Used Car News 11/18/2019

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November 18, 2019

Auction Group Buys Kansas City Sale

File Photo SOLD!: America’s Auto Auction acquired KCI Kansas City, which has been renamed America’s Auto Auction Kansas City. The six-lane Missouri sale was previously owned by the McConkey Auction Group. It now becomes America’s Auto Auction’s 23rd location.

Rush - Dated Material

America’s Auto Auction acquired KCI Kansas City from the McConkey Auction Group, effective Nov. 1.

Ben Lange, president and CEO, announced the acquisition earlier this month. The announcement came in the wake of XLerate’s purchase of Columbus Fair Auto Auction.

Lange heads the fast growing auto auction company which was founded in 2005. America’s Auto Auction has purchased or built 23 auction locations since its inception, taking its place as the nation’s the third largest auction group.

“We are thrilled to welcome KCI Kansas City to the America’s Auto Auction family and are honored that Bob McConkey and Doug Doll chose America’s to carry forward the legacy that they have built with the team at the auction,” said Lange in a press release. “Throughout our history, America’s Auto Auction has grown through acquisition, identifying outstanding auto auction operations with proven track records, that are successful and highperforming in their markets, with superior facilities and cutting-edge

technology.

“Certainly, KCI Kansas City fits that profile, but even more important are the people who make up the auction team, who are responsible for driving the auction’s success.

We are tremendously fortunate to retain the KCI auction team, headed by General Manager Doug Doll; Steve Goettling, assistant general manager; Jennifer Leocardi, sales manager; and Scott Gallagher, operations manager.

“Not only are we happy to expand our national footprint with the addition of this outstanding auction facility in an important Midwest market, but we have gained one of the most respected and committed auction teams in the industry, known for its responsiveness and professionalism,” said Lange.

KCI Kansas City was established in 1978 and was previously located in Elwood, Kan., operating in that location for 29 years.

In response to the rising demand for its services, the auction purchased land for an all-new facility

near the Kansas City Airport, finishing construction in 2008. Shortly after its opening, Bob McConkey purchased ownership in KCI. Continued growth has prompted the addition of acres of paving every few years, and the addition of a Reconditioning Center in 2010, and construction of a new administration building in 2018.

The auction and its staff have twice been named NAAA’s Western Auction of the Year, in 2016 and again in 2018. KCI Kansas City’s premier promotional event is its annual Guitars and Cars Sale, and it will continue to be held annually at the auction now under the America’s banner.

McConkey added his thoughts about the sale in the release.

“I am well-acquainted with Ben Lange and have admired America’s operations as it has expanded over the years,” said McConkey.

“KCI Kansas City is a great fit for America’s, sharing the same vision for superior service and the importance of nurturing strong, unwavering relationships with customers.

America’s and KCI have a shared technology, both operating on the Auction Edge technology platforms, which will greatly enhance the transition for both the auction’s commercial accounts and its new and used car dealers. I know that both KCI and its customers will continue to thrive under the America’s banner.”

America’s Auto Auction has facilities in Alabama, Georgia, Illinois, Florida, Kentucky, Louisiana, Missouri, Massachusetts, Michigan, Ohio, Oklahoma, Pennsylvania, South Carolina, Texas and Virginia.

The McConkey Auction Group is known for its monthly promotional events that include NASCAR Days and The Rock & Roll Sale.

The two remaining auctions in the group, DAA Northwest and DAA Seattle, are members of the National Auto Auction Association and ServNet and are powered by Auction Edge.

Both America’s Auto Auction and the McConkey Auction Group are clients of industry consulting group TPC Management Co.

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America’s Auto Auction Atlanta 444 Joe Frank Harris Parkway Cartersville, GA 30120 Phone: 770.382.1010 Fax: 770.382.1080

America’s Auto Auction Chicago 14001 South Karlov Ave. Crestwood, IL 60445 Phone: 708.389.4488 Fax: 708.389.4558

America’s Auto Auction Jacksonville 11982 New Kings Road Jacksonville, FL 32219 Phone: 904.764.7653 Fax: 904.764.9528

America’s Auto Auction Saint Louis 721 S 45th St. Centreville, IL 62207 Phone: 618.332.1227 Fax: 618.332.1228

America’s Auto Auction Austin / San Antonio 16611 South IH 35 Buda, TX 78610 Phone: 512.268.6600 Fax: 512.295.6666

America’s Auto Auction Dallas 219 N. Loop 12 Irving, TX 75061 Phone: 972.445.1044 Fax: 972.591.2742

NEWEST LOCATION

America’s Auto Auction Toledo 9797 Fremont Pike Perrysburg, OH 43551 Phone: 419.872.0872 Fax: 419.872.0748

America’s Auto Auction Baton Rouge 3960 Blount Road Baton Rouge, LA 70807 Phone: 225.778.3737 Fax: 225.778.4030 America’s Auto Auction Birmingham 1046 AE Moore Drive Moody, AL 35004 Phone: 205.640.4040 Fax: 205.640.3071 America’s Auto Auction Boston 400 Charter Way North Billerica, MA 01862 Phone: 781.596.8500 Fax: 781.581.5033 America’s Auto Auction Bowling Green 555 Bluegrass Farms Blvd Bowling Green, KY 42104 Phone: 270.781.2422 Fax: 270.781.5361

America’s Auto Auction Greenville 2415 Hwy 101 South Greer, SC 29651 Phone: 864.801.1199 Fax: 864.801.1084 America’s Auto Auction Harrisburg 1100 South York Street Mechanicsburg, PA 17055 Phone: 717.697.2222 Fax: 717.697.2234 America’s Auto Auction Houston 1826 Almeda-Genoa Road Houston, TX 77047 Phone: 281.819.3600 Fax: 281.819.3601 America’s Auto Auction i 94 12000 Norton Road Parma, MI 49269 Phone: 800.343.3182 Fax: 517.531.4114

America’s Auto Auction Kansas City 11101 N. Congress Kansas City, MO 64153 Phone: 816.502.3318 America’s Auto Auction Lancaster 1040 Commercial Avenue East Petersburg, PA 17520 Phone: 717.569.5220 Fax: 717.569.3109 America’s Auto Auction North Houston 1440 FM 3083 Conroe, TX 77301 Phone: 936.441.2882 Fax: 936.788.2842 America’s Auto Auction Pensacola 6615 Mobile Hwy. Pensacola, FL 32526 Phone: 850.944.1945 Fax: 850.944.8482 America’s Auto Auction Pittsburgh 55 East Buffalo Church Rd Washington, PA 15301 Phone: 724.225.1777 Fax: 724.225.7223

www.AmericasAutoAuction.com

America’s Auto Auction Tulsa 8544 East Admiral Place Tulsa, OK 74115 Phone: 918.832.1050 Fax: 918.832.1676

America’s Auto Auction Virginia 656 South Military Hwy Virginia Beach, VA 23464 Phone: 757.487.3464 Fax: 757.487.0514

America’s Auto Auction West Michigan 4758 Division Ave. S Wayland, MI 49348 Phone: 800.577.2886 Fax: 616.877.2040

USED CAR NEWS

November 18, 2019 • 3

BHPH Sellers Start Podcast to Educate Dealers

By Jeffrey Bellant

Two buy-here, pay-here dealers have partnered up for a podcast to help fellow dealers navigate the business of selling cars.

Luke Godwin and Jeff Watson, based on opposite sides of the country, bring their experience and knowledge to The Independent Dealers Podcast.

Godwin, owner and general manager of Godwin Motors in Columbia, S.C., was the state’s 2015 Quality Dealer of the Year.

He was part of a dealer Facebook forum a few years ago and met Watson, a dealer from St. George, Utah.

The pair ended up in a 20 group together.

Watson had the idea to start a podcast for dealers and asked Godwin to partner with him on it.

“That’s how I get my education,” Watson said. “Most of my education comes through audiobooks or podcasts.”

Watson embraced the format and had the techni-

cal knowledge but wanted someone involved in the dealer association who would be able to connect with movers and shakers in the industry.

Godwin fit the description.

“I just have a passion for trying to educate independent dealers – just training in general,” Godwin said.

Finding topics is simply a practical matter.

“If we hear something that someone is really struggling with, then we try to get someone on to help them with it,” Goodwin said.

Although the dealers are both buy-here, pay-here primarily, the pair doesn’t limit the subject matter.

They were closing in on their 60th episode at press time. Godwin and Watson have discussed everything from reinsurance to lease-here, pay-here or expanding to multiple locations.

“Dealers educating dealers is what we talk about,” Godwin said.

“There’s a need for it. After doing it for a year, when we

go to conventions, people know us through our podcast.”

The pair uses a video conferencing service and there’s also a YouTube channel.

“You can watch it on video or just listen to it through iTunes or however you listen to podcasts,” Godwin said.

Watson admits the production value isn’t fancy.

“But I’ll mix it and put the bumpers on it and get it uploaded to our podcast syndicator,” Watson said.

After they got comfortable with the format, they sought dealers they wanted listeners to learn from. The podcast comes out twice a week, with a shorter “Monday Minute.”

The longer podcast – 30 to 40 minutes – drops on Thursdays and the pair discuss a single topic or interview others.

“The more feedback we get from dealers, the more we can shape the podcast around what they want to Photo Courtesy of NIADA learn,” Godwin said.

SPEAKER: Luke Godwin, a buy-here, pay-here dealer from South Carolina “That’s really where we’re (above), joined fellow dealer Jeff Watson of Utah to start a podcast. heading with it.”

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4 • November 18, 2019

USED CAR NEWS

NEWS BRIEFS Ohio AG Sues Former Dealer

Ohio Attorney General Dave Yost announced a consumer protection lawsuit against a former used car dealership and its owner alleging the dealership failed to deliver vehicle titles to customers in central Ohio.

“This guy accepted money from trusting customers but never gave them their titles, refunds or an explanation,” Yost said. “He chose to take the low road and it’s led him straight to the courthouse.”

The lawsuit accuses Stephen Urell of violating Ohio’s Consumer Sales Practices Act and Certificate of Motor Vehicle Title Act. His used car dealership, Your Car, was located in Columbus.

Consumers reported 22 complaints to the attorney general’s office, saying they never received titles for vehicles purchased at the dealership. Yost’s Consumer Protection Section provided payments totaling $50,082 from the Title Defect Recision Fund, a program that helps used car buyers resolve title problems.

The lawsuit seeks reimbursement from Urell, as well as civil penalties and an order preventing him from holding a dealer or salesperson license in Ohio.

Penske Buys Indy Speedway

Penske Entertainment Corp., a subsidiary of Penske Corp., announced the acquisition of all Hulman & Company principal operating assets, including the Indianapolis Motor Speedway, the NTT IndyCar Series and IMS Productions. The transaction will close following receipt of applicable government approvals and other standard conditions.

The acquisition by the Penske organization will carry the future of the legendary Speedway and the IndyCar Series forward for the next generation of racing fans.

“We recently approached Roger Penske and Penske Corporation about this opportunity and began working to put an agreement in place,” said Tony George, chairman of Hulman & Company. “The Indianapolis Motor Speedway has been the centerpiece and the cathedral of motorsports since 1909 and the Hulman-George family has proudly served as the steward of this great institution for more than 70 years.

“Now, we are honored to pass the torch to Roger Penske and Penske Corporation, as they become just the fourth owner of the iconic Speedway. There is no one more ca-

pable and qualified than Roger and his organization to lead the sport of IndyCar racing and the Indianapolis Motor Speedway into the future.”

Penske Corp. currently promotes and operates the Detroit Grand Prix.

CFPB Makes Changes

The Consumer Financial Protection Bureau (CFPB) and Federal Reserve Board announced the dollar thresholds in Regulation Z (Truth in Lending) and Regulation M (Consumer Leasing) that will apply for determining exempt consumer credit and lease transactions in 2020. Although the Dodd-Frank Act generally transferred rulemaking authority under the Truth in Lending Act and the Consumer Leasing Act to the bureau, the Federal Reserve Board retains authority to issue rules for certain motor vehicle dealers.

Therefore, the agencies are issuing these notices jointly.

These thresholds are set pursuant to the Dodd-Frank Wall Street Reform and Consumer Protection Act (Dodd-Frank Act) amendments to the Truth in Lending Act and the Consumer Leasing Act that require adjusting these thresholds annually based on the annual percentage increase in the Consumer Price Index

for Urban Wage Earners and Clerical Workers (CPI-W). If there is no annual percentage increase in the CPI-W, the Federal Reserve Board and the bureau will not adjust this exemption threshold from the prior year.

However, in years following a year in which the exemption threshold was not adjusted, the threshold is calculated by applying the annual percentage change in CPI-W to the dollar amount that would have resulted, after rounding, if the decreases and any subsequent increases in the CPI-W had been taken into account. Transactions at or below the thresholds are subject to the protections of the regulations.

Based on the annual percentage increase in the CPI-W as of June 1, the protections of the Truth in Lending Act and the Consumer Leasing Act generally will apply to consumer credit transactions and consumer leases of $58,300 or less in 2020.

PAGE 10

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: Jeffrey Bellant, News Editor Ed Fitzgerald, Staff Writer Advertising: Shannon Colby, Account Manager

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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.

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USED CAR NEWS

November 18, 2019 • 5

Trade Groups Talk Shop

By Jeffrey Bellant

INDIANAPOLIS – Members of two auto dealer trade associations shared the stage and discussed common challenges and goals during a panel discussion at the National Auto Auction Association last month.

The panel was made up of Peter Welch, president and CEO of the National Automobile Dealers Association; Charlie Gilchrist, the NADA chairman; Steve Jordan, CEO of the National Independent Automobile Dealers Association; and NIADA President Henry Mullinax.

The participants shared some similar backgrounds.

Both Jordan and Mullinax had experience in the franchise business. Jordan was part of a franchise group out of Jacksonville, Fla., before moving into association work.

Jordan and Welch both started in the association business around the same time.

Mullinax, an Alabama independent dealer and wholesaler, said there is strong camaraderie among auctions and dealers.

“There’s no greater relationship that any dealer has than with the people that are in the lane, the people you buy from and the auctioneers in the stand.”

Gilchrist has eight franchise dealerships and said auctions also play a big role.

“I’ve been a dealer now 33 years,” he said. “It’s the most wonderful business you can be in. Auctions are huge for us. It’s a great means to (wholesale) vehicles.”

The relationships among these groups are not only personal, they help with protecting shared business interests.

Gilchrist urged all attendees to get involved in their respective trade associations because they do protect the industry.

For example, he said an early version of the tax cut and jobs law was not going to allow dealers to deduct floorplan interest – a huge expense for dealers.

“If that would have happened, it would have crippled not only dealers, but the OEMs also,” Gilchrist said. “The NADA caught it at the last minute and got an amendment.”

Another issue that is relatively new involves autonomous vehicles and creating rules around this new part of the industry.

Rules that would have pre-empted state laws regarding safety rules could have pre-empted state franchising and licensing laws, Gilchrist said.

But NADA caught the issue and the industry was able to dodge it, he said.

“These are things that nobody ever hears about,” Gilchrist said.

“That’s what trade associations do for us. That’s why we should always be involved and support these groups.”

Jordan said its crucial for the three organizations – NIADA, NADA and NAAA to work together.

“We’ve made that a definitive priority,” Jordan said.

It’s paid dividends as well.

“We fought lockstep on the Consumer Financial Protection Bureau’s guidance document on disparate impact and, certainly on the Safeguards Rule and fair lending (issues) etc.,” Jordan said.

Welch said the organizations work together on a variety of issues and challenges, from advocacy and compliance to education.

The group’s legal teams work together where they can, and leaders attend each other’s conventions and share ideas.

“It’s definitely a team effort,” Jordan said.

NADA, however, has its own unique issues, separate from independents. Twice a year, the group does a dealer attitude survey among its members who make up 31 brands on the car side and nine brands on the truck side.

Margin compression and other issues have a large effect on franchise profitability, Welch said. Another franchise-specific challenge involves “stairstep programs,” which are dealer incentive programs tied to sales quotas.

“It’s almost like running a Medicare reimbursement department in the backend of the dealership, keeping track of all these programs the manufacturers have,” Welch said.

Tariffs remain the biggest challenge for the NADA. Passage of the UCMA is also critical, Welch said.

“Forty-one percent of the vehicles that we import are assembled either in Canada or Mexico,” Welch said.

“It’s not an international nameplate versus a domestic anymore, because there is no such thing.”

For example, the Toyota Camry is assembled in Kentucky and seventy-six percent of its parts are from the United States, Welch said.

Discussions over economic concerns prompted Mullinax to say that recessions and economic dips do offer opportunities for dealerships.

Dealers can thrive in challenging times, he said.

“We’re due for a downturn,” he said. “I want to tell you it’s the best thing in the world for the used-car industry. I’ve been through five downturns and I’ve succeeded and done well.

“I have guys ask me all the time, ‘What’s the downturn going to be like?’

“I say, ‘It’s going to be great.’”

6 • November 18, 2019

PEOPLE IN THE NEWS KAR Expands Board

KAR Auction Services Inc. announced three additions to its board

Mary Ellen Smith of directors - Stefan Jacoby, David DiDomenico and Mary Ellen Smith.

Jacoby has more than 30 years of automotive industry experience, most recently in mobility ventures. DiDomenico, over his 20-year career, has managed investment portfolios at various financial firms.

Smith brings extensive knowledge of global

operations and digital transformation from her 20 years at Microsoft and Hewlett-Packard.

Jacoby has served in international executive leadership and C-suite roles at Volkswagen, Mitsubishi, Volvo and General Motors during his 30-year automotive industry career. For the past nine years, DiDomenico has been a partner at JANA Partners.

DiDomenico has more than two decades of investment management and acquisition experience at several financial firms.

Smith has spent the past 13 years advancing her career through multiple leadership roles at Microsoft, where she is currently corporate vice president of worldwide business operations. At Microsoft, she has helped lead global strategy for digital business opera-

tions transformation.

Firm Selects President

Scott Maybee was been named president

Scott Maybee of NextGear Capital.

Maybee comes to NextGear from Manheim Northstar Minnesota, where he was general manager and responsible for all facets of the Minneapolisbased operation.

Prior to joining Manheim, Maybee spent 10 years with Nissan North America and Nissan Motor Accep-

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tance Corporation, rising to vice president of sales operations for Nissan Canada Finance.

In his new role, Maybee will report to Mark Bowser, executive vice president and CFO, Cox Automotive.

“At Manheim, Scott successfully established a culture of transparency and rigorous process management while positively impacting employee morale and driving aggressive organic business growth,” Bowser said.

Dave Horan, who has served as acting president of NextGear Capital since July, will continue in his role as vice president of finance for the Carmel, Ind.-based company.

A graduate of Chicago-Kent College of Law, Maybee holds an MBA in Finance from DePaul University and

USED CAR NEWS

Compiled by Jeffrey Bellant

a Bachelor of Science in Management from Rensselaer Polytechnic Institute.

Carmax Names CFO

As part of a long-term

Enrique Mayor-Mora planning process, CarMax, Inc, announced, its CFO transition. Enrique Mayor-Mora, who has served as CarMax’s treasurer since 2016, will be promoted to senior vice president and CFO. Tom Reedy, who has served as CFO since 2010 and as executive vice president

since 2012, will become executive vice president of finance. MayorMora will continue to report to Reedy.

“Enrique is a talented leader who has demonstrated a strong ability to build and lead teams while collaborating and communicating effectively with all stakeholders,” said Bill Nash, president and CEO. “We look forward to Enrique’s leadership as our new CFO as we continue to grow our business,” said Bill Nash, president and CEO. Mayor-Mora, 51, has extensive experience in strategic and financial planning, treasury, expansion planning and analysis, risk management and investor relations.

He joined CarMax in 2011 as vice president of finance and in 2016 moved into the treasurer role.

ACTUAL WHOLESALE AND PROJECTED RESIDUAL VALUES NOVEMBER 2019

SOURCE: BLACK BOOK

2014 MODELS

2015 MODELS Recorded Figures

Recorded Figures

Projected Figures

Projected Figures

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

Nov ‘18 11,050 5,850 6,500 5,550 9,950 12,550 11,050 10,350 13,800 6,800

May ‘19 10,100 5,800 5,850 5,050 9,000 10,850 10,200 9,850 11,350 5,850

Nov ‘19 8,900 4,650 5,200 4,300 8,300 9,750 9,500 9,150 10,250 5,050

Nov ‘20 7,225 3,775 3,925 3,475 6,825 7,575 7,200 7,550 8,175 4,275

Nov ‘21 6,025 3,275 3,100 2,975 5,775 6,100 5,575 6,300 6,925 3,700

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

Nov ‘18 13,750 22,900 7,550 11,650 8,550 12,600 16,000 12,800 10,850 13,000

May ‘19 13,100 20,050 6,900 10,450 6,700 11,500 13,350 12,350 10,050 12,100

Nov ‘19 11,700 18,700 6,100 9,900 5,850 10,500 12,400 11,600 9,550 11,050

Nov ‘20 9,250 14,650 4,950 8,175 4,675 8,400 9,425 9,775 6,650 8,675

Nov ‘21 7,550 12,100 4,275 6,975 3,850 6,900 7,350 8,300 4,775 6,950

IMPORT CARS 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 Lancer ES 4D Sedan Nissan Sentra S 4D Sedan Toyota Camry LE 4D Sedan Toyota Corolla LE 4D Sedan Volkswagen Jetta SEL 4D Sedan Nissan Altima S 4D Sedan 2.5 Acura TL 4D Sedan Nissan Altima 4D Sedan

Nov ‘18 11,650 24,000 9,900 8,250 15,700 17,600 5,050 5,750 9,300 7,950 8,050 7,850 12,450 7,700

May ‘19 9,750 20,550 9,300 7,600 13,400 15,100 4,650 4,900 9,150 7,450 7,350 7,200 11,250 7,050

Nov ‘19 9,200 18,500 8,600 6,700 12,850 12,000 4,150 4,000 8,600 7,100 6,250 6,050 9,850 5,900

Nov ‘20 7,475 14,075 7,100 5,650 10,725 9,200 3,325 3,300 7,050 5,850 5,100 5,225 7,825 5,075

Nov ‘21 6,200 11,200 6,075 4,875 9,100 7,050 2,725 2,850 5,975 5,000 4,350 4,650 6,175 4,500

IMPORT CARS BMW 3-Series 328i 4D Sedan BMW 7-Series 750Li 4D Sedan Honda Accord LX 4D Sedan Hyundai Sonata SE 4D Sedan 2.4 Lexus ES 350 4D Luxury Sedan Mercedes-Benz E Class E350 4D Luxury Sedan Mitsubishi Lancer ES 4D Sedan Nissan Sentra S 4D Sedan Toyota Camry LE 4D Sedan Toyota Corolla LE 4D Sedan Volkswagen Jetta SEL 4D Sedan Nissan Altima S 4D Sedan 2.5 Nissan Altima 4D Sedan Acura TLX Base 3.5L 4D Sdn

Nov ‘18 14,750 29,100 11,100 9,900 17,900 22,000 6,400 7,800 11,450 9,950 10,250 9,950 9,700 15,050

May ‘19 12,250 25,750 10,700 9,250 15,800 19,400 5,950 6,950 10,300 8,450 9,200 9,150 8,900 13,150

Nov ‘19 11,350 22,850 10,100 8,350 15,400 15,100 5,300 5,600 9,700 8,200 8,650 7,750 7,500 12,400

Nov ‘20 9,100 17,600 8,325 6,950 12,525 11,675 4,175 4,500 8,100 6,650 6,625 6,525 6,325 10,850

Nov ‘21 7,550 13,950 7,125 5,900 10,475 9,000 3,350 3,700 6,975 5,650 5,425 5,675 5,500 9,600

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

Nov ‘18 15,150 15,875 8,850 18,800 8,900 12,150 17,050 14,900 14,500 12,150 11,675 14,900 24,450 9,450 14,625 18,000 22,850 9,600 17,450 22,600 18,700 25,300

May ‘19 12,400 13,875 8,050 17,800 7,700 11,000 14,600 13,500 12,000 11,400 10,425 14,150 22,150 8,600 12,700 15,800 21,600 8,500 15,650 20,950 17,000 23,700

Nov ‘19 11,000 12,575 7,300 16,700 7,100 9,850 13,375 12,700 10,900 10,450 9,350 12,875 21,250 7,500 9,700 16,100 20,900 8,050 14,575 20,275 15,500 20,300

Nov ‘20 9,625 10,925 5,675 13,350 5,325 7,900 10,850 10,575 8,575 8,700 7,625 10,225 18,875 5,700 8,625 13,950 17,825 6,575 12,200 18,150 13,875 17,425

Nov ‘21 8,575 9,525 4,675 11,125 4,275 6,675 9,375 9,075 7,050 7,600 6,425 8,450 17,400 4,625 7,775 12,275 15,375 5,600 10,525 16,650 12,475 14,750

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

Nov ‘18 20,450 20,100 10,450 29,000 11,000 15,500 20,400 19,150 17,500 13,800 12,300 18,625 26,200 11,000 20,875 20,000 24,200 11,450 20,125 21,000 37,200 24,400

May ‘19 17,050 17,800 9,400 27,000 10,000 13,650 17,600 18,300 14,600 12,500 11,550 16,875 24,125 10,150 17,300 18,700 23,250 10,200 18,725 20,000 32,200 22,225

Nov ‘19 14,750 16,350 9,100 25,000 9,200 12,900 16,000 16,200 14,400 11,450 11,075 16,225 23,150 9,100 15,900 18,000 22,425 9,600 17,225 18,700 29,300 21,500

Nov ‘20 12,550 13,950 6,825 19,750 7,000 10,425 12,750 13,975 11,125 9,725 9,200 12,875 20,700 7,175 13,550 15,475 19,450 7,950 14,525 16,375 24,975 19,075

Nov ‘21 10,925 12,025 5,475 16,250 5,650 8,600 10,800 12,075 8,875 8,575 7,725 10,625 18,875 5,850 11,650 13,725 17,125 6,750 12,550 14,550 21,600 17,350

2016 MODELS

2017 MODELS Recorded Figures

Recorded Figures

Projected Figures

Projected Figures

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

Nov ‘18 16,650 9,900 13,300 19,200 9,800 14,900 13,950 20,050 11,700 27,900

May ‘19 16,800 9,400 12,700 17,950 8,900 13,800 13,350 18,450 11,300 26,700

Nov ‘19 15,000 8,550 11,650 16,100 8,550 14,150 13,050 15,200 10,800 22,500

Nov ‘20 12,150 7,125 10,400 13,600 6,525 11,725 10,325 12,000 7,825 18,850

Nov ‘21 10,150 6,225 9,250 11,750 5,350 10,150 8,550 9,300 5,925 15,625

DOMESTIC CARS Chevrolet Cruze LS 4D Sedan Chevrolet Impala LS 4D Sedan Chrysler 300 S 4D Sedan V6 Ford Focus SE 4D Sedan Ford Taurus SEL 4D Sedan Chrysler 200 S 4D Sedan Cadillac CTS Luxury 4D Sedan RWD 3.6L Ford Mustang 2D Coupe Buick LaCrosse Essence 4D Sedan FWD

Nov ‘18 10,650 14,050 19,800 10,300 15,550 13,050 26,600 15,550 20,400

May ‘19 9,500 12,650 17,950 9,650 14,350 12,150 23,500 15,600 17,800

Nov ‘19 9,500 12,200 17,000 9,100 14,000 11,700 21,300 14,600 16,800

Nov ‘20 7,725 10,300 14,050 7,100 11,450 8,550 16,925 12,650 13,925

Nov ‘21 6,625 8,950 11,800 5,700 9,475 6,425 14,150 11,000 11,875

IMPORTS Acura TLX Base 2.4L 4D Sdn BMW 3-Series 328i 4D Sedan Honda Accord LX 4D Sedan Hyundai Sonata SE 4D Sedan 2.4 Lexus ES 350 4D Luxury Sedan Mitsubishi Lancer ES 4D Sedan Nissan Altima base 4D Sedan Nissan Sentra S 4D Sedan Toyota Camry LE 4D Sedan Toyota Corolla LE 4D Sedan Volkswagen Jetta SEL 4D Sedan Nissan Altima S 4D Sedan 2.5 BMW 7-Series 750i 4D Sedan Mercedes-Benz E-Class E350 4D Luxury Sedan

Nov ‘18 18,500 18,750 14,600 11,050 24,700 8,750 11,400 9,450 12,950 10,750 12,350 11,750 51,250 27,100

May ‘19 16,550 18,000 13,150 10,500 22,300 8,700 10,350 8,450 12,300 10,700 11,200 10,700 45,250 27,000

Nov ‘19 14,450 15,250 11,950 10,400 20,100 7,850 10,200 8,200 11,850 10,300 10,000 10,450 35,500 22,500

Nov ‘20 12,475 12,300 9,875 8,425 16,125 5,650 8,275 6,600 9,575 8,400 8,175 8,475 28,575 19,150

Nov ‘21 11,125 10,150 8,600 7,175 13,450 4,325 7,125 5,700 8,275 7,450 6,850 7,300 21,925 15,525

IMPORT CARS Acura TLX Base 2.4L 4D Sdn Honda Accord LX 4D Sedan Hyundai Sonata SE 4D Sedan 2.4 Lexus ES 350 4D Luxury Sedan Mitsubishi Lancer ES 4D Sedan Nissan Sentra S 4D Sedan Toyota Camry LE 4D Sedan Toyota Corolla LE 4D Sedan Volkswagen Jetta SEL 4D Sedan Nissan Altima S 4D Sedan 2.5 BMW 7-Series 750i 4D Sedan Nissan Altima 4D Sedan BMW 3-Series 330i 4D Sedan Mercedes-Benz E-Class E400 2D Cabriolet

Nov ‘18 19,600 15,500 12,450 27,700 11,250 10,550 14,000 12,100 14,650 12,750 56,250 12,400 22,750 41,800

May ‘19 17,300 14,050 11,750 24,000 9,650 9,400 13,300 11,350 13,200 12,250 46,500 11,900 19,000 37,900

Nov ‘19 16,400 13,000 10,850 23,000 8,500 9,200 12,750 11,450 13,200 11,350 39,000 11,000 18,000 31,600

Nov ‘20 13,900 10,925 8,950 18,925 6,425 7,150 10,625 9,250 9,950 9,325 31,100 9,075 14,200 25,575

Nov ‘21 11,950 9,425 7,550 15,800 5,050 5,750 9,075 7,775 8,025 7,925 24,775 7,725 11,475 20,925

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

Jun ‘18 24,725 23,300 13,000 31,500 13,500 19,800 23,800 21,000 19,500 16,800 16,425 21,150 28,425 12,400 23,500 22,500 27,800 44,100 13,900 22,700 26,475 24,725

Dec ‘18 24,475 22,375 11,600 31,200 12,200 17,050 21,900 20,300 18,100 15,550 15,400 19,350 27,300 11,850 22,000 21,700 26,700 42,000 12,700 22,300 24,475 24,275

Jun ‘19 20,375 20,575 11,150 29,500 12,200 16,200 21,200 20,500 16,300 13,900 14,300 19,625 25,800 11,350 19,625 20,400 25,625 37,400 11,800 21,400 22,425 22,675

Jun ‘20 18,000 17,975 9,125 25,750 9,900 14,175 17,750 18,475 13,900 12,650 12,050 16,775 23,775 9,525 16,975 17,700 23,000 33,000 9,925 18,675 19,675 20,550

Jun ‘21 15,225 15,500 7,350 21,625 7,875 12,075 14,850 15,750 11,600 10,800 10,000 13,875 21,700 7,750 14,350 16,000 20,450 28,350 8,175 16,050 16,725 18,500

TRUCKS BMW X3 XDrive28i 4D SAV Chevrolet Equinox LS 4D SUV FWD Chevrolet Tahoe LS 4D SUV 4WD Dodge Grand Caravan SE Wagon Ford Edge SEL 4D SUV FWD Ford Explorer XLT 4D SUV 4WD Ford F150 XLT Supercab Ford Flex SEL 4D SUV FWD Honda CR-V LX 4D SUV AWD Honda Odyssey LX Wagon Jeep Grand Cherokee Laredo 4D SUV 4WD Jeep Wrangler Unlimited Sahara 4D SUV 4WD Kia Sportage LX 4D SUV FWD Nissan Murano SL 4D SUV AWD Ram 1500 SLT Crew Cab Toyota 4Runner SR5 4D SUV 4X4 V6 Ford Escape SE 4D SUV FWD Chevrolet Silverado 1500 LT Double Cab Honda Pilot EX-L 4D SUV FWD w/RES Toyota Tacoma SR5 Double Cab 4WD V6 Cadillac Escalade 4D SUV RWD Cadillac XT5 Luxury 4D SUV AWD

Nov ‘18 26,050 14,100 33,000 15,500 18,950 26,250 22,600 19,900 18,400 19,400 22,925 29,825 14,450 24,925 23,700 28,650 14,600 23,500 28,325 27,700 49,800 30,050

May ‘19 23,050 12,550 32,500 13,800 17,050 23,700 22,100 17,000 17,550 16,600 21,425 27,300 13,100 21,550 21,000 27,575 12,900 22,500 26,150 26,075 42,500 26,400

Nov ‘19 21,500 12,225 32,100 12,500 17,075 23,100 19,700 17,600 16,550 16,150 21,825 26,625 12,050 20,025 20,500 26,650 12,400 22,200 24,575 24,925 39,600 24,600

Nov ‘20 18,325 9,600 26,525 10,200 13,975 18,475 16,850 14,175 13,875 13,000 17,725 23,675 10,050 16,775 18,025 23,900 10,200 19,500 21,000 23,100 33,525 20,925

Nov ‘21 15,975 7,950 22,500 8,325 11,625 15,450 14,750 11,725 12,150 10,925 14,775 21,675 8,575 14,650 16,025 21,650 8,625 17,675 18,225 21,650 28,950 17,875

8 • November 18, 2019

RETAIL MARKETS ALASKA

Carrol Lyberger, owner, Lyberger’s Car and Truck Sales, Anchorage, Alaska: “We’ve been in business here since 1999, so it’s been 20 years. We have one location.

“Our inventory has gone up because the economy was down. Right now we have 100 vehicles. We sell on average 40 a month.

“We buy from a local auction here and rental car companies. There are a couple of fleet companies here, 4 by 4 Rentals and Delta Leasing. We have Dealers Auto Auction here, an independent.

“We are not a buy-here, pay-here.

“As far as model year, I try to stay within the last four years. The average mileage is probably 25,000. We don’t have a very big road system in Alaska, so it’s kind of hard (to put on miles).

“We sell a lot of trucks and SUVs, probably 90 percent.

“Most of our inventory now is domestic, which is

Jeep, Ram. “Our average reconditioning cost is $350 per vehicle.

We have our own wash bay in the back and we do detail.

“We do online advertising, no more paper.

“Just today we sold a 2018 Chevy Silverado with 6,650 miles. It sold for $33,700.

“The market here is going up. Four years ago we had the rug pulled out from under us when the oil companies cut back. That’s our biggest revenue in this area.

But it’s gradually coming back.

“We haven’t had any snow yet (as of Nov. 7) and that usually brings people out because of the need for trucks.

“We treat customers with respect. When my late husband, John, and I opened our doors we wanted things to be different from every other car lot, starting with quality vehicles.

“We want to make purchasing a car a relaxed experience, not a frustrating, drawn out and intimidating

exercise in madness.

“We offer a full disclosure of any information we have on the vehicle you are purchasing. This includes a Carfax and a vehicle inspection report prepared by an independent repair facility.

“We are confident that if you do not find a vehicle the first time, you will return.

Our motto is: 1. Honesty is the best policy, and 2. If you’re not happy, we’re not happy.”

KANSAS

David LaFrance, coowner, Your Own Auto Sales, Wichita, Kan.: “We’ve been in business 20-plus years, but at this location six years.

“Right now we’re keeping 25 to 30 vehicles in inventory. We sell about 12-14 per month.

“We get most of our vehicles through auction. Mid Kansas Auto Auction is the biggest one. It’s new (under new management in ’18).

Then there’s 71B Mobile

$

Auto Auction, which has been in business for years and years. There’s a small Manheim near us, but it’s itty-bitty, which is unusual for Manheim.

“We are buy-here payhere. We use Woodbine Finance and Midwest Payment Acceptance.

“We use starter interrupt/ GPS. We’ve done it for a long time, it just makes it so much easier, if they don’t tamper with it or take it off.

“Our average model year is ’05-’06 with probably an average mileage of 200,000.

“Normally I try to keep more trucks than cars, you make more money on trucks. It is sometimes (hard) to find a good truck, but they’re out there. They (previous owners) work their trucks.

“We probably sell 3 to 1 imports over American.

GM, the last three years, has taken a lot of the reliability awards, over Toyota and Honda, but foreign cars have been kicking our butt for a long time.

$

USED CAR NEWS

Compiled by Jeffrey Bellant “Our average reconditioning costs are about $700 per vehicle. We do not have our own service shop. We’ve been using a guy for about 4-5 months. He’s jammed up. Other than being slow, he does good work.

“I did some advertising on radio and didn’t get a sale off of it. I did it with a country station and also a Hispanic station, neither one of them worked. I’m fixing to try TV. We have a Facebook page.

“I tell you, the first half of this year was tough. Everything now is starting to break loose; the last 3-4 months have been real good.

Trump’s doing good, the economy’s getting better, I think we’re on the way up.

We haven’t had any weather issues to speak of.

“Our motto is: Every vehicle has a warranty. Make one of our pre-owned vehicles ‘your own.’

“We have a Black Friday sale coming up on Nov. 25.

“The last car I sold was a 2005 Chrysler 300C. We sold it for $6,900.”

IT’S A...NOT ENOUGH

CASH TO GET THE INVENTORY I REALLY WANT, MY LOCAL BANK WON’T RETURN MY CALLS AND THE FORECAST SAYS THUNDERSTORMS EVERY DAY

...KIND OF WEEK.

USED CAR NEWS

WHOLESALE MARKETS CONNECTICUT

Peter Saldamarco, president/general manager, Central Auto Auction, Hamden, Conn.: “We’re going on 15 years here. We run three lanes but the building accommodates four., “It’s been a little quiet. You know, in Connecticut, they say 70 percent of the vehicles are leased. The (franchise) dealers are keeping everything they can.

“Today, everyone is keeping and grasping for everything they can which means that less trickles down to us.

“Gross volume is 300 to 350 a week. It’s consistent with last year.

“It’s not like the old days, I’ll put it that way.

“We average 60 percent in sales (percentages). But we’re doing a lot of donation cars with higher sales percentages. We also have a GSA sale which is usually a 100 percent sale.

“We’re also posting things online after the sale on OVE and stuff like that.

“It’s not like we’re sitting there playing gin rummy all week, waiting for the sale to happen. We’re scrambling, working hard and digging deep to make this happen.

“With the donation cars, tax reform did affect (the volume) but not a lot. I was concerned with that and called up all my donation call centers that we do business with. They all told me that the main reason people donate a car is not for the tax deduction. It’s the least of their reasons. One is that they’re trying to get some (car) out of their driveway.

Two is that they are trying to help someone, a charity, with the donation.

“Independent dealers in the lanes tell me sales are quiet. New-car sales say the same. Our commercial volume is kicking up. We’re putting a push on this year to get more local and in-state credit unions and municipalities.

“We specialize in those rougher cars. That’s my background. I was a me-

chanic, so I know how to get these cars running for not much money. It’s developed into a sizable niche for us.

We excel in that area. I have a scrap yard.

“If you took our low-end donations out our average price would be $6,500. If you include the donation cars, it would be under $4,000. We run on Pipeline and all lanes are simulcast.

“I feel positive about next year. I think people are beginning to value live auctions again as being the best and most appropriate option.”

NEBRASKA

Ryan Durst, vice president, Lincoln Auto Auction, Waverly, Neb.: “We are in our 28th year.

We have four lanes and we’re running all four.

“We had a record 2018 in every category besides volume. We’re on pace to repeat that across the board. Our volumes are going to be better than last year. Of course, not record volumes like we had 15 years ago or whatev-

er. But we will outpace what we did last year across every category. So, things are good.

“Obviously, in September through November, we get into hunting and harvest season in Nebraska, so volumes typically tail off. It’s like that every year.

“Volumes are 275 to 325 pretty religiously every week.

“Last year we averaged 75.3 percent year-to-date.

This year we’re 75.6 percent.

We’ve changed some things to make us more efficient across the board.

“We’re 90 percent dealer consignment and probably 10 percent repo/fleet/GSA. “The GSA season gets going about April to about November or December. We like to run it every four or five weeks. We had a sale in (late October) and we only had 45 cars so it’s really tailed off. Volumes are usually between 70 to 110.

“We’re drawing between 200 and 225 dealers in the lanes. That’s pretty consistent. It kind of fluctuates

November 18, 2019 • 9

Compiled by Jeffrey Bellant with bad weather and holidays, but overall that is (consistent).

“I’m hearing everything from dealers in the lanes. For the most part, it’s positive.

My dealers don’t typically set records in October or November. But a couple of guys have set records as far as volumes in October. I mean big numbers. That’s very encouraging because October can be a tough month.

“Year-to-date, our average price in the lanes is $4,326.

We’re up over $200 a sale, which, for us, is good. We’ve been between $3,700 to $4,300 for the last 10 years.

“Online, we have Edge Pipeline. We have a good online presence, but our inlane presence is still very strong. We probably have a 5 to 6 percent conversion online. I think it only continues to grow.

“We’re really optimistic about 2020. We’ve been on an upward trend. We’ve set the bar pretty high, but I don’t see any reason why we can’t beat it again.”

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10 • November 18, 2019

DISCONNECTED JOTTINGS FROM I went to the mall the other day to buy a couple of things in time for winter.

There was no one there.

It was mid-morning on a bright and sunny day. I should have guessed what it was going to be like when I parked right next to the entrance. Other cars were merely dotted around, as opposed to being so close you couldn’t fit a cigarette paper between them just a couple of years ago.

I strolled around the menswear department unaccosted for half an hour and never saw another living soul.

It was eerie as I kept looking over my shoulder, fully expecting to see signs of life.

At first it was nice to be able to wander without being badgered by an eager assistant, volunteering unwanted direction and advice.

But after I had chosen a sweatshirt and other stuff I sauntered over to the cashier’s point to cough up for my purchases.

TONY MOORBY

I waited and waited and no amount of finger drumming would muster attention from any quarter.

Finally, probably prompted by some remote camera command center, a lady turned up to take my money.

After a few comments regarding how quiet it was (she was entirely unperturbed and obviously quite used to it) I offered cash for my purchases.

She stared at me as though I’d got four heads! I innocently inquired whether there was a problem. “Well, we don’t see that very often any more.”

I’ve always had the habit of carrying a little ‘walking around’ money; for impulse purchases, to tip someone in cash or to maintain an anonymity of what, where and when a transaction took place.

She asked for my email address. I demurred and she seemed somewhat affronted at my refusal.

The whole experience of using cash

seemed antediluvian.

Remember when they used to run your credit card through a carbon copy press machine and you had to sign, pressing hard enough to elicit three clear copies?

Now a wave of a phone (or hand-held device) over an internet-connected receiver relieves you of your money before you’ve left the store You don’t leave a paper trail anymore but though you can’t touch it or see it, a record of your life is left as plain as a pikestaff for all kinds of people, entities and authorities to see.

Even creepier, that same information is used to predict what you’ll do next.

While you’ve read of my appreciation of this predictive technology to help dealers become more efficient in inventory controls and marketing tactics, there seems to be a more sinister side.

These days, wherever we go, whatever we do, who we know, what we buy are all left as a

stream of data in our wake.

There are no secrets any more.

Social media, Facebook and Instagram included, Google, Amazon and all have a clear picture of us and our habits and every time we use them the focus becomes even clearer.

I would observe that they use us more than we use them.

The knowledge that we’ve allowed them to accrue (by simply pressing the ‘AGREE’ button at the end of a myriad clauses of con-

By Myles Mellor

31. High speed driver of others’ cars 33. Honda __-V 34. Gift-tag word 35. Honda SUV 37. Spectra or Sportage 39. Cherokee and Wrangler 42. One billion years 43. Roger Rabbit, e.g.

44. Directional assists 45. Expanse of water 46. Lincoln model Down 1. Luxury German car 2. Small family car made by SEAT 3. Access road to a freeway, 2 words 4. Part of a chassis 5. Old record, abbr.

6. Yukon is one of their SUV’s 7. Former brand that made “Rocket” engines

ditions of use) is pushed and pulled in all kinds of directions to use the data again and again by marketing companies and robocall companies or anyone willing to pay for the access.

I’ve never done Facebook, I don’t use Instagram, I’ve turned off all the location trackers on my ‘phone’ unless I’m actually using a GPS app. I divorced myself from Linkedin when I retired.

What next? A self-sufficient Tiny House in North Dakota and go off the grid?

Tony Moorby

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

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

C R O S S WO R D Across 1. VW sedan 4. French car 8. Radiator top 10. “Back to the Future” vehicle 11. GMC SUV 12. Stop color 14. Stop on a ___ 15. ___-keep assist 17. Automobile sticker fig.

19. Moving to and __ 21. Mined metal 22. Stutz contemporary 23. It’s itemized on repair bills 25. ___ glance (quickly) 27. Automobile pioneer Gottlieb 28. Indy 500 circuit 29. Hon 30. They made the Eagle and the Pacer

USED CAR NEWS

8. Mercury or Saturn 9. Luxury SUV model, 2 words 13. Time for Earth to make a complete rotation 16. Mitsubishi sports car 18. Experienced driver 19. Upcoming film, “___ vs. Ferrari” 20. It can be shifted up and down 22. Road with a no.

24. MKX and Aviator 25. American League, for short 26. They make BMW versions 30. 70s Dodge 31. Popular VW 32. GMC SUV 33. Speed trap enforcer 34. ___ drive a new model 36. Interest only, abbr.

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Solution to this puzzle in the 12/2/19 issue. Call 1.800.794.0760 for a FREE subscription.

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USED CAR NEWS

November 18, 2019 • 11

Special Advertising Section

Get to Know Copart

Embracing CRM Technology and Its Value

You may know Copart as the leader in online salvage vehicle auctions, but what you might not know is that their innovative technology and online auction platform links buyers and sellers around the world.

The company, originally founded in 1982 with a single salvage yard in California, eventually grew into what it is today – a global leader and premier source for online vehicle auctions. They now operate in more than 200 locations in countries all over the world.

About Copart Copart specializes in the resale and remarketing of salvage title vehicles for a variety of sellers, including insurance companies, rental car companies, local municipalities, financial institutions and charities.

Copart’s extensive inventory is housed on more than 8,000 acres of land and includes an array of vehicles to ensure Copart Members can find what they’re looking for from classics and exotics, early and late model cars and trucks, to industrial vehicles and more. With more than 125,000 vehicles up for auction each day, Copart is constantly innovating to stay ahead of the competition.

Notable Advancements Copart has embraced the future of the auto auction industry by continuing to develop technology such as their proprietary Virtual Bidding – The Third Generation (V3)

Long before the internet, I tried CRM software to improve my bottom line.

It was a challenge and at times I gave up and went back to pen and paper.

My frustrations with lead management persisted so I went back to trying technology starting with what was designed for automotive dealers.

They just provided more frustrations, so I built my own. At the time I mimicked the paper flow, but the world was changing with the advent of the internet, so we had to up the game to manage the volume. It was a slow learning process with lots of trial and error.

The internet just reinforced the need to use CRM technology to manage the volume. We realized that the application was an aid to the salesperson, not a burden. It was done by automating some of the process.

Email and text could tickle the prospect and it did not require the salesperson to create and send. Follow up became easier and salespeople could concentrate on higher probability and increase their sales rate.

The system also stayed in contact with delivered clients so that we could have the opportunity to resell them.

Continual contact is essential to the sales process in today’s business climate.

It can not be left to the salesperson alone; the volumes make it impossible unless you have a CRM application.

platform, the virtual bidding platform that buyers know and use today.

In 1998, Copart became the first vehicle auction company with physical locations to allow buyers to submit proxy bids over the internet.

In 2001, Copart introduced virtual bidding, allowing Copart Members to bid against each other online, in real time. Two years later, VB2 was developed, which introduced preliminary bidding prior to the live online auction.

Now Copart continues to innovate their online bidding system, as well as expanding into other areas of technology, such as their Copart Mobile App, which gives Copart Members access to bid and buy vehicles from all over the world.

Community Leadership Copart is passionate about making a positive difference every day through charity, disaster relief, transparency and compliance, economic growth and environmental responsibility.

Their success has earned Copart a place on the S&P 500 and recognition on Deloitte’s “The Exceptional 100 List of Top Performing U.S. Companies” in addition to many other awards throughout the years.

For managers it became easy to see who was performing to the standards that were expected but more importantly, we knew who was under performing.

In addition, we could tell how effective the sources were from all the vendors we paid for leads.

All of this equaled a return on investment with the CRM. Many dealers are only concerned with the monthly fees versus the benefits that technology offers.

When you start your search for CRM technology go through a demo before you worry about the cost.

It’s important but not if you don’t understand the software and the benefits that technology can bring to your operations first.

Your premier destination for online auto auctions.

More than 150 auctions a week!

Join an auction today at Copart.com/UsedCarNews

12 • November 18, 2019

USED CAR NEWS

Special Advertising Section

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Customer Service and Capital Provide the Most Value All dealers know the biggest hurdle to entry or sustainability in the buyhere, pay-here industry is the need for capital.

Whether for the purchase of inventory, the financing of customers, or for operational cash flow, capital is number one on every dealer’s list.

While access to consistent capital remains a challenge in both good economic times and bad, CAR Financial Services continues to be one of the industry pillars by providing a suite of products focused on providing support to all areas of need for dealers in the buy-here, payhere industry.

These programs include: • Bulk purchasing of both retail or lease receivables • Purchasing of payment streams to meet short term or ongoing cash flow needs • Pay Share purchases that provide immediate capital and ongoing cash flow • Floor plan solutions catered to your needs

•

Servicing solutions that provide top notch collections and reporting while allowing dealers to focus on sales All of this delivered to dealers through a single experienced point of contact that strives to understand your business and provide the best solution for you.

CAR Financial Services has over 25 years of proven industry experience.

Our managers are stalwarts of the industry and of their local markets that provide great support to the dealers they serve.

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Interested in more information on CAR Financial Services and what we can do for you?

Go to www.carfinancial.com or call 1-877-570-8857.

USED CAR NEWS

Special Advertising Section

November 18, 2019 • 13

Attention to Detail Key to Successful Collections Over the course of my thirteen years working on the software side of the buy-here, pay-here industry, I’ve personally spoken to hundreds (if not thousands) of dealers of every conceivable stripe – from the brand-new dealer selling their very first buy-here, pay-here loan to the long established, multi-location operation with millions of dollars on the road.

This is an extremely diverse and varied market, both operationally and demographically, and there is a wide array of amazing tools being created to aid the growth and success of those dealers.

While dealers and the tools they use have gotten more sophisticated, the one constant that I encounter is a lack of detail around collections.

Not a lack of effort, a lack of detail Don’t get me wrong, dealers are great at getting their customers to pay, it is literally the entire point of the buy-here, pay-here business, but many are woefully lacking when it comes to recording the

conversations and interactions that ultimately led those customers to pay.

Time and time again, I speak to dealers only to find only the scantest of notes in the collection activities, if there are any at all.

This is crucial information.

The collectors should be recording detailed notes on every call and interaction and not simply logging “LVM” (*Left voicemail*) or some other cryptic, shorthand code.

They should also be logging every email and/or SMS interaction within the collection activities, although it’s even better if your DMS platform does that for you.

This information not only helps to paint a full and complete picture of the person with whom you are interacting and allows you to have more meaningful conversations in the future, but it also provides value information that can be called upon in your repo efforts and portfolio sales – the portfolio buyers love to see that information.

14 • November 18, 2019

USED CAR NEWS

Special Advertising Section

Frazer Saves You Time What has Frazer learned from 30+ years in the buy-here, pay-here business?

For one thing, we’ve learned that the biggest way we can help dealers is by saving them time.

For starters, there’s our forms. Over 19,000 Frazer dealers have access to free Frazer Retail Installment Contracts. On top of that, dealers can print every form they need with one click!

Once the deals are done, let Frazer collect your payment for you. Our electronic payment partners, OpenEdge

and Repay, can automatically run your customers’ electronic payments the day they come due, and send a reminder text to customers that failed to show.

On top of all that, at Frazer we take tremendous pride in our customer support. Our priority is answering 90% of inbound calls on the first ring, so you don’t have to wait for answers.

In a world where everything is automated, why not your dealership?

Customer Loyalty – It’s NOT about the Best Price Since 2003, Capital Automotive Reconditioning Services (CARS Recon) has reconditioned more than 8 million vehicles for auctions throughout North America.

We add value to your business by increasing condition grades, which lead to higher MMR and retail values.

Simply put, the vehicles we work on sell faster and sell for more.

CARS Recon provides detailing, paint and body repair, mechanical inspections, sale day arbitration, lot operations, consulting and headlight restoration to the auction industry;

No Detail Left Behind L E A R N M O R E A T C A PA U T O R E C O N . C O M

which has a notable increase in residual value. This is brought about by years of experience on an international level.

CARS Recon is the premier auto reconditioning services company and the leading provider of labor, management and materials for the processing of vehicles for dealerships and the auto auctions industry.

We have proudly built a hard working team with a strong value system that is centered around honesty and family commitments. Our commitment to you…no detail will be left behind.

LET'S CONNECT

Decision-Making Insights

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Smart Automation 1.888.421.6533

Your source for quality, selection and value: A broad selection of pre-owned vehicles from an industry leader.

December 2019

Chase High Lines, featuring: 1 1

ADESA Boston December 6, 13, 20

ADESA Salt Lake December 10 801-322-1234

Manheim New Jersey December 11 609-298-3400

ADESA Boston December 20 508-626-7000

Manheim Dallas December 17 877-860-1651

Manheim Palm Beach December 18 561-790-1200

ADESA Brasher’s December 10

ADESA Tulsa December 13 918-437-9044

Manheim New Orleans December 18 985-643-2061

ADESA Golden Gate December 3 209-839-8000

Manheim Milwaukee December 11 262-835-4436

Manheim Pennsylvania December 5, 19 800-822-2886

ADESA Charlotte December 5, 19

ADESA Washington DC December 11 703-996-1100

Manheim Orlando December 3, 10, 17, 23 800-337-8491

Manheim Atlanta December 4 404-762-9211

Manheim Nashville December 18 877-386-5004

Manheim Riverside December 12 951-689-6000

ADESA Chicago December 13

Columbus Fair AA December 18 614-497-2000

Manheim Palm Beach December 18 561-790-1200

ADESA Cincinnati/Dayton December 17

Manheim Atlanta December 4, 5, 19 404-762-9211

Manheim Pennsylvania December 5, 6, 19, 20 800-822-2886

ADESA Golden Gate December 3, 17

Manheim Dallas December 11, 17 877-860-1651

Manheim Phoenix December 5, 12, 18, 19 623-907-7000

ADESA Houston December 4, 18

Manheim Denver December 11 800-822-1177

Manheim Pittsburgh December 11 724-452-5555

ADESA Indianapolis December 3, 17

Manheim Detroit December 5, 19 734-654-7100

Manheim Riverside December 10, 12 951-689-6000

ADESA Jacksonville December 5

Manheim Fredericksburg December 12 540-368-3400

Manheim Seattle December 4, 18 206-762-1600

ADESA Kansas City December 3, 17

Manheim Milwaukee December 11 262-835-4436

Manheim Southern California December 5, 19 909-822-2261

ADESA Lexington December 19

Manheim Minneapolis December 4 763-425-7653

Manheim Tampa December 5, 12, 19 800-622-7292

ADESA New Jersey December 5, 19

Manheim Nashville December 11, 17, 18 877-386-5004

Southern AA December 11 860-292-7500

2

ADESA Boston December 13 508-626-7000

Manheim Atlanta December 5 404-762-9211

Manheim Orlando December 3, 17 800-337-8491

ADESA Charlotte December 5 704-587-7653

Manheim Dallas December 11 877-860-1651

Manheim Pennsylvania December 6, 20 800-822-2886

ADESA Chicago December 13 847-551-2151

Manheim Detroit December 19 734-654-7100

Manheim Pittsburgh December 11 724-452-5555

ADESA Golden Gate December 17 290-839-8000

Manheim Fredericksburg December 12 540-368-3400

Manheim Riverside December 10 951-689-6000

ADESA Houston December 4 281-580-1800

Manheim Nashville December 11 877-386-5004

Manheim Seattle December 4 206-762-1600

Columbus Fair AA December 18 614-497-2000

Manheim New Jersey December 11 609-298-3400

Manheim Tampa December 12 800-622-7292

3

Chase High Lines, featuring:

4

ADESA Boston December 13 508-626-7000

Manheim Fredericksburg December 12 540-368-3400

Manheim Pittsburgh December 11 724-452-5555

ADESA Salt Lake December 10 801-322-1234

Manheim New Jersey December 11 609-298-3400

Manheim Seattle December 4 206-762-1600

ADESA Boston December 20 508-626-7000

Manheim Dallas December 17 877-860-1651

Manheim Palm Beach December 18 561-790-1200

ADESA Golden Gate December 3 209-839-8000

Manheim Milwaukee December 11 262-835-4436

Manheim Pennsylvania December 5, 19 800-822-2886

Columbus Fair AA December 18 614-497-2000

Manheim Orlando December 10 800-337-8491

Manheim Southern CA December 19 909-822-2261

Manheim Atlanta December 4 404-762-9211

Manheim Nashville December 18 877-386-5004

Manheim Riverside December 12 951-689-6000

Manheim Denver December 11 800-822-1177

Manheim Pennsylvania December 20 800-822-2886

Southern AA December 11 860-292-7500

Choose Chase on ADESA.com and OVE.com for quality bank-sourced vehicles.

Contact auctions directly for current sale information.

1 The Jaguar word mark, the Jaguar logo, and Jaguar Financial Group are trademarks of Jaguar Land Rover Limited and any use by Chase is under license. The Land Rover word mark, the Land Rover and Oval logo, and Land Rover Financial Group are trademarks of Jaguar Land Rover Limited and any use by Chase is under license.

2

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 Chase.

3

The tradename “Subaru Motors Finance” and the Subaru logo are owned / licensed by Subaru of America, Inc. and are licensed to JPMorgan Chase Bank, N.A. (“Chase”).

4

The tradename “Maserati Capital USA” (MCUSA) as well as the Maserati Trident and Maserati Capital USA logos are owned by Maserati S.p.A. or its affiliates and are licensed to JPMorgan Chase Bank, N.A. (“Chase”).

Neither JPMorgan Chase Bank, N.A. nor any of its affiliates are affiliated with ADESA, Inc. or Manheim, Inc. Each auction is solely responsible for their website content, sales events, promotions, fulfillment and operation of the auction. ©2019 JPMorgan Chase Bank, N.A. Member FDIC (19-0012) 12/19