2014 Data Source Book

Data Source Book

2014 2014 DSB_FC.indd 1

THE ULTIMATE REFERENCE GUIDE FOR DEALERS

4/18/14 1:12 PM

RETAIL. WHOLESALE. SALVAGE. SPECIALTY.

2014 DSB_IFC.indd 1

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LETTER FROM THE PUBLISHER To Our Readers: The staff of Used Car News would 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 for their help in providing data, charts and input for the 2014 Data Source Book.

Their contributions to this, our 17th annual edition, were vital to its success.

Charles M. Thomas Founder (1947-2002)

2014 DATA SOURCE BOOK

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 800-794-0760 Fax: 586-772-9400 Web Address: www.usedcarnews.com

We hope you find the information regarding the used car industry helpful in making prudent, thoughtful and lucrative business decisions.

Lynda R. Thomas, Publisher

-- Lynda R. Thomas Publisher

Colleen Fitzgerald, General Manager

Editorial: Ted Craig, Managing Editor Jeffrey Bellant, Staff Writer Gabriel E. Camero, Intern

Contributing Writers: Ed Fitzgerald, Jenny King, Sheila McGrath Columnist: Tony Moorby

Advertising: Shannon Colby, Megan Frump, Marie Hingst , Circulation: Helen Thomas

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

Wholesale ......................................................................................... 2 Finance ........................................................................................... 14 Buy-Here, Pay-Here ....................................................................... 26 Dealer Data .................................................................................... 30 State Departments of Motor Vehicles ........................................... 32 Independent Automobile Dealer Associations .............................. 33 Trade Associations ........................................................................ 34 Directory ......................................................................................... 35

To view the online version of the Used Car News Data Source Book, go to http://usedcarnews.com/ ucn-in-print/data-source-book

USED CAR NEWS

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

TABLE OF CONTENTS

1 2014 DSB_01.indd 1

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Total Wholesale Supply - Off-Rental Source: Manheim Consulting

2.2

Millions of Vehicles

2014 DATA SOURCE BOOK

WHOLESALE DATA

1.9

1.7

1.5

1.3

1.1

‘95

‘97

‘99

‘01

‘03

‘05

‘07

‘09

‘11

‘13

‘15

Average Mileage – Rental Risk Units Source: Manheim Consulting

2010

2011

2012

2013

45,000

40,000

35,000

30,000

Jan

Feb

Mar

Apr

May

Jun

Jul

Aug

Sep

Oct

Nov

2010

2011

2012

Dec

Average Auction Price – Rental Risk Units Source: Manheim Consulting

2013

$17,000

USED CAR NEWS

$16,000 $15,000 $14,000 $13,000 $12,000

Jan

Feb

Mar

Apr

May

Jun

Jul

Aug

Sep

Oct

Nov

Dec

2 2014 DSB_02.indd 1

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WHOLESALE DATA 2014 DATA SOURCE BOOK

Average Auction Price – Midsize Fleet Cars Source: Manheim Consulting $12,000

$11,000

$10,000

$9,000

$8,000

$7,000

$6,000

$5,000

$4,000

Jan ’03

Jan ’04

Jan ’05

Jan ’06

Jan ’07

Jan ’08

Jan ’09

Jan ’10

Jan ’11

Jan ’12

Jan ’13

Jan ’14

Total Off-Lease Volumes Source: Manheim Consulting

4.0

Millions of Units

3.5

3.0

2.5

USED CAR NEWS

2.0

1.5

1.0

’98

’99

’00

’01

’02

’03

’04

’05

’06

’07

’08

’09

’10

’11

’12

’13

’14

’15

’16

3 2014 DSB_03.indd 1

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2014 DATA SOURCE BOOK

WHOLESALE DATA Average Mileage - Dealer Consigned Vehicles Source: Manheim Consulting

105,000

100,000

95,000

90,000

85,000

Jan ’08

Jan ’09

Jan ’10

Jan ’11

Jan ’12

Jan ’13

Jan ’14

Percentage Distribution Of Auction Sales By Model Year Source: Manheim Market Analysis Report

‘03

‘04

‘05

‘06

‘07

‘08

‘09

‘10

‘11

‘12

‘13

45% 40% 35% 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+ prior MY

NAAA - Member - Auction Volumes Source: Manheim Consulting

In Millions of Units

USED CAR NEWS

10 8 6 4 2 0

’97

’98

’99

’00

’01

’02

’03

’04

’05

’06

’07

’08

’09

’10

’11

’12

’13

4 2014 DSB_04.indd 1

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WHOLESALE DATA Source: Manheim Consulting Excludes salvage

Average miles at time of sale; all transactions between $4,000 and $6,000, sold between April 1 and May 15

2014 DATA SOURCE BOOK

What $5,000 Will Buy

USED CAR NEWS 5 2014 DSB_05.indd 1

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2014 DATA SOURCE BOOK

WHOLESALE DATA New Lease Volume (Percent Change from Prior Year) Source: ADESA Analytical Services

40% 30%

27.3% 22.6%

20% 12.1%

10%

7.7%

7.1%

5.6%

0% -10% -20% -25.5%

-30%

-27.6%

-40% 2006

2007

2008

2009

2010

2011

2012

2013

New Vehicle Inventories and Dealer Floor Plan Financing at Franchise Dealerships Source: ADESA Analytical Services

New Vehicle Inventory (Days Supply)

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

140

$120,000

120

$100,000

100

USED CAR NEWS

80 $60,000 60

$ Millions

Days Supply

$80,000

$40,000 40 $20,000

20

0

$0 Jan ’06

Jan ’07

Jan ’08

Jan ’09

Jan ’10

Jan ’11

Jan ’12

Jan ’13

6 2014 DSB_06.indd 1

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WHOLESALE DATA Source: ADESA Analytical Services

Avg Prices ($ Unit)

’13 vs. ’12 Incr/(Dec)

2013

2012

Amount

Percent

ALL VEHICLES

$9,735

$9,923

($188)

-1.9%

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

$8,762 $6,864 $8,068 $7,129 $11,994 $12,512

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

($309) ($377) ($84) ($625) ($544) ($304)

-3.4% -5.2% -1.0% -8.1% -4.3% -2.4%

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

$9,792 $6,791 $9,930 $11,292 $6,931 $10,661 $18,664 $7,310 $11,899

$9,831 $7,082 $9,567 $9,567 $7,042 $11,631 $19,150 $7,601 $11,421

($38) ($291) $362 $362 $382 ($111) ($970) ($486) ($291)

-0.4% -4.1% 3.8% 3.5% -1.6% -8.3% -2.5% -3.8% 4.2%

CROSSOVERS Compact CUV Mid/Fullsize CUV

$12,937 $11,504 $14,388

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

($358) $311 ($1,364)

-2.7% 2.8% -8.7%

2014 DATA SOURCE BOOK

Wholesale Used Vehicle Price Trends - YTD Through December

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7 2014 DSB_07.indd 1

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2014 DATA SOURCE BOOK

WHOLESALE DATA Average Gain or Loss on Lease Returns Ford Credit

Source: Manheim Consulting

Ally

$4,000

looking for a

ONE STOP SHOP

$3,000

to fund your dealership needs?

$2,000

WE BUY BHPH NOTES

$1,000

AND A WHOLE LOT MORE!

$0

-$1,000

t -PDBM PPJOU PG 4FrWJDF JO Y063 .BSLFU PJOU PG 4FrWJDF JO Y063 .BSLFU -$2,000

t #VML 1VSDIBTF 1SPHSBN XJUI /0 IBTTMFT

-$3,000

-$4,000

2007

2008

2009

2010

2011

2012

6 months 2013

New Vehicle Lease Originations Source: Manheim Consulting

4.0

t 4USFBN PG PBZNFOU BZNFOU AdvBODFT NPOUIT

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

3.5 3.0

t 4FrWJDJOH GPS BMM WJDJOH GPS BMM UZQFT PG "VUP 3FDFJvBCMFT

Millions

2.5 2.0

t #BDLVQ 4FrWJDFS BOE WJDFS BOE $VTUPEJBO GPS #BOLT BOE 'JOBODF $PNQBOJFT

USED CAR NEWS

1.5 1.0 0.5 0.0 ‘98 ‘99 ‘00 ‘01 ‘02 ‘03 ‘04 ‘05 ‘06 ‘07 ‘08 ‘09 ‘10 ‘11 ‘12 ‘13

8 2014 DSB_08.indd 1

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2014 DSB_09.indd 1

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NAAA Member - Projected Auction Volumes Source: Manheim Consulting

Dealer consignment

Commercial consignment

These projections include non NAAA-member auctions sales and online, offsite transactions

12

+4.8%

10

In Millions of Units

2014 DATA SOURCE BOOK

WHOLESALE DATA

+5.0%

+2.3%

8

6

4

2

0

2014

2015

2016

USED CAR NEWS

2013

10 2014 DSB_10.indd 1

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2014 DSB_11.indd 1

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2014 DATA SOURCE BOOK

WHOLESALE DATA Wholesale Volumes Source: ADESA Analytical Services

’13 vs ’12 Variance 30,000

2013 Sales Volume

7,930

10%

21,288

Government 20,000

24%

Commercial 10,000

Commercial

Rental

66%

Government

Rental

(-3,806)

(-5,000)

USED CAR NEWS

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12 2014 DSB_12.indd 1

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WHOLESALE DATA 2011

Source: Manheim Consulting

2012

2013

$11,000

$10,500

2014 DATA SOURCE BOOK

Average Auction Price – Dealer Consigned Units

$10,000

$9,500

$9,000

Jan

Feb

Mar

Apr

May

Jun

Jul

Aug

Sep

Oct

Nov

Dec

Dealer Consignment Sales as % of NAAA Member Auction Volumes Source: Manheim Consulting

70%

60%

50%

40%

30%

USED CAR NEWS

20%

10%

0%

’01

’02

’03

’04

’05

’06

’07

’08

’09

’10

’11

’12

’13

13 2014 DSB_13.indd 1

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2014 DATA SOURCE BOOK

FINANCE DATA Average Monthly Payment

No Lender on Title

Source: Experian Automotive

Source: Experian Automotive

Q4 2012

$11

Q4 2013

Q4 2012

50% 47.2%

$500 $450

46.5%

45%

$471

$460

Q4 2013

$4

40%

$400

35% $352

$348

$350

30%

$300 25%

$250

20%

$200 $150

15%

$100

10%

$50

17.9%

16.3%

5%

$

0% New

Used

New

Average LTV by risk segment

Number of Repossessions

Source: NADA Used Car Guides; Experian Automotive

Source: Experian Automotive

Used

2.1 160%

Average LTV new 149.2% 142.3%

140%

Average LTV used

126.0%

125.5%

1.9 136.8% 122.2%

129.9% 114.3%

120%

116.9%

Millions

100%

USED CAR NEWS

1.7

98.8%

1.5

80%

1.3

60%

1.1

40%

0.9

20%

0.7

0% Deep subprime

Subprime

Nonprime

Prime

Super prime

0.5 1995

1997

1999

2001

2003

2005

2007

2009

2011

2013

2015

14 2014 DSB_14.indd 1

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FINANCE DATA Risk Distribution of Used Loans

Source: Experian Automotive

Deep subprime

100%

Subprime

Source: Experian Automotive

Nonprime

48.65%

Prime

Super prime

Deep subprime

100%

44.32%

90%

90%

80%

80%

Subprime

21.72%

-1.9%

60% 21.59%

2.82% 17.71%

40%

40% 20.32%

18.71%

3.9% 12.07%

10.81%

0%

2.03%

2.96%

Q4 2012

23.23%

27.11%

21.94%

-1.6%

30%

20% 10%

22.11%

50%

18.54%

30%

Super prime

70% 60%

50%

Prime 19.49%

14.46%

70%

Nonprime

2014 DATA SOURCE BOOK

Risk Distribution of New Loans

20% 10%

Q4 2013

0%

17.63%

14.6%

Q4 2012

Q4 2013

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15 2014 DSB_15.indd 1

4/16/14 1:06 PM

2014 DATA SOURCE BOOK

FINANCE DATA Repossession Rates by Lender Type Bank

Source: Experian-Oliver Wyman Market Intelligence Reports

Captive

Credit Union

0.70%

0.60%

0.60% 0.52%

0.51%

0.50%

0.34%

0.32%

0.23% 0.18% 0.15%

0.40%

0.30%

0.20%

0.10%

0.10%

Q4 2006

Q4 2007

Q4 2008

Q4 2009

Q4 2010

Q4 2011

Q4 2012

Q4 2013

0.00%

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2014 DSB_17.indd 1

4/16/14 12:54 PM

2014 DATA SOURCE BOOK

FINANCE DATA Average Loan Rate

Average Loan Term Q4 2012

Source: Experian Automotive

Q4 2013

23 bps

10% 9%

Q4 2012

Source: Experian Automotive

72

8.71%

8.48%

Q4 2013

1 bps

8% 65

65

7%

1 mo

6%

1 bps

5%

60 4.36%

61

60

4.37%

4% 3% 2% 1% 0%

48 New

New

Used

NADA MarketValues

Make the right move at auction.

Average LTV by Lender Source: NADA Used Car Guides; Experian Automotive

Guidebook values

160%

Auction transactions

140%

Average LTV New

Average LTV Used

152.4%

135.8% 126.9%

Vehicle history reports

Used

133.8%

128.6% 123.2%

120%

115.3% 109.2%

110.4%

108.8%

100%

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USED CAR NEWS

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NADA Used Car Guide

Bank

Captive

Credit Union

Finance

Market Totals

4/16/14 1:39 PM

FINANCE DATA Source: Experian Automotive

14% 12.12% 12% 10% 11.80% 8.88% 8% 8.81% 6% 4% 2% 0% Deep Subprime Subprime

Q4 2012

Q4 2013

Average Used Rate 18.14%

16% 12% 5.33% 2.90%

5.32%

Prime

2.72%

Q4 2012

0%

Super Prime

Average New Amount Financed Source: Experian Automotive

13.56%

4%

3.61%

Nonprime

14.04%

17.34%

8%

3.72%

Q4 2013

$30,000 $29,385 $28,802 $29,000 $27,828 $28,000 $26,563 $27,854 $27,000 $27,831 $25,936 $26,000 $24,874 $25,000 $25,880 $25,428 $24,000 $23,000 $22,000 Deep Subprime Subprime Nonprime Prime Super Prime

Q4 2013

Q4 2012

Source: Experian Automotive

20%

8.13% 5.12%

7.85%

3.79% 3.52%

5.08%

Deep subprime

Subprime

Nonprime

Prime

Super prime

2014 DATA SOURCE BOOK

Average New Rate

Average Used Term Source: Experian Automotive

Q4 2012

72

63.36

62.88

60.73

60.54

60

56.73

62.14

62.68

60.29

59.25

55.31

48

Q4 2013

Deep Subprime

Subprime

Nonprime

Prime

Super Prime

Market Connect

TM

Average New Term Source: Experian Automotive

Q4 2012

72 70.91 70.25

70.62 69.88

69.65 69.03

60

Q4 2013

67.46

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61.51

67.04

61.28

48

Deep Subprime

Subprime

Nonprime

Prime

Super Prime

Average Used Amount Financed Source: Experian Automotive

Q4 2013

$19,316

$19,367

$25,000 $20,000 $14,410

$15,000 $10,000

$14,408

$16,368

$18,384 $17,712

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USED CAR NEWS

Q4 2012

19 2014 DSB_19.indd 1

4/16/14 1:40 PM

2014 DATA SOURCE BOOK

FINANCE DATA New Loan Market Share

Average New Payment $510 $500 $490 $480 $470 $460 $450 $440 $430

45% 40% 35% 30% 25% 20% 15% 10% 5% 0%

$499 $366

$496 $485 $369

$348 $487

$340 $471

$480 $357 $464

$456 $346

$459 $338 $455

Deep subprime

Subprime

Nonprime

Prime

Super prime

Q4 2012

Source: Experian Automotive $372

Q4 2013

30%

41.26%

20.8%

20% 3.8%

2.1%

14.2%

4.68%

0.18%

Bank

BHPH

Captive

Credit Union

10% 0%

12.80%

12.0%

40% 35% 30% 25% 20% 15% 10% 5% 0%

$350

$348

$340

$357

Subprime

$346

$338

$337

Nonprime

Prime

Market share

Source: Experian Automotive

$366

$369

Deep subprime

41.08%

YOY change in share

Finance

-10% -20%

Used Loan Market Share

Average Used Payment $380 $370 $360 $350 $340 $330 $320 $310

Market share

Source: Experian Automotive

Q4 2013

Q4 2012

Source: Experian Automotive

Super prime

YOY change in share

36.25% 21.9%

22.37%

20.13%

13.61%

4.2%

7.9%

Bank

BHPH

7.64%

4.4%

Captive

Credit Union

2.2%

Finance

25% 20% 15% 10% 5% 0% -5% -10%

Top 20 Lenders by Total Loan (Retail) Market Share Q4 2013 Used Loan Share

Source: Experian Automotive

7%

20%

14.3%

10.8%

6%

YOY Change in Share

48.2% of New Financing 16.4%

5.78% 9.5%

4.76%

5% 0.3%

0%

-5.8%

4.10%

4% -9.0%

3.56%

-10% 3.42%

-10.9%

-19.7%

-14.5%

-15.1%

10%

8.0% -3.1%

3.8%

4.58% 4.53%

3%

4.1%

9.1%

2.67%

-20%

USED CAR NEWS

-27.8% -31.7%

2%

-30%

1.67% 1.58% 1.56% 1.30% 1.28% 1.21% 1.13% 1.05% 1.04% 1.03% 1.02% 0.97%

1%

-38.0%

0% Wells Fargo

Chase

Ally

Toyota Capital One

Ford

Honda Nissan Chrysler Santander Bank of 5/3 Infinity Capital America Bank

TD Auto USBank BMW Suntrust Carmax Finance Bank Bank

PNC Hyundai USAA Bank

-40%

-50%

20 2014 DSB_20.indd 1

4/16/14 12:54 PM

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2014 DSB_21.indd 1

4/16/14 12:55 PM

2014 DATA SOURCE BOOK

FINANCE DATA Top 20 Lenders by New Loan (Retail) Market Share Q4 2013 Used Loan Share

Source: Experian Automotive

9%

40%

34.5% 8.34%

8%

8.18%

74.8% of New Financing

7.99% 20.0%

7% 9.9%

6.31%

13.1%

30%

17.5%

20%

6.38%

6%

8.8% 15.5%

10%

5.85%

0%

5%

-9.6%

-10.7%

4.40%

-3.4%

4%

YOY Change in Share

-10%

4.04%

-7.6%

-19.5%

-11.1%

-20%

-16.3%

3%

2.81% -28.4%

2%

-19.9%

-20.8%

2.52% 1.91%

1.89%

1.86%

1.84%

1.71%

1.41%

-23.5%

1.39%

1.36%

-30% -40%

1.27%

1.26%

1%

-50% -48.9%

0%

-60% Toyota

Ford

Honda

Chase Nissan Infinity

Ally

Capital One

Wells Chrysler Hyundai US Fargo Capital Bank

World Bank of TD Auto PNC Omni America Finance Bank

5/3 Bank

BMW RBS Suntrust VW Bank Citizens Bank Credit

Top 20 Lenders by Used Loan (Retail) Market Share Q4 2013 Used Loan Market Share

Source: Experian Automotive

YOY change in share

8%

20% 37.7% of Used Financing

7% 6%

6.83%

5.3%

3.8%

8.2%

6.6%

5.2%

3.5%

10%

2.3%

6.3%

-0.6%

-2.6%

-1.5%

0%

-5.4% -9.7%

5%

-10%

-13.9% 3.91%

4%

3.81%

3.79%

-17.2%

-19.5% -22.4%

-20%

-24.1%

USED CAR NEWS

3% 2.24%

2%

2.20%

-30% 1.64%

1.53%

1.37%

1.23%

1% 0%

Wells Fargo

Capital One

Ally

Chase

Toyota Santander Carmax Credit Bank of 5/3 Acceptance America Bank

-40.9% 0.99%

0.98%

0.98%

0.98%

0.94%

0.93%

0.92%

0.85%

0.82%

0.78%

USAA Huntington Chrysler BMW TD Auto Westlake Suntrust Navy Americredit Ford Capital Bank Finance Bank FCU

-40%

-50%

22 2014 DSB_22.indd 1

4/16/14 12:55 PM

FINANCE DATA Market Share

Source: Experian Automotive

40%

Average Amount Financed

YOY Change in Share

20%

38.06%

14.5%

$26,691

15%

Q4 2013

$739

$30,000

35%

Q4 2012

Source: Experian Automotive

$27,430

$25,000

30% 10%

$345

$20,000

25%

$17,974

$17,629 20.25%

20%

18.78%

5%

2014 DATA SOURCE BOOK

Automotive Loan Market Share

$15,000

3.2%

4.2%

15%

14.34%

10%

0%

$10,000

8.57%

-5%

$5,000

5% 0%

-7.7%

Bank

-6.7%

BHPH

Captive

Credit Union

-10%

$

New

Finance

Used

Average Credit Scores by Vehicle Type Source: Experian Automotive

New

Used

760 738

740 720

727

732

728

724 715

711

700 680 660 640

649

653

647

644

646

637 630

USED CAR NEWS

620 600 580 560 Q4 2007

Q4 2008

Q4 2009

Q4 2010

Q4 2011

Q4 2012

Q4 2013

23 2014 DSB_23.indd 1

4/16/14 3:02 PM

2014 DATA SOURCE BOOK

FINANCE DATA Credit Default Rates Auto Index

Source: Experian Automotive

Bank Card Index

First Mortgage Index

10% 9% 8% 7% 6% 5% 4% 3% 2% 1% 0% Nov ’06

Nov ’07

Nov ’08

Nov ’09

Nov ’10

Nov ’11

Nov ’12

Nov ’13

USED CAR NEWS

Nov ’05

24 2014 DSB_24.indd 1

4/16/14 3:30 PM

FINANCE DATA New lease market share

Source: Experian Automotive

Source: Experian Automotive

45%

25%

% of new financing by term 41.2%

YOY change in term

40%

19.0%

20%

35%

Share of new financing

30%

Share of all new

28.84%

35% 15% 30%

25%

23.66%

28.5%

24.79% 23.13% 24.2%

20.65%

10%

25%

2014 DATA SOURCE BOOK

New Financing by Term

20% 20.3% 19.2%

20.1%

20%

5%

15%

0%

10%

-5%

5%

-10%

0%

19.0%

16.8%

1.3%

15% 10%

-

- 4.8%

5.5%

- 3.9%

4.7%

5% 4.5%

0%

25-36

37-48

49-60

61-72

73-84

Q4 2009

Q4 2010

Q4 2011

Q4 2012

Q4 2013

We bring the

REMARKETING INDUSTRY

Contact us to learn more about the software and services that connect the remarketing industry.

888-683-2272 Customer.service@autoims.com www.autoims.com

USED CAR NEWS

TOGETHER

25 2014 DSB_25.indd 1

4/16/14 3:02 PM

2014 DATA SOURCE BOOK

BUY-HERE, PAY-HERE DATA BHPH Financial Trends

BHPH Financial Trends

Source: Subprime Analytics

Average Weekly Payment Amount: 2009 - 2013

Average Vehicle Cost, Down Payment, Cash In Deal: 2009-2013

Source: NCM / Subprime Analytics

Average Vehicle Cost

Average Down Payment

Average Cash in Deal

$87

$87

$87

2012

2013

$7,000 $6,181

$6,000 $5,000

$5,029

$5,582

$5,466

$5,150

$4,507

$5,294

$4,672

$85

$85

$4,117

$4,000

$86

$86

$3,990

$84

$3,000

$84

$2,000 $83 $1,000

$1,130

$1,039

$1,033

2010

2011

$959

$910

$0

$82 2009

2012

2013

2009

2010

BHPH Financial Trends

BHPH Financial Trends

Source: Subprime Analytics

Source: Subprime Analytics

Average Recovery Dollars Per Unit: 2009 - 2013

Bad Debts: 2009 - 2013

$2,971

$3,000

$2,437

$2,500

$2,000

$2,152

$2,286

Note: Percentages are expressed as percentage of vehicle sales

30% 24%

25%

$2,295

21% 20%

21%

20% 18%

15%

$1,500

USED CAR NEWS

2011

10%

$1,000

5%

$500

0%

$0

2009

2010

2011

2012

2013

2009

2010

2011

2012

2013

26 2014 DSB_26.indd 1

4/16/14 3:42 PM

BUY-HERE, PAY-HERE DATA 2014 DATA SOURCE BOOK

BHPH Financial Trends

BHPH Financial Trends

Average Amount Financed: 2008 – 2011

Costs / Expenses: 2009 – 2013

Source: Subprime Analytics

Source: SGC Certified Public Accountants

$12,000

Cost of Vehicles

Operating Expenses

70% $11,500

60%

59%

59%

59%

60%

58%

$11,000 $10,689

50%

$10,500 $10,084

40%

$10,000 $9,667

$9,500

30%

$9,488 $9,412

20%

$9,000

21%

20%

20%

19%

21%

10%

$8,500

0%

$8,000 2009

2010

2011

2012

2013

2009

2010

2011

2012

2013

USED CAR NEWS 27 2014 DSB_27.indd 1

4/16/14 3:30 PM

2014 DATA SOURCE BOOK

BUY-HERE, PAY-HERE DATA Cost of Vehicle Sales as Percentage of Vehicle Sales 2013 % of Vehicle Sales

Cost of vehicles

2012

43.81 days

56.62 days

62.29 days

Cost of Vehicle Sales /Average Inventory Dollars

7.2 x

7.1 x

6.1 x

7.38%

Vehicle Sales / Average Inventory Dollars

12.61 x

12.82 x

11.16 x

2.96%

3.28%

Vehicle Sales / Total Assets

1.05 x

1.06 x

0.97 x

60.22%

58.28%

Total Assets / Total Liabilities

1.99 x

1.94 x

1.98 x

Allowance for Bad Debts / Finance Receivables*

25%

24%

23%

Total Debt / Total Assets

50%

52%

51%

47.62%

Reconditioning costs

5.50%

Other

Operating Expenses

as Percentage of Vehicle Sales 2013

2012

% of Vehicle Sales % of Vehicle Sales

USED CAR NEWS

2013 Average 2012 Average 2011 Average Benchmark Benchmark Benchmark

Balance Sheet

% of Vehicle Sales

51.76%

Total cost of vehicle sales

Ratio Comparisons: 2011 – 2013 (Inventory x Days) / Cost of Vehicle Sales

* Finance receivables are net of unearned finance charges

2013 Average 2012 Average 2011 Average Benchmark Benchmark Benchmark

Income Statement Bad Debts / Vehicle Sales

25%

24%

21%

Cost of Vehicle Sales / Vehicle Sales

60%

58%

59%

Gross Profit*** / Vehicle Sales

31%

34%

37%

Advertising

3.80%

2.80%

Bank charges

0.20%

0.15%

Operating Expense / Vehicle Sales

21%

19%

20%

Contributions

0.04%

0.06%

Interest Expense / Financing Income

19%

18%

15%

Depreciation

0.40%

0.27%

Operating Income / Vehicle Sales

10%

15%

17%

Dues and Subscriptions

0.12%

0.09%

Financing Income / Vehicle Sales

16%

16%

17%

Compensation** / Vehicle Sales

10%

10%

10%

Insurance

0.27%

0.22%

Reconditioning Cost / Vehicle Sales

6%

7%

7%

Legal and accounting

0.42%

0.20%

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

Outside services

0.03%

0.21%

Office expense

0.80%

0.63%

Rent

2.39%

1.73%

Repairs and maintenance

0.47%

0.57%

Salaries (non-owners) 10.17%

10.07%

x = times

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

Loss Statistics – 2013 Loss Statistics

2012

2011

2010

Average gross dollar loss (before recoveries)

$8,381

$7,737

$7,245

$5,410

$5,300

$4,950

Taxes - general

0.10%

0.07%

Average net dollar loss (after recoveries)

Other Operating Expense

Average default rate (% of loans written off)

0.22%

0.13%

31.41%

31.32%

31.03%

Average gross dollar loss rate (% of principal)

37.75%

38.64%

38.61%

Taxes - payroll

0.70%

0.66%

Average net dollar loss rate (% of principal)

24.37%

25.95%

26.38%

Average recovery (% of principal charged off)

Utilities and Telephone

0.39%

0.53%

35.40%

31.50%

31.70%

Highest cumulative default month after origination

19th Month

20th Month

22nd Month

Highest frequency of default (month after origination)

5th Month

5th Month

5th Month

Worst periodic loss month after origination

February

February

February

Travel / Training

0.40%

0.26%

Total operating expense

20.92%

18.65%

28 2014 DSB_28.indd 1

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

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

4/16/14 3:03 PM

BUY-HERE, PAY-HERE DATA

2013 NCM Benchmarks 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

610

653

687

$ 4,926

$ 4,435

$ 3,947

$ 5,487

$ 6,366

$ 5,792

$ 1,026

$ 768

$ 806

$ 4,509

$ 5,009

$ 4,731

Average cash down payment

$ 1,134

$ 1,494

$ 1,504

Average amount financed

$ 9,664

$ 9,627

$ 9,427

143

139

135

Average term of loan (in weeks)

2014 DATA SOURCE BOOK

Dealer Operating Information 2011 – 2013

Collections / Recoveries Average weekly payment amount

$ 87

$ 87

$ 86

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

17.8%

28.6%

25.9%

Average net loss per charge off

88 $ 4,584

102

93

$ 4,216

$ 3,542 85.20%

Average portfolio delinquency Current

83.70%

83.10%

0-10 days

9.30%

10.30%

8.40%

11-29 days

4.10%

3.70%

4.00%

30-59 days

1.70%

1.70%

1.50%

60-89 days

0.60%

0.60%

.50%

90+ days

0.60%

0.60%

.40%

100.00%

100.00%

100.00%

94

103

0-30 days

40.80%

40.50%

49.80%

31-60 days

25.30%

25.50%

24.40%

61-90 days

14.10%

12.90%

12.50%

91+ days

19.80%

21.10%

13.30%

100.00%

100.00%

100.00%

Inventory Management Vehicle Days Supply (Units)

74

Average inventory aging

USED CAR NEWS

Source: Autodata Corp. & NCM Associates, Inc.

29 2014 DSB_29.indd 1

4/16/14 3:03 PM

USED CAR NEWS

2014 DATA SOURCE BOOK

DEALER DATA

30 2014 DSB_30.indd 1

Certified Pre-Owned Retail Sales DOMESTIC 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

’13 YTD 227,755 206,073 21,682 344,025 27,354 257,046 52,911 4,447 2,267 13 18,397

’14 YTD 63,860 57,948 5,912 92,562 7,685 69,146 14,993 553 185 1 4,833

123,326 25,185 56,749 41,392 318 123,644 713,516

34,818 6,767 16,297 11,754 98 34,916 196,074

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

246,951 41,978 114,908 11,727 369,671 73,100 75,941 34,583 37,886 708 37,264 1,044,717

58,178 9,860 32,301 4,065 85,869 18,055 22,348 10,286 10,216 156 10,384 261,718

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

40,190 360 83,221 318 3,421 6,498 98,981 94 7,053 10,132 93,622 404 10,143 354,437

10,314 90 22,227 98 1,334 2,681 28,018 32 2,095 2,647 21,471 107 2,801

2,112,670

551,707

Total - EST.

93,915

Top Ten New Vehicle Lenders by Market Share: 3RD Quarter 2013 Source: Experian Automotive

Carmax Toyota Cred Acceptance Ally Santander Chase Bank of America Capital One Wells Fargo

All Others

Fifth Third Bank

Top Ten New Vehicle Lenders by Market Share: 3RD Quarter 2013 Source: Experian Automotive

Honda

All Others

Ally Nissan Chrysler Wells Fargo

Chase Bank of America Capital One

Source: Autodata Corp.

4/16/14 3:03 PM

FEXDMS_UCN_DSB_Layout 1 4/14/14 10:01 AM Page 1

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MANAGE YOUR DEALERSHIP, NOT YOUR SOFTWARE.SM FEXDMS.COM 2014 DSB_31.indd 1

4/16/14 3:10 PM

2014 DATA SOURCE BOOK

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

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 (855) 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/

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

SOUTH DAKOTA Department of Revenue Motor Vehicle Division (605) 773-3541 www.state.sd.us/drr2/motorvehicle/

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

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

MAINE Bureau of Motor Vehicles (207) 624-9000 www.maine.gov/sos/bmv/

NEW YORK Department of Motor Vehicles (518) 486-4714 www.dmv.ny.gov

MARYLAND Motor Vehicle Administration (800) 950-1682 www.mva.maryland.gov

NORTH CAROLINA Division of Motor Vehicles (919) 715-7000 www.ncdot.org/dmv/

MASSACHUSETTS Registry of Motor Vehicles (857) 368-8000 www.mass.gov/rmv

NORTH DAKOTA Department of Transportation Division of Motor Vehicles (701) 328-2500 www.dot.nd.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) 744-2500 www.dmv.de.gov/ FLORIDA Department of Highway Safety and Motor Vehicles (850) 617-3003 www.flhsmv.gov

USED CAR NEWS

GEORGIA Department of Revenue (855) 406-5221 wwwmotor.etax.dor.ga.gov HAWAII Department of Commerce and Consumer Affairs/DMV (808) 532-4324 www.hawaii.gov IDAHO Department of Transportation/DMV (208) 334-8000 www.itd.Idaho.gov ILLINOIS Department of Motor Vehicles (217) 782-7817 www.cyberdriveillinois.com

MICHIGAN Secretary of State Bureau of Driver and Vehicle Records (888) 767-6424 www.michigan.gov/sos

OHIO Bureau of Motor Vehicles (614) 752-7500 www.bmv.ohio.gov

MINNESOTA Department of Public Safety Driver and Vehicle Services (651) 297-2005 www.dps.state.mn.us

OKLAHOMA Department of Public Safety Motor Vehicle Division (405) 521-3221 www.dps.state.ok.us

MISSISSIPPI Department of Public Safety Motor Vehicle Licensing Bureau (601) 987-1212 www.dps.state.ms.us

OREGON Department of Motor Vehicles (503) 945-5000 www.oregon.gov/odot/dmv

MISSOURI Department of Revenue Motor Vehicle Bureau (573) 526-3669 www.dor.mo.gov/motorv MONTANA Department of Justice Motor Vehicle Division (406) 444-3933 www.doj.mt.gov/driving

PENNSYLVANIA Department of Transportation Driver and Vehicle Services (800) 932-4600 www.dmv.state.pa.us 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 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 3-28-14

32 2014 DSB_32.indd 1

4/16/14 3:11 PM

INDEPENDENT AUTOMOBILE DEALERS ASSOCIATIONS

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 480-967-7905 aiada@aiada.net www.aiada.net ARKANSAS IADA Lamar Murphy, Executive Director P O Box 147 (71754) 2213 N. Vine Magnolia, AR 71753 870-234-9468 lamar.murphy@arkiada.org www.arkiada.org CALIFORNIA IADA Larry Laskowski, Executive Director P O Box 343 Roseville, CA 95661 916-784-0223 Fax 916-784-0223 larry@iadac.org 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 704-454-5567 jbrown@theciada.com www.theciada.com COLORADO IADA Todd O’Connell, Executive Director 950 Wadsworth Blvd., Ste. 101 Lakewood, CO 80214 303-239-8000 | 800-569-1899 Fax 303-237-3305 toddo@ciada.org www.ciada.org

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

MASSACHUSETTS / NEW ENGLAND 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

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

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

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

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

OHIO IADA Wendy Rinehart, Executive Director 2040 Brice Rd. Reynoldsburg, OH 43068 614-863-5800 | Fax 614-863-5801 wendy@ohiada.org www.ohiada.org

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

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

ILLINOIS IADA Bruce Eklund, Administrator P.O. Box 7266 3209 Ashwinton Way (61109) Rockford, IL 61125 815-873-8980 | 800-987-6627 lilcheeper5@aol.com www.il-iada.org INDIANA IADA Debbie Andersen, Executive Director P O Box 1393 128 S. East St. Crown Point, IN 46308 219-661-0287 | 800-310-3112 Fax 219-663-5294 iiada@comcast.net www.iiada.com IOWA IADA Judy Wilson, Administrator PO Box 337 409 East Market St. 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 Heather Moore, Executive Director 850 Kaliste Saloom Rd., Ste. 206 Lafayette, LA 70508 877-513-6275 Fax 337-534-4891 heather@mydealersupply.com www.louisianaiada.com 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

MONTANA IADA John Hammrell, Executive Director P O Box 80326 Billlings, MT 59108 406-256-4943 | Fax 406-874-2253 Cell 406-670-4786 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 JERSEY IADA Paula Frendel, Executive Director 115 Franklin Turnpike #303 Mahwah, NJ 07430 855-694-2324 njiada.pfrendel@gmail.com www.newjerseyiada.org NEW MEXICO IADA Executive Director (Vacant) 604 Chama St. NE Albuquerque, NM 87108 505-232-0809 | Fax 505-232-0810 derek@nmiada.com www.nmiada.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

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.pennsylvaniaiada.com SOUTH DAKOTA IADA Jerry Vogeler, Executive Director P O Box 7077 102 Telegraph Trail 57532 Pierre, SD 57501 605-223-2060 | Fax 605-223-2061 jerryvogeler@vogeler-consulting.com www.sdiada.com TENNESSEE IADA Darryl Noble, Executive Director PO Box 2219 318 E. Main St. Lebanon, TN 37087 615-506-4968 | Fax 615-443-7486 866-586-4232 dnoble@tniada.com www.tniada.com

USED CAR NEWS

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

HAWAII IADA John Caudell, State President Manheim Hawaii C/O Greg Lelesch 1001 Ahua St. Honolulu, HI 96819 808-334-1111 president@hiiada.com www.hiiada.com

2014 DATA SOURCE BOOK

ALABAMA IADA Randy Jones, Executive Director PO Box 196274 120 Vulcan Road (35209-4702) Birmingham, AL 35219 205-942-1000 | 800-239-2423 Fax 205-942-3565 randyjones@live.com www.alabamaiada.com

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IADAs continued 2014 DATA SOURCE BOOK

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 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 adam.jones@utahdealers.com www.utahdealers.com

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!

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

www.Frazer.biz

Toll Free 1-888-963-5369

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 WISCONSIN IADA Chris Snyder EVP / General Counsel 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 Steve Jordan, Executive Vice President 2521 Brown Blvd.

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

TRADE ASSOCIATIONS 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

USED CAR NEWS

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 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 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

34 2014 DSB_34.indd 1

AMERICAN SALVAGE POOL ASSOCIATION (678) 560-6678 FAX: (678) 229-2777 Natalie Nardone, CAE, CMP Executive Director Suite 700-PMB 321 2900 Delk Road Marietta, GA 30067 www.aspa.com CONSUMER BANKERS ASSOCIATION Jean Marie Bunton, Senior Vice President, Communications & Marketing (202) 552-6382 FAX: (703) 528-1290 1225 Eye St., NW Ste. 550 Washington D.C. 20005. www.cbanet.org INTERNATIONAL AUTOMOTIVE REMARKETERS ALLIANCE (865) 805-5954 FAX: (866) 277-6996 Tony Long, Executive Director 257 N. Calderwood St. #316 Alcoa, TN 37701 www.iaraonline.org NATIONAL ALLIANCE OF BUY-HERE, 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 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

NATIONAL INDEPENDENT AUTOMOBILE DEALERS ASSOCIATION (817) 640-3838 (800) 682-3837 FAX: (817) 652-9263 Steve Jordan, Executive Vice President 2521 Brown Blvd.

Arlington, TX 76006 www.niada.com

NATIONAL AUTOMOBILE DEALERS ASSOCIATION (703) 821-7000 (800) 252-6232 Peter K. Welch, 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

4/16/14 3:54 PM

AUCTION GROUPS

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kciaa.com | 816.502.3318 THURSDAYS - 9:00 AM POWERED BY

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2014 DATA SOURCE BOOK DIRECTORY

s today!

Visit CarMax Auction

PACIFIC

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epiaa.com | 915.587.6700 WEDNESDAYS - 10:00 AM

MOUNTAIN

McConkeyAuctions.com 35

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FINANCE

8& 163$)"4& #6: )&3& 1": )&3& "$$06/54

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FLOORPLANNING

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FLOORPLANNING

TRANSPORT

Transporting Cars, Delivering Value

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- Providing Reliable Transportation for over 19 years

37 2014 DSB_Directory.indd 37

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TRANSPORT

The Friendliest Place in Town Independently Owned & Operated Since 1979 Sale Days and Times Tues.: 9:30am | Thurs.: 10am Hours of Operation M W F - 9am - 5pm T TH - 8am - 5pm PROUD WINNER OF THE TFS PREMIER AUCTION AWARD!

12405 East Rosecrans Ave. Norwalk, CA 90650 562-864-7464 | Fax: 562-863-2776 www.norwalkautoauction.com CALIFORNIA

2014 DATA SOURCE BOOK DIRECTORY

FOUR LOCATIONS TO SERVE YOU VENTURA AUTO AUCTION: EVERY TUESDAY 3:00PM

6200 LELAND STREET, VENTURA, CA 93003

SANTA ANA AUTO AUCTION: EVERY WEDNESDAY 3:00PM

1901 E. EDINGER STREET, SANTA ANA, CA 92705

THOUSAND OAKS AUTO AUCTION: EVERY THURSDAY 3:00PM

889 MITCHELL ROAD, THOUSAND OAKS, CA 91320

PASADENA AUTO AUCTION: EVERY FRIDAY 1:30PM

TWO SALES TO SERVE YOU!

TUESDAY AT 2PM PDT - Repos, Fresh Dealership Trades, & Consignment Sale FRIDAY AT 9AM PDT - Repos, Fresh Franchise Dealership Trades, & Consignment Sale

2950 E. WALNUT STREET, PASADENA, CA 91107

ALL AUCTIONS FEATURE: .

MULTI-PLATFORM ONLINE MARKETING

. RECONDITIONING . BUYER PROTECTION PROGRAMS . POST-SALE INSPECTIONS . CONDITION REPORTS . FLOOR PLANS

afc, nextgear, westlake flooring, car financial services, and in-house flooring.

Live simulcast through Auction Pipeline is available at all of our locations at:

auctionsinmotion.com (866) 924-1117

ALL VALLEY DEALERS AUTO AUCTION Address: 7331 Laurel Canyon N. Hollywood, CA 91605 818- 381-8333 | Fax: 818- 381-8338 E-mail Address: info@avdaa.com | www.avdaauction.com Office Hours: Monday through Friday- 9am to 5pm PST

38 2014 DSB_Directory.indd 38

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COLORADO

IDAHO

CONNECTICUT

INDIANA

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

2014 DATA SOURCE BOOK DIRECTORY

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

FLORIDA

39 2014 DSB_Directory.indd 39

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INDIANA

MASSACHUSETTS

9:00AM EVERY THURSDAY Join us every week for: Nicholas Financial, Inc.

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LEADING THE WAY IN AUTO & CONSUMER FINANCING

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

www.indianaautoauction.net

(260) 489-2776

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

2014 DATA SOURCE BOOK DIRECTORY

LOUISIANA

Come for the Cars, stay for the fun!

MICHIGAN

CONSIGNORS INCLUDE:

1000+

DEALER CONSIGNMENTS EVERY WEEK

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Ally Auto Remarketing Automotive Credit Corporation Avis/Budget Group

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Powered by

Tuesdays @ 8:30AM Louisiana’s 1st Choice Auto Auction 18310 Woodscale Road Hammond LA 70401 Phone 985.345.3302 Fax 985.345.5735

BIG And Great Service

SELECTION

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1800-2200 UNITS EVERY WEEK

EVERY WEDNESDAY

Sale Starts at 8:00 am

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

WWW.LAFCAA.COM M A RY L A N D

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40 2014 DSB_Directory.indd 40

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MICHIGAN

N E VA D A

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: Wendy Heasley 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 M I N N E S O TA

NEW HAMPSHIRE

2014 DATA SOURCE BOOK DIRECTORY

Independent ServNet Auction and Auction Contributor

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: Brandon Thompson Fax: 218-385-3232 CEO: Robert E Thompson www.msaanym.com Dealer Financing Available msaanym@arvig.net AFC, Ally, NextGear, Auto Use Fleet/Lease Contact: Dee Sullivan

Pres. / Manager: Robin R. Thompson

MISSOURI

NEW YORK

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

Eight Lane Auction Every Friday at 9:20 AM! 1100+ Vehicles per Week! • Live Internet Bidding 830 Talmadge Hill Road South • Waverly, New York 14892

607-565-8151 • www.statelineauto.com “The Pulse of the Auction Industry in the Heart of Missouri”

Best in the Bid-ness since 1981® 41

2014 DSB_Directory.indd 41

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NORTH CAROLINA

OREGON

2014 DATA SOURCE BOOK DIRECTORY

OHIO

OKLAHOMA

P E N N S Y LV A N I A

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42 2014 DSB_Directory.indd 42

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

26 PROVEN SERVICE

4/16/14 3:15 PM

P E N N S Y LV A N I A

SOUTH CAROLINA

“Pennsylvania’s Largest Independent Auto Auction”

RUNNING 1800 VEHICLES EVERY THURSDAY AT 9 AM 1100 SOUTH YORK STREET | PO BOX 368 | MECHANICSBURG, PA 17055 | 717-697-2222 | FAX: 717-697-2234

www.harrisburgautoauction.com

2014 DATA SOURCE BOOK DIRECTORY 651 Precast Lane Moncks Corner, SC 29461 (843) 719-1900 www.CharlestonAutoAuction.com

RHODE ISLAND

GM FINANCIAL NAMES RAWLS AUTO AUCTION 2013 AUCTION OF THE YEAR FINANCIAL FORT WORTH, TEXAS February 25, 2014 – GENERAL MOTORS Auto COMPANY, INC. (“GM Financial” or the “Company”), named Rawls Company’s Auction, Leesville, S.C., 2013 Auction of the Year as part of the annual nationwide Auction of Excellence program. its annual GM Financial announced the Auction of Excellence winners at auctions’ Auction Summit in Dallas, Texas. After reviewing all 44 participating marketing performance in a variety of categories, including customer service, Financial promotions, pre-sale activities and overall auction success, GM representatives selected Rawls Auto Auction.

it seem “The road to auction of the year is a difficult one. Rawls makes Solutions. relatively simple,” said Brad Bollman, vice president Remarketing force in the “Throughout our relationship with Rawls, they are a consistent awareness rankings. They have shown excellence in marketing and brand can see the throughout the years. From the moment a unit is consigned, you process.” care Rawls takes with getting our vehicles through the auction in This is Rawls’ fifth Auction of the Year award, receiving the recognition 2006, 2009, 2010 and 2012. region in each Rawls received Auction of Excellence awards for the Southeast Auction quarter for 2013. As the Southeast regional winner, Rawls Auto of the Year competed with four other regional award recipients for the Auction honor.

BB&T

43 2014 DSB_Directory.indd 43

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TEXAS

U TA H

2014 DATA SOURCE BOOK DIRECTORY

WEST VIRGINIA

When You’re Here, You’re Family!

2 LOCATIONS IN TEXAS TO SERVE YOU! BIG VALLEY - RGV - Every Thurs at 10am 4315 N. Hutto Rd. | Donna, Texas 78537 956-461-9000 | Fax 956-461-9005 BIG VALLEY - CORPUS CHRISTI - Every Tues at 10am 5661 Agnes St. | Corpus Christi, Texas 78405 361-356-2020 | Fax 361-356-2025 www.bigvalleyaa.com

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1300+ units every Tuesday at 10am 400+ units every Thursday at 1:30pm

1836 Midway Rd | Lewisville, Tx 75056 | 972.492.0900 | metroaa.com

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Carolina-3.625x2.875.pdf

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4/4/14

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SOUTH CAROLINA

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2014 DATA SOURCE BOOK DIRECTORY

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651 Precast Lane Moncks Corner, SC 29461 (843) 719-1900 www.CharlestonAutoAuction.com

RHODE ISLAND

GM FINANCIAL NAMES RAWLS AUTO AUCTION 2013 AUCTION OF THE YEAR FINANCIAL FORT WORTH, TEXAS February 25, 2014 – GENERAL MOTORS Auto COMPANY, INC. (“GM Financial” or the “Company”), named Rawls Company’s Auction, Leesville, S.C., 2013 Auction of the Year as part of the annual nationwide Auction of Excellence program. its annual GM Financial announced the Auction of Excellence winners at auctions’ Auction Summit in Dallas, Texas. After reviewing all 44 participating marketing performance in a variety of categories, including customer service, Financial promotions, pre-sale activities and overall auction success, GM representatives selected Rawls Auto Auction. it seem “The road to auction of the year is a difficult one. Rawls makes Solutions. relatively simple,” said Brad Bollman, vice president Remarketing force in the “Throughout our relationship with Rawls, they are a consistent awareness rankings. They have shown excellence in marketing and brand can see the throughout the years. From the moment a unit is consigned, you process.” care Rawls takes with getting our vehicles through the auction This is Rawls’ fifth Auction of the Year award, receiving the recognition 2006, 2009, 2010 and 2012.

in

region in each Rawls received Auction of Excellence awards for the Southeast Auction quarter for 2013. As the Southeast regional winner, Rawls Auto of the Year competed with four other regional award recipients for the Auction honor.

BB&T

-MORE-

2014 DSB_Directory.indd 45

45 4/16/14 2:33 PM

TEXAS

U TA H

2014 DATA SOURCE BOOK DIRECTORY

WEST VIRGINIA

When You’re Here, You’re Family!

2 LOCATIONS IN TEXAS TO SERVE YOU! BIG VALLEY - RGV - Every Thurs at 10am 4315 N. Hutto Rd. | Donna, Texas 78537 956-461-9000 | Fax 956-461-9005 BIG VALLEY - CORPUS CHRISTI - Every Tues at 10am 5661 Agnes St. | Corpus Christi, Texas 78405 361-356-2020 | Fax 361-356-2025 www.bigvalleyaa.com

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1300+ units every Tuesday at 10am 400+ units every Thursday at 1:30pm

1836 Midway Rd | Lewisville, Tx 75056 | 972.492.0900 | metroaa.com

46 2014 DSB_Directory.indd 46

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manheim.com | 866 t Manheim ©2014 Manheim, Inc. All rights reserved. Manheim Buy. Sell. Win.is a trademark of Manheim, Inc. The M logo is a registered trademark of Manheim, Inc.

2014 DSB_IBC.indd 1

Visit one of our locations or Manheim.com to buy, sell, and win today!

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4/14/14 3:15 PM

UCN_Auction_CO20_040914.indd 1 2014 DSB_BC.indd 1

4/9/14 11:00 AM 4/14/14 3:16 PM