Page 1

October 21, 2013

www.usedcarnews.com

ON THE WEB: Prices Same at New, Used Car Stores

SEE OUR AD INSIDE ON PAGE 8

Dealership Marks 80 Years of Service

With a few exceptions, consumers will find almost the same deals at both new- and used-car dealers. Car search website iSeeCars conducted an analysis of over 20 million used cars for sale by used- and new-car dealers throughout the U.S. Collectively, new-car dealers had slightly better prices, on average, by 0.26 percent.

RouteOne Partners with Finance Express

RouteOne LLC will now allow Finance Express’ pool of dealers to submit applications to all RouteOne lenders with whom they have an existing relationship.

Safety Ads Work Best To Sell Automobiles

Recent ads from major industry brands Chevrolet, Inifiniti, and Mercedes were found most compelling by consumers when they demonstrated the vehicle’s safety features – not speed, technology, or appearance.

Photo Courtesy of Powell Motors Inc. GREAT RIDE: Vince and Pam Powell recently celebrated Powell Motors Inc.’s 80th anniversary. The Portland, Ore., dealership was started by Vince’s father in 1933. This year, the dealership held a special gala to celebrate its success with its clients, vendors, staff and customers. By Jeffrey Bellant

When Vin Powell opened up an Oregon car dealership in 1933, he sold cars for $4 to $8, with a load of produce or wood thrown in to close the deal. His son, Vince Powell Jr., has carried on his father’s legacy – Powell Motors

Inc.’s tradition of sales and service. The dealership’s 80th anniversary featured a celebration that included a special dinner with autothemed decorations, a car show and prizes for the dealership’s clients, staff and longtime customers. A schedule of events was printed on a sheet that

resembled a window sticker and centerpieces included vintage hubcaps and license plates. Prizes included fancy pedal cars and numerous gift certificates, including weekend trips and admission to an area car museum. The event allowed Vince to reflect on how much things have changed over

the past 80 years. Cars on the lot now average between $8,000 and $12,000 and today the dealership uses AutoTrader.com, Craigslist and Cars.com to advertise. Despite the changes, the dealership remains strong, selling a couple dozen units a month. Continued on page 14

Rush - Dated Material

NADA Sees Used Vehicle Prices Slip

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The average price of used cars and light trucks up to eight model years in age fell 2.6 percent in September, marking the highest rate of decline recorded since the 2.9 percent tumble in October 2012, according to the National Automobile Dealers Association Used Car Guide. September ended a three-month period with depreciation averaging an unusually low rate of 1.2 percent. While the drop in September was higher compared to the previous 10 months, it was less severe than the 2.7 percent average rate of depreciation recorded for the past months of September from 2005 to 2012 (excluding the recession years of 2008 and 2009). As a result, NADA’s seasonally-

adjusted used vehicle price index ticked up to 124.8, onetenth of a point higher than August’s figure of 124.7. Along with the time of the year, larger quantities of oneyear-old units entering the used market also applied downward pressure on used prices in September. The number of 2013 model year units sold at auction last month–the majority coming fårom rental companies–grew by more than 24 percent compared to August. Compact car, midsize car and midsize van segments, which have experienced the highest price increases in the 2013 model year supply, fell by a combined average of 2.9 percent — the biggest price decline in September.

10/14/13 3:42 PM


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10/11/13 8:50 AM


October 21, 2013ÛÛÝÛۀ

USED CAR NEWS

States Hold Second Annual Regional Conference By Jeffrey Bellant

The second annual MidAtlantic Regional Independent Automobile Dealers Association Conference in Atlantic City has some e a r l y g o o d feedback. State associaReg tions inEvans cluding Maryland, Delaware, Pennsylvania, New York, New Jersey, Ohio and West Virginia partnered for the event at the end of September. The line-up of speakers and presenters were a who’s who of the used car industry, including people like Joe Lescota of the National Independent Automobile Dealers Association; attorney Tom Hudson of the law firm Hudson Cook; Ken Shilson, founder of the National Alliance of Buy-Here, Pay-Here Dealers and Chris Leedom

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of Leedom and Associates. Justin Marchuska of Just in Time Auto in Endicott, N.Y., said the conference exceeded his expectations. “I was clicking my heels,” he said. Marchuska has attended numerous conferences over the years, but had grown jaded until this show. He took back several ideas from the conference, though he didn’t want to give any secrets away. “But I’ve already started to (implement) an idea I got from the conference,” Marchuska said. Other speakers included sales trainer Jay Rose, AutoTrader.com’s Juan Flores and Robert Hollenshead, president of Buy Book Technologies. Tracks included information on legal compliance and digital marketing to tax planning and the new health care law. A warranty panel was held to assist dealers in that area. Reg Evans, executive director of the Pennsylvania IADA, has spearheaded this annual event.

Photo Courtesy of the MARIADA ROUNDTABLE: Attendees at the recent MARIADA conference take a lunch break from the conference in Atlantic City, which featured expert speakers from across the nation.

“Approximately 130 (people) from some 60 dealerships attended,” Evans said. “More than 50 exhibitors were in the exhibit hall.” Marchuska said he’s never been to a conference with the quality of speakers and experts like this conference. Evans said the associations made a big effort to get toptier speakers and experts for the event.

“We were fortunate to have so many excellent industryrelated speakers with expertise in their fields to speak to our dealers. “We had speakers from approximately 30 industryrelated companies.” Evans said organizers have received excellent feedback from dealers and will use it to make next year’s show even better.

“Next year, changes we would make include: more general session focus and fewer breakout sessions at the same time; more activities in the exhibit hall to encourage and facilitate more interaction between dealers and exhibitors; and more outside activities to keep (families) happy and occupied during the conference,” he said.

10/14/13 2:28 PM


 ÛÛ�ÛÛÛOctober 21, 2013

USED CAR NEWS

NEWS BRIEFS Certified Pre-Owned Sales Lower Due to Fewer Selling Days

with an expected maturity date of Sept. 29, 2014 and a two year variable funding note facility with an expected maturity date of Sept. 29, 2015. The proceeds of the notes were used to refinance the GN Funding II LLC facility that was due to mature on Dec. 31. The GN Funding II LLC facility has now been terminated. The new HFLF financing platform also provides for the issuance from time to time of medium term asset backed notes. g

According to AutoData Corp., CPO sales were 157,175, down 21.6 percent from August while up 1.6 percent up from September 2012. There were 23 selling days in September, 25 in September 2012 and 28 in August. Third quarter CPO sales were 540,383, up 16 percent from the third quarter a year ago and down 1.5 percent below the second quarter of 2013. This was the second highest of any quarter ever, bested by the second quarter of 2013. September year-to-date sales Westlake Announces Securitization Westlake Financial Services anwere 1,586,780, up 14.7 percent from September YTD 2012. nounced a new $200 million securitization joint led by Wells Fargo and the Royal Bank of Scotland. The securitization closed on Sept. Hertz Issues Fleet Notes Hertz Global Holdings Inc. an- 25, with all bonds sold on the invesnounced that its wholly owned sub- tor market. JP Morgan and Credit sidiary, Donlen Corp., has success- Suisse were co-managers on the fully completed the establishment of transaction. This is Westlake’s fourth securitia new fleet-lease securitization platzation in four years, all rated “AAA� form to finance its U.S. fleet lease opby Standard & Poor’s. erations going forward. In connection with the establishment of the new financing platC R O S S WO R D by Myles Mellor form, Hertz Fleet Lease Funding LP (HFLF), a wholly owned special PAGE 21 purpose subsidiary of Donlen, successfully completed a $1.1 billion financing, allocated between a one year variable funding note facility

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Its three previous securitizations tive dealers across the United have performed better than S&P States. projections. Its offerings include a number of services and technology tools to help automotive dealerships better Dealertrack Buys CFM, VINtek manage every aspect of the customDealertrack announced the com- er relationship, including prospect, pletion of its acquisitions of CRM sales, service and database marketprovider Customer Focused Mar- ing and communications. The agreement to acquire CFM keting Inc. and VINtek, a provider of automotive collateral management, was announced on Aug. 27. Established in 1990, Philadelphiaelectronic lien and title (ELT) and consumer automotive finance pro- based VINtek is a leader in delivering comprehensive ELT and colcessing services. CFM, established in 1997 and lateral management services to headquartered in Irving, Texas, more than 3,000 banks, automotive provides consumer marketing and finance companies and credit unions management services to automo- in the United States. 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: Ed Fitzgerald, Jenny King, Sheila McGrath 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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10/14/13 2:23 PM


October 21, 2013 �Ûۂ

USED CAR NEWS

KBB Offers Range of Values another person for the same car,� he said. “They’ll say ‘that’s a nice story but my car is better than his.’ Tell them that they know their car better than anyone. They want a level playing field.� KBB has been publishing vehicle values for 87 years. “But we don’t set the market, we reflect it,� Lange said, adding that the company will continue to stress transparency. Kelley said his company formerly did just monthly vehicle values. “We made a big investment to do weekly values – in infrastructure, technology and people,� Lange said. There are many criteria that go into making a vehicle price assessment and Lange said KBB is starting to take “a real hard look� at mileage. Lange cited statistics that show the auctions are doing 50,000 to 75,000 transactions per week. And in a survey, KBB found that used car dealers said the most important figure provided by KBB was the “asking price.� New-car dealers said it was the listing of the manufacturer’s suggested retail price. Lange said poor economic conditions can have a profound effect on someone trying to sell or trade-in his vehicle.

By Ed Fitzgerald

Rob Lange hears from frustrated dealers all the time about a customer coming in and quoting the value of a certain car. “How do they come up with those numbers – I’m sure you’ve all said that,� said Lange, the national sales training manager for Kelley Blue Book, during a recent training session in DeRob troit. “How many of Lange you have found yourself tangled up in a conversation with a buyer about their tradein before they even talk about what car they might buy?� Lange said that starting this month KBB will begin listing a wider range of vehicle values. “Customers are coming in thinking their car is worth more than it is. We want to make it easier for you guys to shake hands (with the buyer),� he said. Lange said that dealers should never discredit a customer’s source of information. “You can tell them what you paid

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ƒÛÝÛOctober 21, 2013

USED CAR NEWS

Electric Car Catches on Fire

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When debris on a Seattle-area freeway pierced the battery of a $70,000-plus Tesla Model S and touched off a raging fire, it raised new safety concerns for electricvehicle owners. It also caused rare jitters among investors, who of late have viewed Tesla as nearly invincible. Electric vehicles have scored well in government tests of front and side crashes _ the Model S earned the highest score possible. But Tuesday’s incident demonstrates that real-world driving could reveal some vulnerabilities that don’t show up in laboratory testing. “The safety challenges related to electric cars are still in the early stages of being tested and addressed,’’ said Karl Brauer, senior analyst at Kelley Blue Book. Tesla said the Seattle-area driver hit a large metal object in the road, which damaged a battery cell and caused a fire. The company said the car acted as designed by containing the blaze in the front of the car. Still, experts said that while incidents like this will happen again, they are rare. And electric cars still are safer than those with gasoline engines that haul around a tank full of flammable petroleum. The Tesla fire also shows that automakers need to bolster the shields around

batteries, and that firefighters need more training to deal with electric car blazes. Of the estimated 194,000 vehicle fires in the U.S. each year, the vast majority are in cars and trucks with gasoline or diesel engines. Electric vehicles make up less than 1 percent of the cars sold in the U.S. Tesla says this is the only fire ever to happen in one of its batteries. Although a Chevrolet Volt made by General Motors caught fire two years ago after a government crash test, neither GM nor Nissan, which make the top-selling electric cars in the nation, know of any real-world blazes in their vehicles. “If you think about what you’d rather be close to, 10 gallons (39 liters) of gasoline or a battery pack, I’d pick the battery pack every day,’’ said Giorgio Rizzoni, director of the Center for Automotive Research at Ohio State University, where he is a professor of mechanical and electrical engineering. In other green car news, Toyota is lowering the price of the Prius plug-in hybrid. The 2014 plug-in Prius will start at $30,800, $2,100 less than the 2013 model. The new pricing makes the plugin Prius about $4,000 less than a Chevrolet Volt. –The Associated Press

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10/14/13 3:47 PM


October 21, 2013ÛÛÝÛۄ

USED CAR NEWS

Consumers Use Multiple Devices to Shop for Automobiles A consumer shopping for a car today might do so in a lot of places. She might look up a website on her computer at work, then do another search on her call phone during her son’s soccer game and then look at cars on a tablet while watching TV. That is the key finding of AutoTrader.com’s new “Multi-Device Car Shopping Study.” While only 23 percent of car shoppers are utilizing two or more devices, with PCs still on top, the rapid adoption of mobile devices in general will likely lead to an increase in multi-device car shopping in the coming years. AutoTrader.com predicts that the number will more than double to over 50 percent by the year 2018. “With slightly less than a quarter of car shoppers using multiple devices, we are clearly still in the early stages of multi-device car shopping, but the 77 percent who are left will be hopping on the bandwagon soon enough,” said Isabelle Helms, senior director of research and marketing analytics at AutoTrader.com. The fact that consumers are adding more devices is having far reaching implications for how those users feel about the car shopping process. According to the study, 80 percent think that multi-device usage enhances the vehicle shop-

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ping process, 78 percent think multi-device usage increased their knowledge about automobiles, 77 percent think that multi-device usage empowered them when shopping for a vehicle and 57 percent think that multi-device usage shortened the purchase process. Most of these shoppers are younger, higher-income consumers. One of the most surprising findings of the study is the main reason consumer goes online to shop for vehicles. It isn’t need or even aspiration, but boredom. Three out of four car shopping activities were spontaneous, and 25 percent of multi-device users reported that “found time” was a top motivator for shopping on a device. “Found time” includes those spontaneous moments throughout the day when consumers are bored and have an opportunity to access a device. Street shopping and television were also motivating factors. “Seeing a car on the street” is the second leading motivator for smartphone users at 26 percent and for PC/laptop users at 22 percent. Television commercials ranked in the top three motivating factors across devices as well, at 18 percent for PC/laptops, 16 percent for smartphones and 23 percent

for tablets. Someday soon smart devices will allow consumers to photograph cars they see on the road and conduct a search for similar vehicles. They will also be able to call up a search directly from their TVs while watching a commercial. These changing shopping patterns mean dealers must make sure their web presence is the same on all devices. That requires optimizing websites for a range of screens.

Dealers also need to know consumers do on their various devices. Tablets are more media oriented. They are used for reading reviews and product descriptions. Smartphones are for communication. Consumers will call or email a dealership from their phones, often while in traffic. Desktops/laptops are where the work is done. This is where a consumer might fill out a credit application, for example.

10/14/13 2:27 PM


PAGE 8 - FACTORY FOCUS

GM Remarketing Works to Help Dealers Turn Vehicles (Dan Kennedy is the man- expectations for next year? ager for GM Remarketing.) Kennedy: 2014 should see a higher volume than 2013. UCN: How many vehicles We’re working with several will you remarket this of our fleet customers to year? offer their vehicles in our Kennedy: We can’t give closed and open sales. exact numbers. Our sale volOur lowest periods were umes will May, June, July and the first be lower three weeks of August. Now than the is the traditional time of year l e v e l s when we see higher volumes sold in available in the GM sales. 2 0 1 2 . This year’s volumes will be T h e r e significantly lower than last are fewer year’s volumes, but they will r e n t a l be significantly higher than and off- what the dealers have expeDan lease ve- rienced at our sales for the hicles in last five months. Kennedy 2013. There will start to be a UCN: How are your growing volume of off-lease online initiatives going? vehicles coming back in the Kennedy: GM uses the fourth quarter. While Ally Ally SmartAuction for our is responsible for the sale upstream online sales. Over of these vehicles we go to the years, the GM dealers market together, so I expect have utilized SmartAuction the availability of off-lease to fill many of the used vehivehicles to increase in the cle needs from GM. We are GM sales. now offering Hertz rental risk vehicles on both ADEUCN: What are your SA Openlane and Manheim

OVE weekend sales from the physical auction locations. We’ll be announcing some changes for our dealers in late December and early January about vehicles that will be available on various Internet channels.

marketing group works very closely with our rental team to ensure the rental vehicles are contented in the manner suggested by our dealers, so they are desirable to retail customers. We look at option contenting to make sure what we’re putting into the rental fleets is very close to what the retail market requires. We don’t want dealers to have to take vehicles back and put different equipment on the vehicle to make it salable. That doesn’t make any sense. If we equip them properly, with the right options, and the right exterior color and the right interior trim, it’s much easier for our dealers to take those vehicles back to their dealerships and sell them to a retail customer. Then they come back to us and buy another vehicle to fill that hole.

UCN: How is your mix of vehicles? Kennedy: With Chevrolet being GM’s largest division, the majority of the products available at auction are Chevrolet. Within Chevrolet product lineup, we have a pretty good mix of all their vehicles at auction. We also have products from across the Buick, Cadillac and GMC portfolio of vehicles available at all of the GM sales. UCN: How are the vehicles contented these days? Kennedy: The option content is very good on our rental vehicles. The GM Re-

UCN: What is your lineup of physical auctions like these days? Kennedy: We always look at overall performance. We haven’t changed a lot, but we have made some adjustments. The sites we left did a very good job of servicing our dealers, but we saw some opportunities at other auctions that we needed to try. UCN: Are your residuals meeting your expectations? Kennedy: What we do, day after day, is work very hard to keep sales prices positive by making a high quality vehicle available to our dealers so they’re willing to stretch a little and pay for the higher quality we are providing. We are also working with some fleet customers, assisting them in maximizing their values in the sale lanes.

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…ÛÛÝOctobe 21, 2013

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10/14/13 3:59 PM


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9/9/13 4:12 PM

10/11/13 8:41 AM


~‡ÛÝÛOctober 21, 2013 Carolinatax-UCN oct7.pdf

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10/7/13

USED CAR NEWS

3:25 PM

CarMax Wins Zoning Change

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TUPELO, Miss. (AP) – The Tupelo City Council has cleared the way for a used-car dealer to open near the city’s Mall at Barnes Crossing. The council voted to update the city’s development code and zoning map, the Northeast Mississippi Daily Journal reports. Used-car chain CarMax Inc. had sued the city over its denial of permission for a location near the mall. The new code, meant to streamline residential and commercial development in the city, will allow the dealership.

Greg Pirkle, a Tupelo attorney representing CarMax, says the lawsuit will be dropped. City planner Pat Falkner says the new code means the city will allow more proposed land uses and reject fewer proposals. It’s the first major change to Tupelo’s development code or zoning map since 1994. In related news, CarMax recently announced it is hiring for two new stores that will open in December. One of these, located in Newark, Del., is the company’s first store in that state.

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~Û�ÛOctober 21, 2013

USED CAR NEWS

Toyota Wins Another Lawsuit LOS ANGELES (AP) – While Toyota Motor Corp. still faces a bundle of lawsuits claiming that defective electronics caused some of its cars to accelerate uncontrollably, often with tragic results, another courtroom victory has given the automaker momentum heading into those other cases. Jurors deliberated for about five days in Los Angeles before concluding Oct. 10 that the automaker was not liable for the death of Noriko Uno. The 66-year-old was killed in 2009 when her 2006 Toyota Camry

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~Û�ÛOctober 21, 2013

USED CAR NEWS

Toyota Scores Legal Victory

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LOS ANGELES (AP) – While Toyota Motor Corp. still faces a bundle of lawsuits claiming that defective electronics caused some of its cars to accelerate uncontrollably, often with tragic results, another courtroom victory has given the automaker momentum heading into those other cases. Jurors deliberated for about five days in Los Angeles before concluding Oct. 10 that the automaker was not liable for the death of Noriko Uno. The 66-year-old was killed in 2009 when her 2006 Toyota Camry

was struck by another car, then continued on a harrowing ride until it slammed into a telephone pole and tree. Toyota’s lawyers said the sedan’s design was not to blame and Uno likely mistook the gas pedal for the brake. Jurors cleared the Japanese automaker but decided that the other driver, who ran a stop sign, should pay Uno’s family $10 million. The Uno case was one of hundreds of “unintended acceleration� lawsuits still pending in federal and state courts against Toyota.

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Your source for quality, value, selection: Chase. A broad selection of pre-owned vehicles from an industry leader. November 2013 Chase High Lines, featuring Jaguar Land Rover Financial Group

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ADESA Boston November 1, 15 508-626-7000

Brasher’s Salt Lake AA November 5 801-322-1234

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Manheim Dallas November 6, 20 877-860-1651 Manheim Denver November 20 800-822-1177 Manheim Detroit November 7, 14 734-654-7100 Manheim Fredericksburg November 7, 21 540-368-3400 Manheim Milwaukee November 6, 20 262-835-4436 Manheim Minneapolis November 13 763-425-7653

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Columbus Fair AA November 6 614-497-2000

Manheim Nashville November 27 877-386-5004

Manheim Riverside November 19 909-689-6000

Southern AA November 20 860-292-7500

Manheim Atlanta November 7 404-762-9211

Manheim New Jersey November 6, 20 609-298-3400

Manheim Seattle November 20 206-762-1600

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Choose Chase on ADESA.com and OVE.com for quality bank-sourced vehicles. Contact auctions directly for current sale information.

Manheim Orlando November 12 800-337-8491

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Manheim Riverside November 26 909-689-6000 Manheim Seattle November 20 206-762-1600 Southern AA November 20 860-292-7500

*The tradename “Subaru Motors Finance” and the Subaru logo are owned / licensed by Subaru of America, Inc. and are licensed to Chase Bank USA, N.A. (“Chase USA”) and JPMorgan Chase Bank, N.A. (“Chase”). Retail / Loan accounts are owned by either Chase or Chase USA and lease accounts are owned by Chase. *Jaguar, the Jaguar logo, and Jaguar Financial Group are trademarks of Jaguar and any use by JPMorgan Chase Bank, N.A. (“Chase”) is under license. Land Rover, the Land Rover logo, and Land Rover Financial Group are trademarks of Land Rover and any use by Chase is under license. Retail / Loan and lease accounts are owned by Chase. *The tradename “Mazda Capital Services” as well as the Mazda and Mazda Capital Services logos are owned by Mazda Motor Corporation or its affiliates and are licensed to JPMorgan Chase Bank, N.A. (“Chase”). Retail / Loan and lease accounts are owned by Chase. © 2013 JPMorgan Chase Bank, N.A. Member FDIC. All rights reserved. (12-381) 06/12

UCN_13.indd 1

10/11/13 11:56 AM


~ÛÝÛOctober 21, 2013

USED CAR NEWS

Powell Motors Vince grew up around the business, helping out his dad around the dealership, like children of other dealers. But the irony is, Vince didn’t plan on making the car business his future. He went to college in the late 1960s, but had made a promise to his dad to help if he needed it.

- Continued from page 1

present to share in the festivities. Powell also invited fellow dealers, like Eric Freeman, of Freeman Motor Co., in Portland. Freeman, a member of the Oregon IADA’s executive committee, also won the Manheim Community Service Award this year at the National Independent Automobile Dealers Association Convention.

“He told me my dad would have been proud of me.” Vince Powell

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“After college, in 1971, my dad asked if I would come work for him. Forty-two years later, here I am,” Vin said. Over the years, the dealership underwent a few changes. In the 1950s, the dealership had two lots: one for vehicles over $500 and one for those under $500. In 1975, the dealership moved to its current single location. In addition to Powell’s clients, staff and customers, the event also featured others from the industry. Diane Sparks, executive director of the Oregon Independent Automobile Dealers Association, was

Powell, however, also has his own trophy case. He won the Oregon Quality Dealer of the Year Award in 2013 – the second time he has received the honor. He also won in 1993. Unfortunately, Vince’s dad died in 1989 and wasn’t able to witness his son’s continued success in the business he started. But during his celebration with friends, colleagues, family and customers, Vince received a wonderful gift from someone who knew his dad. “He told me my dad would have been proud of me,” Vince said.

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UCN_15.indd 1

10/11/13 3:35 PM


~ƒÛÝÛOctober 21, 2013

USED CAR NEWS

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500 Cox Road Cocoa, FL 32926 321-636-2233 | Fax: 321-636-9212 www.cocoaautodealers.com General Manager Office Manager

John Puhl, ext.230 Kathy Cramer, ext.226

Sale Day Information: Every Thursday at 4:30pm. 500+ weekly consignments in 4 lanes. Specializing in new car dealer trades. Restaurant and transportation lot.

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PEOPLE IN THE NEWS Dent Wizard Names Directors

Dent Wizard International recently announced several personnel moves. Sonny Mondia was named regional finance and insurance director. Mondia will manage the Midwestern U.S. and Canada markets. Operating from his office near Chicago, Mondia will focus on selling Dent Wizard’s growing portfolio of F&I products and programs. Mondia will report to Dent Wizard’s national F&I director Aaron Cooper. Mondia will join existing regional F&I directors John Saro from the Western territory, Harlan Daniel from the MidSouth territory, Matt Trudeau from the Northeast territory, and Jonathan Himmelwright from the Southeast territory. Mondia brings to Dent Wizard 20 years of experience in the automotive financing field, most recently, as business development manager for LoJack Corp. The reconditioning firm also recently added two regional business development managers. Laura Sobyak will oversee the MidSouth region, and Tim South will oversee the West region. Sobyak’s position is newly created, representing further expansion of Dent

2851 St. Johns Parkway Sanford, FL 32772 407-328-7300 | Fax: 407-321-4466 www.sanfordautodealers.com General Manager Office Manager SmartAuction

Joe Killory, ext.112 Tara Napier, ext.135 Ed Murphy, ext.113

Sale Day Information: Every Tuesday at 2pm, 2000+ consignments every week, ALLY Auto Remarketing & SmartLane at 3pm in lane six and online. GSA Sale, second Tuesday of every month. Sell inventory all week long with SmartAuction. Online sales at www. auctionpipeline.com.

Wizard’s national sales coverage. In these roles, Sobyak and South will focus on growing Dent Wizard’s customer base. Sobyak brings more than 20 years of experience in the auto industry, most recently as territory manager for Southern Auto Finance Co. South has nearly 30 years of experience in the automotive industry, most recently, as general sales manager for John Hine Mazda in San Diego, Calif.

NADA Elects Chariman

The National Automobile Dealers Association’s board of directors has elected Forrest McConnell III as chairman for 2014. Bill Fox was elected NADA vice chairman. He represents New York’s newcar dealers on NADA’s board, and is the owner of Fox Dealerships in Auburn, N.Y. The election took place at NADA’s board meeting in Santa Barbara, Calif. Colorado dealer Jeff Carlson was elected secretary, and George Nahas, a dealer in Florida, was elected treasurer. McConnell and Fox will take office at the 2014 NADA Convention & Expo in New Orleans, which runs Jan. 24-27.

1205 Northwest 27th Avenue Ocala, FL 34475 352-368-5900 | Fax: 352-368-2051 www.ocalaautodealers.com General Manager Office Manager

Richard Galway Dawn Hensley

Sale Day Information: Every Wednesday at 5pm. 500+ weekly consignments specializing in new car dealer trades.

We Appreciate Your Business! UCN_16.indd 1

10/14/13 3:21 PM


USED CAR NEWS

October 21, 2013 ÝÛÛ~„

RETAIL MARKETS COLORADO

Trish Bobbitt, owner, Modern Classic Motors, Grand Junction, Colo.: “We’ve been in business since 1979. “We have one location, with a service department across the street. “We carry about 130 (units). I think we average about 72 to 73 sold per month. “(Business) is much better than this time last year. The reason, I think, is that I’m pretty aggressive in the advertising area. “I advertise quite a bit. I have some pretty aggressive campaigns. “Plus my sales staff is pretty darn awesome. “We buy cars from other dealers and from other states a lot online. “I also have a buyer who goes to the auctions in different states. “We typically do not buy online, but we just began doing that recently. “I’m going to say our average price is about $22,000. “We sell a lot of pickups

UCN_17.indd 1

and they are quite pricey. “We don’t do any buyhere, pay-here. “We do some subprime, like Credit Acceptance Corp. and a little bit of Westlake Financial. “The average model year is probably around 2010. “Our average mileage is around 50,000 to 60,000. “Definitely, we carry mostly domestic. “But we are carrying more imports, like Toyota and Nissan. “We stay away from BMW and Mercedes – European stuff. “We have about 50 percent pickups – about as many trucks as we do cars and SUVs (combined). “Our average reconditioning costs are about $550. We’ve always reconditioned (well). “That’s one of the things that makes us different. “We also offer a 30-day warranty on our vehicles and nobody around here offers that. “We service our own vehicles but we also do outside vehicles. “That’s what we‘re look-

Compiled by Jeffrey Bellant ing to build in the near future – expand our service department to take on more outside customers. “We have eight bays but we’re not using them all now. In 2008, they were all full. “For advertising, I primarily use radio. “We have a fairly inexpensive radio market. I also use some cable. “But we have a big presence in the community. We’ve been here a long time. “We sponsor a lot of the fun things, like monster truck shows, concerts, MMA fights, etc. “We have a lot of involving in the Salvation Army and other charities. “We recently sold a 2012 Mazda CX-9. It had 32,000 miles on it. “We sold that for $29,995. “The fires and floods have taken a toll on our state this year. “But most of that has been on the eastern slope, so that (hasn’t affected our business).”

GEORGIA

Larry Lewallen, general manager, Rainwater Motor Co., Douglasville, Ga.: “The dealership has been in business almost 34 years. We have a single location. “I probably have 75 to 100 cars in inventory. That’s similar to what it was this time last year. “We sell somewhere around 50 per month. “Our vehicles come from auctions, wholesalers, individuals and new-car dealers – wherever we can get them. “We do a lot of buy-here, pay-here and subprime (deals). “Our average retail price is around $9,000 to $10,000. The average model year here is 2006 or 2007. “The average mileage is around 90,000 to 100,000. “Mileage has been an issue. “It’s hard to get lowmileage cars right now. “We sell a mixture of domestic and imports. “I carry 40 percent cars,

20 percent SUVs and the rest are pickups. “We recondition our cars. We send them through our service center. “We do it in-house. We only do our customers’ vehicles and our own (inventory). “Recon has gone up from this time last year. “We do a lot of marketing and advertising. We do (television) commercials and we use newspapers. TV works well. We have done radio off and on. We also use billboards. We give three free oil changes to our customers. “We recently sold a 2006 F-150 pickup. It had fairly low mileage on it. It had 60,000 miles. That was sold for $12,900. “As far as the rest of the year, it depends on the government. “If they get everything straightened out, the stock market goes up, and people become more comfortable, then we can do more business. “Nobody’s doing what they were doing (in business) a few years back.”

10/14/13 2:56 PM


October 21, 2013 ÝÛÛ~„

USED CAR NEWS

RETAIL MARKETS COLORADO

Trish Bobbitt, owner, Modern Classic Motors, Grand Junction, Colo.: “We’ve been in business since 1979. “We have one location, with a service department across the street. “We carry about 130 (units). I think we average about 72 to 73 sold per month. “(Business) is much better than this time last year. The reason, I think, is that I’m pretty aggressive in the advertising area. “I advertise quite a bit. I have some pretty aggressive campaigns. “Plus my sales staff is pretty darn awesome. “We buy cars from other dealers and from other states a lot online. “I also have a buyer who goes to the auctions in different states. “We typically do not buy online, but we just began doing that recently. “I’m going to say our average price is about $22,000. “We sell a lot of pickups

UCN_17.indd 1

and they are quite pricey. “We don’t do any buyhere, pay-here. “We do some subprime, like Credit Acceptance Corp. and a little bit of Westlake Financial. “The average model year is probably around 2010. “Our average mileage is around 50,000 to 60,000. “Definitely, we carry mostly domestic. “But we are carrying more imports, like Toyota and Nissan. “We stay away from BMW and Mercedes – European stuff. “We have about 50 percent pickups – about as many trucks as we do cars and SUVs (combined). “Our average reconditioning costs are about $550. We’ve always reconditioned (well). “That’s one of the things that makes us different. “We also offer a 30-day warranty on our vehicles and nobody around here offers that. “We service our own vehicles but we also do outside vehicles. “That’s what we‘re look-

Compiled by Jeffrey Bellant ing to build in the near future – expand our service department to take on more outside customers. “We have eight bays but we’re not using them all now. In 2008, they were all full. “For advertising, I primarily use radio. “We have a fairly inexpensive radio market. I also use some cable. “But we have a big presence in the community. We’ve been here a long time. “We sponsor a lot of the fun things, like monster truck shows, concerts, MMA fights, etc. “We have a lot of involving in the Salvation Army and other charities. “We recently sold a 2012 Mazda CX-9. It had 32,000 miles on it. “We sold that for $29,995. “The fires and floods have taken a toll on our state this year. “But most of that has been on the eastern slope, so that (hasn’t affected our business).”

GEORGIA

Larry Lewallen, general manager, Rainwater Motor Co., Douglasville, Ga.: “The dealership has been in business almost 34 years. We have a single location. “I probably have 75 to 100 cars in inventory. That’s similar to what it was this time last year. “We sell somewhere around 50 per month. “Our vehicles come from auctions, wholesalers, individuals and new-car dealers – wherever we can get them. “We do a lot of buy-here, pay-here and subprime (deals). “Our average retail price is around $9,000 to $10,000. The average model year here is 2006 or 2007. “The average mileage is around 90,000 to 100,000. “Mileage has been an issue. “It’s hard to get lowmileage cars right now. “We sell a mixture of domestic and imports. “I carry 40 percent cars,

20 percent SUVs and the rest are pickups. “We recondition our cars. We send them through our service center. “We do it in-house. We only do our customers’ vehicles and our own (inventory). “Recon has gone up from this time last year. “We do a lot of marketing and advertising. We do (television) commercials and we use newspapers. TV works well. We have done radio off and on. We also use billboards. We give three free oil changes to our customers. “We recently sold a 2006 F-150 pickup. It had fairly low mileage on it. It had 60,000 miles. That was sold for $12,900. “As far as the rest of the year, it depends on the government. “If they get everything straightened out, the stock market goes up, and people become more comfortable, then we can do more business. “Nobody’s doing what they were doing (in business) a few years back.”

10/14/13 3:57 PM


~…Û�ÛÛOctober 21, 2013

USED CAR NEWS

WHOLESALE MARKETS CALIFORNIA

John Brasher, president, Brasher’s Sacramento Auto Auction, Rio Linda, Calif.: “We’re running 12 lanes right now. We could run 14. We run double blocks and two of our lanes are running just single blocks. “Our volume is 1,700 to 1,800 cars a week. That’s a little bit better than last year. “We’ve always seen our sales percentages in the high-50s to mid-60s, pretty much for most of the year. But since Labor Day, we’ve seen them drop. For example, one recent week, they were at 51 percent. I think that’s pretty typical. It feels like the fall market hit a little sooner this year than previous years. “We’re getting 960 to 980 dealers in the lanes (on sale day). It’s about the same, maybe a little better than this time last year. “They’re coming from all 12 Western states. We also have some from the Midwest that come every week. “Since 2013_SDA Labor Ad_UCNqtrpg.pdf Day, usedcar sales have been kind

Compiled by Jeffrey Bellant

of average. September for most of our guys has been kind of slower. “We have closed factory sales on the same day as our regular sale. “So we’ll have a sale on Tuesdays and once a month we’ll have our government sale on Fridays. “Factory sales are way up over last year. We’ve really been seeing factory volumes climbing this fall. “Some of the lease rates that we’ve seen this year have been super aggressive, not just on the domestic side but with the imports – the highlines – as well. It’s going to be really interesting over the next two or three years to see what happens to used-car values as these leases (come back). “Some import lease returns have been hitting the market this past spring and this fall and, so far, the market has been gobbling them up. They’ve hit the residuals right. “Our factory closed sales are about 5 percent of our total volume. Of our total 9/11/13 the 12:40:19 volume, openPMsale fleetlease stuff makes up 40 per-

cent of our total volumes. The rest would be dealer consignment. “We’ve also got a great boat/RV sale every two weeks. Volumes vary from 100 to a lot more. But we’re not as big as our sale in Eugene, Ore., which is one of the biggest in the country. “The demand is huge for these units. It’s been strong because the volumes (in the past) had dropped so dramatically. “The recession hit the RV portfolio twice as hard as the car side. So prices are strong.�

KANSAS

Brook Phillips, vicepresident, Mid-America Auto Auction, Wichita, Kan.: “We’re running about 450 units per week. That’s probably up a little bit from this time last year. New-car business is better, for sure. But other than that, not much has changed. “Our sales percentage has historically been in the high-50s to low 60s. Then when cars got short, it was up in the 70s. But I’d say it’s

probably at 60 percent. “Our (bidders) mostly come from Kansas and the five-state area – Nebraska, Missouri, Oklahoma, Texas and Colorado. “New-car stores say they have been doing good. But the used-car dealers have been struggling a little bit. “I don’t think the newcar dealers are coming any more than they did when they were (hanging on to cars). “New-car dealers were still getting plenty of trades (a few years back); it’s just that the quality of the car was down quite a bit. It’s still down. “They’re keeping more stuff. “The vehicles they are wholesaling and sending to auction are not the same. “They are keeping cars they would never keep before. “We’re probably averaging 300 bidders in the lanes. That’s typical of what it was last year. “Ninety percent of our volumes are dealer consignment. “We do very little fleet-

lease. We’ve always been heavily into the dealer consignment. “Our average price coming through the lanes is still in the high $3,000s to $4,000. It’s probably dropped $100 from this time last year. “It’s just because of the value of the cars coming to auction. “Dealers are obviously keeping higher mileage cars than they used to keep. They used to sell the $4,000 to $6,000 trades at auction, but now they are keeping those (units). “Those cars that nobody has – the $6,000, $7,000 or $8,000 vehicles – are extremely strong. “Any particular sedans, vans, sport utilities or vehicles with good gas mileage in that price range are doing great. “But I’m having a hard time selling anything under $2,500. “It seems like the dealers have adjusted their pricing on those lower-end cars. “I don’t know of anyone that’s having an easy time trying to selling anything under $2,000.�

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10/14/13 2:57 PM


ACTUAL WHOLESALE AND PROJECTED RESIDUAL VALUES OCTOBER 2013

SOURCE: BLACK BOOK

2011 MODELS

2012 MODELS Domestic Cars Buick LaCrosse 4D Sedan Chevrolet Cruze LS 4D Sedan Chevrolet Impala LS 4D Sedan Chrysler 300 Base 4D Sedan Chrysler 200 Touring 4D Sedan Ford Focus SE 4D Sedan Ford Mustang Base 2D Coupe Ford Taurus SEL 4D Sedan Import 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 Lexus ES 350 4D Luxury Sedan Mercedes-Benz E Class E350 4D Luxury Sedan Mitsubishi Galant 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 Trucks BMW X3 XDrive28i 4D SAC Cadillac Escalade Base 4D Utility AWD Cadillac SRX Luxury 4D Utility AWD Chevrolet Colorado LT Crew Cab 4WD Z85 Chevrolet Equinox LS 4D Utility FWD Chevrolet Silverado 1500 LT Ext Cab 4D Chevrolet Tahoe LS 4D Utility 4WD Dodge Grand Caravan SE Wagon Ford Edge SEL 4D Utility Ford Escape XLT 4D Utility 4WD Ford Explorer XLT 4D Utility 4WD Ford F150 XLT Supercab Ford Flex SEL 4D Utility Honda CR-V LX 4D Utility AWD Honda Odyssey LX Wagon

Oct-12 24200 13600 13950 20800 15750 12650 18200 20800 Oct-12 26700 33200 69000 16050 16000 32400 42000 12950 14200 15400 12650 17150 13400 16900 Oct-12 38100 51950 33700 20600 19250 21525 30300 15650 22375 19275 29475 22650 23025 19650 21950

Apr-13 22300 12700 12900 18450 13350 13000 17100 18400 Apr-13 25600 30200 62800 16100 15250 29800 36200 11800 12900 14200 11900 15650 13600 16200 Apr-13 34700 49450 29800 20800 18300 20975 30100 15925 22200 18200 28250 21250 21875 19100 20000

Oct-13 21350 11700 11450 17000 12100 12000 15800 17000 Oct-13 24000 26800 56600 14800 13350 29200 35800 12000 12350 13650 11500 14950 11950 14650 Oct-13 32850 46450 28000 20750 16500 20100 29800 15200 21650 16300 27000 20650 19400 17850 19850

Projected Figures Oct-14 Oct-15 18325 15675 10175 8850 10350 9175 14225 12200 10125 8675 10100 8625 13900 12475 14475 12525 Oct-14 Oct-15 20625 17725 22575 18775 46350 39300 13025 11550 11450 9750 24350 21350 29750 24800 9625 8225 10475 9125 11550 10050 9575 8350 12500 11100 10525 9225 13150 11325 Oct-14 Oct-15 26900 22550 39050 33225 24750 21725 17625 15500 13475 11600 16750 14975 25650 22375 11525 9475 17125 14775 13925 11850 21850 18475 16650 14550 15725 13500 15025 13325 16750 14675

2010 MODELS Domestic Cars Buick LaCrosse CX 4D Sedan Cadillac DTS 4D Sedan Chevrolet Cobalt LS 4D Sedan Chevrolet Impala LS 4D Sedan Chrysler 300 Touring 4D Sedan Chrysler Sebring Touring 4D Sedan Ford Mustang 2D Coupe Ford Taurus SEL 4D Sedan Lincoln Town Car Signature Limited 4D Sedan Ford Focus SE 4D Sedan Import Cars Acura TL 4D Sedan BMW 3-Series 328i 4D Sedan BMW 7-Series 750Li 4D Sedan Honda Accord LX 4D Sedan Hyundai Sonata GLS 4D Sedan Lexus ES 350 4D Luxury Sedan Mercedes-Benz E Class E350 4D Luxury Sedan Mitsubishi Galant ES 4D Sedan Nissan Altima 4D Sedan Nissan Altima S 4D Sedan Nissan Sentra 4D Sedan Toyota Camry LE 4D Sedan Toyota Corolla LE 4D Sedan Volkswagen Jetta SEL 4D Sedan Trucks BMW X3 XDrive30i 4D SAV Cadillac Escalade 4D Utility AWD Cadillac SRX Luxury 4D Utility AWD Chevrolet Colorado LT Crew Cab 4WD Z85 Chevrolet Equinox LS 4D Utility FWD Chevrolet Silverado 1500 LT Ext Cab 4D Chevrolet Tahoe LS 4D Utility 4WD Dodge Dakota Bighorn Ext Cab Dodge Grand Caravan SE Wagon Ford Edge SEL 4D Utility Ford Escape XLT 4D Utility 4WD Ford Explorer XLT 4D Utility 4WD Ford F150 XLT Supercab Ford Flex SEL 4D Utility Honda CR-V LX 4D Utility 4WD Honda Odyssey LX Wagon

UCN_19.indd 1

Oct-12 16550 18600 9350 11550 14100 11400 13600 16400 19300 10150 Oct-12 21100 22000 54600 13100 10700 24600 32600 10550 11000 12300 10600 12850 10700 12750 Oct-12 28300 41050 28050 17425 14750 18375 24775 13450 13025 18200 15150 17975 17975 19200 15650 16500

Apr-13 14900 18100 8300 10150 13350 10200 13600 15000 17700 9450 Apr-13 20600 20000 44900 13000 9900 22600 28000 9200 10700 12000 9850 12550 10700 13200 Apr-13 26800 39550 24950 17025 14200 18125 23450 13225 11525 18000 14825 18125 17000 17600 15450 14200

Domestic Cars Buick LaCrosse CX 4D Sedan Cadillac DTS 4D Sedan Chevrolet Cruze LS 4D Sedan Chevrolet Impala LS 4D Sedan Chrysler 300 4D Sedan Chrysler 200 Touring 4D Sedan Ford Mustang 2D Coupe Ford Focus SE 4D Sedan Ford Taurus SEL 4D Sedan Lincoln Town Car Signature Limited 4D Sedan Import Cars Acura TL 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 Lexus ES 350 4D Luxury Sedan Mercedes-Benz E Class E350 4D Luxury Sedan Mitsubishi Galant ES 4D Sedan Nissan Altima 4D Sedan Nissan Altima S 4D Sedan Nissan Sentra 4D Sedan Toyota Camry LE 4D Sedan Toyota Corolla LE 4D Sedan Volkswagen Jetta SEL 4D Sedan Truck BMW X3 XDrive28i 4D SAC Cadillac Escalade 4D Utility AWD Cadillac SRX Luxury 4D Utility AWD Chevrolet Colorado LT Crew Cab 4WD Z85 Chevrolet Equinox LS 4D Utility FWD Chevrolet Silverado 1500 LT Ext Cab 4D Chevrolet Tahoe LS 4D Utility 4WD Dodge Grand Caravan Express Wagon Ford Edge SEL 4D Utility Ford Escape XLT 4D Utility 4WD Ford Explorer XLT 4D Utility 4WD Ford F150 XLT Supercab Ford Flex SEL 4D Utility Honda CR-V LX 4D Utility 4WD Honda Odyssey LX Wagon Jeep Wrangler Sahara 2D Utility 4WD

Oct-12 19400 27900 12400 12850 18950 13650 15800 11550 19000 22900 Oct-12 23900 25700 60600 14550 14200 28400 36800 11650 12400 13700 11600 14450 12000 15300 Oct-12 32800 47300 31250 18825 17450 19750 27425 15275 21575 16925 27825 19925 21350 17450 20150 22875

Apr-13 17000 24600 11350 11450 16600 11400 15100 10950 16500 21900 Apr-13 23000 23200 52300 14500 13750 26000 32000 10500 11800 13100 10600 14050 12100 15000 Apr-13 31600 44050 27650 18925 16450 19550 26875 14600 21375 16150 27100 19325 19975 17150 18150 21375

Oct-13 15400 21550 10450 10050 16150 10550 13800 10200 15050 21300 Oct-13 21400 21050 45400 13300 12000 25600 31600 10200 11050 12350 10250 13050 10650 13800 Oct-13 29650 42300 24850 19250 13900 18925 25750 12900 20350 14300 25800 18925 18950 15600 17200 22675

Projected Figures Oct-14 Oct-15 13100 11300 16075 13500 8875 7600 8775 7675 12625 10650 8600 7325 12600 11300 8400 7050 12525 10600 16575 13750 Oct-14 Oct-15 17825 15250 17775 14950 38025 32125 11525 10100 9850 8225 21175 18600 24950 20425 8050 6775 9075 7800 10075 8650 8275 7150 11050 9800 9275 8075 11100 9400 Oct-14 Oct-15 23250 19175 34275 28675 21100 18075 15750 13750 11300 9625 15475 13725 21775 18775 10275 8425 15750 13350 11775 9775 19950 16525 14775 12800 14350 12225 13200 11700 14450 12525 18950 16425

Oct-13 9100 14750 5800 7750 11300 5950 10400 8350 14350 6900 Oct-13 17600 15200 33500 10550 7300 19200 19600 7050 9150 9950 7850 10250 8250 10150 Oct-13 19600 32250 15600 15600 9075 15325 21500 10175 8900 14225 10600 13950 15025 8600 12550 12000

Projected Figures Oct-14 Oct-15 7125 6050 11350 9275 5125 4450 6525 5475 9950 8325 4400 3400 9100 7875 6700 5550 10925 9025 5550 4575 Oct-14 Oct-15 13200 10800 12650 10375 26700 21950 8750 7500 6100 4975 15175 13000 16000 12750 5525 4475 6875 5750 7775 6525 6250 5225 8400 7250 6800 5825 8000 6600 Oct-14 Oct-15 15475 12575 24100 19125 12975 10450 12300 10450 7850 6525 12325 10675 16325 13350 8525 7425 7050 5650 10800 9100 8075 6400 10500 8475 11575 9925 6975 5575 10300 9025 9700 8100

2009 MODELS Oct-13 13700 17900 7250 8700 12900 8650 12350 13500 17200 8750 Oct-13 19400 18350 38150 11900 8600 22200 28000 8600 9800 11100 9400 11650 9400 11650 Oct-13 24600 36800 23550 17450 12275 17400 22825 12275 11000 17200 12700 16850 16300 17425 14250 13850

Projected Figures Oct-14 Oct-15 11450 9625 13475 11200 6150 5350 7525 6475 10625 9000 6000 4750 10800 9450 10750 8950 13450 10975 7050 5800 Oct-14 Oct-15 15550 12825 15250 12700 32125 26875 10150 8750 7400 6100 18000 15275 20700 16625 6700 5600 7875 6700 8775 7450 7425 6275 9650 8450 7950 6900 9550 8075 Oct-14 Oct-15 19475 16000 28950 23625 18775 15400 13975 12175 9650 7950 14025 12225 18825 15850 10075 8775 8250 6650 13125 11100 9700 7925 13250 10725 12850 11300 12725 10825 11800 10350 11575 9850

Domestic Cars Buick LaCrosse CX 4D Sedan Cadillac DTS 4D Sedan Chevrolet Cobalt LS 4D Sedan Chevrolet Impala LS 4D Sedan Chrysler 300 Touring 4D Sedan Chrysler Sebring LX 4D Sedan Ford Mustang 2D Coupe Ford Taurus SEL 4D Sedan Lincoln Town Car Signature Limited 4D Sedan Ford Focus SE 4D Sedan Import Cars Acura TL 4D Sedan BMW 3-Series 328i 4D Sedan BMW 7-Series 750Li 4D Sedan Honda Accord LX 4D Sedan Hyundai Sonata GLS 4D Sedan Lexus ES 350 4D Luxury Sedan Mercedes-Benz E Class E350 4D Luxury Sedan Mitsubishi Galant ES 4D Sedan Nissan Altima 4D Sedan Nissan Altima S 4D Sedan Nissan Sentra 4D Sedan Toyota Camry LE 4D Sedan Toyota Corolla LE 4D Sedan Volkswagen Jetta SEL 4D Sedan Trucks BMW X3 XDrive30i 4D SAV Cadillac Escalade 4D Utility AWD Cadillac SRX 4D Utility AWD V6 Chevrolet Colorado LT Crew Cab 4WD Z85 Chevrolet Equinox LS 4D Utility FWD Chevrolet Silverado 1500 LT Ext Cab 4D Chevrolet Tahoe LS 4D Utility 4WD Dodge Dakota Bighorn Ext Cab Dodge Grand Caravan SE Wagon Ford Edge SEL 4D Utility Ford Escape XLT 4D Utility 4WD Ford Explorer XLT 4D Utility 4WD Ford F150 XLT Supercab Ford Taurus X SEL 4D Utility FWD Honda CR-V LX 4D Utility 4WD Honda Odyssey LX Wagon

Oct-12 11300 16500 7300 9750 13250 8550 12100 11100 16700 8900 Oct-12 18900 18650 46800 11800 8900 21200 24500 9050 10450 11250 9800 11450 9550 11450 Oct-12 23400 35550 19700 16600 11825 15800 22925 11900 10575 16475 13475 14675 15450 12075 13850 15300

Apr-13 10200 15200 6700 9100 12050 7450 11150 9300 14800 7900 Apr-13 18800 17200 37700 11600 8450 19600 21600 7700 9550 10350 8200 11250 9300 11350 Apr-13 21550 35250 17150 15775 11275 15925 22500 11600 9525 15500 12725 14750 15350 11275 14400 12800

10/14/13 3:03 PM


‡ÛÛÝÛÛÛOctober 21, 2013

USED CAR NEWS

HPV UCN AD 2013 new orleans 4.ai 1 9/27/2013 11:07:28 AM

Compiled By Jeffrey Bellant

Manheim Takes Clean Up Duty

CLEAN EARTH: Volunteers from Manheim Pennsylvania help collect litter and debris to spruce up an area. The group also planted trees and improved landscaping.

As part of a national partnership with American Rivers, a group of more than 100 employees from Manheim Pennsylvania volunteered to collect more than 800 pounds of litter and debris along a halfmile stretch of Chiques Creek shoreline on Sept. 21. The group also beautified the grounds of the new Manheim Auto Auction Exhibition Center. “We are delighted to officially dedicate the new Manheim Auto Auction Exhibition Center, and participate in our third river cleanup project,” said Tim Van Dam, market vice president for the northeast market. “We care about the environment and our community. This event allowed our employees to once again get their feet wet, literally, in the fight to keep Chiques Creek clean, and help put the finishing touches on the new facility that will benefit the community.” The volunteers also installed landscaping, planted shrubs and trees, and spread mulch around the new Manheim Auto Auction Exhibition Center. The work was part of “Go Green with Manheim,” the company’s sustainability project.

NextGear Honors Independents

NextGear Capital honored four auctions with its Auction Partners Awards at this year’s National Auto Auction Association convention in Indianapolis. The newly created award recognizes independently owned auctions for their dedication to and support of the industry. Winners were named in small and large markets in two categories, Operational Excellence and Remarketing Excellence. Long Beach Auto Auction, Long Beach, Miss. (small) and Greater Milwaukee Auto Auction, Milwaukee (large) won Operation Excellence awards. Remarketing Excellence awards

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went to Akron Auto Auction, Akron, Ohio (large) and Dealers Auto Auction of the South, Horn Lake, Miss. (small). “We sincerely appreciate all they do, and it is their commitment that compelled us to create these awards,” said Brian Geitner, president of NextGear Capital. 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

10/14/13 11:41 AM


October 21, 2013ÛÛÝÛÛ~

USED CAR NEWS

Disconnected Jottings From Tony Moorby... I normally make apologies for using this column as a space for obituaries but I rudely ask your forbearance for this indulgence. My dearest friend, longtime colleague, business partner and confidant, David Bynum, died in a motorcycle accident on Oct. 2. No words can describe the loss to all those he touched. His passing has left a chasm that will be difficult, if not impossible, to fill. The auto auction industry is full of his ilk – passionate about the business and, more importantly, the people who make it work. David’s relationship with staff, customers on both the buy and sell sides, industry peers and partners could and should be emulated in any industry. His ‘people skills’ were his abiding talent and often, his secret weapon. As a Southerner, he could charm the leaves from the trees and leave a total stranger with a feeling of embrace and welcome. As a businessman he was shrewd in negotiations, fairdealing with customers and had a “nose” for what was

right or wrong. He could walk our 55-acre lot and innately pick up on something amiss; a car left too long or parked in the wrong place. He had a knack for organizing things and loved new challenges. He lead our charge into several new markets with trucks, motorcycles, RVs and we successfully shifted hundreds of FEMA trailers as flexibly and unflappably as putting on a garage sale. You wouldn’t call him elegant, but he had a style all to himself. He loved to sport polo shirts and slacks, but was just as comfortable in a Harley T-shirt and jeans or shorts. He was a renowned prankster and his impish sense of humor was legendary. I’ve known David since the early ‘90s as we worked together at ADT Automotive and other companies, but I shared part of his life for the last four years. We both spent four days a week in Chattanooga, him commuting from just south of Atlanta and me from close to Nashville. We shared a condo and while we missed our families, we made the best of

C R O S S WO R D

one another’s company. We may have looked like “The Odd Couple,” but it worked. I often referred to us as Statler and Waldorf, the two Muppet characters in the balcony of their theater. We were remarkably similar in so many ways and our conversations ran the gamut of politics, society, religion and business – all those things you’re not supposed to talk about at the table! But David’s biggest passion, like mine, was family. He bragged about them all the time and was just getting to the stage where he was going to hang up his hat and “go home”, as he used to put it. It’s a shame; he was deprived of that to which he so looked forward, more time to indulge his biggest passion. A sullen reminder to make the most of things while we can. We both rode Harley Davidsons; me not so much lately as recent surgeries have precluded long stints in the saddle and he loved just to be in the garage polishing his steed until it shone like dime up a chimney sweep’s backside!

Across 1. Sedan from Subaru 5. Honda minivan 8. 500L and 500e 9. Graduate or Milano (2 words) 11. Lug ____ 12. ____ Evora 14. Saturn model 16. Inside prefix 18. GPS brand 22. Porsche’s family SUV 25. Belgian automobile, built in 1920 26. Makers of Explorer and Expedition

Down 1. JX makers 2. Rolls Royce model 3. Old Ford flop 4. Studebaker 60s sports coupe 5. Not turned on

ging of last weekend’s catch. He was unique and like a brother to me. Last night I sat in “his” chair and drank two Maker’s Marks; one for me and one for him. God bless his memory.

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

Sponsored by INSURANCE AUTO AUCTIONS

By Miles Mellor

28. It’s where the instruments are 33. “Raiders of the Lost ___” 34. Ford crossover 35. Kelisa and Kenari 38. Golden state, abbr. 39. Makers of the Starlet and Sienna 41. Employing 43. __ display 44. Astra or Vue 45. Lincoln __ Car 46. Driver’s license is one

Mine’s now for sale! Like me, he’d been in the car business all his working life and was the inveterate dealer. We used to regale one another with stories of deals won and lost like a couple of fishermen brag-

1

6. Toyota hybrid 7. “The ___ of all fears” 10. Dark green color 13. “Hold on a ___!” 15. Japanese currency 17. Car until 1957 19. Road surface material 20. Ransom E ___: automobile pioneer 21. British politician 23. Overdone pride 24. Negative conjunction 27. Vectra maker 28. Korean carmaker 29. Airport sign abbr. 30. Long standing Czech auto maker, now owned by VW 31. Former British car brand 32. Requiring repairs 34. Ford ____ Titanium sedan

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Answers to the 10/7/13 puzzle 1

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Answers to this puzzle in the 11/4/13 issue. Call 1.800.794.0760 for a FREE subscription.

UCN_21.indd 1

10/11/13 3:15 PM


ÛÝÛÛOctober 21, 2013

USED CAR NEWS

MONTHLY DEALER CONSIGNMENT AVERAGES Advertisers are solely responsible for content of classified advertisements. To place an ad, or for more information, call the Classified Department: 800-794-0760 ext.107

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CLASSIFIEDS

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FACILITIES FOR SALE/LEASE USED TRUCK AND AUTO BUSINESS AND REAL ESTATE. 3 acres of fenced and lighted mini-storage on sight (great cash flow). Fully equipped mechanical shop with Pa. State inspection. Full recon shop. Great sales history, F&I Dept. with 3 banks. Over 30 years in business. Western Pa. Location. Reply Box #1170, c/o Used Car News, 24114 Harper Ave., St. Clair Shores, MI 48080 FORMER DRIVE THRU BANK on app.1/2 acre asphalt lot currently leased as used car dealership. Tenant will stay or move what ever works for the buyer. Get away from the cold and have your business in sunny FL. Located in Manatee county city of Palmetto near Port of Manatee. Price $325,000 U.S. negotiable. For more info, contact James Mount, 941-266-6617. Pic on request. CAR LOT FOR LEASE. $6,500. Can be divided. 820 S. Dixie Hwy., Pompano Beach, Florida 33064. Tel:954-687-4673

USED CAR LOT - 5 acres of land. 50x80 garage. 20 miles north of Bangor, Maine. Also house bordering lot - 3 bedrooms, 2 baths. Lot and house $275,000 - may separate. Selling due to illness. Call Bob, 207-852-1500 Salvage Yard - Used Car Dealer for Sale or Lease. 2 acre yard on main highway located 10 miles from Metro Baltimore. Under current ownership since 1977, in business since 1946. Owners looking for exit strategy. 275 feet of main highway frontage with local access to MD695, US95 north, US95 south, MD Rt 3 - US 301. Mid 2000’s inventory. All Auto Recycling licenses plus Maryland Used Car Dealers license. Property zoning allows for most auto business applications including Gas & Go. Financing or lease options available. 443-829-1912 Sam Business & Lot for Sale Buy Here, Pay Here, lot in Southern Maryland. Excellent location with local demographics conducive to BHPH volume. Call Today, Ask for Ray or Bill at 301-609-9550

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FINALLY! Affordable Garage Insurance for Montana & Idaho Dealers. Call now: 855-396-0488. Shepard & Shepard. ShepQuote.com

LOMEN AUTO TRANSPORT Serving the upper Midwest 37 yrs, 10 car haulers 800-697-0757

Payment Books $7.99. Printed & shipped to you or your customer within 24 hrs. Call 800-479-2226.

YOU CAN PLACE YOUR AD IN THIS SECTION FOR AS LITTLE AS $56!

BEST DEALS ON WEBSITES We want to help you. Since 1999. 888-236-1434 www.AutoRevolution.com

Call Marie Hingst today at 800-794-0760 ext.107 marie@usedcarnews.com

WHOLESALE BUYER -REP 30 yrs exp. Fl based. Will travel, references avail. Call Michael P. 954-445-6589 WHOLESALE BUYER - REP 30 + yrs exp. Midwest based Call Glenn, 708-738-9255

AUCTIONS WYO AUTO AUCTION. Bus. 17 yrs. Open to the public. Next auction Oct. 5, 2013 and Jan. 25, 2014. Cheyenne, Wyoming. 307-632-8648

UCN_22.indd 1

Clear-up ugly plastic headlites to a like new appearance. Call 1-866-998-4999 or visit www.uglyheadlights.com Garage Liability Specialists! Exclusive markets! Williams $ Stazzone Ins., 800-868-1235 www.wsins.com DEALER WEBSITES Starting at $30/mth No Set Up Fee / 877-266-8913 www.YourCarLot.com

TRANSPORTATION SERVICES

TO REPLY TO A CONFIDENTIAL BOX # THAT IS USED IN AN AD:

Email:

marie@usedcarnews.com (Box# in subject line)

U.S. Mail:

Attn: box (number listed in ad), c/o Used Car News, 24114 Harper, St. Clair Shores, MI 48080

Compact Car Jan 2013 Feb 2013 Mar 2013 Apr 2013 May 2013 Jun 2013 Jul 2013 Aug 2013 Sep 2013 YTD AVG: Fullsize Car Jan 2013 Feb 2013 Mar 2013 Apr 2013 May 2013 Jun 2013 Jul 2013 Aug 2013 Sep 2013 YTD AVG: Luxury Car Jan 2013 Feb 2013 Mar 2013 Apr 2013 May 2013 Jun 2013 Jul 2013 Aug 2013 Sep 2013 YTD AVG: Midsize Car Jan 2013 Feb 2013 Mar 2013 3:25 Apr 2013 May 2013 Jun 2013 Jul 2013 Aug 2013 Sep 2013 YTD AVG: Pickup Jan 2013 Feb 2013 Mar 2013 Apr 2013 May 2013 Jun 2013 Jul 2013 Aug 2013 Sep 2013 YTD AVG: Sports Car Jan 2013 Feb 2013 Mar 2013 Apr 2013 May 2013 Jun 2013 Jul 2013 Aug 2013 Sep 2013 YTD AVG: SUV Jan 2013 Feb 2013 Mar 2013 Apr 2013 May 2013 Jun 2013 Jul 2013 Aug 2013 Sep 2013 YTD AVG: Van Jan 2013 Feb 2013 Mar 2013 Apr 2013 May 2013 Jun 2013 Jul 2013 Aug 2013 Sep 2013 YTD AVG:

Avg Sale Price

Avg. Mileage

$6,061 $6,115 $6,437 $6,279 $6,175 $6,097 $6,021 $5,883 $5,652 $6,086

97,138 98,009 97,036 98,279 98,663 98,441 98,780 98,997 101,641 98,517

$4,675 $4,660 $5,053 $4,893 $4,750 $4,593 $4,656 $4,632 $4,547 $4,723

106,927 107,620 107,995 110,372 109,576 108,563 108,659 106,580 107,093 108,157

$12,890 $12,014 $12,953 $13,330 $13,266 $12,718 $12,576 $12,972 $12,360 $12,801

93,172 97,277 95,433 95,160 94,326 96,535 96,589 94,737 96,694 95,479

$6,199 $6,177 $6,575 $6,524 $6,424 $6,295 $6,281 $6,137 $5,912 $6,287

108,740 109,434 107,694 107,941 108,216 108,678 107,801 109,197 110,814 108,687

$12,553 $12,583 $12,721 $12,791 $12,826 $12,839 $12,829 $12,900 $12,692 $12,747

106,188 107,714 108,075 107,687 108,366 109,254 109,385 110,113 110,689 108,566

$13,027 $13,309 $14,607 $15,014 $15,069 $14,569 $14,457 $14,188 $13,309 $14,212

79,650 81,378 78,141 75,704 76,468 78,119 77,917 77,951 81,067 78,381

$11,576 $11,175 $11,690 $11,708 $11,667 $11,454 $11,215 $11,468 $11,055 $11,450

102,287 104,520 103,087 103,244 103,232 103,434 104,189 103,818 106,383 103,767

$5,981 $6,056 $6,467 $6,518 $6,363 $6,427 $6,233 $6,152 $5,910 $6,239

116,096 117,141 116,302 116,177 115,620 117,149 117,026 117,482 120,748 117,015

CURRENT YTD, THROUGH SEPTEMBER 2013

SOURCE: MANHEIM CONSULTING

10/14/13 12:39 PM


TD Auto Finance

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0002350_M3523_4A_US_R1.indd 1

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1

M3523-4A-US R1.indd

Round

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Job Description:

Mechanical Specifications:

Contact:

10/11/13 11:58 AM


UCN_24.indd 1

10/11/13 8:54 AM

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