Used Car Dealer - Febuary 2008 by TNIADA

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NADA SPECIAL ISSUE! ■

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Recognizing the Importance of Credibility

Customer Relationship Management Embracing Change ALSO IN THIS ISSUE NIADA and NADA to Announce New Joint Program ■ Learn About the LLC (Limited Liability Company) ■ Maximize Your Visibility with Local Internet Searches ■ Advantages of Print Advertising ■

CHECK US OUT AT

w w w. u s e d c a r d e a l e r m a g a z i n e . c o m

contents 0 2 . 2 0 0 8 Volume 28: Number 2

FEATURE STORIES 16

COLUMNS

Embracing Change

Changes are happening in our business everyday and more are right around the corner. Do you fear change? Or do you face it head-on in a positive way and have a significant advantage over those who do not?

16 20

NIADA Message

NIADA and NADA will announce a new joint program at a press release at the NADA Convention and Expo in San Francisco.

Money Matters

20 54

Shed The Superman Cape

Recognize the importance of credibility in our business and take a look at how you may come across to your employees. As a manager, learn the importance of setting your ego aside and adopting a little more humility.

Tech Talk

Learn how focusing on local internet searches can maximize your visibility and draw in more customers from your neighborhood. Discover the value of local search marketing.

Dealer Education

Selling Point

Learn strategies on how to boost the effectiveness of your website/online lead generation efforts. You want to increase sales, don’t you? You’d like to know an effective way to have your customer think the way you want them to, wouldn’t you? Find out how using “Yes” questions can help you in selling.

Association News

Industry Inside

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. 52

Could a LLC (Limited Liability Company) be the answer for you as a way to set up your business to combine advantages of both a corporation and a partnership?

Customer Relationship Management

Is real customer relationship management a strategy or just a way of tracking customers? Read how a change in attitude toward CRM can strongly impact your customers’ level of satisfaction and increase you number of ‘raving fans’.

DEPARTMENTS

Driving Traffic

Use print advertising to drive your online sales or miss out on a huge share of potential revenue and online traffic.

Tune in for the latest NIADA news. There’s more than ever to look forward to at this year’s NADA Convention and Expo in San Francisco, February 9-12 at the Moscone Convention Center. Read more about the acclaimed keynote speakers along with the many workshops being offered.

The Car Counselor

The Car Counselor, also known as NIADA General Counsel Keith Whann, answers some of the toughest questions facing dealers today. Send him a question at carcounselor@niada.com.

Shifting Gears

Find out the steps needed to set the stage and ensure the best results as Internet Manager.

Automatic Overdrive

Attain the secret to customer friendly dealerships by satisfying customers on all five dimensions – from car quality to psychology.

IN EACH ISSUE 6

FRONTLINE

• NIADA loses a great friend and leader. • Insure.com Reveals Top Ten Most & Least Expensive 2008 Vehicles to Insure

• NADA's Soon-to-be First Female Chairman Tells Her Story

28 34

• New York Independent Automobile Dealers

Service Contracts

How solid is your dealership service contract program? NIADA’s General Council, Keith Whann, discusses areas to consider when evaluating your current contract.

34 4

USED CAR DEALER MAGAZINE

FEBRUARY 2008

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.

Association (NYHIADA) Retains Capital Hill Management Services, Inc.

• AFIP and NAFRD to Join NIADA'S Annual Convention in Grapevine, TX June 24-28, 2008

ON THE COVER Classic Seventies Coupe This 70s custom Ford Capri is isolated on black with reflection.

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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. CopyrightÂŠ 2008 by NIADA Services, Inc. All rights reserved.

www.usedcardealermagazine.com

USED CAR DEALER MAGAZINE

FEBRUARY 2008

FRONTLINE

By Jena Barton

INSURE.COM REVEALS TOP TEN

Most & Least Expensive 2008 Vehicles to Insure As the nation turns its attention to the latest news from the auto industry, Insure.com has published its 2008 report on the most and least expensive popular vehicles to insure. Itâ&#x20AC;&#x2122;s an important report because all too often, car buyers make what can be a costly mistake. They wait until after theyâ&#x20AC;&#x2122;ve made a purchase to evaluate car insurance rates. What they may not realize is that annual premiums can vary as much as $630 depending on make and model. This adds up to thousands of dollars over the vehicle life. The good news for car buyers is that Insure.com has just released its annual listing of the most and least expensive vehicles to insure, based on the current 20 best-selling cars and small trucks in the U.S. This year, the Dodge Ram Pickup, Chevy Silverado C/K Pickup, and Toyota Prius topped the list of most expensive vehicles to insure, while the Chrysler Town & Country was named the least expensive vehicle to insure. Consumers urged to avoid costly surprises, weigh car insurance prices before purchase. Insure.com, Inc.released the 2008 Insure.com Car Insurance Ranking Report, its fourth annual listing of the most and least expensive vehicles to insure in the coming year. Culled from a list of the 20 best-selling cars and small trucks in the U.S., Insure.com determined that the three most expensive autos to insure are the Dodge Ram, Chevrolet Silverado C/K Pickup and Toyota Prius. The three least expensive autos to insure for the 2008 model year are the Chrysler Town & Country, Ford Escape, and GMC Sierra Pickup. Based on a list of the 20 top-selling vehicles in the nation, Insure.com calculated average car insurance premiums across three states and multiple insurers to put together the 2008 report.

TOP 10 LEAST EXPENSIVE VEHICLES TO INSURE

Ford Escape

TOP 10 MOST EXPENSIVE VEHICLES TO INSURE Chevy Silverado C/K pickup

1. Chrysler Town & Country

1. Dodge Ram pickup

2. Ford Escape

2. Chevy Silverado C/K pickup

3. GMC Sierra pickup

3. Toyota Prius

4. Chevrolet Impala

4. Honda Accord

5. Ford Econoline Club Wagon

5. Nissan Altima

6. Ford Fusion

6. Toyota Corolla

7. Ford F-series pickup

7. Ford Focus

8. Honda Civic

8. Chevrolet Cobalt

9. Toyota Camry

9. Honda CR-V

10. Toyota RAV-4

10. Dodge Caravan

Vehicles can land on the most expensive list for numerous reasons. They may be targets of theft, which can increase comprehensive premiums for all owners of that model; they may have high repair costs, which can increase collision premiums; or passengers may suffer more injuries in accidents, which can affect personal injury protection premiums. Insure.com's 2007 report named the Chevy Cobalt, Dodge Ram Pickup, and Ford Focus as the most expensive vehicles on the list. The Chevrolet Silverado, GMC Sierra Pickup, and Chrysler Town & Country were named the least expensive cars to insure in 2007, showing a substantial increase in insurance cost for the 2008 Chevrolet Silverado. Insure.com has compiled and published its annual Car Insurance Ranking Report for the past four years. Individuals can view the previous reports online at http://www.insure.com. Report serves as a wake-up call for consumers to investigate insurance costs prior to purchasing a new vehicle.

USED CAR DEALER MAGAZINE

Honda Civic

FEBRUARY 2008

Ford Focus

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IN MEMORIAM Robert Joseph “Bob” Wimberley died December 22, 2007 in Little Rock, AR. Bob was born in Jonesboro, on September 27, 1924. At the age of twelve, he began working for the Jonesboro daily newspaper which gave him a lifelong love of the printed word and journalism. Bob was the Executive Director of the Arkansas Independent Automobile Dealers Association for 18 years. Heading the Independent Automobile Association and becoming director of the Arkansas Chapter of the National Federation of Independent Businesses were examples of Bob’s leadership. He is survived by his wife of 59 years, Mrs. Wanda G. Wimberley; daughters, Candice Wimberley, Laurie Hill and grandchildren Wesley and Rachel Hill all of Little Rock. Bob will be remembered for his love of people, his gregariousness, and his never meeting a stranger. His character truly was bigger than life.

NADA'S SOON-TO-BE FIRST FEMALE Chairman Tells Her Story

SLATON, Texas — Set to become the first female chairman of the National Automobile Dealers Association, Annette Sykora knows that her historic election could help attract more women to enter the car business or to spur other women to ascend to even greater leadership roles within the industry. But Sykora quickly adds that she does not want to benefit just women as chairman during the coming year. She explicitly says she wants to serve all dealers and to assist them in any way she can, especially in a year that's shaping up to be what many experts are describing as extremely challenging. "When I was growing up in west Texas, both of my grandfathers, one who was a car dealer and the other very much of an entrepreneur as well, taught me that gender did not have to be a determining factor as to whether I could do something or not," Sykora recalled, while sitting behind her office desk at her Ford-Mercury dealership in Slaton. "And my dad, who took over Smith Ford-Mercury, was the same way." So when her colleagues elected her to the top leadership post, which she will assume at the upcoming NADA convention in San Francisco, Sykora said she was pleased and honored that the board of directors elected her as a fellow dealer and not because she would become the first woman to hold that office. "In my years on the board, though the room is still filled predominantly with men, I never felt any prejudice against me because we are all dealers, and that's our common bond," Sykora observed. "No matter what dealer you talk to, regardless of gender or race, everyone wants to see more women in the business. I think there are tremendous opportunities for women today, and with me being a visible face of our industry, if I can help encourage the women we have to take on additional roles or if I can attract more women to join our ranks, then I think that can be a great benefit to everybody," she added. "I will work hard at being chairman for everyone in our business," Sykora noted. "That's my pledge." Continuing that thought, Sykora further explained, "We're facing some critical issues, and we're going to have too important of a year for me to have a specific limited agenda. Instead, my agenda needs to encompass goals that will benefit all dealers." www.usedcardealermagazine.com

AFIP AND NAFRD TO JOIN NIADA'S ANNUAL CONVENTION IN GRAPEVINE, TX JUNE 24-28

Two auto-industry associations are partnering with the National Independent Automobile Dealers Association to expand NIADA's 62nd Annual Convention and Expo in Grapevine, Texas June 24-28. Dave Robertson, Executive Director of the Association of Finance and Insurance Professionals (AFIP) and Jeff Dodd, President of the National Association of Fleet Resale Dealers (NAFRD), both said their groups look forward to participating in the NIADA event. "All three associations are integral parts of the motor vehicle industry and all of our members will benefit from the joint activity," said NIADA's Executive Vice President and CEO Michael R. Linn. "Our concept is to bring dealer principals, F & I specialists and fleet/lease resellers together so we can present a strong convention and trade show," Linn continued. "We can draw on mutual resources to enhance the quality of our education and increase our attendance. That allows our vendors and exhibitors to focus on their target markets in a single location rather than have to make choices." Robertson, whose Colleyville, Texas-based organization certifies F & I specialists, felt the concept would be especially strong for educational purposes. "Finance and insurance staff want to obtain mastery of applicable regulations but it can be very difficult to justify leaving the dealership," Robertson said. "This method of associations working together trims many of the obstacles and gives an individual the chance to get his education, discover new concepts at the trade show, and network with others who have experience to share – all at the same time." Dodd is the current president of NAFRD headquartered in Arlington. "Our members handle fleet vehicles but literally all of them work out of their own dealerships," Dodd said. "We're the wholesale end of the industry but most members also have a buy-here-pay-here or a retail outlet. For our members, this is a perfect mesh for all of the right reasons. We can conduct our own association business and fully participate in the larger circle of the industry." NIADA made several changes to its educational offerings during its 2007 convention which laid the groundwork for participation by NAFRD and AFIP. Those changes included the creating of three tracks for attendees: buy-here, pay-here, retail and general education. "The educational track expansion was exceptionally helpful to our dealers last year," Linn explained. "Most of our educational sessions generated more than enough carry-over information from one industry segment to another – but the dealer didn't always know what kind of information would be available. Now, dealers can select specific educational topics and customize their experiences to their own needs." The opening education session for the convention is scheduled for 8 a.m. Thursday June 26 at the Gaylord Texan Resort, just a few minutes north of the DFW Airport in Dallas. The National Leadership Awards banquet is scheduled for Friday, June 27 and the National Quality Dealer Awards will be held Saturday, June 28. Linn expects attendance at the convention and trade show to exceed 1,500 as the event returns to the Dallas Metroplex for the first time since 2004. Registration forms and additional information are on-line at www.niada.com. USED CAR DEALER MAGAZINE

FEBRUARY 2008

NADA/NIADA to Announce New Joint Program at NADA Convention

he 91st NADA Convention and

Expo takes place February 9-12,

2008 in San Francisco, CA. At

this year’s convention, both NADA and

• Strong investment options and quality administration

NIADA will hold a press conference to

• Toll-free Plan Information Center

announce our 3rd joint program to be

• 24/7 account access with both a

rolled out immediately following the

toll-free Voice Response System and

conference. The press conference will

online PlanWeb

begin at 11:00am on Sunday, February 10 at the Moscone Convention Center. Our longest running program is with NADA’s Used Car Guide, whereby NIADA members may order price guides

By Michael Linn

associations at a discount. NIADA

Executive Vice President and CEO of NIADA and president of NIADA Services, Inc., Publisher of Used Car Dealer Magazine.

handles these product orders for all direct state members. The guide offers used vehicle pricing, specialty vehicle pricing, print/electronic/web based solutions, automotive data services and solutions along with other valuable

NIADA Message

industry information.

• www.nadart.org, a comprehensive website offering useful information for participants, plan coordinators and plan sponsors.

At this year’s NADA Convention and Expo, the booths for NADA, NIADA, and NAAA (National Auto Auction Association) will be in very close proximity as all three national associations join together to promote various programs as well as to enhance our working relationship.

NIADA Message

Please see page 40 for a description Our second program, launched in January 2005, is the joint NIADA/NADA Retirement Program also known as

NIADA Message

NADART (National Automobile Dealers Association Retirement Trust). This program enables NIADA dealer members

of the new NADA/NIADA joint program by Lin Peacock, Vice President of NADA Insurance, and see Industry Inside on page 46 for details on more events to look forward to at the convention this year in San Francisco.

access to a retirement program for themselves and their families which includes:

NIADA Message NIADA Message 8

• Plan consulting services

and other products through our state

NIADA Message

• State–of-the-art qualified 401(k),Profit Sharing and Pension Plans

The press conference will begin at 11:00am on Sunday, February 10 at the Moscone Convention Center.

USED CAR DEALER MAGAZINE

FEBRUARY 2008

• Participant-directed or traditional trustee-directed investments

www.usedcardealermagazine.com

DEALER Educati DEALER Education DEALER Education DEALER Education DEALER Education DEALER Education

Be A Savvy Dealership Through Effective Online Strategies Andrew Wetzler is president of MoreVisibility. Founded in 1999, MoreVisibility is a two time INC. 500 company and leader in Search Engine Marketing/Optimization. Andrew can be reached at awetzler@MoreVisibility.com.

or most auto sales professionals the business climate has changed dramatically. Whereas

for several years, simple presence in a good location was a license to be successful and earn significant profits, today a much better strategy needs to be

DEALER Education DEALER Education

email address from someone. If you have a traditional direct mail program in place, then a street address is vital as well. While direct mail can still be of value, emails can be powerful, better targeted, and less expensive. For example, by grouping your prospect base into categories like buyers or leasers, you can send out emails that are tightly aligned with someone’s interests. You will experience a much better response rate by segmenting in this manner. Here are a few more ideas to boost the effectiveness of your website/online

Take advantage of the two main

opportunities on search engines. Search Engine Optimization (SEO) and Search Engine Marketing. SEO, also known as Organic or Natural Search is

focus or goal of a dealership’s website is

DEALER Education

attaining both a phone number and an

lead generation efforts.

By Andrew Wetzler

utilized, just to stay on the playing field.

will still need to be worked effectively. Building a pipeline begins with

DEALER Education

Also, in today’s economy, people are keeping their cars longer instead of trading every two or three years. In an e-commerce environment the encouraging the site visitor to buy something. That approach is not likely to work for the majority of auto sales transactions. Most potential buyers want to come into the dealership and kick the tires. The most critical objective of a website is to capture the contact information from a visitor so that a pipeline of prospects can be developed. The gist of this article is about utilizing the Internet to help locate qualified prospects. I think it is also important to mention that leads arising from the Web USED CAR DEALER MAGAZINE

FEBRUARY 2008

the process by which a site is designed to be aligned with the algorithms of the engines and the results show up on the left side of the page. Key ingredients include robust content, search engine friendly architecture, and effective linking strategies. Each major search engine has a paid component to its search results as well. This involves paying for site visitors on a “per click” basis. There are a series of variables that need to be considered when starting a campaign. These include keyword selection, geography (where do you want your listing to show up) and bid strategy (how aggressive do you want to be? What

The most critical objective of a website is to capture the contact information from a visitor so that a pipeline of prospects can be developed. is your budget? etc.). 2. Keep the content on your site fresh, accurate and robust. For example, it’s a big turn off to arrive at a site with inaccurate information or links that don’t work.

Create a compelling reason for someone to search for vehicles on your site, rather than going to competitor’s website. 3.

Honor channel preference – making

it as easy for someone to contact you via email as by telephone. Prompt follow up is also critical. Make sure you get back to them before they have a chance to reach out to a competitor. Also, as previously mentioned, get complete information from each person so that you can maintain multiple contact points with them. 4.

Utilize a contact management program. There are a number of these programs

on the market today that will allow you to keep in close contact with those who warrant it, schedule others for contact later on, and also parse the database for mailings (as described above). 5.

Study competitor sites. Although most sites have similar

attributes, especially ones that are template driven, others are unique with varying degrees of professionalism. While a template site is okay, it has limitations from both a design standpoint and from a Search Engine Optimization perspective. Some dealerships have sites through the motor companies that they are representing and also have another site that allows greater flexibility and opportunity for differentiation. There is no question that this is a challenging time for most people associated with the automotive sales industry, including new and used car departments. What remains in your control is the lead generation and follow-up process. Hard work, strong organizational skills, and a willingness to embrace email/Internet, are important ingredients to attaining impressive results in a tougher marketplace. For a list of Search Engine Optimization and Paid Search white papers written by MoreVisibility, please visit: http://www.morevisibility.com/seowhitepaper-library.html. www.usedcardealermagazine.com

YES Questions

SELLING SELLING Point

SELLING Point

By George Dans george@georgedans.com

SELLING Point

George Dans consults with dealers and key decision makers on how to fulfill their dealership vision of sales success and profitability.

ow many times have you heard about a salesperson talking their way out of a sale? Wouldn’t you agree that salespeople can and will talk their way out of sale? It happens doesn’t it? Wouldn’t it be nice if you could get your customer to say yes to you more often? Selling would be fun wouldn’t it? Couldn’t you sell more cars if you asked your way to a sale instead of talked your way thru the sale? The extra money would come in handy wouldn’t it? Funny thing about money, just when the fun gets going, isn’t that when most people run out of money? Some of us have more month left over then money don’t we? You probably have caught on by now haven’t you? I have been writing a lot of yes questions haven’t I? That was another one wasn’t it? You can’t say no can you? But you just did didn’t you? Got you didn’t I? Ok, now to what this article is about. It has been said that if you can get a customer to say yes to you some 45 times in 45 minutes your closing ratio will soar to about 75%. Wouldn’t that be nice? Oops, I said another one didn’t I? Ok I should stop shouldn’t I? Sales are basically lost due to an improper conversation with customers. I can’t tell you for sure how many salespeople I have helped in my training life, but what I can tell you is that most salespeople miss sales because they talk too much and when it comes time to ask for the order, the big bad salesperson turns into a wimp of a salesperson. Why is that? Because they are afraid to ask for the order.

USED CAR DEALER MAGAZINE

FEBRUARY 2008

Don’t tell your way to a sale, ask your way through the sale. Remember the above quote; it will help you sell more cars right now. The above questions are called ‘yes’ questions. They have been around for years and some of the best sales trainers use these questions in their training programs. The yes questions are the mini commitments you need to close the sale step by step. What happens to a lot of salespeople is that when talking too much they bore their customer to sleep and become disconnected from their customers. Isn’t that when most customers come up with excuses or objections? TYPES OF YES QUESTIONS There are two types of yes questions. Let’s start of with the tie down yes question. Tie downs are defined as isn’t it, couldn’t it, wouldn’t it, shouldn’t it, doesn’t it, won’t it, and are normally used when you know the answer to the question. Example if you are outside and it’s a sunny day out, you would use your tie down like this, and it sure is sunny out today isn’t it? Naturally your customer would say yes, wouldn’t they? Another great question could be like this, you did say that comfort was important to you, didn’t

you? Wouldn’t it be nice to have the 6 way adjustable seat on those long drives up to the mountains? Now didn’t you see how I got the customer to say yes to me? That was another one wasn’t it? Let talk about tag ons. Tag ons use the same yes questions as the ones above, but in this case, the customer normally starts off with a sentence and then you tag the yes question on to the end of their sentence. Example: Customer, I really like the blue color of this truck, salesperson, yes it is pretty isn’t it? Yes. Customer, wow this car drives so smooth, salesperson, smooth isn’t it? Customer, I hope I can get financed, salesperson, yes that would make your life easier wouldn’t it? The best way to master these questions is to practice them daily so that they become part of your selling game. You will practice won’t you? I mean you do want to sell more don’t you? It works doesn’t it? Wouldn’t it be nice if you got some 3 X 5 cards out and wrote out about 25 yes questions and then practiced them before you started your selling day? You will do that won’t you? It will work for you won’t it? Well, its time to rack this article isn’t it? Time to start practicing am I right or right?

The best way to master these questions is to practice them daily so that they become part of your selling game. You will practice won’t you? I mean you do want to sell more don’t you? It works doesn’t it? www.usedcardealermagazine.com

Money Matte Money Matters Money Matters Money Matters Money Matters Money Matters Money Matters Money Matters Money Matters Money Matters Money Matters Money Matters Money Matters 14

DEALERMatters MONEY Education

Organizing Your Business As A Limited Liability Company By Anita D. Grossman In conjunction with Sagemark Consulting, a division of Lincoln Financial Advisors, a registered investment advisor Anita D. Grossman is a registered representative of Lincoln Financial Advisors.

s a sole proprietor, you've enjoyed watching your business take off. Your customer base is building, orders are steady, and your overhead is under control. But with this growth, you now realize you can't handle everything yourself. You need to attract investors, take on a few associates, and protect your personal assets from your firm's liabilities. You've reached a turning point: it's time to run your company in a more formal manner. But should you set up the business as a corporation or partnership? The answer may be neither. As an alternative, consider a limited liability company (LLC) -- a form of business organization popular among small business owners that combines some advantages of a corporation and a partnership. Compare the LLC: Why the need for an LLC? LLCs can offer a competitive advantage over corporations and partnerships in three areas; taxes, liability protection, and flexibility. Although the LLC statutes vary among the states, it's possible to generalize about how LLCs measure up against other business arrangements. Taxes: If the LLC is structured properly, it will be taxed like a

USED CAR DEALER MAGAZINE

FEBRUARY 2008

partnership for federal income tax purposes. That means no tax at the company level. Like partnerships, LLCs distribute income and losses directly to owners who then report these items on their personal income tax returns. Being taxed like a partnership also avoids the double taxation problem faced by shareholders in a corporation. Corporate earnings can be taxed twice -- first as income to the corporation, and again as a dividend income to the individual shareholder. This combination of two levels of tax can mean a much higher tax cost than the single tax available through ownership of an LLC. Liability: In general or limited partnerships, general partners can be held personally liable for the partnership's debts and obligations, as well as other partners' mistakes -- a big deterrent to many would-be entrepreneurs and prospective investors. Additionally, in certain situations, limited partners who become actively involved in running a partnership can be reclassified as

Adopting or changing your form of business requires careful consideration of your business, tax and financial needs, and the legal risks. general partners and lose their limited liability protection. But LLC owners, like corporate shareholders, are shielded from personal liability beyond the value of their investment. Their personal assets are generally not subject to the claims of business creditors. LLCs avoid the threshold problem in forming a limited partnership -- finding a general partner willing to be exposed to the business's liabilities. Flexibility: The various state laws authorizing the use of LLCs generally permit their use in almost any type of business. LLC organizers have broad discretion in deciding who will manage the company. Often, LLCs are managed by a small group of the company's owners. And, while LLCs share some subchapter S corporation advantages -such as limited liability and taxation

only on the individual level -- they have far fewer restrictions. For instance, only individuals, estates and certain trusts may be S corporation shareholders, and the maximum number of shareholders is limited to 75. In contrast, LLCs have no such limits. Forming an LLC: Forming an LLC typically involves filing articles of organization with the state. This document is analogous to a corporation's articles of incorporation and contains basic information about the LLC. The fundamental governing document is the operating agreement which outlines the rules for operating the business and allows the owners to allocate ownership interests in any desired fashion. It is generally a flexible, private agreement that can be customized to meet your business needs. Disadvantages: If you are already doing business as a C corporation or S corporation, you may face a host of taxes, expenses and complications in converting to an LLC. Merging LLCs with other entities is also fraught with potential complications. Since LLCs are relatively new and untested, many legal issues have yet to be addressed by statute or by the courts. Additionally, failure to carefully follow the LLC guidelines established by the IRS could nullify the tax advantage -which would subject an LLC to corporate or "double" taxation. And there are no guarantees that the earnings of businesses conducted as LLCs will not be subjected to some form of taxation in the future. A few revenue-hungry states have already expressed such an interest. Is the LLC the entity of choice for you? That depends on a number of factors. Adopting or changing your form of business requires careful consideration of your business, tax and financial needs, and the legal risks. An experienced, professional advisor can assist you in making that decision.

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) 488-2849. 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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HOW INDEPENDENT DEALERS ARE POWERING THEIR OWN PROFITS BY

EMBRACING CHANGE

B Y

J I M

M C K N I G H T

Many changes have already happened in our industry and even more are around the corner

USED CAR DEALER MAGAZINE

FEBRUARY 2008

I CAN SAY WITHOUT A DOUBT THAT DEALERS WHO EMBRACE CHANGE IN THE FORM OF ONLINE TOOLS HAVE A GREAT ADVANTAGE OVER THOSE WHO DO NOT.

he only thing certain in life is change. I have no idea who first coined that phrase, but I believe it is one of the most honest statements I have ever heard. Change is something I talk about often with Manheim’s Online Solutions team – including all our OVE.com, Manheim.com, NRT Solutions and Simulcast employees. I’ve never seen anyone embrace change quite like my wife’s grandmother Bobo, a special lady who lived with us for about five years before passing away just a few months shy of her 104th birthday. Bobo was mentally and physically sharp until the end of her life, and she found tremendous joy in keeping up with the happenings of the day. She watched all the cable news networks and had a wealth of knowledge on local, national and international issues – she even kept up with the business news of the day. Here was a 100-year-old woman who knew more about current events than most people half her age! Bobo was born in 1902 and had gone from horse and buggy transportation to watching a man walk on the moon. In her lifetime, she saw people use quill and ink – and iPods and BlackBerries. I asked Bobo once how she handled all the change she had seen in her life so well, and her answer really surprised me. She said that she looked forward to the constant change in the world. She told me that one of the things that got her out of bed every morning was the anticipation of turning on the news and seeing what had happened the night before. The more drastic the change, the more interested and excited she became. Bobo’s attitude about change helped inspire me to consider change as something to be excited about instead of feared. At Manheim and in the automotive industry in general, we have seen a great deal of change in the last few years. In dealing with this, we decided that the word “change” carried too many negative connotations. So in an effort to strip away all the bad feelings that the word “change” can carry, we have started calling it the “Bobo Effect.” Many changes have already happened in our industry and even more are around the corner, so we are preparing to face them the way Bobo did when she was still with us. continued on page 18

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continued from page 37

When I began working at AutoTrader.com in April 1999, I was fortunate enough to be part of the birth of a big change in our industry: the emergence of the Internet as a valid retail tool for auto dealers. AutoTrader.com was in its infancy then, but the company’s revenue quadrupled that year. Change was definitely in the air. It was exciting for some; nerve-racking for many. Like most consumers of the time, auto dealers were initially hesitant to fully embrace online tools. But, those who finally included online tools into their business strategy were able to reap the benefits of the Bobo Effect. And once the retail side of the business had gotten its feet wet, the wholesale side was fast to follow. Now, after several years of working with dealers in different online mediums, I can say without a doubt that dealers who embrace change in the form of online tools have a great advantage over those who do not. Perhaps that’s why independent dealers have been so accepting of online marketplaces, both retail and wholesale.

USED CAR DEALER MAGAZINE

As business owners, they are much more aware of the importance of any competitive edge. This flies in the face of the common misconception that buying used vehicles online is for franchised dealers only. That’s simply not true.

JUST CALL IT THE BOBO EFFECT. Nowhere is this more exemplified than when you study customers who use Manheim’s OVE.com. Forty-one percent of dealers who use OVE.com are independents, giving the site the largest buying body of independent dealers of any online marketplace. Further, if you looked at any registration roster from The Wholesale Institute (TWI), a traveling workshop series powered by Manheim that teaches the ins and outs of buying vehicles through the company’s online offerings, you’d notice that many of the dealers who attend TWI sessions are independent. These dealers show up to TWI, or

FEBRUARY 2008

log on to OVE.com, Simulcast and Manheim.com because they know that these tools offer them a better way to power their profits. They know that an easier way to build a better, and more diverse used vehicle inventory, 24/7, from the comfort of any computer is only a few mouse clicks away. And it’s because of these benefits that Manheim continues to invest in its online tools. In fact, Manheim.com will make an announcement at NADA that will allow all dealers to gain easier access to the inventory they need, both inlane and online. And Manheim will continue to invest in its online resources because change is a big part of any business’ staying power. Just call it the Bobo Effect. Jim McKnight is president of Online Solutions for Manheim. He is responsible for all aspects of OVE.com, the largest virtual marketplace for dealer-to-dealer and commercial consignor business transactions. In addition to his responsibilities for OVE.com, Jim is also responsible for the oversight and management of www.manheim.com and Manheim’s Simulcast.

www.usedcardealermagazine.com

A Real

CRM Strategy Or

Just Tracking Customers

USED CAR DEALER MAGAZINE

FEBRUARY 2008

B y R o y G o u g h

he only thing certain in life is

an increasing number of companies claim

to have adopted the principles of Customer Relationship Management (CRM), but in many cases they are simply paying lip service to what has become one of the latest â&#x20AC;&#x2DC;buzzwordsâ&#x20AC;&#x2122;. Carried out correctly, CRM is an active process. It makes a difference which is noticed by your customers. That difference is reflected in your bottom line. Exactly what is CRM? The idea itself is nothing new; its roots have been around since trading continued on page 22

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FEBRUARY 2008

continued from page 22

began. The principle of looking after your customers so that they come back regularly is, after all, merely the basis of good trading. In an increasingly competitive commercial world however, strong customer relationships take on an increasing importance. With the cost of selling to a new customer being five times the cost of selling to an existing one, you can’t afford to lose established business. Yes, you still want new markets, and yes, for various reasons customers will still disappear. The important thing is to minimize this loss and make sure the reasons behind it don’t stem from something you are doing – or more significantly something you are not doing. This is why good Customer Relationship Management is vital – and

USED CAR DEALER MAGAZINE

FEBRUARY 2008

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why the process has now been refined to

patterns. Newsletter campaigns, post sale

make it more effective than ever?

follow-ups and special offer mailings can all be organized - given time; except this is

What does CRM Involve? In essence, making your customer feel special by understanding his needs and

where it so often falls apart. For most companies time is the commodity in shortest supply.

fulfilling those needs in a personal manner will keep him coming back for more. Going that extra mile and providing

Identifying the Challenge This is where you find the first steps

service beyond that which was expected

into CRM. Contact management or

takes your customer to the next stage,

personal information manager software

where he becomes a ‘raving fan’ of your

can provide substantial benefits. A

business - and you can’t have too many

database of customers for envelope

of those. Achieve this and your customer

labeling, simple word processing and

suddenly becomes part of your sales

calendar functions can save an enormous

force, telling everyone he meets how

amount of time. The latest breed of con-

good you are.

tact manager software can do this quite

This can actually be achieved without

efficiently across small groups of people;

computers and software. A good memory

an office based sales team for example. So

and a card index can keep track of

what’s the point of moving to a full CRM

customer’s preferences and buying

www.usedcardealermagazine.com

continued on page 24

USED CAR DEALER MAGAZINE

FEBRUARY 2008

continued from page 23

• No one knowing when they last sold

strategy? Why not stick with a simple

to you.

address book style contact manager?

• No one knowing enough about you

The real secret of selling has always

to offer you a service that would

been to ‘Think Buying’.

enhance or compliment your

So consider for a moment, the things

WHAT IS NEEDED

automobile purchase. Frequently

that annoy you as a customer:

IS A CHANGE IN

only one person in the company

• Promised return phone calls not made, and information not sent.

What if they’re not availabe?

• Not being informed of possible delays or problems.

ATTITUDE THAT

seems to know anything about you!

EXTENDS FROM

Overcoming all this takes more than

THE SALES FLOOR

just contact management software.

UP. NOT EASY!

• That call to tell you when your car is ready – promised but not made.

The Answer

• One department in the company

What is needed is a change in

having no idea what another

attitude that extends from the sales floor

department said to you in the last

up. Not easy! It takes something special to

monitors all activity with customers,

call or letter.

initiate such a major change, but once up

current or potential. Phone, mail, email

and running the change will feed on its

and fax all link in. Give everyone in your

own success.

company who deals with your customers

• No one bothering to call to make sure the goods arrived or are satisfactory. Probably no calls at all

The CRM solution provides a

access to that system. Link it to word

– until of course they want to sell

sophisticated but (and this is important)

processors, accounts systems, and stock

you something else.

‘easy to use’ computer system which

control now you’re starting down the right road to achieving your ultimate goal customers who become raving fans. Your Information Bonus The additional benefit to a company implementing CRM is far superior tracking of sales and marketing activities. Suddenly it becomes easier to identify the most effective sources of business. Examples • Which mailers worked best? • Which sector provides your best business? • How many leads turn into actual sales? All this information makes running your company so much easier. Your sales manager will also benefit considerably from being able to see sales activity and ratios more clearly. He will probably continued on page 26

USED CAR DEALER MAGAZINE

FEBRUARY 2008

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continued from page 24

produce the most accurate sales forecast you have ever seen! Conclusion So, should you try to implement CRM or just stick with contact management? That depends on what you want to achieve. If your aim is to look after your customers to the best of your ability, keep those customers, and tower head and shoulders over your competitors, it has to be CRM. The alternative is to stay with the pack and lose, on average, 50 percent of your customers every 5 years. Can you

THE ALTERNATIVE IS TO STAY WITH THE PACK AND LOSE...

afford to do that?

About the Author Roy Gough has run and managed businesses for over 30 years. He has experience in finance, automotive, retail, high tech and ecommerce. He uses this knowledge to help businesses improve their sales and profitability. He currently also sells GoldMine business contact management software, QuoteWerks quotation management tool and Mind Manager the brainstorming and planning tool. His web site can be found at http://www.alloycrm.com.

USED CAR DEALER MAGAZINE

FEBRUARY 2008

www.usedcardealermagazine.com

FIVE STEPS TO BUILD CREDIBILIT Y:

Shed the Superman Cape By David Benzel

Superman is a super hero due to his many powers. However, even with all of his strengths, Superman has a vulnerability – Kryptonite – therefore, he is not perfect. He has a flaw. And in spite of this weakness, Superman’s credibility is beyond reproach. The greatest temptation managers face today is a desire to appear as “Superman” to their followers; perceived as perfect, flawless, impenetrable, and invincible. Perhaps managers even wonder, “Why would anyone trust and follow me if I’m flawed and vulnerable?” continued on page 30

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FEBRUARY 2008

continued from page 29

Consequently managers and supervisors get caught up in a game of being right, and if not right, act as if they’re right anyway. This is reminiscent of parents who might not know why they’ve just given a command or punishment to their children, but feel comfortable with, “Because I said so” as the ultimate answer to save face. The irony is that followers at work – just like children at home – know that their leaders aren’t seven-foot-tall and bullet proof. The attempts to create the illusion of perfection, just distracts and takes away from whatever credibility was there in the first place. Credibility is the key ingredient in leadership. The Latin root word is “credo,” which means “I believe” or “I trust.” Credibility, like credit from a bank, is

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credibility is given to leaders whom the

believable, nor trusted to represent yourself honestly, you will have little credibility with your followers. It may be the biggest paradox in leadership; knowledge is honored, while pretending to have knowledge is disdained.

How to Build Credibility without Being Bullet Proof The answer to the paradox is found in being real, or authentic. Leaders have several key opportunities to demonstrate their genuineness.

Or Visit our website at www.independentcar.com 30

USED CAR DEALER MAGAZINE

FEBRUARY 2008

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1. Honor others, let others honor you.

2. Become a learner, not a judge.

Shining a light on the accomplishments of

Asking good questions may be the single

others has many benefits. It provides

most significant skill for a leader to learn.

reinforcement of the behaviors you want

Somewhere in the development of most

to see in the organization. It boosts morale

leaders a strange thing happens at

by sending a message of success for all to

almost exactly the same moment as the

see. It also teaches the habit of honoring

arrival of a promotion. A mental switch

to everyone. The tricky thing about honor-

is thrown and what was an intelligent

ing is that you can’t successfully do it to

question-asking human being becomes

yourself! Others must do the honoring, or

an answer-telling machine; all-knowing,

it isn’t honoring … it’s boasting and self-

all-seeing and certain-of-everything. It’s

promotion. If leaders spend time trying to

as if any hesitation or inquiry indicates

honor themselves, they create a climate

incompetence, and that’s unthinkable

where it’s accepted. Soon others will

for the one in charge. Every situation in

duplicate the practice of slapping their

the workplace presents a leader with

own backs. When leaders sincerely edify

two options: 1) Jump to a conclusion and

those around them, they themselves are

judgment, or 2) Ask a question to learn

elevated in the minds of the followers as

more. Credible leaders are learners who

trustworthy and humble.

ask, listen and then decide. continued on page 32

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USED CAR DEALER MAGAZINE

FEBRUARY 2008

continued from page 30

Since no one has all the

However, if you said, “The data I’ve

After gathering information and

seen has me leaning toward this option

processing that data, it would seem

unless there’s something I’m not aware

natural for a leader to just blurt out the

of,” your credibility is enhanced by your

answer and give the command. “I’ve

openness to feedback from others.

made up my mind, so go do it” would seem to make sense. However, leaders

4. Admit not knowing the answers.

who trust the opinions of followers will

Since no one has all the answers or all the

use a different delivery strategy.

information, admitting that you don’t know

Stating your conclusions tentatively

an answer does not make you incompetent.

means leaving a door open for other

Making up incorrect answers just to appear

unknown facts or opinions to find the

smart will most often backfire. Wise

answer does not make

light of day. If a leader overstates a

leaders are eager to seek out information

you incompetent.

position it leaves no room for other

through their many resources. Being

positions except through confrontation

resourceful is the sign of a competent

with the boss! What would followers

leader. Knowing how and where to get

dare say in response to, “Well, this is

answers is more valuable and beneficial for

absolutely the way to go on this and

the organization. “I don’t have that answer

there is certainly no other way.”?

yet, but I know where to go looking for it”

answers or all the information, admitting that you don’t know an

3. State conclusions tentatively.

USED CAR DEALER MAGAZINE

FEBRUARY 2008

www.usedcardealermagazine.com

is an important phrase for leaders to

these five key areas. The illusion of

demonstrate and followers to learn.

perfection fades away, and in its place is the image of a leader who is aware of the

5. Apologize for mistakes or poor

true human condition – flawed and

judgments.

vulnerable, but ready to learn lessons

Have you ever noticed the look of relief –

and move on. If you were the follower,

and maybe surprise – on a child’s face

which kind of leader would you choose

when an adult apologizes for a mistake or

to follow?

showing poor judgment? Followers may have the same surprise at first. But once

About the Author

they learn that you are a leader who takes personal responsibility for your decisions –

David is an author and expert in leadership and creating peak performance. As the founder of Winning

especially if that includes an apology –

Ways, he has worked with organizations including

your credibility soars. It takes strength

Allstate Insurance, Sprint/Nextel and The Villages. His

and courage to admit mistakes to peers and followers, but the end result is stronger relationships. Leaders shed their Superman cape when they exhibit authenticity in each of

www.usedcardealermagazine.com

experience includes six national water-skiing titles and five records, coach of the U.S. Water-ski team and founder/coach of an international training center. David is the author of the upcoming, “Chump to Champ: How to be Truly Outstanding at Something You Love.” For more information, contact David at 1-800-616-1193 or davebenzel@cs.com.

USED CAR DEALER MAGAZINE

FEBRUARY 2008

By Keith Whann N I A D A

G E N E R A L

C O U N S E L

JUST HOW SOLID IS YOUR DEALERSHIP SERVICE CONTRACT PROGRAM?

henever a service contract

announces it can no longer pay claims

the service contract provider and the

provider fails, the telephone

and files for protection under

product it is offering prior to offering it

calls and emails come

bankruptcy laws, dealers across the

for sale. Most service contract providers

immediately from dealers asking me

country find themselves exposed

offer a wide range of options within each

what things they should consider when

to potential liability they never

of their programs. Be realistic when

analyzing a service contract provider

thought existed.

looking at a particular service contract

As with any other third party

and its program. Their concern is cer-

tainly understandable. Whenever a

product or service, a dealer should do

service contract provider fails,

some due diligence with respect to both

USED CAR DEALER MAGAZINE

FEBRUARY 2008

program and remember, cheapest is not best. Since the dealership is the one continued on page 36

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continued from page 34

those obligations are fulfilled rather than

selling the product to the consumer it

document headings that may contain

can, in certain circumstances, be exposed

labels such as “administrator” or

to liability regardless of what the actual

“provider”.

service contract or service contract provider’s dealer agreement might say. The first and foremost issue for a

USED CAR DEALER MAGAZINE

Even when dealing with third party or administrator obligor service contract programs, if everyone else involved with

dealer to consider is whether the

the program becomes insolvent, the

provider is offering a “dealer obligor” or

consumer’s last resort is the dealership

“third party/administrator obligor”

where the service contract was sold. A

service contract program. While the

number of dealers have discovered this

actual mechanics of the program will be

fact when dealing with a service contract

somewhat similar, the dealership bears

provider’s exit from the market place.

the responsibility for all of the

When selecting a program, you should

obligations to the consumer under a

consider the service provider’s current

dealer obligor program, including

ability and past history with respect to

financial responsibility for the payment

the payment of claims. Ask for references

of claims. A careful review of the service

and check the provider out with the

provider’s dealer agreement and the

appropriate State Regulator and the

service contract should enable you to

State Attorney General’s Office. Dealers

ascertain the structure of the program.

should also inquire about the type of

In conducting your review, focus on each

insurance coverage the provider has

party’s contractual obligations and how

obtained for the program and obtain

FEBRUARY 2008

www.usedcardealermagazine.com

copies of the current insurance policy. An important factor to consider when analyzing the insurance coverage is whether the policy provides “first dollar,” “stop loss,” or some other coverage. If you don’t understand what all of this means, get someone who does to look over the documents for you. Apart from the dealer’s belief or any statements made by the service provider during its sales presentation indicating that the dealership will have no liability under a given program, the dealer agreement and/or service contract itself often contain other areas of potential liability for a dealership. For example, some service contract programs provide for a delay in coverage between the date of sale of a motor vehicle and the effective date of a service contract, thereby limiting coverage during one of the most crucial time periods when the consumer owns the vehicle. Other service providers require that an application for a service contract be received and accepted by the provider before the service contract becomes effective, once again limiting coverage and potentially exempting the service contract provider from responsibility for paying claims that arise during those first few days of ownership of a vehicle. Many service contract providers’ dealer agreements also make it the selling dealership’s obligation to repair, or assume liability for the cost of repairing, any damage to vehicle components covered by the service contract that existed at the time of the sale of the vehicle to the retail customer. This can present a number of problems when a service contract is sold in conjunction with a used motor vehicle. Furthermore, many of the dealer agreements provide that the service provider can deny a prospective continued on page 38 www.usedcardealermagazine.com

USED CAR DEALER MAGAZINE

FEBRUARY 2008

the dealership. Additionally, if your

cost of repair should have been

dealership will be performing any of

according to the provider, and whether

consumer’s claim if the vehicle has

the repair work pursuant to the service

you are obligated to provide any

been modified from the original

contract, you should inquire as to what

additional warranty to the customer in

manufacturer’s specifications. Since it

the standard is for the payment of

connection with the repair.

continued from page 37

A motor vehicle

is virtually impossible for anyone dealing in

service contract

used vehicles to be

program, structured

familiar with the

properly, can be an

original manufacturer’s

important profit

specifications and equipment for the motor vehicles with which they deal, this

A MOTOR VEHICLE SERVICE CONTRACT PROGRAM, STRUCTURED PROPERLY, CAN BE AN IMPORTANT PROFIT CENTER FOR A DEALERSHIP.

dealership. The exercise of a little due diligence by

creates another

the dealership

potential area of

prior to executing

exposure for the

a dealer agreement

dealership.

with a service labor rates (i.e. are they determined by

contract provider and engaging in

important consideration. Effectively

national averages, flat rate manuals or

the sale of its products will not only

handling claims and getting them

actual time spent?), whether the

protect the dealership from unforeseen

paid helps keep your customers

provider will pay the entire cost of the

liability, but will help ensure the

satisfied, and thus loyal customers of

repair or only what the “reasonable”

overall success of the program.

Claims administration is also an

center for a

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FEBRUARY 2008

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DEALER Education ASSOCIATION News

Video Views Skyrocket To Record Levels

NIADA and NADA Launch New Joint Insurance Program

Are You Covered?

(now is the time to advertise on NIADA.TV and ACT) ecember 2007 ratings are in, and a record number of video views were recorded for both NIADA.TV and NIADA's Automotive Consumer Television (ACT- located at www.autoconsumer.tv). Over 130,000 combined video views were recorded in December between NIADA.TV and ACT. "Both franchise and used car dealers are seeing the value of NIADA.TV and its over 300 hours of education and training programs now available on the network," said Mike Linn, CEO of NIADA. "What's even more evident is that those dealers are coming back to the site week after week looking for new programming and additional ways to train not only their sales people, but their entire staff." NIADA.TV programming is available 24-7 and free of charge to all NIADA dealer members, all franchise

dealers, all auctions and all industry executives. Programming is broken down into operations, sales, remarketing, legal/regulatory, compliance, F&I, special features, Association news, vendor corner, weekly and monthly special programming, and industry events. PROGRAM SPONSORSHIPS AND CATEGORY SPONSORSHIPS AS LOW AS $499 PER MONTH, AS WELL AS LIVE BROADCAST COMMERCIALS AND VENDOR INFOMERCIALS ARE NOW AVAILABLE.

NIADA Welcomes New Editor

he National Independent Automobile Dealers Association Services, Inc welcomes Jena Barton as the new Editor/Associate Publisher of Used Car Dealer magazine. She comes to NIADA from the American College of Emergency Physicians where she was responsible for publishing their EM Resident official publication as well as acting as Liaison to the Medical Student Governing Council. She graduated from the University of California at Santa Cruz and attended the University of Louisville for graduate school. Her background is in communications, publishing and art design. Originally from New England, she has called Texas home for the past 11 years. She has three children: a daughter, Joy (18) a student at Texas A & M and 2 sons, Kendall (16) and Bennett (13). Outside of NIADA, Jena is an avid sports fan and pet enthusiast. She is a member of Career Connection and College Art Association and also served on the Coppell Board of Animal Services. Jena can be contacted at NIADA headquarters at 2521 Brown Boulevard, Arlington, Texas 76006, or (817) 640-3838 phone, (817) 649-2377 fax. Articles, photos, letters and comments can be submitted via email to jena@niada.com.

USED CAR DEALER MAGAZINE

FEBRUARY 2008

By Lin Peacock, VP NADA Insurance

Chances are that term life insurance is the farthest thing from your mind. And thatâ&#x20AC;&#x2122;s probably true for everyone you know. But it should be foremost on your mind for a number of reasons. If you have a family, you should know that nearly 60% of Americans are either under-insured or not insured at all. Financial disaster could be just around the corner. Because your association cares about you and your employees it has aligned with NADA to offer you group term life at rates that will help you afford the coverage that you need. NIADA Insure, launching this month, is a combination of coverage that offers you and your family financial security at very affordable rates, and also allows you to offer your employees and their family with similar coverage. NIADA Insure allows you, the dealer, to apply for up to $1 million in term coverage for yourself and up to half (of the purchase amount) in coverage for your spouse. What peace of mind! Your family will be protected against the worst case scenario and backed by NADA and The Prudential Insurance Company. You decide what level of coverage to offer your employees and their families. Other insurance products are also included within the entire insurance package. Call NIADA Insure at (888) 461-6232 to learn more. You depend on your association for so much â&#x20AC;Ś why not your insurance needs?

www.usedcardealermagazine.com

• 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

Industry Industry Inside Industry Inside Industry Inside Industry Inside Industry Inside Industry Inside Industry Inside Industry Inside Industry Inside Industry Inside Industry Inside Industry Inside 46

INDUSTRY Inside

NADA Focuses On Profitability By Causby Challacombe This year’s NADA convention focuses on profitable ideas for dealers, “Profitability-Here We Come!! Right back where we started from.” Any automobile dealer can consider this convention as a one-stop shop for seeing all the latest in technology and conclude transactions designed to improve your business. The speaker lineup this year is unprecedented. There are 36 workshops offering many new faces and topics. This is your best opportunity to interact with all your fellow dealers.

2008 CONVENTION HIGHLIGHTS Keynote Speakers ______________________________________ G. Richard Wagoner, Jr. to address NADA Convention on Saturday, February 9 Rick Wagoner was elected GM chairman and chief executive officer in May 2003. He had been president and chief executive officer since June 2000. He was elected president and chief operating officer in 1998 and had been executive vice president of GM and president of North American Operations since 1994. Jay Leno to deliver message on Saturday, February 9 One of the country's premier comedians, Jay Leno, has appeared and performed in over 300 comedy shows around the United States over the past 20 years. Since Jay Leno became host of NBC's "The Tonight Show with Jay Leno", the program has received numerous Emmy Award nominations. His "Tonight Show" is a distinctive mix of comedy led by his nightly topical monologues, guest interviews and musician performances. Bob & Lee Woodruff will conduct inspirational service on Sunday, Feb. 10 Bob Woodruff joined ABC News in

USED CAR DEALER MAGAZINE

FEBRUARY 2008

1996 and has covered major stories throughout the country and around the world for the network. On January 29, 2006, while reporting on U.S. and Iraqi security forces, Mr. Woodruff was seriously injured by a roadside bomb that struck his vehicle near Taji, Iraq. In February 2007, Bob and his wife Lee released In an Instant: A Family's Journey of Love, Courage and Healing, their personal memoir about his recovery and the medical and family support that helped him heal. Tom Brokaw, legendary NBC newsman and author to address NADA Convention on Monday, February 11 On December 1, 2004, one of the most trusted and respected figures in broadcast journalism, Tom Brokaw, stepped down after 21 years as the anchor and managing editor of NBC Nightly News. In June 2005, Brokaw returned to primetime with an hour long documentary Tom Brokaw Reports: The Long War about the war on terror. Brokaw will continue with NBC News for the next ten years, reporting and producing long-form documentaries and providing expertise during breaking news events. California Governor Arnold Schwarzenegger invited to address NADA Convention on Monday, February 11 While his police-chief father wanted him to become a soccer player, Austrianborn actor Arnold Schwarzenegger opted instead for a bodybuilding career. A millionaire before the age of 22, Schwarzenegger decided to try acting. His most notable role of the new millennium is political. He replaced Gary Davis as governor of California in the highly controversial recall election of 2003. The Exposition A shopping center of goods and services. • More than 500 companies will be displaying the industry’s newest innovations featuring the latest technology, products and services. • Learn how to RECOVER over 95 percent of lost profits due to rewrites, unwinds, conditional approvals or bad debt. • Come across QUALITY signs, logos and letters for dealership marketing and point of purchase displays.

• Locate INTEGRATED software, hardware and business consulting solutions that help profitability. • Uncover the SECRETS of designing and executing direct mail programs and special events for your operation. • Acquire your COMPLETE auto repair service solution; wheel alignment, lifts, balancers, tire changers and collision repair. • DISCOVER the perfect lighting design/system for both exterior and interior dealerships. • CHOOSE affordable specialty advertising products that are innovative and high quality. The Workshops NADA workshop programs are offered in different tracks that include: Strategic Business Management and Planning; Business Development— Finding and Keeping Your Customers; Fixed Operations—Advantages of Unity; Fixed Operations; Human Resource Management and Development. • Learn how to CREATE a technology budget, plan, and ROI that will help you save money and get the best value for your technology dollars. • Set up and EFFECTIVE lead management and retention process that focuses time, money, and attention on the most productive leads. • UNCOVER the ineffective questions that cost sales and credibility everyday and realize the ones that will make your salespeople selling superstars. • Prepare CUSTOMIZED menus successfully through express-lube opportunities, vehicle write-ups, telephone processes and service appointments. • Get the tools to become an instant EXPERT in workforce development and dramatically alter business processes and profits.

This month, Automobile dealers from around the country will gather in San Francisco for the 91st NADA Convention and Expo. www.usedcardealermagazine.com

Tech Talk Tech Talk Tech Talk

Forget Global, Go Local to Find Car Buyers Online By Chris Finnegan

Tech Talk

TECH Talk

Tech Talk

Director of Online Marketing for TruePresence

ightnow,therearethousandsofpeoplehittingtheWebto researchtheirnextvehiclepurchase.Inafewclicks,car shopperscanaccessalmosteverydetailimaginable abouttheirprospectivepurchase,includingsafetyratings,optionand trimpackages,reliabilityratings,retailandwholesalepricingguidelines,andplentyofopinionsfromcurrentownersabouttheir experienceswithaparticularvehicle. While the “World Wide Web” harnesses information from all over the globe to make this research fast and easy, it isn’t always the best way to pair these shoppers with local dealers who may have the exact car they want to buy. However, there are several search engine marketing strategies that can help maximize your online presence and find car buyers in your local area. The Value of Search Marketing

Let’s start by taking a quick look at the value of search marketing, which is by far the most trackable and cost-effective direct marketing medium available. A study by U.S. Bancorp indicates that for every $1 spent to acquire a lead using search engine marketing, it takes $4.10 using yellow pages, $6.90 using banner ads and $34.30 using direct mail. For every $1 spent acquiring a customer, it takes $5.90 using yellow pages, $7.10 using banner ads and $8.20 using direct mail. Paid search marketing programs offer even greater value by placing up-tothe-minute tracking tools at your fingertips. Don’t like the performance of a particular group of search terms? Turn them off! You

USED CAR DEALER MAGAZINE

FEBRUARY 2008

can calculate ROI almost instantly for a search marketing program. If your dealership has a search marketing program, or is considering one currently, these value comparisons may be familiar to you. What you may not be aware of is how powerful search engines have become at pinpointing local searches that originate in your area. The Power of Geo-Targeting Every computer connected to the Internet is assigned an IP address (like your physical address—only in the ether), which

contains useful information that allows communication between devices. The IP address also includes an approximate physical location. Search engines can thus use the IP address to identify where an online search originated and customize the results accordingly. That means your dealership can craft a search marketing program to target specific geographic regions, cities, or even a radius around a zip code. Almost all of the major search engines, including Google and Yahoo!, have geo-targeting capabilities that help deliver more relevant results for every search. That benefits the business as well as the consumer. Your dealership pays only for search queries that originate from your local area, while search engine users get more accurate search results. If that sounds a little altruistic, keep in mind that search engines do have a financial incentive to optimize the quality of search results. Higher-quality results makes for more satisfied users, who will likely use the search engine more often. More searches equates to more online advertisers, which means more revenue for the search company. The Local Search Opportunity

Sponsored search results are just one aspect of a successful dealership search marketing program. The other side of the search coin is the natural search results that appear in the unsponsored areas on search engines, also known as the local search. Although local searches are being conducted by real buyers, they aren’t using highly-targeted, sophisticated search terms – such as the ones you sponsor in your paid search program. A successful local search

strategy helps fill in these critical gaps to capture as many potential online customers as possible. How important is a local search strategy? Recent statistics indicate that consumers’ online behavior makes the local search a major factor. For example, the Kelsey Group estimates that 43% of search engine users are seeking a local merchant to buy something offline. In addition, a report by ComScore and DoubleClick indicates consumers use generic terms 55% of the time to search for producers that carry products/services they

intend to buy. One way for your dealership to take advantage of these local search trends and appear in local natural search results is to create or enhance your online business profile. Most search engines and online directories use a business profile to determine the relevancy of your website to each search query. A basic profile is free on many search engines. However, the more detailed your profile, the more search queries will be deemed a match for your dealership. A comprehensive business profile that includes details such as products and services offered, brand affiliation, primary and secondary business categories, website URL and hours of operation will make your dealership’s website that much more visible to local customers. Keep in mind that this type of local search effort, as with any search engine optimization strategy, does not provide the instant results of a paid search program. It may take several weeks or even a few months before these efforts “move the needle” as far as generating local traffic. Whether you’re a single rooftop looking to draw buyers close to home or a regional chain with many locations, local search marketing strategies can increase your visibility among Web users right in your backyard looking for the types of vehicles you sell. And if your head is spinning right now, it may be time to call in a search engine marketing specialist who can help you take advantage of both paid search and natural local search strategies that make sense for your dealership.

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LEGAL Re LEGAL Report LEGAL Report LEGAL Report LEGAL Report LEGAL Report LEGAL Report LEGAL Report LEGAL Report LEGAL Report LEGAL Report LEGAL Report LEGAL Report LEGAL Report 50

NIADA Legal Legislative & Regulatory Summary By Keith Whann NIADA General Counsel

e welcome in 2008 with a great flurry of significant legal, legislative and regulatory activity that affects our industry. Add to this the presidential election that is on the horizon, and this will likely be one of the more interesting and important times in recent memory. Federal Legislative Activity President Signs Energy Bill President Bush signed into law an Energy Bill containing an increase in fuel economy standards for motor vehicles. The Bill mandates a 40 percent increase in industry wide fuel efficiency by 2020 and requires billions more gallons of biofuels to be blended into gasoline over the next 15 years. The measure would boost CAFE standards for cars and light trucks, including sport utility vehicles, from a combined 25 miles per gallon today to 35 miles per gallon by 2020, about 40 percent higher than today. The first fuel economy standards under the measure are to be imposed for the 2011 model year, setting automakers on a path to reach the 35-mpg standard a decade later. The Bill also requires 36 billion gallons of ethanol and other biofuels to be incorporated into gasoline by 2022, and mandates the use of more efficient light bulbs and home appliances. It does not, however, determine which government agency, EPA or NHTSA, has primary jurisdiction to regulate fuel economy and emissions. The Administration should resolve the issue surrounding the authority of the two agencies later this month when the EPA issues its new rules to regulate greenhouse gas emissions from tailpipes. Federal Regulatory Activity The FACT Act of 2003: The Saga Continues as FTC Issues New Credit Regulations As part of its continued implementation of the FACT Act of 2003, the FTC recently released three new final regulations impacting dealers: the long-awaited "Red Flags" Rule, the Address Discrepancy Rule, and the Affiliate Marketing Rule. The Red Flags Rule requires dealers to develop comprehensive procedures to prevent identity theft, including the development, implementation, and administration of a written Identity Theft Prevention Program. USED CAR DEALER MAGAZINE

FEBRUARY 2008

The Address Discrepancy Rule requires dealers to develop and implement procedures to verify a customer's identity when receiving a notice of address discrepancy from a creditreporting agency. Compliance with these rules is mandatory by November 1, 2008. The Affiliate Marketing Rule, which requires compliance by October 1, 2008, generally requires the customers of a business to be offered the opportunity to "opt out" of receiving solicitations from affiliates of the business before the affiliates may market to the customer. The Federal Reserve Board also has issued Final Rules clarifying the requirements for providing electronic disclosures to consumers under several of its regulations, including Regulations B, M and Z. The compliance date for these Rules is also October 1, 2008. Federal Court Upholds California Emission Rules A Federal judge in Fresno ruled that California could set its own standards on greenhouse-gas emissions from vehicles. But the state still needs permission from the U.S. Environmental Protection Agency to implement the rules. "Both EPA and California ... are equally empowered through the Clean Air Act to promulgate regulations that limit the emissions of greenhouse gases, principally carbon dioxide, from motor vehicles," U.S. District Court Judge Anthony W. Ishii said, citing recent decisions by the U.S. Supreme Court and a federal court in Vermont. The ruling is similar to one made by a federal court in Vermont in September. Automakers have appealed the Vermont ruling and are likely to do so in California. Automakers had argued that only the federal government had such power. California has plans to reduce greenhouse-gas emissions by 30 percent from 2009 to 2016, under a plan passed by the California Air Resources Board in 2004. In November, California sued to force an EPA ruling. The EPA could, however, still block the state rules by denying California a waiver under the Clean Air Act. Guess what the EPA does?…… Federal EPA Blocks California’s Fuel Rules The Environmental Protection Agency rejected a request by California and a dozen other states to impose their own strict controls on vehicle emissions. The EPA's decision came the same day President Bush signed a landmark energy bill that hikes fuel efficiency standards 40 percent by 2020 to an industry fleet wide average of 35 miles per gallon. Meeting California's emissions rules would require raising fuel economy to an average 43.7 mpg for cars and 26.6 mpg for

light trucks by 2016, a more aggressive requirement for automakers. "The Bush administration is moving forward with a clear national solution, not a confusing patchwork of state rules," EPA Administrator Stephen L. Johnson said in denying California a waiver under the Clean Air Act to set emissions standards as a way to cut pollution. “I believe this is a better approach than if individual states were to act alone." While the decision bars states from adopting tougher emissions rules than the federal government's, the battle is not over. Gov. Arnold Schwarzenegger said in a statement that California would sue to overturn the decision. The Battle Against Greenhouse Gases: A New Target Emerges Global warming and carbon dioxide are near-interchangeable terms in the climate change debate. After all, carbon emissions account for 84 percent of the greenhouse gases trapping heat on the planet, scientists say. But carbon dioxide is not the only greenhouse gas nor, as it turns out, the strongest. That distinction may belong to sulfur hexafluoride (SF6), a substance that makes up less than 2 percent of all greenhouse gases but is about 15,000 times more potent than carbon emissions and lasts three times longer in the atmosphere. Both those factors could make SF6 a serious long-term threat to the climate. On the other hand, SF6 could be easier to regulate because of its specialized use. Unlike carbon dioxide, which billows out of nearly every economic sector, from manufacturing to agriculture, SF6 mainly insulates power lines and industrial circuit breakers, escaping into the atmosphere through leaks. Justice Department Alerts Public to Fraudulent Spam Email The Department of Justice has recently become aware of fraudulent spam email messages that claim to be from DOJ. Based upon complaints from the public, including dealers, it is believed that the fraudulent messages are addressed "Dear Citizen." The messages are believed to assert that the recipients or their businesses have been the subject of complaints filed with DOJ and also forwarded to the Internal Revenue Service. In addition, such email messages may provide a case number, and state that the complaint was filed by “Mr. Henry Stewart." A DOJ logo may appear at the top of the message or in an attached file. Finally, the message may include an attachment that supposedly contains a copy of the complaint and contact information for Mr. Stewart. www.usedcardealermagazine.com

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USED CAR DEALER MAGAZINE

FEBRUARY 2008

DRIVING Traffic

How To Use Print Advertising To Drive Your Online Sales 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. Peter is a Wharton MBA, with over 25 years of marketing and advertising experience. Koeppel has helped Fortune 1000 businesses; small businesses and entrepreneurs develop direct marketing campaigns to increase profits. For more information on his company, please visit: http://www.koeppeldirect.com or call: 972-732-6110.

• Put key search terms in your print ad.

Including your website address or URL in your print ad is obvious, but don't stop there. Realize that readers don't necessarily take your website address from your ad and type it into their Internet address bar. Often, readers remember some other key item from your ad, such as the product name or tagline, then search that phrase in a search engine. That means your print ad needs to prominently display your company name, product name, tagline, or any other pertinent descriptor or keyword your customers will remember. Therefore, before you design your ad,

No matter what product you're marketing, if you're not using some form of

hese days, advertising your product or service requires much more than simply a print ad campaign or even a television blitz. To reach today's consumers in the most efficient manner, you need a mix of offline and online ads.And while many advertisers are already aware of the power of television advertising to drive sales and online traffic, few realize the potential of print advertising and how it impacts a company's bottom line. New research from iProspect and Jupiter Research which looks at the influence of offline channels on online search found that 67% of online search population is driven to search by offline channels. Of that percentage, 30% come from print ads. Even more impressive is the fact that print advertising topped the list of offline media sources which led to a purchase, with 30% of search users who opened their wallet and bought online coming from a print medium. So what does all this mean to today's advertisers? It means that if you're not using print media, such as magazines and newspapers to advertise your company, product, or service, then you're missing out on sales along with web traffic

USED CAR DEALER MAGAZINE

which could lead to future business. But before you rush out and place any old print ad with the hopes of a big online payout, take note of the following guidelines that will enhance your print campaign success.

FEBRUARY 2008

print advertising to reach customers, you're missing a huge share of potential revenue and online traffic. think like your customer and create a list of keywords they will likely search for if they are looking for your product. Then, include those words in your print ad so you can reinforce the message into the readers' minds.

• Use your print ad as a "sneak peak" of your product.

Since print ads are static, you often can't give readers a complete overview of your product or showcase all the "bells and whistles". That's where your online presence comes in handy. You can entice people with your print ad, and then use your website as a way of demonstrating the product and showing all it can do. Show a video of the product in action or give a demo of what customers will experience. Take your print ad to the next level by

using the interactivity of the web to get prospects involved with your product before they even own it. The more involved you can get people, the more apt they are to buy.

• Use your online presence as a way to further educate the consumer.

Depending on your advertising budget you may not be able to afford running a full page print ad every month. Instead, you may need to make the most of a quarter page ad or even less. If so, don't despair. Since print advertising is all about long-term exposure, you need to choose the largest size ad you can afford to do for the long-term basis. Any information you can't include in your print ad can go on your website. So in addition to having demos and video clips on your website, make sure you include a section with all the pertinent technical or educational information your prospects may want to know about your product. When you give your prospects adequate information, you make their buying decision much easier.

• Use the web to elaborate your print testimonials.

Most print ads contain a few testimonials from satisfied customers. Your web ads should certainly do the same. To make the testimonial even more powerful, have the same person do a longer video testimonial for your website. Why video? It is more believable than simply reading a short paragraph testimonial. Additionally, it puts a face to the words and helps your prospects identify with other satisfied customers. Finally, most purchase decisions are based on emotion, not logic, and video is a more emotional medium than reading a block of text.

• The Right Mix for Your Success

No matter what product you're marketing, if you're not using some form of print advertising to reach customers, you're missing a huge share of potential revenue and online traffic. Remember that it takes a combination of offline and online advertising to make a true impact on today's consumers. So leverage your marketing dollars by using the synergy of print and online ads to maximize the impact of your campaign. When you do, you will see your company's bottom line results improve.

www.usedcardealermagazine.com

Just Promoted to Internet Manager? What to do first! 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.

SHIFTING Gears

SHIFTING GEARS Online

ongratulationstothenewgroupofInternetManagersout there!Youareembarkingonanexcitingadventurethatwill allowyoutoincreaseyourincomebyservingthefastest growingsegmentofthe automotivemarketplace.Hopefully,youareexcitedaboutthe opportunityandhavealotofenergytobringtotherole. Regardlessofwhatsituationyouwalkedinto,therearesomeimportant firststepsyoushouldtaketoensureyouhavesolidsuccessnowandin thefuture.Ifirstofferedthisadviceacoupleofyearsagoanddecidedto providethis updatedversiontoaddressthechangesfromthepast2years.Take these5stepsfirstandyouwillsetthestageforgoodresults. 1. Identify Expectations It is important to find out what your management team expects from your internet operation. In some dealerships your manager may not have this well defined, and in that case it is important for you to outline what your vision and goals are. Then, ask your manager to endorse them before you proceed. Be sure to ask how the success of the department will be measured. It is best to outline objective goals which you feel you can reach with proper planning, budget and staffing and to understand what actions are necessary to achieve the goals as well as how management will work with you to support your efforts. 2. Identify Resources Tools – Today’s progressive internet departments should have the following tools in place to effectively manage leads and allow your USED CAR DEALER MAGAZINE

FEBRUARY 2008

internet sales team the flexibility to work with customers both in and away from their office. ➢ The Basics – •Laptop computer for mobility with a wireless card if possible •Lead Management (LMT) or Customer Relations Management (CRM) tool, preferably web based or accessible remotely so you can manage leads on the go. •Cell phone, preferably with email & text capacity so you can respond quickly. Prospects/Leads – Not just any prospect/lead will ensure success and you have to be vigilant in your marketing efforts to ensure that you obtain the best quality possible. If your dealership receives leads currently, you will want to meet with the lead source company representatives to gain a thorough understanding of how their systems work and the quality you can expect. It sounds counterintuitive that you will receive telephone calls from the Internet, but many prospects use the Internet like a phone book and will call in to start the dialogue and since your email interaction typically tries to motivate customers to call or to accept your call this cuts out that first step. A good rule of thumb is to generate 80-100 leads for each full-time Internet salesperson if they work the deals from lead inception to vehicle delivery and to generate 150-200 leads for full-time appointment setter role if they set appointments for the dealership sales team. ➢ Typical online prospect/lead sources include: • Dealership Website Leads –

www.yourdealership.com

• Search Engines – Google, Yahoo, MSN • Manufacturer Leads – FordDirect.com,

BuyaToyota.com, GMBuyPower.com, etc.

• Third Party Leads – Dealix.com,

AutoUSA.com, Autobytel.com, etc.

• Online Classified Leads – AutoTrader.com,

Cars.com, AutoExtra.com, etc.

• Online Auctions – eBay.com,

Overstock.com, etc. 3. Outline a Lead Handling Process There are a lot of different patterns for managing leads and fortunately most of them work if you implement them consistently. I recommend drawing a simple process diagram on a sheet of paper that identifies the steps to take and who should take them to complete the action within your department when a new lead arrives by phone or electronically. Draw Your Lead Handling Process A simple diagram will clarify for your team the lead handling process and what action each team member will take. Be

specific and carry it out to the fullest detail possible. We have designed a proven process that works for our clients we identify as the “3 Day Personal Push” coupled with the “Two Week Press” and followed by “Nurture Marketing”. This consistency allows the dealers we work with to have solid ongoing success. 4. Learn Your Products Internet customers have easy access to information about their choice of vehicles and they typically know a great deal about their choices. As a result, they tend to judge the dealership person they communicate with on a more critical basis if they cannot effectively answer questions about their products. To meet internet customers’ expectations, it is important that you ensure that each person on your team is fully committed to learning about the products you represent. New Inventory – Have your team become product certified by the manufacturer and brush up their skills with product presentations by the dealership sales team. I recommend test driving the products so you can learn about their unique features and benefits. Used Inventory – Do a daily inventory walk, test drive new arrivals and ask the salesperson that traded for the vehicle to tell you about the history so you can bring the vehicle to life for the customer. 5. Walk in Your Customer’s Shoes In order to understand what your customer expects from your internet department it is important that each internet team member visit the sites where your prospects learn about the products and where they complete the forms to submit their requests for information. This will allow them to experience firsthand what messages your prospect receives while shopping and what messaging prompted them to submit their request. This will be an eye opening experience and will tell you a great deal of how customers are influenced by the lead submission path they take. You will also understand why customers are a little surprised when a dealership emails or calls them after they submit a lead. There is plenty more to learn but taking these first 5 steps will give you a head start and allow you to generate sales this week!

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AUTOMATIC AUTOMATIC Over Drive AUTOMATIC Over Drive AUTOMATIC Over Drive AUTOMATIC Over Drive AUTOMATIC Over Drive AUTOMATIC Over Drive AUTOMATIC Over Drive AUTOMATIC Over Drive 56

AUTOMATIC Over Drive

Are You Prepared For The Red Flag Ruling? B y J a m e s T. Z i e g e n f u s s , J r. P h . D .

James T. Ziegenfuss, Jr. Ph.D. is Professor of Management & Health Care Systems at Penn State University. He holds the Ph.D. from the Wharton School, University of Pennsylvania and is author of a new book: Customer Friendly: The Organizational Architecture of Service. www.univpress.com

ealers are constantly seeking buyers; new ones, repeats and referrals. All business leaders worry about how they are organized, and they are now worried about shifting economic conditions. Buyers are tentative. In this environment, competitors are relentless in offering new designs and fuel innovations which can create a concern about survival. Improving “customer friendliness” can help address this uncertain marketplace. What do automotive leaders think are the contributors to high level customer service? At one dealership, four managers met with the owner to address this question, answering in different ways. Frank (Sales Manager): Customers want technical quality - meaning style, reliability and now fuel economy. When we meet these criteria, we win – sales grow. Marvin (Financial Officer): I agree, but I believe the availability of credit and decent interest rates create success. Plus, we need performance rewards for our employees – no incentives for service means no service. Susan (Personnel Director): I disagree, it is not all about money attitudes are most important. How customers are handled from their first

USED CAR DEALER MAGAZINE

FEBRUARY 2008

exploratory visit through delivery and response to service needs is absolutely critical. Customers respond to listening, to helpful suggestions and to the willingness to politely stand by our products. Tom (Dealership Manager of Operations): This question is really about how we design and run the operations of the dealership. Do we carefully conserve our limited resources? Do we cross department boundaries – linking sales and services so they are mutually supportive? We must manage well to achieve maximum customer service Bob (Owner): Although we don’t talk about it directly, we all must be totally committed to the car business and to service to our customers. What I mean is we care about delivering quality cars that last. Our dealership must be concerned about our corporate culture- do we value our customers and their communities? Do we think of our customers first? The discussion was lively. Some “car guys” and “gals” think that the quality of the car is by itself the cause of customer satisfaction. But customers’ perception of “customer friendly” is based more on a general evaluation of their experience. Is there a correct answer – one of the above managers’ responses? Or, are customer friendly dealers using many actions to create a sense of friendliness and satisfaction? If we think about automotive dealers as networks of five systems or parts: (1) technical automotive designs, services and quality, (2) financing structure, (3) interpersonal and psychological climate, (4) leadership/management, and (5) company culture, we begin to get a richer understanding of how buyers’ perceptions are formed. Each of the above meeting participants identified a contributor in a separate area of the dealer’s organization. To achieve “customer friendliness” and deep satisfaction, dealer-owners and managers need to respond in multiple ways. Some examples based on the five-part view of dealer organizations illustrate the broad range of customer friendly characteristics. In the technical dimension – automotive products and services: • Matching cars and customer needs is a highly developed skill – thinking through the unique details of each individual buyer.

• Only quality vehicles are shown and sold, establishing and reinforcing a reputation for quality. • Balanced inventory – “not too fat and not too lean”. • Careful and attentive follow up service is the rule, not the exception. In the structural dimension– procedures, financing, and policy: • Car financing is able to withstand the evaluative scrutiny of “bystanders” (what would your father say about rates and schedules?). • Incentive structures for example, include customer satisfaction. In the interpersonal and psychological climate dimension: • Sales and service departments work as one team. • Constant and open communication from price negotiation to delivery. In the leadership and management dimension: • Leaders talk to and survey customers, recognizing that many customers are quite capable of evaluating car and service quality. • Leaders stand by their vehicles. In the cultural dimension – shared values and behaviors: • Dealerships are connected to and supportive of the community through clubs and associations and sponsorships. • Dealers respect the traditions of the community and think of long term relationships. The secret to customer friendly dealerships is satisfying customers on all five dimensions - from car quality to psychology. Work in only one area is necessary but not sufficient - meaning no matter the quality of the car and service alone, it will not be enough to generate broad positive perceptions. What can we expect from an improved customer friendly strategy? Dealership leaders want to gain new customers, retain old customers and obtain referrals. Customer friendly perceptions are an outcome of collective factors from the quality of the car to interpersonal skills to a long term orientation to the customer. This collective force produces loyalty and ultimately profits. www.usedcardealermagazine.com

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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.

USED CAR DEALER MAGAZINE

FEBRUARY 2008

www.usedcardealermagazine.com

NATIONAL - ARKANSAS

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”

ALABAMA 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

A D E SA

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”

C E N T RA L A R K A N SA S AU TO AU C T I O N I N C . 205 Foster Drive P O Box 250 Beebe, AR 72012

501/882-6447 Fax: 501/882-5008 caaa@sbcglobal.net

General Manager: Business Manager: Operations Manager: Dealer Relations: Title Specialist:

Delane Hooten Debi Hilton Neal Smith Kim Miller Jackie Brannon

Consignment Sale every Wednesday 9:30 a.m. Featuring exclusive offering of Auto Credit (a subsidiary of Cavenaugh Auto Group), Bank Repos, New Car Trades, Consignment vehicles. 400 plus units in 3 action packed lanes. Transportation Available, Reconditioning service, Certified Lane. Open Mon-Fri. 8 a.m. to 5 p.m. One of the most experienced auction staff in the industry. The only place to be "Every Wednesday 9:30 a.m."

USED CAR DEALER MAGAZINE

FEBRUARY 2008

N I A D A A

CALIFORNIA

CALIFORNIA A D E SA

G O L D E N

A D E SA 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.

SAC RA M E N TO

8649 Kiefer Blvd. Sacramento, CA 95826

916/388-8899 Fax: 916/388-0838 Fax on demand: 800/917-2858 www.adesa.com/sacramento

General Manager: General Sales Manager: F/L Manager: Operations Manager: Marketing Manager:

Jim Sale Laura Seek DeAnn Flora Waylon Tipton Elise Rogers

Thursday Consignment sale - 9:00am. Tuesday Booksheet Sale - 12:30pm (Weekly) RV Sale - 9:15pm (Monthly 1st week) In-Op - 8:30am (Monthly 1st & 3rd week) Featuring: Auto Nations, Big Valley Ford, CapitalOne Auto Finance, CarMax, Donlen, Downtown Ford, Drive Financial, Elk Grove Auto Group, Folsom Auto Group, Future Auto Group, Lithia Auto Group, MercedesBenz of Eldorado Hills, Mike Daugherty Chevrolet, Thompson Auto Group, and Zamora Group.

LO S

A N G E L E S

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.

A D E SA

SA N

D I EG O

2175 Cactus Road San Diego, CA 92154 General Manager: F/L Manager: Sales Manager: Marketing Manager:

Dale Mcilroy Jeff Kirkpatrick Mike Murray Lori Armistead

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.

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.

USED CAR DEALER MAGAZINE

C A R M A X C A L I FO R N I A 12800 Tuckahoe Creek Parkway 888/804-6604 Richmond, VA 23238 Fax: 888/607-0530 www.carmaxauctions.com CarMax Buena Park 6100 Auto Center Dr. Buena Park, CA 90621 Every Monday at 2:00pm

FEBRUARY 2008

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

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

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:

CarMax Irvine 9501 Research Dr. Irvine, CA 92618 Every Tuesday at 10:00am

619/661-5565 Fax: 619/661-9470 www.adesa.com/sandiego

A D E SA

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.

• 97-100% sales rate • Dealer-Only Auctions • Conditional announcements Visit www.carmaxauctions.com today for more information. 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 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.

909/822-2261 Fax: 909/854-2286 www.scaacars.com

General Manager: Russ Norris F/L Manager: Michelle Guthmiller Dealer Sales Manager: Jesse Nelson 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.

P R I M E AU TO AU C T I O N 20151 South Main Street Carson, CA 90745

310/380-4686 Fax: 310/380-4672 www.primeautoauction.com

General Manager: Lew Beshoff Dealer Sales and F/L Manager: Lionel Freitas Sr. Oliver Domagas Controller: 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 719/391-6600 Fountain, CO 80817 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.

S O U T H E R N AU TO AU C T I O N 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!

203/626-0500 Fax: 203/626-0501 www.amerautoauction.com

Management and Sales Contacts: President: Steve Yancoskie General Manager: Karen Greenbacker Controller: Debbie Mezza Sales Manager: Tony Fedock 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

A D E SA

DISTRICT OF COLUMBIA C A P I TA L AU TO AU C T I O N 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.

FLORIDA ADESA

JACKSONVILLE

O C A L A

540 S.W. 38th Avenue Ocala, FL 34474

352/351-5100 Fax: 352/620-8955 www.adesa.com/ocala

General Manager: Controller:

Eric Clippinger John Schaefer

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.

SA RA S OTA

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.

11700 New Kings Road Jacksonville, FL 32219

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.

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

A D E SA

A M E R I C A N AU TO AU C T I O N

Contact Information: 419 S Cherry St Wallingford , CT 06492

6005 24th Street East Bradenton, FL 34203

CONNECTICUT

700+ Units Per Week, Repos, New Car Dealer Trades, Fleet Sales

CALIFORNIA - FLORIDA

N I A D A

A D E SA 3225 North 50th St. Tampa, FL 33619

TA M PA 813/620-3600 www.adesa.com/tampa

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. • 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!!!

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.

USED CAR DEALER MAGAZINE

FEBRUARY 2008

N I A D A

FLORIDA - GEORGIA

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.

USED CAR DEALER MAGAZINE

MANHEIM’S LAUDERDALE- MIAMI AUTO AUCTION 5353 South State Road 7 Davie, FL 33314 General Manager: Asst. General Manager: Asst. General Manager: F/L Manager: Dealer Sales Manager:

954/791-3520 Fax: 954/791-3522 Doug Kramer Ed Molina Warren Whittaker Frank Costa Bill Bucceri

Tuesday 9:00am. Friday 9:00am.

M A N H E I M ’S ST. P E T E AU TO AU C T I O N 14950 Roosevelt Blvd. 727/531-7717 Clearwater, FL 33762 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.

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.

“World’s Largest Independently Owned Night Sale” 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 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.

FEBRUARY 2008

GEORGIA A D E SA

AT L A N TA

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.

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.

N I A D A U

MANHEIM AUCTIONS OF GEORGIA Come to Atlanta for a week of sales.

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.

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

I L L I N O I S

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 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.

M A N H E I M ’S A R E N A AU TO AU C T I O N 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).

A D E SA S O U T H E R N I N D I A N A 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.

DY E R

AU TO

641 Joliet Street Dyer, Indiana 46311

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.

GEORGIA - INDIANA

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.

USED CAR DEALER MAGAZINE

FEBRUARY 2008

INDIANA - MASSACHUSETTS

N I A D A A

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.

I OWA

MANHEIM INDIANAPOLIS 3110 South Post Road Indianapolis, IN 46239

A D E SA 1800 Gateway Dr. Grimes, IA 50111

D E S

M O I N E S

515/986.1200 Fax: 515/986.1201 www.adesa.com/desmoines

General Manager: Asst. General Mgr., F/L Mgr.: Marketing Manager.:

Greg Koepfer Jeff Lisle Jill Emmert

Tuesdays-Video Salvage - 8:45am. Consignment - 9:00am. $200 Early Bird Drawing (Progressive) Featuring: AmeriCredit, CapitalOne Auto Finance, Drive Financial, RSA, VRS/Credit Acceptance, Wells Fargo Auto Finance and Wachovia Dealer Services.

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!

A D E SA MANHEIM LOUISVILLE 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.

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.

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.

LOUISIANA ADESA SHREVPORT 7666 Highway 80 West Shreveport, LA 71119

318/938-7903 Fax: 318/938-7960 www.adesa.com/shreveport

WO L F E ’S AU TO AU C T I O N S 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.

USED CAR DEALER MAGAZINE

General Manager: Tim Adams Assistant General Manager: Stan Reed Factory Manager: Angela Benson Marketing Manager: Tonya Thomas F/L Manager: Darren Darnell 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.

FEBRUARY 2008

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

L E X I N GTO N

General Manager: Jason Martin Asst General Mgr. & F/L Mgr.: Todd Lomison Marketing Manager: Patty Sands General Sales Mgr. & F/L Mgr.: Chad Hall

MASSACHUSETTS

KENTUCKY 672 Blue Sky Parkway Lexington, KY 40509 859-263-5163 www.adesa.com/lexington

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.

MASSACHUSETTS - MINNESOTA

N I A D A A

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.

FLINT

AUTO

AUCTION

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.

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!

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

800/622-7653 763/425-7653 Fax: 763/493-0310 (Main) Fax: 763/425-5914 (Factory) http://www.minneapolisautoauction.com

GREATER DETROIT AUTO AUCTION 19865 Telegraph Rd. Romulus, MI 48174 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.

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 .

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

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.

4266 Dove Rd Port Huron, MI 48060 810/388-9000 Toll Free: 866/388-2822 Fax: 810/388-9900 www.american-vehicle.com 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.

USED CAR DEALER MAGAZINE

FEBRUARY 2008

MINNESOTA - NEBRASKA

N I A D A A

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.

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.

A D E SA

K A N SA S

General Manager: Asst General Manager: F/L Manager: Sales Manager: Marketing Manager:

601/956-2700 Fax: 601/956-5603 jrea@rbmsa.com www.rbmsa.com FOD: 888/515-8580

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.

Owners:

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.

C I T Y

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.

A D E SA AU TO

ST. LO U I S AU C T I O N 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.

USED CAR DEALER MAGAZINE

FEBRUARY 2008

M O N TA N A

101 Southwest Oldham Pkwy Lee’s Summit, MO 64081 816/525-1100 www.adesa.com/kansascity

Main Contact:

1657 Old Whitfield Road Pearl, MS 39288-7509

MISSOURI

7858 Highway 61-67 Barnhart, MO 63012

R E A B ROT H E R S ’ M I D -S O U T H AU C T I O N

AU TO AU C T I O N A SS 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 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

N I A D A A

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

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!

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

N E W

J E R S E Y

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.

A D E SA

LO N G

I S L A N D

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

NEW

YORK

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:

A D E SA

C H A R LOT T E

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

E L L I S

AU TO

AU C T I O N

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

FEBRUARY 2008

NORTH CAROLINA - OKLAHOMA

N I A D A A

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.

USED CAR DEALER MAGAZINE

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.

FEBRUARY 2008

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.

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).

OKLAHOMA - PENNSYLVANIA

N I A D A A

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.

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.

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.

O K L A H O M A AU TO E XC H A N G E 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

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

FEBRUARY 2008

PENNSYLVANIA - TENNESSEE

N I A D A A

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)

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 Fax on Demand: 800-298-6790

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. Call our fax on demand at 1-800-2986790 for run lists, market reports and directions.

USED CAR DEALER MAGAZINE

FEBRUARY 2008

SOUTH CAROLINA

TENNESSEE

C A RO L I N A AU TO AU C T I O N

A D E SA K N OX V I L L E 1011 ADESA Parkway Lenoir City, TN 37771 865/988-8000 www.adesa.com/knoxville General Manager: Margaret Howard F/L & Marketing Manager: Paula Willocks Sales Manager: Tim Dalton Tuesdays Night Sale - 5:30pm, Consignment. Fridays Consignment 9:00am. Featuring: AmSouth Bank, CapitalOne Auto Finance, Crescent Bank & Trust, Donlen, Enterprise RAC, First Tennessee Bank, GCB Acceptance, HNB Auto Exchange, Home Federal Bank, Insurance Auto Auction, National City Bank, National Kidney Foundation, , PAR North America, Pepsi , RSA, Sunrise Acceptance, Tennessee Title Loans and Tennessee Valley FCU.

“The Right Choice” P.O. Box 5677 Anderson SC 29623-5677 864-231-7000 Fax: 864-231-7900 www.carolinaautoauction.com Henry & Patty Stanley Owners: General Manager: Tommy Rogers Fleet Lease Manager: Sal Terranova Sales Manager: Michael A. Webb Sales: Every Wednesday 10:00am 1,400 units weekly. Salvage sales every other week, Powersports sale second Wednesday of each month! 70+ Acre Facility with 8 state of the art action packed lanes, conveniently located between Atlanta and Charlotte! Monthly Promotional Sales! 30,000sq. ft. Reconditioning facility and P.D.R. on-site. Featuring: Remarketing Services of America, Triad Financial, Wheels, BB&T, US Bank, Wachovia Dealer Services, ARI,Donlen and many more! All Fleet/Lease units available online.Click on www.carolinaautoauction.com for up to the minute runlists,Market Reports, Online Sales and more!

C H A R L E STO N AU TO AU C T I O N “COUNT ON US” 651 Precast Lane Moncks Corner, SC 29461 843/719-1900 Fax: 843/719-1909 www.charlestonautoauction.net Owner/Managing Partner: Keith Lelux Marketing/Sales Manager: Bo Baxter F/L Manager: Chris Wise 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.

N I A D A U

C H AT TA N O O GA AU TO AU C T I O N , L LC 2120 Stein Drive Chattanooga, TN 37421 423-499-0015 Fax: 423-499-0304 Fax-On-Demand: 800-504-5068 www.chattaa.com General Mgr. Partner: Asst. General Manager: Fleet/Lease Mgr: National Sales Mgr:

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

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!

A D E SA

A D E SA 2108 Ferguson Lane Austin, TX 78754

DA L L A S

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.

A D E SA

H O U STO N

4526 N. Sam Houston Pkwy Houston ,TX 77086 281/580-1800 Fax: 281/580-8030 www.adesa.com/houston General Manager: Asst General Manager: F/L Account Mgr.: Sales Manager: Marketing Manager:

TEXAS

General Manager: Marketing Manager: F/L Manager: Consignment Manager: Office Manager:

Steve Swanson Kendra Yergovich Eric Jenkins April Hobson Josie Gandy

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.

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.

Steve Swinford Stuart Overstreet Jennifer Turpin Chuck Taylor Amos Brown

Wednesdays-Salvage/In-Op - 9:00am Captive Finance & F/L - 10:00am. Consignment - 9:30am. 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

HOUSTON’S 1ST CHOICE AUTO AUCTION 825 Rankin Road Houston, Texas 77073 281 821-2300 Fax 281 821-2977 email: fcaa@1stchoiceaa.com www.1stchoiceaa.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

AU ST I N 512/873-4000 Fax: 512/873-4022 www.adesa.com/austin

TENNESSEE - TEXAS

A D E SA

SA N

A N TO N I O

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

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!

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.

www.manheim.com

USED CAR DEALER MAGAZINE

FEBRUARY 2008

N I A D A TEXAS - UTAH

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’S DALLAS AUTO AUCTION, INC.

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

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, Wells Fargo Financial, HSBC, Enterprise RAC, Kia, Hyundai, Hertz RAC, ANC, and Avis RAC. For Simulcast sales see Manheim On Line

MANHEIM’S DEALERS AUTO AUCTION OF DALLAS

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 Lowell Doublin Asst. General Manager: MAFS Manager: Jennifer Endsley Dealer Sales Manager: Jennifer Wenszell

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 Asst. General Manager: Jason Blake Debbie Langbehn MAFS Manager: Dealer Sales Manager: Mark Torrez TRA Manager: Logan McCoy Dani Souba F/L Manager: Sale Day Friday. Consignment Weekly @ Reg. Sale every Thursday @ 10:00am. 10:00am. DriveTime, Fleet, and New Car high demand Fleet/Lease groups Trades. RV/Boat Sale 2nd Friday @ 9:00am. Featuring as; CitiFinancial, Capital One, GE Heavy Truck Sale 3rd Friday @ 10:00am. D such Remarketing, Enterprise Rent-A-Car, & D Sale 1st & 3rd Friday @ 8:30am. AmeriCredit and many more. TRA Sales Call for details. every other Monday starting at 2:00pm. For For Simulcast sales see Manheim Online. 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!

2717 East Main Grand Prairie, TX 75050-6214 1/866/462/6434 888/833-3223 Fax: 972/264-2086 www.dealersofdallas.com General Manager: Asst. General Manager: Asst. General Manager: F/L Manager: MAFS Manager:

Bonnie Benner Kathy Whaley Owen Stephens Ricky Pickett Yvonne Gonzales

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’S DALLAS F T.W O R T H A U T O A U C T I O N 12101 Trinity Blvd. Fort Worth, TX 76040

866/794-3392 Fax: 817/538-3809 www.dfwautoauction.com

General Manager: Asst. General Manager: Asst. General Manager: Asst. General Manager: F/L Manager:

Frank Post John Swofford Russ Coghlan Troy Peterson Jason Keese

Sales: Every Thursday Ford Credit with Mazda American Credit starting at 9:30am. 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.

USED CAR DEALER MAGAZINE

FEBRUARY 2008

M A N H E I M ’S B I G H AU TO AU C T I O N 14450 West Road Houston, TX 77041 800/444-2444 281/890-4300 Fax: 281/890-7953 General Manager: Steve Green Dealer Sales Manager: Roma Templeton Factory Manager: Lori Ludlow F/L Manager: David Pratt Marketing Manager: Linda Fisher Weekly Consignment Sale Tuesday 9:00am featuring GMAC. General Motors bi-weekly, Mondays @ 1:00pm.

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

General Manager: Jerry Branham Assistant General Manager: Brent Green Assistant General Manager: Bo Beason 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.

N I A D A U

U TA H B R A S H E R ’ S S A LT L A K E AUTO AUCTION 780 S. 5600 W. Salt Lake City, UT 84104

801/322-1234 Sales: 801/478-1800 Fax: 801/322-1315 www.BrashersSaltLake..com

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!

A M E R I C A N AU TO AU C T I O N C H E SA P E A K E 600+ Units Per Week. Virginia's Largest Dealer & Public Auction Contact Information: 3856 S. Military Hwy, Chesapeake, VA 23321 757/485-3342 Fax: 757/487-1213 www.amerautoauction.com

“Intergity Driven, Proven results” General Manager: Assistant General Manager: Ops & Ford Manager: Sales Manager: F/L Manager: Finance Manager:

Management and Sales Contacts: President: Steve Yancoskie General Manager: Gary Benton Institutional Contact: Tony Reed David Fischer Sales Manager: 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.

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 VIRGINIA A D E SA WA S H I N GTO N

D C

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.

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:

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.

WAS HI N GTON A D E SA

S E AT T L E

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

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."

M A N H E I M

S E AT T L E

PO Box 5189 Kent, Wa 98064

206/762-1600 Fax: 253/395-2275 www.ss-aa.net

Julie Picard General Manager: Assistant General Manager: Ray Priest Dealer Sales Manager: Greg Comstock Laurie Taisey Marketing Manager: 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.

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.

Karl Kiracofe Lee Barbato Donnie Michael

Sale Every Wednesday- Early Bird @9:00am & Regular sale @ 10:00 am with Fleet & Lease Lanes simulcast.

UTAH - WISCONSIN

DA A

N O RT H W E ST

2215 S. Hayford Rd. Spokane, WA 99224 PO Box 19190 Spokane, WA 99219

WISCONSIN A D E SA W. 10415, SR 33 Portage, WI 53901

W I S C O N S I N 608/742-8245 Fax: 608/742-4415 F/L Fax: 608/742-4825 www.adesa.com/wisconsin

General Manager: Asst General Manager: F/L Mgr & Marketing Mgr.: Dealer Sales Manager:

Tom Francois Jim Hostert Beckie Bass 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.

509/244-4500 Fax: 509/244-8244 www.daanorthwest.com

President: Bob McConkey, Jr. Vice Pres./General Manager: Greg Mahugh Sales Manager: Bruce Wanker National Accounts Mgr.: Mike Mikkelsen 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.

FEBRUARY 2008

-------------- c a r c o u n s e l o r @ n i a d a . c o m --------------

By Keith Whann

...is this true?

What are my disclosure obligations ...? ?” that is causing the problem or the way we are doing it “Is it the act we are doing

GOT

QUESTIONS

HE HAS ANSWERS!

USED CAR DEALER MAGAZINE

MARCH 2008

QUESTION:

What are my disclosure obligations when selling a manufacturer buyback vehicle?

ANSWER:

Most states have specific disclosure requirements with regard to manufacturer buybacks. Some require the use of a separate form containing a state mandated disclosure while others require a dealer to disclose that the vehicle is a buyback on the purchase agreement. Even if your state has no specific requirements with regard to manufacturer buybacks, it is likely that failing to disclose this fact would violate your State’s Unfair and Deceptive Acts and Practices (UDAP) Statute. Furthermore, if your state requires a manufacturer buyback title brand, you should explain to your customer, in writing, that the title to the vehicle will be branded and the repercussions of that brand, such as decreased trade-in value. Remember, this advice pertains not only to manufacturer buyback vehicles, but to any other relevant disclosures related to vehicle condition such as it being a salvage, junk, rebuilt or flood vehicle.

QUESTION:

I was told by my bank recently that the laws are different regarding attaching documents to sales and financing contracts, is this true?

ANSWER:

The short answer is yes. State Motor Vehicle Codes generally require every

retail sale of a motor vehicle be preceded by a written contract that reflects the agreements of the parties and is signed by the buyer and the seller. State UDAP Statutes generally state that it is an unfair and deceptive act and practice for a dealer to fail to integrate into any written sales contract, all material statements, oral or written, made prior to obtaining the customer’s signature on the written contract with the dealer. Therefore, on the sales side of the transaction, it would be possible to have a document attached to the contract and integrated by reference.

A FEW TIPS FROM THE CAR COUNSELOR TO HELP GET THE YEAR 2008 OFF TO A GOOD START AT YOUR DEALERSHIP: When your employees are encountering difficulty getting something accomplished at the dealership, ask them to stop and ask: “Is it the act we are doing or the way we are doing it that is causing the problem?” If it is the way they are doing it, a little training should do the trick. If it is the act itself, remind them that there is no right way to do a wrong thing! Make problem resolution a priority at your dealership. Have an escalation process and make sure the right people are involved as soon as possible. Remember, car dealership problems are not like fine wine, they do not get better with age!