information NQD and Scholarship Interviews Association Executives Council Meeting State President’s Council Meeting Retail Education Track “How Technology Can Pave the Way to Financial Success” Moderator: Greg Polen, Dealer Specialities Panel discussion with industry specialists BHPH Education Track “Benchmarking Your Way to BHPH Success” Ken Shilson, CPA and founder of NABD
9:30am - 11:00am General Education Track “Calling All Customers” Moderator: Keith Whann, NIADA General Counsel Panel discussion with industry specialists 11:00am - 3:00pm Expo Open (lunch) 3:15pm - 4:30pm Retail Education Track “How to Effectively Capture the Sub-Prime Market” Peter Martin, AskPatty.com 3:15pm - 4:30pm BHPH Education Track “Anatomy of a BHPH Customer” Moderator: Brent Carmichael, NCM & Associates Panel discussion with industry dealers 5:30pm - 6:30pm Leadership Awards Reception 6:30pm - 10:30pm National Leadership Awards Banquet
SATURDAY, JUNE 28 8:00am - 3:00pm 8:00am - 9:15am
Registration/Information Retail Education Track “You Can’t Train Me...But I Can Be Persuaded” Paul Webb, Street Smart Sales Training 8:00am - 9:15am BHPH Education Track “The Perfect Selling Recipe for the Unbankable Customer” George Dans, George Dans and Associates 9:30am - 10:45am General Education Track “Informed Answers that Don’t Cost $350 an Hour” Keith Whann, NIADA General Counsel 11:00am - 2:00pm Expo Open (lunch) 2:15pm - 3:30pm Retail Education Track “Inventory Impacts All You Do” Moderator: Joe Lescota, Northwood University Panel discussion with industry dealers 2:15pm - 3:30pm BHPH Education Track “Selling the Car is the Easy Part” Moderator: Brent Carmichael, NCM & Asssociates Panel discussion with industry dealers 3:45pm - 5:30pm General Education Track “How to Market Yourself to a Lender” Joe Keadle, New South Federal Savings Bank 7:00pm - 9:30pm National Quality Dealer Awards Banquet 9:30pm - 11:30pm NQD AfterGlow Party
CONVENTION & EXPO - SPECIAL EVENTS
Opening Session Thursday, June 26, 2008 Keynote Speaker
DREW PEARSON Dallas Cowboy DREW PEARSON, known around the National Football League as “Mr. Clutch”, will share his experiences “FROM THE LOCKER ROOM TO THE BOARD ROOM”. Although Drew’s successful football career began at South River High School in South River, NJ where he followed Joe Theismann as quarterback, his Big Time career started in 1973 when he joined the Dallas Cowboys as a free agent. Football history was made with his “Hail Mary” pass reception from Roger Staubach that sealed a 1975 NFC playoff game victory. He went on to play in Super Bowls X (1976), XII (1978) and XIII (1979). As an effective team leader, he served as the offensive captain for four years and was the Cowboys’ NFL Man of the Year nominee in 1980. Drew’s experiences on and off the playing field have helped make him the successful, personable businessman that he is today. Those experiences include radio and television sports broadcasting, professional speaking in the corporate world and building the Drew Pearson Companies, which manufacture licensed headwear for professional ball teams, Walt Disney and other entities. Success stories usually reveal the humanitarian attributes of those stories’ heroes. Drew Pearson is no exception. He sponsors the Annual Drew Pearson All Star Banquet for scholarships in memory of his late father, Samuel, and his late brother, Carey. Come hear and meet Drew! You’ll be glad you did!!
NIADA Convention Welcome Reception
Wednesday, June 25, 2008 6:30pm – 8:30pm Featuring Jokers Wild Band
NIADA will welcome everyone and start the convention off with some good times and entertainment. Entertainment for the evening is Jokers Wild, established in 2002, includes a wide variety of music, from Classic Country to Progressive Country to Texas Americana and Rock and Roll.
NIADA 2008 National Quality Dealer of the Year Awards Saturday, June 28, 2008 7:00pm – 9:30pm
A live special event at the 2008 NIADA Annual Convention & Expo, honoring state award winners and presenting the 2008 NIADA Quality Dealer of the Year.
NQD AfterGlow Party Saturday, June 28, 2008 9:30pm – 11:30pm Featuring Bonnie & Nick Duo
The AfterGlow party is the final event of the convention but one not to miss! Join us for dessert and entertainment and a toast to the 2008 NIADA Quality Dealer of the Year. Bonnie & Nick Norris, a brother and sister duo have been performing since 1994. Bonnie sings and plays a fierce fiddle and soulful violin while Nick maintains a solid driving rhythm on guitar. He awes the crowd with his signature sound when he solos on guitar, steel guitar, and banjo.
REGISTRATION FORM
UCD
TECH TALK
Why “Landing Pages” are Essential for your Dealership By Chris Finnegan Chris Finnegan is Director of Online Marketing for TruePresence, a national internet marketing firm.
M
any dealers believe that their homepage is the most viewed page on their website, but this is not always the case. Content on your dealership’s homepage is important, but it is only the first step in impressing the search engines. If you want to land customers, “landing pages” are the answer. A landing page serves as the first destination a visitor “lands” on after clicking on a link or an advertisement. The main goal of a landing page is to produce a conversion, whether it is a sign up, a sale or even just a lead. By optimizing your website's landing pages, and by sending your visitors to the RIGHT landing pages, you can have a significant impact on your site's revenue. Depending on their search criteria, shoppers may by-pass your homepage entirely. Therefore, each page should be tailored towards one of your dealership’s profit centers or products and services. By tracking the efficacy of these pages, your dealership can hone in on the messages and offers that are effective without having to alter your main corporate website. When your dealership is ready to begin building landing pages-or optimize existing ones, here a few tips to keep in mind: Define your conversion Before you start to design your landing page, define that page’s conversion activity. Ensuring each step in the conversion process either states or supports your
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dealership’s value proposition. For example, with a newsletter landing page, the conversion activity is entering an email address into a form and clicking “Accept”. Give the visitor what they want Most people don’t come to your landing page and look at every single design element. They come looking for clues to quickly answer their questions. This is not your home page. The information should be compelling and relevant to the search terms that brought the visitor there. Keep the forms simple The fewer fields there are, the more likely someone will fill them out. Landing pages are geared to provide solutions, not inundate visitors with more to think about. Make the input cursor hop to the
It is important to note, that dealerships who design their landing pages to capture client information can use a softer approach than those who use it for selling. next field. Allow the user to tab around fields. Auto-populate any fields you can. Don't ask for city/state/province if you ask for a zip or postal code. Remove Navigation If you can, remove the navigation bar. Of course, don’t remove it if it is essential to the conversion process. Too much scrolling can become a distraction. Remember your message, and if a link has nothing to do with it-chuck it! Stay Focused Avoid the urge to promote or link to other areas of your site. The point of the landing page is to prevent your visitor from wandering. Imagine if your dealership encouraged shoppers entering their store to leave and “think about their purchase”. Once they walk out the door and stop thinking about your offer, you’ve lost them. Keep Focus Above the “Fold” Pay attention to the virtual fold (the bottom of the screen before scrolling). Place enough content above the fold to allow your visitor to make a decision about continuing on the site. If a visitor has to click or scroll to figure out what
your site is about, the only thing they’ll click is the back button. Improve Eyeflow Make it simple to figure out how to convert. Place the important stuff (whether it’s your copy or your image) close to the middle, and never distract your user from that focal point. Customers and prospects tend to interpret “dead” space or too many graphics as the end of the information. Reduce number of columns Make links blue and underlined Back type on white background Use fonts 12 or lager Make buttons stand out through size and color Use action text on button, “Click to get your free auto report” Provide multiple response methods. Determine your dealership’s single goal upfront before designing your landing page and develop to that one purpose. If you’d like visitors to be able to respond in ways beyond the form (i.e. by calling or emailing you) make the contact information and calls to action prominent. It is important to note, that dealerships who design their landing pages to capture client information can use a softer approach than those who use it for selling. Remember to “close exit doors by opening windows.” Make sure all external links open in a new browser window. The goal is to keep the user on the page and make it as painless as possible for visitors to take action. Test, Test, Test Testing is the only reliable way to improve landing page performance. Test the entire user experience and ask: Is the whole page focused? Does the message match the advertisement? Have you reduced all distractions? Are there enough conversion exits? Does the page enhance your dealership’s brand? Design your page carefully, keep it simple and to the point. With an appropriately targeted landing page, your dealership website will convert visitors into customers.
www.usedcardealermagazine.com
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• Term Life • Personal Accident • Long Term Care
Nearly 60% of Americans are either under-insured or not insured at all. Introducing NIADA Insure for dealers, employees and their families. YOU DECIDE WHAT LEVEL OF COVERAGE TO OFFER YOUR EMPLOYEES AND THEIR FAMILIES.
Your family will be protected against the worst case scenario and backed by NADA and The Prudential Insurance Company.
To Learn More Call NIADA Insure At
888- 461- 6232 w w w. n a d a i n s u r a n c e . c o m
DRIVING TRAFFIC
How to Use TV and the Internet to Tap into the Baby Boomer Market By Peter Koeppel Peter Koeppel is founder and president of Koeppel Direct, a leader in direct response television (DRTV), online, print and radio media buying. For more information on his company, please visit: http://www.koeppeldirect.com or call: 972-732-6110.
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n the past, advertisers have focused on reaching consumers in the 18-49 age range. Today, that may be changing. As more and more companies are realizing the buying power that the Baby Boomer generation possesses, marketers are shifting their ad dollars and campaigns to reach this powerful market segment. The Baby Boomers, those born between 1946 and 1964, comprise a market of 76 million people. And unlike the younger generations who are saving to buy houses and cars and struggling to raise a family, Boomers have a fat wallet of disposable income (some experts have approximated that Boomers have nearly a trillion dollars of spending power). Knowing this, no company can ignore the sheer size of the market, nor the wealth or voice that they have. That's why smart marketers are rethinking their ad campaigns and targeting this profitable niche. So what's the best way to reach this market? TV and Internet for sure. While television is still the most effective medium for reaching Boomers, the online options are growing fast. Following are some guidelines for using each effectively. The TV Generation Boomers were the first generation to grow up with TV, so it makes sense that they still prefer this medium as they age. In fact, on average, Boomers watch 22 minutes more TV per day than younger people, according to Nielsen Media Research. And since TV viewership increases with age, as the Boomers mature, their TV viewing time will continue to rise. What does this mean for marketers? • Focus on the right type of programming. Boomers tend to watch programs 50
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that center around life stages. For older Boomers, shows like CSI and Dancing with the Stars are favorites. Older Boomers also prefer news programs and are less interested in reality TV. For younger Boomers, shows like Grey's Anatomy and Desperate Housewives are popular. Additionally, science fiction programming is popular with all Boomers, perhaps because this generation watched so much of the genre while growing up. Therefore, if you want your TV ads to reach Boomers in the most cost efficient manner, you have to place them during the shows that Boomers watch. • Boomers don't multi-task. While younger TV viewers are likely to be online while watching TV and may even interact with the program via online voting, text messaging or chat rooms, don't count on that with Boomers. They tend to focus on one media at a time. For advertisers, that means Boomers won't likely type in your displayed web address while watching your commercial spot. Rather, they'll pick up the phone and call the toll free number you display or go to your website after they finish watching a TV show. • Help Boomers identify with your ads. Since Boomers are not in their 20s and 30s anymore, make sure your ads reflect the needs, wants, and images of older Americans. A 20-year-old perfectly airbrushed model touting an antiwrinkle cream won't speak to the Boomer market. Go for more mature spokespersons and really do your homework to determine how your product or service helps Boomers. The big categories or "hot buttons" for boomers are security, longevity, money management, wealth transfer, lowering their bills, and travel. The Internet-You Can Teach an Old Dog New Tricks. The big misconception in online marketing is that you can't reach Boomers via the Internet. In fact, Baby Boomers make up one-third of the 195 million web users in the United States, according to JupiterResearch. Additionally, ad buyers targeted Boomers with close to 5 billion dollars in ads in 2004, out of 13 billion spent in web advertising. So don't think that Boomers aren't online and that they reject technology. Nothing could be further from the truth. According to the Pew Internet & American Life Project, over half (54 percent) of 60-69 year-olds go online and 72 percent of 51-59 year-olds surf the net.
Further studies show that Boomers spend more money online than the average web user, yet they're still the most underserved audience on the net. Therefore, if you want to serve this demographic, consider the following. • Create a network. Boomers crave social networks. Sites like FaceBook.com and MySpace.com target younger people, and LinkedIn.com focuses on business professionals. While Boomers do participate in such online social networks, they usually discover that these sites have little to offer them. If you want Boomers to be a regular visitor to your site, offer them a place where they can connect with each other and explore topics of interest to them. It may be helpful for you to check out a new site, TeeBeeDee, tbd.com, which is specifically designed for Boomers and is positioned as a Facebook for Boomers. • Offer the right information. Boomers are most interested in such topics as alternative health, entertainment, finance, health, hearth and home, hobbies, fitness and travel. Boomers are frequent and engaged online users, so make sure your site has the kind of information they are most interested in. This generation is also going through a life stage filled with lots of tough issues, including retirement, investment planning, and healthcare. If your product or service can help Boomers better plan for these life transitions, then you need to prominently state so on your site and offer lots of information on the topic. • Go easy on the multi-media effects. Boomers don't want a web page to be overwhelming. Therefore, limit how much "stuff " you have going on the screen. Remember, Boomers don't like to multi-task, so don't try to pull their attention away from the core information they came to your site for. A Profit Boom Once you effectively target the Baby Boomer demographic, your sales will increase. The key is to understand what this group wants and how they use and view the different advertising mediums. So take a look at your current TV and online campaigns and make sure they address the needs and concerns of the Boomer market. Revamp your marketing messages and placements as needed so you can cash in on the nearly trillion dollars of spending power this group has. When you do, you'll have tapped into a large and profitable niche that can quickly boost your company's profits to new levels of success. www.usedcardealermagazine.com
SHIFTING GEARS
Create an Internet Dealership, Not Just a Department 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.
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oday you probably go online at your desk, home or just about anywhere to shop for something or to research something with the expectation that the sites you visit will have the information you seek. When the sites you select do not have the information you likely just click on another and keep clicking until you find something that meets your needs. Consider yourself a focus group of one and apply what you learn in your own experience to what you would want if you were visiting your own dealership online. Visit your own dealership online While you are reading this article please go to your own website and click along with me. As your page loads up, do a quick assessment of whether you have to think too hard to know what to do when you do a quick look at the site. I typically find myself in a search and click mode when I arrive at a site because I have a plan of what I hope to accomplish on my visit. Your website visitors probably feel similar and you will want to ensure that it is easy to find what they need, whether it is inventory, specials, service, parts, etc. Try some simple tasks and put yourself in “customer mode”:
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• Look for a new or used car in your inventory • Look for specials on vehicles, services or accessories • Look for your phone number and address and see if it is easy to see Hopefully you were able to complete these tasks with no problems. If not, do something about it and contact your website builder the same as you would a trades person to fix a leaky roof or a heater in your physical facility. Now, try some advanced tasks: • Schedule a service appointment • Order a part or an accessory • Look for how you submit a credit application • Look for the dealership team photos or individual contact information • Look for a personal description on the used vehicle of your choice (more than the basic specs) If you think like your customers, you likely have limited time to do tasks of this nature. Most people do not have the patience to read and learn at a website so they click and move on. Compare your site to simple sites like Google.com where you are instantly acclimated to
Now that the Internet has become the primary tool of most automotive shoppers, it is essential that your entire team becomes acclimated to the dealership online. what they want you to do – Search! Compare Google.com to Yahoo.com and see the difference. One is a utility (Google) whereas the other is a destination (Yahoo). Your site is more similar to Yahoo but should have the clear and easy navigation like Google. When you design or redesign your site, think of it just like you would your physical dealership. Make it clear and easy where everything is located and provide the signage (navigation links) to assist your customers in finding what they need right away. I visit so many dealerships and used to think signage was not necessary because after growing
up at a dealership it was pretty simple. However, I really appreciate it now when I see a sign that says customer parking or service or parts and know the dealership customers appreciate it too. Put yourself in a customer state of mind and see if you can navigate quickly and easily and if not, please do something about it. The easier you make it the more likely your prospects will contact you to complete the next steps. Visit your own dealership offline We are always asked to mystery shop dealerships and provide feedback on how the Internet or BDC team responds to our inquiries and then suggest ways for improvement. You should do this yourself from time to time both online and offline. Online is easy; create a fake email account and submit a request for sales, service, parts, etc. and see what happens. Offline may sound silly but I recommend telling your team you are going to be a customer this week and walk in and try to talk to someone about what you saw online. Ask your manager and salespeople about the vehicle you saw on the website and see how they respond. Hopefully, they will not say – “let me get our Internet Specialist or Manager to help you”. You would not want them to say “let me get my Newspaper Specialist to help you” if they said they saw an ad in the paper. Now that the Internet has become the primary tool of most automotive shoppers, it is essential that your entire team becomes acclimated to the dealership online. In your next sales meeting ask one of your floor salespeople to go online and shop for inventory – click like the customer and teach your team how you want them to respond when someone calls in or walks in after they have shopped online. Ask your service and parts managers to outline a plan for allowing your online prospects to schedule service easily and to order parts and accessories. Even the body shop should have an online interface. Don’t just have an internet department; design an internet dealership that is a mirror image of all the good things you do offline. If you need assistance with any of these elements let me know and we would be glad to assist.
www.usedcardealermagazine.com
LLR
NIADA Legal, Legislative & Regulatory Update for April 2008 By: Keith Whann NIADA General Counsel
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ith the presidential election primary process in full swing and spring just around the corner, our nation’s economy and energy related issues continue to dominate the legislative and regulatory agenda. FEDERAL LEGISLATIVE ACTIVITY Congress Passes “Kids and Cars” Act Senate Bill 694, The Cameron Gulbransen Kids Transportation Safety Act, which was approved by the House in December, passed unanimously in the Senate. The Bill is named after a 2-yearold New York boy who was accidentally run over and killed in 2002 when his father backed his SUV out of the driveway. The Bill, dubbed the "Kids and Cars” Act, requires the National Highway Traffic Safety Administration to create a database of deaths and injuries of children in non-traffic but auto-related accidents. It also requires NHTSA to study whether to require that power windows and door panels reverse direction when they detect an obstruction, similar to how automated garagedoor openers operate. President Bush signed the Act into law.
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FEDERAL REGULATORY ACTIVITY Yearly Fuel Economy Increases Established NHTSA has completed its proposal establishing annual fuel economy increases and sent it to the White House Office of Management and Budget for review. The proposal covers passenger cars beginning with 2011 models and light trucks starting with the 2012 models. NHTSA proposed four years of fuel economy increases could be revised by the OMB which has authority to review the regulation. NHTSA began work on its proposal in May after President Bush ordered federal agencies to begin drafting new regulations to increase fuel efficiency and reduce tailpipe emissions after the Supreme Court ruled that the federal EPA had the right to regulate tailpipe emissions as a greenhouse gas under the Clean Air Act. NHTSA is seeking to reverse a November 2007 decision of the federal appeals court in San Francisco that tossed out the light-truck increases as insufficient, for failing to address why the so called light trucks are allowed to pollute more than passenger cars and for not properly assessing the benefits of reducing greenhouse gas emissions when it set the new standards. NHTSA's proposal also includes a credit-trading system for manufacturers as spelled out by the recently enacted Energy Bill. NIADA’s position is that NHTSA is the appropriate operating agency to develop the fuel economy standards and that there should be a single nationwide standard. The NIADA is strongly opposed to any proposal that would create a patchwork of single state standards. EPA States Grounds for Denying California Waiver Last week the EPA justified blocking California from regulating auto emissions by saying the problems of global warming aren't unique to one state. The EPA denial also blocked more than a dozen other states from implementing the tailpipe emissions reductions sought by California. The EPA stated that California does not have the "compelling and extraordinary conditions" required for a waiver under the Clean Air Act, because the rest of the nation suffers similar effects of global warming. As a result, California does not merit the establishment of
separate state greenhouse gas emissions standards for new motor vehicles. Chairman Dingell Releases White Paper on Global Warming House Energy and Commerce Committee Chairman John Dingell issued a "White Paper" recently on state and local roles in global warming policies as a prelude to introducing emissions cap-and-trade legislation this year. The paper says state and local climate initiatives may be counterproductive to a federal global warming program. Chairman Dingell is issuing a series of these papers with Rick Boucher who chairs the Subcommittee on Energy and Air Quality. As Congress considers legislation on global warming, one of the most contentious issues is whether federal legislation should pre-empt state and local governments from setting their own pollution-control standards. The paper warns that broad state and regional climate initiatives “may interfere with the efficient functioning of the federal cap-and-trade program” by forcing industry to comply with multiple regulations. It goes on to say that under a nationwide cap on greenhouse gases, a state-level cap on greenhouse gases “might shift emissions from the more stringent state to other states” without reducing national emissions. OTHER ACTIVITY OF INTEREST Gasoline and Diesel Prices Continue to Rise USA Today reported that last Friday, diesel fuel hit a record high price and gasoline prices remain on the rise as a result of $100-a-barrel crude oil prices and tight supplies as refineries switch to producing costlier summer-blend, clean-air gasoline that is required by federal regulations. The nationwide average price for diesel was a record $3.54 per gallon while regular-grade gasoline averaged $3.11, below the record national average price of $3.22 set last spring. What does this mean to the average consumer and our economy? One industry analyst calculated that the higher prices mean consumers spent $1.19 billion for fuel Friday, some $250 million more than a year ago, when continued on next page
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LLR gasoline averaged $2.28 a gallon and diesel averaged $2.58. American Consumer Confidence at 14Year Low A recent ABC News/Washington Post consumer confidence survey showed that the confidence of American consumers remains at a 14-year low, with less than half of Americans having a positive rating of their personal finances. The report’s Consumer Comfort Index was steady at a minus 37, its lowest reading since November 1993. They also reported its index of consumer sentiment fell to a five-year low, while its expectations index fell to a level that is the lowest in 17 years. CASE OF THE MONTH Our Case of the Month deals with something we all face in the motor vehicle industry: what constitutes a customer list and how is it protected? Robert Martin was a former employee of Al Minor & Associates (AMA), an actuarial firm that designs and administers retirement plans and works with about 500 clients. AMA hired Mr. Martin
in 1998 as a pension analyst. He later organized his own firm and resigned in 2003.
In today’s motor vehicle industry, employees tend to be more transient than in the past. Although he took no documents with him containing confidential client information, he successfully solicited 15 AMA clients with information from his memory. AMA charged in a lawsuit that he had violated Ohio's Trade Secrets Act. A judge found that Mr. Martin had misappropriated AMA's client list, and ordered him to pay $25,973 in fees that AMA would have earned from its former clients. The 10th District Court of Appeals affirmed the lower court, and Mr. Martin appealed to the Ohio Supreme Court. He argued that AMA should not have the right to control use of his memory and, furthermore, that the firm had an opportunity to protect its information through an employment contract, which it did not utilize. Mr. Martin did not take any actual
documents. He simply memorized certain aspects of documents enabling him to contact those individuals, and earn fees that should have gone to AMA. Justice Terrence O'Donnell, writing for the court, said that nothing in state law indicates the General Assembly intended, for purposes of trade secrets, to distinguish between information reduced to a tangible form and information that has been memorized. He went on to say “The legislature ... could have excluded memorized information from the definition of a trade secret or added a requirement that such information be reproduced in physical form in order to constitute a trade secret, but it did not, and we are not in a position to read such language into the statute." In today’s motor vehicle industry, employees tend to be more transient than in the past. We live in an electronic age where data can be easily and quickly transported without detection. Although decisions like this offer us some comfort, the best way to protect your dealership and its information remains through a written agreement.
niada 2008 afipcert
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USED CAR DEALER MAGAZINE
APRIL 2008
55
MONEY MATTERS
Don’t Wait to Plan Your Estate By Anita D. Grossman In conjunction with Sagemark Consulting, A division of Lincoln Financial Advisors, a registered investment advisor
M
aking excuses to delay estate planning is easy. In fact, maybe you’ve already thought: “I’ll worry about it when I’m older.” Or “My estate is too small to be affected.” Or even, “I don’t know what I’m going to do with my assets yet.” However, if you are unprepared when incapacity or death strikes, your family’s financial future may not be protected. While there is no designated age for beginning to plan your estate, waiting too long may rob your beneficiaries of much of their inheritance. That’s why it’s important to take the time now-before you need an estate plan. Start with the Basics What if you were to die intestate — that is, without a will? As the foundation of your estate plan, a will provides for distribution of your assets, names a guardian for your minor children, and appoints an executor or personal representative to see that your wishes are carried out. If you die without a will, a court will make these decisions for you. Consequently, your estate may not be distributed as you would have wished. Failing to make a will means you relinquish control over what will happen to your assets, and perhaps your family’s financial status, upon your death. Minimize Estate-tax Consequences It goes without saying that you don’t want a large portion of your assets to go to the government in the form of estate taxes. But that’s what may happen if you don’t plan ahead. You may already know that, under the tax law’s marital deduction, you can generally transfer all of
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your assets, regardless of the amount, to your spouse estate-tax free. So it may sound as if the government has already done some estate planning for you. But don’t relax just yet. When your spouse dies, any remaining property will be included in your spouse’s estate. If the total exceeds the unified credit exclusion ($1 million in 2002 and 2003, rising in 2004 in scheduled steps for several years before it returns to $1 million in 2011) taxes on your spouse’s estate could take a substantial part of the inheritance your children or other heirs would receive. One way to minimize the estate taxes your beneficiaries will have to pay is to establish a trust that will distribute income to your spouse during his or her lifetime while sheltering assets for future heirs. Trusts can take many different forms, so consult with a professional financial advisor before making any decisions. Don’t Neglect Business Succession Planning If you own a business, what would happen to it if you were to die unexpectedly? Without proper planning, part or all of your business might have to be sold
If you own a business, what would happen to it if you were to die unexpectedly? Without proper planning, part or all of your business might have to be sold to pay estate taxes.
to pay estate taxes. In addition, your business could suffer unless a competent manager succeeds you and a well-structured plan for ownership transfer is in place. There are many methods you can use to accomplish these goals, including partnerships, buy-sell agreements, and stock transfers. Once you’ve developed a plan, lifetime gifts, trusts, and life insurance all may be used to ensure that your family remains financially stable. Leave a Paper Trail An estate plan isn’t very useful if no one in your family knows what it is, so be sure to maintain clear records. Make a list of your assets, including securities, retirement plan accounts, savings accounts, real estate, life insurance policies, and so on, along with information to identify and locate the accounts. Make a second list of your liabilities, including loans, mortgages, and credit card obligations. Personal information, such as your Social Security number, birth certificate, divorce decree, and similar documents, should be stored in a secure and accessible place. Include cemetery plot records and detailed funeral instructions. List the names, addresses, and phone numbers of your attorney, accountant, executor, and trustee, if applicable. By letting your family know where your important records are kept, you’ll help to ensure the timely transfer of your assets to your heirs. The consequences of waiting too long to plan your estate can be financially and emotionally devastating for your family. If you haven’t begun to plan your estate, a professional financial planner can help you get started and recommend strategies to help achieve your particular planning objectives. DISCLOSURE Anita D. Grossman is a registered representative of Lincoln Financial Advisors, a broker/dealer, and offers investment advisory service through Sagemark Consulting, a division of Lincoln Financial Advisors Corp., a registered investment advisor, Sagemark Consulting 1800 Chapel Avenue West Suite 200 Cherry Hill, NJ 08002 Tele: (856) 4882849. Insurance is offered through Lincoln affiliates and other fine companies. This information should not be construed as legal or tax advice. You may want to consult a tax advisor regarding this information as it relates to your personal circumstances
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AUTOMATIC OVERDRIVE
Recruitment: Number Two Priority By Michael Guld Michael Guld is a nationally recognized speaker and consultant, who built a successful career in the broadcast industry, creating a radio group from the bottom up, and since has come to apply the same principles to business development training. His expertise lies in increasing sales performance, marketing exposure, employee productivity and creating a world-class service experience. Michael is the president of The Guld Resource Group and author of, “The Million Dollar Media Rep: How to Become a Television and Radio Sales Superstar.” Please contact Michael at 804-360-3122 or visit www.guldresource.com.
T
he financial textbooks refer to employees as human capital. The management textbooks label employees as human resources. However, the most successful companies treat employees as human beings.When revered and treated with respect, great people will take a company to the highest levels of success. As a member of corporate America, you hear it all the time, “Recruitment is our number one priority!” While continual recruitment of talent should be a top priority – even when the company doesn’t have immediate openings – it should still be considered priority number two. At the top of the list should be employee retention because while good people are hard to find, great people are much harder to replace. The short version of your company’s leadership philosophy should consist of two words…“hire right.” When management hires the right people, great results follow. Few leadership techniques will ever have a lasting impact on the wrong hire. When you think about your most successful, most productive and most enjoyable years in business, they tend to center around the years you surrounded yourself with the best people. And more often than not, it was rarely anything you
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did to make them great, except invite them to be part of your team. So, how do you keep your best and brightest from crossing the street and taking the next best offer? Hiring is only the first step. From there, you need to train, coach, engage, support, encourage, recognize, reward, promote and compensate them in a way that will exceed their expectations. Contrary to managers’ perceptions, studies show that money is not the highest motivator in retaining employees; especially in the millennial generation (twenty something’s) which places a greater importance on lifestyle and professional challenge. As a result, management can no longer live by the former golden rule, “treat people the way that you want to be treated.” A Baby Boomer’s motivations may be dramatically different than those of a 25-year-old Millennial. Therefore, the golden rule is evolving to “treat people the way that they want to be treated.” In a leadership role, it’s vital to understand the unique wants, needs, desires and goals of each staff member, and make sure your organization becomes a place where each can be realized. You may have superstar employees who, if left the company, could significantly impact your profitability. Provide these individuals with golden handcuffs in the form of increased salary, bonuses or other monetary and non-monetary incentives so they wouldn’t consider working anywhere else. While initially this may not seem entirely fair, assets to the company should be treated as so; even professional sports franchises pay their athletes proportional to their value to their organization. As the saying goes, “people don’t care what you know until they know you care.” Get to know your employees and take a true investment in their lives and well-being. As a manger, there are many small yet powerful adjustments you can make to attract, hire and retain the best and the brightest. 1. THE POWER OF MWBA: Get out from behind the desk and practice “Management By Walking Around” (MBWA). There is nothing more insightful than spending time in the bullpen, getting to know your
employees and asking questions in an informal setting. MBWA breaks down bureaucratic boundaries and shows that you are accessible, approachable and real. 2. THE POWER OF HAND-WRITTEN NOTES: Send handwritten notes congratulating employees on a recent success and let them know, as their leader, you appreciate their hard work. Budget permitting, include a gift certificate to their favorite store or restaurant. For married employees, send handwritten thank-you notes to their spouses recognizing the achievements of your employee and acknowledging the time they spend away from the family. Budget permitting, include a spa certificate, mall certificate or other token gift. For younger employees who are new to the workforce, send notes to their parents, bragging about their young adult’s successes and complimenting them on raising a great person. 3. THE POWER OF RANDOM ACTS OF KINDNESS: Practice random acts of kindness by freely delivering movie tickets, dinner certificates, gift cards and other tokens of appreciation to employees who exemplify best practices. This could be done informally or through a program entitled “Catch Me At My Best,” where coworkers or customers are encouraged to share a great experience.
The goal is to create raving fans who have loyalty beyond reason. It’s very difficult for other employers to lure away an individual who has an, “I love my job” attitude. That is the bottom line. continued on page 60
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AUTOMATIC OVERDRIVE
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continued from page 58
4. THE POWER OF ATTRACTIVE BENEFITS: Time off with family and friends can go a long was in creating loyal fans, so offer paid days off to each employee for their birthday. Also, provide better monetary and non-monetary benefits than those inside and outside your industry. Paying a little more in health insurance, providing profit sharing or contributing to an IRA will be more than made up by the reduced the cost of attrition … not to mention improving overall employee satisfaction.
external areas of improvement and set up action committees to develop solutions (inviting those most vocal to take a leadership position).
5. THE POWER OF RECOGNITION AND COMMUNICATION: Have peer voted employee of the month awards, branded to your company, with personalized certificates including, traveling trophies/banners and a $100 VISA certificate to the monthly winner. Have monthly staff meetings to recognize successes, including awarding the employee of the month and publicly reading all the reasons for their nomination. In addition, use these monthly staff meetings to uncover internal and
return on investment than
USED CAR DEALER MAGAZINE
APRIL 2008
People appreciate feeling appreciated. Stated with true sincerity, you will receive the greatest anything else you can do. 6. THE POWER OF LIVING YOUR OWN CULTURE: People are energized by organizational synergies and feeling part of something greater than their own contribution. Living the company culture can be as easy as re-naming
your associates. Disney has castmates, Starbucks has partners, Owens and Minor has teammates, but most importantly, employees and leaders alike need to live the culture you create. Calling your associates partners but treating them like servants will do more harm than good. 7. THE POWER OF THANK YOU: Use the magic words, “thank you” often. People appreciate feeling appreciated. Stated with true sincerity, you will receive the greatest return on investment than anything else you can do. Depending on the industry and the position, studies show the cost of employee attrition, which includes direct and indirect costs associated with rehiring and retraining, could climb upward into tens of thousands of dollars, and could increase to much more when factoring in the opportunity costs and lost revenue. The goal is to create raving fans who have loyalty beyond reason. It’s very difficult for other employers to lure away an individual who has an, “I love my job” attitude. That is the bottom line.
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USED CAR DEALER MAGAZINE
APRIL 2008
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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
GAT E
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.
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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.
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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
USED CAR DEALER MAGAZINE
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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.
APRIL 2008
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CONNECTICUT A M E R I C A N AU TO AU C T I O N 700+ Units Per Week, Repos, New Car Dealer Trades, Fleet Sales 203/626-0500 Fax: 203/626-0501 www.amerautoauction.com
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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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.
USED CAR DEALER MAGAZINE
APRIL 2008
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FLORIDA - GEORGIA
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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.
APRIL 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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GEORGIA - INDIANA
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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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INDIANA - MASSACHUSETTS
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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
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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.
A D E SA
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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KENTUCKY A D E SA
MANHEIM LOUISVILLE
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MANHEIM INDIANAPOLIS 3110 South Post Road Indianapolis, IN 46239
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B O STO N
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.
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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.
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M O N TA N A C I T Y
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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ST. LO U I S AU C T I O N
7858 Highway 61-67 Barnhart, MO 63012
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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
APRIL 2008
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NORTH CAROLINA - OKLAHOMA
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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
APRIL 2008
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PENNSYLVANIA - TENNESSEE
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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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SOUTH CAROLINA
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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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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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Steve Swinford Stuart Overstreet Jennifer Turpin Mike Butler Amos Brown Jason Miller
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
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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
APRIL 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.
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QUESTION:
QUESTION:
ANSWER:
ANSWER:
I am a Buy Here, Pay Here dealer and we frequently do repairs for our customers at no charge to help them out. A fellow dealer said we should stop this practice because we could get into trouble. Is he correct? When your dealership performs a repair for a customer at no charge that you are not otherwise obligated to perform; you are performing what is known as a “goodwill” repair. They are quite common in a dealership like yours and you will not “get into trouble” for doing them. Doing them incorrectly, however, could create unwanted liability for your dealership. This is likely what your fellow dealer was talking about. Fortunately, being able to do them correctly and avoid that unwanted liability is as easy as obtaining and completing the right document. You should be using a Goodwill Repair Acknowledgement Form whenever a dealership is performing a repair purely out of goodwill and the dealership does not wish to create any warranty on the vehicle or with respect to the repairs. In addition to information about the customer and the vehicle being repaired, a properly drafted Goodwill Repair Acknowledgement should include: • A place to identify the repairs that are to be performed. • A statement reiterating that the dealership is not obligated to perform the repair. • A statement that by performing the repair, the dealership is not creating any warranties, express or implied, on the vehicle or with respect to the repair and/or goods and services utilized or performed in conjunction with the repair. • A statement that replaced parts will be returned to the customer unless otherwise specified on the form. • A provision giving the dealership permission to operate the vehicle for testing purposes. • A disclaimer of liability for any damage that may occur to the vehicle or its contents due to fire, theft, an act of nature, or any other cause beyond the dealership’s control.
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I recently called a bank to get a payoff on a customer’s trade-in and the bank would not give it to me without permission in writing. I have never had this problem with the banks I regularly deal with, but this one I have never dealt with. How do I avoid having this happen again? Many financial institutions now require a written acknowledgment of their right to release payoff information because it may be nonpublic personal information as defined in the Gramm-Leach-Bliley Act. The Act requires financial institutions, including motor vehicle dealerships, to protect the confidentiality of nonpublic personal information they collect about their customers. You should revise your Authorization To Release Payoff Information Form to allow your dealership to obtain the customer’s written permission for the dealership to contact the lienholder of a trade-in vehicle to obtain payoff information. If you are not currently using one, start immediately! An Authorization To Release Payoff Information Form can also be used to communicate information about the obligations of the dealership and customer with respect to the payoff transaction. For example, it allows the dealership to obtain the customer’s acknowledgement that he has had the opportunity to verify the amount of the payoff and accepts responsibility for paying the difference in the event that the payoff amount quoted to the dealership is less than the amount actually required by the lienholder to pay the account in full. In the same respect, the dealership communicates to the customer that it will pay the difference to the customer if the net payoff amount is less than the amount listed. Finally, this form provides the dealership with the means to document information about the lienholder, such as the name of the representative that provided the payoff information, the date the information was provided and how long the quoted payoff amount is valid. In the event that the appropriate payoff is paid to the lienholder, the form should also include a provision whereby the customer authorizes the lienholder to release the title to the trade-in vehicle to the dealership. Since the Authorization To Release Payoff Information form is being used to reinforce the payoff information included in the Retail Purchase Agreement, and it contains material terms of the transaction with respect to the trade-in vehicle, it should be integrated by reference into the Retail Purchase Agreement.
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