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July 3, 2017

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New Vehicle Quality Rises Significantly

QUALITY: The Soul was among several Kia vehicles to rank high in their categories in the 2017 J.D. Power Initial Quality Survey. Most manufacturers are performing better than they ever have.

By Jenny King

Rush - Dated Material

DETROIT – It’s time for the annual J.D. Power Initial Quality Study, and while the survey itself continues to challenge its designers, the results were generally welcomed by the auto industry. The number of reported problems per 100 new vehicles in the 2017 Initial Quality Survey was down significantly from a year earlier, to an average of 97 from 105 in 2016. The industry continues to improve, despite vehicles having more and more content, the popular survey shows. “That’s a 7.6 percent improve-

ment,� Dave Sargent, J.D. Power’s vice president for global automotive, told the Automotive Press Association in June. Some 77,400 participants reported on their personal-use 2017 model year vehicles following three months in service. Their responses helped the domestic automakers outperform import competition for only the third time since the IQS was launched back in 1987. The domestics averaged 93 problems per 100 vehicles versus 99 for the imports. Domestics surpassed the imports in 2016 and in 2010. Overall, it was Korean products with the fewest problems, followed

by the domestics, vehicles from Japan and cars from European makers. Kia had the top nameplate ranking with 72 problems per 100. Genesis (77), Porsche (78), Ford (86) and Ram (86) followed. “This was the best ever ranking for Ford in the 31 years of the study,� Sargent said. Fiat was at the bottom of the heap, with a score of 163 per 100 cars. Sargent praised Nissan for maintaining its 10th place, noting that the company had several launches for 2017 and new products don’t always fare well. Mini jumped to 12th position from 27, while Toyota

dropped to 13th from 4th place and Lexus to 15th from 7th place. Toyota problems tended to be in “usability,� an area including audio/ entertainment and function controls, which may confuse new-car owners. Sargent took a brief trip down memory lane, saying that 30 years ago the top 10 brands were exclusively imports, from MercedesBenz and Acura to Subaru and BMW. Sargent agreed that dealership staff assisting consumers at delivery with all the features of a new car is a weak point. Continued on page 12

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USED CAR NEWS

July 3, 2017 • 3

Dealer Pays It Forward with Positive Change Cox Automotive joined the National Independent Automobile Dealers Association (NIADA) to present the seventh annual NIADA and Cox Automotive Community Service Award to Matthews Motors of Clayton, N.C. during the recent NIADA convention in Las Vegas. Presented by Janet Barnard, president of Cox Automotive Inventory Solutions, this award recognizes an independent dealership for outstanding contributions to its community and the innovative ways it collaborates with community partners to help further their missions. “We’re honored to receive this award and be recognized by NIADA and Cox Automotive for creating positive change in our community,” said Steve Matthews, owner of Matthews Motors. “The real reward, however, comes from the impact we’ve made serving the Clayton area all these years.” Family-owned and operated since 1994, Matthews Motors distinguished itself by embracing philanthropy

and volunteerism with more than 15 local charities and youth programs last year alone. The dealership raised more than $70,000 during the past two years for Clayton Area Ministries, a nonprofit organization that provides food, medicine and utility bill assistance to local residents in need. It also joined other area businesses to raise more than $10,000 for the Southeastern Medical Oncology Center’s free mammogram screenings program. In addition, team members volunteered their time supporting the Johnston County Teen Driver Safety Initiative, Johnston County Education Foundation, Toys for Tots, American Red Cross and Harbor Inc., a shelter for domestic violence victims. “Helping shape a better world through responsible company and individual actions has long been a part of the Cox culture,” Barnard said. “We commend Steve and the Matthews Motors team for embodying these princi-

Photo by Tom Savage PASSION: Steve Matthews, owner of Matthews Motors in Clayton, N.C., receives the seventh

annual NIADA and Cox Automotive Community Service Award. ples and demonstrating how every person, every organization, every day can make a difference when it comes to serving their community.” Matthews Motors received a check for $10,000 to donate to Clayton Area Ministries. “This allows us to continue doing the things we’re passionate about and ‘pay it for-

ward,’” Matthews said. Cox’s auction divison, Manheim, partnered with the NIADA to present scholarships to five young men and women during the event. Ali Nasrallah, a sophomore at Northwood University in Midland, Mich., was awarded the NIADA Foundation/ Manheim Scholarship to

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Northwood. Logan Brinks of Marne, Mich., earned NIADA’s scholarship from Region I, joining Braden G. Martin of Nashville, Tenn. (Region II), Riley J. Raynor of Enid, Okla. (Region III) and Juan Carrillo of Oxnard, Calif. (Region IV) as winners of NIADA’s regional scholarships.


4 • July 3, 2017

USED CAR NEWS

NEWS BRIEFS Westlake Acquires Lessor

NPA predominantly auctions preThe new branch, scheduled to owned power sports vehicles on beopen in November 2017, is located Westlake Financial Services recently acquired Credit Union Leas- half of financing companies, dealers north of the Dallas-Fort Worth area and manufacturers and complements IAA branches in ing of America (CULA). Grand Prairie and Wilmer. This is The purchase of CULA raised the 16th IAA location in the state of Westlake’s total managed assets to CarMax Reports Results, Adds Store Texas. $5.5 billion from $4 billion. The new 200-acre facility will inCarMax Inc. reported results for Founded by Terry Bowdler nearly clude 18,000 square feet of office, 30 years ago, CULA is an automobile the latest quarter ended May 31. Net sales and operating revenues run & drive and warehouse space. lessor in the credit union market. Westlake’s investment will support increased 10.1 percent to $4.54 bil- The office space will include multiple conference rooms and offices the continued growth of CULA by lion. Used unit sales in comparable that will be available for IAA’s insurproviding additional resources and stores increased 8.2 percent. Total ance customers to use for training financial stability. claims adjusters on site. Westlake Financial appointed used unit sales rose 14.1 percent. In keeping with IAA’s environTotal wholesale unit sales were flat Ken Sopp, current vice president of Midway Leasing – Fleet, as chair- versus the prior year’s first quarter. mental philosophy, the branch will CarMax Auto Finance (CAF) in- incorporate enhanced sustainability man and managing general partner of CULA. John Thomas will remain come increased 8.5 percent to $109.4 features, including using recycled asphalt and concrete for resurfacing CEO of CULA, and Terry Bowdler million. Net earnings increased 20.7 per- as well as the use of recycled water will transition to a strategic advisor for landscaping. cent to $211.7 million. role. CarMax also recently celebrated Credit Union Leasing of America will remain headquartered in San the grand opening of its third store in Connecticut, located at 450 Cap- City Launches Electric Vehicle Diego, Calif. Sharing Program tain Neville Drive in Waterbury. The Waterbury CarMax has the Los Angeles recently launched the capacity to stock approximately 200 Blue LA Electric Car Sharing ProCopart Buys Powersport Auction gram, the nation’s largest electric Copart Inc. has acquired Cycle Ex- used vehicles. vehicle sharing program for disadpress LLC, which conducts business vantaged communities. primarily as National Powersport IAA Unveils New Auction The pilot program will serve porAuctions (NPA). Insurance Auto Auctions Inc. an- tions of Westlake, Pico Union, KoNPA currently operates facilities in Atlanta, Cincinnati, Dallas, Phila- nounced the construction of a new reatown, Echo Park, and Downtown Los Angeles. facility near Fort Worth, Texas. delphia and San Diego.

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Kia Continues Certified Streak

Kia Motors America announced the 16th consecutive month of record certified pre-owned sales. Kia dealers sold 7,008 certified units sold in May. The Optima and Sorento were the top certified sellers, with 1,657 and 1,486 units sold, respectively.

PAGE 21

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

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Vol. 23 • No. 7 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. OUR ADVERTISING APPROVAL POLICY Payments from first time advertisers must accompany the insertion order. Distribution is guaranteed by the USPS. The advertising reservation deadline is 12:00 noon Thursday, 11 days prior to the issue cover date. Ad materials are due by 5 pm Friday, 10 days prior to issue cover date. For advertising specifications please email colleen@usedcarnews.com.

Join the Conversation! Visit Used Car News online at www.usedcarnews.com or scan this QR code with your smartphone to be taken directly to the website.


USED CAR NEWS

July 3, 2017 • 5

Dealers Remain Upbeat, But Optimism Wanes Independent auto dealers came down from their unprecedented high levels of optimism early in the year but their outlook remains positive. Those are the findings of the National Independent Automobile Dealers Association’s Business Confidence Survey for the second quarter of 2017. The survey of NIADA members is conducted each quarter in partnership with Equifax to gauge the viewpoint of used-vehicle dealers regarding general economic conditions and business concerns. Dealers’ expectations for economic growth dropped to 49 percent from 63 percent in the first quarter, and expectations for sales growth (56 percent, down from 70) and customer traffic (44 percent, down from 71) also fell significantly. Still, economic confidence far exceeded its highest level of 2016. The expectation for sales growth matched last year’s peak and optimism about

the cost of doing business improved from the first quarter, as did dealers’ plans to invest in expanding their operations. Some of this is due to an expected decline in wholesale prices due to a surge in off-lease vehicles. That decline has been more gradual than many expected, however. Cox Automotive chief economist Jonathan Smoke recently reported that wholesale prices rose in the first 15 days of June as measured by the Manheim Used Vehicle Value Index. And that was after the Index reached an all-time high in May. The Manheim Index adjusts prices for mix, mileage and seasonality. Other measures of wholesale prices also reported a fairly strong reading in recent months. J.D. Power Valuation Services’ used vehicle price index increased by 0.8 percent in May to 111.1. ADESA Analytical Services reported that average

wholesale prices in May were flat versus April but up on a year-over-year basis, primarily due to the strength of truck prices and a younger mix resulting from off-lease supply growth. Delays in tax and regulatory relief legislation have also impacted small business sentiment going forward. Expectations for early wins around those high-impact small business initiatives have not been met. Dealer optimism is also being affected by concerns about the availability of consumer credit as some finance sources have started tightening. Going forward, much will depend on success of the current administration and Congress in implementing favorable tax/regulatory relief legislation, interest rates staying at low levels and consumers continued migration to the used market as new-car prices continue to hit record highs. The legislative picture remains unclear. The interest rate outlook

became clearer recently when the Federal Reserve announced it was raising the benchmark rate above 1 percent. Many banks have increased their prime rates to 4.25 percent from 4 percent. Overall small business confidence has declined somewhat in recent months.

The National Federation of Independent Business Index of Small Business Optimism was flat in May after declining in April. At 104.5, the NFIB Index remains near a historic high. Five of the components posted a gain, four declined, and one remained unchanged.


6 • July 3, 2017

USED CAR NEWS

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Hyundai became the first twotime winner of AutoPacific’s President’s Award for vehicle satisfaction. The Korean automaker won the honor for the 2017 Genesis G90. This award is given only when the overall score tops the previous high score. The previous President’s Award winners were the 2016 Cadillac Escalade, 2015 Kia K900, 2014 Mercedes S-Class and the 2010 Hyundai Sonata. AutoPacific recently announced its 21st annual Vehicle Satisfaction Awards (VSAs), identifying the most satisfying vehicles in the market. An industry benchmark for measuring how satisfied owners are with their new vehicles, VSAs are based on survey responses from over 54,000 owners of new 2016 and 2017 cars and light trucks. “VSAs look at the big picture, which includes owners’ experiences with their vehicle’s quality and safety, but also goes deeper into the

heart of the ownership experience,” said AutoPacific president George Peterson. Lincoln is the most satisfying premium brand, regaining leadership from Tesla and nosing out domestic luxury competitor Cadillac. The newcomer Genesis brand from Hyundai ranks third – close behind Lincoln and Cadillac. GMC is the top ranked popular brand, retaking the lead from 2016’s top popular brand, Kia. Eight VSAs were won by Japanese brands. Seven VSAs were won by American brands. Korean brands took home four VSA Awards. European brands also earned four VSA Awards. Overall for 2017, Nissan received the most wins with 5, followed by Kia with 3. Porsche, Honda and Ford each had 2 wins. Genesis, Volvo, Mini, Jeep, Dodge, Chrysler, GMC, Lexus, and Lincoln each took home one win.

Toyota Loses Lawsuit MINNEAPOLIS (AP) – An appeals court has affirmed an $11 million jury award related to a Minnesota crash that killed three people and resulted in the wrongful imprisonment of a driver, Koua Fong Lee.

A jury in 2015 determined that Toyota was 60 percent to blame for the 2006 crash. A lawsuit alleged the crash was caused by a throttle design defect in a 1996 Camry that caused it to suddenly accelerate. Toyota argued Lee was to blame.

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8 • July 3, 2017

NATIONAL QUALITY DEALER

First runner-up is a twotime Oregon Quality Dealer, Eric Freeman of Freeman Motor Co., in Portland, Ore. The Certified Master Dealer has donated more than $98,000 to charita-

Rwanda, Africa to assist in packing thousands of meals for children in the country. The second runner-up was Louisiana dealer Don Mendoza, owner of Don’s Wholesale in Lafayette. Mendoza started 13 years ago with one car, selling out of a paint-and-body shop. He now has four retail locations, including a parts shop, service shop and paint-and-body shop. He also supports numerous charities, including Maddie’s Footprints, which supports parents who have lost a child. His local community named the store the No. 1 independent dealership in the area, best service shop and Mendoza has been recognized by his local government and even received a key to the city. “Each state quality dealer is very successful in their own right,” Jordan said. “They are leaders in the industry, committed to their families and communities as well as setting the highest standards for other dealers to follow.” The winners are chosen by a special selection committee including AFC chief operating officer Joe Keadle; NADA Used Car Guide vice president and general manager Mike Stanton; Black Book Auto-

ble causes in the past two years. Freeman, who won his state’s Quality Dealer award in 2007 and 2017, also won the Cox Automotive and NIADA Community Service award in 2013. In 2016, Freeman took a group of employees to

motive vice president and North American auction director Tim West; NIADA secretary and 2013 National Quality Dealer Joe McCloskey of McCloskey Motors; and Elgie Bright, chairman of the automotive marketing department at Northwood University.

TEXAS SELLER WINS TOP HONOR IN LAS VEGAS, RECEIVES NATIONAL QUALITY DEALER AWARD

Photo by Jeffrey Bellant PRIDE OF TEXAS: Bob Blankenship, owner of Texas Auto Center, with plaque, poses with his wife, Erika, after winning the 2017 National Quality Dealer of the Year Award at the NIADA’s annual convention. The couple is pictured with, from left, Mike Stanton of N.A.D.A. Used Car Guide, Shane O’Dell of Cox Automotive and NIADA CEO Steve Jordan. By Jeffrey Bellant

LAS VEGAS – Texas dealer Bob Blankenship won the title of 2017 National Quality Dealer during the final day of the National Independent Automobile Dealers Association convention here in June. Blankenship, owner of Texas Auto Center, has been a member of NIADA and Texas IADA, where he serves on the board of directors. He is an active member in NIADA 20 Groups and lobbies both in the Texas state capital and in Washington D.C. with NIADA’s Day of the Hill event. Blankenship was selected from among 18 nominees. “This is a huge honor,” Blankenship told the crowd. “I can’t believe I’m standing up here tonight.” Blankenship said that when he first heard he was nominated for Texas Quality Dealer, he didn’t believe it. “It was amazing to me that I could be with some of those quality dealers in Texas and be part of that,” he said.

“Now being here is really surreal.” Blankenship thanked his wife, Erika, who was with him on the stage, for her support. Blankenship praised Jeff Martin, Texas IADA’s executive director, and NIADA CEO Steve Jordan for the work they do. He also thanked his staff. “I tell you what. It’s not me who deserves this award,” he said. “We’ve got an amazing team back in Austin, Texas. I’ve got some really quality people back there.” Blankenship has been in the car business for 25 years. He said his passion for the business came at an early age through working with his father. He began selling cars at a local dealership in between semesters at college. Blankenship started his own dealership in 1995 with money he’d saved from selling a few cars. He started his second location at a former warehouse that had stored exotic extracts and spices, so it always smelled amazing and his customers loved it, Jordan said.

Blankenship continued to grow the business, and now has three locations where he employs nearly 100 people and sells more than 4,000 cars a year. “Every employee is trained and expected to hold this goal: to ensure their company is truly a better place to buy a car,” Jordan said. He said Blankenship invests heavily in ongoing training and education of his team to create “a culture of compliance.” Blankenship and his family support various charities, including Mobile Loaves and Fishes, an organization that prepares and delivers meals and clothing to people in need, among other causes. Blankenship hosts customer appreciation days where he and his employees cook food and serve their customers. He also holds drives to collect and donate new backpacks to at-risk students and is actively involved in providing local scholarships for schools, Jordan said. The NIADA also honored two runners-up.

NEXT ISSUE: CLASSIC CARS

USED CAR NEWS


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10 • July 3, 2017

USED CAR NEWS

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J.D. Power Valuation Services recently published a study covering how rental fleet penetration can affect residual values. Rental fleet penetration refers to the percentage of new vehicles sold to rental companies. When rental companies are finished using vehicles, they dispose of them in a way that minimizes losses and maximizes profits. In many instances, rental fleet companies usually sell large quantities of off-rental units around the same time. Most often, the concentrated influx of off-rental supply places negative downward spirals on used-car prices. When rental fleet increases, depreciation also increases. “When you increase rental fleet by 10 percent, 2 percent to 4 percent rental depreciation occurs and increases by 4 percent to 6 percent,” said Jonathan Banks, executive analyst for J.D. Power Valuation Services. This means that a Honda, with almost no rental penetration, is go-

ing to depreciate by two percent to three percent less than another model. Rental, leasing and incentives can have a negative impact on resale values if they become overdone. High rental fleet sales can have a longer-term impact on the brand value of a manufacturer or it can be seen as a byproduct of brand weakness. Brands or models that are consistently associated with high rental fleet penetration frequently exhibit weaker quality or reliability characteristics or consumers perceive them less favorably. There are two possible reasons for this decline. First, high rental fleet prices could cause the value of a brand to decline. Second, the same problems that could lead to high rental fleet prices, such as slow retail sales, can also lower a brand’s value. If rental fleet penetration does have a clear negative effect on brand value, there should be a clear connection in a time span long enough for consumer views to change.

Authorities Charge Man in Murder of Dealers CLEVELAND (AP) – Authorities say a 29-year-old man has been charged with aggravated murder for killing a couple at their used-car store in Cleveland after matching his DNA to evidence gathered at the crime scene. Records show 29-year-old Joseph McAlpine was arrested and charged Tuesday for fatally shooting 47-year-old Michael Kuznik and 46-year-old Trina Tomola in April. McAlpine has not appeared in court. An online court docket

doesn’t indicate if he has an attorney. The couple was found by their 19-year-old son. Both victims were shot in the head. Police say two cars, surveillance equipment and computers containing business records were taken from the business. The family’s dog also was killed. Cleveland.com reports McAlpine was released from prison last year after serving nine years for robbing a pregnant woman at knifepoint.

Killer Also Sets Fire at Store NEW HAVEN, Conn. (AP) – A Connecticut man already serving a 45-year prison sentence on a felony murder conviction has pleaded guilty to an unrelated charge of setting fire to a car dealership. The New Haven Register reports that 51-year-old Nicholas Papantoniou was sentenced to five years in prison after pleading guilty to thirddegree arson. Under an agreement with prosecutors, the sentence will run concurrently with the murder sentence. Authorities say Papantoniou climbed onto the roof of Primetime Auto Sales and Repair in May 2014

and poured gasoline down a vent shortly before the fire erupted. No motive for setting the fire was given. His lawyer says he denies involvement in the fire but “thought it was in his best interest to accept the plea deal, given the jail credit and his current sentence.” Papantiou is in prison for the murder of Larry Dildy. Papantiou and another man attempted to rob Dildy in his apartment. Dildy was shot and stabbed during a fight that ensued after he answered his door and Papantiou attempted to force his way in.


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12 • July 3, 2017

USED CAR NEWS

IQS – Continued from page 1

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But, he said, buyers typically are enthralled with their beautiful new vehicles and want to take them home to show off – thinking, often falsely, that they can figure out the features on their own later. The J.D. Power executive said driver assist controls like adaptive cruise and parking assist can confuse owners. “I don’t foresee a tidal wave of problems here but rather a kind of drip-drip,” he said “It’s an important concern because there will be more (controls) coming and the industry must be careful not to move too fast.” Another irritant is controls that get people to do what they don’t

want to do. Top problems with audio/communication/entertainment/navigation systems included voice recognition and the pairing of a phone with the vehicle’s system. Market segment award winners for 2017 included Chrysler Pacifica (minivan); Ford Mustang (midsize sporty), GMC Terrain (compact SUV), Kia Cadenza (large car), Kia Niro (small SUV) and Toyota Camry (midsize car). The Initial Quality Survey is designed to address defects and malfunctions plus features consumers report as not designed right in the first place.

Transporters Offer More As volumes swell in the wholesale market, somebody has to move all that metal. As a result, transporters and their partners in the auction business are investing in personnel and services. NextGear Capital, the floor plan arm of Cox Automotive, is partnering with sister company Ready Logistics to deliver transportation financing. Now available nationwide, clients of both Cox Automotive brands can buy, floor and transport vehicles in one transaction. NextGear is offering a deferred payment option that keeps transportation costs on hold until the vehicle is sold. Available to NextGear Capital clients who buy vehicles anywhere Ready Logistics services, dealers can see transport costs associated with a vehicle and take advantage of an in-lane or online checkout. They only pay NextGear Capital for their financed vehicle and

transportation purchase. MetroGistics has hired Lainey Strohmeyer as director of human resources. Earlier this year MetroGistics Holdings and equity partner Tailwind Capital acquired AmeriFleet, North America’s top fleet logistics and services company. Strohmeyer will oversee human resources at both organizations as they integrate staff and operations. Even classic car auction Mecum Auctions is adding transportation services. The company launched Mecum Auto Transport to offer enclosed auto transport services to its buyers and sellers. Mecum Auto Transport has already undertaken the enclosed transportation of several notable collections, including vehicles from late Chevrolet dealer Bob McDorman. The company has also successfully transported more than a thousand individual vehicles to and from its most recent auctions.


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14 • July 3, 2017

USED CAR NEWS

Case Against Dealer Backfires

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Dealer communication only; not intended for retail purchaser. Neither JPMorgan Chase Bank, N.A. nor any of its affiliates are affiliated with ADESA, Inc. or Manheim, Inc. © 2017 JPMorgan Chase Bank, N.A. Member FDIC. All rights reserved. (17-020) 04/17

JACKSONVILLE, Fla. (AP) – Three men and a woman headed home to Florida in a rented Ford were pulled over for a minor traffic infraction by the Nevada Highway Patrol. It was a K9 unit. The dog found 110 pounds of marijuana the group had bought in California. As the car was being searched, Devin Peterson jumped into an unlocked police SUV and sped away. Minutes later, he would pull over to the side of the road and use the shotgun from the police car to kill himself. The drug buy had been unwittingly financed by federal agents trying to sniff out a suspected moneylaundering ring operating through a used-car dealership. “None of this would have happened if the government wouldn’t have funded this trip,’’ said Chris Magliano, Devin’s best friend who was there in the car that day. ``We wouldn’t be sitting here talking about Devin being dead, or me being on house arrest.’’ For months, the IRS had been funneling hundreds of thousands of dollars in cash to Manuel ``Alex’’ Rodriguez, who boasted to an undercover agent about his connections to a vast criminal network. Magliano said he still can’t figure out why federal agents believed Rodriguez. The IRS’s Criminal Investigation Division gave Rodriguez $700,000 in cash. But he was not the advanced criminal he made himself out to be. The money ended up in the bank accounts of Rodriguez’s friends and relatives. They wired it overseas. “Mr. Rodriguez was a virus,’’ said Jesse Dreicer, a lawyer who repesented another defendant in the case and one of only two attorneys to refuse a plea deal and go to trial. In March 2012, an agent named Chad Cooper approached a usedcar store on Atlantic Boulevard. Working undercover, Cooper said he wanted to do a cash deal with Hedar Khlaf, the owner of Capitol Motors. No paperwork. Khlaf was wary. He wanted nothing to do with Cooper, according to Khlaf’s attorney, Mitch Stone. Agents shifted their efforts to Rodriguez, who went to high school with Khlaf. Khlaf disputes his relationship to Rodriguez. Stone said Rodriguez had been fired from his job at the used-car store and was acting on his own when he represented himself as a go-between between the agent and his former boss. Rodriguez told a very different story at trial. Enlisted as a middle man, Rodriguez was told to figure out whether Cooper, who had been representing himself as an ecstasy dealer needing a way to launder his proceeds, was actually a cop.

A former Jacksonville Sheriff’s Office patrolman who worked security at a nightclub owned by Khlaf, entered Cooper’s name into a national crime database. Nothing suspicious came up. “And that’s when (Khlaf ) told me pretty much that he wants me to go ahead and help him out with this guy,’’ Rodriguez said at trial. “And I agreed to it.’’ In dealing with agent Cooper, Rodriguez said he was laundering money through Khlaf, according to Stone, who heard their recorded conversations. “Had they checked his story more thoroughly, they would have realized that he was lying to them about how the money was being laundered,’’ Stone said. Take, for example, Dubai. In the conversation Khlaf had with Cooper at the onset of the investigation, he had made an offhand remark that some people avoided taxes by shipping cars to Dubai, according to Stone. In a later recorded conversation, Cooper asked Rodriguez if they were doing that at Capitol Motors, Stone said. But what Rodriguez was saying wasn’t true, Stone said, and the agents working the case should have known that. “How would you do that without having any paper trail through Customs, through Port?’’ he said. “It was clearly a lie that could have been checked.’’ All told, the federal government would give Rodriguez $700,000. The last $200,000 was never recovered. “I couldn’t keep up with that amount of money coming in and trying to find people to do this,’’ Rodriguez said during his trial. “So I was just kind of struggling.’’ That was when Rodrigiuez came up with a plan to drive to California and buy a trunkload of pot with the government’s money A few days later Rodriguez, his girlfriend and two associates were eastbound on Interstate 80 when Rodriguez was pulled over for following too close to the vehicle in front of him. This led to the wild scene straight out of a movie. After the arrests, Rodriguez became the government’s star witness as the case moved toward trial in federal court. Khlaf, who agents had initially targeted, pleaded only to a failure to file a single tax form on one transaction. He was sentenced to a year and a day in prison. Rodriguez pleaded guilty to conspiracy to commit money laundering. He received three years and five months in prison, about a third of what the minimum sentence would typically call for. Nobody else received time in prison.


Congratulations, David! Your employees, colleagues and friends at City Auto, City Auto Finance, Dealers Auto Auction Group and Pace Financial wish to extend our sincere congratulations for this well-deserved title. As you begin your service as the 2017-2018 NIADA President, we look forward to celebrating in your successes along the way. Thank you, David Andrews, for your dedication to independent dealers and to our great industry.


16 • July 3, 2017

PEOPLE IN THE NEWS United Way Salutes KAR CEO KAR Auction Services Inc. was honored with two prestigious awards from United Way of Central Indiana.

Jim Hallett KAR Chairman and CEO Jim Hallett was named Exceptional Executive for 2017, and KAR was recognized with the Spirit United Award, the United Way’s highest corporate honor. The United Way of Central Indiana hosted

its annual meeting on June 6, where supporters and contributors were recognized with individual and company awards. The Spirit United Award is United Way’s most prestigious company award and was given to four companies that have consistently supported and generously donated to the United Way of Central Indiana. The Exceptional Executive individual award is given to a business leader who has made a significant impact on the community. Each year, KAR participates in an annual United Way Giving Campaign, during which employees are encouraged to donate. KAR then matches all employee contributions dollar for dollar. Last year, KAR raised more than $240,000 through campaign activities.

Auction Shuffles Sales Team

Johnathan Hollis joins Charleston as the new digital development representative for the greater Atlanta market. Hollis will continue to grow the auction’s digital footprint with products like Dealer Feed and XL Online. Before joining Charleston, Hollis was with Automotive Finance Corp.

Charleston Auto Auction announced additions and changes to its sales team. Krysten Hohl assumes the newly created position of national remarketer. Hohl will work with the auction’s current institutional clients. Before this position, she was a dealer relations representative serving dealers in northeast South Carolina and southwest North Carolina. Hohl has an extensive sales background including time at ADESA and Verizon Wireless. Rachel Cortes will be the new dealer relations representative for territory one. Cortes will be providing aucMegan Demaree tion solutions to both buyers and sellers in Hollis’ background northeast South Carolina and southwest includes time with with North Carolina. KAR Auction Service.

Hollis has also served on the board of directors for the Georgia Independent Automobile Dealers Association. Megan Demaree will transition to her new role of senior dealer relations representative. Demaree will continue to service the dealers of southeast South Carolina, western Georgia, and northern Florida. Also, she will be instrumental in the growth and development of the auctions sales team.

NIADA Honors Attorney Attorney Tom Hudson of Hudson Cook LLC has been selected as the newest member of the National Independent Automobile Dealers Association’s Ring of Honor. NIADA’s Ring of Hon-

USED CAR NEWS

Tom Hudson

or recognizes allied industry leaders who have contributed to the professionalism and growth of the automobile industry through outstanding performance and leadership. Hudson’s career spans more than four decades, from a start-up law practice in 1973 to becoming a founding partner of a firm, a CEO and editor of a service that reports on legal issues in the auto finance and lease industry.

STYLE IS OUR

MIDDLE NAME CHRYSLER TOWN & COUNTRY JEEP® GRAND CHEROKEE RAM 1500 Certified off-lease vehicles are hitting the auction lanes. Build your inventory with vehicles that will have your customers riding in style.

Why do business with Santander Consumer USA? Because we are...

INNOVATIVE Visit ChryslerDirect.com or ADESA.com/dealerblock to view available vehicles. ©2017 Chrysler Capital. Chrysler Capital is a registered trademark of FCA US LLC and licensed to Santander Consumer USA Inc. Lease agreements are owned by CCAP Auto Lease Ltd. and serviced by Chrysler Capital. Chrysler, Jeep and Ram are registered trademarks of FCA US LLC. CC-AD_61107-4 _061917

Keeping a leading position in the industry requires commitment to innovation. You can expect us to seek this in the vehicles we offer, as well as our service, prices, value, selection, performance and customer satisfaction. It’s why we remain one of the largest remarketers of vehicles in the country. © 2017 Santander Consumer USA Inc. All Rights Reserved. SC-AD_60919-0_061617


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18 • July 3, 2017

USED CAR NEWS

RETAIL MARKETS KANSAS

Rex Echer, owner, The Car Shoppe, Salina, Kan.: “We’ve been in business for 35 years. “We have one location. “Right now, we probably have 70 in inventory. This time last year, we probably had between 60 and 70. “We sell 25 to 30 a month, on average. “We buy our inventory from new-car stores and auctions. We also buy off the street – wherever we can get them. It’s changed over time. I just think over the years you get more contacts. That makes it a little bit easier. “We do buy-here, pay-here and cash deals. “I suppose our average retail price is about $12,000. “The average model years are 2010s to 2014s. “Average mileage is 80,000 to 150,000. It’s harder to find anything with good mileage. For the buy-here, pay-here stuff, I don’t know what good mileage is anymore. Maybe 150,000 or less.

“For cash cars that we send through traditional financing, we’ll take them anywhere from 35,000 to 100,000. Truck mileage would be higher than that. “We used to be 50/50, between straight retail and buy-here, pay-here. We’ve tightened up a little bit. We’re not doing quite as much buy-here, pay-here. It’s a little safer. Now we’re probably doing 70/30, straight retail to buy-here, pay-here. “(Inventory) is probably 50/50 domestics to imports. “Trucks are maybe 40 percent of what we do. We do quite a bit of truck business. “Reconditioning costs depend on the car. But overall it’s probably $1,000 a car. The older cars take more recon. It’s gone up this year. It’s crazy. “We do that work inhouse. We have a full service department. That business is OK. It’s hard to find good techs, though. “We use ‘Wheels for You’ in print. But we do quite a

bit of advertising on the Internet. “Our cash business has gotten better.”

NORTH CAROLINA

Michael Darrow, owner, The Auto Traders, Durham, N.C.: “We’re celebrating our 20th year in July. “We opened our second location in June. So we’re stepping out a bit. What prompted that is an increase in sales. “I don’t want to say that we’re dialed in completely, but I think we’ve gotten to the point where things are looking good. We’re positive about the economy. Also, my son, Patrick, graduated from college and he’s come to work for me. He’s heading up our F&I and doing a fabulous job. “Right now we’re carrying 55 to 60. That’s an additional 15 units compared to last year. “Sales have ramped up. Right now we’re averaging

Compiled by Jeffrey Bellant about 38 sales per month. Last year we were averaging about 28. “Average retail price on the lot is about $11,700 to $11,900. “Our cars primarily come from the auction. We go to Greensboro Auto Auction. We also buy a lot from CarMax auctions. We go to some of the other independents. We go to Manheim and ADESA, as well. “We do a lot of subprime and we dabble in buy-here, pay-here. We’ll do about two to three units per month in buy-here, pay-here. Subprime is about 40 percent of what we do. “The lenders have tightened up a little bit, which is where we’ve seen more opportunity for buy-here, payhere. Now a lender says, ‘That’s a $900 fee,’ that’s when we’ll keep it in-house. “Inventory is probably about 60/40 domestic to import. We really have a high concentration of SUVs. We love trucks, we just can’t afford them. We have a high

concentration of sedans. “We really try to focus on the SUVs. We get a great turn on those. “Average mileage is 88,000 to 90,000. The average model year is 2010. That’s about the same as this time last year. “Average reconditioning costs have gone up. Inventory is harder to find and harder to buy. You’re buying stuff that you never even used to look at. You think, ‘Well, I can put a bumper cover on that.’ So our average recon is about $512. I mean, a couple of years ago, I wouldn’t look anything that needed $500. So our average recon was $300-and-something. “We outsource that work. But with the new location, we have two service bays. So we’re going to start doing some of that recon work in-house. “We’re really diverse on our marketing and advertising. We really spread it out among the third-party providers.”

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USED CAR NEWS

July 3, 2017 • 19

WHOLESALE MARKETS PENNSYLVANIA

Jim Gaughan, president/ founder, North East Pennsylvania Auto Auction, Scranton, Pa.: “We’ve been in business 18 years. We have six lanes. Generally, every week we run five lanes of cars. Then we have one lane for a video sale. We’ll run ‘absolute’ cars – cars that will be definitely sold. We run in-op cars. They’re all online and simulcast, too. We usually have 25 ‘absolute sales’ a week. We’ll also do about 25 in-ops a week. We also run bank units in that lane. “We’re running about 750 to 800 a week. Although customers have been sending fewer cars – per customer – we’ve been able to close the gap. We find new customers that are looking for good (run) numbers and we fill the void. “We’re two hours from New York City, two hours from Philly and two hours from Syracuse. So there are a lot of dealers in that area selling cars.

“Our sales percentage has been strong. We’ve been running 65-70 percent of the cars we run. “Now when you have a strong (physical) auction in a region and it is a partner with its consignors, that’s the best of both worlds. You have the live in-lane experience with hundreds of dealers packing the lanes. “You also have the simulcast that is in the lane. We’ll get another 75 to 100 dealers logging on. “We give our consignors great rates and getting steady performances for years. They are partners more than customers. We run 30 to 40 bank units. “Within the next year, we’re relocating into a larger facility about four miles a away. Right now, we’re not at a location where we can add additional lanes. We have 18 acres. “Our new location will be 60 acres and we’re intending to grow into eight lanes. We’re going through the permitting process now so

we can focus on breaking ground in the fall. “We had a good ending to May. June kind of started off good but it kind of fizzled out in the middle. We’re still having some good sales. “We have a GSA sale. We run it about once a month. Generally, those are cars and trucks. We usually run between 70 and 100 a month. “We use Edge online. We were actually on their initial rollout, one of the first three auctions to use their current simulcast portfolio. “Our main stuff is $20,000 and under. We’re an auction where you can send anything. “We’re online and we do great CRs (condition reports). Condition reports are everything. “We do a great job of transporting cars. We have a sales staff that will go to your dealership to bring your checks or pick up your titles. “We’re the person you call that answers the phone.”

TEXAS

Compiled by Jeffrey Bellant

Charles Furr, general manager, Lubbock Auto Auction, Lubbock, Texas: “On July 27 we’re having our 71st anniversary. We are the second oldest independent auction in the nation. We started in ’46 and Rawls Auto Auction started in ’38. “I’ve been here since 1982. “We put in a fourth lane this year. Overall, we are ahead of last year. June wasn’t as good as last year, but we had our anniversary sale for the whole month in June. So that’s why I feel June was a little bit better last year. “Since we put the fourth lane in, we’ve sold a higher percentage. We’re getting the cars in quicker. Consignment is a little ahead of last year. So we’re still running 250 (units). On June 22 we had a 49-percent sale. “We’ve done some different things this year. We hired a couple of salespeople to go out to dealers and generate cars. We’ve definitely increased our partici-

pation (in the lanes). “The lower-mileage nicer units are still bringing top money. There is a strong demand for vehicles under 50,000 miles. “Our volumes are probably running 40 percent fleet/lease/repos, 40 percent franchise consignors and 20 percent independents. “Online we use AWG. Participation is increasing. Even locally I see more people coming out to preview the cars and then buy online at their office on sale day. “We do non-drivables at our sale. Those run at the end of the sale. We sell wrecks that still have a good title. “In our regular sale, we average $8,000 (at the block). “I’m a member of the NCM 20 Group for independent auctions. The group is coming in to have a meeting here at the end of July. Some will participate in our anniversary sale. We had about 400 cars last year, so I think we’ll match that.”

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ACTUAL WHOLESALE AND PROJECTED RESIDUAL VALUES JULY 2017

SOURCE: BLACK BOOK

2012 MODELS

2014 MODELS Recorded Figures

Recorded Figures

Projected Figures

Projected Figures

DOMESTIC CARS Cadillac CTS 3.6 4D Sedan Chevrolet Cruze LS 4D Sedan Chevrolet Impala LS 4D Sedan Chrysler 200 Touring 4D Sedan Chrysler 300 base 4D Sedan Ford Focus SE 4D Sedan Ford Mustang base 2D Coupe Ford Taurus SEL 4D Sedan Buick LaCrosse 4D Sedan Lincoln MKS 4D Sedan

Jun ‘16 16,600 7,150 7,900 7,950 12,450 6,750 11,100 11,300 12,550 15,000

Dec ‘16 13,800 5,450 6,100 6,150 9,850 5,150 9,400 9,250 10,100 12,100

Jun ‘17 12,600 5,250 6,000 5,650 9,450 4,900 8,950 8,700 9,550 10,700

Jun ‘18 10,175 4,450 5,125 4,625 8,150 4,025 7,650 7,300 8,225 9,575

June ‘19 8,325 3,650 4,375 3,775 7,075 3,300 6,500 6,175 6,975 8,200

DOMESTIC CARS Buick LaCrosse Leather 4D Sedan FWD Cadillac CTS 3.6 Premium 4D Sedan Chevrolet Cruze LS 4D Sedan Chevrolet Impala LS 4D Sedan Chrysler 200 Touring 4D Sedan Chrysler 300 base 4D Sedan Ford Focus SE 4D Sedan Ford Mustang base 2D Coupe Ford Taurus SEL 4D Sedan Lincoln MKS 4D Sedan

Jun ‘16 18,150 33,500 9,650 15,250 10,300 15,550 9,500 14,700 15,000 20,250

Dec ‘16 15,350 27,700 7,850 13,000 8,600 13,700 7,650 12,400 13,000 17,250

Jun ‘17 14,450 25,350 7,600 12,400 8,300 13,250 7,600 12,850 12,650 15,700

Jun ‘18 12,600 20,975 6,500 10,600 6,850 11,550 6,200 10,500 10,925 14,000

June ‘19 10,725 17,250 5,350 9,025 5,700 9,900 5,100 9,000 9,250 12,050

IMPORTED CARS Acura TL base 4D Sedan BMW 3-Series 328i 4D Sedan BMW 7-Series 750Li 4D Sedan Honda Accord LX 4D Sedan Hyundai Sonata GLS 4D Sedan 2.4 Mercedes-Benz E Class E350 4D Luxury Sedan Mitsubishi Lancer ES 4D Sedan Nissan Altima base 4D Sedan Nissan Altima S 4D Sedan Nissan Sentra base 4D Sedan Toyota Camry LE 4D Sedan Toyota Corolla LE 4D Sedan Volkswagen Jetta SEL 4D Sedan Lexus ES 350 4D Luxury Sedan

Jun ‘16 15,800 16,800 29,500 10,150 8,200 19,600 6,300 8,550 9,050 6,500 10,100 7,900 9,600 17,500

Dec ‘16 13,150 12,900 24,000 8,300 7,000 16,900 4,700 6,550 6,950 4,950 8,500 6,500 7,775 15,000

Jun ‘17 11,100 11,500 19,500 7,900 6,300 14,500 4,150 6,150 6,550 4,700 7,750 6,550 7,525 13,400

Jun ‘18 9,475 9,250 16,200 6,800 5,750 11,825 3,400 5,375 5,725 3,975 6,875 5,600 6,225 11,025

June ‘19 7,700 7,600 12,400 5,750 4,875 9,425 2,775 4,575 4,850 3,325 5,950 4,825 5,100 9,100

IMPORTED CARS Acura TL base 4D Sedan BMW 3-Series 328i 4D Sedan BMW 7-Series 750Li 4D Sedan Honda Accord LX 4D Sedan Hyundai Sonata GLS 4D Sedan 2.4 Mercedes-Benz E Class E350 4D Luxury Sedan Mitsubishi Lancer ES 4D Sedan Nissan Altima base 4D Sedan Nissan Altima S 4D Sedan 3.5 Nissan Sentra S 4D Sedan Toyota Camry LE 4D Sedan Toyota Corolla LE 4D Sedan Volkswagen Jetta SEL 4D Sedan Lexus ES 350 4D Luxury Sedan

Jun ‘16 20,600 20,650 47,500 14,750 11,200 27,700 8,700 11,600 13,300 9,700 12,250 11,100 13,100 24,200

Dec ‘16 18,400 17,700 42,250 12,550 9,950 24,300 6,750 9,700 10,800 8,200 10,950 10,450 12,800 21,700

Jun ‘17 15,550 16,250 34,500 11,400 9,550 23,300 6,050 9,300 10,650 8,100 10,900 10,150 11,750 20,300

Jun ‘18 13,325 13,275 29,750 10,375 8,375 18,800 5,050 8,100 9,125 6,850 9,600 8,875 10,400 16,750

June ‘19 10,950 10,800 22,725 8,850 7,075 15,125 4,125 6,850 7,750 5,725 8,300 7,675 8,675 13,800

TRUCKS BMW X3 XDrive28i 4D SAV Cadillac Escalade base 4D SUV AWD Cadillac SRX Luxury 4D SUV AWD Chevrolet Equinox LS 4D SUV FWD Chevrolet Silverado 1500 LT Ext Cab 4D Chevrolet Tahoe LS 4D SUV 4WD Dodge Grand Caravan SE Wagon Ford Edge SEL 4D SUV FWD Ford Escape XLT 4D SUV 4WD Ford Explorer XLT 4D SUV 4WD Ford F150 XLT Supercab Ford Flex SEL 4D SUV FWD Honda CR-V LX 4D SUV AWD Honda Odyssey LX Wagon Honda Pilot EX-L 4D SUV 4WD w/RES Jeep Grand Cherokee Laredo 4D SUV 4WD Jeep Wrangler Unlimited Sahara 4D SUV 4WD Kia Sportage LX 4D SUV FWD Nissan Murano SL 4D SUV AWD Ram 1500 SLT Crew Cab Toyota 4Runner SR5 4D SUV 4X4 V6 Toyota Tacoma Prerunner SR5 Double Cab V6

Jun ‘16 18,900 30,950 21,000 10,000 19,000 23,000 9,800 13,950 11,650 18,800 16,700 15,200 13,350 13,150 22,400 18,550 24,850 10,400 18,950 18,500 23,600 21,025

Dec ‘16 15,100 27,500 16,400 8,800 17,000 19,000 7,800 11,600 9,650 15,400 14,300 12,800 11,250 10,750 19,050 15,300 24,500 8,750 15,000 16,200 21,750 19,775

Jun ‘17 13,300 25,800 14,900 7,650 16,200 16,200 7,100 10,700 8,750 14,000 13,400 11,300 11,050 10,250 17,100 15,150 23,400 7,850 12,650 14,200 21,950 19,175

Jun ‘18 11,550 21,300 12,325 6,500 14,675 14,775 5,925 8,850 7,350 12,475 12,125 9,550 9,975 8,425 14,650 12,775 21,975 6,700 10,650 13,525 19,325 18,025

June ‘19 9,650 17,650 10,475 5,350 13,125 12,375 4,875 7,300 6,125 10,725 10,825 8,100 8,750 7,000 12,425 11,050 20,400 5,725 8,700 12,275 16,950 16,425

TRUCKS BMW X3 XDrive28i 4D SAV Cadillac Escalade base 4D SUV AWD Cadillac SRX Luxury 4D SUV AWD Chevrolet Equinox LS 4D SUV FWD Chevrolet Silverado 1500 LT Crew Cab 4WD Chevrolet Tahoe LS 4D SUV 4WD Dodge Grand Caravan SE Wagon Ford Edge SEL 4D SUV FWD Ford Escape SE 4D SUV 4WD Ford Explorer XLT 4D SUV 4WD Ford F150 XLT Supercab Ford Flex SEL 4D SUV FWD Honda CR-V LX 4D SUV AWD Honda Odyssey LX Wagon Honda Pilot EX-L 4D SUV 4WD w/RES Jeep Grand Cherokee Laredo 4D SUV 4WD Jeep Wrangler Unlimited Sahara 4D SUV 4WD Kia Sportage LX 4D SUV FWD Nissan Murano SL 4D SUV AWD Ram 1500 SLT Crew Cab Toyota 4Runner SR5 4D SUV 4X4 V6 Toyota Tacoma Prerunner SR5 Double Cab V6

Jun ‘16 24,750 41,550 27,100 13,450 27,700 29,000 13,400 19,400 15,350 25,500 22,000 21,300 17,100 19,350 29,300 22,100 29,100 13,600 23,125 23,000 26,950 23,450

Dec ‘16 23,400 35,950 22,750 11,600 26,000 27,500 12,100 17,850 12,950 22,000 20,200 19,100 14,600 16,750 26,550 19,350 28,000 12,300 20,075 21,500 25,400 22,700

Jun ‘17 22,750 34,500 21,650 10,900 26,400 26,700 11,600 17,100 12,600 21,600 20,000 18,000 13,400 15,200 24,350 18,600 27,250 11,500 18,525 21,300 26,450 22,650

Jun ‘18 20,125 28,700 18,700 8,950 23,600 23,225 9,475 14,100 10,475 18,675 17,950 16,050 12,725 13,375 21,950 16,100 25,350 10,250 16,125 18,875 22,900 21,100

June ‘19 16,875 24,075 16,025 7,525 21,250 19,725 7,775 11,925 8,750 15,875 16,075 13,950 11,275 11,250 18,850 13,925 23,325 8,925 13,325 17,100 20,275 19,300

#s

2013 MODELS

2015 MODELS Recorded Figures

Recorded Figures

Projected Figures

Projected Figures

DOMESTIC CARS Cadillac CTS 3.6 4D Sedan Chevrolet Cruze LS 4D Sedan Chevrolet Impala LS 4D Sedan Chrysler 200 Touring 4D Sedan Chrysler 300 base 4D Sedan Ford Focus SE 4D Sedan Ford Mustang base 2D Coupe Ford Taurus SEL 4D Sedan Buick LaCrosse 4D Sedan Lincoln MKS 4D Sedan

Jun ‘16 19,200 8,600 9,100 9,050 14,850 8,300 12,500 13,550 15,700 18,250

Dec ‘16 17,000 6,900 7,700 7,550 12,800 6,600 10,900 11,250 13,650 14,950

Jun ‘17 15,800 6,250 7,450 7,250 11,700 6,050 11,100 11,100 11,750 13,650

Jun ‘18 12,800 5,550 6,325 5,950 10,625 5,150 9,150 9,375 11,100 12,000

June ‘19 10,500 4,550 5,400 4,900 9,175 4,225 7,825 7,900 9,450 10,300

DOMESTIC CARS Buick LaCrosse Leather 4D Sedan FWD Cadillac CTS 3.6 Luxury 4D Sedan Chevrolet Cruze LS 4D Sedan Chevrolet Impala LS 4D Sedan Chrysler 200 S 4D Sedan AWD Chrysler 300 S 4D Sedan V6 Ford Focus SE 4D Sedan Ford Mustang base 2D Coupe Ford Taurus SEL 4D Sedan Lincoln MKS 4D Sedan

Jun ‘16 19,850 33,600 10,950 16,700 16,500 23,350 10,900 19,300 18,000 24,100

Dec ‘16 16,200 26,400 9,500 14,400 15,150 20,450 9,450 15,750 15,000 20,000

Jun ‘17 15,700 23,800 8,950 13,300 14,450 19,200 9,000 15,400 14,350 18,800

Jun ‘18 13,800 19,775 7,700 11,400 12,075 16,800 7,675 12,250 12,600 17,075

June ‘19 11,800 16,350 6,375 9,725 10,075 14,350 6,325 10,600 10,775 14,750

IMPORTED CARS Acura TL base 4D Sedan BMW 3-Series 328i 4D Sedan BMW 7-Series 750Li 4D Sedan Honda Accord LX 4D Sedan Hyundai Sonata GLS 4D Sedan 2.4 Mercedes-Benz E Class E350 4D Luxury Sedan Mitsubishi Lancer ES 4D Sedan Nissan Altima base 4D Sedan Nissan Altima S 4D Sedan 3.5 Nissan Sentra S 4D Sedan Toyota Camry LE 4D Sedan Toyota Corolla LE 4D Sedan Volkswagen Jetta SEL 4D Sedan Lexus ES 350 4D Luxury Sedan

Jun ‘16 17,900 18,800 37,600 13,050 9,700 22,000 7,500 10,450 12,200 8,650 11,000 9,500 11,350 21,550

Dec ‘16 15,450 15,250 32,500 11,050 8,700 19,500 5,900 8,550 9,700 7,250 9,700 8,250 10,600 19,350

Jun ‘17 12,250 13,750 27,250 10,200 8,000 17,900 5,300 8,100 9,250 6,750 9,150 7,450 9,550 17,950

Jun ‘18 10,475 11,625 22,600 9,100 7,200 14,625 4,400 7,125 8,100 5,925 8,075 6,700 8,525 14,775

June ‘19 8,550 9,500 17,225 7,725 6,100 11,700 3,575 6,050 6,850 4,925 6,975 5,775 7,075 12,150

IMPORTED CARS Acura TLX Base 2.4L 4D Sdn BMW 3-Series 328i 4D Sedan BMW 7-Series 750Li 4D Sedan Honda Accord LX 4D Sedan Hyundai Sonata SE 4D Sedan 2.4 Lexus ES 350 base 4D Luxury Sedan Mercedes-Benz E Class E350 4D Luxury Sedan Mitsubishi Lancer ES 4D Sedan Nissan Altima base 4D Sedan Nissan Altima S 4D Sedan 3.5 Nissan Sentra S 4D Sedan Toyota Camry LE 4D Sedan Toyota Corolla LE 4D Sedan Volkswagen Jetta SEL 4D Sedan

Jun ‘16 24,200 24,150 62,700 16,700 12,700 27,500 34,300 10,100 13,050 15,150 11,100 14,450 12,350 15,100

Dec ‘16 21,300 20,000 53,500 14,550 11,200 25,300 30,000 8,550 11,050 12,550 9,650 13,050 11,050 14,200

Jun ‘17 18,950 19,250 45,500 13,550 10,850 24,600 29,000 8,400 10,900 13,250 9,100 12,250 11,100 13,350

Jun ‘18 16,575 16,025 38,150 12,125 9,475 20,400 23,700 6,750 9,400 10,950 7,925 10,725 9,575 11,650

June ‘19 13,925 13,075 29,425 10,350 8,025 16,875 19,250 5,525 8,000 9,325 6,625 9,275 8,275 9,750

TRUCKS BMW X3 XDrive28i 4D SAV Cadillac Escalade base 4D SUV AWD Cadillac SRX Luxury 4D SUV AWD Chevrolet Equinox LS 4D SUV FWD Chevrolet Silverado 1500 LT Ext Cab 4D Chevrolet Tahoe LS 4D SUV 4WD Dodge Grand Caravan SE Wagon Ford Edge SEL 4D SUV FWD Ford Escape SEL 4D SUV 4WD Ford Explorer XLT 4D SUV 4WD Ford F150 XLT Supercab Ford Flex SEL 4D SUV FWD Honda CR-V LX 4D SUV AWD Honda Odyssey LX Wagon Honda Pilot EX-L 4D SUV 4WD w/RES Jeep Grand Cherokee Laredo 4D SUV 4WD Jeep Wrangler Unlimited Sahara 4D SUV 4WD Kia Sportage LX 4D SUV FWD Nissan Murano SL 4D SUV AWD Ram 1500 SLT Crew Cab Toyota 4Runner SR5 4D SUV 4X4 V6 Toyota Tacoma Prerunner SR5 Double Cab V6

Jun ‘16 22,950 37,200 24,400 12,100 21,500 26,800 11,900 18,450 15,300 23,200 20,500 19,800 15,300 15,650 25,600 21,400 26,650 12,200 20,750 20,900 25,300 22,450

Dec ‘16 19,650 33,850 20,400 10,650 19,600 25,500 10,200 15,950 13,300 19,900 18,500 17,400 13,150 13,400 23,000 18,250 26,650 11,050 18,100 19,300 24,200 21,750

Jun ‘17 16,000 30,000 18,550 10,150 19,000 23,300 9,600 14,550 11,950 17,600 17,200 15,500 12,050 12,300 20,450 17,850 24,950 10,000 16,350 17,400 25,150 21,400

Jun ‘18 14,550 24,900 16,375 8,025 17,200 20,725 8,000 11,900 10,500 15,575 15,875 14,125 11,425 10,075 18,750 15,225 23,925 9,175 14,150 16,225 21,875 20,150

June ‘19 12,175 20,775 13,975 6,675 15,425 17,500 6,550 10,000 8,750 13,275 14,150 12,150 10,075 8,425 16,025 13,150 22,125 7,900 11,650 14,750 19,275 18,450

TRUCKS BMW X3 XDrive28i 4D SAV Cadillac Escalade base 4D SUV 4WD Cadillac SRX Luxury 4D SUV AWD Chevrolet Equinox LS 4D SUV FWD Chevrolet Silverado 1500 LT Crew Cab 4WD Chevrolet Tahoe LS 4D SUV 4WD Dodge Grand Caravan SE Wagon Ford Edge SEL 4D SUV FWD Ford Escape SE 4D SUV 4WD Ford Explorer XLT 4D SUV 4WD Ford F150 XLT Supercab Ford Flex SEL 4D SUV FWD Honda CR-V LX 4D SUV AWD Honda Odyssey LX Wagon Honda Pilot EX-L 4D SUV 4WD w/RES Jeep Grand Cherokee Laredo 4D SUV 4WD Jeep Wrangler Unlimited Sahara 4D SUV 4WD Kia Sportage LX 4D SUV FWD Nissan Murano SL 4D SUV AWD Ram 1500 SLT Crew Cab Toyota 4Runner SR5 4D SUV 4X4 V6 Toyota Tacoma Prerunner Double Cab V6

Jun ‘16 29,850 58,550 33,900 16,000 29,300 35,500 16,300 23,100 17,300 26,700 24,800 23,600 19,850 21,850 31,400 24,800 30,600 15,150 29,050 24,800 30,050 23,650

Dec ‘16 26,250 50,900 27,600 13,550 28,200 34,000 13,600 20,250 15,200 25,200 23,000 20,200 16,350 19,950 28,800 22,100 29,650 13,550 26,500 23,500 28,800 23,800

Jun ‘17 24,600 50,100 25,050 12,300 28,700 34,100 13,700 19,850 14,400 24,000 22,300 19,600 15,050 18,050 27,300 22,300 29,000 12,850 25,200 23,500 27,900 23,850

Jun ‘18 21,275 42,400 21,725 10,075 25,200 28,575 11,050 16,300 12,375 21,575 19,700 17,025 14,250 15,550 24,300 19,250 26,750 11,400 21,275 20,250 25,350 21,700

June ‘19 17,925 35,700 18,675 8,500 22,775 24,425 9,125 13,875 10,400 18,325 17,675 14,950 12,675 13,125 21,000 16,700 24,525 9,975 17,675 18,225 22,475 19,850


USED CAR NEWS

DISCONNECTED JOTTINGS FROM I recently returned from a trip to England – a monthlong, self-indulgent visit with my brother and sisterin-law for no other reason

TONY MOORBY

of May, the air was bracing and briny – you’re never far from the sea over there – and we had a mixed bag of weather for the duration,

Tony Moorby

• 50-year veteran of the industry • President from 1997–2000 of ADT Automotive • Served as ADESA’s executive vice president of sales and marketing • Moorby & Associates 2006–present • Awarded the Ring of Honor by NIADA • NAAA Hall of Famer

than to “top up” on the little things that you miss and to visit with family. The flight with Delta/Virgin Atlantic through Detroit, of all places, was flawless and as convenient as possible, connecting through the same terminal. I never throw compliments around very easily where airlines are concerned. It’s just nice to say that everything went according to Hoyle. Arriving at the beginning

ranging from the fifties and blowing a gale to soporific, humid high eighties. Standard operating procedure for Blighty’s one-day summer! I really have no idea how one can afford to live even a relatively humble life over there any more. You probably know that gas costs an arm and a leg, but a simple trip to the grocery store would strip Croesus clean. You even have to pay for parking to visit the grocery

store. Can you imagine that at Kroger or Publix? Driving into London is an even more expensive undertaking. Apart from punitive parking charges (if you’re lucky enough to find a space) you have to pay an “access fee” of about $33 to get into the city. Even local towns seem committed to keeping customers out by making parking awkward and expensive. My brother Robin’s nearest market town is akin to a ghost town for most of the week. No one goes for a walk around the shops any more for socializing or gossip swapping with neighbors or shopkeepers. There’s no such thing as a local English soccer team anymore. I think there was one native Englishman on Chelsea’s squad for the FA Cup – I kid you not. I’m incapable of pronouncing the names of the players. Even the manager’s an Italian! Almost every club in the country is made up of for-

C R O S S WO R D

33. Less than the original price 35. Through, on a route 36. Classified sale clause, abbr. 37. Deck out 39. Never driven off the lot 40. Emblem 42. Event with price reductions 43. Atlanta’s state 45. 1000th of a volt 47. Transportation Department, abbr. 48. Lotus model 49. Have a pink slip for Down 1. Car classification 2. GMC SUV 3. Not a stick 4. Power measurement, for short

eigners. It’s now so embarrassingly bad that trying to put together an English team, consisting of Englishmen who can actually play soccer on the international circuit and win, is next to impossible. Even the nature of the game has changed. It’s all about possession and defense where the players spend more time in their own half kicking the ball to one another. It’s a real yawn. Just to keep things in balance, England’s still as charming as ever; fish and chips by the seaside, quiz night at the pub accompanied by proper beer, served at the proper temperature, English chocolate and candy, gardens tended with loving care, the countryside in full bloom amid the patchwork quilt of fields, the dawn chorus of birdsong with Blackbirds leading the choir, tea in the garden serenaded by

cooing turtle doves, leading to a pre-prandial gin and tonic and dinner with the doors and windows open wide with a zephyr scented by fresh-mown grass. Robin and his wife, Shannon, live near the Royal Horticultural Society’s gardens at Wisley in Surrey. You don’t have to be a gardener to be blown away by the stunningly colorful and artful plantings that change throughout the year. We visited art galleries and country houses, the ride through the countryside being its own reward. Politics there, like here, are in a state of turmoil, what with Brexit and an election upset as well as public safety from terrorist attacks, but jolly old England stands as steady as the castles that solidly remind folks of the value and attractiveness of its history.

To see past columns from Tony Moorby, visit www.usedcarnews.com/columnists/tony-moorby Digital version available at usedcarnews.com

By Myles Mellor

Across 1. Majestic Mercedes offering 5. Civic competitor 9. Former Dodge pickup truck 10. Toyota SUVs 13. Saturn model 14. Miata is one of its models 17. Car model 1991 “Legend” 20. Manufacture 21. Sliding door vehicle 23. It’s often in a tent, for car sales 25. Type of test 26. Fit 27. ___ hurry, 2 words 29. What Harry Potter is expert at 30. Dark red color 31. Scion model 32. Providence locale

July 3, 2017 • 21

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5. Signal 6. 7 seater minivan from VW 7. Hawaiian welcome 8. Braking system 11. Radial’s need 12. Luxury car from Hyundai 15. Anchorage state 16. Chevy pickup truck 18. Mpg category 19. Made in the USA 20. Twin cities state 22. Business promotion 24. Ford crossover 28. Civics and Accords 29. Nissan SUV 31. Whitewall, for one 33. Automatic worker on the assembly line 34. Viper maker

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Solution to this puzzle in the 7/17/17 issue. Call 1.800.794.0760 for a FREE subscription. Crossword_Template_7_3_2017.indd 1

6/26/17 10:26 AM


22 • July 3, 2017

USED CAR NEWS

AROUND THE BLOCK

Compiled by Jeffrey Bellant

ADESA, NIADA RAISE FUNDS

GOOD CAUSE: Jeff Baker, owner of Car City Super Center in Grand Rapids, Mich., second from right, shows off the check for his winning bid with, from left, T.C. Lozano, director of dealer sales for Insurance Auto Auctions; Doug Hadden, ADESA’s executive director of dealer consulting services; NIADA CEO Steve Jordan; Joe Keadle, CEO of Automotive Finance Corp.; and Tom Kontos, chief economist for KAR Auction Services.

An annual auction for charity raised more than $28,000 during the National Independent Automobile Dealers Association Convention & Expo in Las Vegas on June 15. ADESA, Automotive Finance Corp., and Insurance Auto Auctions of KAR Auction Services,

partnered to donate a 2016 Nissan Frontier SV crew cab pickup for the auction held in the middle of the exhibit hall on the last day of the convention. A crowd gathered around to participate and Jeff Baker, owner of Car City Super Store in Grand Rapids, Mich., raised his hand at

$28,000 for the final bid. People in the exhibit hall also gave some cash donations bringing the grand total to $28,675, according to ADESA. This is the fifth year the companies have partnered to raise money for the NIADA Foundation. The foundation provides educational opportunities, services and programs to auto dealers and members of the general public interested in the auto dealer professions. NIADA Foundation also develops scholarships for higher education among other charitable endeavors. Some of the Foundation’s past activities also include significant donations to charities like Heart of a Warrior Foundation, as well as disaster relief efforts and endowments for university scholarships.

Golf Event Helps Cancer Research Carolina Auto Auction’s 12th Annual Golf Tournament raised over $15,000 for melanoma cancer research at The Winship Cancer Institute of Emory University. This is the first year Carolina has tied the event to charity, and the event grew to include a number of celebrities, the largest sponsorship base they’ve ever had, and 110 golfers. The event was held May 16 at The Walker Course at Clemson University. The auction brought in special guests including: David Patten, a three-time Super Bowl champion with the New England Patriots; Tajh Boyd, former All-American Clemson quarterback; Miss South Carolina Rachel Wyatt; and Mrs. South Carolina Heather Crick. Carolina hosted a silent charity auction after the tournament and a live auction, including items from the 2016 National Championship team.

We invite news items and top-quality photos from our readers to be considered for “Around the Block.” Please include the name of a contact person and a telephone number. Send items and photos to: Jeffrey Bellant. Mail: Used Car News, 24114 Harper Ave., St. Clair Shores, MI 48080. Fax: (586) 772-9400 e-mail: jeff@usedcarnews.com

Yellow Camaro, l62,500 miles, new wheels Older cars make your drivers anxious? Maybe they don’t have the confidence to jump right in. GWC Warranty provides the confidence boost to turn car shoppers into car buyers. Don’t just tread water. Take your sales to the max.

GWCwarranty.com/Dealers

800.482.7357

© 2017 GWC Warranty is a trademark of GWC Warranty Corporation.


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DAN REEL

Owner, Reel’s Auto Sales

© 2017, Credit Acceptance Corporation. All rights reserved.

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NO ONLINE

FEE JULY 1– 31

© 2017 ADESA, INC.

Online fee for LiveBlock buyers will be waived for all open sale vehicles purchased on LiveBlock, July 1-31, 2017; closed sales are not included. Offer affects “online fee” only and does not affect stated “buy fees.” Offer valid for U.S. transactions only. ADESA reserves the right to alter or cancel this promotion at any time.

07/03/17  
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