2013 Data Source Book

2013 DATA SOURCE BOOK

2013_DSB_C3 cover.indd 1

3/22/13 3:31 PM

8IBU T in it for

YOU It’s simple.

More sources of inventory.

More flexible lines of credit.

More floor planning services.

More opportunities for you to succeed.

3FUBJM t 8IPMFTBMF t 4BMWBHF t 4QFDJBMUZ

nextgearcapital.com

2013_DSB_C2 inside front.indd 3

Inventory Finance Solutions. Simplified.

TM

3/22/13 3:27 PM

TO OUR READERS

Used Car News (ISSN 1555-7413) is published at 24114 Harper, St. Clair Shores, MI 48080 Phone: 586-772-5200 800-794-0760 Fax: 586-772-9400 Web Address: www.usedcarnews.com

Charles M. Thomas Founder (1947-2002)

Lynda R. Thomas, Publisher

To Our Readers: In this data-driven world, Used Car News’ goal has always been to provide dealers (both independent and franchise), remarketers, manufacturers, suppliers and all others in the used car industry with the information to make thoughtful, insightful and intelligent business decisions.

We’re proud to present this 16th annual edition of the Data Source Book – in print and online – as a reference tool for our readers.

2013 Data Source Book

Published By General Media LLC

Preparation and compilation of the Data Source Book is a major undertaking, requiring the support of advertisers, the dedication of our staff and data from a wide array of sources throughout the industry.

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; Tom Webb, chief economist, Manheim Consulting; and Experian Automotive.

Lynda R. Thomas

Colleen Fitzgerald, General Manager

Publisher

TABLE OF CONTENTS Editorial: Ted Craig, Managing Editor Jeffrey Bellant, Staff Writer

Wholesale ......................................................................................... 2 Dealer Data .................................................................................... 12

Contributing Writers: Jenny King, Sheila McGrath, Tony Moorby

Advertising: Shannon Colby, Megan Frump, Marie Hingst

Finance ........................................................................................... 13 Buy-Here, Pay-Here ....................................................................... 21 State Departments of Motor Vehicles ........................................... 25 Independent Dealer Associations .................................................. 26 Trade Associations ........................................................................ 27

Circulation: Helen Thomas

Production: Josie Godlewski, Media Manager Tim Montie, Graphic Designer

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

Directory ......................................................................................... 28 Front Cover Photo from classiccarimages.com

Scan this code with your Smartphone’s QR code reader app to view the Data Source Book online version 1

2013 DSB_01.indd 1

4/4/13 4:56 PM

2013 Data Source Book

WHOLESALE DATA Total Wholesale Supply - Off-Rental

Average Mileage – Rental Risk Units 2009

2010

2011

Feb

Mar

2012

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

Jan

Apr

May

Jun

Jul

Aug

Sep

Oct

Nov

Dec

Source: Manheim Consulting

Average Auction Price – Rental Risk Units 2009

2010

Jan

Feb

2011

2012

$18,000 $17,000 $16,000 $15,000 $14,000 $13,000 $12,000 $11,000 $10,000 $9,000

Mar

Apr

May

Jun

Jul

Aug

Sep

Oct

Nov

Dec

Source: Manheim Consulting

2

2013 DSB_02.indd 1

4/4/13 4:59 PM

WHOLESALE DATA

2013 Data Source Book

Average Auction Price for Dealer-Consigned Units 2010

2011

2012

$12,000 $11,500 $11,000 $10,500 $10,000 $9,500 $9,000 $8,500 $8,000 $7,500 $7,000

Jan

Feb

Mar

Apr

May

Jun

Jul

Aug

Sep

Oct

Nov

Dec

Source: Manheim Consulting

3

2013 DSB_03.indd 1

3/28/13 11:34 AM

2013 Data Source Book

WHOLESALE DATA

Lease Penetration 35% 30%

(Personal Use Leases as a Percentage of Total New Vehicle Sales) 30.5% 27.8%

27.5%

28.8%

25% 20%

20.9%

19.3%

15% 10% 5% 0%

Source: ADESA Analytical Services

Wholesale Used Vehicle Price Trends - YTD Through December Avg Prices ($Unit) 2012 2011

‘12 vs. ‘11 Incr/(Dec) Amount Percent

ALL VEHICLES

$9,787

$9,869

($82)

-0.8%

TOTAL CARS Compact Car Midsize Car Fullsize Car Luxury Car Sporty Car

$9,071 $7,241 $8,152 $7,754 $12,538 $12,816

$9,220 $7,165 $8,282 $7,781 $13,057 $13,034

($149) $76 ($130) ($27) ($520) ($218)

-1.6% 1.1% -1.6% -0.4% -4.0% -1.7%

TOTAL TRUCKS Mini Van Fullsize Van Midsize SUV Fullsize SUV Luxury SUV Compact Pickup Fullsize Pickup

$9,831 $7,082 $9,567 $7,042 $11,631 $19,150 $7,601 $11,4421

$10,100 $7,320 $9,261 $7,796 $11,746 $20,639 $7,752 $11,369

($269) ($239) $306 ($754) ($115) ($1,490) ($1510) $53

-2.7% -3.3% 3.3% -9.7% -1.0% -7.2% 2.0% 0.5%

CROSSOVERS Compact CUV Mid/Fullsize CUV

$13,295 $11,194 $15,752

$13,828 $11,276 $16,638

($532) ($82) ($886)

-3.8% -0.7% -5.3% Source: ADESA Analytical Services

4

2013 DSB_04.indd 1

3/28/13 11:23 AM

WHOLESALE DATA

2013 Data Source Book

NEW AND USED VEHICLE SALES 2012 –

40.5 million , at least three years of growth 2009 – fewest sales, 35.5 million , since 1984

USED CAR SALES

2012 2011 2010 2009 2012 –

2009 – fewest sales, 10.4 million , since 1982

NEW CAR SALES

14.5 million , at least three years of growth

2012 2011 2010 2009

.

Source: Manheim Consulting

2013 DSB_05.indd 1

5

4/4/13 12:38 PM

2013 Data Source Book

AUTO DETAILERS

Aztec’s Heated 180˚ Mini Extractor Deep Cleans Better Powerful Vacuum Pulls Out More Dirt & Moisture Faster

WHOLESALE DATA Manheim Used Vehicle Value Index 130 125 120

HEATS TO 180 DEGREES IN MINUTES Hot water cleans 8X faster!

115

Designed for Detailing:

105

U All S/S Auto Detail Tool

100

U 16 ft. Vacuum and Spray Hoses Reach All Areas of the Biggest SUVs

95

110

90 Jan-95

U 50 ft. 14 Gauge Cord U 2.5 Gallon Recovery & 1.5 Gallon Solution Tanks U New Integrated Float/Temperature Gauge Increases Detailer Life and Reliability U 2" Swivel Castors Make it Easy to Move & Use U Light Weight & Portable - Weighs Only 18 Pounds

800-331-1423 (US & Canada)

www.aztecproducts.com

Jan-97

Jan Feb March April May June July Aug Sep Oct Nov Dec Annual Avg.

Jan-99

Jan-01

Jan-03

Jan-05

Jan-07

Jan-09

Jan-11

Jan-13

2007

2008

2009

2010

2011

2012

2013

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

124.9 123.6 124.2 126.6 127.8 127.5 125.9 123.7 122.9 122.8 123.8 125.1 124.9

125.7 125.8 126.2 126.1 125.1 123.4 121.2 120.7 120.7 121.9 122.6 124.1 123.6

123.4 122.0 120.4

Source: Manheim Consulting

I N T H E L A N E || O N L I N E || E N C O R E E V E R Y W E D N E S D A Y

Every vehicle in each of our lanes is available for preview and simulcast bidding at cfaa.com.

■ Easy to use online platform ■ Access inventory catalog, with barcodes ■ 10+ pictures per vehicle ■ Robust and detailed condition reports ■ Multiple live video cameras in each lane

6

2013 DSB_06.indd 1

4/5/13 10:01 AM

WHOLESALE DATA

2013 Data Source Book

Gasoline Prices $4.50 $4.25 $4.00 $3.75 $3.50 $3.25 $3.00 $2.75 $2.50 $2.25 $2.00 $1.75 $1.50 $1.25 $1.00 $0.75 Dec-96

Dec-98

Dec-00

Dec-02

Dec-04

Dec-06

Dec-08

Dec-10

Dec-12

Source: Manheim Consulting

7

2013 DSB_07.indd 1

3/28/13 9:46 AM

2013 Data Source Book

WHOLESALE DATA New Lease Volume (Percent Change from Prior Year) 40%

27.3%

30%

22.6%

20% 7.3%

10%

7.7%

5.6%

7.1%

1.6%

0% -10%

-5.6%

-20%

-11.8% -16.7%

-30% -40%

2001

2002

2003

2004

2005

2006

2007

-25.5%

-27.6%

2008

2009

2010

2011

2012 YTD Dec Source: ADESA

New Vehicle Inventories and Dealer Floor Plan Financing at Franchise Dealerships 140

New Vehicle Inventory (Days Supply)

Manufacturer-to-Dealer Floor Plans Outstanding ($Millions)

$120,000

120

$100,000 $80,000

80 $60,000

60 40

$40,000

20

$20,000

0

Jan - 06

Jan - 07

Jan - 08

Jan - 09

Jan - 10

Jan - 11

$ Millions

Days Supply

100

$0

Jan - 12

Source: ADESA

Fleet Sales YTD New vehicle sales into the rental fleets are increasing as are commercial fleet sales. This will help future used vehicle supply.

Sales Volume

12 vs '11 Variance

2011

2012

Units

%

Rental

1,399,353

1,547,477

148,124

10.6%

Commercial

531,749

567,283

35,534

6.7%

Government

214,470

219,146

4,676

2.2%

Total

2,145,572

2,333,906

188,334

8.8% Source: ADESA

8

2013 DSB_08.indd 1

3/28/13 12:27 PM

ADESA Dealer Connect posts inventory on your lot to ADESA.com.

Your vehicles get national exposure to franchise and independent buyers with no retail downtime or transportation costs.

Double your chances to move your inventory today.

© 2013 ADESA, INC.

all 888-526-7326 to get started.

2013 DSB_09.indd 1

3/25/13 1:34 PM

2013 Data Source Book

WHOLESALE DATA

Dealer Consignment as Share of Auction Volume

60% 50% 40%

Dealer management software so complete and easy to master it practically teaches you to use it. Call or visit our web site today to request your FREE DEMO!

www.Frazer.biz

Toll Free 1-888-963-5369

30% 20% 10% 0%

2007

2008

2009

2010

2011

2012 e

* 2012 is a Manheim Consulting estimate based on both internal and industry sources Source: National Auto Auctions Association Surveys, 2002-2011

10

2013 DSB_10.indd 1

3/28/13 9:50 AM

The Nation’s Leading Independent Auto Auctions at Your Service Why Use Independent? s #OMMITTED TO %XCELLENCE s &IRST 2ATE #USTOMER 3ERVICE s !UTO)-3 2EPORTING s ,OGISTICAL %XPERTISE s .ATIONWIDE 0ICKUP

s 3HARED 'ROUP )NTELLIGENCE s &LEXIBILITY s .!!! s 0ROVEN 3UCCESS s $ECADES OF %XPERIENCE s #ONCIERGE 3ERVICE

The Treatment you DESERVE with the Service You EXPECT! NCM- Independent Auto Auction Owners 20 Group LINCOLN AUTO AUCTION 11909 US Hwy. 6 • Waverly, NE 68462 (402) 475-5500 • www.lincolnautoauction.com GSA, New Car Trades, Financial Institutions, Banks and Repo/Fleet Companies Sale: Wednesday, 10 a.m.

PORT CITY AUTO AUCTION PO BOX 220 • Route 197, Richmond, ME 04357 (207) 737-4193 • www.acadia-auctions.com ARI, TD Bank, Credit Unions, AutoIMS, Dealer Trades Sale: Thursday, 9:30 5 Lanes 400+cars; Live Sale & Simulcast all lanes DEALERS AUTO AUCTION OF IDAHO 3323 Port St. • Nampa, ID 83687 (208) 463-8250 • www.daaofidaho.com GSA, Westlake Financial, ARI, Emkay, Online 24/7 with SmartAuction, Openlane, and OVE SALE: Wednesday, 9:30 a.m. (Live & Simulcast) INOPERABLE SALE: Monthly GREATER TYLER AUTO AUCTION 11654 State Hwy 64W • Tyler, TX 75704 (903) 597-2800 • www.greatertyleraa.com Auctioneer #8083 ARI, SRG, New Car Units, Banks, and Credit Unions SALE: Tuesday, 5 p.m.

VALUE AUTO AUCTION, LLC 3776 State Route 93 Northeast • Crooksville, OH 43731 (740) 982-3030 • www.valueautoauction.com SALE: Thursday, 11 a.m. REPOS: Thursday, 10:30 a.m.

Dealer Cash Drawings Weekly

2013 DSB_11.indd 1

NORTH EAST PENNSYLVANIA AUTO AUCTION 860 North Keyser Avenue • Scranton, PA 18504 (570) 207-2277 • www.nepautoauction.com 700-900 GSA Vehicles Weekly, Key Bank, FNB Corp/ Regency, PAR North America SALE: Tuesday at 10 am INOP SALE: Weekly 9:30 am SALVAGE SALE: Weekly LUBOCK AUTO AUCTION 1122 E 34th St. • Lubbock, TX 79404 (806) 744-1444 • www.LubbockAA.com Auctioneer # 7900 GM Financial Repos ARI, GEC PLUS Fleet/Lease & Repos SALE: Thursday, 10 a.m. AWG Simulcast & Auto IMS OKLAHOMA AUTO EXCHANGE 2728 SW 25th • Oklahoma City, OK 73108 (405) 680-8660 • www.okaex.com 750 weekly Lease Plan USA, Automotive Solutions PH&H, Over 400 franchise store trades every week.

GREATER MILWAUKEE AUTO AUCTION 8711 W Brown Deer Rd • Milwaukee, WI 53224 (414) 365-3500 • www.gmaa.com Sale: Thursday 9:30 a.m.

GM Sponsored sale, Ally Financial, GM Financial DEALER’S CHOICE AUTO AUCTION 503 Wapello S Hwy 61 • Mediapolis, IA 52637 (319) 394-3510 • www.dcaa.com Sale: Tuesday 6 p.m. Repo: Every 3

CENTRAL AUTO AUCTION 185 Welton St. • Hamden, CT 06517 (203) 787-2277 •www.centralaa.com GSA, New Car Trades, Absolutes, Donations, Fleet / Lease, Repos ONLINE: 24 / 7 - ove.com, openlane, smartauction LIVE SALE: Tuesday, 10:30 a.m.

SIMULCAST: Tuesday, 10:30 a.m. Auto IMS, Auction Access MEMPHIS AUTO AUCTION 3719 Old Getwell Rd • Memphis, TN 38118 (901) 795-7634 • www.memphisautoauction.com Emkay, FLD, CPS, UACC, AR Best New Car Store Trade Lanes Vehicles available online and inlane Salvage: Wednesday, 8:15 a.m.

Drivethru: Wednesday, 9:15 a.m.

PowerSports next to last Wed, monthly FARMINGTON AUTO AUCTION, INC. 1661 W Murray Drive • Farmington, NM 87401 (505) 326-1005 • www.farmingtonautoauction.com Capital One, ARI, GSA, New Car trades SALE: Wednesday, 10 a.m.

Sign up for Simulcast at farm.autoremarketers.com PERRY’S AUTO AUCTION 628 South Main Street •Swainsboro, GA 30401 (478) 237-8270 • www.perrysautoauction.com GSA, Georgia Power, Enterprise, FLD, LeasePlan, Dealer Trades SALE: Thursday, 11:00 a.m.

Live Simulcast Weekly

4/5/13 10:28 AM

2013 Data Source Book

DEALER DATA

Certified Pre-Owned Retail Sales 2012 172,536 153,103 19,433 275,203 21,444 197,995 40,634 9,724 5,406 91 16,609

2013 YTD 50,279 45,415 4,864 81,915 6,458 61,400 11,900 1,409 748 5 4,741

112,927 22,456 53,678 36,793 127 113,054 577,366

29,147 6,230 13,754 9,163 54 29,201 166,087

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

239,148 43,874 106,070 11,782 330,814 68,514 70,049 20,076 27,239 631 25,543 943,740

58,066 9,723 27,434 2,730 89,081 17,280 17,734 7,081 8,588 124 7,565 245,406

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

36,469 360 75,040 127 3,301 6,588 80,291 89 3,392 9,514 86,187 408 11,780 313,546

9,054 90 19,546 54 887 1,678 24,353 17 1,363 2,436 23,751 100 2,825 86,154

1,834,652

497,647

Ford/Lincoln/Mercury Ford / Mercury Lincoln GM Buick Chevrolet GMC Oldsmobile Pontiac Saturn Hummer Cadillac Saturn through 2009 Chrysler/Dodge/Jeep Chrysler Dodge Jeep Memo: Fiat Memo: Chrysler w. Fiat Total Domestics

Total - EST 12

2013 DSB_12.indd 1

Source: Autodata Corp.

U.S. Vehicle Registrations - New & Used Used

New

12,000,000 10,000,000 8,000,000 6,000,000 4,000,000 2,000,000 0

Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3

2008

2009

2010

2011

2012

Source: Experian Automotive

U.S. Vehicle Registrations - Top 10 Models New Registrations

120,000

Q3 2012 New Vehicle Registrations

100,000 80,000 60,000 40,000 20,000 0

V a do ic pe ry rd lla ze 50 F1 Cam Acco Altim vera Coro a Civ Esca t Cru da CR d l r d i a n n e Fo yot nda issa et S yota Hon Ford vrol Ho e To Ho N vrol To Ch e Ch

Source: Experian Automotive

Average Loan-to-Value by Risk Segment Average LTV new

Average LTV used

160% 140% 120% 100%

131.37% 147.38% 124.15%

80%

140.24%

136.13%

124.65%

122.56%

Captive

Credit Union

117.15%

119.20% 101.54%

60% 40% 20% 0%

Deep Subprime

Finance Market Totals Source: Experian Automotive

4/5/13 10:23 AM

FINANCE DATA

8% 7%

Q2 2012 Share

Year-over-Year Change in Market Share

80%

65.7% 7.29%

60%

45.6%

6%

3.87%

4%

3.84% 8.1%

3%

20.0%

8.1%

2.68%

2.26%

W EL LS

FA RG O

0%

17.1%

2.5% 1.64%

0.8%

-3.0%

-21.8%

-34.9%

-13.1%

1.12%

20%

-2.1%

0%

-3.6%

1.59% 1.43% 1.43% 1.37%

2.6%

1%

14.4%

3.59%

-25.8% -25.8% 1.00% 1.00% 1.00% 0.97% 0.95% 0.83% 0.80% 0.79% -26.9%

-20% -40%

AL CA LY PIT AL ON E CH AS SA E NT AN DE R TO YO TA BA T D NK AU OF CR T ED AM O IT ER AC IC CP A EP TA NC E CA RM AX 5T H 3R HU D NT I GM NGT ON AM F ER INA N IC C RE IA DI L T FO BM RD W BA NK W ES TL AK E US SA SU NT RU ST HO ND A NA VY FC U

2%

40%

25.4%

5%

2013 Data Source Book

Top 2O Used Auto Lenders by Marketshare

Source: Experian Automotive

13

2013 DSB_13.indd 1

4/4/13 12:36 PM

2013 Data Source Book

FINANCE DATA Loans by Vehicle Type

Used Financing by Dealer Type

New Used

In d

39.72%

60.28%

epe

n d e n t F r a n c hi

44.8%

Source: Experian Automotive

Leasing by Type

30%

New lease

25% 22.75%

20.62%

55.2%

Source: Experian Automotive

New lease share of new financing

20%

se

22.69%

100%

24.40%

80%

Used lease

3.71%

3.10%

96.29%

96.90%

60%

15% 14.24%

10%

40%

5%

20%

0%

0%

Q3 2008

Q3 2009

Q3 2010

Q3 2011

Q3 2012

Q3 2011

Q3 2012

Source: Experian Automotive

Source: Experian Automotive

Side by Side Income Comparison BHPH vs. Northland’s Lease’T’Own® Analysis Assumptions: 10 cars per month for 12 months (Jan—Dec).

The average cost per vehicle is $4,753.00.

The average weekly payment is $86.00 per week .

Taken from the National averages for 2011. SOURCE: NADB-NCM

Buy-Here-Pay-Here End of Year 1 End of Contract Cost of Cars NET PROFIT

Northland’s Lease’T’Own®

$55,920 End of Year 1

$224,090

$846,370 End of Contract - $570,360 Cost of Cars

$950,930 - $570,360

$276,010 NET PROFIT

Minus the cost of Bankruptcies and Repossessions!

$380,570

NO Bankruptcies!

NO Repossessions!

Lease’T’Own® Additional Benefits Complete Turn-Key Program Training & ongoing support included 20+ Years of Experience We track your customer’s insurance status!

PROFIT…..PROFIT…..PROFIT!

CASH IS KING!

CALL TODAY!

800-879-3433 $169,000 MORE PROFIT Call us for a IN THE FIRST YEAR “No Obligation” WITH LTO*!

Profit Analysis

www.NorthlandDealers.com Register for our FREE Webinar! www.Rtolto.com

based on your Federal & State Income tax rates!

14

2013 DSB_14.indd 1

4/5/13 9:02 AM

FINANCE DATA

YOY change in new LTV

YOY change in used LTV

200 159

148

150

107

100

69

2013 Data Source Book

YOY change in Average LTV (bps)

50 -

Deep subprime

Subprime

Nonprime

Super prime

Prime

(7) (50) (56) (100) (92) (150) (200)

(168) (210)

(203)

(250) Source: Experian Automotive

Source: Experian Automotive

Make your used car bottom line shine.

Use the experts of NCM to polish your profitability. We provide the tools and guidance to help optimize used car operations, including: ÜÚ Ú>jgmhkÚ^gjÚLk]\ÚM]`a[d]ÚDYfY_]jk ÚÚ 9?G?£C?G?ÚYf\Ú@f\]h]f\]flÚ;]Yd]jk ÜÚ9?G?£C?G?ÚYf\ÚLk]\ÚM]`a[d]Ú DYfY_]e]flÚKjYafaf_ÚYf\Ú:gfkmdlaf_ ÜÚFf¤kal]ÚLk]\ÚM]`a[d]ÚGjgxlÚ @ehjgn]e]flÚGjg_jYek

A S S O C I A T E S

Visit ncm20.com/usedcars, or call 800.756.2620 to learn more.

15

2013 DSB_15.indd 1

4/5/13 8:41 AM

2013 Data Source Book

FINANCE DATA Loan Payments - average monthly payment Q3 2011

Q3 2012 $-5

$500 $450

$457

$452

$1

$400 $350

$349

$350

Loan Payments - average new payment $490 $480 $470 $460 $450 $440 $430

Q3 2011 $478

Q3 2012 $476

$476

$473

$465

$460 $452

$460 $453

Deep subprime

Subprime

Nonprime

Prime

Super prime

Source: Experian Automotive

$300 $250

Loan Payments - average used payment

$200 $150 $100 $50 $

$446

New

Used Source: Experian Automotive

$380 $370 $360 $350 $340 $330 $320

Q3 2011

Q3 2012

$368 $367

$366 $365

$344 $343

Deep subprime

Subprime

$345

$339

Nonprime

$345

$338

Prime

Super prime

Source: Experian Automotive

iGNITE YOUR PROFITS Reduce your costs Control Your Risk Sell More Cars

1.866.276.5382 www.imetrik.com

No Renewal Fees Period.

GPS Payment Assurance Technology

16

2013 DSB_16.indd 1

3/28/13 9:48 AM

FINANCE DATA

Share of new lease market 18%

100%

16.9%

87.86%

16%

90%

13.9%

14%

80%

12.8%

12%

70%

11.1%

58.30%

10.1%

10%

8.7% 41.14%

8%

38.57% 31.06%

6%

32.71%

46.48% 29.44%

60%

51.73%

50%

7.7% 6.0%

40%

5.1%

4%

30%

3.0%

2% 0%

11.62%

AMERICAN TOYOTA HONDA FINANCIAL FINANCE SERVICES

ALLY

NISSAN INFINITI FINANCIAL SERVICES

FORD MOTOR CREDIT

HYUNDAI CAPITAL AMERICA

2013 Data Source Book

Top 10 New Lessors

VW CREDIT MERCEDES BMW BANK OF NORTH BENZ INC FINANCIAL AMERICA

CHASE AUTO FINANCE

20% 10% 0%

Source: Experian Automotive

17

2013 DSB_17.indd 1

4/5/13 8:43 AM

2013 Data Source Book

FINANCE DATA Percentage of Balances 60-days Delinquent Q3 2011

Q3 2012

1.8% 1.6%

1.57%

Overall 3 bps improvement

1.58%

1.4% 1.2% 1.0% 0.8% 0.53%

0.6% 0.4%

0.43%

0.40% 0.29%

0.2% 0.0%

Bank

0.50%

0.28%

0.41%

Captive

0.25%

Credit Union

Finance

Total

Source: Experian Automotive

40+ Years of Proven Reliability.

No Money Out-of-Pocket Purchase Whenever, Wherever Interest-Free Floorplan Higher Advances

Start Shopping Today! floorplansales@autouse.com

(800) 873-2907 autouse.com

18

2013 DSB_18.indd 1

4/5/13 9:04 AM

FINANCE DATA

ONE STOP SHOP

to fund your dealership needs?

2013 Data Source Book

looking for a

WE BUY BHPH NOTES

AND A WHOLE LOT MORE! t -PDBM PPJOU PG 4FrWJDF JO Y063 .BSLFU PJOU PG 4FrWJDF JO Y063 .BSLFU t #VML 1VSDIBTF 1SPHSBN XJUI /0 IBTTMFT

Source: Experian Automotive

t 4USFBN PG PBZNFOU BZNFOU AdvBODFT BODFT NPOUIT t PPJOU PG 4BMF 1SPHSBN PJOU PG 4BMF 1SPHSBN XJUI FBTZ TUFQT BOE RVJDL GVOEJOH t 'MPPSQMBO GPS TFMFDU #)1) %FBMFST GPS BHPH VFIJDMFT XJUI MFT XJUI /0 BVEJU GFFT

t 4FrWJDJOH GPS BMM WJDJOH GPS BMM UZQFT PG "VUP 3FDFJvBCMFT t #BDLVQ 4FrWJDFS BOE WJDFS BOE $VTUPEJBO GPS #BOLT BOE 'JOBODF $PNQBOJFT

Source: Experian Automotive

19

2013 DSB_19.indd 1

4/5/13 8:44 AM

2013 Data Source Book

FINANCE DATA Used Financing by Term

New Financing by Term % of new financing by term 45%

42.36%

40%

% of new financing by term

YOY change in term 27.0%

30% 25%

29.01%

30%

15%

25% 20%

35%

20% 30.21%

21.06%

37.08%

30% 25%

35%

YOY change in term

40%

15% 10%

25%

10% 5%

20% 4.2%

20%

16.38%

3.6%

15%

5%

10%

-0.2% 15%

0%

-7.6%

4.73%

-14.3%

37-48

49-60

13.97%

0%

-1.2% 10%

-5%

5%

4.2%

-10%

5%

-15%

0%

7.80%

9.81%

-5%

-9.5% -10%

5.39% 0%

25-36

61-72

73-84

25-36

37-48

49-60

61-72

73-84

-15%

Source: Experian Automotive

Source: Experian Automotive

#SJHIUFS 3FNBSLFUJOH *OWFOUPSZ NBOBHFNFOU LFFQT HFUUJOH TNBSUFS XJUI "VUP*.4 #FODINBSLJOH "OBMZUJDT 1SPDFTT BOE 5FDIOPMPHZ $POTVMUJOH 4FSWJDFT ø:PVS OFYU CSJHIU JEFB JT B QIPOF DBMM BXBZ

ø

20

2013 DSB_20.indd 1

3/28/13 9:56 AM

BUY-HERE, PAY-HERE DATA BHPH Financial Trends

Vehicles in Operation: Share by Manufacturer

$10,200

Average Amount Financed: 2008 – 2011

$10,084

Ford

Other 11.1%

27.1%

Hyundai 5.6% Nissan

3.5%

8.4% 19.3%

Honda

$10,000 $9,800 $9,667 $9,600 $9,488

12.3% 12.6%

$9,400 $9,200

GM

Toyota Chrysler

Nearly 60 percent of all vehicles in operation are Domestic brands.

$9,412

$9,158

$9,000 $8,800 $8,600

2008 Source: Experian Automotive

2013 Data Source Book

Current VIO – Percent Share

2009

2010

2011

2012

Source: Subprime Analytics

GPS TECHNOLOGY TO INCREASE YOUR BOTTOM LINE 6YkVcXZY <EH IgVX`^c\ HnhiZb CZl 8jhidbZg 7Z]Vk^dg 6cVanh^h GZedgih :Vh^Zg BdgZ :[Ò X^Zci GZedhhZhh^dch EVnbZci GZb^cYZgh <ZdodcZ Cdi^Ò XVi^dch K^V :"bV^a HBH 7VX`je 7ViiZgn GZbdiZ :c\^cZ :cVWaZ$9^hVWaZ A^kZ ')$, JH 8jhidbZg HZgk^XZ CALL 866.912.8450 | WWW.ITURANUSA.COM | SALES@ITURANUSA.COM 21

2013 DSB_21.indd 1

4/5/13 8:58 AM

2013 Data Source Book

BUY-HERE, PAY-HERE DATA BHPH FINANCIAL TRENDS Bad Debts: 2008 - 2012

Note: Percentages are expressed as percentage of vehicle sales

30% 24%

25% 21% 20%

21%

20% 18%

15%

10%

5%

0%

2008

2009

2010

2011

2012

Source: SGC Certified Public Accountants

BHPH FINANCIAL TRENDS

BHPH FINANCIAL TRENDS

Costs / Expenses: 2008 – 2012 Cost of Vehicles

Average Recovery Dollars Per Unit: 2008 – 2012

Operating Expenses

$2,500

70% 60%

$2,437

60%

59%

59%

58%

59%

$2,400

50%

$2,300

$2,286

$2,295

2010

2011

40% $2,200 $2,152

30% 20%

21%

21%

20%

20%

19%

$2,100

$2,088

$2,000

10% 0%

$1,900

2008

2009

2010

2011

2012

Source: SGC Certified Public Accountants

2008

2009

2012

Source: Subprime Analytics

22

2013 DSB_22.indd 1

4/4/13 2:38 PM

BUY-HERE, PAY-HERE DATA

as Percentage of Vehicle Sales

Ratio Comparisons: 2010 – 2012 Balance Sheet

2012 Average 2011 Average 2010 Average Benchmark Benchmark Benchmark

(Inventory x Days) / Cost of Vehicle Sales

56.62 days

62.29 days

63.40 days

Cost of Vehicle Sales /Average Inventory Dollars

7.1 x

6.1 x

6.4 x

7.08%

Vehicle Sales / Average Inventory Dollars

12.82 x

11.16 x

11.92 x

3.28%

3.38%

Vehicle Sales / Total Assets

1.06 x

0.97 x

0.97 x

58.28%

59.40%

Total Assets / Total Liabilities

1.94 x

1.98 x

1.93 x

Allowance for Bad Debts / Finance Receivables*

24%

23%

22%

Total Debt / Total Assets

52%

51%

52%

2012

2011

% of Vehicle Sales

% of Vehicle Sales

Cost of vehicles

47.62%

48.94%

Reconditioning costs

7.38%

Other Total cost of vehicle sales

Operating Expenses

as Percentage of Vehicle Sales 2012

2011

% of Vehicle Sales % of Vehicle Sales

* Finance receivables are net of unearned finance charges

2012 Average 2011 Average 2010 Average Benchmark Benchmark Benchmark

Income Statement Bad Debts / Vehicle Sales

24%

21%

18%

Advertising

2.80%

2.76%

Cost of Vehicle Sales / Vehicle Sales

58%

59%

59%

Bank charges

0.15%

0.29%

Gross Profit*** / Vehicle Sales

34%

37%

38%

Contributions

0.06%

0.02%

Operating Expense / Vehicle Sales

19%

20%

20%

Interest Expense / Financing Income

18%

15%

17%

Depreciation

0.27%

0.38%

Operating Income / Vehicle Sales

15%

17%

18%

Dues and Subscriptions

0.09%

0.02%

Financing Income / Vehicle Sales

16%

17%

15%

Compensation** / Vehicle Sales

10%

10%

10%

Insurance

0.22%

0.52%

Reconditioning Cost / Vehicle Sales

7%

7%

7%

Legal and accounting

0.20%

0.44%

Outside services

0.21%

0.30%

Office expense

0.63%

0.73%

Rent

1.73%

2.30%

Loss Statistics – 2012

Repairs and maintenance

0.57%

0.43%

Loss Statistics

2012

2011

2010

Salaries (non-owners)

10.07%

10.15%

Average gross dollar loss (before recoveries)

Taxes - general

0.07%

0.14%

Other Operating Expense

0.13%

0.14%

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

x = times

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

$7,737

$7,245

$7,072

Average net dollar loss (after recoveries)

$5,300

$4,950

$4,526

Average default rate (% of loans written off)

31.32%

31.03%

30.39%

Average gross dollar loss rate (% of principal)

38.64%

38.61%

39.18%

Average net dollar loss rate (% of principal)

25.95%

26.38%

26.52%

Taxes - payroll

0.66%

0.54%

Average recovery (% of principal charged off)

31.50%

31.70%

35.50%

Utilities and Telephone

0.53%

0.49%

Highest cumulative default month after origination

20th Month

22nd Month

25th Month

Highest frequency of default (month after origination)

5th Month

5th Month

4th Month

Worst periodic loss month after origination

February

February

February

Travel / Training

0.26%

0.30%

Total operating expense

18.65%

19.95%

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

2013 DSB_23.indd 1

2013 Data Source Book

Cost of Vehicle Sales

Note: The above referenced loss data was determined by electronically analyzing approximately 1,100,000 loans, aggregating approximately $10.2 billion to identify loss rates and to understand why they occurred.

Source: Prepared for NABD by Subprime Analytics

23

4/4/13 9:36 AM

2013 Data Source Book

BUY-HERE, PAY-HERE DATA

Gross Profit 2010 – 2012

BHPH Financial Trends

Average Vehicle Cost, Down Payment, Cash In Deal: 2009 – 2012

2012

2011

2010

Sales

100%

100%

100%

Cost of vehicle sales

(58%)

(59%)

(59%)

Subtotal

42%

41%

41%

Financing Income

18%

17%

15%

Bad Debts

(24%)

(21%)

(18%)

Gross Profit 34% 37% Note: All percentages are expressed as a percentage of sales.

38%

$1,150

Average Down Payment

$1,100

$1,050

$1,039

$1,033

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

$1,000

Dealer Operating Information 2010 – 2012 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

2012 NCM Benchmarks

2011 NCM Benchmarks

2010 NCM Benchmarks

653

687

543

$ 4,435

$ 3,947

$ 4,850

$ 6,366

$ 5,792

$ 5,458

$ 768

$ 806

$ 798

$ 5,009

$ 4,731

$ 4,314

Average cash down payment

$ 1,494

$ 1,504

$ 1,152

Average amount financed

$ 9,627

$ 9,427

$ 9,380

139

135

134

Average term of loan (in weeks)

$959

$950

$910 $900

$850

2009

2010

2011

2012 Source: Subprime Analytics

BHPH Financial Trends

Average Weekly Payment Amount: 2006 - 2012 Collections / Recoveries

$88

Average weekly payment amount

$ 87

$ 86

$ 85

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

28.6%

25.9%

21.0%

102

93

95

Average net loss per charge off

$ 4,216

$ 3,542

$ 4,273

$87 $86

$86 $85 $84

Average portfolio delinquency Current

83.10%

85.20%

76.50%

0-10 days

10.30%

8.40%

10.30%

11-29 days

3.70%

4.00%

7.30%

30-59 days

1.70%

1.50%

2.90%

60-89 days

0.60%

.50%

1.30%

90+ days

0.60%

.40%

1.70%

100.00%

100.00%

100.00%

$85 $84

$84

2008

2009

$82 $80 $79 $78

Inventory Management Vehicle Days Supply (Units)

103

74

63

$76

Average inventory aging 0-30 days

40.50%

49.80%

36.00%

31-60 days

25.50%

24.40%

21.10%

61-90 days

12.90%

12.50%

15.40%

91+ days

21.10%

13.30%

27.50%

100.00%

100.00%

100.00%

24

2013 DSB_24.indd 1

$74

2006

2007

2010

2011

2012

Source: NCM / Subprime Analytics

Source: Autodata Corp. & NCM Associates, Inc.

4/4/13 2:41 PM

STATE DEPARTMENTS OF MOTOR VEHICLES INDIANA Bureau of Motor Vehicles (888) 692-6841 www.in.gov/bmv/

NEBRASKA Department of Motor Vehicles (402) 471-2148 www.dmv.state.ne.us

SOUTH CAROLINA Department of Motor Vehicles (803) 896-5000 www.scdmvonline.com

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

IOWA Motor Vehicle Division (800) 532-1121 www.iamvd.com

NEVADA Department of Motor Vehicles (877) 368-7828 www.dmvnv.com

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/

SOUTH DAKOTA Department of Revenue Motor Vehicle Division (605) 773-2549 www.state.sd.us/drr2/motorvehicle/

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 (888) 486-3339 www.nj.gov/nj/trans

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) 744-2500 www.dmv.de.gov/ FLORIDA Department of Highway Safety and Motor Vehicles (850) 617-3003 www.flhsmv.gov GEORGIA Department of Revenue (404) 968-3800 wwwmotor.etax.dor.ga.gov HAWAII Department of Commerce and Consumer Affairs (808) 768-3392 www.hawaii.gov IDAHO Department of Transportation (208) 334-8000 www.itd.Idaho.gov ILLINOIS Department of Motor Vehicles (217) 782-7817 www.cyberdriveillinois.com

2013 DSB_25.indd 1

LOUISIANA Office of Motor Vehicles (225) 925-6146 omv.dps.state.la.us MAINE Bureau of Motor Vehicles (207) 624-9000 www.maine.gov/sos/bmv/ MARYLAND Motor Vehicle Administration (800) 950-1682 www.marylandmva.com MASSACHUSETTS Registry of Motor Vehicles (617) 351-4500 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

NEW MEXICO Motor Vehicle Division (888) 683-4636 www.mvd.newmexico.gov NEW YORK Department of Motor Vehicles (518) 486-4714 www.dmv.ny.gov 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) 521-3221 www.dps.state.ok.us OREGON Department of Motor Vehicles (503) 945-5000 www.oregon.gov./odot/dmv

MISSOURI Department of Revenue Motor Vehicle Bureau (573) 751-4300 www.dor.mo.gov/motorv

PENNSYLVANIA Department of Transportation Driver and Vehicle Services (800) 932-4600 www.dmv.state.pa.us

MONTANA Department of Justice Motor Vehicle Division (406) 444-3933 www.doj.mt.gov/driving

RHODE ISLAND Division of Motor Vehicles (401) 462-5746 www.dmv.ri.gov

TENNESSEE Motor Vehicle Commission (615) 741-2711 www.tn.gov/commerce/boards/mvc

2013 Data Source Book

ALABAMA Department of Motor Vehicles (334) 242-9000 www.ador.state.al.us

TEXAS Department of Transportation Motor Vehicle Division (888) 368-4689 www.txdmv.gov UTAH Department of Motor Vehicles (800) 368-8824 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 (800) 642-9066 www.transportation.wv.gov WISCONSIN Department of Transportation Division of Motor Vehicles (608) 266-1425 www.dot.wisconsin.gov WYOMING Department of Motor Vehicles (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 3-28-13

25

3/28/13 9:18 AM

2013 Data Source Book

INDEPENDENT AUTO DEALERS ASSOCIATIONS ALABAMA IADA Randy Jones, Executive Director PO Box 19627 Birmingham, AL 35219 120 Vulcan Road (35209-4702) 205-942-1000 | 800-239-2423 Fax 205-942-3565 randy8242@usa.net www.alabamaiada.com ALASKA NIADA Direct State ARIZONA IADA Dave Warkentin, Executive Director 6350 East Thomas Rd, Ste. 135 Scottsdale, AZ 85251 602-246-1498 | 800-352-4232 Fax 602-246-1573 aiada@aiada.net www.aiada.net ARKANSAS IADA Lamar Murphy, Executive Director P O Box 147 124. S. Jackson, Ste. 302 Magnolia, AR 71754 870-234-9468 | Fax 870-234-9478 lamar.murphy@arkiada.org www.arkiada.org CALIFORNIA IADA Larry Laskowski, Executive Director P O Box 343 Roseville, CA 95661 916-601-4976 larry@iadac.org autoview@surewest.com www.iadac.org CAROLINAS IADA (NC and SC) John W. Brown, Executive Director P O BOX 1088 5643 Harrisburg Industrial Park Dr. Harrisburg, NC 28075 704-455-2117 | 800-432-4232 Fax 704-455-6810 jbrown@theciada.com www.theciada.com COLORADO IADA Todd O’Connell, Executive Director 950 Wadsworth Blvd., Ste. 101 303-239-8000 | 800-569-1899 Fax 303-237-3305 toddo@ciada.org www.ciada.org FLORIDA IADA Lisette Mariner, Executive Director 1840 Fiddler Court Tallahassee, Fl 32308 850-385-2712 | 800-237-0448 Fax 850-385-3251 lisette@fiada.com www.fiada.com GEORGIA IADA Paul John, Executive Director 6903 Oak Ridge Commerce Way SW Austell, GA 30168 770-745-9650 | 800-472-8101 Fax 770-745-9655 paul@giada.org www.giada.org

HAWAII IADA Bill Schmidtke, Administrator PO Box 30151 Honolulu, HI 96820-0151 808-393-9172 admin@hawaiiadmin.com www.hawaiiiada.com

MICHIGAN IADA Nancy Chapman, Executive Director 55 E. Long Lake Rd. PMB 233 Troy, MI 48085 248-828-7010 | Fax (248) 828-7012 nchapman@miada.org www.miada.org

IDAHO IADA Brenda Dudley, Administrative Dir. 3323 Port St Nampa, ID 83687 208-463-7709 | 800-950-8227 Fax 208-463-9601 brenda@isiada.com www.isiada.com

MISSISSIPPI IADA Andrew Caldecott, Executive Director 1705 Old Whitfield Rd, Ste. A Pearl, MS 39208 601-939-9866 | Fax 601-939-9882 andrew@mississippiiada.com www.mississippiiada.com

ILLINOIS IADA Bruce Eklund, Executive Director P.O. Box 7266 Rockford, IL 61125 3209 Ashwinton Way (61109) 815-873-8980 | 800-987-6627 Fax 815-873-8980 lilcheeper5@aol.com www.il-iada.com INDIANA IADA Debbie Andersen, Executive Director P O Box 1393 Crown Point, IN 46308 219-661-0287 | 800-310-3112 Fax 219-663-5294 iiada@comcast.net www.iiada.com IOWA IADA Judy Wilson, Acting Executive Dir. 409 East Market St. PO Box 337 Panora, IA 50216 641-755-4177 | Fax 641-755-3247 iiada@netins.net http://iowaiada.com KANSAS IADA NIADA Direct State KENTUCKY NIADA Direct State LOUISIANA IADA Becky Bertrand, Executive Director 15481 Airline Hwy Baton Rouge, LA 70817 225-275-8088 | 800-960-5423 Fax 225-275-6889 becky@laiada.com www.laiada.com

MISSOURI IADA Norm Schroeder, Executive Director PO Box 1733 Jefferson City, MO 65102 800-889-1073 | Fax 573-496-4015 info@moiada.com www.moiada.com MONTANA IADA John Hammrell, Executive Director P O Box 80326 Miles City, MT 59301 406-874-2207 | Fax 406-874-2253 Cell 406-951-0981 mtiada@hotmail.com www.mtiada.com NEBRASKA IADA Jan Merritt, Executive Director PO Box 29107 Lincoln, NE 68529 402-464-2089 | 800-659-5453 Fax 402-464-8878 niada2289@windstream.net www.neiada.com NEVADA NIADA Direct State NEW ENGLAND IADA (CT, ME, NH, RI, VT) Melissa Otis, Executive Director 1 Upland Rd., Bldg 200 - Ste. 226 Norwood, MA 02062 781-278-0077 | Fax 781-278-0099 Director@miada.com NEW JERSEY IADA Paula Frendel, Executive Director 115 Franklin Turnpike #303 Mahwah, NJ 07430 855-694-2324 njiada.pfrendel@gmail.com www.newjerseyiada.org

MARYLAND/DELAWARE IADA Jack Tracey, Executive Director 7250 Parkway Drive, Ste. 510 Hanover, MD 21076 410-865-5431 | Fax 410-712-4038 jack@miada-diada.com www.miada-diada.com

NEW MEXICO IADA Derek Marker, Executive Director 608 Chama St. NE Albuquerque, NM 87108 505-232-0809 | Fax 505-232-0810 derek@marcarauto.com www.nmiada.com

MASSACHUSETTS IADA Melissa Otis, Executive Director 1 Upland Rd., Bldg 200 - Ste. 226 Norwood, MA 02062 781-278-0077 | Fax 781-278-0099 Director@miada.com www.miada.com

NEW YORK IADA Paula Frendel, Executive Director 565 Hunts Point Avenue Bronx, NY 10474 855-694-2324 (NYIADA4) nyiada.pfrendel@gmail.com www.newyorkiada.org

NORTHLAND IADA (MN and ND) Allen Lentsch, Executive Director 850 Eastcliff Rd Burnsville, MN 55337 952-894-1766 | 800-879-3433 Fax 952-894-8990 keys@northlanddealers.com www.northlanddealers.com OHIO IADA Jim Mitchell, Executive Director 2040 Brice Rd. Reynoldsburg, OH 43068 614-863-5800 | Fax 614-863-5801 jrmitch49@aol.com www.ohiada.org OKLAHOMA IADA Odell & Rose Morgan, Executive Directors 813 Northwest 34th Moore, OK 73160 405-232-2947 | Fax 405-799-3367 odell.morgan@sbcglobal.net www.e-oiada.com OREGON IADA Diane Sparks, Executive Director 1475 Capitol Street NE Salem, OR 97301 503-362-6839 | 800-447-0302 Fax 503-364-7331 dsparks@oiada.com www.oiada.com PENNSYLVANIA IADA Reg Evans, Executive Director 1501 North Front Street Harrisburg, PA 17102 717-238-9002 | Fax 717-238-3870 revans@piada.org www.piada.org SOUTH DAKOTA UCDA Jerry Vogeler, Executive Director P O Box 7077 Pierre, SD 57501 102 Telegraph Trail 57532 605-223-2060 | Fax 605-223-2061 jerryvogeler@vogeler-consulting.com TENNESSEE IADA Darryl Noble, Executive Director PO Box 2219 Lebanon, TN 37088 523 Crowell Lane 37088 615-506-4968 | Fax 615-443-7486 866-586-4232 dnoble@tniada.com www.tniada.com TEXAS IADA Jeff Martin, Executive Director P O Box 127 Round Rock, TX 78680-0127 512-244-6060 | 800-442-5944 Fax 512-244-6218 Jeff.martin@txiada.com www.txiada.com

26

2013 DSB_26.indd 1

3/28/13 9:13 AM

INDEPENDENT AUTO DEALERS ASSOCIATIONS

VIRGINIA IADA Lois Keenan, Executive Director 4700 Thoroughgood Square Virginia Beach, VA 23455 757-464-3460 | 800-394-1960 Cell 757-621-8424 Fax 757-460-1346 lois@viada.org www.viada.org WASHINGTON IADA Kurt Strovink, Executive Director P O Box 1837 Auburn, WA 98071-1837 707 Auburn Way S. Auburn WA 98002 253-735-0267 | 800-877-3577 Fax 253-804-0844 kurt@wsiada.com www.wsiada.com WEST VIRGINIA NIADA Direct State

2013 Data Source Book

UTAH IADA Wayne & Adam Jones, Exec. Directors 7414 South State Street Midvale, UT 84047-2014 801-566-3802 | 800-324-7009 Fax 801-566-0708 wjones@utahdealers.com ajones@associationsutah.com www.utahdealers.com

WISCONSIN ATDA Chris Snyder Legal Counsel/Lobbyist 150 E Gilman St. Ste. A Madison, WI 53703 608-251-5577 ext 107 Fax 608-251-4379 csnyder@watda.org www.watda.org WYOMING NIADA Direct State NATIONAL INDEPENDENT AUTOMOBILE DEALERS ASSOCIATION Michael Linn, CEO 2521 Brown Blvd.

Arlington, TX 76006 800-682-3837 www.niada.com CANADA ONTARIO UCDA Warren Bernard, Executive Director 230 Norseman St. Toronto, Ontario M8Z 6A2 416-231-2600 | 800-268-2598 Fax 416-232-0775 w.bernard@ucda.org www.ucda.org

TRADE ASSOCIATIONS

VAC.indd 1

2/26/13 3:50 PM

AMERICAN AUTOMOTIVE LEASING ASSOCIATION (703) 548-0777 FAX: (703) 548-1925 Pamela Sederholm, Executive Director 675 N. Washington Street, Ste. 410 Alexandria, VA 22314 www.aalafleet.com

AUTOMOTIVE RECYCLERS ASSOCIATION (888) 385-1005 FAX: (571) 208-0430 Michael E. Wilson, Chief Executive Officer 9113 Church St. Manassas, VA 20110 www.a-r-a.org

INTERNATIONAL AUTOMOTIVE REMARKETERS ALLIANCE (973) 398-2774 FAX: (973) 398-2731 Stephen Houston, Interim Executive Director 16738 Lakeshore Dr. #H-182 Lake Elsinore, CA 92530 www.iaraonline.org

NATIONAL AUTOMOBILE DEALERS ASSOCIATION (703) 821-7000 (800) 252-6232 Peter K. Welch, President 8400 Westpark Drive McLean, VA 22102 www.nada.org

AMERICAN RECOVERY ASSOCIATION (972) 755-4755 FAX: (972) 870-5755 Les McCook, Executive Director 5525 N. MacArthur, Blvd., Ste. 135 Irving, TX 75038 homeoffice@americanrecoveryassn.org www.repo.org

AMERICAN SALVAGE POOL ASSOCIATION (678) 560-6678 FAX: (678) 229-2777 Natalie Nardone Executive Director Suite 700-PMB 321 2900 Delk Road Marietta, GA 30067 www.aspa.com

NATIONAL ALLIANCE OF BUYHERE, PAY-HERE DEALERS (832) 767-4759 FAX: (713) 680-2474 Ken Shilson Founder 2180 North Loop West, Ste 270 Houston, TX 77018 www.bhphinfo.com

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

AUTOMOTIVE FLEET & LEASING ASSOCIATION (414)386-0366 FAX: (414) 359-1671 Bill Elliott, Executive Director 11950 W. Lake Park Drive Ste.320 Milwaukee, WI 53224 www.aflaonline.com

CONSUMER BANKERS ASSOCIATION Richard Hunt, President and CEO (202) 552-6382 FAX: (703) 528-1290 1225 Eye St., NW Ste. 550 Washington D.C. 20005. www.cbanet.org

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, Chief Executive Officer 5320 Spectrum Drive, Suite D Frederick, MD 21703 www.naaa.com

2013 DSB_27.indd 1

NATIONAL INDEPENDENT AUTOMOBILE DEALERS ASSOCIATION (817) 640-3838 (800) 682-3837 FAX: (817) 649-5866 Mike Linn, Chief Executive Officer 2521 Brown Blvd.

Arlington, TX 76006 www.niada.com

27

4/4/13 12:44 PM

2013 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

AUTO AUCTION

25 years of service to the remarketing industry.

ServNetAuctions.com OF THE

© 2013 ADESA, INC.

ADESA Dealer Connect posts inventory on your lot to ADESA.com. Your vehicles get national exposure to buyers with no retail downtime or transportation costs.

To get started, call 888-526-7326.

Ocala Auto Dealers Exchange

Cocoa Auto Dealers Exchange

Find Everything You Want at a ServNet Auction

BUSINESS OPPORTUNITIES

6IGIWWMSR +SX =SY (S[R#

Little Guy Can Help!

28

2013 DSB_28.indd 1

t -oX JOWFTUNFOU, IJHI SFUVSO

t $PSQPSaUF TVQQMJFE MFBET BOE TVQQPSU

t &YcMVTJWF, QSPUFDUFE UFSSJUPSy

t AOZ DBS DBO Uow

Exclusive dealership opportunities available now! Contact us!

877-545-4897

www.golittleguy.com

4/4/13 2:55 PM

CAR RENTAL COMPANIES

2013 Data Source Book

find out at

.com

2013 Data Source Book.ai 1 3/27/2013 3:45:08 PM

COMPUTER SOFTWARE

FINANCE

#SJHIUFS 3FNBSLFUJOH *OWFOUPSZ NBOBHFNFOU LFFQT HFUUJOH TNBSUFS XJUI "VUP*.4 #FODINBSLJOH "OBMZUJDT 1SPDFTT BOE 5FDIOPMPHZ $POTVMUJOH 4FSWJDFT ø:PVS OFYU CSJHIU JEFB JT B QIPOF DBMM BXBZ

ø

WE PROVIDE CAPITAL TO BUY-HERE, PAY-HERE DEALERS and let the dealer continue to collect!

4FSWJOH /PSUI "NFSJDB 4JODF

Up to 90% Advance

www.sdainc.net

Call Now! 1.800.467.5172 Michael Diaz

2013 DSB_29.indd 1

29

4/4/13 2:57 PM

2013 Data Source Book

FINANCE

FLOORPLANNING

Turn your paper into cash!

Westlake Offers Floorplans! t 4USFBNMJOF öOBODJOH øPPSJOH TZTUFNT t 4BWF CJH PO UFSN JOUFSFTU GFFT t &MJNJOBUF QBZPò EFBEMJOFT t *OTUBOU öOBODJOH UISPVHI 8FTUMBLF

Don’t drown in BHPH Paper.

Sell Us Your Portfolio.

Tel: 1-888-WFS-ALPS Fax: 323-954-5332 Web: www.westlakeALPS.com

8'4 '-3 EFBMFST!XGT øPPSJOH DPN

TRANSPORT

8F BSF UIF -FOEFS

8JUI *OEFQFOEFOU %FBMFST 8)&5)&3 :06 )"7& " 4*/(-& 7&)*$-&

:&4 :&4

XXX XFTUMBLFöOBODJBM DPN XXX EFBMFSDFOUFS OFU

t 0/-*/& $0.1&5*5*7& 3"5&4 t */463&% $0.1"/: "44&54 t -0$"- %3*7& "8": 4&37*$& t /"5*0/"- */5&3/"5*0/"- &/$-04&% 4)*11*/( t 4&37*$*/( "-- "6$5*0/4 /"5*0/8*%& t /*/& 453"5&(*$"--: 1-"$&% 5&3.*/"-4 t 4503"(& ."34)"--*/( '"$*-*5*&4

" 8)0-& 536$,-0"% 03 "/ &/5*3& '-&&5

+./ *4 :063 "/48&3

XXX KNOIBVM DPN TBMFT!KNOIBVM DPN

30

2013 DSB_30.indd 1

4/4/13 2:59 PM

TRANSPORT

- Special Back Haul Rates - Off Lease Internet Auction Sales - Specialize in Single Car Moves - Ship Cars Worldwide - $100,000 Insured Per Car -

13133 WEST STAR DRIVE SHELBY TWP., MI 48315 1-800-624-2021

2013 Data Source Book

TYME AUTO TRANSPORT LLC

CALIFORNIA

HONESTY INTEGRITY TRANSPARENCY

RESULTS! JOIN US EVERY WEDNESDAY FOR OUR WEEKLY DEALER AUCTION ONSITE OR ONLINE AT WWW.WSMAUCTIONS.COM

2013 DSB_31.indd 1

31

4/4/13 3:01 PM

2013 Data Source Book

CONNECTICUT

INDIANA

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

CLOSEST INDEPENDENT AUCTION TO NEW YORK CITY!

Dealer Sale Tuesdays 10:30 A.M. Fleet Lease, Repo, Donation Vehicle Specialists ALL VEHICLES - ALL LANES ON SIMULCAST!

CENTRALAA.COM FLORIDA

Fridays

WEEKLY 10:00am Early Bird Regular Sale DRAWING

ƫđƫ ƫđƫ 10+)+0%2!ƫ !) .'!0%*# + *ƫ 4ƫđƫ ġ 1(ƫđƫ +10$!.*ƫ !) .'!0%*# MONTHLY Specialty Sales Running after regular sale

5249 Capital Circle SW Tallahassee FL (850) 878-6200

Running after regular sale

SPECIALTY EQUIPMENT

Guarantee

Sale

BUY ONLINE @ WWW.BSCAMERICA.COM

-"/&4 "$3& '"$*-*5: 6/*54 8&&,-: /&8 $"3 4503&4

Û< ÛNYk`af_lgfÛ9dn\ ÛÝ=l ÛNYqf] Û@EÛ ÛÝÛ ¤ ¤

The ORIGINAL Truck Sale is back!!

Weekly Auto Sale on Tuesday at 9:30am Heavy Duty Truck Sale Every 1st & 3rd Wed. at 9:30am ;]Yd]jÛ:gflY[l ÛÛ 8jlÛ:j]a_`lgf =d]]l£C]Yk]Û:gflY[l ÛÛ :`jakÛNYdk`

9:00am Every THURSDAY Join us every week for

1045 4"-& */41&$5*0/4 3&$0/ '"$*-*5: '-003 1-"/ 015*0/4

t BDUJPO QBDLFE MBOFT t MBOFT PòFSFE POMJOF t 8FFLMZ QSPNPUJPOT t 0OTJUF øPPSQMBOOJOH Eric Autenrieth Owner/General Manager

Nicholas Financial, Inc. LEADING THE WAY IN AUTO & CONSUMER FINANCING

25..).' %6%29 7%$.%3$!9 !4 !32

.7 ST 3TREET s ,AUDERDALE ,AKES &, s 0HONE s WWW SFLAA COM

2013 DSB_32.indd 1

4425 W. Washington Center Road • Fort Wayne, Indiana 46818

www.indianaautoauction.net

(260) 489-2776

4/4/13 3:03 PM

MICHGIAN

Outstanding Service begins with Outstanding People

+ 1000 DEALER CONSIGNMENTS Lagniappe... that little something extra you get only at Louisiana’s 1st Choice!

EVERY WEEK

n Ally Auto Remarketing n Automotive Credit

Corporation

n Avis/Budget Group n CAC n Enterprise Holdings

BIG And Great Service

1800-2200 UNITS EVERY WEEK

EVERY WEDNESDAY

Sale Starts at 8:00 am

2013 Data Source Book

CONSIGNORS INCLUDE:

SELECTION

LOUISIANA

n GM Remarketing n GTB Remarketing n Hertz

Louisiana’s 1st Choice Auto Auction 8PPETDBMF 3PBE t )BNNPOE -" 1IPOF 'BY XXX -"'$"" DPN

n Remarketing Solutions n TD Auto Finance License AB-196

n US Bank

3711 Western Road | Flint, MI 48506 www.flintaa.com | 800.284.0034 | 810.736.2700

MARYLAND

~ ÛEgjlgfÛIgY\ÛÝÛGYjeY ÛD@Û ~ ~ ~~ÛâÛ ~ ÛâÛ=YpÛ ~ ~ ~~ ooo @ M]`a[d]8m[lagf [ge

CONSIGNMENT SALE EVERY WEDNESDAY 5:30 PM ÝÛFfkal]Ûe][`Yfa[Yd Ûj][gf\alagfaf_ Û¬ÛZg\qÛk`ghÛ[YhYZadalqÛ ÝÛKjYfkhgjlYlagfÛYfqo`]j]Ûoal`afÛl`]Û[gflaf]flYdÛLfal]\ÛJlYl]k ;]Yd]jÛ¬Û=£CÛÛ:gflY[l Û ÝÛ8mlgeglan]Û=afYf[]Û:gjhgjYlagfÛ¨8=:© :`]jqdÛ?gde]k ÝÛGjgm\Ûe]eZ]jÛg^Ûl`]ÛE888 ;]Yd]jÛ:gflY[l ÛÛ 8jlÛ:j]a_`lgf

MASSACHUSETTS

t 4JUVBUFE PO BDSFT PGG PG 3PVUF JO 0YGPSE .BTT t 4JY "VDUJPO -BOFT t 'VMM 3FDPO GBDJMJUZ DBGFUFSJB BOE NFDIBOJDT CBZ XJUI SPPN UP TUPSF VQ UP VOJUT t 0VS $VTUPNFS T $PNF 'JSTU 0VS TUBOEBSET BOE QSBDUJDFT IFSF BU $FOUSBM .BTT "VUP "VDUJPO BSF TFDPOE UP OPOF 0VS EFEJDBUFE BOE TLJMMFE TUBGG MPPLT GPSXBSE UP FBDI PQQPSUVOJUZ UP BTTJTU ZPV JO ZPVS FWFSZ SFNBSLFUJOH OFFE

12 Industrial Park East | Oxford, MA 01540 508-987-8396 | Fax: 508-987-6430 | www.cmaainc.com

2013 DSB_33.indd 1

4758 Division Street | Moline, MI 49335 616.877.2020 | 800.577.2886 | www.wmaa.net Michigan’s LARGEST Dealer Consignment Auction!

FLEET LEASE & CONSIGNMENT SALE EVERY FRIDAY 9:30 AM FLOAT SALE EVERY FRIDAY 8:30 AM COMMERCIAL TRUCK SALE FIRST FRIDAY EVERY MONTH

Dealer Contact: Art Creighton Fleet/Lease Contact: Nicki Brefke

ÝÛFfkal]Ûe][`Yfa[Yd Ûj][gf\alagfaf_ ÛZg\qÛk`ghÛ[YhYZadalq Û Û ¬Û[YjÛoYk` ÝÛKjYfkhgjlYlagfÛYfqo`]j]Ûoal`afÛl`]Û[gflaf]flYdÛLfal]\ÛJlYl]k ÝÛGj]¤JYd]ÛYf\ÛGgkl¤JYd]Û@fkh][lagfk ÝÛ9]klÛ=gg\ÛYlÛYfqÛYm[lagfÛafÛl`]ÛLJ8

33

4/4/13 3:04 PM

2013 Data Source Book

MINNESOTA

NEBRASKA

Independent ServNet Auction and Auction Contributor

Nebraska Auto Auction PROUD MEMBER OF SERVNET AUC TIONS

for dealers...by dealers

SALE DAY: Friday 10AM 100 Bach Ave. New York Mills, MN 56567 Transport Manager: Wendy Windels 218-385-3777 or 800-458-5506 Office Manager: Jeanne Roggenkamp Fax: 218-385-3232 CEO: Robert E Thompson www.msaanym.com Dealer Financing Available msaanym@arvig.net AFC, Ally, DSC, MAFS, Auto Use Fleet/Lease Contact: Dee Sullivan

Pres. / Manager: Robin R. Thompson

MISSOURI

7500 N. 56th St Lincoln, NE 68514 (402)466-8477 Tuesdays 10:30 AM www.nebraskaautoauction.com NEW YORK

Eight Lane Auction Every Friday at 9:20 AM! Dealer Consignment & Commercial Vehicles

1000+ Vehicles per Week! • Live Internet Bidding Closed GM Factory Auctions Alternate Thursdays 830 Talmadge Hill Road South • Waverly, New York 14892

11101 North Congress, Kansas City, MO 64153 P: 816.502.3318 | F: 816.801.8565 | kciaa.com

607-565-8151 • www.statelineauto.com

New York’s Largest Auto Auction!

OHIO

Salvage Sale

All units offered via Simulcast Online platforms include: 35 acre facility, five lanes and 10,000 sq. ft. reconditioning center Transportation Assistance available

venue: redefined.

Join us every Tuesday or log in to www.auctioneverywhere.com to see why participating dealers are calling our redefined venue

“credible, efficient, and seamless.”

EVERY TUESDAY STARTING PROMPTLY AT 1 P.M.

RESERVATIONS/DETAILS

34

“The Pulse of the Auction Industry in the Heart of Missouri”

2013 DSB_34.indd 1

auctioneverywhere.com

614.477.4897

4/4/13 3:06 PM

OKLAHOMA

RHODE ISLAND

2013 Data Source Book

OKC

BF

RB Leasing Remarketing

PENNSYLVANIA

SOUTH CAROLINA

".

": "5 % 4 3 6 ) 5 : 3 & /-: "-& %": &7

4

%&"-&3 0

1" t -0$, )"7&/ DQBBVUPBVDUJPO DPN

PY # 0 1 t X &YJU * t XX t '"9

1)0/& : .0/5)-:

% 5)634%" / ". 5)*3 *0 $5 6 " %": "5 1.

-& *$ &) &7&3: 5)634 4 t 65*-*5: 7 / 0 4* &4 44 0 0/ '"$*-*5: "/, 3&1 /4*5& '6-- 3&$ 0 t t '-&&5 -&"4& # / *0 "5 35 0 /&% 53"/41 /5"5*0/ t "6$5*0/ 08 6$5*0/ 3&13&4& " t 5 &1 % -& *5 7 5 ,1054 t 0/-*/& 1" %. &&,-: $"4) +"$ 8 t 4 / *0 $5 ... t 0/-*/& "6 N YOU DESERVE YEARS OF

AL ATTENTIO OF OUR FAMILY! AL, INDIVIDUM RT PLUS PERSON CO E BE A PA

25 PROVEN SERVICE

Tuesdays Thursdays 7 Lanes Selling 10:00am Bi-weekly Damaged Sale - 9:00am GM Closed Sale GM/Ally Open Sale - 10:00am GM Dealers Only Lease and Repo Sale - 10:00am Consignment Sale 1000 + Units - 10:45am Simulcast at www.pittautoauction.com

Pittsburgh Independent Auto Auction 724-925-4700 www.pittautoauction.com

BB&T 35

2013 DSB_35.indd 1

4/4/13 3:08 PM

2013 Data Source Book

TENNESSEE OUR DIFFERENCE IS NIGHT & DAY!

WASHINGTON

Chattanooga Auto Auction Dealer & Public

6:30pm

Tuesdays

Dealer Only

10:00am

NIGHT SALE

Thursdays

weekly

weekly

CONSIGNMENTS

DEALER SALES

averaging

Fleet/New Car Dealer

300 vehicles

500 vehicles

www.chattaa.com 2120 Stein Drive in Chattanooga TN

2215 South Hayford Road, Spokane, WA 99224 P: 509.244.4500 | F: 509.244.8244 | daanw.com

(423) 499-0015 TEXAS

WEST VIRGINIA

7930 Artcraft Road, El Paso, TX 79932 P: 915.587.6700 | F: 915.587.6701 | epiaa.com UTAH

36

2013 DSB_36.indd 1

4/4/13 3:09 PM

WhannTech_0413UCN_DSB_Layout 1 3/28/13 12:12 PM Page 1

MOBILE TECHNOLOGY AT ITS BEST. COOL APPS THAT ARE SMART TO HAVE AND EASY TO USE.

2013_DSB_C3 inside back.indd 1

Make quick and informed decisions in the auction lane and on the lot.

Our world-class barcode scanner enables views of valuation guides, market information, recall notices, vehicle history reports and more.

3/28/13 5:13 PM

Take the betting out of bidding

Evaluating thousands of vehicles. Buying cars sight-unseen. Pulling the trigger on great buys before the competition. To find the inventory you need to succeed, online auctions are more critical than ever. But they can also be more overwhelming and risky. Until now.

Introducing AuctionGenius. From book values to condition and history reports, AuctionGenius puts everything you need to know all on one customizable display. There’s no easier way to get the values you know and trust — and no faster way to make the right decision every time.

Auction partners:

Analyze 10x the cars in less time Make remote buys with less risk Customize views of just what you need for smart buys Manage multiple lanes at the same time It’s the ultimate heads-up display for all your favorite auctions.

Sign up today and be a genius at auction tomorrow.

Visit auctiongenius.com/go/genius or call 866-650-2799.

Smart. Simple. Stand-alone.

Applications that solve everyday challenges for every kind of dealer.

12-MW-0494_ad_AG_2013 Q1 Print Management_UCNDSB.indd 1 2013_DSB_C4 back cover.indd 1

3/27/13 11:11 AM 3/27/13 1:02 PM