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January 7, 2013

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Association Raises Cash for Sick Boy By Jeffrey Bellant

Rush - Dated Material

The Ohio Independent Automobile Dealers Association recently named its Quality Dealer of the Year, but an eight-year-old boy stole the show. The Ohio IADA named Jeff Smiley, of Smiley Automotive in Norwalk, Ohio, as the Quality Dealer of the Year during its recent convention. “He’s just a regular guy,” said Ohio IADA executive director James Mitchell. “But he does so much and supports his community and church.” But the highlight of the event was what dealers did for London Maynard, who suffers from non-Hodgkin lymphoma, Mitchell said. Mitchell said he recently learned about the boy’s struggle from John Fitzgerald, a salesman at Hugh White Honda in Colum-

bus. Fitzgerald had served with London’s dad, Larry, during the Vietnam War. The pair had pledged that if they made it home safely, they would be there for each other if needed. So Maynard told Fitzgerald about his son. Fitzgerald asked Mitchell to send a notice out to members to see if folks would pray for London and send him cards. “(London) is fighting the fight of his life,” Mitchell said. London recently underwent a bone marrow transplant and was recovering at the Ronald McDonald House with his mother in Columbus, Ohio, at press time. So a planned fundraiser for the association’s PAC and a charity turned into an impromptu benefit for London instead, Mitchell said. “This thing took on a life of it’s own,” he said. Mark Reis, a guitar tech and musician who has toured with some of rock’s biggest bands, has worked with drummer Joe Vitale and Mitchell to raise funds for his charity and the Ohio IADA. He provided several items of memorabilia for the event. One item was a race jacket worn by Dale Earnhardt Jr. Mark Meadows, co-owner with the 2011 National

Photo Courtesy of Ohio IADA GRATEFUL DAD: Larry Maynard (left), thanks dealers at the Ohio Independent Automobile Dealers Association’s annual convention. The group raised more than $15,000 for his son, London, who is battling cancer. Jim Mitchell, the group’s executive director, stands with Maynard.

Quality Dealer of the year Mike D’Andrea of Miracle Motor Mart, won the jacket with a top bid of $2,500. But after paying his money, he dona ted the jacket back to be re-auctioned. The second time it raised an additional $4,000, Mitchell said. Other items, including Eagles concert t-shirts signed by the band members, were also auctioned off. Then a dealer put a $20 bill in a bucket and passed it around to raise more money.

In the end, the association’s members raised more than $15,000 for London, Mitchell said. “I could not believe what I was watching,” Mitchell said. Tim Swift, a past president of the National Independent Automobile Dealers Association, was at the event and said it was a special moment. “I was sitting a table away from the father and I can tell you it was a very moving moment to watch as the money came in,” Swift said.

“I also had the opportunity to talk with Larry (the father) later and he was absolutely beside himself at the generosity of the Ohio dealers and sponsors.” Mitchell said dealers showed again how much they care. The group also gave Alexis Jacobs of Columbus Fair Auto Auction its first Lifetime Achievement Award. Jacobs, among her other achievements, founded the association as the Automobile Dealers Alliance of Ohio in 1985.

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USED CAR NEWS

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Toyota Pays for Late Recalls The U.S. Department of Transportation’s National Highway Traffic Safety Administration (NHTSA) announced that Toyota Motor Corp. has agreed to pay $17.35 million, the maximum fine allowable under the law, in response to the agency’s assertion that the automaker failed to report a safety defect to the federal government in a timely manner. This action represents the single highest civil penalty amount ever paid to NHTSA for violations stemming from a recall. Federal law requires all auto manufacturers to notify NHTSA within five business days of determining that a safety defect exists or that the vehicle is not in compliance with federal motor vehicle safety standards and to promptly conduct a recall. In early 2012, NHTSA’s Office of Defects Investigation began noticing a trend in floor mat pedal entrapment in 2010 Lexus RX 350s in Vehicle Owner Questionnaires (VOQs) and Early Warning Reporting data. In May, NHTSA contacted Toyota

regarding the trend, and a month later Toyota advised NHTSA that it was aware of 63 alleged incidents of possible floor mat pedal entrapment in model year 2010 Lexus RX 350s since 2009. Toyota’s own factory technicians and dealer technicians reported that certain alleged incidents of unwanted acceleration had been caused by floor mat pedal entrapment. In June, Toyota advised NHTSA that it would conduct a recall of 154,036 model year 2010 Lexus RX 350 and model year 2010 RX 450h vehicles to address floor mat pedal entrapment. As part of the settlement, Toyota and its U.S. based subsidiaries agreed to make internal changes to their quality assurance and review of safety-related issues in the United States, and to improve their ability to take into account the possible consequences of potential safety-related defects. The last time Toyota faced civil penalties was in 2010 when the automaker agreed to pay $48.8 million as a re-

sult of three separate investigations into the automaker’s handling of auto recalls. The automaker paid maximum civil penalties for violations stemming from the pedal entrapment, sticky pedal and steering relay rod recalls. In other recall news, Honda is recalling 807,161 model year 2003 and 2004 Pilot and Odyssey and 2003 through 2006 Acura MDX passenger vehicles manufactured from Nov. 26, 2001, through Aug. 30, 2006.

The interlock lever of the ignition switch may deform, which can allow the interlock function of a vehicle with an automatic transmission to be defeated. Removal of the ignition key when the gear selector of a vehicle with an automatic transmission has not been shifted to the park position can allow the vehicle to roll away. The recall is expected to begin on, or about, Feb. 7. Also, General Motors is

recalling 118,800 model year 2010-2012 Chevrolet Colorado and GMC Canyon vehicles manufactured from Nov. 9, 2009, through Aug. 28, 2012, for hood latch issues. The hood may be missing the secondary hood latch. If the primary hood latch is not engaged, the hood could open unexpectedly. During vehicle operation, this could obstruct the view of the driver. The recall is expected to begin on Jan. 17.

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USED CAR NEWS

NEWS BRIEFS Veteran Salespeople Sell More Cars

NADA University, the education and training arm of the National Automobile Dealers Association, has unveiled an all-new industry report covering car and truck dealership employee compensation, benefits, retention and turnover, and hours of

operation and work schedules. The study included some findings about the used-car department. One is that there is a positive connection between years of tenure and increased new- and used-vehicle sales. Also, increasing dealership usedvehicle sales has a smaller impact on

MILESTONES Former auction owner Jacob B. “Jake� Hershey, 90, died Dec. 14. He was the husband of Esther M. (McConahy) Hershey, to whom he was married 67 years. Hershey was the former president, co-founder and chairman of the board of the Pennsylvania Auto Dealers Exchange in Strinestown. He was past president of the Eastern Auto Auction Association and was inducted into the National Auto Auction Association Hall of Fame in 1996. In addition to his wife, Jake is survived by three sons, Jacob E. Hershey and his wife Ruth of York, John M. Hershey of Clifton Park, N.Y., and Wendell K. Hershey and his wife Laura of York; four grandchildren, eight great grandchildren, and a sister Rhea Grissinger of New Oxford.

original founders of AutoIMS, died Dec. 10. A long time car guy and trained mechanic, Meadows transitioned to the remarketing aspect of the business while living in Chicago, where he led remarketing for a number of years at Donlen. That experience led to his opportunity to build AutoIMS from the ground up with other industry leaders. Meadows was an avid cyclist and glass artist. One of his original glass beads traveled into space in 2010 on one of the last space shuttle missions in conjunction with the Beads of Courage charity.

Don Meadows, president and chief executive officer of Auto Auction Services Corp., and one of the

C R O S S WO R D by Myles Mellor

PAGE 21

compensation than increasing new- track’s Mobile Sales and F&I app to track their Volvo Financial Services vehicle sales. activity. The app supports dealers’ Dealertrack Adds Volvo efforts to securely manage and monDealertrack Technologies and itor the status of consumer credit Volvo Car Financial Services an- applications and contract activinounced that Volvo Car Financial ties in real-time from their mobile Services has become a lender on the devices. Dealertrack Credit Application NetExpert Releases Book work. Dealertrack is the exclusive credit Dale Pollak, founder of vAuto, anapplication network through which nounced the release of “Velocity Volvo’s 311 dealers in the United Overdrive: The Road to ReinvenStates can submit credit applica- tion.� tions to Volvo Car Financial ServicThe book that addresses efforts by es, the captive automotive financial dealers to increase profitability in a services subsidiary for Volvo Cars. market where tighter margins are Volvo dealers also use Dealer- the ‘new norm.’ Published By General Media LLC USED CAR NEWS (ISSN 1555-7413) is published at 24114 Harper, St. Clair Shores, MI 48080 Phone: 586-772-5200 or 800-794-0760 Fax: 586-772-9400 www.usedcarnews.com Charles M. Thomas Founder (1947-2002) Lynda R. Thomas, Publisher Colleen Fitzgerald, General Manager Editorial: Ted Craig, Managing Editor Jeffrey Bellant, Staff Writer Contributing Writers: Emily Caswell, Sheila McGrath, Jenny KIng Columnist: Tony Moorby Advertising: Shannon Colby, Account Manager Megan Frump, Account Manager Marie Hingst, Account Manager Circulation: Helen Thomas Production: Josie Godlewski, Media Manager Tim Montie, Graphic Designer ———

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Used Car News is published the first and third Monday of each month. Subscribers: We print advertisements as sent to us by auctions and other advertisers. It is not possible to verify the correctness of listed vehicles in auction ads. Most lists are partial and all lists are subject to last minute changes by auto auctions, so before travelling a long distance for a particular auto auction event, contact the auction by telephone for a fax of vehicles in the sale. Used Car News assumes no guarantees or liabilities concerning the accuracy of any advertisements. All Rights Reserved. Reproduction in any form is prohibited without the written consent of the publisher. É&#x;  É&#x; É&#x;  Please submit clear, legible copy. Payments from first time advertisers must accompany the insertion order. Distribution is guaranteed by U.S. Postal Carriers. The advertising reservation deadline is 5:00 p.m. Friday, 10 days prior to the issue date. Camera ready ads must be received by noon on Monday prior to the issue date.

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USED CAR NEWS

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More Stock Lots Online By Jenny King

When it comes to building inventory, improved technology, personal experience and satisfactory results have combined in recent years to boost dealer confidence in online buying. But whether a dealer stands in the lane at the auction or bids from an office hundreds of miles away, it’s all about the cars, said Erik Kibler, general sales manager at Manheim. “Inventories today are restricted and Erik dealers are Kibler forced to look at various (supply) channels because they need cars.” Dealers are resilient businesspeople and they are resourceful, he said. “Because they are always looking for ways to increase profits, they have led the way - including in online buying,” Kibler said. Kibler said close to 25 percent of Manheim auction transactions are online. And they are in “continuous growth,” he said. Though he did not have numbers at hand, Mark Chalfant at Manheim Arena in Bolingbrook, Ill., said even in two years there has been a “big

increase” in online sales. Another Midwest auction suggested as many as half its sales are online. “Five years ago online sales were single digit or, at most, 10 percent of sales,” Kibler said. Only 10 years ago dealers were saying they wouldn’t buy online, said Todd O’Connell, executive director at the Colorado Independent Automobile Dealers Association. “There are still lots of live bodies at the Denver auction though Internet transactions are increasing, O’Connell said. Online buying benefits some dealers more than others, he said. “Buy-here, pay-here dealers looking to buy $5,000 cars are taking much more of a risk buying online,” O’Connell said. Online buying has opened up the whole nation to dealers, he said. Not everyone is into extensive online transactions. Montana dealers want to touch, see and feel vehicles before buying them, said Jim Robinson, executive director of the Montana Independent Automobile Dealers Association in Miles City, Mont. “Our dealers will drive from 30 to 600 miles to go to the auction,” Robinson said. “They have their favorites, like Billings on Wednesday and Spokane on Thursday.”

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Some might continue on to Seattle, he said, sell the cars they’ve been driving and fly home. The same goes for the Denver-Las Vegas-Phoenix loop, Robinson said. Kibler said a major reason for the increase in online sales is the auctions’ ability to resolve issues. “If there is a problem,� he said, “we are an advocate on behalf of either the buyer or the seller.� Praising Manheim’s vehicle condition reports, Coffeyville, Kan., dealer John Schmid at Perl Auto Center said he likes the fact that online he can “attend several regional sales at the same time, like Denver,

Salt Lake City and Louisiana.� Distance buying can help overcome market inefficiencies, Schmid added. Perl’s website boasts, “Best prices anywhere.� Buying online from various geographic areas helps Schmid take advantage of local pricing. “Physical auctions won’t go away,� Kibler said. “In-lane sales are part of the fabric of the marketplace.� But the bottom line is dealers are searching all channels to find the right car at the right price, he said.

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PAGE 8 - FORECAST

Used Car Prices to Ease in 2013 Higher retail sales mean more vehicles in the wholesale markets. That will lead to somewhat lower prices, but they will still seem high to most dealers. Most industry watchers expect new-car sales to top 15 million this year for the first time since 2008. Used-car sales should continue rising as well. Tom Kontos, ADESA’s executive vice president of analytical services, expects dealer sales to reach 30 million. Kontos said franchise dealers should reach a one-toone ratio of new and used car sales, a more normal level than they’ve seen in the past decade. The increase in auto sales means the long wholesale drought will continue easing. Supply should continue increasing this year thanks, in part to an increase in retail sales, but more because of a rise in vehicles coming off-lease. Off-lease units were sparse for two reasons in the past few years, both of which will change this year. One is that lease originations were greatly diminished during the worst of the financial crisis. The other is that high prices at auction made it more economical for consumers and franchise

dealers to buy vehicles at end-of-term. Lower wholesale prices will bring more of those cars to auction. But dealers shouldn’t expect a return to pre-recession pricing at auction. “Pricing will still be high by historical standards,” said Tom Webb, Manheim’s chief economist. Webb said incentives for both consumers and fleet customers kept used-car prices unrealistically low for years. Dealers can expect fewer big hits, Webb said, where they get a steal at auction and sell it for a large margin. Mistakes, however, will prove more costly than in the past. That’s why dealers need to invest in an inventory management system, Webb said. Kontos recommends dealers continue shopping online, but he said those who fell out of the habit of visiting auctions in person might want to start making the trip again. Jesse Toprak, vice president of industry trends and insights for TrueCar.com, said that makes it more crucial that dealers know what to buy, how to price and promote their inventory and when to cut their losses.

“Optimization is the key word,” he said. Alec Gutierrez, senior market analyst of automotive insights for Kelley Blue Book, warns dealers to avoid reacting to sudden swings in the market. For example, many stocked up on compacts in 2008 when gas prices peaked and were stuck with unwanted inventory in the next months.

Gutierrez said consumers still want fuel-efficient vehicles, but for overall cost considerations. Wages remain low and fuel makes up a major expense for used-car buyers. There are some good options to meet this demand, Gutierrez said. Manufacturers have increased their offerings for compact cars. They may have increased by too much, said Black

Book editor Ricky Beggs. There are now 19 different manufacturers producing compact cars. That’s probably more than consumer demand. There are also 20 different manufacturers producing compact crossovers, but those should find more buyers, Beggs said. One reason is today’s compact crossover is bigger than it was a few years ago.

Regulators Turn Eyes to Auto Sales Dealers have spent a lot of time worrying about increased regulation and enforcement for the past few years. This year, they can keep on worrying. Many dealers believed they received a pass when much of what they do was excluded from the new Consumers Financial Protection Bureau. But the Federal Trade Commission showed in the past year that it plans on taking its expanded oversight of auto retailing very seriously. “They’re both going to have a lot of activity in 2013,” said Patricia Covington, an attorney with Hudson Cook. “It’s an intense environment to run a car dealership in right now.” The CFPB only oversees buy-here, pay-here dealers. 8b +2/6>H9A89

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Traditional dealer funding operations were excluded following an expensive battle during the agency’s creation. Many at the CFPB are un-

ant for car dealers. Covington said the CFPB has a more aggressive, enforcement-minded culture than the FTC. She said several staff

auto finance, with special attention paid to equal opportunity issues. Another major focus of the CFPB is sharing information among state attorneys

“It’s an intense environment to run a car dealership in right now.” Patricia Covington

happy about the exclusion, Covington said, and may start a push to have it removed. They have a champion in the Senate now with the election of Elizabeth Warren, the CFPB’s architect. That could prove unpleas-

members took pay cuts to return to the FTC because they disliked that culture. The CFPB will create more pressure on all car dealers this year even with the limits on its scope. That’s because the bureau will take a longer look at

general and other consumer agencies. This means dealers can expect additional attention from their state AGs as they pursue trends they see in other regions. There is also the possibility some state legislators will follow California’s lead and

introduce new buy-here, pay-here regulations. Covington said Massachusetts was one likely state. The best response to the increased regulatory attention is appointing a compliance officer. Covington said dealers should look for somebody who is detail oriented. This person needs to keep up with the latest moves by the regulators through their website and any other sources available. Ken Shilson, founder of the National Alliance of Buy-Here, Pay-Here Dealers, also recommends designating somebody at the store to handle consumer complaints. This person needs to actively monitor the Internet in addition to fielding direct complaints. www.usedcarnews.com

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USED CAR NEWS

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CarMax Keeps Growing

Used-car superstore chain CarMax Inc. continues moving into new markets. The company added two stores in Denver in the past couple of months. The first store is located at 2600 West 104th Avenue in Federal Heights. The store is more than 27,000 square-feet, employs more than 65 associates and stocks about 300 used vehicles. The newest CarMax is located at 5850 South Broadway in Littleton, Colo. The store is 27,000-square-feet,

occupies more than nine acres, employs more than 65 associates and stocks 250 to 350 used vehicles. This location, along with the 104th Avenue store, combines new technology and design featuring wireless technology, videos, digital displays and tablets. Earlier last fall, CarMax opened its first auto superstore in the Des Moines, Iowa, market. Located at 10315 Hickman Road in Urbandale, the store is more than 44,000 square feet, employs more than 60 associates and stocks about 300 used vehicles.

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USED CAR NEWS

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Police Arrest Consignment Dealer For Embezzlement A California dealer faces charges of embezzling more than $3 million from unsuspecting customers looking to buy or sell Lamborghinis, Ferraris, Rolls Royces, and other high-end vehicles from his store in Costa Mesa. Farhad Ebadat, is charged with multiple felonies and allegations for aggravated white collar crime over $500,000 and $1.3 million. If convicted, Ebadat faces a maximum sentence of 34 years and eight months in state prison. From 2009 to 2012, he owned Costa Mesa Bellagio Motors, a car

dealership specializing in high-end luxury vehicles including Audi Spider, BMW, Ferrari, Lamborghini, Lexus, Lotus, Maserati, Porsche and Rolls Royce. During this time, Ebadat is accused of defrauding victims wanting to sell their high-end vehicles by falsely claiming he would sell their cars on consignment, pay the owners and transfer the car titles to the purchasers. He is accused of selling cars worth $25,000 to $225,000 on consignment and then diverting the payments received to his own personal accounts.

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USED CAR NEWS

RETAIL MARKETS MARYLAND

Joe Eikenberg, Jr., president, Aero Motors, Essex, Md.: “Our dealership will have been in business 60 years in February. “We have just one location. “We keep somewhere between 100 to 120 vehicles on the lot. “On average, we’re selling in the mid-40s each month. For the first six months of 2012, we were at a record pace. Then it started to deteriorate in July and continued through October, prior to the election. It picked back up in November to normal, or above-normal, pace. There was a lot of angst going into the election. “The effect of Hurricane Sandy has been on supply and prices, though it didn’t (hit us). “We source our vehicles from local auctions. “We do a blend of bank, cash and buy-here, pay-here business. “The average model-yearrange is four years and older. The average mileage is under 80,000. It’s been a big

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challenge (finding lowermileage inventory). “Our inventory has more domestics than imports, though it’s a fairly good mix between the two types. The inventory is probably 60 percent cars and 40 percent trucks/SUVs and various types of multipurpose vehicles. “We specialize in vehicles that retail for under $10,000. “Our reconditioning costs have gone up. “It has to do with the supply issue. Because of the supply issue, additional reconditioning is required on a lot of these vehicles. “Our primary marketing is done on the Internet. We also do some magazine advertising. Plus we get repeat and referral business all the time. “But you have to have a presence on the Internet. Then the cost of that keeps going up all the time. “We recently sold a 2001 Nissan Maxima. It had less than 70,000 miles. “I’m holding my breath for 2013. I have no idea what’s coming. Last year (2012)

Compiled by Jeffrey Bellant was the first year we had to lay people off. “I do know expenses are going up and I know taxes are going up. Hopefully, there’s something else coming that’s going to offset that and work favorably for us. “Normally, we try to build up inventory, but given the supply situation, it’s been very difficult to do that. I can tell you we are looking for other revenue streams to compensate because I think the volume is going to be off a bit.” TENNESSEE

Danny England, owner, Danny England Motors, New Tazewell, Tenn.: “I’ve been in business 37 years. “We have one location with two lots. Our second lot is just across the street from our first one. “We keep between 65 and 70 vehicles on the ground at all times. We’ve increased our inventory from this time last year and maintained it. It can be challenging at times and keeps us on the road. “We average about 25-plus

retail sales per month. That was up in 2012 compared to the previous year. “One of the things I attribute that to is that we did a major makeover on our facilities, which we had just got done in 2011. “The renovation doubled (the size of our facilities) at our present location. We added three offices and created a three-car showroom. “Our vehicles come from auctions all over the Southeast. We probably traveled outside of our normal parameters more in 2012 than we ever had before. We also do quite a bit of Internet buying. “Our sales are straight retail, not subprime or buyhere, pay-here. “I try to keep a 50-50 mix of cars to trucks. We’ve increased our foreign car inventory. It’s probably increased to 35 or 38 percent on the import side. For imports, we’re selling everything from Hondas to Kias, Volkswagens, Volvos, Mini Coopers. But that Kia is the vehicle right now. “The average model year range we carry is 2009 to

2013. For mileage, we try to stay at 15,000 or below on current-year models. For the rest, we try to stay under the 50,000 to 60,000 range. It’s absolutely a challenge. “Through 2012, my reconditioning costs kept in line with the previous year, even though we increased inventory. The reason is we’re buying a little bit later model of car than we were before, which has lower mileage. So that hasn‘t run up my recon costs. “On average, recon costs are about $400 to $600 per car. We do that in-house. We don’t have a service shop, though we have one we endorse. “Our advertising hasn’t changed, though our Internet presence has grown more than anything else. We use third-party Internet sellers. “One vehicle we sold recently was a 2011 GMC crew cab 4x4 truck. It was a one-owner new-car trade. That had 7,000 miles. It sold for $37,800. “Although inventory may still be a challenge, I think 2013 is going to be OK.”

12/19/12 4:49 PM


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USED CAR NEWS

WHOLESALE MARKETS IOWA

Mark Greg, owner, Plaza Auto Auction, Mt. Vernon, Iowa: “Plaza’s been here since 1962. I purchased Plaza in 2003. “We have the ability to run five lanes. We’re running four. “We had dropped to three lanes this time last year, so we have increased since then. “Our volumes have risen to 350, which is up about 50 from this time last year. I think more cars are becoming available. Dealers are slowly recovering and franchise stores are not only selling new cars, but they are selling more used cars. Some of them have even opened up second and third used-car lots. “One recent sale we had was a 74 percent. But we’ve been hovering in the low- to mid-60s on average. “As we’ve been running more cars, more dealers have showed up. Plus, we started a 30-day program where dealers can delay their payments up to 30 days. We’ll hold their check

for up to 30 days. “Our mix is 80 percent consignment and 20 percent fleet-lease. When I bought Plaza Auto Auction, the mix was 95 percent dealer consignment. “Repossessions have definitely gone up. We see banks are digging a little bit deeper and financing a little bit riskier paper. So the repos are getting edgier. “We’ve been averaging about 220-plus dealers in the lanes. We’ve been branching out, talking to dealers. They come from about a 150-mile radius. That stretches into southern Minnesota, southern Wisconsin, into Illinois and Missouri. “The mood of the dealers has been good. “We’re on OVE.com. It had slowed down a bit online, but even that has picked up. “In the lanes, the Impalas continue to be in high demand. That car in the $6,000 to $8,000 range continues to be strong. (As winter sets in) trucks will come into play. “The hybrids have dropped off since gas pric-

es (at press time) have dropped below $3 a gallon. The hybrid-type cars are really only in play when gas hits $4 a gallon. “Our average price overall, for fleet-lease and consignment, is about $4,200. That’s up a bit from this time last year. “We’re definitely looking at business being good in 2013. We’re making some capital expenditures, putting new lights on the lot, laying some asphalt down and buying a new operating system. We’re putting in a new system so we can offer some cars on ServNet’s platform.” NEW HAMPSHIRE

David Blake, general manager, Auto Auction of New England, Londonderry, N.H.: “The auction has been here for 18 years. “We have six lanes and are running all six. “Our volumes have been around 1,200 to 1,300 (in December). We were up from the same time in 2011. The average price overall is $5,200, which is up a

Compiled by Jeffrey Bellant little bit. “We added some new clients, from commercial and lease accounts to new-car dealer and used-car dealer consignment. “During the times when the volume was down, we were able to build some great relationships. So we were expecting that when the volume did increase, we’d see the fruit of our efforts. “Our volumes are 70 percent dealer consignment and 30 percent fleet-lease. They have both increased. “Sales percentages have been in the low 70s. “On an average week, we draw high 800s, 900 dealers. During most of 2012, that number increased about 2 to 3 percent from 2011. But during the last 45 to 60 days (of 2012), it probably increased 10 percent from the previous year. We attribute a lot of that increase (in dealer attendance) to the shortage of vehicles in the New York-New Jersey area because of Hurricane Sandy. We’re starting to see an influx of buyers work our way from that area to refill

some of those lost units. “We normally capture a lot of the New England area. We’re very accessible and easy for dealers to get here. “But now we’re getting dealers from areas we normally haven’t. We recently drew some dealers from Michigan, for example. “I just think a traditional December would see much more of a slowdown. “Everybody seems to be pretty optimistic. “We have an in-op sale that we run prior to the regular sale and we’ll run 15 to 40 units. We also run an oversized sale and a motor sports sale before we run the inoperable units. The motorsports includes motorcycles, RVs, boats, campers, snowmobiles, etc. The oversized units are items like a commercial box truck or dump truck. We’ll run about 10 to 15 of those usually. “We also started a GSA account in 2012. We had six sales which included 900 units. We were told by (GSA officials) that they are excited to continue the sale with us in 2013.” TM

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12/19/12 4:51 PM


Ryan LaFontaine Dealer Principal, LaFontaine Automotive Group

Ryan’s story ...

“IT’S NOT JUST ONE THING THAT MAKES SMARTAUCTION® “I SUCH THINKAWHAT DEFINES US IS OUROF FRONT LINE PEOPLE GREAT TOOL, IT’S A LOT THINGS.” —Hear more of John’s story @ allydealercom/successstories. SERVICE ADVISORS, SALES CONSULTANTS, PARTS COUNTER PEOPLE, THE ONES WHO ARE ON THE PHONES; THEY WILL MAKE OR BREAK YOUR REPUTATION.”

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USED CAR NEWS

HPV NADA FEB 2013 - draft 4.ai 1 12/18/2012 3:27:22 PM

MONTHLY DEALER CONSIGNMENT AVERAGES Compact Car Jul 2012 Aug 2012 Sep 2012 Oct 2012 Nov 2012 YTD AVG: Fullsize Car Jul 2012 Aug 2012 Sep 2012 Oct 2012 Nov 2012 YTD AVG: Luxury Car Jul 2012 Aug 2012 Sep 2012 Oct 2012 Nov 2012 YTD AVG: Midsize Car Jul 2012 Aug 2012 Sep 2012 Oct 2012 Nov 2012 YTD AVG: Pickup Jul 2012 Aug 2012 Sep 2012 Oct 2012 Nov 2012 YTD AVG: Sports Car Jul 2012 Aug 2012 Sep 2012 Oct 2012 Nov 2012 YTD AVG: SUV Jul 2012 Aug 2012 Sep 2012 Oct 2012 Nov 2012 YTD AVG: Van Jul 2012 Aug 2012 Sep 2012 Oct 2012 Nov 2012 YTD AVG:

Avg Sale Price

Avg. Mileage

$6,060 $6,156 $5,785 $5,866 $5,782 $6,261

191,942 181,452 182,711 187,956 187,122 174,195

$5,778 $5,884 $5,593 $5,659 $5,725 $6,109

265,489 251,570 254,602 265,353 254,531 243,969

$5,778 $5,884 $5,593 $5,659 $5,725 $6,109

265,489 251,570 254,602 265,353 254,531 243,969

$5,778 $5,884 $5,593 $5,659 $5,725 $6,109

265,489 251,570 254,602 265,353 254,531 243,969

$5,778 $5,884 $5,593 $5,659 $5,725 $6,109

265,489 251,570 254,602 265,353 254,531 243,969

$5,778 $5,884 $5,593 $5,659 $5,725 $6,109

265,489 251,570 254,602 265,353 254,531 243,969

$5,778 $5,884 $5,593 $5,659 $5,725 $6,109

265,489 251,570 254,602 265,353 254,531 243,969

$5,778 $5,884 $5,593 $5,659 $5,725 $6,109

265,489 251,570 254,602 265,353 254,531 243,969

CURRENT YTD, THROUGH NOVEMBER 2012

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SOURCE: MANHEIM CONSULTING

12/19/12 10:10 AM


USED CAR NEWS

+2/6>H9A8:b21

Disconnected Jottings From Tony Moorby... I have a penchant for Land Rovers. Over the years I’ve owned several and driven hundreds. I have to say that the latest iterations are beyond my financial pale and putting the Range Rover Autobiography through some

stock, standard capabilities were nothing short of amazing; at home through mud and slime, waist-deep water, and rocks the size of Gibraltar – nothing seemed to arrest its advance. I could even drive through a three-

Tony Moorby

Ć€É&#x; Ĺ´Ĺ°Ć?3,É&#x;0.,(É&#x;) É&#x;."É&#x;#(/-.,3 Ć€É&#x; ,-#(.É&#x; ,)'É&#x;ŹŚŚšƑŲŰŰŰÉ&#x;) É&#x;É&#x;É&#x; É&#x; /.)').#0 Ć€É&#x; ,0É&#x;-É&#x;Ɖ-É&#x;2/.#0É&#x;0#É&#x;É&#x; É&#x; *,-#(.É&#x;) É&#x;-&-É&#x;(É&#x;',%.#(! Ć€É&#x; )),3É&#x;Ć É&#x;--)#.-É&#x;ŲŰŰŜƑ*,-(. Ć€É&#x; 1,É&#x;."É&#x;#(!É&#x;) É&#x;)(),É&#x;3É&#x;É&#x; É&#x;   Ć€É&#x; É&#x;&&É&#x;) É&#x;',

off-road paces sends shivers down my spine - $175,000 worth of magnificent machinery barging its way through the forest is anathema to me. On the other hand, an old Series 1 or 11 tilted to 37 degrees down a hill is worthy of applause. The style of the Series and Defender is of enormous appeal to me, although their presence on normal roads resembles something akin to a warthog in a hurry. But get one off road – I used to own a ’97 Defender (in AA yellow, of course) – and its

foot stream so long as I kept the speed sufficient to push a bow-wave in front but not so fast as to create a wash and flood the vehicle and its exhaust system – mine wasn’t fitted with an optional snorkel. I sold it for more than I paid for it and still regret its departure. I’ve had Range Rovers off and on since their introduction back in 1970. At first appearance their duties were still around the farm. Their popularity spread quickly to the hunting community and they soon picked up the

cache of being ‘posh.’ Wives started turning up at the supermarket in them and later to the country club. The “Hooray Henry� Brigade invented what is now known as an SUV. It shed the rubber mats for carpets, Ambla seats for leather, gained two more doors, a sunroof and so on. They had a princely presence. The oil-rich Arabs in the mid-seventies took the thing to another level entirely. These desert-worthy vehicles were clad in West of England cloth interiors; picnic hampers designed by Gucci adorned the trunks, along with a hawking perch on the tailgate. Wood and Picket, a specialist coachbuilder much liked by Peter Sellers, made a small fortune upgrading what were basically farm trucks. Then the factory light went on and they said, ‘We can do this’. And so they did and continue to do so, leading the charge into an all-new luxury motoring segment. I still own a ’97 Range Rover Vitesse (yellow, of course) that I bought, almost new, from the factory with about fifteen hundred

C R O S S WO R D

miles on it and couldn’t bear the thought of parting with it. I just bought a ’95 Range Rover Classic for a project. It’s a disease! The first “Landy� was built in 1948 based on a Jeep chassis and running gear, by a Rover Company engineer and the marque has found admiration all over the world. Like the Willis and Austin Champ, Land Rover saw military service as a “General Purpose� vehicle or “GP,� later Jeep. They’ve been used as fire trucks, ambulances – almost any body imaginable has been mounted on a Land Rover frame. But its transition to the household utility vehicle and “Chelsea Tractor� status symbol has sealed its success, in spite of different ownership. The Rover Company became part of British Leyland. which was later owned by such conglomerates as aircraft manufacturers. Thank-

fully Ford and BMW had their hands in keeping Land Rover afloat and now, along with Jaguar, an Indian maker, Tata Motors, who have committed to developing the vehicle further. I was at the unveiling of the latest model the other evening and it’s really a remarkable vehicle with all the accouterments for a life in New York or New Guinea. And that’s the whole point of a Range Rover – go anywhere and look good doing it although, at between $85,000 and $140,000, I can’t imagine too many folks taking on rock crawling. I think a new Defender is in the works. I hope it’s a bog-basic Landy whose price reflects its appeal to off-roaders and users who appreciate the original concept. 2013 could be a banner year for Land Rover if they keep prices under the tax bracket for the super rich.

To see past columns from Tony Moorby, log on to www.usedcarnews.com/ columnists/tony-moorby

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12/19/12 3:37 PM


22b +2/6>H9A8:

USED CAR NEWS

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