2011 Data Source Book

PRESORTED FIRST-CLASS MAIL U.S. POSTAGE PAID GREENVILLE, MI PERMIT NO. 527

2011 DATA SOURCE BOOK

2011_DSB_C2 inside front cover 1

4/18/11 8:50 AM

4/18/11

6:04 PM

Page 1

Used Car News The Voice of the Used Car Industry

TO OUR READERS

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 Web Address: www.usedcarnews.com

Charles M. Thomas

Founder (1947-2002)

Used Car News publishes the Data Source Book annually as a reference tool for our readers: dealers (both independent and franchise), remarketers, manufacturers, suppliers and all others in the used car industry. It is a major undertaking, requiring the dedication of our staff, support from advertisers and data from a vast array of sources throughout the industry.

We hope this 2011 Data Source Book, our 14th edition, helps you make thoughtful, insightful and intelligent business decisions in these tumultuous economic times.

We'd like to thank Autodata Corp.; Tom Kontos, executive vice president of analytical services, ADESA Inc.; Ken Shilson, founder, National Alliance of Buy-Here, Pay-Here Dealers; Art Spinella, president, CNW Marketing/Research; and Tom Webb, chief economist, Manheim Consulting.

Lynda R. Thomas, Publisher

2011 Data Source Book

2011_DSB_01

Lynda R. Thomas Publisher

Colleen Fitzgerald, General Manager

Editorial:

TABLE OF CONTENTS

Ted Craig, Managing Editor Jeffrey Bellant, Staff Writer

Contributing Writers: David Piestrzynski, Emily Caswell,

Wholesale . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2 Dealer Data . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 10

Sheila McGrath

Advertising: Shannon Colby, Megan Frump,

Buy-Here, Pay-Here . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 16

Marie Hingst

Finance . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .20

Circulation:

Trade Associations . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 23

Helen Thomas

Independent Dealer Associations . . . . . . . . . . . . . . . . . . . . . . . 24 Production: Cliff Bennett, Production Manager Josie Godlewski,

Media Manager

Used Car News is published the first and third Monday of each month.

Calendar of Events . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 26 Departments of Motor Vehicles . . . . . . . . . . . . . . . . . . . . . . . . .27 Directory . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 28 1

2011 Data Source Book

WHOLESALE DATA

Seasonal Adjustment Factors

2010 Remarketing Volumes Total number of Share to auction vehicles to be (includes online and remarketed physical auctions) (in millions of units) (in millions of units)

Averages Based on the Past 16 Years

Percent sent to auction

Percent of total auction volume

11.21

3.83

34%

45.4%

Repossession

1.55

1.23

79%

14.6%

Off-Lease

Dealer

2.57

1.44

56%

17.1%

Rental (Program and Risk) 1.42

0.90

63%

10.7%

Fleet

1.65

0.73

44%

8.6%

Other

0.65

0.30

46%

3.6%

TOTAL

19.05

8.42

44%

100.0%

1.04 1.02 1.00 0.98 0.96 0.94

Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec Source: Manheim Consulting

Source: Manheim Consulting

Auction Volumes 9.23 Dealer

Off-Lease

Rental Program All Other*

New Lease Originations

In Millions

Rental Risk

Repossessions

3.0

8

2.5

6

2.0

4

1.5 1.0

2

.50 2004 2005 2006 2007 2008 2009 2010 2011E 2012E 2013E

*All other includes commercial fleet sales and Canadian sales.

0

98 99 00 01 02 03 04 05 06 07 08 09 10

Source: Manheim Consulting

Source: Manheim Consulting

Off Lease Volumes

Repossession Volumes

3.0

2.0

2.5

1.5

2.0

1.0

1.5

.5

In Millions of Units

1.0 2

4.0 3.5

10

0

In Millions of Units

06

07

08

In Millions of Units

09 10E 11E 12E 13E 14E 15E Source: Manheim Consulting

0

98 99 00 01 02 03 04 05 06 07 08 09 10 Source: Manheim Consulting

2011 Data Source Book

WHOLESALE DATA

Percentage Distribution of Auction Sales by Model Year 2005

2006

2007

2008

2009

2010

30% 25% 20% 15% 10% 5% 0%

Current or newer

1 MY prior

2 MY prior

3 MY prior

4 MY prior

5 MY prior

6 MY prior

7 or more MY prior Source: Manheim Consulting

Average Auction Price – Dealer-Consigned Vehicles

2008

2009

2010

$10,000 $9,000 $8,000 $7,000 $6,000

Jan

Feb

Mar

Apr

May

Jun

Jul

Aug

Sep

Oct

Nov

Dec Source: Manheim Consulting

Average Auction Price – Rental Repurchase Units – Detroit 3 2007

2008

2009

2010

Sep

Oct

Nov

Dec

$24,000 $22,000 $20,000 $18,000 $16,000 $14,000 $12,000 $10,000

Jan

Feb

Mar

Apr

May

Jun

Jul

Aug

Source: Manheim Consulting

3

2011 Data Source Book

WHOLESALE DATA

Average Mileage – Rental Repurchase Units – Detroit 3

2007

2008

2009

2010

Sep

Oct

Nov

Dec

24,000 22,000 20,000 18,000 16,000 14,000 12,000

Jan

Feb

Mar

Apr

May

Jun

Jul

Aug

Source: Manheim Consulting

Average Auction Price – Rental Risk Units $13,500 $13,000 $12,500 $12,000 $11,500 $11,000 $10,500 $10,000 $9,500 $9,000

Jan

Feb

Mar

Apr

May

Jun

Jul

Aug

2007

2008

2009

2010

Sep

Oct

Nov

Dec Source: Manheim Consulting

Average Mileage – Rental Risk Units 2007

2008

2009

2010

Sep

Oct

Nov

Dec

45,000 40,000 35,000 30,000 25,000 20,000 4

Jan

Feb

Mar

Apr

May

Jun

Jul

Aug

Source: Manheim Consulting

2011 Data Source Book

WHOLESALE DATA

Average Auction Price – End-of-Service Fleet Pickups Unadjusted

Mileage and Seasonally Adjusted

$9,000 $8,000 $7,000 $6,000 $5,000 $4,000

Jan 02

Jan 03

Jan 04

Jan 05

Jan 06

Jan 07

Jan 08

Jan 09

Jan 10

Jan 11 Source: Manheim Consulting

Average Auction Price – Midsize Fleet Cars Unadjusted

Mileage and Seasonally Adjusted

$9,000 $8,000 $7,000 $6,000 $5,000 $4,000

Jan 02

Jan 03

Jan 04

Jan 05

Jan 06

Jan 07

Jan 08

Jan 09

Jan 10

Jan 11 Source: Manheim Consulting

Manheim Used Vehicle Value Index Jan Feb March April May June July Aug Sep Oct Nov Dec Annual Avg.

1996

1997

1998

1999

2000

2001

2002

2003

2004

2005

2006

2007

2008

2009

2010

2011

104.3 104.3 105.3 105.7 106.1 105.5 105.7 105.8 105.8 105.7 106.4 107.0 105.6

106.5 106.9 106.8 106.8 106.8 106.3 106.7 107.9 106.6 107.2 106.4 106.4 106.8

107.1 107.1 107.8 109.5 108.7 109.1 111.9 111.6 112.6 113.1 114.0 114.0 110.5

114.8 114.8 114.1 115.0 115.0 115.3 115.3 115.4 115.1 115.0 115.3 115.5 115.1

115.3 115.8 116.9 116.1 116.2 116.8 116.3 115.6 115.6 115.7 116.1 116.7 116.1

116.9 117.4 116.9 116.1 115.8 114.7 113.8 114.0 112.1 110.4 111.2 112.9 114.4

114.6 115.1 114.6 115.0 114.2 112.0 110.4 108.4 108.0 106.7 106.6 106.7 111.0

105.5 104.1 102.5 102.4 102.8 104.3 105.1 105.5 105.9 107.0 106.8 105.3 104.8

104.7 104.8 106.6 107.6 107.9 107.1 106.5 106.2 106.3 106.4 107.7 108.2 106.7

108.8 110.3 112.2 112.9 112.1 110.7 108.8 109.1 110.9 112.5 114.9 116.1 111.6

116.3 115.5 114.9 114.2 112.9 112.9 111.4 112.1 111.9 112.0 112.9 113.5 113.4

113.3 113.3 114.1 114.2 114.7 114.9 114.9 115.1 115.8 113.9 111.9 110.2 113.9

109.1 108.1 107.7 108.4 107.5 107.8 109.9 110.7 110.8 104.2 98.3 98.0 106.7

101.7 105.5 106.1 106.6 109.1 114.1 115.4 116.4 118.5 117.4 117.4 117.5 112.1

117.6 118.1 119.9 120.7 121.0 120.2 118.9 118.8 118.9 122.9 124.3 124.4 120.5

124.9 123.6 124.2

Source: Manheim Consulting

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2011 Data Source Book

WHOLESALE DATA

Dealer-Consignment Sales as Percentage of Total Auction Volume 60%

100% 90% 80% 70% 60% 50% 40% 30% 20% 10% 0%

50% 40% 30% 20% 10% 0%

00 01 02 03 04 05 06 07 08 09 10 Source: Manheim Consulting estimate based on National Auto Auction Association Surveys, 1999-2009 and internal/industry sources for 2010.

6

Percentage of Fleet Accounted For by Risk Units

06 07 08 09 10

06 07 08 09 10

Avis Budget Dollar/Thrifty

06 07 08 09 10

Hertz Source: Manheim Consulting

4/18/11

5:38 PM

Page 1

WHOLESALE DATA

Wholesale Used Vehicle Price Trends Average Prices ($/Unit)

Latest Month Versus:

March 2010

February 2011

March 2011

Prior Month

Prior Year

Total All Vehicles

$9,848

$9,810

$10,042

2.40%

2.00%

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

$8,691 $6,117 $7,001 $8,124 $14,279 $11,389

$8,600 $6,212 $7,091 $6,994 $13,695 $11,460

$8,960 $6,456 $7,495 $6,609 $14,048 $11,898

4.20% 3.90% 5.70% -5.50% 2.60% 3.80%

3.10% 5.50% 7.10% -18.60% -1.60% 4.50%

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

$11,140 $7,220 $8,632 $10,541 $10,565 $13,562 $20,104 $7,090 $11,440

$11,147 $7,632 $8,689 $10,250 $10,132 $14,031 $20,506 $6,954 $11,385

$11,261 $7,738 $9,120 $10,520 $10,349 $13,835 $20,342 $7,146 $11,469

1.00% 1.40% 5.00% 2.60% 2.10% -1.40% -0.80% 2.80% 0.70%

1.10% 7.20% 5.70% -0.20% -2.00% 2.00% 1.20% 0.80% 0.30%

2011 Data Source Book

2011_DSB_07

Source: ADESA Analytical Services

Cha-Ching!

More money towards your bottom line – where it belongs.

(866) 231-3218 | CredcoServices.com/Xpress

7

2011 Data Source Book

WHOLESALE DATA

AVERAGE WHOLESALE PRICES Model Class

Apr-08

May-08

Jun-08

Jul-08

Aug-08

Sep-08

Oct-08

Nov-08

Dec-08

Jan-09

Feb-09

Mar-09

Compact Car

$7,090

$7,332

$7,602

$7,504

$7,618

$7,335

$6,281

$5,850

$5,746

$6,167

$6,262

$6,489

Midsize Car

$7,483

$7,593

$7,740

$7,741

$7,788

$7,499

$6,467

$6,310

$6,399

$6,859

$7,077

$7,449

Fullsize Car

$7,511

$7,300

$7,326

$6,971

$6,534

$6,479

$5,920

$6,582

$6,819

$6,987

$7,535

$8,229

Luxury Car

$14,430

$14,249

$13,972

$13,707

$14,019

$14,016

$12,551

$12,877

$13,331

$13,605

$13,146

$13,836

Sporty Car

$13,238

$13,124

$12,493

$12,493

$12,574

$11,961

$10,939

$10,684

$10,950

$11,169

$11,321

$11,931

Mini Van

$8,153

$7,442

$7,019

$7,054

$6,967

$6,710

$6,118

$6,313

$6,686

$6,918

$7,322

$7,603

Fullsize Van

$7,614

$7,083

$6,856

$6,469

$6,814

$7,506

$6,778

$6,556

$6,556

$7,099

$6,723

$7,158

Mini SUV

$10,396

$9,867

$9,500

$9,507

$9,625

$9,407

$8,541

$8,380

$8,591

$9,416

$9,862

$10,537

Midsize SUV

$10,239

$9,254

$8,407

$8,524

$8,907

$9,230

$8,589

$8,842

$9,212

$9,765

$9,969

$10,544

Fullsize SUV

$11,933

$10,629

$9,764

$9,781

$9,902

$10,507

$10,154

$10,969

$11,826

$11,366

$12,434

$13,073

Luxury SUV

$20,207

$19,787

$18,477

$17,876

$18,620

$19,222

$18,230

$18,065

$18,657

$18,554

$19,197

$20,001

Compact Pickup

$7,421

$7,260

$6,894

$6,911

$7,045

$6,978

$6,375

$6,415

$6,527

$6,779

$6,884

$7,111

Fullsize Pickup

$10,637

$9,529

$8,686

$8,851

$9,620

$9,834

$9,198

$9,337

$9,810

$10,298

$10,766

$11,429

Cars

$9,427

$9,424

$9,397

$9,396

$9,496

$9,217

$8,055

$8,040

$8,257

$8,550

$8,502

$8,924

Trucks

$10,598

$9,867

$9,162

$9,237

$9,605

$9,839

$9,151

$9,315

$9,696

$9,982

$10,265

$10,865

Total

$10,008

$9,640

$9,306

$9,334

$9,572

$9,540

$8,628

$8,713

$9,022

$9,263

$9,363

$9,880

Model Class

Apr-09

May-09

Jun-09

Jul-09

Aug-09

Sep-09

Oct-09

Nov-09

Dec-09

Jan-10

Feb-10

Mar-10

Compact Car

$6,242

$6,363

$6,514

$6,393

$6,454

$6,464

$6,199

$6,016

$6,071

$6,117

$6,350

$6,693

Midsize Car

$7,213

$7,283

$7,299

$7,186

$7,217

$7,038

$6,707

$6,665

$6,839

$7,001

$7,347

$7,790

Fullsize Car

$8,035

$8,258

$7,345

$6,521

$7,046

$6,766

$6,391

$7,335

$7,926

$8,124

$7,738

$7,487

Luxury Car

$14,114

$14,577

$14,735

$14,380

$14,302

$14,136

$13,873

$13,881

$14,607

$14,279

$14,548

$14,887

Sporty Car

$11,797

$12,040

$12,174

$11,856

$11,805

$11,850

$11,159

$11,090

$11,634

$11,389

$12,025

$12,753

Mini Van

$7,511

$7,444

$7,633

$7,514

$7,342

$6,998

$6,819

$7,111

$7,337

$7,220

$7,701

$8,115

Fullsize Van

$7,060

$7,071

$7,527

$7,561

$7,970

$8,015

$7,819

$8,457

$8,431

$8,632

$8,949

$9,017

Mini SUV

$10,112

$10,178

$10,387

$10,325

$10,590

$10,521

$10,229

$10,358

$10,764

$10,541

$10,715

$11,059

Midsize SUV

$10,431

$10,677

$10,610

$10,624

$10,330

$9,836

$9,744

$10,167

$10,558

$10,565

$10,813

$10,969

Fullsize SUV

$13,147

$13,292

$13,741

$13,542

$13,453

$13,063

$12,782

$13,354

$14,020

$13,562

$13,784

$14,675

Luxury SUV

$20,255

$20,725

$21,461

$21,025

$21,110

$21,445

$20,732

$20,448

$21,175

$20,104

$20,666

$21,431

Compact Pickup

$7,274

$7,178

$7,183

$7,259

$7,001

$6,756

$6,647

$6,954

$7,073

$7,090

$7,168

$7,558

Fullsize Pickup

$11,525

$11,542

$11,949

$12,082

$11,853

$11,423

$11,095

$11,225

$11,275

$11,440

$11,759

$12,493

Cars

$8,859

$9,035

$9,116

$8,876

$8,861

$8,753

$8,401

$8,398

$8,720

$8,691

$9,035

$9,433

Trucks

$10,882

$11,021

$11,287

$11,305

$11,174

$10,793

$10,595

$10,887

$11,265

$11,140

$11,399

$11,864

Total

$9,843

$9,976

$10,140

$10,017

$9,949

$9,736

$9,463

$9,603

$9,949

$9,848

$10,143

$10,547

Model Class

Apr-10

May-10

Jun-10

Jul-10

Aug-10

Sep-10

Oct-10

Nov-10

Dec-10

Jan-11

Feb-11

Mar-11

Compact Car

$6,769

$6,822

$6,718

$6,494

$6,439

$6,150

$6,102

$6,113

$6,221

$6,509

$6,650

$7,216

Midsize Car

$7,843

$7,798

$7,350

$7,287

$7,345

$7,219

$7,203

$7,184

$7,116

$7,552

$7,743

$8,309

Fullsize Car

$6,763

$6,267

$5,739

$5,386

$5,505

$5,225

$4,717

$7,477

$7,077

$6,734

$6,512

$6,822

Luxury Car

$15,093

$14,892

$14,507

$14,313

$14,193

$13,806

$13,725

$13,717

$13,710

$14,028

$13,426

$14,366

Sporty Car

$12,896

$12,620

$12,425

$12,252

$11,918

$11,455

$11,392

$11,303

$11,479

$11,821

$12,068

$13,292

Mini Van

$8,358

$8,238

$7,621

$7,664

$7,576

$7,552

$7,478

$7,814

$7,661

$7,766

$7,939

$8,247

Fullsize Van

$9,545

$9,073

$8,715

$8,360

$8,930

$9,176

$8,898

$8,949

$8,801

$9,331

$9,074

$9,201

Mini SUV

$10,842

$10,706

$10,456

$10,483

$10,269

$10,341

$10,280

$10,475

$10,279

$10,578

$10,756

$11,158

Midsize SUV

$11,062

$11,054

$10,582

$10,152

$9,972

$9,912

$9,951

$10,131

$10,168

$10,392

$10,320

$10,561

Fullsize SUV

$14,379

$14,719

$15,581

$14,105

$14,044

$14,011

$13,622

$13,567

$14,071

$13,876

$13,366

$13,681

Luxury SUV

$21,657

$21,803

$22,129

$21,858

$21,755

$21,444

$21,109

$20,759

$20,497

$20,406

$19,985

$20,318

Compact Pickup

$7,669

$7,522

$7,100

$7,110

$7,169

$7,060

$7,058

$7,042

$6,987

$7,212

$7,424

$7,372

Fullsize Pickup

$12,575

$12,348

$12,128

$12,103

$12,128

$11,760

$11,553

$11,533

$11,424

$11,503

$11,368

$11,354

Cars

$9,485

$9,385

$9,031

$8,872

$8,834

$8,591

$8,552

$8,595

$8,618

$8,992

$9,028

$9,764

Trucks

$11,968

$11,928

$11,772

$11,448

$11,384

$11,269

$11,120

$11,172

$11,176

$11,310

$11,150

$11,409

Total

$10,611

$10,547

$10,282

$10,061

$9,997

$9,836

$9,765

$9,815

$9,833

$10,080

$10,027

$10,543

8

2011_DSB_8.indd 8

Source: ADESA Analytical Services

4/18/11 5:54 PM

2011_DSB_09

4/15/11

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2011 Data Source Book

DEALER DATA

Used Vehicle Sales Per Outlet – Franchised Dealers January

February

April

May

June

July

August

September

October

859,944 15,892 54.1 18.3%

1,193,076 15,807 75.5 9.1%

1,461,633 15,756 92.8 12.3%

1,575,467 15,628 100.8 8.6%

1,414,893 15,631 90.5 11.7%

1,354,150 15,537 87.2 8.2%

1,067,425 15,428 69.2 16.2%

600,947 18,516 32.5 11.5%

830,562 18,159 45.7 0.2%

1,245,760 18,001 69.2 16.0%

1,489,945 18,038 82.6 11.6%

1,626,279 17,526 92.8 8.7%

1,416,936 17,489 81.0 10.6%

1,408,336 17,488 80.5 6.2%

675,842 18,987 35.6 8.2%

552,745 18,991 29.1 2.3%

867,849 19,021 45.6 -1.5%

1,132,239 18,974 59.7 -10.2%

1,405,612 18,989 74.0 -4.7%

1,615,604 18,923 85.4 -4.0%

1,378,826 18,821 73.3 0.6%

Sales 2007 Number of Outlets Sales per Outlet Sls/Outlet Chng v ‘06

625,078 19,004 32.9 -18.6%

540,231 18,982 28.5 -29.0%

888,459 19,174 46.3 -17.2%

1,270,483 19,111 66.5 -5.5%

1,479,930 19,056 77.7 0.7%

1,690,624 19,017 88.9 5.3%

Sales 2006 Number of Outlets Sales per Outlet Sls/Outlet Chng v ‘05

773,926 19,162 40.4 -10.6%

767,681 19,158 40.1 0.3%

1,074,496 19,206 55.9 3.1%

1,351,745 19,216 70.3 0.2%

1,488,318 19,301 77.1 -0.1%

1,639,616 19,427 84.4 -10.9%

Sales 2011 Number of Outlets Sales per Outlet Sls/Outlet Chng v ‘10

706,060 15,387 45.9 12.9%

619,214 15,391 40.2 10.2%

Sales 2010 Number of Outlets Sales per Outlet Sls/Outlet Chng v ‘09

658,594 16,203 40.6 14.9%

584,972 16,023 36.5 12.5%

Sales 2009 Number of Outlets Sales per Outlet Sls/Outlet Chng v ‘08

655,976 18,551 35.4 -0.7%

Sales 2008 Number of Outlets Sales per Outlet Sls/Outlet Chng v ‘07

March

November

December

Total

891,773 15,392 57.9 69.3%

836,701 15,306 54.7 1.9%

917,842 15,311 59.9 6.9%

12,816,470

1,040,687 17,479 59.5 -15.0%

590,929 17,268 34.2 -25.3%

924,139 17,229 53.6 3.4%

959,552 17,119 56.1 2.8%

12,790,048

1,424,210 18,786 75.8 2.1%

1,309,235 18,692 70.0 -17.4%

853,052 18,621 45.8 -18.5%

965,339 18,604 51.9 -13.3%

1,009,339 18,518 54.5 -4.6%

13,189,892

1,384,229 19,008 72.8 -3.3%

1,410,488 19,002 74.2 6.7%

1,611,079 19,009 84.8 14.8%

1,067,507 19,002 56.2 6.3%

1,136,264 18,987 59.8 11.7%

1,083,624 18,969 57.1 12.6%

14,187,996

1,465,981 19,467 75.3 -20.1%

1,352,337 19,442 69.6 -30.0%

1,415,288 19,162 73.9 -18.0%

1,006,583 19,047 52.8 -5.4%

1,022,068 19,072 53.6 -13.3%

960,848 18,944 50.7 -15.4%

14,318,887

819.7 13.4%

723.2 3.2%

700.7 -6.0%

745.7 0.2%

744.1 -11.7%

Source: CNW Marketing/Research

THE DECATUR AUTO AUCTION ADVANTAGE Unparalleled Customer Service Geographic Advantage Over 50 years Management Experience Condition Reports within 24 hours Transports under 5 days Five Star Reconditioning On- site Title Services Auction Owned Transports

Sale Days: Monday @ 6:00pm and Friday @ 11:00am CONTACTS:

•Dennis Thee, Owner •Jerry Pochynok, General Manager •Cindy Booth, Dealer Account Mgr •Tiffany Giles, Fleet/Lease

DECATUR AUTO AUCTION

1991 West Mound Road • Decatur, Illinois 62526 (217) 875-4220 • Fax: (217) 875-2927 10

4/15/11

4:56 PM

Page 1

DEALER DATA

Used Vehicle Sales Per Outlet – Independent Dealers January

February

March

April

May

June

July

August

September

October

November

December

Total

Sales 2011 Number of Outlets Sales per Outlet Percent Change v '10

716,895 37,894 18.9 2.3%

668,276 37,918 17.6 15.7%

Sales 2010 Number of Outlets Sales per Outlet Percent Change v '09

668,030 36,125 18.5 31.3%

561,431 36,842 15.2 12.3%

842,463 36,924 22.8 20.6%

1,133,916 36,983 30.7 6.2%

1,558,768 37,002 42.1 15.7%

1,701,317 37,009 46.0 10.7%

1,492,225 37,104 40.2 22.2%

1,415,337 37,116 38.1 15.6%

1,118,378 37,124 30.1 3.6%

877,081 37,092 23.6 31.6%

796,679 37,691 21.1 2.0%

844,525 37,717 22.4 2.7%

13,010,150

Sales 2009 Number of Outlets Sales per Outlet Percent Change v '08

537,132 38,125 14.1 -5.2%

516,999 38,089 13.6 9.3%

709,847 37,523 18.9 1.5%

1,092,247 37,824 28.9 16.7%

1,382,501 37,967 36.4 22.5%

1,572,685 37,887 41.5 20.1%

1,251,280 38,028 32.9 14.7%

1,259,541 38,186 33.0 10.8%

1,104,769 38,004 29.1 -0.3%

671,829 37,402 18.0 -1.2%

770,157 37,169 20.7 -0.2%

794,371 36,418 21.8 0.6%

11,663,358

Sales 2008 Number of Outlets Sales per Outlet Percent Change v '07

636,998 42,864 14.9 0.7%

531,382 42,809 12.4 1.1%

796,815 42,769 18.6 -7.2%

1,056,646 42,699 24.7 -8.7%

1,256,437 42,258 29.7 -2.8%

1,457,513 42,163 34.6 -3.1%

1,202,902 41,948 28.7 -13.2%

1,241,072 41,672 29.8 -2.7%

1,186,890 40,726 29.1 -8.9%

724,237 39,836 18.2 -13.0%

812,429 39,127 20.8 -10.3%

838,677 38,662 21.7 -2.4%

11,741,998

Sales 2007 Number of Outlets Sales per Outlet Percent Change v '06

651,141 44,108 14.8 -11.7%

539,873 43,971 12.3 -20.9%

880,428 43,856 20.1 -8.6%

1,187,319 43,816 27.1 -4.3%

1,336,927 43,727 30.6 1.2%

1,552,158 43,521 35.7 8.2%

1,432,361 43,369 33.0 4.3%

1,325,603 43,329 30.6 0.3%

1,379,893 43,127 32.0 -0.7%

897,622 42,949 20.9 -8.7%

990,792 42,806 23.1 0.7%

951,452 42,791 22.2 3.5%

13,125,569

Sales 2006 Number of Outlets Sales per Outlet Percent Change v '05

747,102 44,691 16.7 3.8%

692,158 44,576 15.5 10.1%

982,105 44,732 22.0 12.7%

1,265,172 44,691 28.3 10.8%

1,353,279 44,783 30.2 7.7%

1,473,407 44,692 33.0 3.4%

1,417,474 44,758 31.7 1.9%

1,358,392 44,516 30.5 -5.0%

1,433,727 44,492 32.2 5.5%

1,018,065 44,481 22.9 24.4%

1,017,499 44,269 23.0 7.4%

952,116 44,321 21.5 -1.7%

13,710,495

351.0 13.6%

308.8 9.1%

2011 Data Source Book

2011_DSB_11

283.2 -6.3%

302.4 -1.7%

307.5 5.8%

Source: CNW Marketing/Research

INVENTORY FINANCING SOLUTIONS

NATIONAL COMPANY. LOCAL BRANCHES. AFC local branches provide inventory financing solutions, including lines of credit for: Retailers Rental Operators Salvage Dealers Wholesalers BHPH (Buy Here Pay Here) Dealers To learn more or apply for your AFC line of credit, visit us online at or call:

Michelle and Mandy - AFC Representatives

1-888-3-FLOOR-5 11

2011_DSB_12REVISED

4/21/11

1:57 PM

Page 2

2011 Data Source Book

DEALER DATA

Historical Used Vehicle Retail Sales

Retail Used Vehicle Sales Trends

Units in Millions

Year-on-Year Percent Change in Sales Volume

18.00

60.0%

16.00

50.0%

14.00

40.0% 30.0%

12.00

20.0%

10.00

10.0%

16.18

16.47

15.95

13.56

16.17

16.45

15.95 14.75

14.42

13.73 13.08

14.21

14.32

13.71

14.28 13.08 13.19

12.82 11.74

12.82 13.01 11.71

8.00

0.0%

6.00

-10.0%

4.00

-20.0% Jan-10 Feb-10 Mar-10

Apr-10 May-10 Jun-10

Jul-10 Aug-10 Sep-10

Oct-10 Nov-10 Dec-10

2.00

0.4% -2.7% 3.5% -4.2% -1.9% -3.1% -0.1% -3.8% 2.6% 50.9% -9.5% -7.2% 24.4% 8.6% 18.7% 3.8% 12.7% 8.2% 19.3% 12.4% 1.2% 30.6% 3.4% 11.2% 2.5% 10.5% -0.5% 5.2%

Franchised

Independent

2.4%

9.0%

3.8%

0.2%

1.2% 40.1% -3.6% -3.8%

Total Retail

Source: CNW Marketing/Research and ADESA Analytical Services

(Subject to eligibility and approved credit)

12

2000 2001 2002 2003 2004 2005 2006 2007 2008 2009 2010

Franchised

Independent

Source: ADESA Analytical Services

WE SPEAK “DEALER” FLUENTLY Whether you’re a buyer or a seller, we speak your language.

We know that it’s all about service—before, during and after the sale.

And our dedicated, experienced staff is ready to assist in every way.

© 2011 ADESA, INC.

Contact the Dealer Sales and Services team at your local ADESA auction, or visit us online at ADESA.com/sell.

2011_DSB_13 REVISED 1

4/21/11 10:06 AM

2011_DSB_14

4/17/11

8:59 AM

Page 2

2011 Data Source Book

DEALER DATA

New and Used Sales by Month New Sales

Used Sales

Total Sales

REMARKETING INDUSTRY INDICATORS

LATEST REMARKETING IMPLICATION * MOVEMENT/ VOLUMES PRICES TREND

January

697,072

1,887,089

2,584,161

February

780,065

1,612,382

2,392,447

New Vehicle Sales:

1,065,853

2,394,721

3,460,574

Retail Sales

Up

Positive

Positive

Up

Positive

Negative

Up

Positive

Negative

Neutral

Neutral

Positive

Negative

March April

981,819

3,286,712

4,268,531

Fleet Sales (e.g., Rental Units)

May

1,102,635

4,186,861

5,289,496

Leasing

June

983,344

4,623,459

5,606,803

Inventories

July

1,049,727

3,962,875

5,012,602

Incentives

Up

August

997,116

3,942,136

4,939,252

Dealer Profits

Flat

Neutral

Neutral

September

958,616

3,086,412

4,045,028

Transaction Prices

Up

Positive

Positive

October

949,798

2,593,623

3,543,421

Used Vehicle Sales:

November

872,944

2,501,348

3,374,292

Retail Sales

Up

Positive

Positive

December

1,144,840

2,806,369

3,951,209

2010 Total

11,583,829

36,883,987

48,467,816

819,271

2,006,423

2,825,694

January February 2011 YTD

993,375 1,812,646

1,802,429 3,808,852

2,795,804 5,621,498 Source: CNW Marketing/Research

14

New and Used Vehicle Market Summary

Up

(Modestly)

Retail Prices

Up

Positive

Positive

Inventories

Down

Positive

Positive

Flat

Neutral

Neutral

Dealer Profits

Note: Remarketing industry implications may occur in future periods or span multiple periods, and fluctuations within those periods are expected.

Source: ADESA Analytical Services

4/18/11

5:45 PM

Page 1

DEALER DATA

Certified Pre-Owned Retail Sales 2009

2010

2011 YTD

Ford/Lincoln/Mercury Ford Lincoln/Mercury GM Buick Chevrolet GMC Oldsmobile Pontiac Saturn Hummer Cadillac Saturn GM Total Chrysler/Dodge/Jeep Chrysler Dodge Jeep Total Domestics

131,808 112,308 19,500 303,541 23,035 200,694 36,382 66 43,364

132,334 112,794 19,540 271,582 18,820 169,455 34,885 0 37,465 10,957 1,124 25,085

28,917 24,304 4,613 72,324 4,869 46,505 9,989 0 7,759 3,202 226 5,657

297,791 107,203 28,667 41,867 36,669 537,328

78,207 27,898 7,702 10,705 9,491 135,022

Honda Acura Nissan Infiniti Toyota Lexus Hyundai Kia Mazda Mitsubishi Suzuki Subaru Total Asian

162,541 39,654 68,182 11,556 265,887 62,808 15,020 4,380 4,900 821 0 15,602 651,351

203,227 45,173 80,354 11,428 315,440 68,369 22,688 7,052 10,511 551 0 20,960 785,753

54,079 12,782 19,856 2,935 81,170 17,773 8,925 2,013 4,349 141 0 6,062 210,085

Audi Bentley - EST. BMW Jaguar Land Rover Mercedes-Benz MINI Porsche Saab Volkswagen Maserati Volvo Car Total European

28,372 381 114,423 5,100 5,149 71,886 1,892 6,659 4,862 43,892 105 23,066 305,787

28,519 360 112,201 4,381 2,966 80,698 2,053 7,519 2,623 55,188 255 17,111 313,874

8,127 90 22,957 1,179 579 19,539 488 2,069 357 16,126 82 2,893 74,486

1,528,512

1,636,955

Total

2,320 32,142 9,446 347,449 92,117 26,112 37,845 28,160 571,374

419,593 Source: Autodata Corp.

Over 40,000 Ways to Save!

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• Many 2006-2007 models available • Ford, Dodge, Jeep, Chevrolet • Well-maintained and low mileage • Popular colors and features • No buyer’s fees

2011 Data Source Book

2011_DSB_15

www.autoauctions.gsa.gov Bid on cars through the Web. Most vehicles are standard consumer models.

All models are cleaned and detailed. Sale information subject to change.

MAY 5/3

Rawls Auto Auction

Leesville, SC

5/4

Manheim Northstar Minnesota

Shakopee, MN

5/5

Rea Brothers’ Mid South Auction

Pearl, MS

5/5

Akron Auto Auction

Akron, OH

5/5

Manheim Fredericksburg

Fredericksburg, VA

5/6

Oklahoma Auto Exchange

Oklahoma City, OK

5/6

Missouri Auto Auction

Columbia, MO

5/10

Chattanooga Auto Auction

Chattanooga, TN

5/10

Manheim Ohio

Grove City, OH Gaylord, MI

5/10

Alpine Auto Auction

5/11

Manheim New Mexico

Albuquerque, NM

5/12

Manheim Lafayette

Scott, LA

5/16

Manheim North Carolina

Kenly, NC

5/17

Manheim Fort Wayne

Ft. Wayne, IN

5/17

Manheim Metro Atlanta

Atlanta, GA

5/17

Manheim Arena Illinios

Bolingbrook, IL

5/18

Manheim New Jersey

Bordentown, NJ

5/19

Brasher’s Portland Auto Auction

Wood Village, OR

5/19

Manheim Dallas-Fort Worth

Euless, TX

5/19

Manheim El Paso

El Paso, TX

5/24

Greater Quad City Auto Auction

Milan, IL

5/24

Manheim New England

North Dighton, MA

5/25

Manheim Daytona Beach

Daytona Beach, FL

5/25

Manheim Seattle

Kent, WA

Visit us on Facebook at www.facebook.com/gsafleetvehiclesales

All sales are simulcast.

GSA Fleet Vehicle Sales The United States General Services Administration (GSA) is a federal agency 5-11-00105F

15

2011_DSB_16 REVISED-2

4/21/11

2:03 PM

Page 2

2011 Data Source Book

DEALER DATA

Non-Certified vs Certified Pre-Owned Turnover

Non-CPO Turnover

CPO Turnover

CPO Premium

70

$2,000 $1,800

60

$1,600

50

$1,400 $1,200

40

$1,000

30

$800

20

$600 $400

10 Jan 11 Feb 11

Oct 10

Jul 10

Apr 10

Jan 10

Oct 09

Jul 09

Apr 09

Jan 09

Oct 08

Jul 08

Apr 08

Jan 08

Oct 07

Jul 07

Apr 07

Jan 07

Oct 06

Jul 06

Apr 06

Jan 06

0

$200 $0

Source: CNW Marketing/Research

Used Vehicle Cost as a % of New Vehicle Cost*

Based On Payment

Based On Price

90% 80% 70%

71.9%

60%

58.0%

50% 40%

2000

2001

2002

2003

2004

2005

2006

2007

2008

2009

*Based on vehicles financed by domestic captive finance companies.

2010 Source: ADESA Analytical Services

BUY-HERE, PAY-HERE Average Weekly Payment Amount: 2005 - 2010 $86

$85

$85 $84

$84

$84

Average Customer Down Payment: 2005 - 2010 $1,200 $1,089 $1,018

$1,000

$1,040

$1,059

2009

2010

$900 $837

$800

$82 $80 $78

$600

$79 $78

$400 $200

$76 $74

16

$0

2005

2006

2007

2008

2009 2010 Source: NCM / Subprime Analytics

2005

2006

2007

2008

Source: NCM / Subprime Analytics

4/18/11

5:39 PM

Page 1

BUY-HERE, PAY-HERE

Cost / Expenses 2003 – 2010 70% 62%

59%

60%

64%

64%

63%

Average “Cash In Deal”: 2006 – 2010 $5,000

60%

59%

59%

$4,865

$4,900

50%

$4,850

$4,800

40%

$4,696

$4,700

30% 21%

22%

19%

18%

18%

20%

21%

21%

20%

$4,600 $4,500

10%

$4,645

$4,480

$4,400

0% 2003

2004

2005

2006

Cost of Vehicles

2007

2008

2009

2010

Operating Expenses

Note: All percentages are expressed as a percentage of total sales.

$4,300 $4,200

2006

2007

2008

2009

Source: Shilson, Goldberg, Cheung & Associates LLP

Bad Debts: 2006 – 2010

Average Total Actual Cost Per Vehicle $5,600

$5,534

$5,500

25% $5,458

20%

$5,400 $5,284

$5,300

19%

20%

19%

21%

20% 18%

17%

15%

$5,200 $5,111

$5,100 $5,000

2010

Source: NABD / NCM

2011 Data Source Book

2011_DSB_17

$4,949

10%

$4,900 $4,800

5%

$4,700 $4,600

2006

2007

2008

Average total ACV per vehicle sold 2006 - 2010 including Recon.

2009

2010

0%

2004

2005

2006

2007

2008

2009

2010

Note: Percentages are expressed as a percentage of vehicle sales.

Source: NABD / NCM

Source: Shilson, Goldberg, Cheung & Associates LLP

17

2011 Data Source Book

BUY-HERE, PAY-HERE

Cost of Vehicle Sales as Percentage of Vehicle Sales 2010

2009

% of Vehicle Sales% of Vehicle Sales

Cost of vehicles

48.13%

49.03%

Reconditioning costs

7.17%

6.68%

Other

3.21%

2.85%

58.51%

58.56%

Total cost of vehicle sales

Operating Expenses

as Percentage of Vehicle Sales 2010

2009

% of Vehicle Sales% of Vehicle Sales

Advertising

2.50%

2.20%

Ratio Comparisons: 2008 – 2010 Balance Sheet (Inventory x Days) / Cost of Vehicle Sales

2010 Average 2009 Average 2008 Average Benchmark Benchmark Benchmark

63.40 days

64.11 days

68.57 days

Cost of Vehicle Sales /Average Inventory Dollars

6.40 x

5.98 x

5.96 x

Vehicle Sales / Average Inventory Dollars

11.92 x

11.16 x

9.98 x

Vehicle Sales / Total Assets

0.97 x

0.95 x

0.96 x

Total Assets / Total Liabilities

1.93 x

1.82 x

1.61 x

Allowance for Bad Debts / Finance Receivables*

22%

21%

18%

Finance Receivables* / Total Assets

96%

93%

89%

Total Debt / Total Assets

52%

55%

62%

* Finance receivables are net of unearned finance charges

Income Statement

2010 Average 2009 Average 2008 Average Benchmark Benchmark Benchmark

Bad Debts / Vehicle Sales

18%

20%

21%

Cost of Vehicle Sales / Vehicle Sales

59%

59%

60%

Gross Profit*** / Vehicle Sales

38%

37%

37%

Bank charges

0.27%

0.21%

Contributions

0.03%

0.01%

Operating Expense / Vehicle Sales

20%

21%

21%

Depreciation

0.45%

0.40%

Interest Expense / Financing Income

17%

18%

23%

Dues and Subscriptions

0.10%

0.08%

Operating Income / Vehicle Sales

18%

16%

16%

Financing Income / Vehicle Sales

15%

16%

18%

Insurance

0.27%

0.45%

Compensation** / Vehicle Sales

10%

11%

11%

Legal and accounting

0.35%

0.51%

Reconditioning Cost / Vehicle Sales

7%

7%

4%

0.13%

NOTES TO RATIO COMPARISONS: **Compensation excludes those of the owners. ***Gross profit is net of bad debts and financing income

Outside services

0.50%

x = times

Source: Prepared for NABD by Shilson, Goldberg, Cheung and Associates LLP

Office expense

0.65%

0.58%

Rent

2.33%

2.18%

Repairs and maintenance

0.41%

0.22%

10.26%

10.59%

Salaries (non-owners) Taxes - general

0.11%

0.26%

Other Operating Expense

0.30%

0.94%

Loss Statistics – 2010 Loss Statistics

2010

2009

2008

Average gross dollar loss (before recoveries)

$7,072

$7,049

$6,887

Average net dollar loss (after recoveries)

$4,526

$5,090

$5,157

Average default rate (% of loans written off)

30.39%

30.11%

28.43%

Average gross dollar loss rate (% of principal)

39.18%

37.51%

35.54%

Average net dollar loss rate (% of principal)

26.52%

26.06%

24.76%

Average recovery (% of principal charged off)

35.50%

29.80%

28.00%

Taxes - payroll

0.49%

0.77%

Utilities and Telephone

0.50%

0.70%

Highest cumulative default month after origination

25th Month

21st Month

19th Month

Travel / Training

0.26%

0.27%

Highest frequency of default (month after origination)

4th Month

4th Month

4th Month

Worst periodic loss month after origination

February

February

February

Total operating expense

19.78%

20.50%

Source: Prepared for NABD by Shilson, Goldberg, Cheung and Associates, LLP

18

2011_DSB_18.indd 18

Note: The above referenced loss data was determined by electronically analyzing approximately 910,000 loans, aggregating approximately $8.0 billion to identify loss rates and to understand why they occurred.

Source: Prepared for NABD by Subprime Analytics

4/18/11 5:48 PM

4/18/11

5:04 PM

Page 1

2011 Data Source Book

2011_DSB_19

BUY-HERE, PAY-HERE

Gross Profit 2008 – 2010 2010

2009

2008

Sales

100%

100%

100%

Cost of vehicle sales

(59%)

(59%)

(60%)

Subtotal

41%

41%

40%

Financing Income

15%

16%

18%

(18%)

(20%)

(21%)

Gross Profit 38% 37% Note: All percentages are expressed as a percentage of sales.

37%

Bad Debts

Source: NABD and prepared by Shilson, Goldberg, Cheung & Associates, CPA’s

Dealer Operating Information 2008 – 2010 Sales Average units sold per dealer (BHPH deals only) Average cash in deal per vehicle sold Average ACV per vehicle sold (includes recon) Average reconditioning cost per vehicle sold Average gross profit per vehicle sold

2010 NCM Benchmarks

2009 NCM Benchmarks

2008 NCM Benchmarks

543

728

743

$ 4,850

$ 4,865

$ 4,696

$ 5,458

$ 5,534

$ 5,284

$ 798

$ 556

$ 499

$ 4,314

$ 4,149

$ 4,239

Average cash down payment

$ 1,152

$ 1,272

$ 1,185

Average amount financed

$ 9,380

$ 9,294

$ 9,195

134

132

129

Average weekly payment amount

$ 85

$ 84

$ 84

Average # of accounts past due Average # of past due accounts per collector

228

366

350

95

86

101

Average net loss per charge off

$ 4,273

$ 4,360

$ 5,264

Average term of loan (in weeks) Collections / Recoveries

Average portfolio delinquency Current

76.50%

74.40%

69.85%

0-10 days

10.30%

10.30%

11.75%

11-29 days

7.30%

7.80%

10.20%

30-59 days

2.90%

3.60%

4.60%

60-89 days

1.30%

1.70%

1.50%

90+ days

1.70%

2.20%

2.10%

100.00%

100.00%

100.00%

128

145

169

0-30 days

36.00%

40.80%

32.10%

31-60 days

21.10%

19.30%

22.40%

61-90 days

15.40%

12.80%

17.10%

91+ days

27.50%

27.10%

28.40%

100.00%

100.00%

Just a few reasons why GoldStar GPS is by far the Number One GPS supplier in the industry!

EASY . FAST . RELIABLE

Inventory Management Average number of units in stock Average inventory aging

100.00%

Source: Autodata Corp. & NCM Associates, Inc.

866.655.8825

www.GoldStarGPS.com ©2011 ProconGPS, Inc.

19

2011_DSB_20

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4:00 PM

Page 2

2011 Data Source Book

NEW

In Addition to Our Other Proven Starter Interrupt Systems

FINANCE

New Lease Volume Percent Change from Prior Year 40% 27.3%

30%

25.2%

20%

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7.3%

10% 1.6%

0% -10%

5.6%

-5.6% -11.8% -16.7%

-20%

-25.5%

-30%

-27.6%

-40% 2001 2002 2003 2004 2005 2006 2007 2008 2009 2010 2011

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20

7.7%

YTD Feb

Source: CNW Marketing/Research and ADESA Analytical Services

Payment – New and Used Vehicles Note: Monthly payments include interest, aftermarket products, fees. Used include franchised and independent dealers. Private Party sales excluded.

New Price

Average Term

Monthly Payment

Used Price

Average Term

Monthly Payment

$25,920 $25,307 $25,138 $25,142 $25,336 $25,212 $25,162 $25,091 $25,715 $25,733 $26,538 $26,523

71.16 70.52 70.73 70.16 70.25 70.23 71.69 71.62 69.22 68.94 68.84 68.92

$399.16 $402.61 $408.38 $411.49 $412.96 $411.52 $412.37 $416.15 $424.26 $426.31 $429.16 $429.72

$8,424 $8,269 $8,349 $8,352 $8,448 $8,478 $8,423 $8,410 $8,397 $8,319 $8,416 $8,422

38.97 38.57 38.24 38.16 38.73 38.64 38.92 38.57 38.26 38.11 38.37 38.51

$206.53 $207.61 $206.29 $208.55 $210.03 $209.63 $205.78 $204.23 $208.41 $209.64 $211.86 $215.73

$26,477 $26,341 $26,260 $25,669 $26,262 $26,243 $25,536 $25,111 $25,505 $25,283 $25,496 $25,363

68.96 69.42 69.82 69.82 70.17 70.56 70.62 71.08 71.03 71.06 71.02 70.83

$428.93 $430.47 $430.79 $430.96 $431.18 $433.29 $419.42 $412.73 $418.62 $416.28 $417.52 $415.49

$8,403 $8,358 $8,328 $8,299 $8,296 $8,284 $8,251 $8,237 $8,176 $8,152 $8,163 $8,207

38.22 37.92 37.95 37.96 37.78 37.54 37.64 37.57 37.42 37.56 37.39 37.31

$24,949 $24,930 $24,983 $24,545 $23,509 $23,519 $22,748 $22,533 $23,650 $24,758 $25,130 $25,326

70.58 70.23 68.69 67.34 65.78 65.12 63.85 63.17 62.62 62.74 63.17 63.04

$416.71 $415.58 $419.36 $431.01 $436.47 $448.92 $386.16 $392.74 $396.27 $395.61 $398.48 $398.72

$8,243 $8,286 $8,315 $8,309 $8,286 $8,291 $8,346 $8,384 $8,269 $8,419 $8,395 $8,478

$25,809 $25,865 $26,027 $26,122 $26,143 $26,492 $26,574 $27,001 $27,229 $27,486 $28,348 $28,490

62.47 62.28 62.03 62.17 61.84 61.56 61.49 61.28 61.26 61.36 60.93 60.29

$396.49 $397.36 $401.55 $400.93 $405.62 $401.17 $403.29 $407.33 $406.94 $406.82 $410.27 $411.92

$29,069 $29,261

59.62 59.16

$408.33 $401.97

Financed and Cash Used Vehicles Note: Financed includes leasing; Cash includes trade or barter for non-automotive goods and services. All data is for retail and does not include auction or wholesale units.

Total Used Vehicles

Share Financed

Units Financed

Share Cash

Units Cash

January February March April May June July August September October November December 2007 Total

2,068,426 1,792,406 2,769,511 3,712,691 4,193,624 4,758,301 4,297,513 4,120,619 4,515,356 2,975,214 3,162,438 3,052,462 41,418,561

55.43% 54.99% 52.53% 54.48% 54.84% 55.18% 54.47% 52.25% 52.16% 50.73% 50.69% 50.14% 53.2%

1,146,470 985,582 1,454,819 2,022,631 2,299,702 2,625,615 2,340,754 2,153,143 2,354,994 1,509,355 1,603,139 1,530,635 22,026,840

44.57% 45.01% 44.58% 45.52% 45.16% 44.82% 45.53% 47.75% 47.84% 49.27% 49.31% 49.86% 46.6%

921,956 806,824 1,234,692 1,690,061 1,893,922 2,132,686 1,956,759 1,967,476 2,160,362 1,465,859 1,559,299 1,521,817 19,311,712

$219.46 $218.74 $219.01 $218.46 $216.19 $212.68 $211.73 $209.24 $210.32 $210.79 $212.54 $209.68

January February March April May June July August September October November December 2008 Total

1,982,418 1,682,120 2,573,691 3,315,487 3,907,824 4,391,422 3,759,068 3,861,648 3,619,672 2,316,816 2,506,723 2,613,515 36,530,404

49.97% 46.84% 45.57% 44.78% 44.61% 44.78% 42.11% 41.40% 37.28% 34.04% 36.83% 37.76% 42.1%

990,537 787,876 1,172,849 1,484,776 1,743,337 1,966,575 1,582,907 1,598,584 1,349,518 788,720 923,222 986,950 15,375,852

50.03% 53.16% 54.43% 55.22% 55.39% 55.22% 57.89% 58.60% 62.72% 65.18% 63.17% 62.24% 57.9%

991,881 894,244 1,400,843 1,830,711 2,164,487 2,424,847 2,176,161 2,263,064 2,270,153 1,510,097 1,583,501 1,626,565 21,136,553

37.16 37.19 37.52 37.55 36.28 36.09 35.34 34.77 33.68 33.83 33.86 34.11

$206.13 $208.45 $208.28 $207.68 $213.46 $216.34 $208.48 $211.27 $213.62 $216.35 $216.16 $219.82

January February March April May June July August September October November December 2009 Total

1,795,226 1,623,742 2,256,348 3,216,798 3,964,728 4,503,681 3,852,462 3,864,807 3,269,516 1,968,441 2,471,622 2,704,391 35,491,762

41.39% 42.64% 42.67% 43.53% 43.97% 45.15% 45.78% 45.27% 44.60% 44.13% 43.14% 44.05% 44.2%

743,043 692,352 962,679 1,400,290 1,743,132 2,033,360 1,763,619 1,749,776 1,458,290 868,665 1,066,192 1,191,306 15,672,705

58.61% 57.36% 57.33% 56.47% 56.03% 54.85% 54.22% 54.73% 55.40% 55.87% 56.86% 55.95% 55.8%

1,052,184 931,390 1,293,669 1,816,507 2,221,597 2,470,320 2,088,844 2,115,032 1,811,226 1,099,776 1,405,429 1,513,087 19,819,060

$8,506 $8,587 $8,653 $8,675 $8,694 $8,716 $8,631 $8,548 $8,503 $8,487 $8,569 $8,593

34.27 34.37 34.42 34.28 34.11 34.15 34.22 34.38 34.27 34.22 34.15 34.02

$220.77 $218.62 $221.49 $224.76 $225.61 $225.37 $223.53 $220.13 $220.77 $220.49 $221.10 $222.57

January February March April May June July August September October November December 2010 Total

1,887,089 1,612,382 2,394,721 3,286,712 4,186,861 4,623,459 3,962,875 3,942,136 3,086,412 2,593,623 2,501,348 2,806,369 36,883,987

44.96% 45.53% 46.12% 46.55% 46.79% 45.84% 46.34% 44.50% 44.84% 45.12% 45.48% 45.54% 45.7%

848,465 734,077 1,104,405 1,529,842 1,959,067 2,119,191 1,836,585 1,754,131 1,384,057 1,170,240 1,137,710 1,278,138 16,855,907

55.04% 54.47% 53.88% 53.45% 53.21% 54.16% 53.66% 55.50% 55.16% 54.88% 54.52% 54.46% 54.3%

1,038,624 878,305 1,290,316 1,756,870 2,227,793 2,504,268 2,126,290 2,188,005 1,702,355 1,423,386 1,363,638 1,528,231 20,028,082

$8,566 $8,589

33.91 33.56

$223.75 $225.42

January February 2011 YTD

2,006,423 1,802,429 3,808,852

46.98% 47.26% 47.1%

942,687 851,802 1,794,489

53.02% 52.74% 52.9%

1,063,738 950,626 2,014,364

2007 January February March April May June July August September October November December

2008 January February March April May June July August September October November December

2009 January February March April May June July August September October November December

2010 January February March April May June July August September October November December

2011 January February

Source: CNW Marketing/Research

2011_DSB_21.indd 21

Source: CNW Marketing/Research

2011 Data Source Book

FINANCE

21

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2011_DSB_22

4/18/11

2:51 PM

Page 2

2011 Data Source Book

FINANCE

Lease Penetration

Personal Use* Leases as a Percent of Total New Vehicle Sales

35.0%

30.5% 30.0%

27.5% 24.3%

25.0%

19.3% 20.0%

15.0%

10.0%

5.0%

0.0%

2000

2001

2002

2003

2004

2005

2006

2007

2008

2009

2010

* “Personal use” leases include leases on vehicles used by businesses that are also used at least 20% of the time for personal use.

Source: ADESA Analytical Services

BHPH DEALERS LOST ON OVER 30% OF THE DEALS THEY MADE LAST YEAR. (Statistic supplied by Subprime Analytics, NIADA Used Car Industry Report)

It’s Time to Move to the PROFITABLE Business Models of

22

Learn more about RTO/LTO® at our FREE Webinar!

Check www.northlanddealers.com for Dates & Times!

4/18/11

5:24 PM

Page 1

TRADE ASSOCIATIONS AMERICAN AUTOMOTIVE LEASING ASSOCIATION (703) 548-0777 FAX: (703) 548-1925 Pamela Sederholm, Executive Director 675 N. Washington Street, Suite 410 Alexandria, VA 22314 www.aalafleet.com AMERICAN RECOVERY ASSOCIATION (972) 755-4755 FAX: (972) 870-5755 Les McCook, Executive Director 5525 N. MacArthur, Blvd., Suite 135 Irving, TX 75038 www.repo.org AUTOMOTIVE FLEET AND LEASING ASSOCIATION (651) 203-7247 FAX: (651) 290-2266 Paul Hanscom, Executive Director 1000 Westgate Drive St. Paul, MN 55114 www.aflaonline.org AUTOMOTIVE RECYCLERS ASSOCIATION (888) 385-1005

FAX: (571) 208-0428 Michael E. Wilson, Executive Vice President 9113 Church St. Manassas, VA 20110 www.a-r-a.org AUTOMOTIVE SALVAGE POOL ASSOCIATION (678) 560-6678 FAX: (678) 560-9122 Natalie Nardone, Executive Director Suite 700-PMB 321 2900 Delk Road Marietta, GA 30067 www.aspa.com CONSUMER BANKERS ASSOCIATION (703) 276-1750 FAX: (703) 528-1290 Jayne Hunt, Vice President 1000 Wilson Blvd., Suite 2500 Arlington, VA 22209-3912 www.cbanet.org INTERNATIONAL AUTOMOTIVE REMARKETERS ALLIANCE (973) 398-2774 FAX: (973) 398-2731 Matt Marks,

Executive Director P.O. Box 431 6 Mulberry Lane Mt. Arlington, NJ 07856 www.iaraonline.org NATIONAL ALLIANCE OF BUY-HERE, PAY-HERE DEALERS (713) 290-8171 FAX: (713) 680-2474 Ken Shilson, Founder 2180 North Loop West, Suite 260 Houston, TX 77018 www.bhphinfo.com NATIONAL ASSOCIATION OF PUBLIC AUTO AUCTIONS (919) 876-0687 FAX: (919) 878-7413 Elaine Christian, Executive Director P.O. Box 41368 Raleigh, NC 27629 www.publicautoauctionassoc.org NATIONAL AUTO AUCTION ASSOCIATION (301) 696-0400 FAX: (301) 631-1359 Frank Hackett, Executive Director 5320 Spectrum Drive, Suite D Frederick, MD 21703 www.naaa.com

NATIONAL AUTOMOBILE DEALERS ASSOCIATION (703) 821-7000 (800) 252-6232 Phillip Brady, President 8400 Westpark Drive McLean, VA 22102 www.nada.org NATIONAL AUTOMOTIVE FINANCE ASSOCIATION (800) 463-8955 (410) 712-4036 FAX: (410) 712-4038 Jack Tracey, Executive Director 7250 Parkway Drive, Suite 510 Hanover, MD 21076-1343 www.nafassociation.com NATIONAL INDEPENDENT AUTOMOBILE DEALERS ASSOCIATION (817) 640-3838 (800) 682-3837 FAX: (817) 649-5866 Mike Linn, Executive Vice President 2521 Brown Blvd.

Arlington, TX 76006 www.niada.com

2011 Data Source Book

2011_DSB_23TradeAssn

BHPH truth no.4: These days, you just don’t know who to trust.

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intelligent asset control

23

2011_DSB_24-25 IADAs

4/18/11

5:14 PM

2011 Data Source Book

INDEPENDENT AUTOMOBILE DEALERS ASSOCIATIONS NATIONAL INDEPENDENT AUTOMOBILE DEALERS ASSOCIATION (Includes: Alaska, Kansas, Kentucky, Nevada, New Jersey and West Virginia) (817) 640-3838 (800) 682-3837 FAX: (817) 649-5866 Mike Linn, CEO/Executive Vice President 2521 Brown Blvd.

Arlington, TX 76006 www.niada.com

6464 14th Ave. Lakewood, CO 80214 www.ciada.org

ALABAMA IADA (205) 942-1000 (800) 239-2423 Fax: (205) 942-3565 Tony Wilkerson, Executive Director 120 Vulcan Road P.O. Box 19627 Birmingham, AL 35219 www.alabamaiada.com

GEORGIA IADA (770) 745-9650 FAX: (770) 745-9655 Richard Rainwater, Executive Director 6903-A Oak Ridge Commerce Way Austell, GA 30168 www.giada.org

ARIZONA IADA (602) 246-1498 Fax: (602) 246-1573 Charity Crawford, Executive Director 5517 pN. Black Canyon Hwy. Phoenix, AZ 85015 www.aiada.net ARKANSAS IADA (870) 234-9468 Fax: (870) 234-9478 Lamar Murphy, Executive Director P.O. Box 147 Magnolia, AR 71754 www.arkiada.org INDEPENDENT AUTOMOBILE DEALERS ASSOCIATION OF CALIFORNIA (916) 446-5165 (888) 315-2869 FAX: (916) 443-6719 Kacy Dawn Wallis, Executive Vice President 1000 Q Street, Suite 222 Sacramento, CA 95811-6518 www.iadac.org CAROLINAS IADA (704) 455-2117 (800) 432-4232 FAX: (704) 455-6810 John Brown, Executive Director P.O. Box 1088 Harrisburg, NC 28075 www.theciada.com

24

Page 24

COLORADO IADA (303) 239-8000 FAX: (303) 237-3305 Gary Zimmerman, Executive Director

FLORIDA IADA (850) 385-2712 (800) 237-0448 FAX: (850) 385-3251 Steve Jordan, Executive Vice President 1840 Fiddler Court Tallahassee, FL 32308 www.fiada.com

HAWAII IADA Bill Schmidtke, President FAX: (808) 853-1501 P.O. Box 30151 Honolulu, HI 96820 www.hawaiidealerassociation.com IDAHO STATE IADA (208) 463-7709 FAX: (208) 463-9601 3323 Port Street Nampa, ID 83687 www.isiada.com ILLINOIS IADA (800) 987-6627 FAX: (815) 873-8980 Bruce Eklund, Executive Director P.O. Box 7266 Rockford, IL 61125 www.il-iada.com INDIANA IADA (800) 310-3112 (219) 661-0287 FAX: (210) 663-5294 Debbie Andersen, Executive Director P.O. Box 1393 Crown Point, IN 46308 www.iiada.com IOWA IADA (641) 755-4177 FAX: (641) 755-3247 Judy Wilson, Treasurer 409 E. Market Street P.O. Box 337 Panora, IA 50216 iowaiada.com

LOUISIANA IADA (800) 960-5423 FAX: (225) 275-6889 1630 N. Flannnery Baton Rouge, LA 70815 www.laiada.com MARYLAND/DELAWARE IADA (410) 263-7882 (ANNAPOLIS) FAX: (410) 269-7523 George N. Manis, Executive Director 12 Francis Street. P.O. Box 511 Annapolis, MD 21401 www.miada-diada.com MICHIGAN IADA (248) 828-7010 (800) 364-8833 FAX: (248) 828-7012 Nancy Chapman, Executive Director 55 E. Long Lake Road, #233 Troy, MI 48085 www.miada.org MINNESOTA/NORTH DAKOTA NORTHLAND IADA (800) 879-3433 FAX: (952) 894-8990 Al Lentsch, Executive Director 850 E. Cliff Road Burnsville, MN 55337 www.northlanddealers.com MISSISSIPPI IADA (601) 957-1010 FAX: (601) 957-2180 Tammy Carroll, Executive Director 1705 Old Whitfield Road, Suite A Pearl, MS 39208 www.msiada.com MISSOURI IADA (800) 889-1073 FAX: (573) 496-4015 Norm Schroeder, Executive Director P.O. Box 1733 Jefferson City, MO 65102 www.moiada.com MONTANA IADA (406) 874-2207 FAX: (406) 874-2253 Jim Robinson, Executive Director P.O. Box 1264 Miles City, MT 59301 www.mtiada.com NEBRASKA IADA (800) 659-5453 FAX: (402) 464-8878 Jan Merritt, Executive Director P.O. Box 29107 Lincoln, NE 68529

NEW ENGLAND IADA (Includes: Connecticut, Maine, Massachusetts, New Hampshire, Rhode Island and Vermont) (781) 278-0077 FAX: (781) 278-0099 1408 Providence Highway Suite 338 Norwood, MA 02062 www.newenglandiada.com NEW MEXICO IADA (877) 664-2320 (505) 232-0809 FAX: (505) 232-0810 Gil Boers, Executive Director 608 Chama NE Albuquerque, NM 87108 www.nmiada.com NEW YORK IADA (518) 463-8644 FAX: (518) 463-8656 Paula Frendel, Executive Director, C565 Hunts Point Ave. Bronx, NY 10474.

OHIO IADA (614) 436-3393 FAX: (614) 916-3023 Jim Mitchell, Executive Director 2040 Brice Road Reynoldsberg, OH 43068 www.ohiada.org OKLAHOMA IADA (405) 232-2947 FAX: (405) 799-3367 Rose & Odell Morgan, Executive Directors 813 N.W. 34th Street Moore, OK 73169 www.e-oiada.com OREGON IADA (800) 447-0302 FAX: (503) 364-7331 Ladena Borchers, Director of Operations 1475 Capitol Street, NE Salem, OR 97303 www.oiada.com PENNSYLVANIA IADA (717) 238-9002 FAX: (717) 238-3870 Pete Lukasiak, Executive Director 1501 North Front Street Harrisburg, PA 17102 www.piada.org

4/18/11

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Page 25

INDEPENDENT AUTOMOBILE DEALERS ASSOCIATIONS SOUTH DAKOTA IADA (605) 223-2060 Jerry Vogeler, Executive Director P.O. Box 7077 Pierre, SD 57501 Email: JerryVogeler@pie.midco.net TEXAS IADA (800) 442-5944 (512) 244-6060 FAX: (512) 244-6218 Jeff Martin, Executive Director P.O. Box 127 Round Rock, TX 8680-0127 www.txiada.com TENNESSEE IADA (866) 586-4232 FAX: (888) 848-2761 Trevor Leonard, Executive Director P.O. Box 71369 Knoxville, TN 37938 www.tniada.com UTAH IADA (801) 566-3802 FAX: (801) 566-0708 Wayne Jones, Executive Director 7414 South State Street Midvale, UT 84047 utahdealers.com

VIRGINIA IADA (800) 394-1960 (757) 464-3460 FAX: (757) 460-1346 Lois Keenan, Executive Director 4700 Thoroughgood Square Virginia Beach, VA 23455 www.viada.org WASHINGTON IADA (253) 735-0267 (800) 877-3577 FAX: (253) 804-0844 Theresa Gamble, Executive Director P.O. Box 1837 Auburn, WA 98071 www.wsiada.com WISCONSIN Automobile & Truck Dealers Association* (608) 251-5577 FAX: (608) 251-4379 William Sepic, President P.O. Box 5345 Madison, WI 53705-0345 www.watda.org *The WATDA is affiliated with the NIADA, but is not an official IADA organization, and membership includes franchise and independent dealers.

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2011 Data Source Book

2011_DSB_24-25 IADAs

www.Frazer.biz

Toll Free 1-888-963-5369

25

2011_DSB_26 Calendar

4/18/11

5:27 PM

Page 2

2011 Data Source Book

CALENDAR MAY May 18 – 20, NABD National Conference for Buy-Here, Pay-Here Dealers, The Venetian, Las Vegas.

JUNE June 1 – 3, National Automotive Finance Association Annual Below-Prime Auto Financing Conference, Omni Fort Worth Hotel, Fort Worth, Texas.

June 19 – 23, National Independent Automobile Dealers Association Annual Convention & Expo, Caesar’s Palace, Las Vegas.

JULY July 14 – 17, Virginia IADA Annual Convention, Westfields Marriott, Chantilly, Va. July 17 – 20, Texas IADA Conference & Expo, Horseshoe Bay Resort, Horseshoe Bay, Texas.

June 19 – 22, Idaho IADA State Convention, Coeur d’Alene Resort, Coeur d’Alene, Idaho.

July 21 – 24, Alabama IADA, 2011 State Convention, Lake Guntersville State Park, Lake Guntersville, Ala. AUGUST Aug. 4 – 6, The Oregon IADA Retreat & Refuel Dealers Convention, The Riverhouse Hotel, Bend, Ore. Aug. 4 – 7, Carolinas IADA Convention, Marriott Resort & Spa at Grand Dunes, Myrtle Beach, S.C.

Aug. 16 – 17, International Automotive Remarketers Alliance Summer Roundtable, Westin Galleria, Dallas.

SEPTEMBER Sept. 12 – 14, Leedom Group Annual Buy-Here, Pay-Here Conference, Caesar’s Palace, Las Vegas.

Sept. 14 –16, Automotive Fleet & Leasing Association Conference, Paradise Point Resort, San Diego.

Sept. 19 – 23, National Auto Auction Association Convention, Equipment & Services Exposition, Hyatt Regency Chicago, Chicago.

OCTOBER Oct. 10 – 11, South Dakota IADA Autofest, Golden Hills Resort, Lead, S.D. Oct. 11 – 15, Automotive Recyclers Association Annual Convention & Exposition, West Charlotte & Charlotte Convention Center, Charlotte, N.C. FEBRUARY, 2012

Check www.usedcarnews.com

Feb. 4 – 6, National Automobile Dealers Association Convention & for updates Expo, Las Vegas.

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800-873-2907

4/18/11

5:29 PM

Page 1

STATE DEPARTMENTS OF MOTOR VEHICLES ALABAMA Department of Motor Vehicles (334) 242-9000 www.ador.state.al.us

INDIANA Bureau of Motor Vehicles (317) 233-6000 www.bmvexpress.in.gov

ALASKA Division of Motor Vehicles (907) 269-5551 www.alaska.gov/DMV

IOWA Motor Vehicle Division (515) 244-9124 www.iamvd.com

NEBRASKA Department of Motor Vehicles (402) 471-2148 www.dmv.state.ne.us NEVADA Department of Motor Vehicles (877) 368-7828 www.nevadadmv.state.nv.us

ARIZONA Department of Transportation Motor Vehicle Division (602) 255-0072 www.azdot.gov/mvd

KANSAS Department of Revenue/DMV (785) 296-3621 www.ksrevenue.org/dmv.htm

NEW HAMPSHIRE Division of Motor Vehicles (603) 271-2251 www.nh.gov/safety/divisions/dmv/

KENTUCKY Department of Motor Vehicles (502) 564-5301 www.transportation.ky.gov/

NEW JERSEY Motor Vehicle Commission (609) 292-6500 www.state.nj.gov.us/mvc

LOUISIANA Office of Motor Vehicles (225) 925-6146 omv.dps.state.la.us

NEW MEXICO Motor Vehicle Division (888) 683-4636 www.mvd.newmexico.gov

ARKANSAS Department of Finance and Administration Office of Motor Vehicles (501) 682-4692 www.dfa.arkansas.gov CALIFORNIA Department of Motor Vehicles (800) 777-0133 www.dmv.ca.gov COLORADO Division of Motor Vehicles (303) 205-5607 www.mv.state.co.us CONNECTICUT Department of Motor Vehicles (860) 263-5700 www.ct.gov/dmv DELAWARE Division of Motor Vehicles (302) 744-2503 www.dmv.de.gov/ FLORIDA Department of Highway Safety and Motor Vehicles (850) 617-3003 www.hsmv.state.fl.us GEORGIA Department of Driver Services (877) 835-5337 www.dds.ga.gov HAWAII Department of Commerce and Consumer Affairs (808) 586-3000 www.hawaii.gov IDAHO Department of Transportation (208) 334-8000 www.state.id.us/itd/dmv/ ILLINOIS Secretary of State (217) 782-6212 www.cyberdriveillinois.com

MAINE Bureau of Motor Vehicles (207) 624-9000 www.maine.gov/sos/bmv/ MARYLAND Motor Vehicle Administration (410) 787-7951 www.marylandmva.com MASSACHUSETTS Registry of Motor Vehicles (617) 351-2700 www.mass.gov/rmv MICHIGAN Secretary of State Bureau of Driver and Vehicle Records (517) 322-1460 www.michigan.gov/sos MINNESOTA Department of Public Safety Driver and Vehicle Services (651) 297-2005 www.dps.state.mn.us MISSISSIPPI Department of Public Safety Motor Vehicle Licensing Bureau (601) 987-1212 www.dps.state.ms.us MISSOURI Department of Revenue Motor Vehicle Bureau (573) 526-3669 www.dor.mo.gov/mvdl MONTANA Department of Justice Motor Vehicle Division (406) 444-3292 www.doj.mt.gov/driving

NEW YORK Department of Motor Vehicles (518) 486-4714 www.nydmv.state.ny.us NORTH CAROLINA Division of Motor Vehicles (919) 715-7000 www.ncdot.org/dmv/ NORTH DAKOTA Department of Transportation Division of Motor Vehicles (701) 328-2500 www.dot.nd.gov OHIO Bureau of Motor Vehicles (614) 752-7636 www.ohiobmv.com OKLAHOMA Department of Public Safety Motor Vehicle Division (405) 521-3669 www.dps.state.ok.us OREGON Department of Motor Vehicles (503) 945-5000 www.oregondmv.com PENNSYLVANIA Department of Transportation Driver and Vehicle Services (800) 932-4600 www.dmv.state.pa.us RHODE ISLAND Division of Motor Vehicles (401) 462-5731 www.dmv.ri.gov

SOUTH CAROLINA Department of Motor Vehicles (803) 896-2611 www.scdmvonline.com SOUTH DAKOTA Department of Revenue Motor Vehicle Division (605) 773-3541 www.state.sd.us/drr2/motorvehicle/ TENNESSEE Motor Vehicle Commission (615) 741-2711 www.tn.gov/commerce/boards/mvc TEXAS Department of Transportation Motor Vehicle Division (888) 368-4689 www.txdmv.gov

2011 Data Source Book

2011_DSB_27 DMVs

UTAH Department of Motor Vehicles (801) 297-7780 www.dmv.utah.gov VERMONT Department of Motor Vehicles (802) 828-2000 www.dmv.state.vt.us VIRGINIA Department of Motor Vehicles (804) 497-7100 www.dmv.state.va.us WASHINGTON Department of Licensing Dealer Services (360) 902-3600 www.dot.wa.gov WEST VIRGINIA Division of Motor Vehicles (304) 558-3900 www.transportation.wv.gov WISCONSIN Department of Transportation Division of Motor Vehicles (608) 266-1425 www.dot.wisconsin.gov WYOMING Department of Transportation (307) 777-4717 www.dot.state.wy.us DISTRICT OF COLUMBIA Department of Motor Vehicles (202) 727-5000 www.dmv.dc.gov Compiled by Used Car News staff.

All Information verified as of 4-15-11

27

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2011 Data Source Book

Data Source Book

DIRECTORY Advertisements from industry suppliers, arranged alphabetically, followed by advertisements from individual auto auctions, arranged alphabetically by state, and then by name.

Auction Groups

WEEKEND SALE.

EVERY FRIDAY THROUGH MONDAY ON ADESA.COM

Car Rental Companies

WHOLESALE AUCTIONS ONLINE

BUSINESS IS BETTER IN THE OPENLANE. Discover what it’s like when you can instantly find the inventory you need all in one place.

OPENLANE.COM/PROMOTIONS

CALL (866) 969-0321 OR VISIT OPENLANE.COM TO LEARN MORE

28

SE ...

I H C N RA F E H T WI THO U T .

Y R O T C THE FA

®

StandTall Don’t Wait For The Factory To Decide.

www.ThriftyCarSales.com/franchise To learn more, call toll free:

1-877-289-2583

4/18/11

1:33 PM

Page 29

Computers/Software

Credit Reporting Services

CoreLogic Credco provides convenient single-source access to all three bureaus through over 50 DMS platforms.

Call (800) 231-3218 or visit www.CredcoServices.com

2011 Data Source Book

2011_DSB_28-36

Finance

29

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2011 Data Source Book

Finance

your plan OUR CAPITAL CALL US TODAY to learn more

raise cash without giving up back-end profitability

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VEHICLE ACCEPTANCE CORPORATION

Cash and Service Solutions

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®

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Security Devices

30

18191 Von Karman Ave. Ste. 300 | Irvine, CA 92612 Phone: 866-300-5053 | Email: Marketing_Department@uacc.net | Webstie: www.upfc.com

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2011 Data Source Book

Transport

Economical Auto Transport Register for Preferred Customer Rates www.ShipCarsNow.com 866.207.3360 ShipCarsNow is a Union Pacific Company

McNutt Auto Transport Service Providing quality, safe and dependable transport service since 1995

If TIME is important, then choose McNutt!

Free Price Quote Generator available 24/7 at www.McNuttTransport.com

Real-time web-based GUI for on -line and internet transactions Single units or full truck loads with access to thousands of trucks Transportation for regular, oversized or inoperable vehicles Transportation to or from any auction nationwide Fully licensed and bonded for your protection Door-to-door service means no terminals Volume fleet movements & corporate relocations Timeliness and quality are our measures of excellence every day!

Call us TODAY and Get Connected!

800 755 2324

Sales@McNuttTransport.com

TIME AUTO TRANSPORT 800-624-2021 Special Back Haul Rates Off Lease Internet Auction Sales 33 Years Service/Ship Cars Worldwide $100,000 Insured Per Car Chicago ....................................(815) 464-9493 Dallas ......................................(972) 503-8800 Florida .....................................(954) 463-7024 Houston ...................................(281) 219-4800 Seattle .....................................(206) 760-1027 Atlanta.....................................(404) 321-5617

California.................................(323) 295-8832 Nashville..................................(615) 262-4770 New Jersey...............................(732) 370-2070 Orlando ...................................(407) 324-1303 St. Louis...................................(314) 531-8484 Michigan ..................................(248) 588-5200

email: timeautotransport@yahoo.com Warranty TM

1 - 3 - 5 YEAR WARRANTIES ADDITIONAL COVERAGES AIR CONDITIONING ELECTRICAL SEALS & GASKETS

WARRANTY FUNDING WWW.AUTOSAVE.COM

31

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2011 Data Source Book

Alabama

California

SALE EVERY WEDNEDAY AT 12:30 PM Birmingham

ABC BIRMINGHAM

INOP SALE EVERY WEDNESDAY AT 12:00 PM

1046 A.E. Moore Drive FREE LUNCH TO ALL DEALERS P.O. Box 160 Moody, AL 35004 MAJOR ACCOUNTS 205-640-4040 ARI, CAC/VRS, CitiFinancial, Fax: 205-640-3071 www.auctionbroadcasting.com CPS, LeasePlan, PHH, PFS, Jim Phillips - Partner Russ Sapp - General Manager

Santander, Wells Fargo Dealer Services, Westlake

Arizona

Colorado

DEALERS AUTO AUCTION of the SOUTHWEST SALE EVERY WEDNESDAY AT 11:30 AM

DEALERS AUTO AUCTION of the ROCKIES SALE EVERY THURSDAY AT 9:00 AM

7175 York Street | Denver, CO 80229 | 303-289-7716 | www.daarockies.com

1433 S. 19th Avenue | Phoenix, AZ 85009 602-253-7766 • www.daasw.com | www.auctionpipeline.com

• Founded in 2003 • Located near downtown Phoenix just minutes from Sky Harbor Airport • Running 600 Cars Weekly in 6 Lanes with 68% Sold!

• Pre- and Post-Sale Inspections

• Featuring: Fireside-Lobel, Right Honda, & Toyota/Earnhardt Group • Full Service Mechanic & Detail Shop • Simulcast Sale Provided by Auction Pipeline • Full Transportation Services Available • Proud member of ServNet and NAAA

2475 South 59th Avenue | Phoenix, AZ 85043 Phone: 602-279-9500 | Fax: 602-279-2656 www.metroaa.com

32

• 65% Selling Established in 1995 • Pre-Sale and Post-Sale Inspections Independently Owned & Operated • Proudly servicing: GM, GMAC, Wells Fargo Member of ServNet Auctions Dealer Services, DT Credit Corp, Credit Simulcast Sale Provided by Auction Pipeline Acceptance Corp, Advancial Federal Credit Full Service Mechanic & Detail Shop Union, ARI, Emkay Leasing, Lobel Financial, Transportation Services Available and many more.

1,000 Vehicles Weekly in 5 Lanes Connecticut

185 Welton St. Hamden, CT 06517 203-787-2277 Fax 203-787-6564 info@centralaa.com

The largest dealer consignment sale in the Southwest!

Gorgeous “State of the Art” Facility 8 Air-Conditioned Auction Lanes 34 Acres of Blacktop Onsite Mechanical Experienced Staff Revolutionary Affordable Detail Process Body Shop Mechanical Shop Onsite

• • • • • • •

FIRST CONNECTICUT SALE OF THE WEEK! FRESH CARS!! FRESH BUYERS!!

Full Service Transportation Department Internet Café Full Service Restaurant Advanced Computer Systems Best Auctioneers in the Industry Customer Service Beyond Expectations Post Sale Inspections Large Weekly Consignment

Dealer Sale Tuesdays 10:30 A.M. Fleet Lease, Repo, Donation Vehicle Specialists

WHAT’S NEW?? SIMULCAST!

All Vehicles, All Lanes Now on centralaa.com

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2011 Data Source Book

Connecticut

Georgia

ATLANTA

PUBLIC/DEALER SALE EveryTuesday at 6 pm Consignment & F/L Sale DEALER ONLY SALE Every Friday at 11:00 am Consignment & F/L Sale

ABC ATLANTA

INOP AUCTION 2nd & Last Friday @ 9:30 am

444 Joe Frank Harris Parkway Running Weekly: 600+ New Car Trades, 50+ PHH, 40+ CNAC, 100s of Cartersville, GA 30120 F/L, 4 Lanes, Detail Shop, Mechanic P: 770.382.1010 Shop,Transporation for Pick Up & Fax: 770.382.1080 Delivery 24/7, 24 Hour Security www.redtopaa.com

GEN MGR - Corey Sanford

MEMBER OF NAAA, GADA, GIADA ACCEPTING ALL FLOORPLANS

Indiana

KESLER SCHAEFER WHOLESALE AUTO AUCTION Midwest’s Buy-Here, Pay-Here Auction Consignment Sales EVERY Thursday at 10 am featuring 1,000 - 1,200 Units Consigned By Dealers, Lease, Banks & Utility Companies

• 5 lanes on 40 acres • Proudly serving dealers all over Indiana and surrounding states • Vehicle pick up, detailing, and delivery on any quantities of vehicles • Specializing in utility truck and equipment sales • KSAA web reports available at www.ksaa1.com • Pre-sale and post-sale listings & market reports available • Member of NAAA and Midwest Auto Auction Association

5333 West 46th St. • Indianapolis, IN 46254 317-297-2300 • 800-959-5722 • FAX 317-297-6234 •www.ksaa1.com Maryland

33

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2011 Data Source Book

Massachusetts

QUINCY

AUTO AUCTION 196 Ricciuti Drive • Quincy, MA 02169 617-773-5000 • Fax: 617-376-0997 www.quincyauction.com

Remember... Monday is Quincy - 11 am We know customer service is more than a saying. It’s a course of action!

• Independently owned and operated auction • 10 minutes south of Boston.

• Auctions held every Monday at 11 am • Over 800 vehicles weekly • Member of NAAA, MIADA, NIADA • Working with all major floor plans

• Accurate condition reports/digital photos • Complete reconditioning facilities • Full service mechanical shop • State-of-the- art body shop • Over 50 acres of secure storage • Hotel and flight assistance

Mississippi

New York

Missouri

North Carolina

800.772.9898 MAIN FACILITY 3907 W. Wendover Ave. Greensboro, NC 27407 336.299.7777 www.greensboroaa.com

SOUTHERN HOSPITALITY & PERSONAL SERVICE! Fleet/Lease Sale Every Wednesday beginning at 9am, Consignment lanes beginning at 10:45am Check our website for full list of Factory and Fleet/Lease accounts as well as condition reports and pictures.

• 20 LANES!!

(15 Simulcast-Equipped Lanes) • 2500 Vehicles Each Week • 3 Selling Facilities

34

• 260+ Acres • 16 Check/In, Check/Out Windows for Quick Service • All Major Floorplans Accepted • Recon/Paint/Body Mechanical Facilities On-Site!

www.greensboroaa.com

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Page 35

Pennsylvania

Y AT 10 AM A D S R U H T Y R E SALE DAY EV *DEALER ONLY* A 17745

HAVEN, P uction.com .O. Box 41 • LOCK • www.cpaautoa Exit 178, I-80 • P 41 78 672 057 1.

8-8026 • FAX: NTHLY PHONE: 1-800-24 D THURSDAY MO NOON IR TH AM 30 8: SDAY AT 12 E AUCTION • UTILITY VEHICL NK, REPOSSESSIONS - EVERY THUR LL RECON FACILITY FU BA E E, IT N • ONS • FLEET/LEAS D TRANSPORTATIO ENTATION • AUCTION OWNE TITLE DEPT. • AUCTION REPRES V y) • ONLINE PA DM TCH & DENT SALES - (Bi-Weekl RA SC L TS SH JACKPO • LATE MODE NS • WEEKLY CA RVE... • ONLINE AUCTIO YEARS OF NTION YOU DESE TE , INDIVIDUAL ATA PART OF OUR FAMILY! PLUS PERSONAL COME BE

23

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*,%`gmj k][mjalq Afkmj]\ n]`a[d] ha[c%mh Yf\ \]dan]jq Gf%kal] j][gf\alagfaf_ ^Y[adala]k KlYl]%g^%l`]%Yjl Zg\q Yf\ hYafl k`gh ?]f]jYd Eglgjk L`mjk\Yqk % :aO]]cdq

2011 Data Source Book

2011_DSB_28-36

PROVEN SERVICE

South Carolina

FASTEST GROWING AUCTION IN THE TRI-STATE AREA

WHY...

Are We Going FORWARD, while many are going BACKWARDS???

F i n d o u t W H Y ! ! ! F i n d o u t T O D AY ! ! !

la

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Bu

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In the HEART of the BIG THREE!

f f alo

8 1 4 - 4 7 4 - 3 9 0 0

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Pi

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Exit 16 - I-90 (just West of I-79) Fairview, PA â&#x20AC;¢ www.greater-erie.com L.Todd Briggs, Co-Owner/GM

A GREAT PLACE TO DO BUSINESS!

2009 & 2010 Auction of the

Pennsylvaniaâ&#x20AC;&#x2122;s Largest Independent Auto Auction

RUNNING 1700 VEHICLES EVERY THURSDAY AT 9 AM

PO Box 3069 â&#x20AC;¢ 2818 Pond Branch Rd. â&#x20AC;¢ Leesville, SC 29070 803-657-5111 â&#x20AC;¢ 803-657-5117

Year

Featuring Remarketing by GE, Enterprise, Wheels Inc., AmeriCredit/GM Financial, ARI, Pennsylvania Credit Unions, & 1200+ Dealer Consignment

1100 SOUTH YORK STREET | PO BOX 368 | MECHANICSBURG, PA 17055 717-697-2222 | FAX: 717-697-2234 | www.harrisburgautoauction.com

35

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2011 Data Source Book

Tennessee

Utah

2120 Stein Drive | Chattanooga, TN 37421 Tennessee Licenses: Dealer #17264, Auction #6471, Firm #3961

ph:423-499-0015 www.chattaa.com Dealer Only Sale Every Tuesday at 9:30 AM Public Auction Every Thursday at 6:30 PM 31,,%;#"<'(#%71(4'5* =%>+*#:%?%@@%7("#%3+(','42 31,,%;#"<'(#%A#(5* -#(/+*'(+,%B*:C#(4'5*%D%A#C+'"%;/5C E1+"4#"%-',#%6#:4%6"+(F ;4+4#)5G)4/#)7"4%.+G#4#"'+ !"#$%&"'(#%)%!#*#"+,%-+*+$#" ./#"'#%01*,#2%)%3,##4%.5*4+(4 65*2+%78#"*+4/2%)%91:'*#::%-+*+$#"

Texas

Washington

West Virginia

Sparkling City Auto Auction of Corpus Christi 4501 Highway 77 • Robstown, TX 78380-6000 361- 767-4100 • 800-733-2133 • Fax: (361) 767-9840 www.sparklingcityaa.com

Sparkling City Auto Auction of San Antonio 13510 Toepperwein Rd. • San Antonio, TX 78233 (210) 298-5477 www.sparklingcityaa.com

SALE EVERY TUESDAY AT 11 AM FEATURING a four lane, 20-acre facility, with an excellent selection of vehicles from auto dealers, major fleet/lease companies, and financial institutions, including AmeriCredit, ARI, Drive Time Credit, Enterprise, GSA (Marshalling) and United Auto Credit Corporation. Santander Consumer runs bi-weekly with 100+ units each sale.

Electronic condition reports, Auto IMS, reconditioning and transport are just some of the services offered.

We are proud members of ServNet and NAAA. Sparkling City Auto Auction of Corpus Christi won AmeriCredit/GM Financial’s Auction of Excellence of the Year Award for the Southwest Region in 2009 and 2010.

36

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4/13/11 4:19 PM

“THANKS TO JASON, MY CARS ARE GETTING A WHOLE OTHER LEVEL OF ATTENTION.” Jim Allera President–River Road Auto Sales North Apollo, PA

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

2011_DSB_C4 back cover.indd 1

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