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Thieves Use Test Drives To Steal Cars tBy Ted Craig

There have been a number of incidents lately that remind dealers to use caution when turning over keys for a test drive.

The latest was in Colorado.

Two women, Othello Kenta Bland and Chelsea Marie Getchell, were indicted for selling cars they had stolen from private sellers during test drives.

A dealer in Michigan recently fell victim to a key switch scam. That’s when the thief keeps the real key after a test drive, gives the dealer a similar-looking key and then returns later to steal it.

All this is just another reason for dealership staff to always accompany a shopper on a test drive, said Jim Edwards, president of Professional Dealers Institute.

Of course, this should be standard practice anyway.

Most garage liability agreements require staff go on

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test drives.

That’s to prevent any misuse of the vehicles. For example, with stop-light cameras in place in many areas, dealerships can now be liable for speeding.

Another Michigan dealer recently reported a shopper who took a vehicle on a six hour test drive. It’s unknown what the car was used for during that time.

Some people abuse test drive vehicles in non-criminal ways.

Edwards said some people take a pick-up truck for a test drive in order to pick up wood chips or even manure.

Problems arise with ridealongs when test drives turn into carjacking.

There have been a number of cases where salesmen have been held at gunpoint for hours while the driver steals the car.

“I know some folks who carry a gun when they go on a test drive,” said Kat Messenger, vice president of Professional Dealers Institute.

An alternative is using technology.

The starter-interrupt and GPS devices used for payment assurance can always be used as theft deterrents.

Messenger said inexpensive GPS units can be created using disposable cell phones as well.

Attorney Tom Hudson said that approach is legal, but he recommends disclosing their usage in a test drive agreement.

These are a good idea for any store and are mandated by some states, Hudson said.

Illustration by Joe Schlaud

NIADA, NABD Join Efforts for Training

The National Independent Automobile Dealers Association and the National Alliance of Buy-Here, Pay-Here Dealers are teaming up for a new Certified Master Dealer program.

The CMD program was developed in 2001 to help dealers manage and grow a profitable business. It requires an intensive three-day course and 12 hours of continuing education over the next three years.

The CMD designation is limited to dealer-principals. However, store employees can take the course and obtain a certificate.

The new CMD program caters to the special needs of those who run in-house finance operations.

Ken Shilson unveiled the program at the recent NABD conference in Atlanta. Several NIADA representatives were on hand, including CEO Mike Linn, President Don Fincher and President-elect Chris Martin.

Fincher and Martin are both CMDs who also do in-house financing.

Despite being in the business for decades, Fincher said he learned a lot from his CMD training.

IN THIS ISSUE • Dealer stars in documentary about family business. – Page 3

• Technology continues improving for auto sales. – Page 8

• Toyota’s reputation for quality is on the mend – Page 5

• Auctions offer an array of services to customers. – Page 20

DO MORE WITH AUTOTRADER.COM. Check out the back page and see how our dealers put more to work for them.

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USED CAR NEWS

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Film Spotlights American Dream

By Jeffrey Bellant

National Quality Dealer Tracy Myers and his Frank Myers Auto Maxx dealership in North Carolina are the focus of an Emmy Award winning film team’s latest project.

“Car Men,” which had a black-tie premiere Nov. 17, tells the story of the dealership, which began as a general store 80 years ago.

A wider release is expected on Dec. 2, followed by a DVD release early next year, Myers said.

Myers is well versed in different types of media. In addition to writing the dealership’s blog, he has written newspaper articles and appeared on national television outlets, like Fox Business News and The History Channel, representing car dealers.

In late 2010, Myers appeared on motivational guru Brian Tracey’s syndicated television show.

He discussed the used-car business and the dealership’s history.

A producer from the show was so intrigued by the segment, he asked Myers if he would be interested in

being part of a documentary about the business.

“I didn’t think anything of it,” Myers said.

But the producer visited the lot, learned about how the dealership operates and convinced Myers take part in the documentary.

The production team came down a few months ago, interviewed family members and filmed for several days, Myers said.

Nick Nanton, the show’s producer, also helped make “Jacob’s Turn,” an Emmy Award-winning short film about a child with Down’s Syndrome playing on a teeball team.

Myers said once he’d heard that the production team won an Emmy, he figured they wouldn’t be interested in coming down to shoot the film about the dealership.

But they were still excited.

“My wife and I are the only two people who have watched the finished project (prior to the premiere),” Myers said. “I know I’m partial, but I think it’s pretty amazing.

“It’s an awesome legacy piece for my kids and grandkids. And for the industry,

Photo Courtesy of Celebrity Films STARRING ROLE: North Carolina dealerTracy Myers, 2006 National Quality Dealer(left), his family and dealership are the focus of a new documentary scheduled for release in December.

which I love. It shows the good side of what we do and the community side. It shows the heart and the hours that we put into it.”

Myers said he had an earlier offer from a different company to do a reality show, but it fell through.

The problem was how they

wanted to portray the dealership and family.

“At every turn, they wanted to make us look like idiots,” Myers said.

He told them he wanted something positive, inspirational and motivational.

“I have no problem with being funny and working our

quirks into it, because we are quirky, ” Myers said. “But you’re not going to make us look like a bunch of rednecks.”

Myers feels the documentary got it right.

“It’s a touching story about family, small business and the American dream.”

2012 Tax Season Already Under Way

By Ted Craig

ATLANTA – Just as the Christmas shopping season starts earlier every year, so too does tax season for buy-here, pay-here dealers.

Ingram Walters, president of iCars in Monroe, N.C., told attendees at the recent National Alliance of Buy-Here, Pay-Here Dealers conference that his favorite holiday was Martin Luther King Jr. Day. That’s because it meant the start of tax season.

“Even though February is the shortest month of the year, it’s the biggest month of the year for me,” Walters said.

Walters’ store goes from selling 100 to 125 units a month to 200 that month.

He stays open seven days a week instead of six to meet the demand.

Technology is pulling tax season forward, however.

Traditionally, W-2 forms started arriving in mid-January. Now, many large employers are posting W-2s online Jan. 2.

Bill Neylan, president of Tax Refund Services/Tax Max, said buy-here, pay-here customers start www.usedcarnews.com

shopping as soon as they get that refund targeting include more sales form. and higher down payments.

“When they The risk is get that W-2, increased defaults. it’s a lottery “That’s a person ticket,” Neylan who is paycheck to said. paycheck the rest of “When they The money the year,” Walters will be spent said. get that W-2, within 48 Some dealers only hours, on see the down it’s a lottery av e r a g e , h e payment and ignore said. underwriting based ticket.”

That’s why on the customer’s dealers need normal budget.

– Bill Neylan to get at it as “They have other soon as possiobligations,” said ble.

Fran Cavenaugh of For dealers Cavenaugh A u t o using Neylan’s Group in system, that means October.

Arkansas.

Many will see one of their biggest Cavenaugh recommends taking sales days on t h e F r i d a y after n o m o r e t h a n 25 percent of the Thanksgiving, ju s t l i k e refund as down payment. traditional retailers.

That’s still a large amount. A T h e T a x Max system com- single p a r e n t m a k i n g $20,000 a putes a customer’s tax refund based year can get a $10,000 check from on a recent pay stub. The d e a l e r the government due to various t h e n sells a car with a deferred credits. down payment to come in January.

Dealers want to get at that money Once the customer gets that W-2, before any other retailer or the refund can be processed. customer. But there’s no cutting in The rewards of an aggressive tax front of Uncle Sam.

The federal government will garnish a tax return for several reasons, including owed back taxes and student loan payments.

Dealers need to call a toll-free number to find out about any of these garnishments.

BJ Stadum of Wholesalecars.com recommends getting some down payment upfront when selling a car on anticipation of a tax refund.

“They’ve got to have some skin in the game,” Stadum said.

There are legal risks with selling cars with a deferred down payment that depends on a tax refund.

Neylan recommends consulting with an attorney before launching the program.

Selecting the right inventory is crucial, as well.

The vehicles need to still run when the tax refund arrives.

An advantage for dealers who start tax season early is inventory.

Walters is stocking his lots now.

He said prices will start rising fast for buy-here, pay-here units beginning next month.

Right now, they are at the lowest point of the year following de-fleeting.

November 21, 2011

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USED CAR NEWS

November 21, 2011

NEWS BRIEFS U.S. Bank Launches Online Buying Tool

U.S. Bank has launched of the U.S. Bank Auto Buying Service at www.usbank.com/autobuying.

Powered by TrueCar, the U.S. Bank Auto Buying Service allows shoppers

to find the car of their choice with preferred upfront pricing and fast, easy access to financing information.

With the U.S. Bank Auto Buying Service, car shoppers will receive guaranteed upfront pricing from a nationwide network of over 5,000

M I L E STO N E S Auction industry veteran Gary Clark Peterson, 75, of Salem, Ore., died on Nov. 1.

Peterson was born in New Haven, Conn., and moved with his parents and three brothers to California when he was a teenager. At 16, he built his first race car and continued to compete in racing into his 70s.

Peterson later married and he and his wife Lynne moved to Reno, Nev., where he started several businesses, including Carson City Dodge and the Auction Barn.

Peterson moved to Salem in 1976 and established Peterson Auction Group, which ran collector car auctions over the years. He also raised millions of dollars for charities with his auction skills.

Peterson had four children, eleven grandchildren and one greatgrandchild.

Marc Hutchette, executive director of the Oregon Independent Automobile Dealers Association, said

Peterson was a pillar of the Oregon dealer and auction industry.

Gary Sargent, president of the Oregon IADA, who knew Peterson for more than 35 years, said Peterson had a strong reputation in the Northwest.

“Gary Peterson was a true legend in Oregon in getting the auctions started in the Portland area,” Sargent said. “He built them up to a successful level and brought dealers a first-class experience which still carries on today with his family.

“He was a leader in auto appraisals and was a true friend to the Oregon IADA. His charismatic smile and personality will be missed by all.”

C R O S S WO R D

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USED CAR NEWS

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Toyota’s Reputation Rises Toyota remains a strong brand in the used-car market despite its recent troubles.

The latest setback for the company’s image came when it had to recall 283,200 units due to concerns over their steering systems.

Still, Toyota’s perceived quality score rose more than two percent over the last six months closing the gap with leading mainstream brand Honda, and Lexus once again reigned supreme among luxury brands, according to the Fall 2011 Perceived Quality Study from ALG. “The continued rally of Toyota is evidence of the brand’s widespread reputation for quality and ownership loyalty,” said Eric Lyman, vice president, residual value solutions, ALG. “This is the third straight survey where Toyota has shown relatively strong growth. If this trend continues, the brand might soon regain the top spot from Honda in the mainstream category.”

Twice a year, ALG surveys approximately 3,000 to 4,000 U.S. consumers to gauge perceptions of a number of mainstream and luxury automotive brands for its PQS. Honda (78.9; -2.5 percent) once again led the mainstream brands and Toyota (75.3; +2.3 percent) continued to rebound from the product recalls

from early last year. Ford Trucks (68.7; -3.8 percent), Subaru (68.3; -3.5 percent), and Nissan (67.6; -3.4 percent) round out the top five.

In the luxury category, Lexus topped the charts with an overall PQS of 82.4 (out of 100) followed by Mercedes (79.8 and -3.9 percent vs. the Spring 2011 Study), BMW (78.4; -2.5 percent), Porsche (76.7; -4 percent) and Acura (76.3; -2.6 percent).

“Consumer perception can dramatically affect a brand’s reputation and sales,” Lyman said. “A strong perception can result in greater sales while a negative perception can drive a consumer away from a brand’s entire lineup.”

Of the 23 brands included in the fall 2008 survey that remain in the survey, Ford brands, Kia and Hyundai have racked up the biggest long-term gains. Hyundai led the group, moving from 18th place to 9th place, a gain of nine spots over the past three years.

Ford cars and Ford trucks moved from 15th to 7th and 8th to 3rd place, respectively, and lastly, Kia jumped from 23rd place in 2008 (last place among those still in the survey) to 18th place.

“These three automakers have made impressive efforts to improve

ANOTHER DENT: Toyota recently recalled several 2004-05 model year Camrys, along with 2004-05 Highlander, Sienna and Solara vehicles, the 2004 Avalon and the 2006 Highlander HV.The recall of 137,000 Lexus vehicles includes the 2004 and 2005 ES330 and RX330 and 2006 RX400h.The outerring of the engine's crankshaft pulley may become misaligned with the inner ring, causing noise or a warning signal to light up.

brand perception and we can see that it has truly paid off in the mainstream rankings,” Lyman said. “The perception of where luxury brands stand in relation to each other seems to be solidly cemented in the minds of consumers, owing to the consistency of the luxury rankings.”

Lexus also captured the highest

Perceived Quality rating for alternative fuel vehicles with an overall PQS of 89.8 (out of 100), according to the Fall 2011 Perceived Quality Study (PQS) from ALG. Mercedes (88.8), Porsche (86.7), BMW (86.7) and Honda (85.6) rounded out the top five, respectively.

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USED CAR NEWS

November 21, 2011

State Creates NewTitle Brand assigned by the Oklahoma Tax Commission and must be affixed to A new Oklahoma law will require a the vehicle. special branded title for vehicles Oklahoma attorney Eric Johnson, with certain replacement or recondi- from the Phillips Murrah law firm, tioned parts. said the new designation is uncomThe law, which went into effect mon.

Nov. 1, requires a “rebodied” brand “This is pretty interesting,” he said. on titles of: “I’m (unaware) of any other state “A vehicle which with a ‘rebodied’ has been assembled brand.” using a new body or Johnson said the new major compoissue came up last “I’m (unaware) nent which is of the year because of the identical type as the concerns of dealers of any other original vehicle and selling vintage autostate with a is licensed by the mobiles. Often they manufacturer of the might pull out the ‘rebodied’ original vehicle and chassis of a classic other original, new vehicle and replace brand” or reconditioned t h e b o d y, f o r – Eric Johnson parts. example.

For purposes of A ‘rebodied’ brand this paragraph, ‘new will help vintage body or new major dealers avoid a component’ means a new body, cab, salvage or junk brand on a car, since frame, front end clip or rear end clip, the latter designations are inaccuand which is not a salvage, rebuilt or rate. junked vehicle...”

Johnson said dealers will be Oklahoma Rebodied Vehicle cer- required to fill out an “Affidavit of tificates of title will be a distinctive Rebodied Vehicle” form that must be color (yellow) and display the year, submitted with the application for a make and model of the originally new title. manufactured vehicle which has The ‘Rebodied’ designation will be been rebodied. reported to NMVTIS as an As a condition of titling as a rebod- Oklahoma title brand. The NMVTIS i e d v e h i c l e, a n e w v e h i c l e brand of “Replica” will be applied to identification number will be the Oklahoma rebodied titles.

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PAGE 8 – FOCUS ON ONLINE RETAIL

Tech Keeps Improving Sales (Chip Perry is the CEO of AutoTrader.com.)

UCN: In the past year, AutoTrader has expanded considerably. How is that going?

Perry: We are even more excited now about the potential to create new value in the industry through the acquisitions we’ve made than we were when the deals were done.

It’s because the opportunities we saw looking at the companies, from the outside in, have all been confirmed.

There’s only so much you can learn through the due diligence process. But you always hope there won’t be negative surprises. In our case, we haven’t had any negative surprises and we’ve been delighted with some of the positive surprises we see for future opportunities.

We’re very upbeat about how the online side of the automotive industry is going to evolve in ways that will be both useful for consumers and also (help dealers) go to market with technology more efficiently than they can today.

The future looks very bright from our perspective.

We think it’s probably still in only the second or third inning in the evolution of where it ultimately will get in the next decade.

We also have what we call the trade-in marketplace.

We’re the first company in America to offer consumers an instant offer, sight unseen, subject to an inspection of the vehicle.

This enables dealers to capture trade-ins that they would not otherwise seek.

UCN: AOL recently reported figures about the number of dial-up modems that are still being used.

When everyone is on b ro a d b a n d , w i l l t h a t unlock the potential even more?

Perry: Yes, I think there is the ongoing increase in the percentage of consumers using the Internet to shop.

That’s driven by the pervasive availability of broadband now.

But it’s also because of mobile devices, which are cellular or Wi-Fi enabled.

We see that the percentage of car buyers shopping online is in the 70- to 80p e r c e n t r a n g e . T h a t ’s gradually growing every year by a percentage point or two.

More important than the transition from dial-up to Wi-Fi is the capability of the software on third-party sites for consumers and dealers.

The inefficiencies that can be eliminated through better software tools that go deeper into the car-shopping experience and deeper into the dealership operations workflow. There’s a tremendous amount of innovation that’s going to happen in the next decade and in the next two or three years.

For many years, third-party sites provided information side-by-side with email forms and banner ads. That was the way sites chose to construct their businesses and there wasn’t much change. But now there are tools to help people choose what car to buy.

If you look at a category like mid-sized SUVs, there are 25 or 30 different vehicles to choose from. How do

you make that choice?

There was a recent column in the Wall Street Journal talking about how people are using software now to figure out what car they should buy.

UCN: One thing that isn’t changing is the role of dealers in the car-buying process. Your company has been a big supporter of dealer organizations like the National Independent

Automobile Dealers Association. So what do you see in the future for dealers in regard to interacting with technology?

Perry: At its core, the Internet will remain an influencing, advertising and marketing system for dealers, rather than a transactional or direct response medium.

(Read more from Chip Perry at usedcarnews.com.)

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Electric Car Ignites After Crash WASHINGTON (AP) – A Chevrolet Volt that caught fire three weeks after its lithium-ion battery was damaged in a government crash test has regulators taking a harder look at the safety of electric car batteries, federal officials said.

Based on testing so far, however, regulators believe the batteries are safe and do not pose a greater fire risk than gasoline-powered engines, a National Highway Traffic Safety Administration official told The Associated Press.

The official requested anonymity in order to speak freely.

The car that caught fire was tested May 12 by an agency contractor at a Wisconsin facility using a relatively new side-impact test intended to replicate crashing into a pole or a tree, the official said.

Three weeks later, while the car was parked at the test facility, it caught fire and set several nearby vehicles on fire. A NHTSA investigation concluded the crash test damaged the battery, which later led to the fire.

Lithium-ion batteries, which are used in a vast array of consumer electronics, have a history of sometimes catching fire when damaged.

General Motors spokesman Greg Martin said the test did not follow procedures developed by GM engineers for handling the Volt after a crash. The engineers tested the Volt's

battery pack for more than 300,000 hours to come up with the procedures, which include discharge and disposal of the battery pack, he said. ``Had those protocols been followed after this test, this incident would not have occurred,'' he said.

The company had not told the government of its protocols at the time of the test, another GM spokesman said.

Martin said the Volt is safe.

After the Volt fire, NHTSA and GM each replicated the crash test and waited three weeks, but in neither case did the cars catch fire, officials said. Nor were the cars’ batteries damaged in those tests, officials said.

The NHTSA official said the agency has been unable to explain why the Volt's battery was damaged in one test but not in two others conducted in exactly the same manner.

NHTSA, along with the Department of Energy, plans to conduct more tests next week on Volt batteries and is continuing to monitor cars already in use. Government and GM officials said they are unaware of any similar fires among the 5,000 Volts now on the road.

Nissan Motor Co., which has more than 8,000 all-electric Leaf models on U.S. roads, and Tesla Motors Inc., with 2,000 cars sold worldwide, said their cars are extensively tested and have not started any fires after crashes.

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Wholesale Prices Relax as Auction Volumes Increase Wholesale prices eased again in October as more supply entered the market while demand remained strong.

The Manheim Used Vehicle Value Index reading of 122.8 in October represented a 0.1 percent decline from both September 2011 and October 2010.

“Wholesale used vehicle values have remained at high levels due to restricted wholesale supplies and strengthening retail demand,” said Manheim chief economist Tom Webb.

“In addition, the new vehicle

market continues to experience low inventory levels, higher transaction prices and a quicker sales pace.”

Webb adjusts prices for mix, mileage and seasonality. ADESA economist Tom Kontos does not, and he said the overall wholesale market strengthened in October.

Wholesale used vehicle prices in October averaged $9,842, Kontos said.

That’s up 0.9 percent compared to September and 0.8 percent versus October 2010.

However, prices did soften in the factory, fleet-lease and dealer

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Average Prices ($/Unit) Oct-11 Sep-11 Oct-10 Total All Vehicles

Latest Month Versus: Prior Month Prior Year

$9,842

$9,750

$9,765

0.9%

0.8%

Total Cars Compact Car Midsize Car Fullsize Car Luxury Car Sporty Car

$8,873 $6,799 $7,781 $6,162 $13,244 $11,721

$8,970 $6,992 $7,744 $6,600 $13,401 $11,990

$8,552 $6,102 $7,203 $4,717 $13,725 $11,392

-1.1% -2.8% 0.5% -6.6% -1.2% -2.2%

3.8% 11.4% 8.0% 30.6% -3.5% 2.9%

Total Trucks Mini Van Fullsize Van Mini SUV Midsize SUV Fullsize SUV Luxury SUV Compact Pickup Fullsize Pickup

$10,929 $7,436 $10,472 $10,124 $9,860 $13,719 $20,186 $7,213 $10,944

$10,627 $7,295 $9,803 $10,170 $9,482 $12,608 $19,606 $7,121 $11,097

$11,120 $7,478 $8,898 $10,280 $9,951 $13,622 $21,109 $7,058 $11,553

2.8% 1.9% 6.8% -0.5% 4.0% 8.8% 3.0% 1.3% -1.4%

-1.7% -0.6% 17.7% -1.5% -0.9% 0.7% -4.4% 2.2% -5.3%

Source: ADESA Analytical Services

consignment segments.

The biggest market mover, according to both economists, was rental cars.

Rental risk volumes in October moved down month-over-month from September, but were well above year-ago levels, Webb said.

Pricing remained strong, moving back above $14,000 per unit, and average mileage remained steady at about 37,500 miles.

“The pricing on these units was no doubt helped by the low level of carry over units in new vehicle inventory,” Webb said.

Commercial fleets show mixed results.

Commercial fleets increased the volume of midsize cars returning to the market in October and achieved

fairly good prices, but not as good as they should have been when factoring in the lower mileage that these vehicles had at time of sale.

Pricing for end-of-service pickups and vans, however, continued to be very strong.

Kontos said trucks on the whole outperformed cars in the wholesale market last month.

That’s typical of the fall, when dealers start stocking up for increased demand when the snow starts.

Another sign of annual defleeting is the increase in auction inventories.

Kontos said inventory levels stood at 30 days at month-end marking the second month in a row that dayssupply of auction inventories matched year-ago levels.

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UCN_13

11/14/11

12:47 PM

Page 1

USED CAR NEWS

November 21, 2011

Store Fails to Deliver Vehicles

By David Piestrzynski

Two former used-car dealers in Hartford, Conn., were arrested and accused of stealing a total of $250,000 from 72 customers.

Rafael Ortiz Sr., 42, and his son, Rafael Ortiz Jr., 21, were arrested Oct. 25 on larceny and racketeering charges following an investigation into several incidents at City Motors between December 2010 and March 2011.

According to the Connecticut Department of Motor Vehicles, employees at City Motors had been accepting down payments from customers without delivering the vehicle, and had also been selling the same vehicle to multiple customers.

The Hartford DMV revoked City Motors’ license in March for failing to meet state requirements.

They began an investigation into City Motors in April after several complaints that the lot had been emptied with several customers expecting delivery on cars they had purchased.

The Hartford police assisted in the investigation.

According to police, many customers paid Ortiz and his son in cash or by check, but were repeatedly told the car was not ready.

Some customers had brought cars in for repairs, and never got them back.

The dealership promised disgruntled customers a refund in the first week of April, but the lot was cleared out by then.

After warrants were issued for Ortiz and his son, they fled to San Juan, Puerto Rico.

Members of the Hartford Police Major Crimes Division and Hartford Police Intelligence Division brought both suspects back to Connecticut.

“They left no stone unturned in seeking out these fraudulent perpetrators and ensuring their return to Connecticut for prosecution,” said Daryl K. Roberts, Hartford’s police chief of the successful hunt for Ortiz and his son.

“A job well done by all.”

Upon their return to Connecticut, both men were charged and later arraigned in Superior Court in Hartford.

Bail has been set at $350,000 for Ortiz, and $200,000 for his son.

Pedro Segarra, Hartford’s mayor, offered comments to ensure the victims that this matter would be resolved. “(Ortiz and his son) will now be held accountable for their actions, which, I hope will help bring some sense of closure and justice to their victims, 72 innocent consumers,” he said.

The DMV are telling victims it could take more than a year for the situation to be resolved.

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12:46 PM

Page 1

USED CAR NEWS

November 21, 2011

RETAIL MARKETS MICHIGAN

Jerry Drouillard, owner, Autohaus, Royal Oak, Mich.: “We have one location.

We’ve been here 27 years.

“We carry between 40 and 60 units on our lot. That’s probably a little less than this time last year.

“Our monthly sales are between 15 and 20 units per month. I think this year is quite a bit down from this time last year.

“We mostly do just straight retail. We don’t do buy-here, pay-here.

“In our market, the credit unions have been picking up the finance business that (some lenders left behind).

“Most of my inventory is coming from Florida and Georgia, since we specialize in imports. We’re getting those from auctions.

“Our inventory is at least 80 percent imports.

“The average model year is about 2005.

“We try to keep the mileage on our inventory under 100,000. But this year, we’re seeing that we’re taking cars that have over 100,000 miles on them. We never used to

do that, but now we’re doing it out of necessity.

“Our average retail price is probably $10,000. That’s gone up from this time last year.

“For advertising, we do Autotrader.com, cars.com and we do a lot of AutoFocus Detroit, a color classified magazine. We used to do cable television and we stopped because, at the time, we weren’t getting the results we wanted. But we are looking to go back to cable.

“We do a lot of service work, since we’re a Boschauthorized service center.

We have eight service bays.

We’ve always done outside service work. That part of the business is great.

“We recondition our own vehicles before they go out on the lot. Today, you wind up putting more into a car than ever before. I don’t have an average figure, because it varies so much. We’ll do complete service on every car. So it all depends on the car.

“I don’t do much with trucks.

“I think the market is getting better for us. We’ve

Compiled By Jeffrey Bellant been around long enough so that everything’s paid for, so that helps.

“I see it getting better. It can’t get any worse than it was.”

WISCONSIN

C h u c k Vo l i n , o w n e r, Hudson Auto Mart , Hudson, Wis.: “I’ve been in business for eight years. We have just one location.

“Our lot is located 21 miles east of downtown St. Paul, Minn.

“We carry about 20 vehicles on the lot, sometimes 25.

We’re probably carrying about five more than this time last year.

“We sell 12 to 13 a month, on average. That’s pretty close to this time last year.

We might be up one sale per month.

“About 90 percent of our vehicles come from Manheim Minneapolis or Manheim Northstar.

“We’re predominantly straight retail. But we’re starting to take on some finance. We’re going into it real cautiously.

“Our inventory ranges from (model years) 1995 through

2004. Our average model year is probably 1999.

“We buy based on condition quality. Mileage from 120,000 to 150,00 would (comprise) most of our vehicles. That’s about the same as this time last year.

“We used to be $3,000 to $10,000 retail lot. So most of our vehicles would be 100,000 miles or less.

“So we’ve moved into a (less expensive) car.

“At auction, we only buy from franchise dealers and always test-drive them before purchase. So we buy the higher-mileage car that’s in good or excellent condition.

“Most of our vehicles sell between $2,000 and $3,500 retail, with nothing over $5,000.

“This lower-end market has kept us in business.

Because the franchise dealers are now holding back what we used to sell. Our franchise dealer here will basically wholesale everything that is more than 10 years old or over 100,000 miles. So we try to buy the best of that group.

“Age and miles aren’t our deciding factor. It’s the con-

dition of the vehicle.

“We’ll buy mostly domestic, but we’ve also added more foreign cars. We’ll buy some Nissans. We don’t buy Hondas or Toyotas because they come at such a premium, they would fall outside of our target market.

We’ll buy a 1993 if it’s in good shape. Nissans are pretty close to what we’d pay for a domestic. There’s not much of a premium on them.

“Our inventory is mostly cars, some vans and a few trucks. If we had 25 vehicles on the lot, we’d have 19 cars and (the rest) would be vans and SUVs. We’ll sometimes carry more vans if it’s a good deal.

“If the quality is good, we’ll buy it.

“For advertising, we’re exclusively with Craigslist.

“We’ve tried everything else, but other advertising will cost us $300 to $500 a month and we’ll get nothing.

“We’ve always actually been high on referral business, too, even in our first year.

“One vehicle we sold recently was a 2003 Mazda MPV. That one had 130,00 miles on it. We sold it for $4,500.”

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UCN_15

11/14/11

12:44 PM

Page 1

USED CAR NEWS

November 21, 2011

WHOLESALE MARKETS OKLAHOMA

Bruce Beam, general manager, Dealers Auto Auction of Oklahoma City, Oklahoma City: “Business is steady. It’s at the time of the year when things wind down a bit heading to the holidays.

“We’ve got 11 lanes and we’re running seven these days.

“We run about 1,000 to 1,100 vehicles right now. We were up around 1,200-plus from June through October.

So it’s tailed off a bit.

“Percentages have been hovering around the 50 percent mark, to be honest with you.

“Business has been pretty consistent with this time last year. It seems we all hear about the shortage of vehicles out there and that the prices are up. But locally I’m hearing from my sales guys and dealers that lots are packed with cars. Many of the new-car stores’ sales are up, which has made used-car sales a little stagnant. I think a lot of that is due to the fact that used car prices are higher and that – along with rebates and incentives – has

cut down the gap between (new and used car prices).

“Our average number in the lanes is about 650 bidder badges. But it’s been in the high 500s recently. It’s been a pretty stable situation, which we consider pretty good, all things considered.

“Dealers’ moods are cautious, I would say. At this point, though, the guys who are still in the business are used to the way it is. We can tell stories about how things were six, seven or eight years ago, but we understand the reality of today. We understand where the business is and where it’s going. Maybe not to where it was, but higher levels than where’s been recently.

“The dealers have adjusted their operations and are just happy to be in the business, carry on and do what they love.

“When you’ve been through a cycle like this, a lot of guys learned a lot over the past couple of years. I know we in the auction business did.

“About 45 percent of our volumes are true fleet, with 32 to 33 percent dealer and the rest would be factory

volumes.

“We do a lot of Smartlane business with Ally Financial.

“Dealer business has declined, but fleet has increased.

“We also have a heavy-duty truck sale. We do that mainly for Ally Financial almost once a month, maybe 10 times a year. We’ll get some box trucks and other stuff from Ally Financial. We try to supplement it with other consignors and dealers. It’s not a large volume sale. It runs anywhere from 10 to 30 units for that sale.

“There’s also an inop/salvage sale. Not a true salvage sale. Mainly for our (consignors) like Santander, Ally and our buy-here, payhere dealers’ repossessions.

“So basically, we sell nonrunners, which have mechanical issues, or wrecks.

We also run car haulers, travel trailers, boats, etc., anything that doesn’t power itself and that we’re not going to drag across the block ourselves.

“We probably run 50 to 60 units a week. We do a great online business with those, probably in the 50 to 60 percent range every week.

•

15

Compiled By Jeffrey Bellant “Online has been growing.

It’s a long, slow growth, but definitely on the upswing.

“Our average selling price, minus the factory cars, is probably in the $8,200 to $8,400 range. That’s actually up from this time last year. It had actually tipped down to the mid- to low-$7,000s.

“It seems like right now it’s just a matter of putting up the right car with the right buyer at the right time.

Prices are still too high for people to just speculate.

“A vehicle also needs to be something that doesn’t need a lot of work and that’s wellrepresented.”

OREGON

B r i a n H a r d y, g e n e r a l manager, Cross Point NW LLC, Milwaukie, Ore.: “We’ve been in business since July of 2008. We have four lanes.

“We typically run about 500 per week.

“That’s up quite a bit from this time last year. We’re up about 40 percent, year over year. “ Fo r t h e y e a r, we ’ r e a strong 70 percent sale.

“We typically have about 250 dealers in the lanes.

t h a t ’s p r o b a b l y u p 2 0 percent.

“About 80 percent of our dealers are coming from Oregon. We also have dealers coming from Idaho and quite a few dealers from Washington. “(Retail) business for dealers has been more up and down than it used to be. I think everybody’s working hard and doing their best. I would say that business is stable now, just because of the hard work of the dealers.

“We’re about 70 percent new-car dealer consignment.

The rest is 20 percent bank repo and 10 percent independent dealer consignment.

“We don’t do any salvage.

We do a small amount of inops.

“Our average price in October was $6,000. That’s up quite a bit from this time last year. Our average price last year was about $4,000.

“I think that has to do with the (type of dealers attending.) When we started out, we were dealing with a lot lower-end stuff. Then someone would send us a $30,000 Mercedes and everyone would just stare at it. We’d get no bids.”

UCN_16

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2:52 PM

Page 1

USED CAR NEWS

November 21, 2011

MONTHLY DEALER CONSIGNMENT AVERAGES CURRENT YTD, THROUGH OCTOBER 2011

Avg Sale Price

SOURCE: MANHEIM CONSULTING

Avg. Mileage

Compact Car

Avg Sale Price

Avg. Mileage

Pickup

Jan 2011

$5,574

167,977

Jan 2011

$11,485

241,942

Feb 2011

$5,840

138,680

Feb 2011

$11,378

207,190

Mar 2011

$6,381

132,726

Mar 2011

$11,375

218,118

Apr 2011

$6,904

141,567

Apr 2011

$11,310

249,902

May 2011

$6,958

151,722

May 2011

$10,943

257,929

Jun 2011

$6,921

163,875

Jun 2011

$11,246

244,362

Jul 2011

$6,966

171,951

Jul 2011

$11,632

236,320

Aug 2011

$6,461

170,358

Aug 2011

$11,423

221,933

Sep 2011

$6,169

178,314

Sep 2011

$11,158

226,120

Oct 2011

$6,012

184,694

Oct 2011

$11,200

231,138

YTD AVG:

$6,433

158,907

YTD AVG:

$11,317

232,496

Sports Car

Fullsize Car Jan 2011

$5,706

205,920

Jan 2011

$10,888

166,991

Feb 2011

$5,725

155,996

Feb 2011

$11,141

139,993

Mar 2011

$6,213

154,299

Mar 2011

$12,811

127,339

Apr 2011

$6,370

175,633

Apr 2011

$13,760

136,541

May 2011

$6,409

191,839

May 2011

$13,661

147,832

Jun 2011

$6,606

200,729

Jun 2011

$13,675

154,189

Jul 2011

$6,394

204,776

Jul 2011

$13,208

169,083

Aug 2011

$5,871

197,940

Aug 2011

$12,358

182,694

Sep 2011

$5,927

200,019

Sep 2011

$11,718

195,145

Oct 2011

$5,921

206,235

Oct 2011

$11,663

193,910

YTD AVG:

$6,126

187,192

YTD AVG:

$12,575

158,629

SUV

Luxury Car Jan 2011

$12,165

208,791

Jan 2011

$11,929

202,515

Feb 2011

$12,030

169,778

Feb 2011

$11,864

167,958

Mar 2011

$13,073

162,273

Mar 2011

$12,180

172,706

Apr 2011

$13,935

174,354

Apr 2011

$12,196

203,471

May 2011

$14,154

190,131

May 2011

$11,863

222,769

Jun 2011

$14,339

198,680

Jun 2011

$11,996

218,430

Jul 2011

$14,334

207,148

Jul 2011

$12,075

217,356

Aug 2011

$13,498

209,618

Aug 2011

$11,676

209,591

Sep 2011

$13,407

218,191

Sep 2011

$11,586

212,606

Oct 2011

$12,903

225,163

Oct 2011

$11,495

216,109

YTD AVG:

$13,391

194,483

YTD AVG:

$11,898

203,491

Van

Midsize Car Jan 2011

$5,683

193,931

Jan 2011

$5,785

237,013

Feb 2011

$5,962

155,444

Feb 2011

$5,988

189,157

Mar 2011

$6,615

153,078

Mar 2011

$6,371

186,508

Apr 2011

$6,966

169,803

Apr 2011

$6,687

209,042

May 2011

$7,075

181,010

May 2011

$6,425

230,056

Jun 2011

$7,034

186,839

Jun 2011

$6,514

232,621

Jul 2011

$6,998

195,245

Jul 2011

$6,567

245,368

Aug 2011

$6,546

194,928

Aug 2011

$6,105

241,069

Sep 2011

$6,149

200,789

Sep 2011

$5,874

244,951

Oct 2011

$6,035

202,577

Oct 2011

$5,832

257,958

YTD AVG:

$6,528

181,771

YTD AVG:

$6,233

225,087

UCN_17

11/14/11

4:14 PM

Page 1

USED CAR NEWS

November 21, 2011

COMPILED BY JEFFREY BELLANT

GENERAL MOTORS OPENS NEW BUILDING AT AUCTION

Photo Courtesy of ADESA NEW DIGS: General Motors and ADESA representatives attended the opening of GM’s new building at ADESA Los Angelas. They included, from left: Kristine White, Rawlin Mallet, Dan Heinrich, Len Osinsky, Dave Diedrich, Dan Kennedy, Jason Alba, Chad Ruffin, Tim DeBerry, Jeff Bescher and Travis Hacker.

General Motors recently celebrated the opening of a new building during a ceremony at ADESA Los Angeles.

The two-day event included a closed-sale preview, open house and a V.I.P. welcome dinner prior to the biweekly General Motors closed sale.

GM dealers at ADESA Los Angeles now benefit from the convenience of having all their sale-day needs met under one roof. The General Motors building includes dedicated auction lanes and the capacity to hold more than 600 vehicles on site. ADESA Los Angeles will host a General Motors closed sale every other Thursday at this new building.

Prior to the official building dedication, General Motors Remarketing Manager Dan Kennedy hosted a dealer roundtable to address questions and generate feedback from GM dealers.

“ADESA Los Angeles has created an environment that offers convenience and ease for our dealers,” Kennedy said. “The General Motors building provides a comfortable environment for dealers to view vehicles 365 days of the year, while protecting them from the environmental elements.”

FIRM HANDS OUT AWARDS Westlake Financial Services has named its top auctions for the third quarter.

“Auction values continue to be strong at most sales with a bias toward our western markets,” said Bill Walters, vice president of remarketing. “Westlake’s continued growth is expanding our presence in new markets and increasing volume in existing ones.”

Kansas City Independent Auto Auction was both the Top Overall Auction and Most Improved Auction for the third quarter.

“KCI had a standout quarter in sale and service measures,” Walters said.

“They finished near the top in almost all sale categories.”

Manheim St. Pete took the Top

Service Auction honors for the quarter.

Dirk Grammel, regional auction rep, said, “St. Pete has always treated us like their most important client.

They’ve refocused on meeting our service needs especially in sale prep, sale day operations, marketing and OVE sales.”

For the third straight quarter, Dealers Auto Auction of Idaho topped the list for participation in Westlake’s Dealer Loyalty Program.

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

AND REDUCE THE AMOUNT OF RISK! Download the 2011 NABD Payment Device Study and see how your peers are benefiting from GPS Payment Devices.

Scan this code with your Smartphone’s QR Code Reader app for a FREE copy of the NABD Payment Device Study!

©2011 ProconGPS, Inc.

•

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3:11 PM

Page 1

USED CAR NEWS

NOVEMBER 21, 2011

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Owners, Executives Lack Confidence Consumer confidence needs better employment numbers to improve. And the nation’s executives and business owners need more confidence before they start hiring.

The National Federation of Independent Business Index of Small Business Optimism lost 0.9 points in July and reached 88.1 following a sharp decline in June. The Index has been below 93 every month since January 2008, and below 90 for 24 of those months, all readings typical of a weak or recession-mired economy. Ninety percent of the decline this month resulted from deterioration in the outlook for business conditions in the next six months.

“The recovery in optimism that we are currently experiencing is very weak compared to recoveries after the 1982 and 1975 recessions,” said Bill Dunkelberg, NFIB’s chief economist. “The small business sector is not on a sustained positive trajectory, and with this half of the private sector missing in action, the economy’s poor growth performance is not surprising.”

Only a small percentage of these gloomy business owners say they plan on hiring in the next three months.

Running at

Click Here To Get

Big business isn’t feeling any better. Chief Executive magazine’s CEO ConfidenceStarted Index fell to 79.8 in July.

All five components of the index fell significantly, with the Current Confidence Index showing the largest percentage dropping to 52.0. The lack of hiring hasn’t hurt companies that much, yet.

Although productivity declined in the second quarter, it grew for five quarters in a row. That means employers are getting more out of the employees they do have.

Labor productivity, or output per hour, is calculated by dividing an index of real output by an index of hours worked of all persons, including employees, proprietors, and unpaid family workers.

The decline occurred because output rose 2.6 percent and hours rose 3.6 percent.

www.RawlsAutoAuction.com

This newsletter was sent to you by Used Car News 24114 Harper Ave., St. Clair Shores, MI 48080 800-794-0760

BUY HERE / PAY HERE DEALERS

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Disconnected Jottings From Tony Moorby...

Mother Nature’s got her paintbrush and palette out again. My commute to Chattanooga along I-24 has been mesmerizing for the past couple of weeks and has

find as much beauty in the desert, but it’s a question of texture, not color.

I once rode a motorcycle down through the Baja of Mexico and was astonished

Tony Moorby • 40-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

now reached a riotous peak of color. No wonder people travel miles to see how stunning the Smokies can be. It’s the same every year, but you never get used to it. The colors are so shocking that you can’t take them for granted. We’re equally blessed with spring here in Tennessee as a harbinger to long, hot summers. But the fall, heralding the colder months, does it with such a fanfare that it lifts your spirits in spite of the oncoming chill.

I pity anyone who doesn’t get the four seasons. Don’t misunderstand me – I can

to see so many micro-climates. One valley was host to a certain type of cactus while a pass lead to another valley which wouldn’t sustain the same type. A hundred feet up or down dictates whether certain plants will thrive or not. I found it fascinating.

And just when we got used to the dun-colored surroundings we came over a rise and were stunned by the jewelblue Sea of Cortez.

It’s impossible to describe the blue. We looked at one another with jaw-dropping incredulity – a memory to last a lifetime.

Anyone who sees

C R O S S WO R D

Monteagle Mountain at this time of year, draped in a Joseph’s coat of eye-popping colors, having cast off its stole of early-morning mist, will never forget it. Keats got it in his poem “To autumn”…

‘Season of mist and mellow fruitfulness. Close bosom friend of the maturing sun.’

You can smell the ripeness in the air - a gentle, soft, roundness before Jack Frost turns up to drag his icy fingers over our lands and lakes, setting a new, stark beauty in a mottled and quiet landscape.

The angle of the sun at this time enhances the hillsides like a chocolate box, full of colorful, domed, foil-covered goodies.

The birds, too, add to the allure of autumn. Starlings in their millions put on a show as they swirl and swoop – a dense cloud suddenly bursting to the sky like an explosion or glistening together like an oily pool on water.

It’s hard to imagine the grace of a turkey vulture in gliding flight turning into such ugly villainy, feasting on its carrion. All the while redtail hawks hunt along the slopes and hedgerows, the

low sun glinting on their underbellies against an impossibly blue sky or sit, hunch-shouldered, on a fence post or telephone pole, watching the world go by closely.

There always seems to be more road-kill in early fall as the deer have their last hurrah in the rut and pay less attention to the world around them, joining the other less fortunate critters at the roadside. I suppose it’s one way of spreading nature’s wealth.

My small kitchen garden has produced so much this year but now looks decidedly scruffy and ready for a tidy up. We’ve had fresh tomatoes since July and every herb known to the human race, it seems, has graced our table in one form or another. Now it’s back to relying on the grocery store where seasons don’t seem to matter.

Strawberries on Christmas

Day? Not a problem! Green beans and corn fall from the cornucopia at any time, on demand. It used to be that seasons and limited transportation would dictate the pace at the table. Now celebrity chefs urge us to buy Himalayan saffron from the corner store.

Like our business, you used to be able to count on the seasonality – a spike in January, a spring rise and tax time, summers to take it more slowly to get ready for new models and fleet turn in the fall and then make the most of the holidays.

Now it’s scrambling to make ends meet and giving deals with no accounting for the time of year, even the Japanese are now hooked.

Paying retail for anything now, with the advent of gadgets that can tell you where to find the best deals, is as rare as finding a politician with the truth.

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

Sponsored by INSURANCE AUTO AUCTIONS

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1. Competitor for the Camry 4. Flashier 10. Area of vehicles 11. GS or GX 12. Famous Toyota 14. Great boxer 15. Workmanship 16. Sweetie 17. ____ Grand Sport L’Or Blanc 19. Alias, for short 20. Operating (2 words) 21. Realize 23. Motorhome 24. Grand ___ Auto 26. ____ dat thing!

28. Stopping distance measurement 30. Trash

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Answers to this puzzle in the 12/5/11 issue. Call 1.800.794.0760 for a FREE subscription.

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41. Scion model 43. Jalopy 48. Higher 50. Computer 52. Arts degree

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USED CAR NEWS

Focused on What Counts

of

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Carolina AA Excels at Customer Service Carolina Auto Auction (CAA) has continued to hold its place as a leading independent auto auction, earning recognition from national consignors.

In addition to its extensive offering of vehicles from top national accountssuchasSantanderConsumer, BB&T, Remarketing Services of America, Donlen, Wheels, and ARI, CAA offers one of the largest dealer consignments in the Southeast.

With over 8,000 registered dealers, CAA issues over 725 bidder badges every Wednesday for its 10AM sale.

With recent renovations to the arena, addition of all lanes online for live bidding, mechanic shop and

grounds,alongwithcutting-edgerecon facilities, on-site key services and more, CAA continues to meet the growing and changing needs of its dealers.

In the end, the efforts to provide top service are recognized by the dealers who return every week.

Founded in 1990 by Henry and Patty Stanley, the 87-acre auction is centrally located between Atlanta and Charlotte, NC. It offers eight lanes with four lanes available at www.carolinaautoauction.com via Pipeline Simulcast, pre-and post-sale inspections and online sales through Smart-Auction, OVE and Openlane.

Our Employees Make the Difference All auctions are similar, it’s the employees at Charleston Auto Auction thatmakethedifference! Thatmottoisinstilledineveryoneofourteammembers.

It’s not just a slogan, it’s a way of life.

We service customers throughout the U.S. with a full offering of dealer consignment, fleet, lease, daily rental, insurance, and financial institution vehicles.

Thanks to a “Count On Us!” attitude, numerous national awards have been presented to Charleston Auto Auction from Wheels Inc, ARI and MarkOne Financial. CharlestonAutoAuctionhas also been voted “Best Auction Facility In The Nation” in a poll done by Used Car News.

The state-of-the-art facility features

sixactionpackedlaneswithtechnology that is second to none. All vehicles are offered via video Simulcast with high definition pictures. Charleston Auto Auction is one of the top auctions in the country selling vehicles both through SmartAuction and AuctionPipeline.

Monthly promotional sales award dealers over $300,000 annually. They alsogivedealersthebestoddsaroundat winning$1,000,000.00inasweepstakes held during their annual anniversary sale.CharlestonAutoAuctionalsooffers a weekly $10,000 end-of-sale drawing.

CharlestonAutoAuctionoffers a100% Buy Back Guarantee which is available on over 80% of vehicles offered for sale.

RememberatCharlestonAutoAuction, you can always “Count On Us!”

Auction Lets Buyers Bid In Person or Online

When people think of taking part in vehicle auctions, it’s either in-person at a live event or electronically through real-time online bidding. For participants at an IAA vehicle auction, the choice is yours: attend live or virtually via live-online.

Insurance Auto Auctions, Inc. As one of the largest auto auction companies in North America, IAA has nearly 160 physical auction locations for the buyer. To see what vehicles are available on any given day, a map at www.iaai.com is constantly updated showing which locations are active and what is being sold. Simply roll over a location and click to see the vehicles and the time of the auction.

Regardless of which bidding method you choose, all of the vehicles that have been prepared, marketed and showcased for sale can be viewed before bidding begins. With a footprint as significant as IAA’s, there are myriad vehicles from which to choose.

Remarketing Division The Remarketing Division at IAA puts forward a wide range of vehicles, ranging from fleet sales to salvage to specialty. And there are other vehicles up for auction – from motorcycles to boats and personal watercraft – almost always sold through IAA’s live and liveonline auction model. Serving institutional sellers, towing companies and dealers, this division features used or

lightlydamagedvehicles,mostofwhich are drivable, repairable and resellable.

Remarketing Division buyers include auto dismantlers, recyclers, used car dealers, auto body shops, salvage yards, rebuilders and exporters. More than half of them have purchased vehicles from IAA both live and live-online.

Services that Support Buyers and Sellers IAA offers comprehensive customer service before, during and after the auction itself. By striving to maximize retentions and reduce handling expenses for sellers, and to make the process an efficient and easy one for buyers, the company intends to keep all their customers satisfied and eager to work with IAA again in the future.

Many auto dealers, in fact, both buy and sell vehicles at IAA. Foundedin1982,IAAisheadquartered in the Chicago area. For more information visit iaai-advantage.com.

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November 21, 2011

Customer’s Voice Counts Most SmartAuction,AllyFinancial’sonline used vehicle auction, is a leading technology platform that attracts more than 4,000 dealers, consignors of

rental and repossession vehicles, and independent auctions on any given day. This diverse community of nearly 10,000 users has at its fingertips an average 16,000 vehicles representing more than 40 different vehicle makes.

In 2010, approximately 412,000

bringing the right used vehicles into a dealership or helping move them out, we’re connecting buyers and sellers in a way that allows our customers to

pricing against SmartAuction’s own proprietary pricing model, which takes into account more than 500,000 wholesale transactions annually from both physical and online auctions as well as current third-party market value data.

SmartAuction Mobile SmartAuction Mobile can help ensure you never miss a chance to buy and sell selected inventory. With your mobile device, you can bid on vehicles you need, and manage your postings when you’re selling (place save time and do more with their day. vehiclesonhold,changeprices,receive There are several ways we do this, and accept offers, etc.). including: Dealer eVantage Virtual Showroom Dealer eVantage is a buyer and seller VirtualShowroomprovidesawindow alert that uses real time information into SmartAuction’s entire inventory to assist dealers in sorting through to allow dealers to work directly with the 16,000 daily postings on the site. their customers to find exactly the

We’ve always believed that demonstrating value to our dealer customers is the key to gathering the largest number of buyers and sellers. Our strategy has been to achieve this by offering industry leading innovation, and you can see examples of that in SmartAuction features such as our NAAA compliant arbitration policy, our guide book integration, and the Dealer eVantage program.

But at the end of the day, it’s really the voice of the customer that counts most. Feedback from dealers made SmartAuction the Platinum Award recipient in the Online Auctions category of Auto Dealer Monthly’s 2011 Dealers’ Choice Awards. The honor marks the seventh consecutive time SmartAuction has received an award in the Online Auctions category. We were also pleased to receive the “Best

At its heart, SmartAuction is a tool that helps its users keep their inventory moving. units were sold in the United States on SmartAuction and more than 3.7 millionvehicleshavebeensoldthrough SmartAuction since its inception in 2000.

At its heart, SmartAuction is a tool that helps its users keep their inventory moving. Whether that means

This unique tool uses a sophisticated analytics model to match a dealer’s buying propensity with selected vehiclesinSmartAuction’sinventory.The daily seller alert provides information on the likelihood of a seller’s vehicle receiving multiple bids based upon a comparison of the seller’s initial

vehicle the customer wants when it’s not in stock on their lot.

SmartLane Featured at participating auctions nationwide, SmartLane premier auction lanes help maximize resale values for dealers selling vehicles at physical auctions.

Friend Us!

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Performance - eChannel” award from SmartAuction consignor Avis Budget Group.

To learn more about how SmartAuction can help increase the efficiency of your used vehicle operations, call 1-877-273-5572 or visit www.SmartAuction.biz.

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651 Precast Lane ~ Moncks Corner ~ SC ~ 29461 * Phone:(843)719-1900

www.charlestonautoauction.com

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November 21, 2011

Digital Transforms the Remarketing Industry

Manheim – Transforming the Vehicle Remarketing Industry with Technology Since the late 1990s when the physical world of the auto auction and the virtual world of the Internet began to converge, Manheim embraced technology, continuously innovating to meet the evolving needs of its customers.

This quest to better serve customers has led Manheim to develop the most comprehensive set of digital product offerings in the vehicle remarketing industry.

“AtManheim,wehaveusedtechnology to transform the way our customers conduct business,” said Joe George, Manheim Digital group vice president.

“Our advanced technological solutions

complement our traditional auction offerings making it easier for customers to transact business with Manheim.”

Manheim’s suite of digital products and services includes Manheim.com, the mobile website, the Manheim App, OVE.com and the Manheim Simulcast

live auction platform. In the past year alone, Manheim has dramatically expanded its mobile offerings. Since launchingtheManheimApponiPhones in November 2010, Manheim has not only introduced the App for iPads and Android smartphones and tablets, but also has continuously enhanced these mobile tools. With these tools in hand, dealers have the ability to: •ScanVehicleIdentificationNumbers (VINs) – Dealers get instant access to MMR results and information from an array of reports such as AutoCheck, CarFax, seller disclosures and/or condition reports.

• View Manheim Market Report (MMR) results – Dealers have onthe-spot access to vehicle pricing data and research.

• Search for vehicles by inventory or location – Dealers can search quickly and easily for just the right vehicle or in just the right locality • Place bids – Dealers can place bid on vehicles at their convenience 24/7.

• Make an offer – Dealers can make offers on vehicles 24/7.

• Proxy bid – Dealers can enter proxy bids on Simulcast vehicles and return to business, maximizing their time.

• Buy now – Dealers can purchase vehicles anywhere, anytime.

“Last year, we introduced VIN scan, whichisrevolutionizingthewaycustomers do business because the vehicle summary page gives dealers all the

informationtheyneedtostartthebidding orbuyingprocess,”saidAmyMills,Senior Director Product Strategy. “Since then we have developed our mobile apps to where dealers are buying vehicles with their smartphones. We are placing the power of the Manheim marketplace in the palm of our customers’ hand.”

More and more customers are taking

advantage of that power as evidenced by these statistics: 1.6 million visits to Manheim’s mobile website to date More than 60,000 downloads of the Manheim App to date In September 2011, 10 percent of the 31,000 users who logged into the mobile website or Apps used mobile exclusively, while 90 percent used a combination of mobile and desktop platforms.

Themostexpensivevehiclepurchased on a mobile device was a 2009 Porsche 911Turboboughtfor$99,621inJuly2011.

Customer feedback also has driven

enhancementstootherManheimdigital tools. Accessible via Manheim.com and mobile Manheim.com, Manheim Simulcast enables customers to buy and sell online in live auction sales via real-time audio and video. Manheim deployednewaudioandvideotechnologies to give customers a much richer experience. OVE.com, the industry’s leading 24/7 Bid or Buy Now wholesale vehicle marketplace, is helping dealers and more than 135 auction independent auctions maximize their business goals.

“Our goal with all of Manheim’s digital products and services is to provide great value to customers by offering them more, better and easier ways to buy and sell with Manheim, anytime and anywhere,” said George.

For more information, visit Manheim. com and OVE.com.

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November 21, 2011

Southern Auction Provides Service Nationwide

urce o s e R y r to n e v In r u o Y Why CarMax Auctions?

Dealers only!

97-100% sales rate Free national registration Great customer ser vice Wide variety of vehicles to choose from Conditional announcements 52 auctions nationwide

Visit us online at carmaxauctions.com® Free AutoCheck® history reports Inventory search and vehicle alerts Vehicle photos Runlists Transaction tracking And more!

you, call For more information or to find an auction near .

0064 206) (888 at the CarMax Auctions Info Line

Mid-SouthAuctioncontinuestobring buyers and sellers together from our home in the Deep South. You’ll find our modern, six-lane auction near Jackson, Miss. – but our Tuesday sales are simulcast to bring live-auction action to you.

Weekly sales include fleet/lease, new car trades and dealer consignment, featuring GM, Ally Automotive Remarketing, Hyundai Capital, KIA Motor Finance, RSA, Enterprise, Avis, Wheels Inc., ARI, and Regions, Trustmark and Compass banks. We have GSA and State of Mississippi sales every first Thursday.

Mid-South Auction is a member of American Auto Auction Group, provid-

ing the flexibility to meet our clients’ individual needs. Buy with confidence using our pre-sale certifications, postsale inspections, and 95% buy back guarantee services.

Increase your buying power with our 28-day float floor planning. We provide on-sitereconditioning, mechanicaland body shop facilities. Our full service cafeteria offers both breakfast and lunch on sale days.

Old fashioned Southern hospitality combined with modern technology allows Mid-South Auction to serve the automotive remarketing industry nationwide.

Contact us today and let us start serving you.

Nation’s Largest Retailer Offers Dealer-Only Auctions CarMax,thenation’slargestretailerof usedcars,provideshonest,open,dealeronly auto auctions with exceptional customerserviceat52CarMaxlocations throughout the U.S. Since 1996, CarMax’s auctions have sold more than two million wholesale vehicles.

A wide selection of vehicle makes and models with lower to higher mileage are offered at the auctions.

Vehicles are owned by CarMax and were largely bought from retail customers at the company’s stores.

CarMax auctions have a 97 to 100 percent sales rate, which means that

nearly all of the vehicles are being sold at the auction for the first time.

To make purchasing convenient for dealers,CarMaxhasAFCfloorplanning available at all of its auctions.

CarMax prides itself on integrity and transparency and therefore makes announcements to provide conditional information on most vehicles, such as whether the car has major mechanical issues, frame or flood damage, branded titles, salvage history or unknown true mileage.

All auctions are conducted in a live, open bidding format by professional auctioneers.

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AUCTION SERVICES:

UPCOMING GM FACTORY SALES December 6 & 20

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Thank You for 25 Years!

We will be giving away 2 tickets to the 2012 Big Football Game in Indianapolis, Indiana to one lucky AFC Dealer!

AFC Dealers in good standing will receive one entry for each unit they floorplan with AFC between October 17 and December 16, 2011. Prize includes 2 game tickets, airfare, lodging, meals for two and more – a package valued at $25,000!

Winner will be announced on December 21st, 2011.

Visit: www.sweeps-afcdealer.com to register.

1-888-335-6675 Our Service Will Floor You!ÂŽ

NO PURCHASE NECESSARY. A PURCHASE WILL NOT INCREASE YOUR CHANCES OF WINNING. Must be a current AFC Dealer in good standing that operates their business within the fifty (50) United States, the District of Columbia, or a province of Canada (excluding Quebec). This Sweepstakes is not open to the general public. Sweepstakes ends 12/16/11. For entry and official rules with complete eligibility, prize descriptions, odds disclosure and other details, visit www.AFCDealer.com. Sponsored by Automotive Finance Corporation. Void where prohibited.

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“MELISSA BRINGS ME INFORMATION AND IDEAS FROM ALL ACROSS THE COUNTRY THAT I CAN PUT TO GOOD USE.” Brian McDaniel GM–Honda Cars of Hickory Hickory, NC

Melissa Richardson Major Accounts Consultant AutoTrader.com

“Success leaves clues. That’s why if something is working

profound impact on our store. She continually makes sure

on the West Coast or wherever, we’ll definitely try it here.

we are using their products the best we can.” To hear

And Melissa is always bringing new stuff. She has had a

Brian’s wonderful story, visit WeWorkForYou.com/Brian.

©2011 AutoTrader.com, Inc. All Rights Reserved. “AutoTrader.com” is a registered trademark of TPI Holdings, Inc. used under exclusive license.